Business development news, advice and events
from the sponsors of Shop-eat-surf.com
Support the Newport Beach Film Festival Action Sports Series:
Come to Celebrity Bartender Night at The Bungalow Restaurant
By Ken Anderson, ChopShop
Come to The Bungalow Restaurant in Corona del Mar on Monday, March 15 from 5:30 to 7:30 and you’ll find very special non-bartenders tending bar to raise money for the Newport Beach Film Festival.
The celeb bartenders will range from surprise guests provided by Surfing Magazine to Newport Beach Film Festival CEO Gregg Schwenk and co-founder Todd Quartararo to Newport Beach City Council Members Steve Rosansky and Ed Selich.
And, of course, the evening wouldn’t be complete without some special drinks concocted by these special bartenders.
All tips from the evening will benefit the Newport Beach Film Festival.
The Newport Beach Film Festival runs this year from April 22-29, and again features an Action Sports Series co-produced by ChopShop, the Irvine-based film production company.
This week-long celebration is proud to continue its tradition of presenting the ultimate in cutting edge action sports films from around the world. Click here for more information on the Action Sports Series.
Everyone is invited to attend Celebrity Bartender Night. Be there!
Monday, March 15
5:30 pm to 7:30 pm
The Bungalow Restaurant
2441 East Coast Highway
Corona del Mar, CA 92625
949.673.6585
Ken Anderson is a founder of ChopShop, which has partnered with the Newport Beach Film Festival for the second consecutive year to co-produce the Action Sports Film Series.
Sponsored by FUEL TV and Surfing Magazine, the 2010 Series will kick off on Friday, April 23, 2010 with a premiere screening. Action Sports Series' films will be screened every day through April 29 at the historic Regency Lido Theater and at Edwards Island Cinema in Newport Beach.
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ASR: Three Trade Events; Two Jam-Packed Days
By Andy Tompkins, VP Nielsen Sports Group
ASR Access, CLASS@ASR and Crossroads offer retailers three unique buying environments to meet the needs for efficient and effective shopping of an unparalleled selection of Surf, Skate, Fashion & Lifestyle brands - all in a focused, convenient, and jam packed 2-day event!
ASR Access is the flagship platform for over 400 surf and skate lifestyle brands to preview Fall, Back-to-School and Winter 2010/2011 collections to buyers from around the world. The introduction of the ASR Access Smart Booth format allows for a product focused event, yet with plenty of brand story-telling marketing options.
ASR Access events include a high-energy fashion show, mini ramp, centralized lounges and business seminars, offering places to meet, network, consider buying decisions and gain valuable insight between appointments.
CLASS@ASR returns adjacent to ASR at the San Diego Convention Center. Featuring a curated group of over 100 designers that crossover from the Surf/Skate lifestyle into the prestigious fashion market, CLASS@ASR is an exclusive event with its own vibe, booth design, organic cuisine and ambiance.
Crossroads has teamed up with ASR with the goal of providing better service to retailers through the ultimate skate focused retail show. Staging across from ASR in the Petco Park parking lot, 
Crossroads is committed to staying true to the independent nature of the skateboarding culture and to maintaining the unique relaxed, open format of previous shows, while benefiting from ASR’s global reach of retail buyers.
“The Surf/Skate Lifestyle Industry is very complex with distinct categories that make up a global marketplace,” says Andy Tompkins, VP of ASR. “By partnering with CLASS@ASR and Crossroads, retailers are able to see these categories in different show environments which will provide an authentic look at the products and trends driving each segment.”
We welcome you to the premier of ASR Access, our 2nd CLASS@ASR and Crossroads to celebrate the sports and lifestyles that fuel the industry. ? ?For more information on ASR Access, CLASS@ASR & Crossroads (Feb 3 - 4, 2010) and ASR Marketplace (Aug 14 - 16, 2010), please visit www.asrbiz.com.
Andy Tompkins is VP of action sports, cycling and fitness groups for Nielsen Business Media (ASR, Interbike, Health & Fitness) and is based in San Juan Capistrano, Calif.
Born in Tokyo and raised in Chappaqua New York, a job transfer brought Andy to California in 2001. He received his MBA from the University of California Irvine in June 2007 and resides in Irvine with his wife, Megan.
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Building a Contingency Plan in the Aftermath of CIT
-- By Stan Carpenter, LSQ Funding
The Next Chapter in Financing: Factoring
While CIT’s bankruptcy was not altogether unexpected, banks and other firms will not be able to completely fill the gap. In fact, small business lending by major banks has been on a steep decline in 2009 (according to FDIC Data).
For many in the action sports industry, 2008 and YTD 2009 have been difficult, and financial results have not been strong. As a result, traditional bank financing seems further and further away from materializing.
Accounts receivable financing (factoring) remains a terrific option for companies in the action sports industry. In addition to providing working capital financing, factors offer a host of back office solutions that streamline, protect and support trade activities.
The most sophisticated firms will offer timely credit assessments, interactive software, 24/7 visibility to invoice verification and collections, working capital availability and real time dynamic reporting. These factoring services deliver real value and should enable a reduction in FTE.
Read the Fine Print: 12 Tips to Know Before You Buy
Every company is promised adequate working capital and exceptional service quality by potential factoring partners. Unfortunately, when it comes to your liquidity and access to your customers, unfulfilled promises can be devastating. It is important to investigate factoring firms and analyze their ability to meet your company’s immediate and future needs. Here are some key criteria to consider when evaluating factoring firms:
- Investment in infrastructure and delivery of these services is expensive and varies widely amongst the remaining factoring firms in the industry, so check references and demand demonstrations of the services before you buy.
- Be sure to investigate the capital structure of each financing organization before signing a contract. Most derive their capital from banks, and many are actually funded by CIT. Make sure your prospective funding partner has the financial wherewithal to support your needs. The last thing you want is to step out of the frying pan into the fire.
- Watch out for protracted evaluation time-lines. Often if the duration between proposal and closing is extended, your financing source may be having challenges meeting your funding needs.
- Be wary of the fine print or of proposals that do not include sufficient information to make you comfortable with the structure and your ability to assess its impact on your business. Small changes in rate and services at the finish line can get expensive.
- If you are using a financial broker to locate financing, be careful and require client references. Brokers are paid by the financing source and will often refer you to the firm that pays the highest fee. Rest assured, the finance source will find a way to recoup the fee.
- Contracts can be long and confusing, so take time to review and fully understand the terms. If it is not written in the contract, it does not exist, and if it is written in the contract, it is there for a reason.
- Watch for early termination penalties that require that you remain with your financing partner no matter the quality of their service, or monthly minimums which require that you achieve a minimum volume or pay a fee, whether or not you are experiencing balance sheet difficulties.
- Be careful to understand the annual renewal cycle of your agreements. Often there is a short window within which you must notify the financing partner of your desire to terminate. The consequence of missing that window may be another year in an unhappy relationship.
- Hidden fees are common amongst the less scrupulous firms in the industry. Avoid these fees by thoroughly analyzing your contract and preparing an apples to apples comparison of available options.
- Make sure you understand audit expenses as the frequency and cost of audits vary widely amongst firms.
- If you are in a commodity position competing on price alone, tailor your search to the least expensive provider, as service isn’t a priority (and it is expensive).
- If you are a solution seller, or you pride yourself on service excellence or premium positioning, consider the history of your partner, check references, view their web capability, meet the provider. Remember, you are going to be picking a partner that in addition to providing you with financing will be interacting with your most valuable asset, your customers. Take the time to make sure you are picking a partner that represents the same service standards you expect of your firm.
The Last Word: Your Financial Future
It’s time to write a new chapter in financing. CIT’s bankruptcy has been a long time coming. Don’t panic. Be decisive.
There are other financing options available. Just remember to consider the needs and priorities of your business when you search for a financing or factoring partner. Don’t forget that while you seek immediate benefits, the financing decisions you make now will have long-term effects.
As Chief Sales Officer and Executive Vice President, Stan Carpenter is responsible for LSQ Funding Group’s marketing and sales. Stan excels at building effective, customer focused sales strategies and the teams to execute them.
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Why CEOs should look at their IT systems - there could be some ROI lurking there
- By Joe Schaefer, Innovative Systems
I just recently came back from a vacation that gave me some time to think about how I could write something for my partners at Shop-eat-surf.com that would be interesting to you.
Here are three major topics, with questions, that you should bounce off of your current apparel software/IT systems to see if you may be in need of upgrading your existing IT infrastructure.
In many cases, if the answer is "No" to many of these questions, there could be substantial ROI (Return on Investment) in purchasing a new software/IT system.
1. Software Functionality and Software Support:
Do your employees/team like your current system? Does your system follow your work flow - or do you constantly work around the system due to software constraints? Does the system give you, at a glance, a full pulse on your business? Does your IT system provide the necessary tools for your employees to have complete visibility into your supply chain, to make sound business decisions? Does your current system support all of your software requirements from design to distribution and accounting? When you have a problem or question does your software vender respond in an adequate time with decisive answers? When you do have an issue does your software vendor help you address it with new functionality? Do you get version upgrades on a regular basis to keep up with our ever changing industry?
2. System Integration:
Does your ERP (Enterprise Resource Planning) system integrate with your Accounting modules? Does your PLM (Product Lifestyle Management) module update to your ERP system seamlessly? Does your system allow easy integration with other vendor products like UPS, Federal Express, B2C, B2B, etc? Have you eliminated the redundant entries done within your systems? Is your distribution automated and validate at the time of picking and auto create ASN's, UCC-128 Labels and invoices? Can you handle multiple currencies and automatic updates for currency fluctuations?
3. EDI (Electronic Data Interchange):
Is your EDI full integrated? When you are approached by a new retailer for EDI setup is it expensive? Does it take long to get your EDI from test into live production? Do you have the ability to do direct connect with retailers and AS2 communications to avoid useless VAN (Value Added Network) charges? Does your EDI cause lots of chargeback's?
If you have answered "No" to some or many of these questions you might want to start looking into new IT technologies. With new systems, you have the tools to re-engineer business processes, reduce wasted effort and strengthen the internal communication within your company.
It allows you to become closer to your customers through the use of superior technologies and comprehensive processes and enables you to respond quicker and more effectively to today's demanding retailers who want to develop closer business ties with a reduced number of key suppliers.
Joe Schaefer is a former marine and the co-founder and principle owner of Innovative Systems LLC, the developer of Full Circle apparel software and EDI Direct, an EDI service bureau.
He's in charge of sales, marketing and training. His co-founder, John Tengwall, is in charge of program design, development and technical support.
He's pictured here with his youngest daughter, Erika, during their recent vacation.
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Doing Effective and Efficient Business at ASR
- By Andy Tompkins, VP Nielsen Sports Group
The overarching ASR mission is to broker business relationships; bringing retailers and brands together to foster and progress the industry.
The key objective for brands exhibiting at ASR is to access buyers & distributors that they will not find at any other event.
To support this, ASR has deeply invested in its national & international Retailer Program to ensure the attendance of top buyers, bringing billions of dollars in buying power to the show. Brands connect with the right buyers, at the right time, in the right venue.
CLASS@ASR runs in tandem with ASR and initiates the industry to a new breed of buyers; it is a unique group of 100+ core and emerging designer labels crossing over from action sports into the fashion market.
Efficient all-inclusive booth options, exclusive to CLASS@ASR and available at ASR, allow brands to focus on displaying and selling products effectively. This booth solution takes thousands of dollars off the total cost of exhibiting.
The end result is a win-win event for buyers & exhibitors - and the progression of the industry!
Andy Tompkins is VP of action sports, cycling and fitness groups for Nielsen Business Media (ASR, Interbike, Health & Fitness) and is based in San Juan Capistrano, Calif.
Born in Tokyo and raised in Chappaqua New York, a job transfer brought Andy to California in 2001. He received his MBA from the University of California Irvine in June 2007 and resides in Irvine with his wife, Megan.
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August Surf Expo Offers New Programs
- By Sean O'Brien, Surf Expo
Surf Expo's upcoming trade show in Orlando, Florida, August 20-22, includes many key efforts and activities designed to make the show experience meaningful for manufacturers and retailers:
• Buyer Attendance: To date, buyer pre-registration is doing great, cresting the 6,000 mark and showing a six-percent increase from this same time period last year. Our pre-registration tally includes more than 500 retailers new to Surf Expo. Click here for a map of Surf Expo's preregistered buyers.
• Shapers Receive Enhanced Exposure: Shapers are the foundation of our industry and we want these guys to rebound and thrive. That's why we've done our utmost to put shapers front and center during the August show in a new, redesigned Board Builders Showcase. For only $100 a non-exhibiting shaper can display one of their boards in the high traffic center of Surf Expo and receive two passes to the show. Of course, shapers exhibiting at the August Surf Expo can participate for free.
• Demonstrations: Our commitment to shapers extends to our education program as well. Drew Brophy will be holding seminars on surfboard graphics, how to thrive as an artist in action sports, and how to give new life to old inventory through artistic embellishments. Click here to see a complete schedule of Surf Expo events.
• Surf Aid International Benefit: Although there's been belt-tightening at all levels of the industry, we can't neglect the great programs and organizations that rely on the surf industry. On Friday, August 21, at 8:00 p.m., Surf Expo will host a benefit party for Surf Aid International at Adobe Gila's. Buy a Surf Aid International bracelet at the show, show it at the bar, and receive free beer while listening to your favorite 80s cover band Gunner Down.
• BRA Retail Survivor Series: We're also excited to host the BRA Retail Survivor Series one day prior to the opening of the trade show on August 19, 2009. Providing specialty stores with the tools necessary to survive and increase profitability, the Retail Survivor Series will include tracks on merchandising and digital retailing. Click here for more information.
• Special Events: Surf Expo must be a business-friendly venue, but we haven't neglected the "show" aspect of our mission. We'll once again host wakeboarding's biggest night at the 6th Annual Wake Awards brought to you by Wakeboarding Magazine and Rockstar Energy Drink on Thursday at 6:00 pm in the Chapin Theater (Room W320). We've partnered with Eastern Skateboard supply to bring in top skate pros like Corey Duffel, Brandon Westgate, Pepper and Chany, Chad Bartie and Gareth Stehr. These guys will be at Team Pain's Skate Art installation during two daily sessions at 1:00 p.m. and 4:00 p.m. during the show.
• And yeah, the rumors are true, Surf Expo is bringing in a 50,000-gallon wakeboarding demo to the floor of Surf Expo and the top wake pros will be there. That's on top of our usual slew of 
seminars, fashion shows, and after-hour parties, so we're excited that there will be plenty of sizzle to go along with our usual business-friendly steak.
Sean O'Brien is the Surf Expo marketing content manager. Surf Expo is the largest and long-running board, beach, and fashion trade show in the world, with two annual shows at the Orange County Convention Center in Orlando, Florida, that attract more than 2,000 booths and 10,000 people. Surf Expo is open to the trade only.
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We're growing with the action sports industry
- By Peter McKenna, NRI Distribution Inc.
We're on the move, and it's in large part due to the business that action sports brands and retailers are doing here in Canada.
In April, we sold our 50,000-square-foot warehouse in Brampton, Ontario to National Logistics Services, though we'll continue to support NLS with management support for the next 30 months.
That center was responsible for about 10 percent of our total revenue, and was not focused on the Action Sports business. Selling it is a strategic move that helps us tighten our focus on our core products and clients - and on growing by adding new clients and services such as full Business to Consumer logistics.
Meanwhile, we're gearing up to focus our resources and energy on opening our new, 130,000-square-foot facility in Kamloops, British Columbia. The new facility will double our space to 260,000 square feet in Kamloops, which is where our current warehouses and headquarters are located.
We're making a major investment in technology and automation enhancements to our warehouse management applications and our product conveyance.
This new facility dramatically increases our ability to meet the growth plans of our current clients -- and accommodate new clients. The facility contains 75,000 single SKU pick locations and 5,000 bulk storage locations. It has 4,000 feet of conveyor combined with a forward-pick module that give us the ability to process over 100,000 units inbound and 100,000 units outbound per day - doubling our current processing capability to 200,000 units in and out per day.
We're leveraging our current technology in the new facility, which will contain both RF and voice pick applications, full WMS capabilities, and put-to-light outbound processing. The new facility will also house NRI's reverse logistics operations.
We have the capacity to expand and increase storage capacity by another 25 percent.
Our long-term goal: further expansion in Western Canada with additional services, and grow with an eye on foreign locations.
Peter McKenna is president of NRI Distribution, Canada’s leading 3PL provider to the action sports industry.
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Accessing the Canadian Market and maintaining control of your brand
- Peter McKenna, NRI Distribution
The Canadian market represents 33 million consumers who, coast to coast, have exhibited a healthy appetite for Surf/Skate/Snow and Outdoor products and apparel. Many emerging and established brands have had difficulty choosing a successful path to access this opportunity.
The traditional "wholesale distributor" model is not the only avenue through which to enter Canada. While there are a number of successful distributors, their portfolios are already full and in many cases, they have competing lines under the same roof.
There is the option to become a "Non-Resident Importer" and bring the Canadian territory under domestic management. The 1980 Canada-USA Tax Treaty enables U.S.-registered companies to conduct business in Canada without establishing a Canadian corporation or paying of Canadian taxes.
Many successful brands conduct business in Canada as "Non-resident Importers" or "NRI's". They have established relationships with Canadian sales agencies who attend US domestic sales meetings and report through the US sales management structure. Booked business is drop shipped directly to Canadian 3PL's who specialize in managing the business of NRI's and specifically the Action Sports market.
Also, because Canada does not have the same quota restrictions as the US, there is also an opportunity to transfer ATS product from the US warehouse to the Canadian warehouse to support in season sales.
The specialty 3PL's provide additional services including credit solutions, returns and warranty management, invoicing, and vendor compliance value adds. They can also assist in registration and interpretation of NRI requirements when exploring the lucrative Canadian Marketplace.
Most also have strong relationships with customs brokers and freight forwarders who specialize in servicing the U.S. non resident importers.
Becoming an NRI represents a low risk option to establish your brand in Canada, maintain your margin and protect your brand equity. It is a variable cost model that requires little to no front end investment until sales are established.
Peter McKenna is president of NRI Distribution, Canada’s leading 3PL provider to the action sports industry.
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Congratulations to SIMA Image Award nominees
- Joe Schaefer, Innovative Systems LLC
Congratulations to all of the nominees for the 2009 SIMA Image Awards. And I want to give a special shout-out to our clients who made the list. (Click here to see the full list.)Last week I sent my team a note telling them that we have at least one client in every category that applies to us. We’re very proud of our clients for all they’ve achieved, and it feels like we’re celebrating right alongside them. We get satisfaction from seeing our clients get nominated, because to be the manufacturer of the year, in any of these categories, you have to have a good IT system, period.
So congratulations to these nominees who are also our clients:
Breakthrough Brand of the Year
AtwaterMen's Marketing Campaign of the Year
...lost's "The ‘Old'...lost" CampaignHurley's "Phantom - True Performance" Campaign
Men's Apparel Brand of the Year
HurleyO'Neill
RVCA
Volcom
Men's Boardshort of the Year
Angulator Mod by Volcom
Phantom® 120 by Hurley
TIA by O'Neill
Women's Marketing Campaign of the Year
Hurley's "Young Contemporary" CampaignVolcom's "Easy on the Eyes" Campaign
Women's Apparel Brand of the Year
HurleyRVCA
Volcom Girls
Women's Swim Brand of the Year
Hurley
Volcom
Environmental Product of the Year
V.Co-Logical Creedlers Sandal by VolcomFootwear Product of the Year
Kia'i by OlukaiSurf Turkey by O'Neill
Joe Schaefer is a former marine and the co-founder and principle owner of Innovative Systems LLC, the developer of Full Circle apparel software and EDI Direct, an EDI service bureau.
He's in charge of sales, marketing and training. His co-founder, John Tengwall, is in charge of program design, development and technical support.
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Understanding why we're so busy might help you
- Joe Schaefer, Innovative Systems LLC
A lot of people have been asking me why and how we're so busy right now, at a time when many others are not.
Well, sometimes even we can't understand why we're so busy. So we sat down and came up with a few things, and thought these would be tips that could help you stay busy, too.
First of all, you have to offer something that helps people.
I've been in this business for 23 years, and I have to tell you that most apparel company owners don't even want to hear the word "computer." But a lot of the old legacy systems in use today were birthed in the ‘70s, and when you look at the ROI for a new system, you begin to understand why they are making changes.
A lot of owners are looking inside their buildings now, asking "How can I lower my costs?"
Well, one way is to automate all those legacy systems, the things that, honest to God, people are still doing manually. Watching your inventory is key right now, and good systems provide good visibility. They end up helping owners make better business decisions.
And the worse it gets out there, that's even more reason to look inside for costs savings.
Second, you have to be focused on your customers.
One thing and I can't say it enough, is that we are all about customer service. We're right now going back to all our customers, and asking, "What can we do to help you?" And one of the things we're finding is that everybody is interested in moving to e-commerce.
So we're looking at e-commerce solutions for some of them, even though it's not something we've done much of before.
The third thing, you have to listen and be flexible.
I can't tell you how many times we've been dragged into something, thinking it was against our better judgment, and it's turned out to be huge business for us. So, you have to stay true to your core business, but you have to be flexible.
Joe Schaefer is a former marine and the co-founder and principle owner of Innovative Systems LLC, the developer of Full Circle apparel software and EDI Direct, an EDI service bureau.
He's in charge of sales, marketing and training. His co-founder, John Tengwall, is in charge of program design, development and technical support.
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How to invest in IT to get a return in this economy
- By Meghann Butcher, RepSpark Systems
To maximize business in today's economy, a company must ensure retail accounts are being serviced better than ever, while overhead costs are being decreased. Believe me, now is not the time to lose customers. Never before has providing the right products, to the right customer, at the right time, with the right technology been more important. Growth can be experienced, even in downturns, when loyalty, motivation and the ability to resist competition are instilled within a customer while in-house overhead is reduced.
Constantly we hear, "I'm not going to invest in IT until business turns around." However, this mantra is erroneous. The key is to make careful investments in areas likely to yield the near-term revenue and efficiency gains so important in a slumping economy. Four examples offered in the McKinsey Quarterly are investments in:
1.Managing sales and pricing
2.Optimizing sourcing and production
3.Enhancing support processes
4.Optimizing overhead and performance management.
A sales force automation/B2B tool addresses three of these areas. Sales are managed with real-time information given to reps making them the most knowledgeable source for each account. In addition, managers have a pulse on reps, territories & accounts on a real-time basis. Support is enhanced as accounts are given the option to enter orders 24/7, track packages, and familiarize themselves with a company's marketing platforms. Overhead is impacted as customer service personnel can be reduced or can focus on servicing the customer rather than placing orders. No other tool fulfills the critical need of increasing service and a company's competitive edge in today's market.
Meghann Butcher is VP of RepSpark Systems. She handles sales, customer relations, marketing, and the seminar series. RepSpark is a web-based sales force and B2B application designed specifically for the apparel and footwear industry.
Considering purchasing an ERP system? There are many factors to consider beyond the software purchase.
By Amy Rasmussen, Innovative Systems
Considering an ERP system purchase is a huge undertaking for any company, large or small.
There are meetings with sales reps from the various systems, follow up phone calls, emails, further meetings, and then in some cases a tough decision on how to proceed.
As organizations are heavily reliant on technology, the consequences of a failing implementation can be devastating. Asking the following questions can help alleviate potentials for implementing a failing system.
1. Are you meeting with a salesrep or a representative that will be with you through the entire implementation?
2. Are all modules on one standard platform?
3. What technology is the system built upon?
4. What other clients does the company support in your industry?
5. What track record does the company have in implementing the software?
6. Does the company have a working knowledge of apparel, footwear, and accessory manufacturing?
With Innovative Systems LLC’s product Full Circle ® a company has the comfort in knowing:
1. Full Circle ® sales representatives consist of a team of industry experts that will be with you for the entire ERP implementation.
2. Full Circle ® has one and only one standard platform that runs all modules of Full Circle ® including accounting, ERP, PLM, WMS, and EDI. Innovative Systems LLC has a commitment to software that is integrated for all business aspects.
3. Full Circle’s language of Providex ® is licensed to over 600 of the world’s leading software companies. Full Circle’s Thin Client technology requires minimal hardware requirements for superior performance.
4. Innovative Systems LLC lists all clients on our web site www.isllc.com.
5. Full Circle has completed every install that has been started.
6. Innovative Systems has over 16 years of servicing only apparel, footwear, and accessory manufactures.
Innovative Systems values every client. In purchasing Full Circle ® you are creating a business relationship that will bring years of mutually benefiting business to each partner, and have the comfort of knowing a team of industry experts stand with you.
Amy Rasmussen is director of sales and training for Innovative Systems LLC. Amy and her team of specialists are responsible for sales leads, demos, implementation, maintenance, and support of Full Circle ® for Innovative Systems LLC.
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Surf Expo's Bangers For Bucks Starts January 14
-- By Sean O'Brien, Surf Expo
As anticipation and buyer numbers ratchet up, Surf Expo organizers put finishing touches on significant skate market enhancements for the January show.
On January 14-16, 2010, 10 skate shop teams from across the country will square off on the trade show floor of Surf Expo in Orlando for the inaugural Bangers For Bucks skate contest.
Brought to you by Eastern Skateboard Supply, Hurley, Vans, Kona Skatepark and Team Pain, Surf Expo's Bangers For Bucks contest will take place on a new and specially designed course in the heart of the skateboard section of the show.
Shops will vie for $15,000 dollars in instant cash and store merchandise credit in the most lucrative shop contest of the year. “Adding a merchandise credit to the mix gives back to the shops who sponsor the teams,” says Surf Expo Show Director Roy Turner.
“What better way to bring a skate contest back to Surf Expo than to hold a contest made up of retailers and the skaters they sponsor? At Surf Expo our goal is to bring retailers and manufacturers together for business, networking and marketing opportunities. Our new contest format does just that.”
The event has already generated significant buzz. Three of the 10 teams were invited to compete through a "Fan Favorite" voting process on surfexpo.com. Between December 1 and December 15 ,when the polls closed, more than 350,000 of these "Fan Favorite" votes were cast online.
The popularity of the Bangers For Bucks promotion was a boon for surfexpo.com's advertisers as well. Between December 1 and December 15, surfexpo.com served up 3,636,669 ad impressions, which for us is pretty good.
The other seven shops at this show's Bangers For Bucks were selected by Focus and FTK skate magazines and Surf Expo. "Focus Magazine and FTK Magazine have a direct relationship with the best shop teams in the country, so it seemed natural to have their input on who should represent at Bangers For Bucks," says Ramos. "These guys know what’s going on."
According to FTK Publisher Tony Reddington, "Team competitions in skate parks have been going on for years at the core, grassroots level. It's good to see them starting to work their way up to more predominant venues like Surf Expo."
Surf Expo January 2010 show will also include an expanded skate hardgoods area featuring select Eastern Skateboard Supply brands such as Madrid Skateboards, Birdhouse, Cadillac Wheels, Fly Paper Grip Tape, Bummer High, Goodwood, Blackout, I & I, Powell Peralta, Hubba Wheels, Venture Trucks, Lucky Bearings, Almost, Blind, Cliché, Darkstar, Spitfire, REAL, Thunder, Anti-Hero, Krooked, and Theeve, Tracker trucks. In all, more than 65 different skate hardgoods companies will have booths at Surf Expo.
By any measure, next week's Surf Expo show is on target to be one of the best ever. More than 7,239 buyers from 2,340 stores are pre-registered to attend. They'll be greeted by more than 4,700 lines and a full lineup of special events, including an industry party with DJ Z-Trip, the “godfather of mash-up” and one of the best live performance DJs in history.
Other special events include a standup paddleboard demo pool on the show floor, movie premieres, a new fashion show, live art murals, a Monster Energy lounge, shaping demos, seminars, training workshops, and much more.
For more information on this largest and longest-running board, beach, and fashion trade show in the world, log on to surfexpo.com.
Sean O'Brien is the Surf Expo marketing content manager.
Surf Expo is the largest and long-running board, beach, and fashion trade show in the world, with two annual shows at the Orange County Convention Center in Orlando, Florida, that attract more than 2,000 booths and 10,000 people. Surf Expo is open to the trade only.
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Considering a Gift Card program? If not, maybe you should ...
We believe that to be successful in today's economy, you must find a way to capture more from customers who are spending less.
Gift cards can provide a way for you to attract new customers, or encourage existing ones to spend more money. In fact, retailers who fail to take advantage of gift card programs risk missing out on a revenue stream your competitors may be profiting from.
Here are a few industry facts for you to think about:
• In spite of lackluster growth in many retail sectors, stored value gift cards have been increasing by 20% per year.
• Americans spent some $97 billion on gift cards in 2007 alone.
• 35% of Americans bought gift cards in 2008.
• According to a National Retail Foundation survey in 2008, 53.8% of adults over 18 would like to receive a gift card. Today's shoppers' purchase on average five gift cards a year.
• The National Retail Federation also reports that people typically spend between 15 and 40 percent more than the gift card denomination.
Through our numerous deployments we have seen that retailers who adopt gift card programs realize significant ROI. When that revenue generating potential comes with minimal expense, no transaction costs, and the ability to use data to tailor marketing efforts, it can be a win-win situation for your bottom-line.
The truth is gift cards are becoming so prevalent around the critical fourth quarter holiday season, retailers who have not yet tapped into this opportunity are missing out on a huge revenue stream. 61% of consumers planned to give gift cards during last year's holiday season, with an average of six gift cards being purchased. It's not too late to for you to implement a gift card program in your store in time for the 2009 Holiday Season.
For more information on the way gift card programs have helped other retailers, download our gift card white paper: "Unleashing the Power of Gift Cards."
We would be happy to discuss how our Gift Card program can help boost your business, please call Kimberly Bolt at 1-800-349-0546 x4006 or email her at kbolt@utcretail.com.
Dave LaBudde is VP of Marketing for UTC RETAIL, a leading provider of software, hardware and service solutions to the small and medium sized specialty retail market.
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Comprehensive offerings for all your retail automation needs
- By Dave LaBudde, UTC Retail
UTC RETAIL is proud to be a new sponsor of the Shop-Eat-Surf website. We'd like to take this opportunity to introduce those who may not know us to our company.
For more than 20 years, we have been providing a world-class suite of enterprise and store automation software, hardware, and service solutions to more than 200 retailers in the small to medium sized specialty retail market.
Our goal is to make it easier for retailers in the SMB marketplace to satisfy the needs of their customers, employees and suppliers through smarter retail solutions delivered from one company.
Our retail software solutions include Multi-Channel Enterprise and Merchandising, Store Automation, Planning, Loyalty, Gift Card and Retail Management, enabling specialty retailers to increase sales, lower costs and build competitive advantage.
In addition to best in class software solutions, UTC RETAIL provides a complete set of branded hardware solutions and comprehensive professional service offerings, providing retailers a single point of contact and accountability for all of their retail management solutions.
Our service offerings include solution consulting, software integration, solution deployment and software and hardware support.
In fact, UTC RETAIL has been ranked #1 by specialty retailers in support and service for 3 years in a row by the annual RIS News LeaderBoard survey. For more information on these survey results please click here.
If you want to partner with a retail solutions provider with 20+ years of experience in the SMB market who can back it up with world class support, UTC RETAIL may be the company for you.
To discuss what we can do for your retail operation please contact Kimberly Bolt at 1-800-349-0546 x4006 or click here to email her.
Dave LaBudde is VP of Marketing for UTC RETAIL, a leading provider of software, hardware and service solutions to the small and medium sized specialty retail market.
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Free trade show training was a big success
- By Sean O'Brien, Surf Expo
Our first "Trade Show 101" sessions in California and Florida were such successes, we plan on doing them again.
Exhibitors and potential exhibitors attended the sessions in late April at Oakley headquarters in Orange County, Calif., and in early May at the Westin Imagine hotel in Orlando.
Nationally known speaker and trade show guru Candace Adams led a crash course on cost-saving tips gleaned from years of experience. Manufacturers were schooled in everything from how to calculate how much booth space they need to how to conduct themselves when approaching customers.
This free training was an investment in those who have chosen - or are considering choosing - Surf Expo as the show to sell at.
"Our commitment to offering personal support for our exhibitors is ongoing, especially for new exhibitors. We want Surf Expo to be a win-win for everyone," says Surf Expo Show Director Roy Turner.
Staff from GES Exposition Services, Surf Expo's general services contractor, were on hand to detail move-in procedures and offer cost-cutting booth packages and time-saving tips.
"This class is a must for new exhibitors," says Craig Kvinsland, sales director for the Ta-Ta's brand.
"I wish it was available before my first time exhibiting because some of the things I learned were done the hard way."
"I thought that this was a great course and we received so much valuable information," says Christine Catanese, tradeshow manager for NYS Collection. Are you offering Exhibitor 201?"
Bob Reyers of bluHorse Clothing was impressed - and he's a 25-year, 25-show-a-year veteran: "It took me five years of working trade shows to learn what I could have learned in one day here."
All course materials have been posted on the Exhibitor 101 page at surfexpo.com, including Adams' guide to more than 60 of the best practices to reducing your show expense-and what you should never, ever, cut.
Sean O'Brien is the Surf Expo marketing content manager. Surf Expo is the largest and long-running board, beach, and fashion trade show in the world, with two annual shows at the Orange County Convention Center in Orlando, Florida, that attract more than 2,000 booths and 10,000 people. Surf Expo is open to the trade only.
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Free training to help Surf Expo exhibitors improve their return
-- By Dan Darby
What are some ways to reduce travel expenses to the August Surf Expo trade show?
How can exhibitors improve their "boothmanship?"
Those are just two of the take-aways to be shared this year when, for the first time, Surf Expo will hold training days in Southern California and Orlando for exhibitors.
The sessions will be lead by the "Booth Mom", Candace Adams.
Representatives from the show decorator, GES, and the Orange County (Florida) Convention Center will also be on hand to offer their insights in how to reduce trade show expenses.
The training is hosted by dmg World Media, the parent company of Surf Expo. The inaugural program of pre-show meetings is designed to maximize an exhibitors' return on investment and emphasize the cost-saving programs Surf Expo offers.
The training seminars are free and are open to any previous, current, or potential Surf Expo exhibitor. The training days are April 28 at Oakley's headquarters in Foothill Ranch, California, and May 5 at the Westin Imagine Hotel in Orlando, Florida.
"Our exhibitors made the decision to invest in Surf Expo - or are considering it - and we want to invest in them," said Roy Turner, show director.
"To help ensure the success of our January 2009 show, we doubled our budget for travel assistance to help more retailers come to the show. We plan to do that again for the August show.
"This provides a direct benefit for retailers and the exhibitors," Turner said "We believe exhibitor training will have similar results.
"Through this program, exhibitors should be able to reduce expenses while improving their boothmanship skills, which will create a better trade show experience for our buyers."
Manufacturers will learn tips and techniques to increase their brand's performance at Surf Expo, as well as ways to reduce show costs.
While the training day is free, pre-registration is required as space is limited. Click here for more information and registration.
More about the Speaker
Candace Adams is a nationally known speaker who was named one of the trade show industry's 25 most influential women. She has been an exhibitor trainer and a contributing writer for Exhibitor Magazine and Tradeshow Week for more than 14 years.
NGC releases its CPSIA compliance software
NGC (New Generation Computing) has released its CPSIA Compliance Software, which is designed to streamline all testing processes and ease the burden of the Consumer Product Safety Improvement Act (CPSIA).
The CPSIA software allows retailers and manufacturers to easily manage the process of requesting, tracking, approving and sending the General Certificate of Conformity (GCC) and Certificate of Compliance (COC) documents that are mandated by the CPSIA. In addition, NGC's software allows companies to manage the dozens of third-party lab tests that are required for apparel design and production.
The CPSIA sent shockwaves through the retail and apparel industry when it took effect on February 10, 2009. Retailers and manufacturers must comply with dozens of labor-intensive testing regulations - a majority of which call for measuring lead and phthalate content in finished products and their components. Huge fines can be levied for failing to provide General Certificates of Conformity and Certificates of Compliance stating that products are CPSIA compliant.
The impact of the CPSIA can be devastating - but help is finally available. Retailers and manufacturers can now take a proactive approach with NGC's CPSIA Compliance software, which is designed to help at every step of the testing process. NGC is the first apparel-specific software company to offer a solution tailored specifically for managing CPSIA compliance, with features that include:
- Enabling manufacturers and retailers to streamline the process of requesting, tracking, approving and sending General Certificates of Conformity and Certificates of Compliance - all at the click of a button
- Providing comprehensive visibility into the compliance and testing process so that responsible parties will be able to view the status of tests and documentation at any time
- Streamlining the entire testing process, including the dozens of third-party lab tests that brands and retailers typically perform on styles, components and materials.
NGC's CPSIA Compliance software is a web-based solution that includes a complete set of management features such as workflow calendars, collaboration, exception management, and email alerts. It is available as a standalone software product and can also be used with NGC's e-PLM for Product Lifecycle Management and e-SPS for global sourcing and visibility.
Mark Burstein is Vice President of PLM Solutions for NGC, a leading apparel software company that specializes in PLM, global sourcing and ERP solutions for fashion, apparel, footwear and retail.
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CPSIA Is Here: Are You Ready?
The new Consumer Product Safety Improvement Act (CPSIA) regulations took effect in February, and the impact of these measures has sent shock waves through apparel and retail.
For an industry that is struggling to respond, however, NGC® (New Generation Computing®) has an answer.
NGC’s e-PLM for Product Lifecycle Management and e-SPS for Global Sourcing and Visibility can help retail, apparel, footwear and fashion companies collect, manage and maintain the data to support these stringent requirements. These web-based, enterprise systems connect global trading partners throughout the global supply chain, allowing companies to:
• Manage workflow calendars for the certificates of compliance (COCs) mandated by CPSIA
• Ensure that COCs are complete before manufacturers ship products to retailers, creating alerts if COCs have not been created
• Order third-party testing, if required
• Share CPSIA documents as secure online files throughout the supply chain
• Create exceptions: What COCs are expiring this week? What goods have been created that do not have COCs?
e-PLM and e-SPS cover every step of the complex design/production process – from design concept through sourcing and product quality, to receipt at the DC – with a web-based solution that centralizes information, enhances collaboration, and streamlines workflows. The information for CPSIA certification is collected in e-PLM and e-SPS, helping companies to more easily meet the new regulations without adding lengthy delays to the product lifecycle or hiring additional staff.
NGC is proud to take a leadership role in helping our customers manage the complex information that is required for CPSIA regulations. NGC’s software solutions can help ease the burden of meeting these regulations while also helping companies improve gross margins, lower their costs and streamline operations – the keys to not only surviving but gaining market share in today’s turbulent economy.Mark Burstein is Vice President of PLM Solutions for NGC, a leading apparel software company that specializes in PLM, global sourcing and ERP solutions for fashion, apparel, footwear and retail.
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Own a home in Mexico? The IRS wants to know about it
- Corinne Baughman, Moss Adams
Having a place in Mexico is on the wish lists of many people in the surf industry - and many are fortunate to already have a place there. But you may not know that the IRS wants to know all about it - and if you don't share your good news with them, the penalties can be eye-opening.
Mexico Residence Trusts
Property near the ocean in Mexico cannot be owned directly by U.S. citizens, but instead must be held through a Mexican Residence Trust (MRT). These trusts generally are administered through a bank in Mexico and hold the property on the behalf of the U.S. owner. Historically, the IRS has ignored them.
The IRS' Current Position on MRTs
IRS officials are wrestling with the question of whether MRTs should be officially characterized as trusts for disclosure rules. In the event that the IRS decides that MRTs are foreign trusts, they would be required to have made multiple filings for each year of existence, including in the property owner's personal income tax returns. They need to be filed by the trustee - ie. the bank you probably don't have any relationship with anymore.
What Happens if a Filing is Required for Your Trust and You Haven't Filed?
The foreign trust filings are generally due March 15th of each year the trust is in existence, which probably makes all returns late. Here comes the eye-opening part: the IRS has the authority to impose penalties for late or unfiled returns and the penalties can be as much as 35% of value of all the assets in the trust.
What to Do Now
The IRS says it is "not inclined" to apply the late filing penalties to basic MRT structures where the trust only holds title to the property. While many MRTs probably fall into this category, a determination can only be made after review of the trust documents. It's best to be prepared and protect yourself from the potential penalties.
You should consult a tax advisor familiar with the current position of the IRS to determine whether filings for your current year are required. Protective filings for all prior years may be advisable.
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Check back soon for more tips from these sponsors
Each month, Shop-eat-surf.com sponsors can write an article for our Business Development channel.
Here's a place where the companies that provide goods and services to the action sports industry can share their expertise and offer advice for building and growing strong businesses.
These 250-word pieces are a perfect opportunity for sponsors to reinforce their expertise, tell their story and share their business knowledge with industry leaders.
These items are available to all current sponsors at no extra charge. Contact Andrew Horan for more information about sponsorships and posting acticles to our Business Development page.
And look here for a little more information about the people who write these pieces of business advice.
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