Countering 'Mass' Hysteria With A Show of Independents
By Staff -- Gifts & Decorative Accessories, 11/1/2007
In a retail world seemingly gone mass, where price trumps value and where generic is the norm, one could draw the conclusion that independent retailing is an endangered species.
To the contrary: While independent retailing may be in danger, it is far from endangered. And that includes independent gift retailing, which faces additional challenges as gift distribution channels widen to include everything from car wash doors to grocery doors, to pharmacy doors to virtual doors, and everything in between.
Independent gift retailers are not just surviving in this predatory retail environment — many are thriving. In true Darwinian fashion, those who are thriving have recognized their strengths and built on them, growing stronger as they do.
Whether by differentiating their product, becoming destinations, providing informed service, creating compelling events, or by bonding with their communities — or by all of the above — independent gift retailing is alive and well in the 21st century, as it was for centuries before. To be alive and well for centuries is yet unproven by latecomers to the retail field.
In our premiere State of the Industry report, Gifts & Decorative Accessories presents 25 of the fittest specimens in the realm of independent gift retailing. They are, indeed, the industry's gifted retailers.
| Low | 40% |
| Middle | 88% |
| High | 48% |
| One | 84% |
| Two | 8% |
| Three | 8% |
| Candles/candle accessories | 88% |
| Holiday products | 88% |
| Jewelry | 88% |
| Greeting cards | 88% |
| Glassware/crystal | 88% |
| Tabletop/serveware products | 80% |
| Photo frames | 80% |
| Stationery | 76% |
| Wall art | 76% |
| Personal care/aromatherapy | 72% |
| Gift books | 72% |
| Home textiles | 68% |
| Baby/infant products | 68% |
| Plush products | 64% |
| Permanent florals | 60% |
| Licensed products | 60% |
| Collectibles | 56% |
| Other* | 56% |
| Fashion accents | 48% |
| Toys/games/puzzles | 44% |
| Gourmet foods | 44% |
| Housewares | 44% |
| Accent rugs | 40% |
| CDs/music | 40% |
| Gift baskets | 40% |
| *Other includes furniture, lamps, lighting, Judaica, wine, cigars, garden accessories, gazebos, fountains, pet products and other decorative accessories Source: Gifts & Decorative Accessories market research |
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2910 on the Square
Baltimore
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accent specialist founded in 1999. Offers promotional to mid-priced lines in 1,200 square feet of selling space. Is a member of CRAFT, the Craft Retailers Association. Has six sales associates. Carries holiday, personal care/aromatherapy, candles, tabletop/serveware, gift books, housewares, stationery, jewelry, Judaica items and baby items. Offers the work of more than 300 North American artists and craftspeople. Key vendors include Mudlark for personal care; WoodWick for candles; and Borealis Press, Sellers Production, Palm Press and Salomnberry Studio for greeting cards. Located in a 70-year-old Baltimore row house. Celebrates Jewish art month each spring and supports local charities during the holidays. Also holds trunk shows featuring local artists and offers complimentary gift wrapping.
A. Renee
Bloomington, IL
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accent specialist founded in 2003. Offers midpriced to high end lines in its 1,150-square-foot store. Total sales per square foot, $225. Has a four-member sales team. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tableware/serveware, gourmet foods, housewares, greeting cards, wall art, CDs/music, glassware/crystal, home textiles, gift baskets, artisan wines, gourmet chocolates, cigars and local fine art. Key vendors include Voluspa, Northern Lights and Fruits & Passion for candles; Reed & Barton and Badash for holiday; and J. Stone, B Designs and KoKo Company for greeting cards. Special events include Christmas in July, customer appreciation and local artist showcases. Also has wine-of-the-month club and a frequent "winer" card. Prides itself on its inviting ambience and eclectic product mix.
Annie's Gifts & Home Accents
Rockford, IL
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accent specialist established in 1988. Offers mid-priced to high end lines in a 4,600-square-foot store. Total sales per square foot, $170. Has eight employees, including six sales associates. Carries candles/candle accessories, holiday, personal care/aromatherapy, tabletop/serveware, gift books, gourmet foods, accent rugs, stationery, jewelry, greeting cards, wall art, CDs/music, glassware/crystal, home textiles, permanent florals and baby/infant. Key vendors include Yankee Candle, Root Candles and Tyler Candle for candles; Thymes, Crabtree & Evelyn and Camille Beckman for personal care; Raz Imports and Transpac for holiday; and Marion Heath, Leanin' Tree and Pictura for greeting cards. Special events include a holiday preview party by RSVP only and a mid-summer's night party. Prides itself on its experienced, friendly staff and beautiful, signature giftwrap.
Applewood Gifts Home & Garden
Merced, CA
One Store. Estimated 2006 total sales: Less than $1 million
Gift, home and garden specialist founded in 1997. Offers promotional to high end lines in 800 square feet of selling space. Total sales per square foot, $438. Has one full time employee and three part time employees during the holidays. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tableware/serveware, stationery, jewelry, greeting cards, photo frames, wall art, glassware/crystal, home textiles, permanent florals, licensed products, gift baskets, baby/infant, outdoor accessories, statuary, fountains, accent furniture and lighting. Key vendors include Archipelago, Root Candles and Rosy Rings for candles; Department 56, Midwest, Raz Imports, Melrose International, Sullivans, Ganz, Kurt S. Adler, Bethany Lowe Designs, Roman and Fonatnini for holiday; and Leanin' Tree, Life Sighs, it takes two, Suzy Zoo, Paper Trail, Ling Designs, Recycled Paper and Caspari for greeting cards. Holds holiday special events. Changes store displays three times a year. Offers in-store and in-home decorating consultations, complimentary gift wrap and an online catalog.
Boxwoods Gardens & Gifts
Atlanta
One Store. Estimated 2006 total sales: $4.6 million
Gift and garden specialist founded in 1995. Offers mid-priced lines in 6,000 square feet of selling space. Total sales per square foot, $750. Has 38 employees, 23 full time and 15 part time, including a sales staff of 12. Carries candles/candle accessories, holiday, tabletop/serveware, gift books, fashion accents, jewelry, greeting cards, photo frames, wall art, plush, glassware/crystal, permanent florals, baby/infant, antique and new furniture, chandeliers and other decorative accessories. Key vendors include Votivo for candles; Aldik and Raz Imports for holiday; and MikWright for greeting cards. Merchandises product through three major divisions: fine gifts, plants and antique furniture. Holds several "new container" events each year when new shipment arrives from overseas. Also operates a remote operation each spring at the local decorator's show house. Uses furniture to display product.
Gardener's Folly
Pentwater, MI
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accent specialist established in 1998. Offers midpriced to high end lines in its 1,200-square-foot store. Total sales per square foot, $104. Four employees include a three-member sales team. Carries candles/candle accessories, holiday, personal care/aromatherapy, tabletop/serveware, gift books, fashion accents, toy/games/puzzles, gourmet food, accent rugs, stationery, jewelry, greeting cards, photo frames, wall art, glassware/crystal, home textiles, permanent florals, baby/infant, fountains and garden accessories. Key vendors include Botanicus, Nouvelle and Design Ideas for candles; and Backyard Oaks, Design Design and Roger Mason Studio for greeting cards. Special events include an annual after-hours cocktail party for its top 250 customers. Serves treats, coffee and wine throughout the holidays, and believes in providing customer care.
Gift & Art Shop
Memphis, TN
One Store. Estimated 2006 total sales: $1 million–$2.9 million
Gift specialist established 1957. The 3,000-square-foot store offers promotional to high end lines. Employs a team of 20, including 17 sales associates. Carries candles/candles accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware/barware, toys/games/puzzles, housewares, stationery, jewelry, greeting cards, photo frames, plush, glassware/crystal, home textiles, permanent florals, licensed products, baby/infant and personalized gifts. Key vendors include Aromatique and Colonial Candle of Cape Cod for candles; Aromatique and Lady Primrose Products for personal care; Kurt S. Adler, Department 56 and Midwest for holiday; and Caspari, Marian Hearth and Oatmeal Studios for greeting cards. Displays merchandise in a home setting. Special events include trunk shows in the fall and shopping days for local schools and non-profit organizations. Offers free giftwrap and local delivery.
Greeks Bearing Gifts
Athens, TN
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accent specialist founded in 1996. Offers upper-middle price points in 1,300 square feet of selling space. Has a four-member sales team. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware, gift books, toys/games/puzzles, gourmet food, stationery, jewelry, greeting cards, photo frames, plush, glassware/crystal, home textiles, gift baskets and baby/infant. Key vendors include Colonial Candles of Cape Cod, Novelle, Votivo, Archipelago and Aromatique for candles; Archipelago, Crabtree & Evelyn and Thymes for personal care; Mariposa, Department 56, Foreside, Christopher Radko, Byers Choice and Merck Family's/Old World Christmas for holiday; and Gallison, Crane & Co. and Caspari for greeting cards. Special events include spring, fall and holiday open houses. Constantly updates product. Prides itself on presentation and customer service.
Hillary's Hand Painted & Personalized Gifts
Hopkins, MN
One Store. Estimated 2006 total sales: Less than $1 million
Gift retailer specializing in customized products. In business since 1989. Offers midpriced to high end lines in its 500-square-foot store. Carries gift books, gourmet foods, housewares, stationery, jewelry, photo frames, wall art, plush, glassware/crystal, home textiles, gift baskets and baby/infant. Has worked with a local artist for 13 years to customize merchandise. Key vendors include Heartstrings and Heather Moore for jewelry. Has a large corporate gift business, including year-round birthday and anniversary gift programs, as well as gifts for annual meetings. Special events include a customer appreciation sale in February and four community events throughout the year. Strives to make the gift-giving process easy.
Jenss Decor
Amherst, NY
Three Stores. Estimated 2006 total sales: $3 million–$4.9 million
Gift and home accessories specialist established in 1965. Operates one store each in Amherst, Buffalo and Rochester, NY. Stores offer mid-priced to high end lines in a combined 20,000 square feet of selling space. Has 80 employees, including a sales staff of 65. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware, gift books, stationery, jewelry, greeting cards, photo frames, plush, glassware/crystal, permanent florals and baby/infant. Key vendors include Crabtree & Evelyn for personal care; Swarovski for jewelry; Department 56 for holiday; and Caspari for greeting cards. Has a bridal registry and offers 20 percent off after the wedding. Also offers coupons and gift certificates for customer appreciation. Uses a lifestyle approach to merchandising.
Just Ducky
Darien, IL
Three Stores. Estimated 2006 total sales: $5 million–$9.9 million
Gift and home accessories specialist established in 1986. Operates one store each in Darien, Naperville and Bolingbrook, IL. Stores offer upper-middle price points in a combined 32,000 square feet of selling space. Total sales per square foot, $180. Has 60 employees, including a sales team of 15. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware, gift books, fashion accents, gourmet foods, housewares, stationery, jewelry, greeting cards, photo frames, wall art, plush, CDs/music, glassware/crystal, home textiles, licensed products, gift baskets and baby/infant. Key vendors include Root Candle, Beanpod and Trapp Private Garden for candles; Crabtree & Evelyn, Camille Beckman and Aromatique for personal care; and Design Design, Blue Mountain Arts and Lang Companies for greeting cards. Special events include artist signings, promotional breakfasts and seasonal open houses. Prides itself on its longevity and customer service.
Kelley Drug & Selections
McGehee, AR
One Store. Estimated 2006 total sales: $1 million–$2.9 million
Family-owned, gift specialist and full-line drug store in business since 1990. Offers promotional to high end lines in 3,900 square feet of selling space. Has 10 employees, including eight salespeople. Carries candles/candle accessories, holiday, personal care/aromatherapy, tabletop/serveware, gift books, fashion accents, toys/books/puzzles, gourmet foods, housewares, stationery, jewelry, greeting cards, photo frames, wall art, plush, glassware/crystal, home textiles, permanent florals, gift baskets and baby/infant. Key vendors include Woodwick Candles, Wicks n' More, Aromatique, Root Candles and Bridgewater Candle for candles; Upper Canada and Aromatique for personal care; Raz Imports, CBK, Amscan and Hallmark for holiday; and Hallmark for greeting cards. Special events include a Christmas open house. Has an antique soda fountain offering refreshments while shopping and a bridal registry.
M. Brann & Co.
Mashpee, MA
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accent specialist founded in 1993. The 1,500-square-foot store offers mid-priced to high end lines. Total sales per square foot, $320. Has a five-member sales team. Carries candles/candle accessories, holiday, tabletop/serveware, gift books, fashion accents, toys/games/puzzles, accent rugs, housewares, stationery, jewelry, greeting cards, photo frames, wall art, plush, CDs/music, glassware/crystal, home textiles, permanent florals, licensed products and baby/infant. Key vendors include Votivo, Botanicus, Lumiere and Tokoloshi for candles; Ganz, CBK, Design Ideas and Roost for holiday; and Shade Tree Creations, Shannon Martin, Curly Girl Design, Mik Write and Clayboys for greeting cards. Uses bright and unusual window and store displays. Changes its contemporary mix often, and loves to cross-merchandise product. Special events include girl's night and evening soirees.
Miss Cayce's Christmas Store
Midland, TX
One Store. Estimated 2006 total sales: $1 million
Gift and holiday specialist in business since 1984. The 6,000-square-foot store offers promotional to high end lines. Total sales per square foot, $200. Employs a staff of 15, including 12 salespeople. Carries candles/candle accessories, holiday, collectibles, tableware/serveware, accent rugs, photo frames, CDs/music, glassware/crystal, home textiles, permanent florals, licensed products, pre-lit trees and lamps. Key vendors include Root Candles for candles; and Regency International, Direct Imports, Raz Imports, Department 56, Midwest, Kurt Adler Designs, California Imports, Transpac, DC & C and Old World Designs for holiday. Hosts how-to seminars and produces and markets its own how-to DVD on Christmas decorating called "Show Me Decorating."
Moodswings
Maple Valley, WA
One Store. Estimated 2006 total sales: Less than $1 million
Gift specialist founded in 2003. Located about 30 miles from downtown Seattle. Offers mid-priced lines in 1,100 square feet of selling space. Total sales per square foot, $150. Has five sales associates. Also sells online through its website, eBay, Amazon and Shopatron; sales figures not included. Carries personal care/aromatherapy, collectibles, gift books, fashion accents, toys/games/puzzles, accent rugs, housewares, stationery, jewelry, greeting cards, wall art, plush and licensed products. Key vendors include Blue Q and Kama Sutra for personal care; Unemployed Philosophers for holiday products; and Fluff for greeting cards. Displays merchandise in themed boutiques. Held a purse party this year — buy one purse or wallet at regular price and receive the second at 30 percent discount. Specializes in trendy merchandise and gifts with a sense of humor.
Pyramids
Hilton Head Island, SC
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accessories specialist founded in 1997. Offers midpriced to high end lines in 1,000 square feet of selling space. Total sales per square foot, $500. Has five employees, including three sales associates. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware, gift books, toys/games/puzzles, gourmet foods, stationery, jewelry, greeting cards, photo frames, wall art, plush, CDs/music, glassware/crystal, home textiles, permanent florals and baby/infant. Key vendors include Root Candles for candles; Lady Primrose for personal care; Mark Roberts and Jim Marvin Enterprises for holiday; and A La Cards for greeting cards. Special events include open houses, trunk shows and seasonal sales. Offers gift wrapping, floral arranging and in-home Christmas decorating. Has interior designers on staff.
Rudman's Gifts
Metairie, LA
One Store. Estimated 2006 total sales: Less than $1 million
Gift and stationery specialist in business since 1970, under current ownership since 1993. Offers promotional to mid-priced lines in a 3,650-square-foot store. Total sales per square foot, $100. Has a sales team of four. Offers products from more than 200 vendors. Carries candles/candle accessories, holiday, collectibles, gift books, stationery, invitations, business cards, greeting cards, photo frames, plush, glassware/crystal, licensed products, baby/infant and invitations. Key vendors include Ganz, Enesco, Kurt Adler Design, Caspari, C.R. Gibson, Mud Pie, Russ Berrie & Co., Masterpiece and Ty for holiday; and Carlton Cards for greeting cards. Provides complimentary gift wrapping. Prides itself on its customer service, including assistance with gift selections and stationery choices, and carrying bags to the car.
Scarborough Fair
Mardela Springs, MD
One Store. Estimated 2006 total sales: Less than $1 million
Gift and accessories specialist established in 1984, current owners since 2006. The 7,600-square-foot store offers mid-priced lines. Has four employees. Carries candles/candle accessories, holiday, personal care/aromatherapy, tabletop/serveware, gift books, toys/games/puzzles, gourmet food, accent rugs, housewares, jewelry, photo frames, wall art, plush, glassware/crystal, home textiles, permanent florals, licensed products, gift baskets, baby/infant, sheds, gazebos, swing sets, outdoor accessories, upholstered furniture, Amish handcrafted furniture and hand-painted wooden accessories. Features a bathtub full of buttons and carries the famous Smith Island Cakes. Key vendors include Yankee Candle, Colonial Candle of Cape Cod and Virginia Candle/Woodwick for candles; and Park and Dennis East International for holiday. Special events include Memorial Day, Fourth of July, end-of-summer blowout, Octoberfest and Christmas open house. Merchandise from beach to country decor. Offers something for everyone.
Sign of the Dolphin
Medeira Beach, FL
One Store. Estimated 2006 total sales: $1 million–$2.9 million
Home furnishings and gift specialist founded in 1996. Offers promotional to high end lines in a 4,000-square-foot store. Employs a team of eight, including five sales associates. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware, gift books, fashion accents, toys/games/puzzles, gourmet foods, accent rugs, housewares, stationery, jewelry, greeting cards, photo frames, wall art, plush, CDs/music, glassware/crystal, home textiles, permanent florals, licensed products, gift baskets, lamps, chandeliers, electric fireplaces, fountains and garden decor. Key vendors include Zodax and Root Candles for candles and features many American artists for holiday. Special events include book signings, semiannual sales by invitation and a holiday open house. Specializes in coastal and tropical themes. Offers complimentary design services.
The Brass Pineapple
Stuart, FL
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accents specialist founded in 2003. Offers mid-priced lines in 1,600 square feet of selling space. Total sales per square foot, $175. Has a two-member sales team. Carries candles/candle accessories, holiday, personal care/aromatherapy, tabletop/serveware, gift books, fashion accents, stationery, jewelry, greetings cards, photo frames, wall art, CDs/music, glassware/crystal, home textiles, permanent florals, gift baskets, pet products, sculptures and painted glassware and stained glass by local artists. Key vendors include Root Candles, Lava Candles, Zodax and Great Ideas for candles; Royal Palm Botanicals and Michel Design Works for personal care; Fantastic Craft and Dr. Livingston I Presume for holiday; and Paper Trail Press and Duly Noted for greeting cards. Merchandise is displayed in room vignettes. Special events include a "wish list" evening during the holidays. Also holds jewelry trunk shows and wine tastings.
The Chocolate Pantry
Dumas, TX
One Store. Estimated 2006 total sales: Less than $1 million
Gift specialist offering promotional to mid-priced lines in 2,800 square feet of selling space. Established in 1987. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, gourmet foods, jewelry, greeting cards, licensed products and gift baskets. Key vendors include Circle E, Woodwick and La Tee Da for candles; Camille Beckman and Jack Black Design for personal care; Pacific Silver for jewelry; Enesco, SC Sports, Youngs, CBK, Two's Co. and Gift Craft for holiday; and Leanin' Tree and Dear Cards for greeting cards. Special events include a sidewalk sale in July and a Christmas open house in November. Offers free giftwrap and prides itself on its attractive window displays and friendly sales staff.
The Sampler
Homer, IN
Two Stores. Estimated 2006 total sales: Less than $1 million
Gift and furniture specialist established in 1946. Operates one store each in Homer and Metamora, IN. Stores have a combined 4,500 square feet of selling space. Total sales per square foot, $150. Has five full time and one part time sales associate. Carries candles/candle accessories, holiday, tabletop/serveware, fashion accents, accent rugs, stationery, jewelry, greeting cards, photo frames, wall art, CDs/music, glassware/crystal, home textiles and permanent florals. Also manufactures custom-cherry furniture. Key vendors include Biedermann & Sons and Crossroads for candles; THT Designs, Sullivans, Country Originals and K & K Enterprises for holiday; and Suzy's Zoo and Fraressi Greetings for greeting cards. Displays merchandise in room vignettes and showcases gift items on furniture. Special events include a cabinet shop demonstration day, annual customer wine and cheese party, fall festival and a four-weekend Christmas walk.
The Sterling House
Wilmington, NC
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home accessories specialist founded in 2002. Offers promotional to high end lines in a 2,000-square-foot store. Has a sales team of 10. Total sales per square foot, $250. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware, gift books, fashion accents, toys/games/puzzles, accent rugs, housewares, stationery, jewelry, greeting cards, photo frames, wall art, plush, glassware/crystal, home textiles, licensed products, gift baskets and baby/infant. Key vendors include Aromatique and Colonial Candles of Cape Cod for candles; Ganz, CR Gibson, Midwest and Willow Tree Angels from Demdaco for holiday; and Hallmark and Recycled Paper Greetings for greeting cards. Merchandise is grouped by themes and colors. Special events include a holiday open house, breast cancer awareness week and a summer sidewalk sale. Offers free gift wrapping.
White Squirrel Shoppe
Brevard, NC
Two Stores. Estimated 2006 total sales: Less than $1 million
Gift specialist founded in 1988. Operates a retail store in Brevard, NC, complete with a 12-foot waterfall, and a wholesale outlet store in Cedar Mountain, NC. Stores carry midpriced lines in a combined 6,000 square feet of selling space. Total sales per square foot, $150–$200. Carries candles/candle accessories, holiday, personal care/aromatherapy, collectibles, tabletop/serveware, gift books, stationery, jewelry, greeting cards, photo frames, wall art, plush, CDs/music, glassware/crystal, home textiles, permanent florals, licensed products, gift baskets, baby/infant, home accessories and furniture. Key vendors include Yankee Candle and Colonial Candle of Cape Cod for candles; Camille Beckman and Greenleaf for personal care; Midwest, Ganz and Giftcraft for holiday; and Portal and Leanin' Tree for greeting cards. Special events include a two-day Christmas open house, a buyers choice preview party in the spring, a "Boyds" event day in the fall and floral design classes twice a year. Features many custom items.
Wild Goose Chase
Kalamazoo, MI
One Store. Estimated 2006 total sales: Less than $1 million
Gift and home decor specialist founded in 1987. Offers upper-middle price points in a 10,500-square-foot store. Employs a sales team of 20. Carries candles/candle accessories, holiday, personal care/aromatherapy, tabletop/serveware, accent rugs, jewelry, greeting cards, wall art and hand-painted furniture. Key vendors include Concord Candle, Village Candle and Northern Lights for candles; Thymes and Camille Beckman for personal care; Brighton and Heartstrings for jewelry; Department 56, Sullivans, Midwest and ESC Trading for holiday; and Recycled Paper Greetings and Leanin' Tree for greeting cards. Changes displays weekly and prides itself on having something for everyone.
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