Retailers expecting a good 2006
Despite tough '05, stores optimistic
By Kara Cox and Lisa Casinger -- Home Accents Today, 1/17/2006 6:27:00 AM
The year 2005 was a roller coaster ride for many retailers filled with natural disasters, astronomical fuel prices, heated political issues and the war in Iraq. Though some said they kept their heads above water, they had either single digit growth or remained flat.
Debbie Dunn, owner of Lexington Gardens, New York City, said she "hopes the world is less distracted and the consumer becomes a consumer again" in 2006. She said 2005 was an erratic year, and though it was good it was odd as her good months for 2004 didn't necessarily mimic the same months in 2005. Though her customers have deep pockets, she said, those that normally come into the city from Connecticut didn't make their usual shopping trips, probably because of high gas prices. Valerie Fischer, co-owner of The Banyan Tree, Upper Montclair, N.J., is looking for 2006 to be a better year also. Last year was down, but she can't really pinpoint what caused it, though all of the world events certainly had some impact. Her store is in a bedroom community outside of New York and her customers typically are the Wall Street executives. "This year we're having more and more trunk shows to get people in the store," Fischer said. "Right now we're in the process of sending out incentives, thank you's, to our best, top 100 customers including a little gift and some discounts." Home Accents Today retail advisory board members and owners of Atlanta's Scarlet Tassel, Deirdre Staab and Shelly Dozier McKee are looking forward to a better year, though in 2005 they had three record-breaking sales days, one being the Monday after Christmas. "We've hit a new level in terms of recognition with our customers," Dozier McKee said. "We're broadening our reach and doing more outside of traditional advertising to get customers in the door.""Personally we're on a growth curve," Staab said. "As for the industry, barring any unforeseen disasters, the economy is moving in a positive direction." Like many stores, The Scarlet Tassel saw a dip in August-October sales, typically a good selling time. Staab said their customers shopped less during those months mainly because they were donating their extra money to all the disaster relief efforts rather than buying for themselves and their homes. This year Staab and Dozier McKee are implementing more events such as a friends and family program and a girls' night out, as well as hosting many in-store seminars, which have proved very popular in the past. Robin Zemek, owner of home accents and garden store Robin's Nest in Friday Harbor, Wash., said that in her 11 years as a retailer, things have gotten better with each passing year. "It comes with experience and better buying," Zemek said. "It also doesn't hurt that gardening is the nation's number one pastime." "I'm finding that I'm having to be creative with my marketing and targeting my customers," said Glyn Sandzen Roche, owner of The Tack Shop in Greenville, S.C. Roche is here shopping for gifts, expanding her store's product selection in hopes of attracting a wider customer base. Hurricane Katrina affected David Webb, owner of Webb Designs, in Hattiesburg, Miss., in a positive way. Customers came to his inner-Mississippi area to shop to replace damaged pieces in their homes because there were no stores left on the coast. Webb said if the past Christmas is any indication for 2006, it will be a wonderful year.
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