Market Report: Atlanta

If you hear a "whooshing" noise reverberating throughout the U.S. heartland, fear not. The sound, somewhat similar to a Nor'easter (for those of you on the Atlantic coast) or el Niño (for those of you on the Left Coast) is something we haven't heard in a number of years: the collective sigh of a happy gift industry. (Oh, did I say "left coast?" So sorry; I meant to say West coast.)

Following on the heels of three successful regional markets and the huge Atlanta market — which Nashville Wraps' Joni Compton said was as strong as markets in the '80s — the whole gift industry has its fingers crossed, hoping that shows at the Dallas Market Center and Chicago's Merchandise Mart will be successful as well. If they are, we'll be about halfway home.

Having an absolutely victorious season would mean buying frenzies in Los Angeles, Seattle, Las Vegas and San Francisco as well, along with good showings at a host of vital regional markets in both the United States and Canada. The icing on the proverbial cake would be to top it off with the mother of all buying frenzies in the world's capital, New York. We'll keep you posted!

And speaking of cake, Gifts & Decorative Accessories will be serving some up at the Javits Center during the New York market for past winners and finalists of the magazine's Retail Excellence Awards. 2007 marks G&DA's 90th year as a partner in the gift industry — a milestone we want to celebrate all year. (Look for our "Decades of Excellence" feature, which began in the January issue, and will continue in future issues of G&DA, as well as our "What's in the Box" feature at www.giftsanddec.com.)

Speaking of the markets … We get some of our best information in casual conversation with retailers and vendors on escalators, in elevators, on line at a refreshment stand (or in the ladies room), having a chair massage (if only), sitting on the floor to give our feet a break or, if we are lucky enough, on an actual chair or bench. Sometimes while breaking bread, or (more realistically) while hydrating with a bottle of water or staving off hunger with a piece of showroom candy.

During one such dalliance — this one over a few tasty sweets with Silvestri's Linda Simpson (the Silvestri showroom is full of homemade cookies and pastries) — we heard that the inspirational theme is still a hot one. Anything featuring a cross or scripture is really selling well, and selling through, said Simpson, noting that the popularity of such products might be attributed to the current "mega-church" trend. The trend has recently been the cover story in iconic news magazines, featured on the pages of established and influential daily newspapers and been the topic of many television news programs.

During a water break in the Midwest showroom, conversation with company president Frederic Contino drifted to a topic raised in many showrooms: the challenge of keeping independent retailers in business. Many vendors, like Midwest, are actually embracing survival of the independents as a responsibility with proactive retailer education programs, training and special offers, among other incentives. During the show, Midwest and CBK hosted a reception at Capital City Club to honor and thank independent retailers in the industry. "This reception was our way to say thank you to our top independent retailers in the industry, and will become an annual event in Atlanta," Contino promised.

One person who has carried the independent retailer torch for years is industry vet Randy Eller, who just this month stepped into the chairman's shoes at Crazy Mountain. A master juggler, he will also continue to operate Eller Enterprises LLC, which serves other companies both within and outside of the gift industry. Former Hallmark exec Joseph Patterson also moved in at Crazy Mountain as vice president of product development. "It's like the company has been reborn," v.p. Doug Adolphson gushed over dinner. "We've increased our sales this market [by] 40 percent over what they were during as many days at last year's market here. Our showroom has been packed every day," he added.

Over breakfast one morning, we got an interesting spin from White Hound Advertising's Adam Ash on the "too many markets" lament. "There are not too many markets," he told us emphatically. "If a person doesn't want to go to a market, then don't go. No one is forcing anyone to go to a market," he continued. "This is America! Businesses are in business to make money." OK, Ash's company does represent some major shows, but his point hits home — no one forces us to attend a market. His candor was refreshing!

For the complete Atlanta Report, visit www.giftsanddec.com and click on "Direct From Market."