Christian Retailing

'Amazon Challenge' wins back online sales Print Email
Written by Staff   
Monday, 24 August 2009 04:45 PM America/New_York
Baker Book House price-guarantee program draws interest

A pioneer Christian retail store has found a way to win back business lost to the Internet.

Baker Book House's Amazon Challenge has boosted its income from local church accounts and drawn interest from other stores wanting to replicate the program.

Launched last year at the well-known Grand Rapids, Mich., store—which dates back 70 years—the initiative promises to beat the leading online retailer’s rates if the congregation will agree to make its purchases through Baker Book House.

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Ex-trainer 'continues integral role' with CBA Print Email
Written by Eric Tiansay   
Monday, 24 August 2009 01:28 PM America/New_York
Mike Hockett starts consulting firm, which has partnership with retail trade association

mike hockettLongtime retail trainer and consultant Mike Hockett was a familiar face at ICRS, but in a new role. The former CBA staff member was in Denver as head of his own new consultancy.

Along with Chief Operating Officer Dorothy Gore and Director of Finance Becky Kennedy, Hockett was let go in May by CBA as part of a restructuring intended to "reset" the association for the future.

Hockett then began his Colorado Springs, Colo.—based Strata Consulting, serving as president and senior consultant. CBA entered into a contractual arrangement with Strata, as several of his company's consultants—including Bill Flandermeyer, Jo Ann Panter and Beverly Miller—led workshops at ICRS.

Hockett "continues to play an integral role" in serving retail trade association members, utilizing CBA Consulting Services and the CBA Custom Inventory Accelerator," association officials said. "Through this partnership, CBA will continue to offer training and business solutions that meet the needs of retailers."

A month before he left CBA, Hockett was part of the Christian Music Retail Conference—held during the Gospel Music Association's Music Week—as he gave a talk on how to train music sales staff.

Hockett has more than 30 years of retail experience in the areas of training, technology, operations and store management—working for various companies, including Family Christian Stores, Lemstone Books, Sears and Dollar Tree.

"Small- to medium-size businesses need affordable consulting," Hockett said in an introduction to Strata’s new Web site. During nine years with CBA, he "developed a concept to make consulting affordable. I found independent contractor consultants with retail experience and experts in other types of business to provide consulting on an as needed basis."

Hockett is co-developer of CBA's Custom Inventory Accelerator, an inventory tool that maximizes long-tail backlist through localized product assortments. This tool helps retailers identify crucial backlist product by category or department to meet local customers' preferences and demands.

The tool incorporates budget realities so retailers gain optimum return on inventory investment with available dollars. Some test stores doubled category sales with Hockett’s consulting and the Accelerator tool.

 
Product Intelligence Tours offer strategies and tools Print Email
Written by By Andy Butcher, DeWayne Hamby and Eric Tiansay   
Monday, 24 August 2009 12:56 PM America/New_York
Presentations provide retailers with merchandising and marketing tips for store departments

product intelligence tourCBA's 60th summer convention debuted a series of Product Intelligence Tours. Sponsored by suppliers, the 30-minute presentations offered retailers merchandising and marketing tips in the areas of apparel, Bibles, fiction, gifts, home entertainment and music.

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CBA's 'industry portal,' Symtio's 'tremendous growth' Print Email
Written by Eric Tiansay   
Monday, 24 August 2009 12:50 PM America/New_York
Association's platform provides online training for frontliners, digital provider undergoes makeover

symtio cardChristian bookstore representatives learned about a new technology-based initiative from CBA to help frontliners and were introduced to a summer makeover for Symtio, a retail digital content system, during the convention.

The retailers trade association touted its CBA Connect—which provides online training for store workers—as "an industry portal, and the way of doing business in the future," according to CBA President and CEO Bill Anderson.

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Making more of networks Print Email
Written by Staff   
Monday, 24 August 2009 11:31 AM America/New_York
New 'social' approach to business is emphasized at CBA summer convention

social newtworking-twitterChristian retailers were urged to tap into the benefits of social media at last month's International Christian Retail Show (ICRS).

Though actual attendance was down for the July 12-15 event at the Denver Convention Center, the CBA show found a broader audience through participants' use of digital services like Twitter and Facebook.

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Special markets create an interest Print Email
Written by Staff   
Monday, 24 August 2009 11:22 AM America/New_York
Demographic shifts, historic election cited for rise in inquiries

While some general categories may be flagging because of the economy, representatives of niche markets at the International Christian Retail Show (ICRS) were crediting it and a historic election for increased interest in opportunities they offer to Christian retailers looking to set themselves apart.

Editorial Unlit exhibited in the international marketsquare for the first time, as part of downscaling its presence at the show and also connecting more directly to the global rights community, where the growth is.

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Attendees encouraged to keep 'focus,' pray for industry Print Email
Written by Staff   
Monday, 24 August 2009 11:15 AM America/New_York

Well-attended, newly organized prayer session 'uplifting and encouraging' for retailers in 'tough days'

While a shortened schedule may have tempted attendees to focus solely on business at ICRS, they were encouraged not to lose sight of the ministry aspect of their efforts.

anne graham lotzDuring the opening Worship Now! session, author Anne Graham Lotz issued a spiritual challenge to attendees to remember the cross and ministry in the midst of the business and deals of the show. That theme resonated throughout the event and was underscored with a well-attended, newly organized prayer session on the exhibit floor.

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'Phenomenal' business for growth category Print Email
Written by Eric Tiansay   
Monday, 24 August 2009 11:08 AM America/New_York
Suppliers find stores in 'thoughtful but optimistic' mood at show

Although the economy continued to be unstable, Denver—the site of CBA's 60th summer convention—proved to be truly the Mile High City for several gift suppliers.

bob taylor"It's been phenomenal business for us," Bob Taylor, CEO of Things Not Seen (TNS) Clothing & Accessories, said of the International Christian Retail Show (ICRS).

"The first day of the show for retailers is usually a day of looking and gathering their thoughts. But our existing major accounts came by and increased their orders (on the first day). We also added eight to 10 new retailers."

Taylor cited the increased business to his apparel company growing its T-shirt line by 40% as well as adding a Moral Art boutique-style line for the show. TNS was one of only four strictly apparel suppliers at the convention, he added.

"It's been night and day compared to last year's show (in Orlando, Fla.)," said Taylor, who decided to exhibit ICRS at the last minute. "I'm amazed at the difference. It's been a great show."

Usually a strong draw, the gift category had a smaller presence this year in part because the Atlanta International Gift & Home Furnishings Market was held around the same time as ICRS.

But Heinrich Johnsen, president of Christian Art Gifts, said that business during the first day of the show was "so busy that we didn't have enough reps." The company launched several new products at the show, including journals, Bible covers, water bottles and a tween girls line called "Little Miss Grace."

"This show is still bigger than anything else in the Christian product industry," Johnsen said. "We love ICRS. This is the highlight of our year."

Ed Nizynski, vice president of sales for Lighthouse Christian Products Company, said the company "definitely sold more." "Our total sales were up 20% over last year's show," he said. "International business played a good part of the results."

Besides offering no minimum orders for buyers, Lighthouse released several products at ICRS as well as 24 new items for Christmas, including a Yuletide version of its popular Cups of Encouragement.

Sherry Morris, marketing manager for Carpentree, said the company's sales increased more than 25% over last year's convention.

"ICRS exceeded our expectations this year," she said. "We found all the retailers careful and thoughtful in their approaches to buying, but optimistic about the future. One of our best-selling verses at the show was 'All things are possible with God.' "

Carpentree introduced several products with lower price points at the event, including boxed giftables, place mats, coasters, mugs, a Christmas line, Master's Forge items and home décor featuring stretched canvas.

DaySpring's sales were up 10% over last year's show, as the company launched several "Really Woolly" products, tote bags and expanded sound cards, said Director of Communications Brenda Turner.

"Our international bookings were up 3% over last year," she said. "Our booth had a great deal of energy and excitement."

P. Graham Dunn President Peter Dunn said sales figures were "roughly the same" as last year's event. But sales exceeded expectations "as our expectations were low," said Dunn, who launched a laser-engraving program for retailers at ICRS. "The show was well-attended. We plan to come back for 2010 in St. Louis, although we will reduce the size of our booth slightly."

Brian Adkins, CEO and co-founder of Scripture Candy, said his company broke even for ICRS.

"For a person who wasn't expecting anything because of the economy, I was pleasantly surprised by what we wrote in orders," said Adkins, who had a staff of three people compared to nine employees in 2008. "The people who came wrote orders."

Brownlow Gifts President Paul Brownlow agreed. "It's been a good show," said Brownlow, whose booth size was half from last year's convention. "It will probably be down compared to Orlando, but it's been better than I expected. The international market here is strong and good. That's what made this a good show for us. It’s a good place to connect with (international buyers)."

Bill White—director of sales for NOTW (Not of This World) apparel—said his booth had "nonstop traffic" throughout the show.

"Overall our sales were even with last year," said White, noting that NOTW's new Canvas T-shirts line had "a huge reception" at ICRS. "However, our international orders were a much bigger proportion of the total compared to last year."

Kerusso introduced new displays at ICRS, including the Kidz Light House Apparel Center. Vice President of Marketing Chris Rainey said that although Kerusso's domestic business was down 15% at the show, international sales were up 15%.

"The retailers and suppliers who were at the show were there to do business," he said. "Although traffic and attendance were down, the spirit of those attending seemed to be up and hopeful that even though the future looks much different, it's still bright if you are willing to change."

 
CBA role a ‘'huge sign' of acceptance Print Email
Written by Staff   
Thursday, 24 September 2009 11:06 AM America/New_York
Church stores celebrate colleague's appointment, report 'healthy' progress

Church bookstores celebrated another step on their journey to an integral place in the Christian retailing world with news during the show that one of their own will be the next chairman of CBA.

george thomsenGeorge Thomsen's appointment as chairman-elect, taking on leadership of the trade association's board in October 2010, was welcomed as further recognition of the church store's increasing significance.

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'Boom not gloom' at smaller ICRS Print Email
Written by Staff   
Tuesday, 28 July 2009 10:04 AM America/New_York

Retailers and suppliers upbeat about 'energy'

Despite attendance being down significantly on 2008, last month's International Christian Retail Show (ICRS) drew overwhelmingly positive verdicts from suppliers and retailers alike.

Total professional attendance for the event at Denver's Colorado Convention Center, July 12-15, was 1,903, down 20% on last year. The 534 international attendees—from 56 countries—represented a 28% drop on the number for 2008.

CBA declined to disclose how many individual stores were at the show, with President and CEO Bill Anderson saying that the important figure was the people "doing business" at the show. Total attendance and exhibitor personnel figures were not disclosed, as they were in previous years.

While attendees returned home upbeat, questions remain about the future shape and format of what has long been the centerpiece of the Christian product industry's calendar.

Denver participants attributed the buoyant 2009 mood to several factors: generally low expectations coming into the event, a positive attitude from those who were there and changes to the event—including one less exhibition day and a shrinking of the floor that fostered a sense of busyness.

Some expressed the belief that with many suppliers having reduced their booth space this year, the event—which in 1999 saw a total attendance of almost 15,000—had "right-sized" itself after several years of declining numbers.

carlton garborg"Everybody was quoting doom and gloom (before), and instead it was more like boom," said Carlton Garborg, president of Ellie Claire Gift & Paper Expressions, one of many suppliers reporting good business. "We really had a great show. It was very encouraging."

For Anderson, the turnout was something to "feel very good about," especially in the light of other trade shows’ attendance being down as much as 40% because of the economy. "The trade show is a reflection of our industry, which has been going through consolidation and compression," he said.

He credited suppliers for helping draw retailers to Denver with special offers for the show. More than 70 of the more than 250 exhibitors backed the show's "Real Help for Your Business" theme by offering exclusive event specials that could collectively save stores $11,000.

Shirley Norwood, co-owner of Living Water Bookstore in Paris, Texas, for 32 years, was one of those for whom the suppliers' package was "a great help." She and her husband downsized their store by half this year "just to stay alive. The economy has hit us really hard."

The reduced scale of ICRS meant there were no big supplier evening events or receptions as in previous years, with a raft of movie premieres the main offerings. Also notable by their absence were general market buyers who for years have attended ICRS to keep up with what is happening in Christian publishing.

The comparative lack of glitz—with fewer author and artist appearances and signings, too—put more emphasis on business and training, which included the debut of a series of Product Intelligence Tours. Six half-hour presentations offered practical tips on how stores could maximize the potential of their apparel, Bibles, fiction, gift, home entertainment and music categories.

Announcing that ICRS will be in St. Louis, June 27-30, next year, Anderson said discussions were taking place with others about the possibility of some sort of collaborative event in the future.

"What that looks like and how soon is undetermined, because the organizations that we would think to work most closely with also have events and commitments with contracts. So we are working both fronts," he said.

Any new event would "have to make sense not only to the organizations, but (also to) the exhibitors and the attendees. ... One of the great things about hard times is that it drives home the value of looking at things differently," Anderson added.

Mark Kuyper, president of the Evangelical Christian Publishers Association (ECPA), who visited ICRS and found member companies pleased with the "energy" at the show, said the organization was "interested and willing" to talk about possible collaboration.

The ECPA had approached other groups, including CBA, the Gospel Music Association (GMA) and National Religious Broadcasters (NRB), in the early stages of preparing for its Christian Book Expo—held last April—he said, "so we have been looking at collaboration before."

"We are certainly willing to explore it," Kuyper added. "There are obvious benefits and challenges; we just need to see how they work together." GMA and NRB declined to comment.

CBA was not the only one celebrating an anniversary in Denver. Others included Kregel Publications, also 60 years; Dicksons, 65 years; and Abbey Press, 45 years.

 
'Virtual Show' brings suppliers, stores together Print Email
Written by Staff   
Tuesday, 28 July 2009 09:56 AM America/New_York

Magazine's major new, Internet-based initiative 'on the right track'

 

vcrs home pageRetailers unable to attend this year's ICRS are being given the opportunity to take advantage of some of the specials presented during the event, as part of a major new industry initiative launched by Christian Retailing.

Twenty-four Denver exhibitors are taking part in the first Virtual Christian Retailing Show, which runs July 20-Aug. 31. Within the first couple of days, the virtual show had more than 500 visits.

The exhibitors are presenting products and extending some special offers to buyers online through the magazine's new Internet-based service. The six-week virtual show features Webinar training for stores, author and artist release parties and a new social networking forum through which retailers and suppliers can connect for fellowship, encouragement and business.

"It's no secret that the place of trade shows in our industry has been changing in recent years," said Christian Retailing Publisher Dave Condiff. "Suppliers and retailers alike are having to consider the cost of attending such events, but they still have a need to connect—and we want to help provide that opportunity."

The virtual show has been developed following a pilot program after The Gathering 2009, sponsored by the magazine in January. Eighty vendors recorded 60-second booth presentations at the Jan. 7-9 event, which were then posted online and viewed more than 5,200 times by more than 750 different visiting stores.

"The results confirmed for us that this was a great method for helping bring suppliers and stores together," Condiff said. "We believe that this is an innovative and cost-effective way forward for everyone."

Bill White, director of sales for NOTW (Not of This World) apparel, said the virtual show was "a very cool idea." "For its cost, it looks like a very good value," he said. "I'm excited about exploring it."

David Lingner—president of the apparel company Christian Outdoorsman, which did not exhibit at ICRS—said the virtual show was "on the right track."

"People can't afford to take the time or money to travel," he said. "Why should they when you can bring the show to them via the World Wide Web?"

Further virtual shows will follow the ICRS one, spotlighting seasonal and other special-focus selling opportunities. Stores will be able to access the information 24/7 at vcrs.christianretailing.com.