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RETAIL SCIENCE 101
POWER OF PRODUCT
BEST SELLERS
2014 CAHHS
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Moderator: Lilly Stamets, Manager Gift Shop, UCSF Medical Center, San Francisco
Panelists: Angelia Singleton, Director of Retail Relations, Las Vegas Market
Sonia Gallardo, Lead Administrative Services and Retail Operations, Sharp Mary Birch Hospital for Women and Newborns, San Diego
Kathy Gambito, Ad Resources and Retail Service Manager,
Sharp Mary Birch Hospital for Women and Newborns, San Diego
Susan Serrano, Gift Shop Supervisor, PIH (Presbyterian Intercommunity Hospital), Whittier
Barbara Pasek Brown, Gift Shop Volunteer, O’Connor Hospital, San Jose
Panel
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Hospital Gift Shop Survey
2014 2013 * Paid Manager 82% 78% • Annual Sales $ 481 K $ 333 K • # Salaried Staff 3.79 2.48 • # Volunteers 22 18 • # Beds 574 311 • Gift Shop Sq. Ft. 1,184 838 • $ per Sq. Ft. $ 395 $ 415
2013 Data Source from America’s Mart Buyer Relations
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Top Vendors
2014 2013 Ganz Demdeco Burton + Burton Ganz Kelli’s Kelli’s Noelle Burton + Burton TY MudPie/One Coast Demdeco TY GiftCraft Gund Grasslands Road Amscan DM Merchandise Aurora Mud Pie Enesco
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2012 National Survey of Hospital Gift Shops
Ave. Bed Size: 320
Ave. # Employees: 2,495
Ave. Volunteers on Staff: 32
Ave. Full Time Paid Staff: 1
Ave. Part Time Part time Staff: 2 Data Source from Purchasing Power Plus
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2012 Survey from PPP
Best Categories: Gifts, Jewelry, Candy Best Vendors: Ganz, Giftcraft, Gund Where Buyers Purchase:
74% at Mart and 81% on line
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POWER OF PRODUCT AGENDA
Purpose: Discuss What Merchandise is Hot and What’s Not Buy what Sells, not Sell what you Buy Peer to Peer Networking
Define: Who is Hospital Gift Shop Customer Best Seller Sales and Marketing
Show and Tell Sellers Best, No, Slow
Q & A
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Your Role
Bring it, Show it and Tell us what’s hot and what’s not in your Gift Shop.
One of the favorite sessions each year is the power
of your peers presenting from their “Best Sellers.” We spiced it up to include our “No” Sellers and “Slow” Sellers.
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What is a Best Seller?
The origination of the term bestseller is a book that is identified as extremely popular by its inclusion on published lists of currently top selling books.
Retailers have picked this term up to identify top selling products.
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Las Vegas Mart
Sarah Jones, Retail Relations Manager Angelia Singleton, Director of Retail Relations
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Gift Shop at
Sharp Mary Birch Hospital for Women and Newborns
Beds: Gift Shop sq. ft: 2013 Sales:$ Best Seller: Customer Mix
New Beginnings Boutique Gift Shop
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Smyles: O’Connor Hospital Gift Shop
Beds: 202 Gift Shop sq. ft.: 350 2013 Sales:$ 291 K Best Seller: Giftcraft Accessories Customer Mix
O’ Connor Hospital Gift Shop
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Gift Gallery at PIH Health Hospital
Beds: 444 Gift Shop sq ft: 800 2013 Sales: $ 600 K Best Seller: Pandora Jewelry Customer Mix:
Gift Gallery at PIH Health Hospital
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Gift Shop at UCSF Medical Center Beds: 750 Gift Shop sq. ft.: 600 2013 Sales $ 880.0 K Best Seller: Food & UCSF MC Logo Customer Mix
25% Patients 50% Staff/Volunteer 25% Visitors Gift Shop at University of California
San Francisco Medical Center
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Three R’s
Right Product Right Price Right Time
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BEST SELLERS
1. 2. 3. 4. 5. 6. 7.
2014 Merchandise
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SLOW SELLERS
Merchandise 1. 2. 3. 4. 5. 6. 7.
Merchandise
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NO SELLERS
1. 2. 3. 4. 5. 6. 7.
No Merchandise
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Merchandise Classifications
1.Baby 2. Balloons 3. Clothing &
Accessories 4. Food & Beverage 5. Flowers & Plants 6. Gifts 7. Hosiery & Socks
8. Jewelry 9. Magazines
Newspapers, Books 10. Plush Animals 11. Stationary, Cards 12. Sundries, HBA 13. Toys & Games 14. Non Taxable
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Power of Product Wrap up
What you Learned. What you want to
Learn more about ?
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POWER OF PRODUCT
Thank you
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Panel Contact
Sarah Jones - [email protected] Angelia Singleton - Sonia Gallardo – [email protected] Kathy Gambito – [email protected] Barbara Pasek-Brown - Susan Serrano - [email protected] Lilly Stamets - [email protected]
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CAHHS Retail Workshops
2014 CAHHS
RETAIL SCIENCE ACADEMY
RSA 101: Power of Product
RSA 102: Power of People
RSA 103: Power of Presentation
RSA 104: Power of Price
RSA 105: Power of POS
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Additional Resource Material
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ACTION STEPS
Vendor Participation Guarantee Sale Offset
Gift Shop Managed Markdowns
CAHHS Inventory Exchange
Poor Sellers Options Call to Action
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Managing Markdowns
Planned Markdowns Limited time Anniversary Sale BOGO
Permanent Markdowns Devaluation Season Sensitive 2% Rule
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Deal of the Day
Groupon.com Plumdistrict.com Dealoftheday.com Guilt.com Deals.com Fatwallet.com LivingSocial.com PPP Flash Sales
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When to Markdown ?
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Comparison Shopping
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Site Traffic and Revenue
BARCODE
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BABY
Celebrations Kelli’s Sweet Cotton Mud Pie Sozo
Merchandise Vendors
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BALLOONS
Burton & Burton www.burtonandburton.
com
Mayflower Distributing Balloon Delights
Merchandise Vendors
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2014 COLOR TRENDS
•PANTONE 15-3920 Placid Blue •PANTONE 16-3823 Violet Tulip •PANTONE 15-6114 Hemlock •PANTONE 16-0000 Paloma •PANTONE 15-1225 Sand •PANTONE 14-0852 Freesi •PANTONE 18-1651 Cayenne •PANTONE 17-1360 Celosia Orange •PANTONE 18-3224 Radiant Orchid •PANTONE 18-3949 Dazzling Blue
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APPAREL
Trends Runway
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ACCESSORIES: SCARVES
Howards Kelli’s Asian Eye Berkeley Designs Charlie Page
www.giftcraft.com
DM Merchandising
Merchandise Vendor
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ACCESSORIES: PURSES
Merchandise Vendors
Vera Bradley Laurel Burch Charlie Paige Sun & Sand Passion Shiralea
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FOOD
Coremark Costco See’s Pitco MTC Distributing Abdullah
Merchandise Vendors
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HEALTHY FOODS
Sugar Free Gluten Free Natural: Granola
Abdullah www.abdallahcandies.co
m
Clif Bars San Franola
www.sanfranolagranola.com
Kellis www.kellisgifts.com
Better Choices Vendors
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BEVERAGES
5 Hour Energy Tea & Lemonade Red Bull Water My Size Ginger Ale
Health Trends Vendors
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FLOWERS
Local Florist Artificial Flowers Ribbon Flowers Paper Flowers
Merchandise Vendors
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GIFTS
Silvestri Demdaco Michael & Company Two’s Company Transpac Charles Viacin
Merchandise Vendor
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Men’s Gifts
Sports Apparel
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Wearable Devices
2014 1970
FITBIT
JAWBONE
SMART WATCH
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HOSIERY and SLIPPERS
VH Apparel K. Bell Hot Socks Lavente Snoozies
Merchandise Vendors
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JEWELRY
Pandora/ Da Vinci Pacific Silver DM Merchandising Unique Accessories
Merchandise Vendors
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MAGAZINES, BOOKS, NEWS
Costco Mc Knight Sales Co. The News Group Ingram Periodicals and
Publications Local Newspaper Tablet Rental
Reading Materials Vendors
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PLUSH
Gund Ganz Douglas Jellycat Mary Meyer Melissa & Doug Aurora Fiesta Regal Elite
Merchandise Vendors
2014 Year of the Horse
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PLUSH TRENDS
Dogs: BOO
Cats: Grumpy Cat
Gund and Ganz
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PLUSH TRENDS
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STATIONARY and CARDS
Avanti Papyrus Marian Heath Fravessi Leanin’ Tree Design, Design Inc. Graphique De France Pumpernickel
Merchandise Vendors
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GIFTS: SOCIAL EXPRESSION
Get Well Birthday Thank you Retirement Sympathy Congratulations Seasonal Occasion
CELEBRATE OCCASIONS
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SUNDRIES & HBA
Costco Coremark Pitco Burt’s Bees Empire Commerce Naked Bee Crabtree & Evelyn
Merchandise Vendors
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TOYS & GAMES
Toys Games
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CONVENIENCE
US Postage Wi – Fi Passwords Give Change Calling Cards Bus Passes Penny Jar
Merchandise Suggestions