tag:blogger.com,1999:blog-11037549086726582112024-03-05T08:54:09.833-06:00Always UpwardSuccess only runs one directionRetail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comBlogger280125tag:blogger.com,1999:blog-1103754908672658211.post-39009334265765592292008-12-17T22:36:00.004-06:002008-12-17T22:50:08.458-06:00Pack it up, honey...time to move<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1zxYtih4wh7vllkLHb39nbtHDpMxLha6qpoo_EFtp9CW9niDRCYoJuRfZ6tn-N7bfi1eVDAUS9Hz0F5XdH7EvZqcQWaYOml_ZyWs9_ntyHwiukmYtc2DrlRz2JcBbCv1hmIKvF1wX2I-c/s1600-h/home-sweet-home.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 320px; height: 269px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1zxYtih4wh7vllkLHb39nbtHDpMxLha6qpoo_EFtp9CW9niDRCYoJuRfZ6tn-N7bfi1eVDAUS9Hz0F5XdH7EvZqcQWaYOml_ZyWs9_ntyHwiukmYtc2DrlRz2JcBbCv1hmIKvF1wX2I-c/s320/home-sweet-home.jpg" alt="" id="BLOGGER_PHOTO_ID_5280987515813072914" border="0" /></a>It’s official. The Always Upward blog has moved to new digs.<br /><br />I’ve wanted to do this for a while now, but needed to get a couple of other projects wrapped up first. Well...that, and to try teaching myself enough php code to make it function without having to ask for help.<br /><br /><span style="font-style: italic;">Yeah. Like that’s a good idea.</span><br /><br />Bottom line, the blog is now located at:<br /><br /><a style="color: rgb(204, 102, 0);" href="http://www.alwaysupward.com/blog">AlwaysUpward.com/blog</a><br /><br />Still have some squeaky floorboards and a couple of loose screws <span style="font-style: italic;">(hey now...I heard that),</span> but all in all, we’re good to go. My previous posts are repeated there, along with some new material, so you won’t be losing anything in the translation.<br /><br />Pack it up. Wave goodbye. It’s time to head to Always Upward.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-14437381519101411162008-12-17T08:45:00.002-06:002008-12-17T08:45:00.650-06:002009: The Year of Quality without ComplicationThis past year’s been interesting.<br /><br />For me, 2008 was pretty terrific, albeit filled with too many third party political agendas (and I don’t mean election-related). For my friends who own retail stores, however, it was an uphill battle filled with enormous challenge--in most cases becoming critical as early as June.<br /><br />Regardless of whether your year fell into the “terrific” or “challenging” category, it’s safe to say 2008 was complicated. <span style="font-style: italic;">Reeeeally </span>complicated. The past twelve months generally gave a lot of pretty smart folks some pretty serious headaches.<br /><br />Which is why I’m declaring 2009 <span style="font-style: italic; color: rgb(51, 0, 51);">The Year of Quality without Complication</span>.<br /><br />Think: Quality without overthinking. Quality of life <span style="font-style: italic;">plus</span> quality of business. Quality that spills over to those around you in a sincere, productive way.<br /><br />So what do you say we all unite under the following declarations?<br /><br /><span style="font-weight: bold;">In 2009, I, the undersigned, promise to:</span><br /><br />1. Focus on what my customers need from me <span style="font-style: italic;">more</span> than what I need from them.<br /><br />2. Better understand the 80/20 rule, then buy according to that principle (and if I don’t understand that principle, I need to contact Cinda).<br /><br />3. Take five minutes each month to send a hand written thank you note to someone who’s made a positive difference in my business. If I’m feeling particularly cheerful, I will write two.<br /><br />4. Create a braintrust of me and four other local business owners, then meet for brainstorming breakfasts once per quarter where we’ll drink too much coffee, eat calorie-laden sticky buns, kick around wild ideas, listen to each other’s concerns, and find ways to grow each other’s businesses.<br /><br />5. Try at least one new internet-based marketing method...even if it scares the hell out of me. If that requires relying on my 13 year old nephew for explanation, I will. If it requires hiring the 13 year nephew, I will.<br /><br />6. Stop dead in my tracks when things begin to spin too quickly...take a breath...and regain control. <span style="font-style: italic;">Life can only race as fast as I allow it to.</span><br /><br /><br />I have read the above, agree to it with all my retail-lovin’ heart, and sign here in black ink (because red ink is no fun):<br /><br />_________________________________<br />Name<br /><br />__________________<br />Date<br /><br /><br />Now, print...sign...and tape to your office wall. Or your forehead. Your call.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-66855274350166643662008-12-16T13:26:00.010-06:002008-12-16T14:20:37.903-06:00Color me a Pandora junkie<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEix_o-nfFKprydNtNqarjmp83cjTM3C52MIjKAaKUZqDioBPrsD0weDuXZe3eEQCryKHuNTQzk3OSB-YosJgvIGrVYefWxscqrlFAVVLWF8ginTeJIMXJ4YhDEQ9oYlcIm621fl8WT0jjER/s1600-h/pandora.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 320px; height: 181px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEix_o-nfFKprydNtNqarjmp83cjTM3C52MIjKAaKUZqDioBPrsD0weDuXZe3eEQCryKHuNTQzk3OSB-YosJgvIGrVYefWxscqrlFAVVLWF8ginTeJIMXJ4YhDEQ9oYlcIm621fl8WT0jjER/s320/pandora.jpg" alt="" id="BLOGGER_PHOTO_ID_5280481264586741586" border="0" /></a>I’m strapped to the desk today, which means it’s going to be a Pandora afternoon.<br /><br />If you haven’t heard of Pandora, you’re really missing something. Simply put, it’s a free online service that plays music based on the songs you like. Today, I’m listening to Bing Crosby, Tony Bennett, Louis Armstrong and the like singing Christmas songs, simply because I typed in <span style="font-style: italic;">“Santa Baby,”</span> then selected the Eartha Kit version from the menu that automatically appeared.<br /><br />This is crazy easy to use (and free):<br /><br />1. Go to <a style="color: rgb(204, 102, 0);" href="http://www.pandora.com/">Pandora.com</a><br />2. Create an account (no, they don’t spam you)<br />3. Type in a song name to create a new station (aka: playlist)<br />4. Sit back and enjoy the music, baby<br /><br />I’ve created about a half dozen “stations” in my Pandora account, running the gamut from the Rolling Stones to Ella Fitzgerald. The system remembers these stations so that all I have to do upon returning to the site is click on the one that sounds good that day.<br /><br />Don’t ask me how, but they nail the mix 99.99% of the time. On the rare occasion that a tune pops up you don’t like, just click on the little thumbs down symbol and it goes away forever.<br /><br />(Mac users have two additional options: You can download Pandora Jam--a free standing player that connects from your desktop--by visiting <a style="color: rgb(204, 102, 0);" href="http://pandorajam.com/">pandorajam.com</a>, or hit the App Store to pick up an iPod/iPod Touch version.)<br /><br />Pandora’s great for those times you’re stuck at your desk, tired of store music, or in the mood for a fresh mix. A music playlist--custom built for the listener--is a pretty sweet treat and very hard to beat (see what a great mood it has me in?).<br /><br />Now-—go try it out. I’m off to sing along with Bing and his buddies. Oh yeah. And get some work done.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-53692212984359786082008-12-14T11:28:00.003-06:002008-12-14T12:40:55.647-06:00When Mom goes mum<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh-u_kMCocYnSPe58XNi4mPtYxm1BBNnIsT28iu_KiefAn-Br3KZ06zOKq8GvcmIyNQrQSebHB6x4pVF-gXmVRSbS5vPyBlJ9fq2Vopy_Ugc9LZZ9c5dP-cDMP8p7QKFq54A01FDQraCMDM/s1600-h/nail_polish.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 128px; height: 200px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh-u_kMCocYnSPe58XNi4mPtYxm1BBNnIsT28iu_KiefAn-Br3KZ06zOKq8GvcmIyNQrQSebHB6x4pVF-gXmVRSbS5vPyBlJ9fq2Vopy_Ugc9LZZ9c5dP-cDMP8p7QKFq54A01FDQraCMDM/s200/nail_polish.jpg" alt="" id="BLOGGER_PHOTO_ID_5279717530531491506" border="0" /></a>This morning, Lee Scott (CEO and President of WalMart) appeared on <span style="font-style: italic;">Meet the Press </span>as part of a 5-person brain trust discussing the economy and where it’s headed. A comment he made really resonated with me; to paraphrase, when WalMart moms stop shopping for themselves--choosing instead to defer spending in lieu of their kids’ and spouse’s--it’s a sign of serious pull-back in the consumer market. As much as it pains me to say this, the leader of WalMart is dead-on-right.<br /><br />Each Christmas, we marveled in the store over the <span style="font-style: italic;">“one for them, one for me” </span>pattern our female customers exhibited this time of year-—more than during other seasons, although not exclusive to fourth quarter. The better the economy, the higher the likelihood <span style="font-style: italic;">“one for me”</span> cost more than the original gift. Even last year, as the economy was slowing down, we still saw self-gifting continue, albeit at slightly reduced price points.<br /><br />Now, however, self-gifting deferral seems to be the rule. Even I, who typically splurges for a $300-ish technological gadget of some sort this time of year, succumbed, opting instead to pop for a $25 calculator.<br /><br />(Yes, that’s just as pitiful as it sounds, but hey...the old one was losing some of its digits on display screen, which made it a necessity item.)<br /><br />Was I disappointed? Nope. Didn’t occur to me to be. Which is exactly my point.<br /><br />The fact that a calculator made me (almost) as happy as an <a style="color: rgb(204, 102, 0);" href="http://store.apple.com/us/product/MB276LL/A">Apple Time Capsule</a> proves that I, too, am deferring self gratification in favor of splurging on my nieces and nephew. Doesn’t mean I don’t still want nice things...but does mean that whatever I buy myself will be a more affordable splurge than in days past. At least for now.<br /><br />Revlon knows this, and provides a good model to follow. Whenever the economy goes south, they begin cranking out more dramatic colors in both lipstick and <a style="color: rgb(204, 102, 0);" href="http://www.revlon.com/ProductCatalog/ProductDetails.aspx?CategoryID=4&SubCategoryID=15&ProductID=90">nail polish</a>...then watch their sales spike. As money becomes tight, women tend not to spend on spa trips and new clothes, but still want to feel pampered, vibrant, confident, and attractive. Thus, the appearance of affordable fashion items...and dramatic nail polish and lipstick that make a statement.<br /><br />Think I’m nuts? How many women have you seen sporting near-black nail polish on t.v. and in the halls lately? Point proven.<br /><br />How’s this translate to gift retailers? Think like the WalMart mom or the 30-something woman sporting OPI’s <span style="font-style: italic;">“Black Cherry Chutney”</span> nails. If it looks like a perk and it feels like a perk, then it is a perk that will be purchased...at under $20. Once the winter gift show circuit kicks in, items that replace more costly options in ways that improve the consumer’s lifestyle at a painless price point will be the hit that brings cash flow.<br /><br />Given how late most retailers are pushing purchases right now, odds are good you’ll be buying for Valentine’s Day as well as Mother’s Day, graduation, and Father’s Day. Think: bold color, comfort, fashion, and experience-replacement purchases. Look for microwavable lavender neck wraps that will replace spa visits...for dramatic colors in scarves that will replace larger clothing purchases...and for high impact gifts that don’t need to be replaced (ie, refillable <span style="font-style: italic;">and</span> reusable), then pair them with loyalty refill programs.<br /><br />Don’t think this applies to higher priced boutiques? Guess again. Even luxury stores are choking as their previously cash-heavy customers pull back.<br /><br />So how do you do this in an upscale environment? Here’s an example: Let’s say you currently sell $75-$100 cashmere scarves in a wide selection of colors. To tweak things a bit, consider paring down the color selection to black, white, red, and the top two or three colors seen in the current fashion magazines (so you don’t lose that particular customer), then add in a line of $35 or $40 silk scarves in twice as many colors. You’re still appealing to upscale customers while giving them high quality, fashion forward options that can be more easily justified.<br /><br />If you can provide products that allow consumers to defer the more expensive alternatives by purchasing your current offerings instead, you’ll be ahead of the game. Give them options that are bold, confident, and affordable. If you don’t, well...they’ll look elsewhere. Remember, sacrifice eventually wears thin for most consumers.<br /><br />Now...off to freshen up my<span style="font-style: italic;"> <a style="color: rgb(204, 102, 0);" href="http://opi.com/opi/opistudio.aspx">“Eiffel for This Color”</a></span> nails. They’re all the rage, you know.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-75375294222497705102008-12-13T08:02:00.001-06:002008-12-13T08:02:00.594-06:00I can name that tune in...um...how many notes?Sure, this video has been around for a couple of years, but it never ceases to amaze and delight. Consider this my stocking stuffer for all you stressed out retailers in the world....<br /><br /><object height="285" width="340"><param name="movie" value="http://www.youtube.com/v/2Fe11OlMiz8&hl=en&fs=1&rel=0&color1=0x3a3a3a&color2=0x999999&border=1"><param name="allowFullScreen" value="true"><param name="allowscriptaccess" value="always"><embed src="http://www.youtube.com/v/2Fe11OlMiz8&hl=en&fs=1&rel=0&color1=0x3a3a3a&color2=0x999999&border=1" type="application/x-shockwave-flash" allowscriptaccess="always" allowfullscreen="true" height="285" width="340"></embed></object><br /><br />Enjoy!Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-52624107812286100742008-12-12T08:44:00.005-06:002008-12-12T09:09:09.065-06:00Green Paper Company<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhp9KdCTp_tLUkL1SidKSFwfCWQqze7Uctg7Eiz5m6gi2p4u78Y5TyVhrcMFH7FRphZh8yd4o3107BSQaLF5jInKadY3TEi_MDpE2ivotC48HDAcvpGhFl2zwWVlX766Jd276wuLkUrrfF0/s1600-h/green_paper_co.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 68px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhp9KdCTp_tLUkL1SidKSFwfCWQqze7Uctg7Eiz5m6gi2p4u78Y5TyVhrcMFH7FRphZh8yd4o3107BSQaLF5jInKadY3TEi_MDpE2ivotC48HDAcvpGhFl2zwWVlX766Jd276wuLkUrrfF0/s400/green_paper_co.jpg" alt="" id="BLOGGER_PHOTO_ID_5278917817317847842" border="0" /></a>It might seem there’s no safe haven in retail right now, but those of you selling paper know that green is gold these days. If you’ve got great recycled options, you’re ahead of stores who don’t.<br /><br />Enter Green Paper Company.<br /><br />Joan Schnee, owner of GPC in Chicago, got a big thumbs up today as the only line mentioned by name on the <span style="font-style: italic;">Good Morning America</span> segment <span style="font-style: italic;">“Just One Thing,”</span> featuring quality recycled stocks and holiday cards. Not a bad endorsement to have on the resumé...even when the resumé is already crowded with lots of great endorsements and placement requests.<br /><br /><span style="font-style: italic;">Green Paper Company</span> is about more than just holidays, though. Their line of blank and printed stock is expansive, and truly green. Offering both consumer packaged stationery and blank bulk stock, there’s plenty to choose from, regardless of whether you sell only boxed goods, blank stock to DIYers, or provide in-house design and production services.<br /><br />Joan’s done a lot of homework about what is--and is not--good for the environment, and knows more than just about anyone I’ve ever met. As a retailer (her store, <span style="font-style: italic;">On Paper,</span> has been a Columbus, OH destination for more than a decade), she “gets” what stores want, need, and rely on from vendors. If there’s a better combination out there, I haven’t found it.<br /><br />Don’t wait until the winter shows to look for GPC; <a style="color: rgb(153, 51, 0);" href="http://www.greenpapercompany.com">check out their site</a>, give ‘em a call, and get your hands on this...<span style="font-style: italic;">now. </span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-10666229171248113222008-12-12T08:20:00.001-06:002008-12-12T08:20:00.917-06:00Where in the world is...?<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqkMmHChVBxF0HttYVdN_cRrcWKskrMp8HhDIo5URS_AdM7im2dgcOMKyte1gOeK5EPBgm84doTKBkrx6GekJbWUkjnxw0xdpPB_N-xJy5dGiv3jELuiZrJPyzTINH3oZHmPp0BKnbs99E/s1600-h/moving+boxes.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 196px; height: 298px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgqkMmHChVBxF0HttYVdN_cRrcWKskrMp8HhDIo5URS_AdM7im2dgcOMKyte1gOeK5EPBgm84doTKBkrx6GekJbWUkjnxw0xdpPB_N-xJy5dGiv3jELuiZrJPyzTINH3oZHmPp0BKnbs99E/s320/moving+boxes.jpg" alt="" id="BLOGGER_PHOTO_ID_5278694314230657762" border="0" /></a>It’s been a little quiet on the AU blog this past week, in part because my schedule’s been upside down, and in part because I’m working on a move from Blogger to the Always Upward website. This is no small undertaking-—especially for someone who doesn’t live, eat, and breathe code.<br /><br />Until the new digs are ready, I’ll continue posting here. As soon as I think the floor is solid and the roof won’t leak, you’ll be the first to know it’s time to move over to the new address.<br /><br />Think good thoughts. This is turning out to be a much more complex experience than building my own websites has been. <span style="font-style: italic;">Much</span> more complex.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-14902121992600005702008-12-11T17:52:00.006-06:002008-12-11T18:19:29.790-06:00Conquering Kate’s<a style="" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhiBgweLRZiv-oIMpDMjgYryvYPOA8zflhHIeG9id92wnOHk0bZseSSOyel8P_6IJN1XPwLqFQiQqy6M983ELQg8bZSpJF3Jr1K9s0RhyAbZ7Jj4Qz7fOyD6I0TFyoTYHQwwVBTmi0JtAfh/s1600-h/Kates+Paperie.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 172px; height: 200px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhiBgweLRZiv-oIMpDMjgYryvYPOA8zflhHIeG9id92wnOHk0bZseSSOyel8P_6IJN1XPwLqFQiQqy6M983ELQg8bZSpJF3Jr1K9s0RhyAbZ7Jj4Qz7fOyD6I0TFyoTYHQwwVBTmi0JtAfh/s200/Kates+Paperie.jpg" alt="" id="BLOGGER_PHOTO_ID_5278690814222691042" border="0" /></a>For those of you familiar with <span style="font-style: italic;">Kate’s Paperie</span> in New York, it’s no secret what was once the shining star of stationery came upon tough times this past two years. After handing the reigns over to the next generation, Leonard Flax watched his beloved boutiques fall into financial disrepair and near extinction.<br /><br />Well folks, take heart. Someone’s come in to save the day.<br /><br />Angelica Berrie, the former CEO of <span style="font-style: italic;">Russ Berrie & Co.</span>, has written the check and holds the keys to all five <span style="font-style: italic;">Kate’s</span> locations. With plans to overhaul the design of each store, update the company’s website, and create strategic partnerships with style-makers-and-shakers, odds are there will be all sorts of gawkers during next spring’s National Stationery Show<span style="font-style: italic;">.</span><br /><br />Spring Street--the store where Leonard began the tradition--is first in line for a face lift, followed by the others throughout 2009. Part of Berrie’s plan to step things up includes commissioning artists to create window displays worthy of a museum...or by someone who’s<span style="font-style: italic;"> already been in</span> a museum, starting with sculptural artist Zoe Bradley.<br /><br />Something tells me we’re in for a real treat...at least those of us who aren’t stationery retailers in Manhattan. If <span style="font-style: italic;">Kate’s</span> can be reinvented to mirror the service and selection Leonard built, they’re gonna be pretty tough competition.<br /><br />Once again, the queen returns to the throne.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-18121995236011355652008-11-25T13:15:00.003-06:002008-11-25T13:26:14.877-06:00Back home...for the moment<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhPwA5LhABZDwBwPK8eNqg0pbZOW0yx6bF4EbHMpT_BagIAcQR5CZKVE1FqiEXvVJiJjxyrDaumcfdjjuDWF6XfhCdkhzupID8oY8J-6MqZf3faFYe20r1LmJ6jlSbcj3u-Tm6IAqRRsq7/s1600-h/P1010191.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 320px; height: 240px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhPwA5LhABZDwBwPK8eNqg0pbZOW0yx6bF4EbHMpT_BagIAcQR5CZKVE1FqiEXvVJiJjxyrDaumcfdjjuDWF6XfhCdkhzupID8oY8J-6MqZf3faFYe20r1LmJ6jlSbcj3u-Tm6IAqRRsq7/s320/P1010191.jpg" alt="" id="BLOGGER_PHOTO_ID_5272678077537014946" border="0" /></a>Just a quick post before I head back out of town to let you know the GHTA conference in Sanibel was terrific. The information shared was beyond helpful, and there were <span style="font-style: italic;">lots</span> of open ears when it came to what retailers are going through these days.<br /><br />I owe a huge thanks to the independent store owners who participated in the <span style="font-style: italic;">Retail Realities</span> survey. Your wisdom and candor made all the difference, and allowed a lot of pretty big players in the gift, stationery, and home accessory industries to better understand what you need from them...both now and in the future.<br /><br />Which brings me to the title: <span style="font-style: italic;">“Here and Now...and Tomorrow.”</span> If you’d like to view a PDF of the slides used, visit the <a style="color: rgb(204, 102, 0);" href="http://alwaysupward.com/resources.html">AlwaysUpward.com resource center</a> (linked to from the “See Cinda” page). Will try to put together an audio counterpart upon returning home from Thanksgiving travels, to fill in the blanks.<br /><br />Gobble, gobble, all.....<span style="font-style: italic;">and knock ‘em dead on Black Friday. </span><br /><br /><span style="font-style: italic;"><span style="font-size:85%;">Photo credit: Carol Schroeder</span></span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-33045363453215548672008-11-21T06:00:00.002-06:002008-11-21T06:00:00.473-06:00Don’t forget....<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjDJSn8qTecvZah9dvaOhCv8_RqdBJeKgR0eP1be8y3047ROEqMMBdM-L4SPooxiBgUFs9rWQF8VR1I25ry4XF_e1PWhIy3rvChO7h_IopBW9vp97mNUlIkOyuzjRoPS6DUL5sKJMD6DMJW/s1600-h/5-Things-Rock-logo.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 239px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjDJSn8qTecvZah9dvaOhCv8_RqdBJeKgR0eP1be8y3047ROEqMMBdM-L4SPooxiBgUFs9rWQF8VR1I25ry4XF_e1PWhIy3rvChO7h_IopBW9vp97mNUlIkOyuzjRoPS6DUL5sKJMD6DMJW/s400/5-Things-Rock-logo.jpg" alt="" id="BLOGGER_PHOTO_ID_5269040795547253410" border="0" /></a><span style="font-style: italic;">There are still a few spaces available; once we max out, though...that’s it. </span><br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">For:</span> Retailers who want to stay upright and breathing through this economic melt down<br /><span style="font-weight: bold; color: rgb(204, 102, 0);">When:</span> Monday, November 24, 2008<br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Time:</span> 8:00 p.m. E / 7:00 C / 6:00 M / 5:00 P<br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Duration:</span> 1 hour<br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Presenter:</span> Cinda Baxter, <a style="color: rgb(204, 102, 0);" href="http://www.alwaysupward.com/"><span style="font-style: italic;">Always Upward Consulting</span></a> and founder of <a style="color: rgb(204, 102, 0);" href="http://www.retailspeaks.com/"><span style="font-style: italic;">RetailSpeaks</span></a><br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Description:</span><br />Retail has never been harder, nor the risks greater. Learn the five vital things you need to do right now to protect you and your investment as the consumer market twists and turns. The goal of this session is to assure that you’ve stacked the deck in your favor, prepared and protected-—regardless of how the game plays out.<br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Cost:</span><br />$37.00 per enrollment<br />Space is limited; feel free to have multiple people listen in on a speaker phone. <span style="font-style: italic;">(Note: This seminar is structured for retail business owners; some information may be more sensitive than what you typically share with employees.)</span><br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">To subscribe to this session:</span><br /><a set="yes" linkindex="21" style="color: rgb(204, 102, 0);" href="http://www.alwaysupward.com/">Click here</a> to be taken to the Always Upward home page, then click on the event link. Major credit cards and PayPal credit accounts are welcome.<br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Not a retailer?</span><br />Feel free to spread the word to anyone you think might be interested in protecting their investment; the more stores who protect themselves now, the more that will still be around tomorrow.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-86576836976644186032008-11-20T08:11:00.003-06:002008-11-20T08:11:00.368-06:00The GHTA conference<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiQdfg5-r71VqVpS6WOibAtzul0rLRX35yaKRmTW4C0JDl4Txw7g4h6GuNsPKlz1AlgSzmxe-o2Usf-F3O-XcIFrSsoVpc0gaR82E5ZgNmVeGlnphhhbXxm8qgfoQTzXGiB_cCUHgCsN6gP/s1600-h/me_speaking.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 229px; height: 320px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiQdfg5-r71VqVpS6WOibAtzul0rLRX35yaKRmTW4C0JDl4Txw7g4h6GuNsPKlz1AlgSzmxe-o2Usf-F3O-XcIFrSsoVpc0gaR82E5ZgNmVeGlnphhhbXxm8qgfoQTzXGiB_cCUHgCsN6gP/s320/me_speaking.jpg" alt="" id="BLOGGER_PHOTO_ID_5269046910744899234" border="0" /></a>Today’s the big day--the start of the Gift and Home Trade Association national conference, in Sanibel, Florida (yeah, tough gig, I know). For those of you not familiar with the GHTA, this is a collection of CEOs, Presidents, owners, and upper management representing the most influential vendors, manufacturers, sales agencies, and trade magazines in the gift and home accessory industries.<br /><br />On Saturday, I’m presenting two seminars called <span style="font-style: italic;">“Here and Now...and Tomorrow,” </span>detailing the realities that concern retailers today, what concerns them about the next year, and how those concerns are going to impact the way they continue to do business. Thanks to the contributions of an advisory group of independent retailers representing a cross section of stores nationwide, the data is as “of the moment” as it gets.<br /><br />Thanks to those of you who answered the call, sharing your wisdom and suggestions for the sessions. This is one of those cases where you’ve got a captive audience of real decision makers; together, we can help them decide what will help independents most in this unprecedented economic climate.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-87700700452581274622008-11-19T09:08:00.005-06:002008-11-19T09:34:03.760-06:00Morning media<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhkeF7OCfCxng-UQRHGxrGgLRK8rD4Tu4ucmZqr3euooU2Miyxr5N9NRbGOzLdRI151EOOj-uBBogAmXgdx45K4zjivFSYVHSgfdq3WOsXviE_eM31hIcrzw-M7sn1wcAqwc2AobBt6jwFT/s1600-h/today_cropped.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 297px; height: 153px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhkeF7OCfCxng-UQRHGxrGgLRK8rD4Tu4ucmZqr3euooU2Miyxr5N9NRbGOzLdRI151EOOj-uBBogAmXgdx45K4zjivFSYVHSgfdq3WOsXviE_eM31hIcrzw-M7sn1wcAqwc2AobBt6jwFT/s320/today_cropped.jpg" alt="" id="BLOGGER_PHOTO_ID_5270390577770189234" border="0" /></a>This morning, the Today Show did a segment about how to save money this holiday season. As expected, the usual items were on the list--pay in cash instead of credit cards, discuss pulling back on gift giving as a family, begin with a budget, etc.<br /><br />Two suggestions, however, nearly had my head spinning like a whirling dervish: (a) that consumers should begin shopping online right away, for as much as they can, since that’s the best places to find great gifts, and (b) that consumers should go to local stores to look at items in person, then return to the internet to place their order or pass along the websites as their wish lists.<br /><br />Yes, you read that last part correctly. <span style="font-style: italic;">Please use your community stores as free showrooms for online retailers.</span><br /><br />I can't begin to tell you how that made my blood boil...especially since this segment came on the heels of a piece about the shortage of seasonal retail jobs due to the economy's impact on small business.<br /><br />Duh...but how about the impact <span style="font-style: italic;">of the media</span> on small business?<br /><br />Newsflash. It's not just the economy that's kicking retailers in the teeth. It's you. It's your continual recommendations to forego local retailers and jump straight to the internet. It’s forgetting that a community is the sum of its parts, not just the residential side. And it’s playing cheerleader for the very thing doing the most damage to independent businesses while bemoaning their disappearance.<br /><br />I’m headed to the national Gift and Home Trade Association conference today, where I’ll be presenting two seminars to vendors and reps about the concerns of independent retailers this weekend.<br /><br />Might add a section about stemming the tide of bad press, as long as I have their ear.<br /><br />I’ll post from Sanibel, where it’s at least 40 degrees warmer than it is here....Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-19913841289204249222008-11-14T14:34:00.009-06:002008-11-14T15:07:48.007-06:00November 10-14 coupons<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiI1fUKVkakShn7VDuUl1dYnPCzKUwMxvu-8zS9mHNm9BcO3WCzZEt9QBSgoV81ny4jIzpFxDzjNrG-XPpvp2-fM3KncwM0InmH1Y4GnVeRbLXCxPZCiGTeOD_mxEQjE3qFWq7homFw4X29/s1600-h/shopping+list+graphic.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 165px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiI1fUKVkakShn7VDuUl1dYnPCzKUwMxvu-8zS9mHNm9BcO3WCzZEt9QBSgoV81ny4jIzpFxDzjNrG-XPpvp2-fM3KncwM0InmH1Y4GnVeRbLXCxPZCiGTeOD_mxEQjE3qFWq7homFw4X29/s400/shopping+list+graphic.jpg" alt="" id="BLOGGER_PHOTO_ID_5268615764355909250" border="0" /></a>Here’s the inbox pile for this week:<br /><br /><span style="font-weight: bold;">Galison/Mudpuppy</span><br />Tel: 800.670.7441<br /><a style="color: rgb(204, 102, 0);" href="http://wholesale.galison.com/">wholesale.galison.com</a><br />Still stocking up on holiday merchandise? Get 5% off with this offer. Use coupon code WONE (good one time only per account). <span style="font-style: italic;">No expiration date shown; check with vendor. </span><br /><br /><span style="font-weight: bold;">Marsupial Press</span><br />Tel: 425.251.8558<br />Fax: 425.251.8998<br /><a style="color: rgb(204, 102, 0);" href="http://www.marsupialpapers.com/imprint_new.htm">marsupialpapers.com/imprint_new.htm</a><br /><span style="text-decoration: underline;"></span>They’re becoming a regular on the Shopping List. This time, it’s 15% off any purchase, excluding custom invitations. Use coupon code #1001. <span style="font-style: italic;">Offer expires November 20, 2008.<br /><br /><span style="font-style: italic;"><span style="font-weight: bold;"><span style="font-style: italic;"></span></span></span></span><span style="font-weight: bold;">Heartstrings</span><br />Tel: 334.887.6514<br /><a style="color: rgb(204, 102, 0);" href="http://heartstrings.net/">heartstrings.net</a><br />Better dial ‘em up fast; this only lasts tomorrow, and the rules are nit-picky. Get a 10% discount on all personalized engraved orders (due to the late notice, only current accounts will be able to do this). Now...for the fine print: (1) You have to use their special “One Day Sale” order forms; (2) they must be “faxed to the correct department;” (3) they “must be received by midnight, November 15;” and (d) this maxes out at 25 engraved and 25 embroidered items. Best advice? Grab the phone immediately, call them up, and ask that the “special” form be faxed to you right now. They’re in the eastern time zone, so move quick. <span style="font-style: italic;">One day sale-—Saturday, November 15 only.</span><br /><br /><span style="font-weight: bold;">Epson</span><br /><a style="color: rgb(204, 102, 0);" href="http://www.epson.com/cgi-bin/Store/BuyEpson/esHome.jsp/">EpsonStore.com</a><br />Epson Stylus Photo printer RX680 on sale now for $89.99, after $60 instant rebate -and- exclusive $20 discount with coupon code 8ZNASE. <span style="font-style: italic;">Expires November 17, 2008.</span><br /><br />And a heads up for <span style="font-weight: bold;">Jon Hart </span>customers:<br />If you didn’t get the email about holiday orders, the 2008 cutoff date is Tuesday, December 9th. Most of us recognize that as a week later than in years past...which might just be a saving grace this year. Contact Jon Hart for additional information.<br /><br />Happy buying!<br /><br /><span style="font-size:85%;">*As always, some offers are limited to current dealers. If you don’t carry the lines, take a look anyway. Might be a good time to add fresh product to your lineup. </span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-73887392176678376422008-11-13T08:07:00.009-06:002008-11-13T08:07:00.367-06:00Don’t write that check<a style="" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgJ4o3FbJzLVQPKdS7zaaoGJCi3RVD0ylDhxoIlYqGRQ0v3a67kdoeQGumo3FUdUTqOP60PH5c9yA6vVT0hG1qzl67QESORRN6rZNdPaUffupA9W5L_ltln6sqXaOGRaxhzOnEcqo17XkgR/s1600-h/check+pen+b.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 230px; height: 236px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgJ4o3FbJzLVQPKdS7zaaoGJCi3RVD0ylDhxoIlYqGRQ0v3a67kdoeQGumo3FUdUTqOP60PH5c9yA6vVT0hG1qzl67QESORRN6rZNdPaUffupA9W5L_ltln6sqXaOGRaxhzOnEcqo17XkgR/s320/check+pen+b.jpg" alt="" id="BLOGGER_PHOTO_ID_5267447143673062434" border="0" /></a>Once again, I see a familiar name making the rounds in the stationery industry, coaxing retailers to join their “guild” and, by extension, their website, with promises of better Google results, more visibility, and heightened customer awareness. They’ve been trying to get this concept off the ground for two years, but only recently were able to actually produce the site itself. I do not endorse their program, and for that reason, will not mention them by name here. Rest assured, <span style="font-style: italic;">this is not a vendor. </span><br /><br />Before you write a fat check to <span style="font-weight: bold;">any</span> third party offering inclusion on their website, seriously consider the following:<br /><br />1. Links are golden, yes. But do the math. If you link to them from your site, link to them from your blog, link to them any time you write an article, and link to them any time you appear in a press release, they rack up more and more links. That brings them more and more visibility in Google searches. You, on other hand, still only get one link from their site, via the store locator. Not a very equitable trade. This will <span style="font-weight: bold;">not</span> pop you up the Google list.<br /><br />2. Their new website is, admittedly, very elegant. It incorporates many elements that every stationery store website should include-—and my own did, during my retail storefront days<span style="font-style: italic;">. </span>Explains why in web searches for “personal stationery Minneapolis,” “wedding invitations Minneapolis” or similar, my store was consistently one of the top two listings. <span style="font-style: italic;">Every time.</span> Why pay to promote someone else’s website-—that includes your local competitors, by the way-—instead of investing in your own site, <span style="font-style: italic;">promoting only you</span> in an equally elegant, equally information-rich, and equally professional manner, simultaneously pushing <span style="font-style: italic;">you</span> up the Google list?<br /><br />3. The suggestion that inclusion in their site significantly helps consumers find you is pretty thin. Think about it-—when a bride is looking for invites, she’s going to Google the term <span style="font-style: italic;">“letterpress wedding invitations Omaha,”</span> not search for some association website she doesn’t have a connection to in hopes there <span style="font-style: italic;">might</span> be someone listed nearby. Equally likely, she’s combed through wedding websites and publications, is going directly to vendor sites, then using their “find a retailer” function to locate the exact look she wants.<br /><br />4. SEO, SEO, SEO....Search Engine Optimization. That’s a big term that freaks a lot of retailers out. Bottom line: Google (and other search engines) continually change their algorhythms-—the math used to search out sources and pages on the web-—so that no one...NO ONE...can hold those top positions hostage. There are a lot of SEO folks out there who claim to provide top-of-listing results, but they don’t guarantee it in print. They can’t. The algorhythms change faster than you change your socks. It’s like a meteorologist promising .253 inches of rain will fall at exactly 7:42 a.m. on Tuesday morning. Good luck with that.<br /><br />So how do you find your way to the top of the listings? To customers’ eyeballs? By (a) hiring a knowledgeable web designer who builds attractive sites, understands search engine optimization, and <span style="font-style: italic;">provides references that can verify the success of both;</span> (b) incorporating rich content into your site, including placement of applicable keywords in the text and metatags; and (c) frequently updating your site with fresh content. There aren’t any shortcuts, but once the site is built and running, the rest is a lot easier.<br /><br />As for the articles, press releases, etc....? If you’re going to spend time writing anything, write it in support of your own store, not for another website. Include a link to your store site in everything that appears online; that helps build your Google visibility. Start a blog. Today. And visit PRWeb.com to learn about how easy it is to promote yourself through press releases (their free Press Release 101 section is terrific). Each press release should include links to your store too, again, raising your search odds.<br /><br />Sink the money into <span style="font-style: italic;">you</span>. Into <span style="font-style: italic;">your</span> store. Into <span style="font-style: italic;">your</span> website. That, dear friends, is your best investment, hands down.<br /><br />It’s a lot smarter than handing someone else a fat check that pushes their site higher while yours languishes on the bottom of page 14 on Google.<br /><br /><span style="font-style: italic;font-size:100%;" >P.S. In a search of just one city in their store locator, I’ve already turned up a discounter, who used to be storefront but is converting to all-internet as we speak. So much for vetting. Caveat emptor, folks. </span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-44297636377794929382008-11-10T12:31:00.007-06:002008-11-12T12:07:30.975-06:00Taking control of your future<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjlzjuKCCo8AiXVKuGDgKZKVoK4xnlK3JHhxV1_lERtz5LWzmji8Rfhd0aFOUTbcgm0p5PXJrotwt1kd-5MNuL4kZ73tlqmnA-DqKNmcm6GRXvotw4yJVWyokoLD8mvNCjHeIPsu9yiSakY/s1600-h/5-Things-Rock-logo.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 239px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjlzjuKCCo8AiXVKuGDgKZKVoK4xnlK3JHhxV1_lERtz5LWzmji8Rfhd0aFOUTbcgm0p5PXJrotwt1kd-5MNuL4kZ73tlqmnA-DqKNmcm6GRXvotw4yJVWyokoLD8mvNCjHeIPsu9yiSakY/s400/5-Things-Rock-logo.jpg" alt="" id="BLOGGER_PHOTO_ID_5267100333619253586" border="0" /></a><span style="font-style: italic;">At the request of several retailers, I’m presenting the following teleseminar in two weeks. Please forward this to any store owner you think might benefit from the information....</span><br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Audience:</span> Retailers who want to stay upright and breathing<br /><span style="font-weight: bold; color: rgb(204, 102, 0);">When:</span> Monday, November 24, 2008<br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Time:</span> 8:00 p.m. E / 7:00 C / 6:00 M / 5:00 P<br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Duration:</span> 1 hour<br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Description:</span><br />Retail has never been harder, nor the risks greater. As a store owner, you have a lot on the line-—from inventory to your home mortgage, odds are just about everything in front of you is tied up in what happens the next few months...or few weeks.<br /><br />This teleseminar boils the “What do I do now?” list down to five vital actions that need to be taken to protect you and your investment as the consumer market twists and turns. The goal of this session is to assure that you’ve stacked the deck in your favor, prepared and protected-—regardless of how the game plays out.<br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Cost:</span><br />$37.00 per enrollment<br />Space is limited; feel free to have multiple people listen in on a speaker phone. (Note: This seminar is structured for retail business owners; some information may be more sensitive than what you typically share with employees.)<br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">To subscribe to this session:</span><br /><a style="color: rgb(204, 102, 0);" href="http://www.alwaysupward.com">Click here</a> to be taken to the Always Upward home page, then click on the event link. Major credit cards and PayPal credit accounts are welcome.<br /><br /><span style="font-weight: bold; color: rgb(204, 102, 0);">Not a retailer?</span><br />Odds are you know someone who is. And odds are, they need all the help they can get. Feel free to spread the word to anyone you think might be interested. I hope to see as many of you as possible; there’s no time to waste.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-4713502460331223802008-11-09T09:25:00.007-06:002008-11-10T12:21:59.205-06:00Lead with a loss<a style="" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcDnaCqbLFqYCMZHqibLGQsby50tVYVECDoSWvNjAbj-LYpCAKXDehCi2ZmWr99uZCLNRMnKrgSCNuoLQf3ZeScYAbledtSS6eXtw-A-M3k5suALJDnTCgYaTm2uvdt7JlL-SaCZEkR2aR/s1600-h/teddy-bear.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 200px; height: 200px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcDnaCqbLFqYCMZHqibLGQsby50tVYVECDoSWvNjAbj-LYpCAKXDehCi2ZmWr99uZCLNRMnKrgSCNuoLQf3ZeScYAbledtSS6eXtw-A-M3k5suALJDnTCgYaTm2uvdt7JlL-SaCZEkR2aR/s200/teddy-bear.jpg" alt="" id="BLOGGER_PHOTO_ID_5266685697897510418" border="0" /></a>Maxine Clark, founder of Build-A-Bear, announced a new program to address tightening budgets-—beginning today, the pre-adorned bears will drop in price to only $10.00 each. Whether that means all of them (including the $25 pink one) or just the basic brown version, I don’t know. The announcement is recent enough that the B-a-B website has yet to be updated.<br /><br />In tradition retail terms, the $10 bear is called a “loss leader.” You offer one item at a discount-—usually a deep discount, nearing cost-—to bring in shoppers who are likely to continue buying other products at full price. In this case, the inexpensive bear acts as an effective vehicle for the full price add-ons that can quickly push the price of a simple toy into the stratosphere. Some consumers will come in that otherwise might not have...and a fair number (both new and regulars) will use the savings as justification for adding an extra piece or two, which more than likely will price out above the $10 saved up front.<br /><br />That’s the idea behind loss leaders. Hook the customers, then let ‘em keep spending. It’s inconceivable that Grandma Liz would just buy the naked bear. That’s not what B-a-B offers. The moment granddaughter Madison gets the thumbs up, additional purchases are guaranteed.<br /><br />Which gave me an idea. What if stationers were to offer deep savings on the price of the reception card in wedding orders? Deep enough to make it reeeeeally tempting, but not so deep you’re exceeding your comfort level. What bride needs just a reception card? To get the deal, they’ll also need to pick up the rest of the invitation suite, at full price.<br /><br />Bait and switch? No. You aren’t hiding or raising prices on anything. You’re simply putting a sale price on a portion of the order that requires the remainder of the order to be complete. Kind of like a naked bear who needs pom poms.<br /><br />If you have a young niece or daughter, you know what that means. If you don’t, well...don’t dwell on it.<br /><br /><span style="font-style: italic;">Monday, 11.10.08 editor’s note: I see that today, Build a Bear is running actual commercials promoting the special. Look for this to be the first of many big box loss leaders coming your way. </span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-4666052630479308222008-11-07T08:06:00.001-06:002008-11-07T08:06:01.111-06:00NO.<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQKSgoM1G7fH4A6sARXPF1NzwX9CB1Bx8IsonnyNnnJPTOXcHQouuKQDgscqlKYnEMjcjJ9xtFQZ-dHzD5F8zpTFiSBulyAKylvddHeb7P3RkVFVvhgL67caFEaUc9KWTcgEF6VYhAZD56/s1600-h/AARP.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 320px; height: 174px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhQKSgoM1G7fH4A6sARXPF1NzwX9CB1Bx8IsonnyNnnJPTOXcHQouuKQDgscqlKYnEMjcjJ9xtFQZ-dHzD5F8zpTFiSBulyAKylvddHeb7P3RkVFVvhgL67caFEaUc9KWTcgEF6VYhAZD56/s320/AARP.jpg" alt="" id="BLOGGER_PHOTO_ID_5265793906768315842" border="0" /></a>Many are the unexpected notes I find in the mailbox each day that put a smile on my face.<br /><br />This was not one of them.<br /><br />For the record, <span style="font-weight: bold;">I am nowhere near “a certain age” yet.</span> I am, however, going to give my postal carrier permission to start screening my mail.<br /><br /><span style="font-style: italic;">Damn.</span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-87018476416156686682008-11-06T08:52:00.003-06:002008-11-06T08:52:00.838-06:00Stimulus Plan<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjdf89465vfsgb-diHyX6eBcNfem3RA8bqPLtEN679Lth9Ea2r4pm8GmiF0NlKVukR16tJ7wgJn5EQLBgOb4ElWWwI_GgaOQxt7wGsfgkj6TGI0WymY8XBFO1O7hfuu4VJZIL13tsZC2M-2/s1600-h/open+table.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 400px; height: 139px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjdf89465vfsgb-diHyX6eBcNfem3RA8bqPLtEN679Lth9Ea2r4pm8GmiF0NlKVukR16tJ7wgJn5EQLBgOb4ElWWwI_GgaOQxt7wGsfgkj6TGI0WymY8XBFO1O7hfuu4VJZIL13tsZC2M-2/s400/open+table.jpg" alt="" id="BLOGGER_PHOTO_ID_5265206760350272914" border="0" /></a>This week’s email included an interesting item from <a style="color: rgb(204, 102, 0);" href="http://www.opentable.com/">Open Table</a>, the convenient restaurant booking site. Not surprisingly, diners are thinning out as budgets grow snug, which inspired them to launch the <span style="font-style: italic;">“Appetite Simulus Plan,”</span> a price fix program running five days, mid-November, in several cities across the country.<br /><br />The lineup is fairly eclectic, offering something for everyone. Prices for the special three course meals run $24 for lunch or $35 for dinner, regardless of location. Better yet, diners booking through Open Table receive double the usual points for booking the special, as many times as they like.<br /><br />This is a good example of cross promotion. The restaurant gets business. Open Table gets business. Customers get a good deal, with enough selection to make it fun. Win/win/win.<br /><br />Look around at the businesses who neighbor your own. Look at those across town. Consider those that naturally connect by product type, or by customer base. Think of a creative way to work together beyond the norm. (Note: If you’re in the wedding industry, be sure to consider which elements of the event are booked before yours, so you aren’t connecting to customers too late in the timeline.)<br /><br />Don’t limit yourself to holiday fare only; now’s the time to be planning your 2009 marketing strategy too.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-74068612926409267922008-11-05T08:33:00.002-06:002008-11-05T08:33:00.401-06:00That’s one way to put it....<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZGnR5U5qDWplSwyoMyeP-bErxl2m1HHW4saV_ZC-CcocnG9FLiCOavfBAOlW_DPx06U5e2n8um4c3Skwrx-uvohIkxhE7yfIgYC_7JigiPUfQbJGMFpDKVra7tBb4A5hCgvxB8mIX2H06/s1600-h/antique_car_radio.jpg"><img style="margin: 0px auto 10px; display: block; text-align: center; cursor: pointer; width: 381px; height: 164px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZGnR5U5qDWplSwyoMyeP-bErxl2m1HHW4saV_ZC-CcocnG9FLiCOavfBAOlW_DPx06U5e2n8um4c3Skwrx-uvohIkxhE7yfIgYC_7JigiPUfQbJGMFpDKVra7tBb4A5hCgvxB8mIX2H06/s400/antique_car_radio.jpg" alt="" id="BLOGGER_PHOTO_ID_5264879965504463090" border="0" /></a>Nine hours in a car gives you a lot of time to sample local radio stations, most of which offered pretty predictable fare over the weekend. From Minnesota to Nebraska, contemporary to country, very little surprised me-—with the exception of two spots on KRGI FM in Grand Island:<br /><br /><span style="font-style: italic;">Ingenuity Award</span><br />A 30-second spot paid for by the local Chamber of Commerce touts the many ways Grand Island is <span style="font-style: italic;">not</span> being negatively impacted by the current economic slow down. From a rock-bottom foreclosure rate to a growing employment rate, this statistic-loaded PSA serves as an impressive way to bolster continued cash flow while comforting nervous concerns.<br /><br /><span style="font-style: italic;">“Aren’t I Special” Award</span><br />KRGI’s own 15 or 20-second spot, boasting (and I’m quoting as closely as possible here) they’re <span style="font-style: italic;">“ranked number one among listeners who said they like this station best.”</span> Hmm. One would certainly hope so. Being ranked number two by that crowd would be pretty depressing.<br /><br />I certainly don’t suggest mimicking the second option, but the first...? Why not roll out a campaign of your own, listing ten ways life continues to be stable, happy, and secure in your store in spite of the real world willies? Use them as bag stuffers...create a big window banner...send out an email newsletter with them...just get the good word out.<br /><br />Better yet, turn it into a top ten list (a la Letterman style) building up to the number one reason life is good at Anderson’s Card Shop: <span style="font-style: italic;">We like it here...and you will too. </span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-59772072271656758742008-11-04T08:58:00.000-06:002008-11-04T08:58:00.513-06:00Just DO IT<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhco7b-tmh9DJ9Lu3NcSiGCFWehoB2tDshlbTHQKpw3E-Anjzj5WvKjG0H2g2D7UWjmRhuTBqbYMDjedPnp7RyCfAPkWCZjqH_dL0x0_7nD5XyM2XoCXWzbWIWCk_hWxtRKKAJxt3QJzLbN/s1600-h/vote+button.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 200px; height: 199px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhco7b-tmh9DJ9Lu3NcSiGCFWehoB2tDshlbTHQKpw3E-Anjzj5WvKjG0H2g2D7UWjmRhuTBqbYMDjedPnp7RyCfAPkWCZjqH_dL0x0_7nD5XyM2XoCXWzbWIWCk_hWxtRKKAJxt3QJzLbN/s200/vote+button.jpg" alt="" id="BLOGGER_PHOTO_ID_5262947758060028450" border="0" /></a>A little reminder aimed at those for whom subtlety has no meaning:<br /><br /><span style="font-style: italic;">If you don’t vote, you can’t bitch. </span><span>Period. </span><br /><br />Sorry ‘bout the language, but having seen Canada clock in at a dismal 59.1% voter turnout, I’m pretty fired up about pushing folks out the door and into the booth.<br /><br />Now....GO.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-23539580228761772632008-10-30T13:19:00.004-05:002008-10-30T13:38:54.972-05:00Treats without tricks<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgRoz-9MphSFGtY9budDlwUhY5V6LuBhavN9Fdc0Cl0E6aoeqAZHx5QH-p1UMS2Ro_R198e54hxffmWBTeZecvufVrWKkLMEDYMia-7JwfNchZrDgcCYQrp_hsxOJsRJ7jp3rYiJArxpJQE/s1600-h/halloween+bucket.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 155px; height: 200px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgRoz-9MphSFGtY9budDlwUhY5V6LuBhavN9Fdc0Cl0E6aoeqAZHx5QH-p1UMS2Ro_R198e54hxffmWBTeZecvufVrWKkLMEDYMia-7JwfNchZrDgcCYQrp_hsxOJsRJ7jp3rYiJArxpJQE/s200/halloween+bucket.jpg" alt="" id="BLOGGER_PHOTO_ID_5263018241253620402" border="0" /></a>Quick trick or treat promotion for your grown up customers:<br /><br />1. Buy one of those kitchy little plastic Jack-o-Lantern candy buckets<br />2. Buy a bunch of shiny little star stickers in three different colors (gold, silver, red?)<br />3. Put gold stickers on the the back of one or two...silver stickers on a few more...red stickers on a whole bunch of ‘em (or all the rest, if you prefer)<br />4. Let adult customers select one candy bar without peeking inside the bucket<br /><br />Gold sticker = $100 gift certificate, good through 12/24/08<br />Silver sticker = 20% off any non-personalized purchase before 12/24/08<br />Red sticker = 10% off any non-personalized purchase before 12/24/08<br /><br />Have a second bucket with non-stickered treats for kids, just in case. Use different candy so no one accidentally hands a four year old the $100 gift certificate.<br /><br />Note the expiration date for each is 12/24/08. We’re working on holiday sales here-—once we hit January, it will be time for fresh offers and ideas.<br /><br />I’m going to be off the grid for the weekend, headed home to Nebraska for my father’s 70th birthday. Catch you on the other side!Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-14984887567348027532008-10-30T09:06:00.004-05:002008-10-30T09:59:51.798-05:001P at half price<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3tlIXpUKJCglvB8AF-n5-c2s6WUe7P_nYAmiZnITAWIUEK3rTWfi9qZCEWclbZdB_f5ihcxDyW6i5iklGW6IwTKyoiCLlNmxaN-V6yLrypd4VNO66qufB9_zTkTWycbSYdte2Ju_7d0GA/s1600-h/trick-or-treater.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 144px; height: 200px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3tlIXpUKJCglvB8AF-n5-c2s6WUe7P_nYAmiZnITAWIUEK3rTWfi9qZCEWclbZdB_f5ihcxDyW6i5iklGW6IwTKyoiCLlNmxaN-V6yLrypd4VNO66qufB9_zTkTWycbSYdte2Ju_7d0GA/s200/trick-or-treater.jpg" alt="" id="BLOGGER_PHOTO_ID_5262960947500508594" border="0" /></a>Attention all Mac users: If you haven’t tried it yet, here’s your chance (and a question: <span style="font-style: italic;">What the heck are you waiting for???)</span>. The world’s best password manager, 1Password, is being offered at half price through MacZot, today only. It’s no secret I’m a big fan; of all the utility programs in my world-—and there are many-—this is the one I absolutely, positively can’t live without.<br /><br />To read my earlier post about the virtues of 1Password, <a style="color: rgb(204, 102, 0);" href="http://alwaysupward.blogspot.com/search?q=1password">click here</a>. To grab this baby at terrific savings, <a style="color: rgb(204, 102, 0);" href="http://agilewebsolutions.com/promo/maczot_halloween?d=HalloweenZot2008Email">click here</a>.<br /><br />Heads up, though...this deal expires at midnight tonight, so you’d better grab fast. After that, you’re on your own with the first graders and stale candy corn.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-27920712210141158222008-10-29T08:39:00.003-05:002008-12-08T14:01:31.905-06:00The upside to price fixing<a style="" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgB5YJQBpW0cNBfuQw2D_S2QWCihyphenhyphen6yLtGf91hXboNTkhVpXvYHrE_RbPfHgul6Cf_YCrT01qpnLhpCp1tannx-hF_D3oR3oyIohJBGkR5d8O9O_vz8TI6nAY-Pg86NtasPii4hwluzfGEk/s1600-h/padlock_cash.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 152px; height: 200px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgB5YJQBpW0cNBfuQw2D_S2QWCihyphenhyphen6yLtGf91hXboNTkhVpXvYHrE_RbPfHgul6Cf_YCrT01qpnLhpCp1tannx-hF_D3oR3oyIohJBGkR5d8O9O_vz8TI6nAY-Pg86NtasPii4hwluzfGEk/s200/padlock_cash.jpg" alt="" id="BLOGGER_PHOTO_ID_5262694502919701250" border="0" /></a>Back in August, the Supreme Court handed down a decision that, while not favored by discounters and online retailers, protects independent stationers in ways they’ve dreamed of for years. With the blessings of the high court, manufacturers are able to not only set MSRP, but <span style="font-style: italic;">are also allowed to set a minimum threshold for prices on their products and enforce them. </span><br /><br />Translated? There’s finally a way to stop discounters and home studios from eating your invitations business alive (assuming your vendors step up and do the right thing).<br /><br />This summer’s Supreme Court ruling, based on a lawsuit between a discount store and a purse manufacturer, reverses a 1911 precedent that made price guarantees illegal. According to the modern court, such assurances aren’t automatically breaks in anti-trust law, but ways to protect manufacturers (and, by extension, full service retailers) from predatory pricing schemes that devalue their products and business. To see the full Wall Street Journal article explaining the decision, <a style="color: rgb(204, 102, 0);" href="http://alwaysupward.com/resource_library/wsj_supreme_court_ruling.html">click here</a>.<br /><br />How does this protect you, as a full service stationer? Simple. It pulls the plug from vendors’ protests that they can’t force home studios and discounters to charge full price. With the exception of Crane’s (who wisely prints<span style="font-style: italic;"> “Property of Crane and Co.”</span> on the cover of every album), endless vendors have chanted that anti-trust logic while continuing to enjoy income from discounters, to the fiscal dismay of their full price, brick and mortar retailers.<br /><br />With the new ruling, however, vendors are allowed to set firm minimum prices, then close the accounts of discounters who continue to price below them. Period.<br /><br />Imagine the reaction of home studios who rely on discounts to lure customers to their basements and kitchens, or internet invitation discounters, who have been riding the coattails of traditional retail stores for years, essentially using them as free showrooms to make their own online sales.<br /><br />Paper-related discounters aren’t the only ones crying foul; operators like Brian Okin, owner of an online home improvement store, claim minimum price policies are responsible for him losing sales and substantial revenue. In Mr. Okin’s words, <span style="font-style: italic;">“It just makes it so difficult to compete.”</span><br /><br />Huh. Kind of like when online discounters undercut full price storefronts...?<br /><br />Now...whaddaya say we get those books out of Suzie Smith’s basement studio once and for all?Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-51590107060323432102008-10-28T08:11:00.003-05:002008-10-28T08:11:00.720-05:00Start with your head....In a few weeks, I’ll be traveling to Sanibel for this year’s <span style="font-style: italic;">Gift and Home Trade Association</span> national conference where I’ll be speaking about the current state of independent retail. Admittedly, it’s a tough year for many members—predominantly vendors, reps, marts, and media-—to justify the expense of attending, which begs the question “Will it really make a difference if I skip?”<br /><br />Yes, it will.<br /><br />Following is an email I wrote, later forwarded to the GHTA membership, explaining why it’s important they keep pushing ahead. To any reps, vendors, manufacturers who think curling up in a ball and waiting this thing out is a good strategy, well...buck up and get in gear. It’s time to be proactive about turning this industry around.<br /><br /><span style="font-style: italic; color: rgb(102, 102, 102);">Times are tough for everyone in the gift industry, especially at the grass roots level. Now, more than ever, retailers need vendors, reps, sales agencies, and manufacturers to be plugged into resources that will help shore up our industry, from the top of the supply chain down to the stores and boutiques that rely on them.</span><br /><br /><span style="font-style: italic; color: rgb(102, 102, 102);">And that's what the GHTA Sanibel conference is all about -- opportunities to connect as an industry, learn from one another, and forge new paths that lead us out of economic uncertainty and into productive partnership.</span><br /><br /><span style="font-style: italic; color: rgb(102, 102, 102);">True, the world can't be reinvented in a three day conference, but groundwork can be laid for a year's worth of progress. Networking brings peers together who have never met before. Companies are exposed to fresh ideas and out-of-the-box thinking they can implement on home turf. And creative brainstorming opens channels to new ways of thinking, of doing, and of succeeding.</span><br /><br /><span style="font-style: italic; color: rgb(102, 102, 102);">All of us on the retail side know the expense and time away may be a tough sell in such frustrating financial times. But the return on investment for those who attend with open minds, enthusiasm, and determination to learn will find that investment a sound one.</span><br /><br /><span style="font-style: italic; color: rgb(102, 102, 102);">Please join us as we write the next chapter of this industry's history. Together, we can prosper.</span><br /><br /><span style="font-style: italic; color: rgb(102, 102, 102);">Cinda Baxter <br /><br /></span><span style="color: rgb(0, 0, 0);">It’s</span><span style="color: rgb(102, 102, 102);"><span style="color: rgb(0, 0, 0);"> not too late to sign up; <a style="color: rgb(204, 102, 0);" href="http://www.giftandhome.org/cms/Home/Conference-2007.php">click here</a> to get the ball rolling. </span></span><span style="font-style: italic; color: rgb(102, 102, 102);"><br /></span>Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.comtag:blogger.com,1999:blog-1103754908672658211.post-88761279012544410072008-10-27T08:39:00.006-05:002008-10-27T08:39:00.899-05:00Push me, pull you<a style="" onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgghDtW2D4O00yyUvpU93gznMUg-u1DYeYHoGhts_-RPDixwrDL2Q0VQxSS4W8paK41zbEU5NJZ-0HZYqXDJcU1EYRk8aqOxnTmsTBeutmaDaUMvB-d9Em9LPBDz4RpAa2pAcRU31VjTaHU/s1600-h/Christmas_Ornament.jpg"><img style="margin: 0pt 10px 10px 0pt; float: left; cursor: pointer; width: 214px; height: 320px;" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgghDtW2D4O00yyUvpU93gznMUg-u1DYeYHoGhts_-RPDixwrDL2Q0VQxSS4W8paK41zbEU5NJZ-0HZYqXDJcU1EYRk8aqOxnTmsTBeutmaDaUMvB-d9Em9LPBDz4RpAa2pAcRU31VjTaHU/s320/Christmas_Ornament.jpg" alt="" id="BLOGGER_PHOTO_ID_5261511237604696178" border="0" /></a>The past ten days, I’ve spent a fair amount of time scoping out retailers large and small in the Twin Cities metro area, looking for patterns. From Mall of America to Main Street, there were plenty to see...one in particular was quite telling.<br /><br /><a style="color: rgb(204, 102, 0);" href="http://alwaysupward.blogspot.com/2008/10/big-box-little-inventory.html">Last weekend</a>, I noticed a lot of corporate stores stocking significantly less Christmas inventory than usual. It was equally clear that they saw the writing on the wall too late to cut back extensive Halloween offerings...but not too late to do so for for the December holidays. Given how many of those brands also sell through independent retailers, I set out to see what kind of shelf space they were getting at the grass roots level.<br /><br />Sadly, what I found was both shocking and expected, based on observations at a number of markets the past six months.<br /><br />See, one of my biggest concerns this summer was the hard sell many reps and vendors were pitching to buyers at each of the five markets I attended. From May through August, countless retailers were quietly pulling me aside to ask <span style="font-style: italic;">“Am I the only store having a rotten year?”</span> as reps insisted orders were up and inventory was a necessity. Buyers were being hammered with <span style="font-style: italic;">“Other retailers are ordering big”...“Everyone else is moving lots of product”...“The worst of the economic slow down is behind us,” </span>making them doubt themselves at the worst possible time.<span style="font-style: italic;"> </span><br /><br />At one point in Atlanta, I actually pleaded with a showroom vendor to stop telling retailers<span style="font-style: italic;"> All is fabulous!</span> since we were both aware of how many stores were already struggling.<br /><br />Little did buyers know that while lines were hitting them hard for big orders, those same companies were simultaneously reducing their own 4Q commitments. Although locally Department 56 provides the most disparity between what their corporate store stocks versus what independents are saddled with, they are by no means the sole example. Time and time again, I found independent retailers hip deep in product that was next to non-existent in the same vendors’ corporate stores.<br /><br />Herein lies the catch. To survive a lousy economy, an enormous amount of trust is required between buyer and supplier. It’s kind of like two people on opposite ends of a teeter totter. Working together, they take turns bobbing up and down in balance, but the moment one steps off to pursue their own agenda without mentioning it to the other, their counterpart lands on the ground pretty hard.<br /><br />When you see a vendor <span style="font-style: italic;">say</span> one thing, then <span style="font-style: italic;">do</span> the opposite, the teeter totter analogy suddenly becomes quite real.<br /><br />No one knows a store’s needs or limitations better than its owner. Vendors and reps who respected their independent retailers this summer (rather than opt for the hard sell) will be the ones buyers return to come January. They’ve successfully balanced their short term needs against a store’s long term goal. No one gets dropped in the dirt; the teeter totter continues to function.<br /><br />Those who pushed large orders on teetering buyers this summer, however, will have to face them again in January, fresh off what will arguably be the most challenging holiday season in history. God help ‘em if their insistence on oversized orders didn’t pan out as lucrative holiday numbers...a roomful of retailers with still-stinging, slam-to-the-ground backsides might be a bit less than jovial to contend with.<br /><br />And a lot less likely to order from the line ever again.<br /><br />Yes, this year stinks for a lot of retailers. And yes, that means it stinks for a lot of vendors and reps too. But folks, we‘ve got to “honest up” and <span style="font-style: italic;">look out for each other</span> on the retail teeter totter...or we’re all gonna end up in the dirt. Fast.Retail Enablerhttp://www.blogger.com/profile/12500411121995992199noreply@blogger.com