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Market Report — Atlanta: July 16

By Maria Weiskott, Caroline Kennedy, Bessie Nestoras, Meredith Schwartz -- Gifts and Dec, 7/16/2007 2:02:00 PM

Market Report — Atlanta

July 16, 2007 — No risk; no reward. You don’t have to tell that to Ganz. The company’s showroom has been a beehive of activity every market day, thanks to Webkinz, a little R&D risk that has provided huge rewards. And not just for Ganz: Webkinz has become a cultural phenomenon. These collectibles — which successfully integrate hi tech (the Internet) and low tech (plush) — have consumers flocking to gift stores in droves (Caroline’s blog entry on Webkinz), giving specialty retail a much needed shot in the arm. It’s the first “big thing” to come along since Beanie Babies, said most retailers, adding that Webkinz drive additional sales.

“Those additional sales add up fast,” retailers told Gifts & Dec, giving a healthy boost to open-to-buy budgets just in time for the market season. Retailers also expect that Webkinz trading cards will keep the craze alive.

Meanwhile, rival offerings in the plush-plus-Web category include Russ Berrie's Shining Stars and Ty Girlz: a Bratz- or Groovy Girls-reminiscent offering from the company that brought Beanie Babies to the gift market.

And speaking of the Web… Its influence on retail is becoming more apparent, though its impact is experienced in some unexpected ways. For example, we met a pair of independent gift retailers who said this Atlanta market was their first. They had already opened two stores, purchasing all inventory online. About to open a third location, they decided it was time to attend a market.

NEW TO MARKET
In addition to meeting many new market attendees, we also met quite a few new exhibitors such as wall decor vendor PhotoText. Creator and president Justin Schaefer develops signs that will read whatever the customer wants. Each letter can be chosen from a list of photos that Schafer took himself on his trips around the world. In addition to the wall pieces, customers can also purchase cards.

Another newbie is Eastern Breeze, which offers unique pieces created from found and recycled objects. Says owner Mary Wilson, “We’re very eclectic. Customers walked through and just ‘got it.’” Buyers could find sculptures made from old bicycle seats with names like Hannibal Lecter and panels made from old storage trunks.

Keane is also new to the gift industry. The company launched in January with a selection of aluminum serving pieces, as well as holiday collections. According to Kellie Kearns, the company is focusing on selling only to independent retailers because they understand the difficulties of competing with the big boxes.

Time Frame is a new collection of unique wall decor that features vintage images such as post cards from the New York World’s Fair, Persian goldsmith moulds placed in shadowboxes, and reproductions of calligraphy created by French students in the 19th century. This unique line offers wall art to customers who can’t afford a piece of original artwork. The line wholesales for $100–$300.

European exhibitor PTMD Collection held a special ribbon-cutting ceremony to open its booth in the High Design section of the show. This Dutch company is all about home accessories that “spice up” life, according to U.S. rep Rene Savelberg. Now PTMD, which was established in 1991, is ready to move out across the United States. “We hope that the American consumer will embrace the product,” Savelberg told Gifts & Dec. (Look for the PTMD in Chicago, High Point, New York and other markets this year.)

In addition to stylish product, PTMD’s elaborate booth design, conceived by Liesbeth Besamusa, is different from what we usually see in the U.S. With so many shows, ease of set up, breakdown and shipping from venue to venue is often more of a concern for American vendors than the booth’s look. But the design was apparently worth it; the booth received two thumbs up and was honored with the Best Overall Booth award for the show. PTMD owner Jos van Opdorp and his family were on hand for the ceremonies.

Lamoon is another new vendor offering a selection of pillows, lampshades and smaller accessories such as frames and boxes in Thai silk. The designs are modern and traditional. Major color stories were green and white, gold and brown, and purple.

NEW SPACE
Mariposa has moved to a larger showroom that allows the company to showcase its collections better.

On the move as well: Lunares. The gift and serveware manufacturer moved to its own permanent space, but kept its booth in the High Design section just for this market. The showroom, designed by owner Nima Oberoi, is a sleek space that is simple enough to allow the products to really stand out. Oberoi told Gifts & Dec she is thrilled to be in her own space, and added that she’s having a great show.

Simon Pearce also opened its own showroom with enough space to show the company’s entire collection. According to Bruce Holloway, director of wholesale and corporate sales, customers are happy. The company was previously in a rep showroom.

Evergreen's new showroom in 1700 is much larger: 9,600 square feet, compared with the previous 1,300. The company plans to move recent acquisition Cape Craftsman in to share.

NEW PRODUCT
Two’s Company added pieces to its Paris Apartment collection. Upon entering the showroom, buyers are transported to a yellow-walled Paris flat, with vintage furniture and a wide selection of pretty, feminine accessories from glass accents to metal pieces, and a collection of jeweled frames. The company also introduced a new baby collection featuring happy colors and edgy graphics to appeal to younger parents. The Happy Camper collection in the Cupcakes and Cartwheels line is aimed at the tween market. Overall, the line takes has an Urban Outfitters feel, with retro graphics on totes, messenger bags, lamps and more. Two’s Company has also expanded its fashion accessories collection with an entire room dedicated to the category.

Zodax introduced 500 new products this market, and according to John Amiri the company is having a great show. New collections include Winter Lodge, a rustic/sophisticated collection of accent furniture that features cowhide, snakeskin and leather; and the Equestrian collection, in which a classic American styling and Silver Noir find inspiration in old Hollywood. The collection’s glamorous pieces and include cut crystal and mirrored accents.

Vera Bradley Collection at Andrea By Sadek

Andrea by Sadek has expanded many of its collections. Among the pieces buyers found in Atlanta were accessories made from mercury glass, as well as additions to the lamp collection. One of its newest contemporary lines features large carp; the company calls the line Goldfish. In the Vera Bradley collection, Sadek introduced new packaging that coordinates with different patterns.

To many buyers’ delight, Vietri introduced a new baby collection. The line includes four patterns: Planes, Trains & Automobiles; Toy Chest; Jolly; and Ring Around the Rosie. Buyers can choose everything from plate sets to ornaments to a biscuit tray. Also new is a selection of glass picture frames — a new category for the company. Also new is stainless flatware.

Over in the Napp Deady showroom, new lines included Timothy Corrigan’s collection of candles and furniture cleaner. The interior designer was in search of good cleaners and couldn’t find any — so he created his own. Included in the line are wood cleaners and silver polish and are child- and pet-safe.

Homespice Decor introduced new colors to its Super Nova rug collection, as well a sleeker black rug in its OutDurable line. Peking Handicraft also has some new introductions, among them new embroidered textiles with heavy velvet backing from Tracy Porter, and a selection of trout stockings for the man who doesn’t want a traditional Christmas stocking.

Vintage Verandah introduced an accessories line created with actress Jane Seymour. Each of the four collections is inspired by Seymour’s homes and movies. St. Catherine’s Court is inspired by her castle in England; Grand Hotel, based on her first movie Somewhere in Time; Coral Canyon, inspired by her Malibu estate; and Winding Way inspired by a cottage on her estate in England. The collections are meant to create a lifestyle brand that relates to Seymour and her life. The actress is involved in the design and execution, and many of the designs are taken straight from her original artworks.

Demdaco offered new introductions and line extensions in its inspirational collections, as well as its tabletop lines. The company has expanded its showroom to allow for the addition of Silvestri’s lines, which the company recently purchased.

Placetile Designs has expanded its line of place card holders and menu boards to include a sushi set and set of three bowls for serving hors d’oeuvres.

Square Nest introduced six new collections: Classic Conservatory, an indoor garden collection in soft colors; Neutral Ground featuring products in natural fibers and materials; Hunt Club, which takes on an equestrian feel with plaid accents and red, black and silver hues; Timeless Traditions, a chocolate brown story that is combined with banana yellow; Urban Spaces, a more modern collection featuring burnt orange combined with red; and Charmed by the Sea, a seaside collection that includes shells, coral and neutral tones like seafoam and blue.

Tea Forte, the gourmet tea line known for its pyramid-shaped silken infusers, introduced a new collection of gourmet dessert teas in five refreshing flavors: Raspberry Nectar, Vienna Cinnamon, Belgian Mint, Orchid Vanilla and Cocoa Truffle. Come packaged in two different sizes of gift boxes for the perfect way to honor a hostess or tea enthusiast.

About Face is making big strides with its Faithful Guardians; this market, the company added five new designs to the inspirational line. It also expanded this popular collection of angel figurines to include ceramic tiles, music boxes, tealight holders and crosses. All packaging is environmentally friendly, with recycled paper boxes and fill. The line is performing well at retail and, the company is receiving constant reorders, according Bob Ricciardi.

Jill Duda of Wah Jewelry

Magnetic therapy jewelry goes upscale at Wah Jewelry with its new Prestige line. The 64 styles are a little jazzier-looking than the company’s regular line, but they still incorporate therapeutic elements. In fact, the bracelets are good looking enough to be seen at the Emmy Awards in September. Wah’s owners Jill Duda and Paula Grecco will be walking the red carpet accessorized with their own products.

It seemed like there was a buying frenzy going on in the Southern Link showroom on Thursday. But apparently there wasn’t. “This is slack compared to Tuesday and Wednesday,” observed rep Brian Henderson. “I’ve never seen it so busy on Tuesday before. People are buying. Let’s hope Christmas comes early and [consumers] start buying in October.”

Buyers lining up to buy Hot Flops

What was causing part of the hubbub? Hot Flops! This new line of novelty flip flops had buyers flocking. The company gave out 1,000 pairs by early Thursday. The line features two collections: Sportflops and Fruitflops. Thongs are embellished using no glue or ribbons, but through a specially patented process; sportflops feature a “froth” of different sports balls (baseballs, footballs, tennis balls, etc.) and related motifs, while the Fruitflops feature clusters of black or green grapes with flowers and butterflies. Hot Flops’ Linda Spann also showed us how the footbed of the flip flop itself is made of a layered construction with sturdy hard rubber bottom for support and a cushiony upper for comfort, and the part that goes between the toes is longer and shaped a bit differently for added comfort. A lot of fun, they were selling like hot flops!

LICENSED DRIVERS
Jim Shore made a special appearance at the Crazy Mountain showroom to debut the two collections he created as the company’s newest licensed artist. He graciously greeted buyers, and served cake decorated like one of his designs, telling us he feels “energized” after meeting and greeting buyers at market.

Jim Shore serving cake atCrazy Mountain

Those buyers were enthusiastic about both of Shore’s collections — an everyday line and a holiday line. Both include Crazy Mountain’s signature candle warmers and tea light holders, as well as baskets with padded tops and other accessories. In the Christmas collection there is even a fireplace screen. But the resin angel pins were the number one seller. Many of the pieces incorporate the dimensional qualities Shore’s sculptures are known for.

New Creative has a new license with National Geographic that includes garden accessories inspired by ornithologist Jonathan Alderfer’s bird illustrations, as well as vintage illustrations from National Geographic’s books. Each piece is designed to attract birds to the yard and includes bird feeders, fountains, planters and bird baths. A portion of the sales benefits the World Culture Fund.

Also new to New Creative is a collection of flags called Un-Gallery that feature edgier, non-traditional images and sayings such as “Life is Crap” and “Don’t Act Stupid We Have Politicians for That.”

April Cornell sleepwearfrom Martha M

Martha M, a new licensee of April Cornell, showed a line of feminine sleepwear including robes, nightgowns and pajamas in lightweight cottons and cotton flannel. The line features plain white and lightly colored cottons that highlight embroidery, tucking and other trims. Other styles feature printed cottons in April’s signature patterns. They all have a vintage feel, but are definitely chic enough for the modern feminist.

Speaking of April Cornell…Crazy Mountain introduced a spring collection of candle warmers and accessories featuring her designs. Also, Manual Woodworkers & Weavers has a soft tapestry luggage collection in a soft green pattern that is getting rave reviews from buyers; and the Luxemburg bedding collection features a “yummy” chocolate brown floral pattern.

Calypso Studios debuted its new Kathy Hatch licensed line of fashion jewelry, and revealed that it has some exciting licensing news on the way. The new Kathy Hatch collection is garnering a lot of interest for the fashion jewelry company. Other new designs include necklaces comprised of larger links of ceramic clay, glazed in animal and mod designs. Matching earrings complete the stylish look. One of the company’s best-selling collections is the Sundance Collection featuring glass beads.

The Lang Companies added a new division to its roster: J. Turner & Co., which is all about sports licensing. The company predominantly features calendars with the major professional sports teams in the NFL, NHL, MLB, NBA, collegiate and others. New CEO Todd Sewak signed on in June.

NOTABLE
Lalique is back in Atlanta after a five-year absence. The French crystal manufacturer offers a wide selection of elegant accessories, and is expanding its jewelry line. Account executive Mary Alice Lang said the company is focusing on its stemware collection and trying to capture that market.

Collectible gifts vendor Starlite Originals is planning to launch a more affordable line of Thomas Blackshear gift and decor to complement its high end, gallery-style offerings; the company is also moving its Los Angeles showroom presence to Christian Mosso Associates at the California Market Center, we heard on the show floor.

Midwest refocused its showroom to showcase an new emphasis on everyday gifts and home decor, rather than keeping its Christmas offerings front and center. And watch this space: Fredric Contino, president of Midwest, told Gifts & Dec the company is planning even more new things for its showrooms, but isn't yet ready to release the details. Contino said Midwest is receiving strong response to its Midwest Advantage program, which provides retailers who spend more with additional discounts, marketing materials and other incentives, as well as more than 13,000 requests for a retailer education CD of display ideas and tips. The education goes both ways: the company recently formed customer advisory boards for both its Seasons of Cannon Falls and Colonial Candle divisions, and held inaugural two-day meetings in the past two months. The retailers told Midwest that their top priorities are new and exciting product (as often as weekly!), and developing and maintaining their own customers' loyalty, often with the assistance of Customer Relationship Management (CRM) software.

Personal care company Lollia expanded its line into the home at this market. The company now offers a selection of bedding, door knobs, ornaments and more, all in keeping with the company’s signature feminine style.

The ingredients in personal care are becoming a serious business in regards to what lasting effect they may have on the skin. At European Soaps, Ltd., a line named for the goddess Athena is tested for reaction at the University of Padova.

Knock Knock

Knock Knock’s Jen Bilik has returned to her publishing roots and launched a book line as part of the Knock Knock brand. Eight initial titles feature the same edgy, wry humor for which the Knock Knock line is known. There are six titles in the “Self-Hurt” series, as well as The Takeout Cookbook and The Complete Book of Things That Might Kill You. Writing and producing the books took six short months, in addition to creating 40 new products for the regular Knock Knock line. Now the only question is: Does Bilik ever sleep?

CLOSE ENCOUNTERS
Getting onto an elevator, we ran into retailer Howard Henschel of the Norman Group who noted that he is opening his 30th store. “Business is phenomenal,” he said.

In another random corridor encounter, we met up with Ande Rooney. We reported on her Danger Women Shopping patent bags in January, and inquired about how the line is doing. Her response was a somewhat amusing story that also illustrates the hazards of the importing business. The recent crackdown on shipments of counterfeit designer handbags affected her shipment because the authorities held up all incoming cargo marked “handbags” for inspection. The crackdown prevented a lot of counterfeit bags from getting into the marketplace, which is a good thing; but the flipside is that the “sweep” delayed shipment of other vendors like Rooney.

TRENDING
Product trends included a burgeoning tea theme in candles and home fragrance; we also noticed a few companies moving toward more representational candles and personal care packages that depict a scene outright, rather than relying on touches like materials, color and ingredients to evoke the mood.

Butterflies from Burton + Burton

Butterflies were fluttering all over the market, including in the Burton + Burton showroom. They were used on fun accessory items like buckets and room separators, as well as on tea accessories.

“Edgy.” Many vendors referred to new product whose design differed from traditional, mainstream, classic or otherwise as edgy. At this point, though, it’s a matter of taste as to what a person might consider edgy. Guess we’ll have to wait a bit to gain consensus on edgy.

AmericasMart Rolling Cart

CHANGES UNDERWAY
Changes are afoot for future Atlanta markets: AmericasMart's construction of a fourth building was visibly underway. The additional showrooms are currently scheduled to 'soft launch' in September 2008, with a 'hard' launch in 2009. Meanwhile, a smaller change may hit closer to home for many buyers: beginning in 2008, rolling carts will be prohibited at AmericasMart (except for the disabled).

More than 300 vendors joined the Green Products Showcase; the official ribbon cutting featured remarks by environmentalist Laura Turner Seydel, who noted that AmericasMart is also taking green steps behind the scenes, such as replacing incandescent bulbs with compact fluorescents in common areas, and encouraging showrooms to do the same, and recycling about 150 tons of cardboard per show. Jeffrey L. Portman, president and COO of AmericasMart, explained the launch of the showcase, saying, "No matter what your political position … the future of our environment is in crisis point." The event also featured an appearance by Captain Planet.

Look for Double Take Atlanta in your email box Wednesday, July 25. And see you later this week in Los Angeles and Chicago.

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