Jan. 31-Feb. 5
AGTA GemFair Tucson
Tucson, Ariz.
800-972-1162

FEBRUARY 2012
Feb. 2-6
Atlanta Apparel
Atlanta, Ga.
800-285-6278

Feb. 4-6
Atlantic Craft Trade Show
Halifax, Nova Scotia, Canada
902-492-2773

Feb. 5-6
The Buyers Cast & Carry Valley Forge
Oaks, Pa.
717-796-2377

Feb. 5-7
Edison Furniture & Accessory Market
Edison, N.J.
305-792-9990

Feb. 11-13
Memphis Gift & Jewelry Show
Memphis, Tenn.
630-241-9865

Feb. 18-20
BUYERS MARKET OF AMERICAN CRAFT
Philadelphia, Pa.
800-432-7238

Feb. 18-20
globalDESIGN
Philadelphia, Pa.
914-738-8485

Feb. 19-21
Columbus MarketPlace
Dublin, Ohio
888-332-8979

Feb. 19-22
Alberta Gift Show
Edmonton, Alberta, Canada
416-679-0170

Feb. 22-26
American Craft Council Show
Baltimore, Md.
800-836-3470

Feb. 23-28
Denver Gift, Home, Jewelry & Resort Show
Denver, Colo.
800-289-6278

Feb. 26-27
Louisville Gift Show
Shepherdsville, Ky.
513-861-1139

Feb. 28-March 2
GlobalShop
Las Vegas, Nev.
800-933-8735

MARCH 2012
March 2-6
Minneapolis Mart Gift, Home & Accessory Show
Minneapolis, Min.
800-626-1298

March 3-5
Portland Gift & Accessories Show
Portland, Ore.
800-346-1212

March 3-5
The Norton Shows
Gatlinburg, Tenn.
865-436-6151

March 4-7
Montreal Gift Show
Montreal, Quebec, Canada
800-611-6100

March 11-13
MJSA Expo New York
New York, N.Y.
401-274-3840

March 16-18
Atlanta Spring Gift, Home Furnishings & Holiday Market
Atlanta, Ga.
404-220-3000

March 16-20
Columbus MarketPlace
Columbus, Ohio
888-332-8979

March 17
Offinger’s Handcrafted Marketplace
Columbus, Ohio
888-878-4438

March 17-19
New England Products Trade Show
Portland, Maine
800-638-6787

March 20-22
Spring Gift & Home Market
Los Angeles, Calif.
800-677-6278

March 22-25
Dallas Apparel & Accessories Market
Dallas, Texas
800-325-6587

March 22-25
Dallas Total Home & Gift Market
Dallas, Texas
800-325-6587

March 24-27
Boston Gift Show
Boston, Mass.
678-285-3976

March 28
The Buyers Cash & Carry Madison
Madison, Wis.
717-796-2377

APRIL 2012
April 12-16
Atlanta Apparel
Atlanta, Ga.
800-285-6278

April 17-20
7 W New York Tabletop Week
New York, N.Y.
800-677-6278

April 22
The Buyers Cash & Carry Marlborough
Marlborough, Mass.
717-796-2377

April 22-24
Minneapolis Mart Gift, Home & Accessory Show
Minneapolis, Minn.
800-626-1298

Calendar dates were accurate at press time, but last-minute changes do occur. If you plan to attend any of the listed events, call to reconfirm dates and times before making travel plans. If you would like to be included in the next wholesale trade show calendar, send listings information to: Market Calendar, NICHE magazine, 3000 Chestnut Ave., Suite 300, Baltimore MD 21211; fax: 410-243-7089.

OCTOBER 2011
Oct. 2
Buyers Cash & Carry Marlborough
Marlborough, Mass.
717-796-2377

Oct. 13-17
Atlanta Apparel
Atlanta, Ga.
800-285-6278

Oct. 14-16
Atlanta Fall Gift & Home Furnishing Market
Atlanta, Ga.
800-285-6278

Oct. 14-16
Portland Cash & Carry Show
Portland, Ore.
415-346-6666

Oct. 16-18
Columbus MarketPlace
Columbus, Ohio
800-686-6278

Oct. 16-18
Gulf Coast Gift Show
Fort Walton Beach, Fla.
678-285-3976

Oct. 21-23
Seattle Cash & Carry Show
Seattle, Wash.
415-346-6666

Oct. 22-25
STYLEMAX
Chicago, Ill.
800-677-6278

Oct. 22-27
High Point Market
High Point, N.C.
800-874-6492

Oct. 23-25
Galveston Gift & Resort Show
Galveston, Texas
678-285-3976

Oct. 25-28
7 W New York Tabletop Week
New York, N.Y.
800-677-6278

Oct. 27-30
Dallas Apparel & Accessories Market
Dallas, Texas
800-325-6587

Oct. 28-30
San Francisco Cash & Carry Show
San Francisco, Calif.
415-346-6666

NOVEMBER 2011
Nov. 1-3
Atlanta Fall Immediate Delivery
Atlanta, Ga.
800-285-6278

Nov. 2-3
NeoCon East
Baltimore, Md.
312-527-4141

Nov. 3-6
Mid-South Jewelry & Accessories Fair
Memphis, Tenn.
630-241-9865

Nov. 5
Offinger’s Handcrafted Marketplace
Columbus, Ohio
888-878-4438

Nov. 10-13
International Jewelry Fair
New Orleans, La.
630-241-9265

Nov. 12-14
Norton’s Apparel, Jewelry & Gift Market
Gatlinburg, Tenn.
865-436-6151

Nov. 13-16
Ocean City Resort Gift Expo
Ocean City, Md.
678-285-3976

DECEMBER 2011
Dec. 3-5
The Charlotte Gift & Jewelry Show
Charlotte, N.C.
704-365-4152

Dec. 4-7
The Grand Strand Gift & Resort Merchandise Show
Myrtle Beach, S.C.
678-285- 3976

Dec. 10-12
Baton Rouge Jewelry & General Merchandise Show
Baton Rouge, La.
630-241-9865

JANUARY 2012
Jan. 7-10
Philadelphia Gift Show
Oaks, Pa.
678-285-3976

Jan. 8-9
St. Louis Gift Show
St. Charles, Mo.
513-861-1139

Jan. 9
The Buyers Cash & Carry Madison
Madison, Wis.
717-796-2377

Jan. 11-18
Atlanta International Gift Show & Furnishings Market
Atlanta, Ga.
800-285-6278

Jan. 14-17
The Canadian Home Furnishings Market
Mississauga, Ontario, Canada
866-468-4436

Jan. 17-23
California Gift Show
Los Angeles, Calif.
800-677-6278

Jan. 19-21
Alaska Wholesale Gift Show
Anchorage, Alaska
907-929-2822

Jan. 19-25
The Chicago Market: Living and Giving
Chicago, Ill.
312-527-4141

Jan. 19-25
Beckman’s Handcrafted Show
Chicago, Ill.
800-677-6278

Jan. 20-23
Beckman’s Handcrafted Show
Los Angeles, Calif.
800-677-6278

Jan. 21
Offinger’s Handcrafted Marketplace
Columbus, Ohio
888-878-4438

Jan. 26-28
OASIS Gift Show
Phoenix, Ariz.
800-424-9519

Jan. 26-29
New Orleans Gift & Jewelry Show
New Orleans, La.
630-241-9865

Jan. 29-Feb. 2
Toronto Gift Show
Toronto, Ontario, Canada
800-611-6100

FEBRUARY 2012
Feb. 2-6
Atlanta Apparel
Atlanta, Ga.
800-285-6278

Feb. 4-6
Atlantic Craft Trade Show
Halifax, Nova Scotia, Canada
902-492-2773

Feb. 5-7
Edison Furniture & Accessory Market
Edison, N.J.
305-792-9990

Feb. 11-13
Memphis Gift & Jewelry Show
Memphis, Tenn.
630-241-9865

Feb. 18-20
BUYERS MARKET OF AMERICAN CRAFT
Philadelphia, Pa.
410-889-2933

Feb. 19-22
Alberta Gift Show
Edmonton, Alberta, Canada
800-611-6100

Feb. 26-27
Louisville Gift Show
Shepherdsville, Ky.
513-861-1139

MARCH 2012
March 4-7
Montreal Gift Show
Montreal, Quebec, Canada
800-611-6100

March 17
Offinger’s Handcrafted Marketplace
Columbus, Ohio
888-878-4438

March 17-19
Atlanta Spring Gift, Home Furnishings & Holiday Market
Atlanta, Ga.
800-285-6278

March 17-19
New England Products Trade Show
Portland, Maine
800-638-6787

Calendar dates were accurate at press time, but last-minute changes do occur. If you plan to attend any of the listed events, call to reconfirm dates and times before making travel plans. If you would like to be included in the next wholesale trade show calendar, send listings information to: Market Calendar, NICHE magazine, 3000 Chestnut Ave., Suite 300, Baltimore MD 21211; fax: 410-243-7089.

The Escape Fine Crafts and Gifts

Len and Judy Lester, co-owners
Georgetown, Texas

How do this year’s sales compare to recent years’? Are you seeing a consistent decline or a slow improvement?

Our sales are down 16% from 2008. The first half of 2009, we were running a 20% decline, while August to October has only averaged 10% down. This tells us that things are leveling off and improving.

Are you projecting more positive numbers for 2010? What are you doing now to keep customers shopping?

Since 2009 took such a big hit, we are projecting to at least make or beat the numbers in 2010.

We have a strong, stable staff of six employees. They truly contribute to our success. One example of their effectiveness is quite simple. Since most items we sell are gifts, they began asking, “Do you need a card to go with your gift?” Our card sales are up 45% over last year. We believe with great handmade products and wonderful sales people to help sell them, our future is quite bright.

Have you tried any new promotions in the last two quarters?

We have increased the amount of direct mailing we are doing to keep customers who are spending returning to our store. We have great response, usually at least 10% to 20% for the mailers that we do.

We also offer holiday rewards each year. We run a list of our top customers and send them a special gift to do their holiday shopping. This year’s offer of $25 off a purchase of $60 just went out to 500 customers. People literally start redeeming them the day they hit their mailboxes.

How has the economy affected your marketing budget? Are you adding, subtracting or keeping an even keel?

In 2008 we spent 6.1% of our sales on marketing. This year we have spent only 3.8% to date. We have spent the funds more wisely, and I believe have had a better return on our investment.

One smart move we made was to start a realtor program. We offer up to 50 gift cards per month to realtors to use as closing gifts. All they have to do is provide proof of a homebuyer being new to our area, and we mail a gift card to the homeowner from the agent after closing. The homeowner comes into our store to use their gift card, usually spends more than $25, and likely falls in love with our handmade gifts. The realtor looks like a hero, and we gain a new customer. It is a win-win.

What changes did you make to your inventory mix during the economic downturn? What types of items are selling best right now?

We have focused our buying for this season and next spring on affordable, functional and, of course, handmade items.

Overall, our jewelry and accessory sales are trending the strongest, at 38% over last year. We have expanded the selection of items from our top sellers and have added several new, successful jewelry lines. Accessories and impulse items under $20 are also performing very well.

Jason Green was in his fifth year of studying towards an economics doctoral degree at the University of Colorado at Boulder when he hit a wall. “I realized I needed to be making things with my hands,” he explains. Although he’d never worked with wood, he was naturally attracted to it, and found a local furniture maker who offered classes in 2003. That led to an intensive 12-week course at the Center for Furniture Craftsmanship in Rockport, Maine. At that point, he says, “I knew I could do this for the rest of my life.”

In 2006, he set up shop in Boone, N.C., and started working on commissions until he launched Curviture Studio Furniture in 2009.

Green enjoys the challenge of adding curves to every piece he makes. “I never really did traditional work,” he says. Although he started off with “boxier” commissions with straighter lines and corners, he was never fully happy with them. “Making curves out of wood, which is inherently straight, takes more learning and knowledge,” he says. And he finds the challenge rewarding.

Green lives and works to capture the organic movement in wood. “It’s nature expressing itself through its grain and growth pattern,” he says. To honor it, he works by steadfast rules: he only uses solid hardwoods, won’t work with plywood or veneer, and never adds stains, dyes or paint. Most important, each piece has to be functional. “I almost think of my work in terms of what I don’t do as opposed to what I do,” he laughs.

Green’s favorite part of the process, though, is adapting a silhouette he sees in his head to a prototype. “I love giving shape to something only I can see,” he says. He largely uses bent lamination and string inlay techniques in his current body of work, but hopes to combine natural-edge slabs with elegant curves in future pieces. But don’t expect him to stick strictly to furniture, either. “New work will be smaller,” Green says. “Smaller home furnishing items—possibly for the kitchen.”