July 2008

Deep breath time….

by Cinda Baxter on July 15, 2008

Yes, the news is scary. According to a CBS/New York Times poll released today, Americans judged the economy this way:

Getting better…. 3 %
Getting worse….67 %

Like the retailers don’t already know that.

The reason I bring this up is to remind retailers of an important lesson we all learned as kids.

Thank back to first time you recall getting a shot at the doctor’s office. Odds are, you were scared silly about the idea of some guy in a stiff white jacket shoving what looked like a javelin-sized needle into your sweet little arm. And, odds are, your mom or dad looked you straight in the eye, calmly told you everything would be fine, then gave your hand a good, solid squeeze of support before you slammed your eyelids shut, bit down, held your breath, and counted on them being right.

My point, dear reader, is that that attitude of positive confidence is what sold you. If they said you’d be okay, well…you’d be okay. Period.

The same rule applies to how you approach customers right now. Yes, they’re scared; they feel the “sharp pointies” as much as you do. The difference is that they’re looking into your eyes, listening for your reassurances, seeking proof that their neighborhood haunts are safe havens where things remain solid and safe and familiar.

“Psychology is critical,” reminds CBS correspondent Anthony Mason, “because fear comes out of uncertainty. Psychology and confidence are critical.”

So as hard as it is…as scary as it might be…you’ve got to be the parent. You’ve got to look customers straight in the eye, smile with confidence, and tell them in a calm tone that everything is okay. Doesn’t matter if you believe the polar opposite or are jittering beneath that calm exterior. Give their hand a squeeze and convince them their world is solid. Make your store an island of “normal” and there’s a better than good chance yours is the one they’ll continue to visit, continue to shop in, and continue to spread the good word about.

Don’t give them that safe zone and they’ll run like rabbits faster than it would have taken you to bundle up your sleeping bag, fuzzy bear, and lucky nickle, headed to your best friend’s tree house.

Besides, maybe…just maybe…you’ll feel a little bit better too.

This psychology thing works both ways, after all.

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Uncle Steve leaves the building

by Cinda Baxter on July 15, 2008

in Culture, Mac, Web

Admission #1: I’m an Apple junkie (duh).

Admission #2: I’m also addicted to “The Secret Diary of Steve Jobs.”

For those of you who don’t join me in either of those joy-filled habits, this means little. For the rest who recognize Dan Lyons as the guy behind the curtain, well….swan song time.

We, the devoted, knew this day was coming. After outing Lyons as the author of the sometimes raunchy, always cerebral, and constantly entertaining blog supposedly written by Apple’s founder, Forbes began actively supporting-—and advertising on-—the site. Now that Newsweek’s snapped Dan up, well…. The old employer wasn’t likely to continue promoting the author while the new employer had him. End of blog.

This morning, I stumbled across this video of Dan Lyons doing the keynote at Web 2.0 Expo in San Francisco in April, before the leap. Gotta admit, he’s funny, in spite of the language (a bit, um, risqué for many) while completely in awe of the fact what began as a joke turned into a cultural bookmark.

Farewell, Fake Steve. We’ll miss you. Namaste.

Editors note: Having had sufficient time to peruse Mr. Lyons’ new blog (posted under his real name), I can’t say the warm fuzzy feelings have held. As himself, he just comes across angry and bitter-—no interesting wit or clever edge to the text. Sorry to say it, but Uncle Steve truly left, in every sense of the word. Bummer.

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The Powers that Please

by Cinda Baxter on July 14, 2008

in Atlanta

One of my duties (and a distinct honor) while in Atlanta is to serve as a member of the AmericasMart Advisory Board. It’s at our Monday morning meetings that voices from around the industry join with those of AMC to continue shaping the future of the shows.

Lemme tell ya, lots of good comes from these meetings. Continually expanding broadband access, AmericasMart University, and special travel rates for attending reps are just a few things that sprang from conversations begun at this table. The people around it are committed, brutally honest, and determined to be the best of the best, period.

Here are a couple of highlights from conversations with fellow members I think you’ll appreciate:

Sunday Saved
Most attendees know that downtown Atlanta lost all water Sunday afternoon when a water main blew, however few know how close AMC came to shutting down the show as a result. With the mandatory four hour limit approaching that would have required emptying the buildings, Virginia Gorday averted disaster by engaging the mayor’s office, the fire department, and a whole lot of maintenance staff to carefully monitor the problem, babysit pipes, and release valves as water returned to the system. In buildings this big, you can’t just turn on the tap like an outdoor spigot; there’s a carefully choreographed ballet required to get things flowing again…and Virginia’s the grande dame of pirouettes.

Dorothy and Toto Fly Solo
During the dry spell on Sunday, a handful of buyers and vendors asked me what would happen in a real emergency, like when a tornado visited Atlanta a few weeks ago (as if not having functional bathrooms after those three glasses of iced tea at lunch didn’t qualify as an emergency???). So, as Jeff Portman and I are headed back to Building One after the meeting, I asked him. Here’s the direct quote (with his permission):

“You see these buildings [while motioning to One and Two]? They’re frickin’ bunkers. That one too [motioning to Three]. Built entirely from steel and concrete. You can’t knock the things down. Frickin’ bunkers. Seriously.”

Turns out the staff was actually inside them during the tornado, with no bobbing, weaving or swaying involved. The only damage was in leaky windows and glass in the skyways, which is remarkable, and proof positive that he’s right. These things are frickin’ bunkers, which makes me frickin’ happy, in a big way.

Pretty impressive when you consider the amount of damage done to the adjoining Westin, where approximately 100 guest rooms saw their windows blown out.

Greener Days
The Mart’s a big place. Which means a big carbon footprint. Understanding the importance of reducing the latter while growing the former, AMC has committed to Green Hours, running July through September when power usage is at its heaviest. By resetting building hours during non-show times, the mart reduces energy use by a whopping 400,000 kilowatts, or 628,000 pounds of carbon dioxide in the atmosphere. The new plan doesn’t impact business hours; those still stand at 10:00 a.m. ‘til 4:00 p.m. From now on, though, the building itself will shift an hour earlier, to 7:00 a.m. ‘til 4:00 p.m., which works well for everyone.

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Network News

by Cinda Baxter on July 14, 2008

in Altanta

There’s nothing as reaffirming as letting it all hang out with fellow retailers. Thanks to the RetailSpeaks members who made the haul to Atlanta; thanks to Debbie Dusenberry for inviting me to meet her roomful of friends too (shown above).

Of course, the Westin is probably thankful we’re all gone, since the volume got “up there” as our enthusiasm grew.

See? You really aren’t alone out there, folks. It’s simply a matter of connecting the right dots.

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I need this

by Cinda Baxter on July 12, 2008

in Altanta, Lines, Need This

How many of those little corrugated cup sleeves have you tossed in the trash over the years? And if you’re like me, how many times have you reached for your Starbucks card and realized it’s in the other purse/bag/briefcase?

Hip Grips from Seattle vendor Allie Walker Designs resolves both issues with funky fabric wraps that not only hold your cup, but also hold your card. The insulated hot-or-cold cup wraps are adjustable, reversible, washable, crushable, and functional. Available in Sport, Statements, and Everyday designs, the latter of the bunch was my favorite, offering the most latitude in colors and personalities (I already know which two I want, so if someone in Minneapolis picks this up, drop me a line).

Be sure to take a peek at the gift sets of four-—they really “pop” on the shelf. Countertop displays are also available.

To contact them, call (206) 729-4988 or visit their site.

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I want this (Atlanta 7/08 edition)

by Cinda Baxter on July 12, 2008

in Atlanta, Lines, Want It

If there’s an award for the single prettiest line at the show, it goes to Ferrare With Company. True, my inner bling attracted me to the line, but of all the sparkling, twinkling, delicious girly-girl options out there, this one is the best of the bunch. Frames, mirrors, and other accessories are encrusted with Swarovski crystals and semi-precious stones, becoming elegant pieces loving made by hand.

The candles shown above are a good entry point for upscale stores looking to test the waters. Same for the Layla frames. From there, you can grow into the more luscious pieces like the amethyst encrusted 8 x 10 frame I’d give my eye teeth to own.

For info, visit their site by clicking here or call them at 323.933.9025. If Christina herself answers the phone, you’re in for a treat. She’s a gracious as she is gorgeous.

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Transitions: Caroline Kennedy

by Cinda Baxter on July 11, 2008

in Gifts and Dec, Transitions

We can finally stop crossing our fingers-—Caroline Kennedy has been tapped as Gifts and Dec’s new Editor-in-Chief. The news spread like wildfire at last night’s premier party for the AmericasMart Building 2 West expansion, as she drifted around the room in her quiet, elegant manner, covering the show, doing her job.

The news broke in New York while she was in Atlanta, visiting with Jeremy Hirsch (V.P. of Marketing, OneCoast) as the gift show began. After allowing repeated back-to-back cell calls to roll to voice mail, it became apparently someone was desperate to reach her. Being the class act she is, Caroline excused herself, checked the caller ID…found her employer’s name…returned the call…

…and changed job titles.

Get used to ringing, ringing, ringing, Caroline. There are a lot of excited people out here, anxious to wish you well.

Welcome to the big office. You‘ve earned it.

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Two West Wing

by Cinda Baxter on July 11, 2008

in Atlanta

We got our first glimpse of Building Two West Wing tonight at the Exhibitors’ Party. Granted, the soiree was held in the cavernous area for temps that “undressed” is simply a big room, but fill that room with dramatic lights, a great band, and a whole lot of folks anxious to get moved in and you’ve got one heck of a party.