SE Magazine Summer 2011

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CHECK US OUT!SHOWROOM #1305, BUILDING 2

OMG!IT’S SHOW TIME AGAIN!PAGES 6-7

ROBIN’S PICKS: Top sellers and what’s NEW for 2011

ROBIN’SCORNER:

PAGE 2

Plus,

Who the heck is Southeast Marketing,anyway?

0000000-C1 (8 1/8 x 10 7/8) (000 + 4 pages) Creep: None BASE pIFC

VivaBeads®H A N D M A D E C L A Y B E A D E D J E W E L R Y

C O M I N G F A L L 2 0 1 1

CollectionCider CreekCider Creek

VISIT US AT THE ATLANTA SHOWROOM

AMERICASMART BLDG 2, #1305

TO ORDER: 800.875.1155 OR

FAX: 888.565.0556

WWW.SOUTHEASTMARKETING.COM

IFC-001_Layout 1 5/4/11 9:07 AM Page 1

WHO THE HECK IS SOUTHEASTMARKETING,ANYWAY?If you have been buying from us for years you might

want to skip this article. You know who we are and

why you shop our showroom. But it might be fun to

read anyways and e-mail me some feedback. (Boy

did I open myself up for some abuse!)

At Southeast Marketing we always want to be in a

dialog with our retail clients. Send comments to

Robin Kert at [email protected]. When you

drop by the show-room to shop there will be a

surprise gift waiting for you at the hostess desk.

Thanks for reading this magazine and visiting our

showroom in Atlanta.

Warmly,

President, Southeast Marketing

10 reasons to visit Southeast Marketing

Bldg. 2 #1305

1. WE ARE GIVING AWAY

MONEY. $2.00 BILLS NO LESS.

HOW FUN IS THAT! ($2 bills are

so rare I have to preorder them

from Wells Fargo a week before

the show.)

2. WE HAVE BEEN IN BUSINESS

FOR 28 YEARS (1983). We must

be doing something right!

Southeast Marketing is reputable,

trustworthy and ONLY represents

quality vendors. (I personally pick

every line. If it is not performing at

retail, we wouldn’t represent the

line! Retail is king (or queen as the

case may be).

3. WE SERVE BREAKFAST,

LUNCH AND DINNER AND STAY

OPEN PAST 6:00 PM EVERY

NIGHT for buyers who want to

work after hours. A gourmet dinner

is catered to buyers who book

appointments for 6:00 pm or later.

We have been known to stay open

to 1:00 am. We close when the last

customer leaves!

4. OUR SHOWROOM IS CASUAL,

FRIENDLY, HIGHLY EFFICIENT

AND CHARACTERIZED BY AN

UPBEAT SPIRIT. We hear all the

time how fun it is to work our

showroom. After all, Life is Good….

5. WE DON’T HIRE TEMPS

AND HAVE VIRTUALLY NO

TURNOVER IN REPS. The people

working the floor at Southeast

Marketing are knowledgeable, full

time reps. They know the show

specials, can identify what is new

and guide you towards best

sellers. Isn’t it more fun to work in

a showroom where people are

informed!

6. WE OPEN ON TUESDAY FOR

EARLY BIRD DAY. The market

may officially start on Wednesday

but not at Southeast Marketing.

Retailers told us they wanted an

extra day at market so we open at

8:00 am on Tuesday. Come on up.

The coffee will be brewing.

7. WE BAKE CHOCOLATE CHIP

COOKIES AND POP FRESH

POPCORN ALL DAY LONG. Drop

by and experience the allure of our

homemade goodies, firsthand.

8. WE DRESS UNIFORMLY IN

STYLISH BLACK SHIRTS. It is

never intimidating to enter our

showroom. The dress code makes

it easy to recognize who works

there and you always remember

the salesperson’s name because it

is embroidered on his or her shirt!

9. WE ARE ONE OF THE

BUSIEST SHOWROOMS IN THE

BUILDING (WE HEAR THIS

STATEMENT FROM RETAILERS

ALL THE TIME!).

Don’t you want to know what the

fuss is about? Buyers always say,

“Go where the crowds are!”

10. FINDING NEW RESOURCES

IS ONE OF THE PRIMARY

REASONS FOR COMING TO

MARKET, RIGHT? So if you visit

our showroom your mission is

accomplished. How easy was

that! Besides, if we have the

resourcefulness to create this

magazine and promote ourselves

so shamelessly, aren’t you even a

little bit curious to see what we are

all about?

WE’RE GIVING

AWAY MONEY!

Visit our showroom – Write an orderGet a $2 bill for every order you write! (max. $10 per customer)

Good only for July 2011

Atlanta Gift Show

Coupon Redeemable

7/12/11 thru 7/20/11

Trivia: The $2 bill was discontinued in 1966, but was reintroduced

10 years later as part of the United States Bicentennial celebrations.

Today, however, it is rarely seen in circulation, and as a result the

production of the note is the lowest of U.S. paper money: under 1%

of all notes currently produced are $2 bills. This comparative scarcity

in circulation, coupled with a lack of public awareness that the bill is

still in circulation, has also inspired urban legends. Before you spend

your $2 bills, check them out on Wikipedia.

2 SOUTHEAST MARKETING | Summer 2011

Visit us at:

Southeast Marketing ShowroomAmericasMart Bldg. 2, #1305

To Order: (800) 875-1155Fax: (888) 565-0556southeas ma et g o

®

A Gift Today, A Treasure Tomorrow ®


Walking around my showroom last market I noticed there were more iPads, smart phones

and electronics being used. More retailers carried inventory reports and sales data. One retailer

showed me a binder she put together that contained AmericasMart floor plans in descending

order. She highlighted the showrooms to visit and added the name of the sales rep and the

vendors to see. “My binder tells me where to go, what to look at, who to talk to and keeps me working

efficiently floor by floor. Attending market is a big expense but critical to my business. I need to be

effective with my time.”

This is a far cry from the days when people walked every floor and looked at absolutely

everything. There is too much to do, too many buildings, too little time and the financial stakes

are too high. The message from every buyer I spoke with was that planning and organization

are key.

I spoke with half a dozen talented and successful buyers from around the country. Some were

single store owners; some were senior VP’s of multi-door operations. I asked two questions:

“What strategies do you use before and during market to get the most out of a trade show?” and “If a

friend were opening a store and going to market for the first time, what insights would you share?”

ANALYZE.

Know the dollars spent with

each vendor, by product

category and by season. Identify

products for expansion, new

product categories and new

vendors for additions. Identify

products that are on the

down slope. Maybe it’s a

merchandising problem, or the

selection needs tweaking, or

possibly it’s time to shop for a

new vendor with a more unique

approach.

“Sometimes you think the mix

in your store has to be one way,

but when you analyze the retail

numbers that is not what the

math shows. Smart business

means letting the retail math

rule. This gives a clear picture

of the right buying direction.”

SHOP THE

COMPETITION.

Walk the discounters to get an

indication of what consumers

can find at different prices and

design levels.

Walk your neighborhood to see

what is being carried by other

shops. If another store has a

huge story with an artist and

you are considering expanding

into this license, you might

reconsider.

Visit big box stores to specialty

boutiques. Ideas come from

everywhere. How another

retailer approaches a product

or category can be your

jumping off point for a unique

and distinctive approach.

WORK

AMERICASMART

PRE-SHOW MAILER

AND TRADE MAGAZINES.

All the buyers spent serious

time looking over the

AmericasMart PreMarket mailer.

They may barely pay attention

to trade journals when they

arrive in the mail, but before

market they read them, study

the advertisements and identify

products of interest.

PLANNING TIPS FROM SOME SUPER SMART RETAILERS

1

2

3

IT’S SHOW TIME AGAIN!

!

www.southeastmarketing.com | 800-875-1155 7

MAKE A LIST OF

VENDORS AND REPS

THAT ARE CORE TO

YOUR BUSINESS.

Next make a list of new

vendors and product

categories that may be new

business opportunities. Locate

all these exhibitors in the

market book and note the

building and floor. Now you

have the list of vendors, reps

and showrooms, and the tricky

part begins.

SET APPOINTMENTS

WITH CORE REPS AND

VENDORS, ORGANIZED

BY FLOOR.

These are your most reputable

and trustworthy resources.

“These are the professionals

that add value to my business.

They know what is selling, what

is new, the best show deals

and direct me to the right

product because they

understand my retail operation.

An honest, educated sales rep

can direct my attention to top

performing products that I

might have missed.”

The traditional way to work the

building is top down but it

really doesn’t matter. “Some

floors I spend two days on and

some floors have nothing for

me to see. I may start on floor

13, for example, and set all my

appointments on that floor for

the same day. Then around my

appointments I walk the rest of

the floor looking for new

prospects. Now it is on to the

next floor. It never works out

quite so neatly, but the goal is

to avoid backtracking

whenever possible.”

DOCUMENTATION

AND

COMMUNICATION.

“How I survived at market

without e-mail and texting

is unfathomable.” Technology

makes it easier for buying

teams and industry friends

to divide and conquer. Text

messages like “OMG come see

this” or “go check this out” fly

around the building. One major

buyer said to me, “If I am really

serious about a product I ask

for a catalog and carry it

around all day and take it

home.”

Everyone agreed that keeping

good notes mattered and did

a recap in their hotel room

every night. They reviewed

notes, totaled orders, adjusted

budgets and tweaked their plan

for the next day.

GIVE ONE DAY

TO THE TEMPS.

Everyone agreed they work the

temps to find new and

different. Sometimes it’s a bust.

Many of the products have not

been proven at retail and

newer vendors may be working

out the logistics of production

and shipping. But the temps

are the place to find

uniqueness, innovation and

fresh product that is not in

wide circulation.

GO WHERE THE

CROWDS ARE, YET

STAY THE COURSE.

The distraction factor can be a

huge challenge. “After so many

years I have learned to say no

nicely. If I see a big group of

people somewhere I go over

and see the product. You need

to be curious and observant to

be a good merchant but not

waste your time if there is

nothing applicable for your

business. It is a tricky balance.

You need to always go in with

a plan but then be flexible.”

EVERYTHING THAT

CAN BE TAKEN

CARE OF AT HOME,

DO AT HOME.

All the buyers agreed, if it is a

resource with whom they have

experience they would do their

buying prior to market, as long

as all the show special terms

are made available to them.

The more they can get done

ahead of time the better.

MARKET IS ABOUT

SEEING, TOO.

Observe how product is

displayed in showrooms to

develop merchandising ideas.

Gift shows are the best place

to get a sense for the direction

of color, sentiment, graphic

design and cross

merchandising concepts.

“Walking the market, my

creative juices get flowing and

visual stories become

apparent. At market last

season two of my major

vendors featured artwork with

ladybugs. I started shopping

with that in mind, and then a

color story emerged. I ended

up with a window display of

ladybug product mixed with

red and black that was

dramatic, colorful and

tremendously successful. Ideas

take on a life of their own but

you have to start by seeing

what is out there.”

MARKET IS A TIME

TO ESTABLISH

RELATIONSHIPS

WITH THE PEOPLE

IMPORTANT TO

YOUR BUSINESS.

Market is a time to learn,

connect and ask questions.

“I am not shy about asking reps

or vendors for input. I want

to know what is driving the

business. What colors are

strongest? What scents are up

and coming? How do they

recommend merchandising the

product? What opportunities

am I missing? Gift shows are

a time when we can learn. One

of my favorite things to do is

sit beside a stranger at lunch

and ask, ‘What have you seen

that is exciting?’ Some of the

best discoveries at market

have started with this simple

question.”

Thank you to the retailers who

graciously contributed to this

article. Many retailers had similar

comments which I merged and

paraphrased to create the overall

content. A special thank you to

Rosanne Brown, Venice Stationers;

Rick and Ann Marie Ferro, Annie’s

Boutique; Piper Frazier, Hallmark

Cards Inc.

4

5

6

7

8

9

10

11

Shopping the

temps is all about the

thrill of hunt. I consider

a day at the temps

retail therapy.

“

“

History & Heraldry’s gorgeous new ‘Classic Collection’ resin sentiment range Complete with a complimentary counter unit, this stunning new range has built-in appeal and ample margin.

Come seethe entire H&H collection at

Southeast Marketing #1305, Bldg. 2.

Also available in the H&H showroom #619B, Bldg. 2.

To order: Tel (800) 875-1155 Fax: (888) 565-0556

www.southeastmarketing.com

THE CLASSIC COLLECTION

by History & Heraldry

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New Cards!New Displays!

Visit us atSoutheast Marketing

AmericasMart Bldg 2, #1305To order: 800.875.1155

Fax: 888.565.0556www.southeastmarketing.com

MOVINGHUMORFORWARD!

MOVINGHUMORFORWARD!

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Lunch TotesInsulated lunch totes.

(JoAnn Marie Designs, SRP $9.99)

▲

▲ Stylish ToolsStylish tools designed with the

woman in mind.(Lady Jayne, SRP $4.99 tapemeasure; SRP $8.99 hammer)

▲ Sidekick Foldable SlipperSnakeskin and leopard patterns have now beenadded to this highly successful foldable slipper

program. Free displays. (DM Merchandising, SRP $18.99-$19.99)

▲ Animal Print RingsOne size fits most s-t-r-e-t-c-h rings.

Free display with 36 pcs.(Pacific Silver, SRP $9.99-$12.99)

Black

with a splash of animal prints are perennial

best sellers. Mix and match to make a

great story. All of these products are top

sellers from an assortment of our vendors.

&White

▲ Eco CupsIced Eco cups, functional and fun.

(Spoontiques, SRP $9.99)

Robin’s

Picks


Fashion

continue to be strong sellers. Here is a selection of

awesome accessories. Based on reorder activity

we already know they are winners.

Accessories

▲ JJewels EarringsNickel free, never tarnish. Fashion for sensitive ears.

(JJI International, SRP $8.99-$12.99)

▲ Shopper BagsPersonalized handy shopper bags are a

useful accessory for any purse. Free display.(History and Heraldry, SRP $5.99)

Crinkle ScarvesThis style scarf has been a

top seller. Fall color isAztec Floral. Triple markup

is common.(Red Carpet Studios, SRP $11.99-$14.99)

▲

▲ Hand-Made Clay JewelryNew for fall are 8mm clay beads covered in crystals

with brushed metal silver ball spacers.(Viva Beads, SRP $19.99)

Foldable Flip FlopsPractical and extraordinarily

comfortable. Offered in 4 colors and4 sizes with free display.

(DM Merchandising, SRP $17.99)

▲

Eye Event® Light-up Readers™ by JJI International use super-bright

LED technology that lets you read in the dark! Turn the LED lights off

and they become stylish readers.

All JJI light-up and fashion readers feature light-weight polycarbonate

frames with optical-quality acrylic lenses. Protective case included.

FREE 25pc display. Only $6 per pair

try some glam & sparkle...same great quality & value

and Fashion Readers

Visit us at Southeast Marketing Showroom: AmericasMart Bldg 2, #1305To order; 800-875-1155 | Fax: 888-565-0556

www.SouthEastMarketing.com

Visit us at:Southeast Marketing: AmericasMart Bldg. 2 #1305To order: 800-875-1155 Fax: 888-565-0556www.southeastmarketing.com

Kencraft Holiday CreationsKencraft

Handmade

Holiday

Treats that

are Perfect

for Stocking

Stuffers

Christmas LollilettersChristmas Lollikit

Christmas Bubblegum Buddies

Unique StockingStuffers

Holiday Card and Lollipop in One

New LowerPricing

Kids can Decorate their

own Holiday Treats

10% off Show Special

Kids’Stuffis selling well if it is colorful, personalized and allows

the child to express their individual style. Here are

some home runs from a variety of vendors.

Kids’ WatchesFun, bright, novelty watches in many

kid themes and multiple colors.(The Kid’s Watch Company,

SRP $12.99)

Robin’sPicks Dino Banks & Pens

Personalized Dino banks andmagnetic name pens

(Paper Island, SRP $3.99 pens;SRP $6.99 banks)

▲ Animal ScarvesSo cute girls refuse to take them off. An

adorable accessory for the young fashionista.(Mary Meyer, SRP $19.99 - $21.99)

▲

▲


▲ Princess Charm BraceletTales of a Princess charm bracelet in

storybook gift box.(DM Merchandising, SRP $15.99)

Flower Power9.5" Save My Place Smiley

Flowers recordable bookmarks.(PBC International, SRP $9.99)

▲

Trays12" decoupage wooden tray with

painted sides and gold edges. A perfectcombination of functional appeal andbeautiful design. (Michel DesignWorks, SRP $29.99-$34.99)


Great Gifts

▲ MugsPrinted message on the inside rim andmatching gift box was an instant best

seller when introduced.(Angel Star, SRP $10.99)

JewelryStand

15"H trendy jewelrystand with fashionpurse. Gift packagedin clear cylinder.(Popular Imports,

SRP $30)

▲Life Is Ruff ™Cotton Hats and t’s, a unique newaddition to the “Life is...” world for

pet lovers everywhere.(Little Gifts, SRP $13.99 Hats;

SRP $15.99 T’s)

▲

▲

Robin’sPicks

are at the heart of our business. Everyone loves

the thrill of the hunt. These unique gifts are proven

sellers and can be bought to honor any ocassion.


▲ Glass VasesUniquely shaped hand-painted glass vases with

butterfly motifs. (Amia, SRP $24.99)

Trinket Dishes Hand crafted one-of-a-kind

stoneware trinket dishes made with recycled glass.(Down to Earth,

SRP $6.99-$9.99)

Family Tree FrameNew for 2011, this frame became

an immediate top seller. (Malden, SRP $21.99)

▲

▲

▲ DIY ClockThe Do-It-Yourself clock is simply cool looking.4 color gift packaging tells the story to theconsumer. (Mark Feldstein, SRP $21.99)

HorsesMarcia Baldwin horses are strikingly beautiful. A special

gift for any horse lover. (Westland, SRP $34.99)

▲

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Visit us at Southeast MarketingAtlanta Gift Mart, Bldg 2, #1305

www.SoutheastMarketing.com

Visit us at Southeast MarketingAtlanta Gift Mart, Bldg 2, #1305

www.SoutheastMarketing.com

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800-875-1155800-875-1155

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We will make a CustomPlacemat design for your store.

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Can you “picture” yourself with these satisfied customers?

Then talk to Mark Feldstein & Associates about their extraordinary

Product ideas.

Paint on Wood

Ornaments

Limited Edition

15th Anniversary Original

Singing Bird Clock

LED Light

Branches

Animated

Cuckoo Clocks

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Visit us at: Southeast Marketing: AmericasMart Bldg 2, #1305 To order; 800-875-1155 Fax: 888-565-0556 www.southeastmarketing.com

Maumee, Ohio 43537 www.markfeldstein.com

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Exciting new entries weekly! Innovative, fresh, and creative!

The ultimate destination for one-of-a-kind gift and sentiment items, novelties, jewelry and more!

Top rated in Gift Beat Magazine! Traffic builders and register ringers!Top rated in Gift Beat Magazine! Traffic builders and register ringers!Top rated in Gift Beat Magazine! Traffic builders and register ringers!Top rated in Gift Beat Magazine! Traffic builders and register ringers!Top rated in Gift Beat Magazine! Traffic builders and register ringers!

Exciting new entries weekly! Innovative, fresh, and creative!Exciting new entries weekly! Innovative, fresh, and creative!Exciting new entries weekly! Innovative, fresh, and creative!

Item# FAMILY-BR 6 PACK

An adjustable stretch braceletwith sparkling hand-painted charms

in a colorful storybookkeepsake box

Item# OO-ELE 36 PACK

The ultra-bright pocket light.

So light, yet so bright!

Stylish foldable sandals in amatching pouch . . . be ready at the

drop of a shoe!

Family is ForeverStylish symbols of the many blessings

that make a family . . .

Item# FTALE-NKAS 18 PACK

Tales of a Princess

Ultimate Opti-CardThe ultimate reader’s companion

light and magnifier,featuring colorful designs!

The Nugget

Item#NUG-LTE 24 PACK

Item# SAND-AS48 Sidekicks Sandals

Visit us at: Southeast Marketing Showroom AmericasMart Bldg. 2, #1305

To Order: (800) 875-1155 Fax: (888) 565-0556 www.SouthEastMarketing.com

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SE Magazine Summer 2011

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Transcript of SE Magazine Summer 2011