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Eight Ways to Schmooze Holiday Sales
The holidays are nearing, the planning stages are upon us, and you are strategizing about how to land that account again. Consider hosting your own event.  It will allow you to give something back to those important clients, and will further solidify relationships with prospects.

Design by Lisa Streibling, FL

1. Be a Schmoozing Small Luncheon Hostess.
Be a facilitator for business introductions by hosting a luncheon.  If planned carefully, the role of hostess can be vital to schmoozing sales.   
Invite a group of community business people to lunch. Sweat over each name added to the list.  Seek help from any number of clubs, organizations, volunteer groups, churches, and charities to establish a strong guest list.  Select a group that will benefit from getting to know one another. For example, young upstart career women. Research each woman to learn something about her.  Putting extra effort into planning the guest list will ensure the success of the event, and make the job of hostess easier. 
Finding a strong connection between several people can be key.  If the guest list is just right, facilitating conversations is guaranteed to go smoothly.  Here are some possibilities that come to mind:   
- Advertising Agency Rep
- Newspaper section editor
  (business, entertainment, lifestyle, etc.)
- Publicity agent
- Local television producer
- Young executives at a
   large charitable organization
- And you.
Keep the guest list small enough to send a stunning “gifted” invitation.  An elaborate gift, like the martini glass, should peak their curiosity just enough to attend.
Plan a directed luncheon by arranging seats with name cards on decorative holders. Encourage business card exchange and networking.  Make personal introductions fun by having everyone tell something about themselves (tell us who you are, where you work, something about your life, and what persuaded you to come to a luncheon where you don’t know anyone).  As the luncheon progresses use what you’ve learned about a person to shift the conversation at the table.  For example:  “Sally, - I understand you’re going to be in the charity walk-a-thon.  Beth is going to be there, too. Is this something either of you do every year?” Then guide the conversation to pull in the television producer and charity rep, and newspaper editor.  This may sound challenging, but stay focused on the reward of building a sincere relationship with these prospects.   
2. Host a Hot, Hot, Hot!  Holiday Summer Schmoozing Social.
Host a late summer/early fall Holiday VIP mixer (open house) at an exclusive country club for the top 25 clients on your list (include an invitation for a guest of their choice). Deliver “gifted” invitations in person (Mrs. Clause would be fun!) Your cost for the evening: about $1,000. Outline the planned agenda.  Then welcome the guests with the purpose of the mixer — to get to know other business folks, and to get them thinking about the important role gift-giving plays in their business.
After dinner, Play Silly Santa.  Start by making sure each person gets a numbered card. Starting with 1, the person holding that card picks out a gift basket.  Plan a dialogue for each basket; similar to how a fashion show emcee describes the clothes on the runway.  Talk about the many ways this basket could be used in business, the etiquette of the gift, and the benefits to the business.  The person holding the #2 card can choose another gift basket, or take the basket #1 selected. This continues until everyone has received a gift basket, and has had a lot of fun swapping with one another.  Include some very funny baskets, some for children, one for the executive who has been naughty, nice corporate styled baskets, and so on.  Take instant snapshots through the evening.  Give one to the person as you take the picture and keep one for your own files. End the evening with an array of door prizes or fun awards, and be sure to place a presentation folder in each guest’s hand. If you plan to host a second mixer, ask guests to nominate someone they know for the next guest list.
3. Be a Courtesy Club Schmoozer.
If planning your own event seems overwhelming, start out small.  Offer to provide courtesy refreshments for one of the most influential civic organizations in your city. Use it as an opportunity for an inexpensive open house. Decorate the banquet room the club has reserved for the meeting with Holiday Ice-themed gift baskets, gifts, and decor. Place decorative sampling plates of goodies on every table.  Along with that, leave a presentation folder for each guest. Give away as many door prizes as you can afford.  In return for your efforts, request a 3-minute segment to speak on the topic of building customer loyalty through a gifting program.
4. Speak Up for Schmoozing Success.
Gifting specialist have found that corporate clients respond well to a presentation that identifies the benefits of having a gifting program.  No cold calls or hard sells necessary.  Simply secure as many speaking engagements as possible at local business networking meetings and civic clubs. Develop a program about business gifting etiquette. Provide each guest with a presentation folder including facts about business gifting etiquette.  Have large, professionally photographed samples of what a creative corporate gifting program might include, such as customer appreciation gifts, apology programs, employee appreciation, and ‘get-your-foot-in-the-door’ promotions. Always include your business card, and a listing of holiday business gift suggestions.
5. Schmooze Up to Families.
Host an early fall Family Fun Day for your top clients.  Cater a cookout with hamburgers and hot dogs for the kids and barbecue chicken or ribs for the adults. Remember to provide grilled veggies, too.  Sponsor a couple of party rides for the kid and family-styled fun and games. Inside the facility, create “ooh-ahh” displays of your holiday gifts as well as everyday selections. Give double-delight coupons: one with their name printed on it ($10 - $20) and another to give to a friend. For your invitations, consider an in-person delivery of a casual snack basket or inexpensive picnic basket.  Getting to know the entire family will help to solidify the business relationship, plus it provides an opportunity to reach the spouses who may have their own gifting needs.   
6. Summer Schmooze Clients with an Appreciation Gift Program.
Deliver a bountiful basket packed with thank-you themed merchandise to all past, present, and prospective clients.  Take the time to personalize each gift by imprinting the company’s name on the ribbon.  Include a questionnaire regarding their holiday gift needs for staff and VIP customers. Ask about company events or dinners that are being planned.  To entice their response, provide a $20 gift certificate toward the purchase of a basket for each returned questionnaire. Also tuck in a nicely printed brochure about business gift-giving etiquette.  With the returned information in hand, call with proposals for the specific events and gift-giving needs listed on their questionnaire.
7. Schmooze the Specialists with Profession-Specific Promotions.
Small business professionals such as dentists, specialists, and attorneys can easily find their way to your VIP client list.  Often these professionals seek the assistance of appreciation gifts to keep the practice thriving.  Try selecting a specific profession and designing an appropriate gift. Send the gift with a nicely designed, large-printed listing of 20 ways to build customer loyalty (with gifts, of course!). The dental design shown would be perfect as a ‘hang-in-there’ gift for patients having extensive dental work, or for a first patient visit. As always, include a fact sheet about business gifting etiquette and/or building customer/client loyalty. Asking for an appointment call is a good add-on tag for this gift. 
8. Schmooze the Husk off the Corn!
Plan a September Fall Fellowship Night for your clients and their families. Roast ears of corn, and smoked turkey legs, or sausage and corn dogs.  Serve pumpkin pie, hot cocoa, and cider. Host a pumpkin-carving contest, or have a ‘make-your-own-scarecrow’ activity area.  Fair food is also fun, so have caramel apples, fresh popcorn, and cotton candy.  For the kids, consider booking a petting zoo (costs about $100 to $150), offer face painting, and have a hayride. For entertainment, book a jammin’ bluegrass band.  Better yet, sponsor the local high school band.  Decorate a tent or facility with gift basket displays and fall-related decor. 
Corporate clients are becoming strong Thanksgiving gifters.  Many want to avoid being politically incorrect.  But often, cutting edge companies just want to stand out by being the first one to send a gift.  Besides, Thanksgiving is an appropriate time to thank clients and customers. 
Award gift-basket prizes for the best scarecrow, and best pumpkin contests.  Oh yes — the most important activity is the fortuneteller. Each adult’s fortune reveals that their clients are feeling neglected. To keep them loyal, the crystal ball shows a Customer Appreciation Program in their future. As the fortuneteller looks closer, she can see more clearly. The gifts and baskets have been ordered through (your) company! The fortuneteller then gives them a brochure of Thanksgiving Baskets she sees in their future.  Each guest might also be given a goodies bag, including your Thanksgiving and Holiday Gifting Programs, gift selections, and a double-delight coupon of $10 - $20 toward the purchase of a gift basket (double-delight is one coupon for them, and another for a friend.)
Summary
In today’s market, a key to success, especially for business owners, is having an effective and diverse network of contacts, and clients.  Trying some of the schmoozing techniques outlined here will improve and develop these critical relationships. 

“Take A Break Holiday Gift Basket” designed by Pauline Court, Ontario, Canada

Through the decades, trends come and go in the gift basket business. But one thing that has remained unchanged is the best-selling rank of general snack food gift baskets. Coffee, cocoa, chocolate, cookies, nuts and other ‘eat-it-now’ snack packs are still a buyer favorite. Add a mug or other hard gift as a keepsake gift to round out the selection.

Designed by Nancy Washburn, MO

In the book, Building A Better Gift Basket Business, author, Debra Paulk, established a set of gift basket design guidelines that have been adopted worldwide. As detailed in the book, there are three layers of theme: general/occasion; product; and hook. The gift basket shown above is a perfect illustration of “hook”. Here, the long-bearded Santa container is the hook. It grabs attention and makes the buyer and/or recipient remember the gift. The items in the gift basket might not be remembered, but the “hook” -- the Santa container -- will not be forgotten. Keep “hook” in mind while making holiday gift basket inventory purchases.

Holiday Treats, designed by Jane Hogie, MN

Before the school buses start rolling, the wheels in your brain are already spinning around with holiday gift basket themes. It is time to search out the best fall and holiday containers, see what’s new in gourmet and gift components, track the success of last year’s inventory, and make plans for the BEST gift basket season ever. Veterans are already busy but newcomers have a tough time understanding why they need to start ordering so early -- especially if they do not operate in a retail location.

Here’s why early ordering is important -- even for a homebased business:
- Early inventory is needed in order to make gift basket designs, take photographs and get marketing materials ready for sales calls in September.
- When times are tough, manufacturers avoid risks. They may only produce enough good to cover advance orders. If you have not placed an early order, you may not be able to order later.
- Inventory gives you the incentive to sell. If you have it, you KNOW you have to get out there and sell it or you will lose money.

So . . . get busy! Ready or not, it is time to think HOLIDAYS!

Kickin’ Cowboy Christmas, designed by Teri Brockmire, CA

Ready to go beyond bland to BRAND? This is the idea behind the Kickin’ Cowboy Christmas design. Instead of offering the same-o-same-o corporate baskets that can be purchased at any discount chain, this design took a two-step approach and gave her baskets unmatched style. Consider the tastes of your community and/or largest clients. What kind of gift basket would most likely appeal to their tastes? Set yourself apart from the other gift basket companies and think BRAND -- not bland.

Designed by Linda Munday, FL

The early days of fall are good times to contact past clients and new prospects for holiday corporate orders. Linda Munday likes to send an inexpensive gift basket to top clients to remind them about placing holiday business gift orders. With this design she attaches a card that reads, “You will gobble up the compliments when you send our baskets.”

Think FUN this summer and keep your revenue sizzling! For birthdays, thank you, welcome and many other common occasions, fill buckets and coolers with food foods, bright colors, and inflatibles. Christmas is just around the corner so you’ll want to build up your profits. One way to achieve the goal is through keeping your current inventory tight, filling in with easy-to-find affordable fun foods that can be purchased at local wholesale outlets on as “as needed” basis. Layer shreds to create a fuller look, and be generous in your use of curling ribbon, tissue paper, and inexpensive fillers. For more ideas on building summer profits, read GBR’s summer bonus edition, now live at: www.gbreview.com.

(StatePoint) The world is full of ethical dilemmas: moments when people have the opportunity to make split-second decisions to do the right thing. But if recent news is any indicator, many make the wrong choices.

Hardly a month goes by without another story about an executive, sports figure or ordinary mom or dad behaving unethically and even criminally.

But how tough is it to become prouder of the person in the mirror? Knowing the basic difference between right and wrong isn't enough.

"All too often, there are factors that distort our perception of right and wrong, so we actually believe unethical behavior is normal and appropriate," says clinical psychologist Robert Hoyk, the author of the new book, "The Ethical Executive," which examines the causes of unethical behavior and the psychological traps we need to avoid.

"One look at the Wall Street crisis and the scandalous behavior of leading politicians leaves little doubt we need more responsible behavior from our leaders," he adds.

Recognize the Traps

In our everyday lives, especially at work, there are many psychological traps into which we risk falling. We are susceptible to them due to such psychological issues as low self-esteem, guilt and competition. By identifying many of these traps beforehand, maintaining ethical behavior gets easier.

For example, just because your boss or an authority figure orders you to do something, doesn't make it right. Blind obedience to authority can lead you down unethical paths, say experts. And just because those around you do something, doesn't mean you should.

"The vast majority of people care about ethics, but are vulnerable to traps. Good intentions aren't enough to avoid these pitfalls. You need to be aware of things that distort our perception of right and wrong," says Hoyk, whose new book outlines 45 traps that await us daily. For more information, visit www.theethicalexecutive.com.

And how we handle situations at work dictates our behavior at home and vice versa.

Take the Time

Our work and home lives are built on foundations of human relationships. Taking a moment to offer an encouraging word to a co-worker can motivate and provide the same positive energy as telling family members you love them.

Volunteer Your Time

Offer some of your personal or business resources for those less fortunate. Aside from helping others, volunteering time or money provides opportunities to integrate your family, friends and co-workers into activities that help establish strong patterns of ethical behavior.

Becoming a better person is about being better aware of both ethics and psychology -- those cues in our daily lives and within ourselves that drive our actions.

"Ethics need to be integrated with psychology," stresses Hoyk, who is donating 15 percent of the proceeds of his book to Health Span International Foundation. "Ethics tells us what we should be doing and psychology can help us stop immoral behavior and motivate us to do the right things."

*****

If you have a retail store, you already know how difficult it can be to keep your design image intact, yet allow customers to pick and choose their own products for a gift basket. James Hartier of Twisted Basket may have the perfect solution -- in a box! Gabled boxes are perfect for packing any assortment of merchandise. Add a neat bow, a band of ribbon, and finish off the look with a label or sticker. Perfect!

James Hartier of TWISTEDBASKET.com lives up to his business slogan, “Where Imagination Becomes Reality”. Perfect line, shape, balance, and imaginative use of texture WOW the recipient with eye-popping pleasures. Mr. Hartier’s promises to share more designs in the future with guests and member subscribers of Gift Basket Review Online (www.festivities-pub.com; www.gbreview.com). One of Mr. Hartier’s designs is featured as the photo of the month.

Two Minute Gift Baskets
By Debra Paulk, Gift Basket Review Online

Labor can be the most costly element of gift basket designers and manufacturers. But as seminar demonstrations have shown, gift baskets can be designed so that each unit can be packed and wrapped in two minutes. To cut more costs in this area, follow some simple guidelines and start streamlining the process.

1: Choose Labor-Light Containers
• Longer and narrow containers; hold less product but display them broadly for a fuller appearance. These shapes are also faster to pack.
• Containers with shorter side walls require less foundation prep time.
• Baskets with handles less than 12” in height can be packed fuller in less time.

2. Look for Labor-Light Gifts, Foods, and other Components
• Use pre-packed components to fill space quickly.
• Use larger gift components.
• Choose fewer smaller fillers to save packing time.
• Look for tall boxes, bulky, shorter components for fill one side or the complete back half of the basket.
• Use plush toys, books, larger but thin tins (filled with your choice of goodies).
• When possible choose gifts with some weight value. Light packets often require picks or other structural support.

3. Develop Easy Packing Methodology
• Tall box for back; large bulky theme-setting product for one side; one or two smaller bulky items for the opposite side; not more than 3 small fillers.
• Tall, wide box in the back (or two boxes set at diagonal angles); focal point pre-packed gift in the center; two matched size smaller items that can be placed left and right on each side of the focal point gift; some fillers for the front.
• Learn to select product for tiered rows in baskets. Height, bulk, filler.

4. Keep Designs Simple
• When florals are used, keep it simple. Use bouquets, potted permanent or fresh plants/flowers, or florals in a vase for faster packing. Use small amounts of florals on the outside of the basket for enhancement. A couple of sprigs or picks of florals offer an abundance of enhancement.
• Limit the amount of shred needed in the design. It takes more time to trim shred.
• Use pre-enhanced products when possible to give the basket a rich look.
• Place napkins in baskets for added value and quick fillers when appropriate..
• Avoid glass containers, or plan placement of soft products to separate glass.
• Use fewer components.

5. Develop Packing Process Sheets for Designs
• For all standard designs, develop photographed, laminated instructional sheets that give directions and show visuals for placing products.
• Be specific in recording amounts of materials used in standard designs. List them on the instructional sheets (i.e. 2 sheets of packing paper; 1 sheet of red tissue); 2 yard of #9 ribbon for 2 loop bow; etc.).

5. Wrap Baskets for Quality Arrival
• Shrinkwrap all baskets
• Add strip-wrap with plumes for local deliveries and retail displays.
• Use ribbon that will not smush for shipments.
• Use tube shrinkwrap for fast shrinkwrapping.
• Choose heavy-gauge cello and shrink for better results (less tearing).
• Use a template to have pre-made bags ready for standard size designs.
• Keep at least two different widths of shrinkwrap film in stock.

6. Simplify Enhancements for Outer Wrap
• Choose bows from pre-made standard selections of colors, styles, and widths.
• Pre-cut cello rolls into appropriate size widths.
• Pre-cut squares of cello for plumes.
• Use elastic cord, ties, and/or chenille stems for tying ribbons and cello/shrink necks.
• Use limited florals (with exceptions) for outer wrap.
• Tie on added gifts for extra drama on wrapped baskets,

7. Use Simplified Foundations for Basket Interiors
• Use heavy packing paper to fill the base of containers, using lighter-weight packing paper for the top layer.
• Whenever possible, use the boxes from mugs and other giftware in the basket to fill the majority of the container base. Layer lighter weight packing paper over boxes.
• Avoid using Styrofoam peanuts as a foundational material.

8. Standardize Sizes of Everything
• Select containers that conform to several basic sizes (3 or more),
• Choose components in basic heights and widths to fit all containers,
• Choose seasonal and annual colors – build all baskets within these perimeters,
• Select a standardized array of ribbon, florals and other enhancements,
• Limit shrinkwrap bag sizes; select sizes that fit the 3 to 5 standard basket sizes, or use tube film.
• Make bows in three to five standard dimensions (#9 ribbon – 6 loop bows – 6”span - for under $35 baskets, etc.),

9. Conduct Staff Training and Speed Drills
• Demonstrate new seasonal designs,
• Document sequence of component placement, etc. and train in this sequence,
• Consider pay-by-the-piece work for seasonal temporaries,

10. Simply Shipment Packing Procedures
• Eliminate as many steps and materials as possible
• Consider choosing heavier gauge shipping boxes, or double-box baskets for easier packing.
• Use lightweight foam sheeting or bubble-wrap to protect breakables INSIDE the basket. YES – wrap mugs inside the basket for shipping.
• Avoid large, fluffy bows on shipped baskets.
• Avoid tall plumes; short ones usually ship well.

Don’t Believe The Nay-Sayers . . .
Gift Baskets Are Still Popular (But you’ll have to work harder for the sale)

By Debra Paulk, Editor, Gift Basket Review Online

The woman in the booth was energetic, positive, and prepared for tighter margin gift basket sales. She called out to Christmas shoppers strolling down the street of the local gift fair, and invited them to her booth. When she had their attention, she pointed out the bargains, and talked up the value of the quality gift line, designed for and targeted to the local community. Unlike most of the other vendors in the fair, when the day was over, she had little to pack up because her merchandise was virtually gone. Only a spare basket or two remained. The day at the fair had been good with an 95 percent sell-through on every gift basket theme and style.

That was a picture of me, field-testing gift basket sales this year. After so much bad news about the state of the market, I had to see for myself if everyone left in the industry should be crying that the sky was falling. So, I took a few cases of odds and ends, designed the items into nifty, thrifty gifts, and took them to the Christmas fair in our home town. What an uplifting eye opener!

Don’t give me the downer, negative talk about gift basket sales. From my own holiday selling experience, I KNOW that people were buying this year. But I will concede that these were possibly the hardest sales I have ever made. Shoppers did not want to part with their dollars -- and wouldn’t -- until they were thoroughly convinced that these were the cutest teacher gifts, the best Sunday School secret Santa treat, and the most welcome co-worker gift anyone would find this holiday season. Better still, this quality merchandise was a super deal -- the best gift they would find anywhere for the money.

My voice was gone by the end of the day, but my enthusiasm for our industry soared. As an experiment, I priced items individually -- the same merchandise that was arranged in the wrapped baskets -- and set it out next to the baskets. Here’s the good news: virtually no one bought the items outside the baskets. Shoppers wanted “the look” of the items arranged together and wrapped with festive cellophane and ribbon. That, and the fact that other vendors were packing up almost everything they brought, convinced me that the gift basket still had a future. The trick was understanding the market -- getting the merchandise and price right -- and working in a high state of energy to make the pitch and elevate the gift basket to its rightful place of value.

With Valentine’s Day just a few weeks around the corner, get yourself in a positive frame of mind about sales. People will buy if you give them what they want at a price they can afford. In other words, do what Gift Basket Review has always told you: customize your line for your market.

Oh yeah . . . and buy yourself a few packets of throat lozenges. You may have to do a bit of sweet-talking to pump up the volume of sales. YOU CAN DO IT! Believe and receive! The rewards are yours for the talking.

On a consulting trip a couple of years ago, a retailer told me that their number one problem was ‘labor and cost drain’ from making gift baskets for walk-in store customers. The retailer allowed customers to select any assortment of merchandise from the store, then request that those items be packaged into a gift basket. The problem, according to the retailer, was that he couldn’t make money on the gift baskets.

“Are you charging a labor and design fee? Or a packing fee?” I asked.

“What’s that?” came the reply.

In his answer was the solution to the problem. He couldn’t make money on gift baskets because he wasn’t charging for the gift packing service. When advised to add a 20% - 30% fee, he voiced concern, thinking he would lose sales. The free service was very popular with his customers.

To resolve the problem, I suggested two possible ideas that he might implement:
1. You-Pack boxes (ready to ship boxes with excelsior, bubble wrap, and shipping tape available to customers). Customers who still want the free service could wrap jellies and jams in bubble wrap, and pack other non-breakables in a ready-to-ship box. Excelsior straw could be put out in the boxes, and customers could arrange items in the straw. The boxes, instead of being free, could have a $2 - $3 price to cover the cost of shred and bubble wrap.

2. Baskets and other more design-oriented boxes/baskets could also be placed in stacks near the items most often selected by customers (in this store -- regional foods). Each basket could be priced high enough to cover the design and packing fee. A basket that might normally sell for $2, and hold an average of $20 in retail items, could be priced at $5 or $6 to cover the cost of the packing.

On the surface, customers would not be charged a design and packing fee. The retailer, of course, would reap an extra 20% - 30% from the padded prices added onto the containers.

Last week I called to inquire about this retailer’s gift basket sales this year. “Great!” he replied. He reported that customers were selecting fewer components, but expressing no concern at all about the prices on containers and boxes. “I’m finally making a profit,” he enthused, thanking me again for the advice last year.

Take the free advice and apply it to your gift basket store policies. You’ll make even more than this gentleman because you don’t have to pay the consulting fee!

What do you do when funds are low, inventory is thinning out, and you need a holiday merchandise sell-through to raise survival cash for your business? That was the problem facing a retailer I worked with last week. As consulting work goes, it was the most fun, and yet challenging job I’ve been asked to undertake. Here are some of the “move inventory” ideas we brainstormed together.

First . . .
- Pull samples of all the non-perishable gift items that haven’t sold in the last year. Bring into the design room and set them out on a table.

- Gather any and all decorative bags/boxes and containers -- especially holiday odds and ends -- and put them in an area beside the gift items.

- Assemble standard inventory samples of gourmet foods that can be used as main components.

Next . . .
- See what you have that can be repackaged and/or camouflaged into decorative bags, boxes and tins.

- Brainstorm for ways to work odds and ends into gift baskets/boxed sets (i.e. adding an ornament to fill space).

- Think of ways to mix non-matching items into “daily specials” -- gift baskets that can be wrapped in patterned cellophane so that nothing shows inside the basket. Next, make signage to place next to these daily specials, advertising the products inside the basket. Mark these baskets 30%, 40%, or even 50% off the standard price. Use these odd-lot baskets to raise capitol and clear out the last pieces of really great merchandise lines.

- Build a big display with motif merchandise. Pull together everything with a snowman theme, for example, and group the merchandise together in a tasteful display. Themed items will sell better placed together.

For my client, the initial results were positive. The first customer into the store the next day purchased 12 centerpieces, created with the pull-together odd-case inventory. This customer also stopped in front of a snowman display (where we had made a half-dozen gift sets from the mismatched inventory) and said she was considering buying little sets like these for office gifts. She would return later for the purchase (these sets had also been priced at a daily special of $9.99). In addition, she was intrigued by the idea of some miniature baskets with candy in them, that my client (following the coaching session) suggested could be handed out as a token of appreciation with staff paychecks. “Yes,” she said. “I’ll need about 60 of those.”

Great first customer reaction and sales from the inventory workover! Ah . . . it feels good to hear the cash register ringing! Especially when everything is total profit ‘cause last year’s inventory was paid for but just sitting around. That’s even better than finding $5 of quarters in your sofa!!!!

The world of diversity is on your street, and chances are, in your very own circle of friends, acquaintances, and business associates. You may already be in the habit of buying and selling kosher foods. But if not, consider the benefit to your business. Typically, we think of kosher foods as being a Jewish market, but Muslims and Hindu’s also buy and use kosher foods.

In the Jewish community, Hannukah is coming faster than Christmas. Shoppers will be browsing for the perfect gift for Jewish friends. In addition to stocking a line of kosher foods, think about bringing in a few accents to theme Hannukah gift boxes and baskets. Find more Hannukah and kosher food information in the latest GBR Online, just posted for your enjoyment!

Stress Relieving Tips In 60 Seconds Or Less

(StatePoint) By the time you finish reading this story, you could have stared at the shapes of the clouds in the sky, enjoyed an indulgent snack or sent a long overdue e-mail to a close friend. More importantly, that 60-second break could keep your mental health and wellness in check.

With 92 percent of Americans looking to "take a break" from their daily routine according to a recent study, people need an escape, even if it's brief. Many individuals don't realize how empowering a short break can feel -- or how to go about setting aside the time.

"Finding time to treat the 'you' in yourself is important to maintaining a balanced life, especially during these hectic times," says Stephanie Marston, lifestyle expert, speaker and accomplished author on topics surrounding life balance techniques. "Some people just need a little help getting started."

Marston recently partnered with Kellogg Company to develop a list of these quick, stress-relieving tips as part of its launch for Kellogg's Cinnabon Snack Bars. Enjoying a sensible but indulgent snack is one of many simple ways to hit the reset button on the day. These short breaks can take place between meetings, waiting to pick up the kids or on the way to the next appointment.

Other relaxing "Cinnaminutes" include:

* Sing out loud to your favorite song while driving home from work.

* Smell something refreshing like lavender.

* Indulge by serving yourself your morning tea or coffee in a pretty cup.

* Check out your favorite blog or Web site before diving back into your task.

* Spend some time today rereading a book you loved as a child.

* Post an inspiring quote on your computer or mirror, where you'll see it every day.

* Say or do something nice for someone you don't know.

The full list of Kellogg's "Cinnaminutes" can be found at www.KelloggCinnaminutes.com.

"There are plenty of ways to combat stress," Marston continues, "but no one is going to force a minute on you to relax. Keep your mental health top of mind by writing yourself a note, scheduling time for breaks or even taping up this story at your desk as a reminder."

Americans are still buying fun and fantasy. During a recent visit to Orlando, our family attended Mickey’s Not So Scary Halloween Party at the Magic Kingdom in Disney World. After experiencing the event, I came back with a whole new perspective on how willing consumers are to spend money on “the experience”. This led me to think about costume gift deliveries all over again. And now, I believe there is still good money to be made by adding the service -- even in a recession.

Costume gift deliveries were the foundation of the very first business I launched. Being young, I had no appreciation for the fact that I was launching the business during the Jimmy Carter recession. But, the timing couldn’t have been better. People needed a smile and a good laugh. It was a very successful enterprise -- and I believe it could work again in today’s tough climate.

When I was shopping for my wig (no -- I’m not a natural Paula Dean blonde!!) the owner of the costume shop was telling me about a Santa Claus convention he had recently attended, along with 500 other people. It was a successful gathering of mostly men (and their wives) who earn a good living playing Santa and Mrs. Claus in communities around the nation. People are paying a lot of money for the appearances.

It stands to reason that consumers would also pay for a visit from the Fairy Godmother, the Tooth Fairy, the Good Elf, and a thousand other creative characters. The gift is important, but secondary, to the character visit.

While you may not be inclined to dress up and deliver gifts, if you have the spirit for it, you might just discover a lot more cash this season. It worked for me and it might be just the ticket to distinguish yourself from the competition. If you’re interested, check out our website for the book, Building A Better Balloon Businesses. You’ll enjoy a fun read about my first business, and pick up a lot of good ideas for costume, gift, and balloon deliveries.

(StatePoint) Achieving big life goals and living your dreams can be easier than you might think.

Every day all across the country people are making big life changes or taking steps to achieve life goals -- such as switching careers, moving to a new town, attending college or taking that dream trip of a lifetime. Others, meanwhile, paralyzed by fear or feeling trapped by their daily lives, never take that first step on a new path.

Achieving life goals starts and ends with making a roadmap and taking steps daily to achieve it, according to top self-help experts.

"Being able to live your dreams does not depend on whether the economy is up or down, whether you are married or single, or whether you are rich or poor. Living your dream depends only on the choices you make each day," says Tim Tyler, author of the new book "A Passion For The Edge: Living Your Dreams Now."

"Every day you decide either to live your dream or take an alternate path. Choosing to live a dream is to choose a thrilling experience, one that excites you and pulls you from your bed each morning," he adds.

There are many ways to plan for and achieve specific life goals. Here are several nuggets from Tyler's new book to help get started:

* Don't simply accept where you are and what you are doing now as inevitable. Don't relegate your dreams to the future. Begin now to change your life.

* Take the time to write down your specific goal. First, select a dream about which you are passionate. Then list the key principles, actions and ideas that apply to you and your goal. It's important to have a clear view of your objectives so you don't waste time on tangents.

* Write down your plan but don't write it in stone. Make a plan that pushes the limits of what you think is possible, but keep it clear, concise, flexible and easy to modify while in action. When you see an opportunity to improve your plan, make changes along the way.

* Don't make a project out of the plan. Get going. Do not delay starting your journey by trying to deal with every possible obstacle. Most perceived obstacles never happen, so spending energy considering them wastes time and serves to sidetrack you from your goal.

* The longer you spend planning, the more likely you will include advice from others that does not directly apply to what you wish to accomplish. Get started already!

* Imagine a positive outcome to motivate you to push your limits. Move into action and stay in action so you don't bog down. The knowledge gained from each experience on your path will help you through the next challenge.

For his part, Tyler made a big life change when he took an exhilarating 6,500-mile motorcycle journey through the Alaskan and Canadian wilderness. He then detailed his trip in his new book, "A Passion For The Edge," using his compelling experience to teach fundamental principles that can inspire average people to do extraordinary things.

To learn about his journey and where to buy the book, visit www.APassionForTheEdge.com.

As a gift retailer, do you need to offer the cheapest price to create the perception of ‘value’? Not at all! Relative worth does not mean cost, but rather, the QUALITY that causes something to be perceived as excellent. A product is valuable if it is useful, usable, and desirable.

Create a gift design that features outstanding brands and outlandish style -- something fresh your customers are craving. Maybe even go a step further and invent a gift concept that people find useful, usable, and desirable. Now you’ve got a product that will stand on its own legs. By doing this, you create value. And you put yourself above the mire of competing on price.

All set for fall sales? If you’re as savvy as I think you are, there are probably at least one or two new gift designs that you can’t wait to roll out to your customers. These are most likely your “breakthrough” gifts -- themes or motifs so new and different you’re absolutely certain your customers will love them (and you’ll make a lot of sales!!).

According to Jonathan Cagan and Craig Vogel in their book, Creating Breakthrough Products, these kinds of products (which are exactly what we need to keep current clients happy and attract new ones) are driven by 7 value attributes that connect with people’s lifestyles.
1. Emotion
2. Aesthetics
3. Identity
4. Ergonomics
5. Impact
6. Core Technology
7. Quality

According to the authors, if you get these things right, you’ll have a hit. In gift basket terms, think of themes that appeal to a sense of adventure, fantasy, security, a luxurious experience, or a sense of power. Make the gifts beautiful with good shape, color, texture -- even sound or smell (and, of course, select foods that are scrumptiously yummy!). Next, give the basket an identity or personality. It has to differentiate itself from direct competition. As for ergonomics, make the gift basket easy to use and logically organized (not a lot of tape or glue). Can you design a gift basket so that it has some social or environmental impact? Green design and linkage to charitible groups brings your basket into the forefront of today’s most desirable gift concepts. Finally, build your brand with ‘core technology’ -- gift components and foods that are always fresh, and service from your company that is completely, 100% reliable. Add to the mix a commitment to quality in everything from materials, supplies, components, delivery and final followthrough. Get all these things right and -- according to the book -- you’re going to have a big bump in sales.

When you need a bit of gift inspiration, take a scenic drive along Route 7 in Vermont. Near Middlebury you’ll find The Gingerbread Country Store, owned by Deb Wilkinson (pictured with her hubby, Alan). Cheerful candy canes adorn the outside, providing just a hint of the fun you’ll find inside the multi-room shop. Shelves are lined with made in Vermont products plus more -- much more -- than you can see in a quick stroll. Great shop -- wonderful people! Visit it if you’re ever in the area.

Orla Soy Candle company offers safety notes and helpful hints for using candles. Be sure to pass these along to customers.

- To maintain your candle, sharp scissors are a must as you must trim the wick to 1/4” before you light the candle for the first time. A metal utensil (spoon or butter knife) to center the wick and clean the melt pool are also helpful.

- Keep the wick trimmed 1/4” and centered for a cleaner burn. Keep wax free of wick trimmings.

- On the first burn let the melt pool reach the edge of the container. If the candle is burning to one side, push the wick towards the opposite side and/or turn the candle away from the draft.

- Always place candles (warmers or melters) on a heat resistant surface. Keep away from drafts, open windows, ceiling fans, vents, pets, children and flammable objects. Keeping the burning candle away from drafts will help prevent uneven burning and sooting.

- Do not burn under a cupboard or shelf. This inhibits the amount of oxygen that is getting to the wick and will cause black soot to form. It is also dangerous.

- Mushrooms sometimes found on top of the wicks, are carbon deposits usually appearing after long burning cycles. Always trim these off and keep them out of the melt pool for more efficient burn.

- If the wick becomes too long, or an air current disturbs the flame, small amounts of unburned carbon particles will escape from the flame as a visible wisp of smoke. Any candle will soot if the flame is disturbed or the wick needs to be trimmed. Keep the wick trimmed to 1/4”. If soot builds up on the glass, clean with a paper towel and glass cleaner. (When soot starts to build up on the glass it means your candle needs attention and you may need to trim the wick, move the candle out of the draft or away from the ceiling fan.)

- 100% soy wax candles may look and burn differently than candles made from wax blends or paraffin. You may see subtle frosting on the top and sometimes on the insides of the candle, bubbles around the edge of the melt pool, and a waxy film around the edge of glass. If candles are left in artificial light for long periods of time they may darken or change color. It is rare and depends on the type and amount of essential oils in the fragrance. None of the above will affect the performance, enjoyment or safety of your candle. Never leave a burning candle unattended. Extinguish candle before going to sleep!

Information provided by Orla Soy Candle www.orlasoycandle.com

Clap your hands and say “thank goodness”! The Winter Holidays are finally in view, bringing with it -- we trust -- much needed revenue.

Typical of a Presidential election year, sales may have been sluggish the past few months. But after November, when future national leadership concerns are set to rest, retail sales are likely to enjoy a robust return to more normal patterns. Keeping the election in mind, Winter Holiday sales may start slow, so don’t panic.

Remember that, historically, Winter Holiday sales make cash registers jingle with joy. In 2007, The National Retail Federation reported that consumers spent $469.9 BILLION during the Winter Holiday sales period (Christmas). But, you really have to see the breakdown of other holiday sales to get the big picture. According to the National Retail Federation, this is the breakdown:

St. Patrick’s Day $3.6 billion
Halloween $5.1 billion
Super Bowl $9.5 billion
Father’s Day $9.6 billion
Easter $14.4 billion
Mother’s Day $15.8 billion
Valentine’s Day $17.0 billion
Back to School/College $51.4 billion
Winter Holidays $469.9 billion

In a pie chart, the Winter Holidays visually represent about three quarters of the total. That’s a nice thought to keep in mind as you head into the most lucrative time of the year -- and the most joyful season.

There is some wisdom in being cautious with wholesale buying (noting the election and slight rise in unemployment numbers), but do remember that you can only sell as much as you buy.

According to the eHoliday Study released by BizRate Research for Shop.org and Shopzilla prior to the 2007 holiday buying season, free shipping was credited to driving more online sales than any other promotion. Tied to conditions that required customers to purchase a certain item or a certain number of or dollar amount of merchandise, free shipping offers were the top promotions used by big-league retailers to push consumer hot buttons. Last year, 78% of online retailers offered this incentive.

Also in the bag of successful tricks to drive sales: free shipping upgrades (offered by 60% of retailers), discounted shipping (te% or retailers), and free shipping without conditions (41%). Of course, “free shipping” is not free for retailers, so careful anaylization of costs and margins are required before putting free or discounted offers into place.

In addition ot offering free shipping promotions, retailers reported plans to use a variety of other marketing techniques to increase sales. Online shoppers reported that the most important factor to them was good value for the money. Clear product descriptions, a merchant’s reputation, and guaranteed on-time delivery were also important features when deciding where to buy.

What you see is just the beginning of what you might receive in a gift like the one shown here. Peeking behind the eye-catching ornament plate is a box of tasty toffee. Why hide the toffee if it is a great product? Because the charming old-fashioned packaging clashes with the sharp contemporary styling of the gift box. That holds true for the tempting truffles inside the gold gift box (overwrapped in a leftover trim piece of cellophane).

The coffee mug (imported from Italy) and the ornament plate are the most expensive components in the gift design. It makes sense, because of their color and cost, to bring them forward to the focal point of the design. To keep cost down and build more value and fullness into the presentation, the designer pulled common stock items from inventory, then smartly wrapped the smaller piece to fill one half of the front of the gift box.

Another success scoop employed in this design is the ribbon weave applied to the back corner (see earlier post in Gift Tips). The decorative element keeps the presentation looking full by using an empty space!

File this strategic design plan and use it with customers who want more giftware/less gourmet food, and a basket that can meet the under-$50 price line. Or -- tuck this idea into the bag of tricks you use to earn a better profit margin.

Christmas is coming and you want your profits just as fat as the goose! One way to achieve this is by being smartly frugal with the number of gift components used to create each gift basket. Quality and quantity need to be considered equally, with an eye on what the consumer wants, and is willing to buy. And there is always a difference in what we all want as consumers -- and how much we are ultimately willing to fork over in an actual purchase. My advice regarding quality/quantity has always been:
(1) buy the best tasting food available for the price your target group of consumers will buy, even if it means fewer items per basket.
(2) balance the cost of higher quality by building in better perceived value, filling in empty space with tissue and other inexpensive fillers, using texture, and building height.
(3) keep labor costs down by using quick-to-pack items.

Another dilema is packaging. Consumers want Christmas packaging. But, you, as a designer and buyer, know you could be stuck with a warehouse of unsold perishable gourmet foods if sales fall short of your goals. The compromise may lie in clever packaging tricks that make year-round stock look like brightly wrapped holiday goodies. In the design shown above, two gourmet components were put into colorful cello bags with colors and trimmings of the season. To make the basket appear fuller, striped tissue paper was applied to the a cardboard back (bench box from Boxco, available through Nashville Wraps).

There is also wisdom in mixing perishable gourmet foods with hard goods, like the floral arrangement and snowman (above photo). Should holidays sales fail to move all Christmas merchandise, hard goods can be packed and used next year. Only three items were gourmet components. All three were larger sizes and could be used as stand-alone gifts, stocking stuffers, hostess gifts, etc.

More notes on the basket shown here:
- all the florals are in a container arrangement that can be placed on a desk or elsewhere. No loose floral stems that are useless to most recipients. The floral designs can be made well in advance of the season, sold separately, and quickly placed in a basket. Great time saver and money maker!
- the addition of scattered felt snowflakes makes the basket look very full and cost only pennies each.
- frosted greenery, a snowman, striped tissue to match the sides of the box . . . DETAILS MAKE THE DIFFERENCE!

(Box, box bench, cello bags, and ribbon courtesy of Nashville Wraps)

No one really needs a gift basket . . . or a bouquet of flowers, a bunch of balloons, a cookie bouquet . . . or any other type of gift. What a customer needs is to express an emotion. Gifts help people say what they feel. So, in truth, the customer doesn’t need a gift basket, but the individual does need your help to express his/her thoughts and feelings in a way that gets the message across to another person. A one-basket-fits-all approach to birthday gifting may mean lost sales.

If you listen beyond the initial request, you’ll probably discover that there are at least 7 different reasons for sending a birthday gift. And once you discover the real reason, you can suggest the perfect birthday gift basket -- in the most appropriate price range.

7 Reasons for Saying “Happy Birthday”

1. I want you to know how very, very much I love you. (More expensive, with a romantic tone)

2. Gifts are my way of saying I love you -- without saying it. (Moderately priced with a reserved theme and style)

3. You’re a great friend and I love to share your laughter. (Inexpensive and lighthearted)

4. I treasure our deep, soulful friendship. (Inexpensive, but sentimental)

5. I’d like to develop a friendship with you. Maybe a gift will open the door. (Inexpensive with a personal touch)

6. I want you to know that I recognize you are a VIP, and I hope I’ll score a few points. (Moderately expensive and corporate in style)

7. Remembering your birthday is a social obligation. Here -- take this and have a happy birthday. (Inexpensive and generic)

Now -- brainstorm for 7 happy birthday gifts, themes, and styles, and you’ll make a reputation for your business as the people who know just the right gift to send -- every time!

What is hotter than summer? Fall sales! And with fall just around the corner, it is time to get the baskets ready to roll out a welcome. Businesses pick up the pace, bringing in new staff members; schools welcome new faculty; neighborhoods welcome new families. All across America, the ‘welcome back’ rituals begin.

If you’re ready, your business could be rolling with extra orders. Look through your current inventory for containers and gift components just perfect for welcome gifts. A plain crate can become a wagon, just by adding wheels -- even cardboard ones glued to the sides.

Here are a few places to consider for new business:
- The Chamber of Commerce (roll out a welcome to new members)
- Country clubs (roll out the welcome to new members)
- Corporation Board of Directors (roll out the welcome to new board members)
- City Council (newly elected officials)
- Schools (new principals and/or teachers)

. . . and the list goes on!

Even if the old stand-by real estate market is a little slow on orders, build up other markets with fresh ideas -- to go!!

Internet may have lessened the need for printed business tools, but it hasn’t completely eliminated brochures, business cards, sales flyers and catalogs. Clients need something about your business to put in their files. Plus, printed materials can help drive customers and clients to your site. When you’re ready to write your next brochure, these tips may help you get focused.

1. Target the best markets for your services and write the brochure to that specific market.
2. Decide what you want to achieve with the brochure.
3. Narrow the objectives of the brochure to no more than 3.
4. Stay on a narrow course of action. Don’t stray from the objective.
5. Increasingly build the case for your objective from the beginning to the end.
6. A brochure is drama; a flyer is action; a catalog lists ALL your products and services. Brochures are not flyers or catalogs.

Keeping these tips in mind, you’ll be on the road to a beautiful brochure!

Can a drop ship company help your business during the holidays? Some gift businesses say, “yes”. For those who may not be familiar with the term, a drop ship company allows a gift business to advertise and promote a line of merchandise that the gift business does not have to keep in stock on their premises. Orders are taken for the merchandise from the gift company’s customers, and the items are shipped directly from the drop shipper’s warehouse. The gift company earns a commission from the sale.

How can a drop ship company help? In addition to allowing the gift company to offer a wider variety of merchandise without investing in the inventory, a drop ship company sometimes helps with other areas of business. Some companies may help with search engine optimization, pre-printed catalogs (for a fee), shopping carts, better payment options, and overall web image.

There are pro’s as well as con’s to signing on with a drop ship company. For one, monthly fees may be associated with the drop ship company. Lost or delayed shipping and delivery are the most common problems, along with disputes over quality of the merchandise.

Find a drop shipper with a sterling reputation and your business could reap a harvest of commissions. Maybe.

What kind of merchandise can you buy that will last from the summer through the holiday season? The obvious answer is non-perishables, but beyond that, veteran gift basket business owners and designers suggest planning seasonal color groups that can transition and overlap.

Plan a color theme that can be transitioned through the seasons. For example, white is great in summer and a staple for the holidays. Bold ladybug red looks super in the summer, paired with white, black and green. And so on. A base of colors can be transitioned from one season into the next through primary themes such as summer ladybug, fall witches (black and green), and Christmas candy cane motif. As you shop you can look for general category merchandise in these base colors.

In the photo above, the designer used the same container from Valentine to Christmas. How many other products can you find that are identical, from one basket to the other? Only the florals and one focal point item were changed to move the Valentine basket into Christmas. The base color group of red, green, and white remained the same.