tgf&a premier issue - summer 2009

TGFACanada’s Voice for the Luggage, Leathergoods, Handbags and Accessories Industry

Travel Goods, Fashion & Accessories Magazine

Summer 2009 • Vol. 1 Number 1

PM 4

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Luggage: Looking Good on the Go

2009 LLHA Show Review

Fall 2009 Colours and Trends

Buying and Sourcing for Successful Retailing

Customer Service: Keep Them Coming Back

Get More Sales and Profits out of your Store Every DayGet More Sales and Profits out of your Store Every Day

April 25-27, 2010 Toronto Congress Centre. Visit www.LLHAshow.com

Welcome to the Premier

Issue of TGF&A!

Turning Tough Times AroundTurning Tough Times Around

Environmentally Friendly Spinner Luggage

MADE FROM 100% RECYCLED PLASTIC

www.heys.ca

contents

FEATURES

6 Product Feature: Luggage Looking Good on the Go

10 Cover Story: Turning Tough Times Around Get More Sales and Profits out of your Store Every Day

18 The 2009 LLHA Show in Review

20 2009 Show Product Spotlights

24 Retailer of the Year Profile: The Travel Store

25 Supplier of the Year Profile: Samboro Luggage Sales Rep of the Year Profile: Ania Chomicz, Holiday Group

26 Fashion Trends: Colours and Fall 2009 From Conservative to Colourful, this Fall has it All!

DEPARTMENTS

4 A Word Before

16 LLHA News

30 On the Road: Cost Savings Tips for Reps

32 Business Centre: Buying and Sourcing in a Down Economy

36 Marketing: Great Customer Service Requires the Right Mix

37 Regulatory: Keeping Current on Key Industry Issues

10

6

26

Summer 2009 3

4 Travel Goods, Fashion & Accessories Magazine

With all the recent editorial on the recession, and how it has impacted all of us, I’ll choose to devote only one fur ther sentence to it. Recently, Bank of Canada Governor Mark Carney declared an unofficial end to the recession in Canada, predicting a 1.3% shift into the black this quarter followed by a better 3% growth in the next and through 2010. Time will tell, but it’s on this positive and optimistic note that I am delighted to launch the Premier Issue of TGF&A!

I’m thrilled to be with MediaEDGE, to be back producing the LLHA Show again, and to be at the helm of this exciting new publication. Much of the images and content have come

courtesy of the overwhelming response that we have received from the industry’s suppliers and retailers, who have all embraced this new direction. With MediaEDGE comes bold new ideas for the LLHA Show and for TGF&A, and we look forward to unveiling them in the months and years ahead. I’d like to thank the LLHA Association’s Editorial Advisory Board for their input in helping shape our Premier Issue, and we appreciate the support of the industry suppliers who have participated in it.

To our readers, this magazine is for you. We hope you find our first offering of TGF&A to be informative, topical, entertaining and visually engaging, and we welcome your opinions. Here’s to TGF&A, the new voice of the industry!

Richard SwayzePublisher and LLHA Show Manager416-512-8186 ext. [email protected]

As we launch our premier issue of TGF&A (Travel Goods, Fashion and Accessories), published by MediaEDGE Communications in conjunction with the LLHA Association of Canada, I have been impressed with the positive feedback and number of people who have been in touch with ideas they want to share.

In this first issue, you’ll read articles that relate specifically to the industry. Whether you can glean business advice from the cover story about thriving

in this economy or pick up tips about customer service, we have designed the content so it will impact every sector from suppliers to manufacturers to retailers.

Two other special features in this issue highlight the latest in luggage with new products and great images, as well as Fall colour trends for handbags, leathergoods, accessories and more.

You will read a terrific article about how to streamline your purchasing policies, and we gain insight from fellow retailers about what systems they have in place. We have also included a section about current developments regarding Interac and credit cards as well as other hot topics and issues. In On the Road, sales representatives might take an interest in the cost saving ideas for business travel.

This issue also features news from the LLHA Association, a review of the LLHA Show that was held this past April as well as updates about the 2010 Show now produced again by returning Show Manager Richard Swayze. You’ll read about the recent winners of the LLHA awards for Retailer and Supplier of the Year, Sales Rep of the Year - and more!

As we step into a new season and develop the magazine into a must read for the industry, I invite you to share your comments and ideas with me. This is a magazine designed with you in mind and together we can deliver the articles and information that you want to read.

Enjoy.

Lucie GrysEditor 416-512-8186 ext. 301 [email protected]

Volume 1 Number 1 • Summer 2009

Publisher | Richard Swayze [email protected]

416.512.8186 ext. 246

Editor | Lucie Grys [email protected] 416.512.8186 ext. 301

Senior Graphic Designer | Annette Carlucci [email protected]

Graphic Designer | Ian Clarke [email protected]

Production Manager | Rachel Selbie [email protected]

Circulation Manager | Cindy Younan [email protected]

Contributing Writers Kevin Graff

Rena Granofsky Lisa Kopochinski Stuart Silverman

Sam White

Editorial Advisory Board Christine Beben

Pierre Calestagne Sandra Cassivi

Catherine Genge Paul Hanley Perry Mogus

Harry Restoukian Thelma Watts Jeff Williams

President | Kevin Brown [email protected]

Vice President | Chuck Nervick [email protected]

5255 Yonge St., Suite 1000 Toronto, Ontario M2N 6P4

Tel: 416.512.8186 Fax: 416.512.8344 www.mediaedge.ca

Travel Goods, Fashion & Accessories is published four times a year by

MediaEDGE Communications Inc.

Subscription Rates (Canada) + gst: 1 year $39.50, 2 years $69.25, single copy $10.75.

For all subscription inquires or changes of address:

[email protected] 416.512.8186 ext. 232

Reprints: No part of this magazine may be reproduced in any form – print or electronic – without written permission from the publisher. Requests for permission to reprint any portion

of this magazine should be sent to [email protected].

Copyright 2009.

Canada Post Canadian Publications Mail Sales Product Agreement No. 40063056

ISSN 1920-5368

Official Publication of the LLHA Association of Canada and the LLHA Show.

Published by

A Word Beforeeee

MANCINI_TFGA_Summer09SOLISCO.pdf 7/16/09 11:58:42 AM

Welcome to the Premier Issue of TGF&A!

TGFATravel Goods, Fashion & Accessories Magazine

Volume 1 Number 1 • Summer 2009

Published by

MANCINI_TFGA_Summer09SOLISCO.pdf 7/16/09 11:58:42 AM


“Luggage has gone from being a very boring and conservative item, with heavy metal frames and usually only available in conservative colours, to now, where it’s seen as a fashion accessory item to some people. It’s lightweight, identifiable and comes in a wide array of materials, colours, and prints,” remarks Emran Sheikh at Heys International.

By Lucie Grys

Looking Good on the GoLuggage suppliers have identified that key directions in the manufacturing of luggage inc lude us ing innovat i ve materials, developing more eco-friendly products and continuously improving the structure and integrity of their products.

Consumers are much more informed when they set out to purchase one or two pieces or even a set of luggage. Joe I a n n u z z i , i n S a l e s a n d P ro d u c t Development at Throat Threads, notes, “There is a vast amount of information available online. Customers are now shop-savvy and research their luggage and airline regulations before they buy. Consumers demand more value and are more price sensitive.”

Heys offers a number of hard side animal print options.

Delsey’s Helium Extreme Lite 25” upright weighs in at 7.5 pounds.

Product Feature: Luggageeee

TECHNOLOGYIn recent years, hard side luggage has hit the mainstream market. “Traditionally, soft side luggage has dominated the luggage market as the preferred choice, but we are now seeing a growing trend towards hard side luggage,” notes Sheikh. The benefits of hard side luggage include lightweight features and the development of new materials combining Polycarbonate and ABS plastic. Companies like Delsey have created lightweight luggage using fiberglass in the structure and have developed a product line with a 25-inch expandable upright that weighs in at 7.5 pounds. The old, heavy frames traditionally associated with hard side luggage are a thing of the past, and as airlines continue to change their weight restrictions, lightweight luggage will grow as a popular choice for consumers. Ivan Lam of Samboro agrees. When it comes to luggage, “ l ight weight is definitely the major trend. The other trends are colour, particularly bright or lighter colours, and four-wheel luggage is also catching on.”

As the travel industry boomed before the economic slowdown, the quality and selection of luggage also enjoyed a boom to the point where it has now evolved into a fashion statement.

Colourful luggage straps offered by Throat Threads. One of many products consumers can research on-line prior to purchasing.

“Consumers are now more focused than ever on the fashion of traveling.”


Looking Good on the GoWHEELSThe recent trend towards luggage with four wheels rather than just two is not a marketing gimmick, according to Eric Dym, Vice President of Retail Sales for The Ro-El Group. “Wheels are one of the best inventions and it’s natural that they have been applied to luggage,” he feels. Wheels make transferring luggage almost effortless and with four-wheeled luggage, it can be easily rolled alongside rather than behind the traveler. “A four-wheeler may be glided in front of you, along its depth, so you need only as much space as the depth of the bag,” he adds.

Product Feature: Luggage eee

Summer 2009 7

Progress in wheel technology has brought the spinner to the luggage industry. “Believe it or not, four-wheel spinners have been around for many years,” notes Paul Hanley, Director of Sales and Marketing at Samsonite Canada. “Over the last ten years, technology has changed. The consumers’ demand for l ightweight products combined with the ease of mobility has seen most luggage suppliers offer a version of four-wheeled products in both soft side and hard side luggage,” says Hanley. “We have seen the sales ratio of four-wheel spinners versus two-wheeled uprights increase dramatically over the last few years, so much so that some of our newer lines now offer only Spinner styles,” he adds.

Winfield by Samsonite is the newest addition of lightweight, hard side spinners.

Hard side luggage is positioned to dominate the market…creating light weight products using the latest materials, while continuing to answer the consumer’s demand for fashion.

Metro, a new line by RO-EL, offers a complete range to meet the travel needs of a true metropolitan.


Product Feature: Luggageeee

“Luggage has become a very fashionable item and the trend over the past couple of years has been that the customers seem to gravitate toward prints,” notes Debbie Sculnick at Remo Imports. Animal prints like leopard, zebra and snakeskin are popular choices, as are florals, graphics and even polka dots.”

“Consumers are now more focused than ever on the fashion of traveling,” notes Colette Krahenbuhl, Director of Marketing & PR at Accessory Network Group. Known for rip-stop nylon and lightweight construction, companies like Le SportSac will be launching

a wheeled luggage collection that reflects this fashion trend in the fun, bright prints and colours that the brand is known for.

REMO’s line of animal prints includes leopard, snakeskin as well as floral and polka dots.

DESIGNAs technology impacts the luggage industry, so does design. “Design is essential because it draws the customer in,” notes Brian Urman at Fashion Import. “Consumers want something that is innovative and also easily recognizable at the airport. More and more people are moving away from the basic black suitcase and choosing their luggage based on what reflects their personal style,” he adds. LeSportSac’s wheeled luggage collection launches this

fall and is available in a number of colourful designs.

ANTI-THEFTWhile nobody wants to think about the possibility of having their luggage or passports stolen while travelling, “tourist spots, public transportation stations and restaurants are notorious hangouts for pickpockets and thieves waiting for the unsuspecting traveler,” notes Kathy Cur t in at Travelon. Companies l ike Travelon have created a line of anti-theft bags and accessories designed to protect valuables. “The bags feature a

cut-proof strap, some with locking carabiners so the strap can be secured to an armrest or other sturdy pole, as well as bodies with wire mesh, chain link construct ion and lock ing z ippers,” Curtin notes. While away, having the k n o w l e d g e t h a t y o u r p e r s o n a l possessions and travel documents are safe and secure can br ing added comfort and peace of mind.

Travelon’s Carry-Safe collection features pockets designed to fit cell phones, currency, ID, credit cards, passports, a camera and more.

Camden Town by Fashion Import comes in hot pink, making it easily recognizable at the airport.

QUALITY AND VERSATILITY Steven Franks, Vice President of Sales at Travelway Group, believes that people are shopping for the best warranty available when they buy a set of luggage. They also want versatility. “The luggage they use for their trip to Florida will also be used to send their kids to summer camp,” he says.

Travelways’ Reebok luggage line offers versatility for the whole family.

Samboro Luggage (Canada) Corp. 341 Steelcase Road West, Markham, Ontario L3R 3W1 CanadaPhone: 905-305-1888 Fax: 905-305-0128 www.samboro.ca

See you at LLHA Show Booth #1359 – 1363

LL&A April 2009 :Layout 1 3/18/09 1:51 PM Page 15

Summer 2009 9

Product Feature: Luggage eee

“ L u g g a g e i s a n i n ve s t m e n t s o consumers will look for something that can withstand the normal wear and tear of traveling and last for several years,” says Brian Urman. “Durable material, a smooth gliding extendable handle and good quality wheels are just some of the key features. Other impor tant elements are lightweight, good quality hardware and zippers, organizers and a solid frame,” he adds.

While all the hot new patterns and colours may have brought a range of new customers to the luggage category,

it’s luggage that passes the test of time that will bring them back. “Holiday Group is one of the few luggage companies in Canada that has a dedicated quality control lab,” says Judy Fleener at the Holiday Group. “All of our luggage lines are put through rigorous testing procedures for cold crack, seam retention, colour fastness and handle and wheel wear resistance. These procedures are performed twice - before and after production to ensure the customers’ satisfaction with the highest quality control,” she adds. e

The Travelpro 7800 series by Holiday has undergone rigorous product testing to ensure the highest quality.

WHAT’S NEXT?

The development of eco-friendly, a i r l ine -compliant, l ightweight, fashionable and h igh qual i t y luggage products will continue to propel the luggage industry over the coming years. Hard side luggage is positioned to dominate the market as companies continue to strive for excellence in creating light weight products using the latest materials, while continuing to answer the consumer’s demand for fashion.

Paul Hanley is optimistic about the future, “There is a large and growing portion of the population who wil l have the disposable income to spend on themselves for leisure travel. The globe is now a small place and we are just as likely to jump on a plane to travel versus jumping in the car. This will bode well for our industry over the next decade.”

10 Building Strategies

Cover Storyeee

“Close to 60% of Canadian retailers are actually posting sales gains. True, there are some retailers who are down, but of those, most are down less than 10%.”


Your retail ConCeptLet’s say that things are going pretty well for you now. You’ve been in

business for quite some time and you’re considered a ‘veteran retailer’ by most. You’ve enjoyed at least some measure of success, and over the years your business has grown steadily (or not so steadily!).

But how, exactly, did that happen? Did it grow ‘on purpose’ or by accident? Did you develop and follow a specific growth strategy? Did you make innovation an integral part of your business culture and process? Or did you just keep on doing the same old things over and over?

In our experience, strong retailers generally follow one of three paths to continued growth and success:

More of the SameYou’ve got a good concept and you’ve grown by simply opening additional stores in new markets. This is a solid and very common approach for retailers, but eventually you run out of suitable malls and power centres to grow into. Then what? What role has innovation played in your strategy?

the evolving ConceptWe’ve all seen stores that continue to look the same year after year and slowly ‘die’. Then there are the enlightened retailers who understand the importance of evolution.

They believe and follow the credo that says 20% of annual revenue should come from products or services you didn’t even sell last year. This approach recognizes the power of innovation and that’s good retailing.

true innovatorsThese are the retailers who really catch our eye. Even though they’ve already mastered a successful concept, they continue to identify new customers that they aren’t currently serving. Then they aggressively develop and open a brand new store concept that targets this new group.

These folks aren’t interested in simply milking their original success formula. They aren’t even satisfied by focusing on continuous improvement. They’re in the

Summer 2009 11

Turning Tough

Times AroundWell, you can set aside all the dread and worry because the truth is that you can and should be doing just fine, thank you very much. Why do I say this? Well, the best-kept secret it seems during this economic malaise is that most retailers are actually ahead of last year. You read it right. Close to 60% of Canadian retailers are actually posting sales gains. True, there are some retailers who are down, but of those, most are down less than 10%. I would guess that most of you reading this article know this yourself and are having a pretty good year. If you’re not, you have my empathy, but more importantly, you’re about to feel a big hand on your back pushing you to run your store much better than you are right now.

Yes, the world of retail is changing. But not because of the economy. It’s changing because every retailer around you is getting better and better. Store design, product selection, shopping experiences, prices and events are all reaching new heights. Your customers “know” how good shopping can and should be, and they’re holding you to a much higher standard. The question is can you keep up? You can, so let’s look at how you can get more sales and profits out of your store every day.

We’re going to share some ideas with you in three key areas of your business: your retail concept itself, how you sell to customers, and how you manage your staff.

Cover Story eee

e

“Store design, product selection, shopping

experiences, prices and events are all reaching new heights...Can you keep up? You can…”

By Kevin Graff

business of locat ing and catering to new customers. Now that’s total innovation.

What’s your approach to growth in your business? Are you still replicating that same old business model? Or are you constantly breaking new ground?

Remember that sustained, long-term growth requires innovation. Customers are always looking for something new, improved, d i f fe rent, exciting, unique, special and targeted at them. What they don’t want is something old, tired, boring, stuffy or ‘one size fits all’. And they certainly don’t want to see the same merchandise or approach that everyone else is pushing out there. The bottom line is …if you’re not evolving, then business is probably dying.

What can you do about this? Start by re-evaluating your position on a regular basis. Then add, delete or ‘tweak’ something … every time. Stay focused on remaining fresh, current and vibrant.

Selling to CuStoMerSThe fastest ‘fix’ for most

stores is to actually begin to sell. You see, most store staff have no idea how to actually sel l. Not sure what we’re talking about? Unfortunately, here’s what we’re still seeing out there:•All the customers who are

not greeted or waited on.•Howmany timesyourstaff

is just ‘clerking’ through a one item sale.

•The consistent failure todevelop, present or sell a complete solution to the customer’s needs.

•Anunacceptablefrequencyand duration of employee ‘gab sessions’.

•Complete indif ference tothe customer.

•No sense of staff urgencyto ‘make the sale’.

Let’s face it. You’re losing sales every day - plenty of them.

Want to make things better? Chal lenge your stores to

identify f ive ways you can improve your results in each of the following areas:•The number of items sold

per transaction.•The average price point of

each item sold.•Your conversion rate (the

percentage of shoppers who actually buy).

•The number of gift cardssold. (If you don’t sell them, you should be).

Once you have received the i r resp onses , qu ick l y assemble them into a short action plan and immediately distribute it to the entire field. Then commit to tracking your results every day, even every hour. Stick to the plan and you will hit your targets. In fact, you may find yourself actually exceeding your objectives.

To help get you and your staff started with selling more effectively, here are five things you can do to improve your results today:

Stop sellingEveryone knows customers don’t want to be ‘sold’ ... so why not focus on helping them buy?

It makes a huge difference in your approach. Worry less about the cash register and more about helping your customers.

ask more questionsTo make the sale, you’ve got to dig deep to uncover your customers’ wants, need, hopes and desires. This is where the sa le i s ac tua l l y made. Understand exactly what it will take to ‘WOW’ them.

learn more about your productsHow can you present a solution when you don’t know anything about it? Study your products. Read the labels. Find out what accessories complement every main item you have. It’s that simple.

Show more itemsIt’s a fact ... customers don’t buy everything you suggest. If you want to sell them two items, you have to show them three. Want to sell three? Suggest five. Get it? Do it.

Master their objectionsLet’s face it, there are only two

e

Cover Storyeee

Distributed by:

Throat Threads Apparel, 1134 Plains Road East, Burlington, ON, L7S 1W6


Summer 2009 13

or three of them that you hear all the time. So be a pro ... have the answer ready before they even voice the concern.

Managing Your StaffFor most retailers, the ‘s t a f f ’ i s su e i s t h e

to ugh es t o n e to t ac k l e . Figuring out who to hire, how to motivate them and get the best performance possible is no easy task. Let’s ensure we’ve got the building blocks of success firmly in place:

Hire the right staffAs with most businesses, the quality of your employees will dictate the level of your success. Don’t limit your potential by bringing the wrong people on board. Spend more time in the interview process. Commit to a minimum of 2 interviews. Use assessments to support your suspicions about their ability to

do the job. Check references every time.

train them properly, right awayNo sense in going only halfway, right? Once you’ve got the right staff, give them the tools they’ll need to succeed. Don’t delay ... start training them on their very first day. If you give them the information and skills they need right away, you’ll get better performance and they’ll stay with you longer.

if you’re in the business of selling, teach them how to sellLet’s not kid ourselves ... retail is about selling. If you’re serious about ‘moving’ your products and services, you can’t do it alone. It’s in your best interests to make sure your store staff knows how to sell.

If you pay your employees to sell, hold them accountable

Fair is fair. If you offer them a career and provide them with

Cover Story eee

e


training and development, you’re entitled to a return on your investment. Hold your staff accountable for the results you need. Humans almost always rise to the challenge of increasing standards for performance. Get serious about success.

if their title is ‘Manager’, give them the skills to succeedManagers need a whole new set of skills that are quite different from those required in any other position. Don’t even consider placing someone in this role without providing the necessary training.

pay and recognition systemsStar performers don’t hang around when they’re compensated in the same way as mediocre staff. Make sure their reward properly reflects their results.

get out onto the sales floorYou’re not doing anyone any good if you hide in the office all the time. Your people need to see you and you need to know what’s really happening on the front lines. So get out there.

Cover Storyeee

And let’s not forget about the morale in your stores. You’ve got a lot on your plate, and maybe the stress is starting to get to you. You’ve got bigger issues to deal with than your own concerns. Don’t you think your store staff is feeling the tension, too? They read the news. They see retailers closing around them. Their very jobs are on the line and they know it.

Yet, when we asked retailers in a recent poll what they were doing to improve morale in their stores, what was their response? Shockingly, 36% said, “Nothing at all.” Were they joking?

Your front line staff are the ones who deal with your customers every day. Their approach, behaviour, language and attitude determine more than anything else whether a shopper will buy, how much will be spent and the probability of a return visit. Without a doubt, they are your brand. Do you really want them in a bad mood?

This, of all times, is when you must focus on morale. Do something new, unique, even outrageous. Maybe you need to appoint someone “Key Strategist

Of All Things Fun”. Whatever it is, make sure it literally screams “We care”.

Stumped? try this:•Begin by telling your staff why they’re

so important. Give them a purpose, a reason to believe.

•Keepyourstoremanagersfocusedoncreating great work environments that are safe, team-oriented, challenging, rewarding and productive.

•Play games. Hold contests. Laugh.Make it fun to come to work!

•R e c o g n i z e a n d r e w a r d g r e a tperformance. They need it more than ever.

•Help your staff feel successful. Thismeans celebrating the smaller wins, even if you’re not hitting your targets.

Remember ... retail is people. Your people. Make them feel special.

By this point, hopefully you can feel a hand on your back, pushing you to get better. There’s no shortage of ways to improve your business. The worst thing you can do today is run your store the same way as you did yesterday. That’s true every day.

So, what’s your plan? How will you thrive? e

Kevin Graff is the President of Graff Retail Inc., based in Oakville, Ontario.Visit www.graffretail.com

“Remember…retail is people. Your people. Make them feel special.”

April 25-27, 2010Toronto Congress Centre

30th Anniversary

www.LLHAshow.com www.mediaedge.ca

TRADE ONLY16 Years or older

For show information including exhibit, sponsorship or other promotional opportunities:Contact: Richard Swayze, Show Manager 1-866-216-0860 ext. 246 [email protected]

Canada’s National Industry Show

LUGGAGE, LEATHERGOODS, HANDBAGS AND ACCESSORIES ASSOCIATION OF CANADA1-866-872-2420 Fax: 519-624-6408 [email protected] www.llha.ca

LLHA_HouseAd09.indd 1 8/20/09 11:02:06 AM

through the current recession we are already working hard on making the 2010 edition of the show a must-attend event.

I would like to welcome our new Board member, Ben Farber of Benchmade Leatherworks Inc. Thanks Ben for your continued support of the industry. Ben is filling the spot vacated due to the retirement from the Board of Ken Maxwell after almost twenty years of service to the industry. From all your friends in the industry…. a big THANK YOU KEN!

Living through this current downturn, it is important to stay focused, positive and be aware of changing consumer habits. Service will be the key to success. Understanding what the consumers’ needs truly are and making their shopping experience a pleasurable one will mark the traits of a successful operation. There is money to be spent, but it is, however, being spent cautiously. Consumers will spend those dollars after careful deliberation and ensure that they are getting value and service for their hard earned dollar.

I hope you had a safe summer, spent some quality time with your families and re-charged for what we all hope will be a busy and profitable back to school season!


LLHA Newseee

This marks the inaugural President’s message for our new official industry magazine. It is with great pleasure that I speak to you through this new vehicle.

In tough times it is easy to hunker down in the bunker and take no risks. It is those that do venture out, try new things and take risks that leave their mark and thrive. This magazine is being launched at a time when most would not want to try and we, the LLHA Board, stand firmly behind and support the efforts of MediaEDGE Communications in this bold venture.

Against steep odds, the 2009 LLHA Show was a great success! I had many retailers stop me and let me know that they felt the show was well worth their time and expense in attending. This is a reflection of the hard ef for ts of Pro-Sho, your Board and specifically the Show Committee under the direction of Gail Grant. Thanks again, Gail and Catherine, for going above and beyond the call of duty.

Next year’s show will be produced by our new partner, MediaEDGE, and hot off the press is the announcement that Richard Swayze has joined them with his primary focus being the production of the show and the launch of the magazine. As we work

Athalon Sportgear Inc.Auslini Inc.BaggsBedard InternationalBelgo Lux Inc.Cajo Accessories Inc.Conair Consumer Products Inc.Eagle CreekFrameworxJohnston & MurphyLevel Trade Inc.LLNYCOstba of Salzburg

OutSource Aim Imports Inc.Paragon LuggagePottery Lane ImportsRimowa North America Inc.Sandrian Trading Ltd.Silver Gate Inc.SparePartsT & B Artistic DesignsTitan Luggage USATravelonTrend MarketingZero Halliburton Inc.

MeMberSHipIn order to take full advantage of all the LLHA has to offer, you must become a member. The LLHA is made up of 120 members and is constantly growing. We have 4 classifications of membership:

•FullMember•AssociateFullMember•AssociateMember•RetailMember

for details of membership and all the great benefits you receive, please visit www.llha.ca.

new MeMberS to tHe llHaThe LLHA would like to warmly welcome all of its new members for 2009:

President's Message

Paul Hanley, LLHA President

luggage, leatHergoodS, HandbagS and aCCeSSorieS aSSoCiation of Canada

(866) 872-2420 fax: (519) [email protected] • www.llha.ca

wHo are we? The Luggage, Leathergoods, Handbags and Accessories Association of Canada (LLHA) was officially incorporated in 1982. As a member-driven organization, the LLHA serves to foster the interchange of ideas and to assist, facilitate and coordinate the efforts of all manufacturers, distributors, importers, wholesalers, agents and retailers to promote the growth of our industry in Canada.

Today, the LLHA is the leading advocate in Canada for the industry and continues to reach out through a number of successful promotional avenues, with its most prominent being the annual LLHA Show. The show draws over 1,500 suppliers, buyers and exhibitors from across Canada, the United States and the world.

All exhibitors are approved members of the LLHA, and utilize the show to launch thousands of new products to the industry’s premier retailers. Next year’s LLHA Show will take place at the Toronto Congress Centre from April 25-27, 2010. For more information on applying to become a member of the LLHA to exhibit at the show, visit www.llha.ca or contact Catherine Genge, Executive Administrator at [email protected] or visit the Show Website: www.LLHAshow.com

a look baCk in tiMePrior to the LLHA’s official incorporation, the beginnings of the Association were formed in 1976 by Leon Slan – Dominion Luggage, Gordon Stewart – Gordon Stewart Sales, Irving Pancer – Dominion Luggage and Ron Paquette – Dionite Luggage. Their motivation was to unite the industry and bring together suppliers and retailers under one roof at one show. They partnered or piggybacked with the (then) Canadian Gift Show to create the first “special section” of Luggage and Leathergoods. Prior to this, the manufacturers of luggage and leathergoods had to exhibit in many different shows to reach buyers.

Here is an excerpt from the May 1976 issue of Luggage and Leathergoods that talks about the first LLHA to take place:

Ron Paquette, President of the Luggage and Leather Goods Association of Canada, announced plans recently for a Trade Show as a special section of the Canadian Gift Show in the International Centre in Toronto from August 10-14. Mr. Paquette said that the idea of an industry tradeshow has been discussed for some time. “Up to now, manufacturers of luggage and leather goods have exhibited in a large number of shows in an effort to reach all of the buyers of their products…While we expect some companies will continue to exhibit in other shows, we feel that a group show offers tremendous benefits to the retailer, who will be able to see the widest possible cross-section of luggage and leathergoods products available in Canada at one time.”

Stay tuned to the Fall issue of TGF&A for a more in-depth look into the history of the LLHA.

Summer 2009 17

LLHA News eee

tHe board 2009-2010The LLHA Board of Directors works diligently on the members’ behalf. They meet ten times a year to review the Association’s goals, discuss industry initiatives, develop content for the new magazine and help plan the annual LLHA Show.

If you would like to become involved as a Director of the Board, please contact Catherine Genge at [email protected]

exeCutivePaul Hanley – PresidentHarry Restoukian – Vice PresidentJoe Iannuzzi – TreasurerDavid Niemy – Past PresidentCatherine Genge – Executive Administrator

direCtorSPierre Calestagne – DirectorAnia Chomicz – DirectorBen Farber – DirectorGail Grant – DirectorStephen Kay – Director

luggage, leatHergoodS, HandbagS and aCCeSSorieS aSSoCiation of Canada

choice at the show. The lucky winners were Red Alligator, Montreal, QC; Da Vinci, Montreal, QC; Capital City Luggage, Ottawa, ON; The Travelman, Lethbridge, AB; Millano Bags & Baggage, Edmonton, AB; and Bagot Leather Goods, Kingston, ON.

LLHA President Paul Hanley, honoured retiring LLHA Board Member Ken Maxwell, for his 18 years of volunteer service to the Board. Ken started his career at Sears in 1968, and a decade later accepted a position at head office and entered the industry as a luggage buyer. He worked at a number of leading luggage companies before starting his own company, Maxwell Enterprises, with his wife Marcia. The LLHA will miss his dedication to the Board and to the industry and wishes him the very best.

Each year, the LLHA honours individuals and companies who have made a difference in the industry. The LLHA’s Board of Directors meets and reviews the annual submissions, which are nominated by their peers, and selects the winners based on exemplary contributions made to the industry, and for being good role models and long-term supporters. The winners for 2009 were:•SupplieroftheYear–SamboroLuggage•RetaileroftheYear–TheTravelStore•Sales Representative of the Year –

Ania Chomicz, Holiday Group•BestBoothAward:PotteryLaneImports

Some of the other highlights from the 2009 show included the annual LLHA President's Reception that offered LLHA

Members, retailers and friends a chance to reconnect. As the kickoff for the show, the reception featured wine tasting challenges, door prizes, and money draws as well as great food, entertainment and an impromptu talent show which allowed some of the retailers and suppliers to show off their musical gifts!

Over $800 was raised through the toonie drink ticket sales. All proceeds went to breast cancer research.

Door prizes included a 42” LCD TV which was won by Sandra Cassivi and Bruce Gonsalves at OutSource Aim Imports. Other door prizes included deluxe wine tastings and money draws. $1,000 per draw was given by the LLHA to a total of 6 lucky retailers to spend at any exhibitor of their

This year’s show brought together Canada’s top manufacturers, distributors, wholesalers, and agents to exhibit their latest lines to some of the over 5000 buyers invited from across Canada. Held on April 19-21 in the beautiful new North Hall at the Toronto Congress Centre, the show invited buyers to "Explore New Avenues" through the LLHA and featured all the latest designs from 100 suppliers

including more than 20 new LLHA Members. Show features included a guest speaker, prizes, the President’s Reception gala, the Internet Café, the popular Cappuccino & Gelato Lounge and more. Whether it was a hot new bag in the latest Spring colours with some bling to go with it, or an innovatively engineered new luggage set in a cool new pattern, the attending buyers saw it all under one roof!

The 2009 LLHA Show in Review

2009 LLHA Show Revieweee

1. Kit & Lynne Johaneson from Bags N’ All with Sales Rep Alan Hitelman enjoy some wine tastings. 2. Retiring LLHA Director Ken Maxwell with wife Marcia.

3. Sandra Cassivi from OutSource Aim / Sac O Grande wins the 42” LCD TV 4. Ralph Weil of Pro-Sho passes the show management torch to Chuck Nervick,

VP at MediaEDGE. 5. LLHA Board of Directors, with President Paul Hanley addressing Reception. 6. Ben Farber of Benchmade shares a laugh with Kelly

Smerek of The Travelman, as Nicky Kassam of Millano Bags & Baggage shops with her $1000 prize winnings! 7. IvanLamofSamboroLuggage,accepts

award for LLHA Supplier of the Year. 8. Ania Chomicz of Holiday Group accepts LLHA Sales Rep of the Year Award. 9. Josee Tom and Jessica Fournier of

PotteryLaneImportsacceptLLHABestBoothAward.10. Halina Kurdziel of The Travel Store accepts award for LLHA Retailer of the Year. 11-16. Musical

talent show mayhem at the Reception! 17. LLHA Director Gail Grant of Derek Alexander with colleagues David Chang of D & M Handbag Fashion, and Chris

Hobrecker of Kelly’s Luggage. 18. Nick Awad of Danali Luxury in Leather visits the A & S Selection Leather booth.


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Summer 2009 19

2009 LLHA Show Review eee

Randy Harris from Trendex North America, returned for his 8th appearance to present the latest and greatest industry trends and statistics. Always a popular speaker, Randy gives great insights into the relative positioning of the key players and perspectives on past and future trends - key statistics to have during any challenging economic climate. Plans are underway to bring even more retail and industry experts to the 2010 show.

T h i s y e a r, M e d i a E D G E Communications, a leading magazine, conference and trade show company for over 20 years, has become the new media partner for the LLHA and the s h o w m a n a g e m e n t f i r m . MediaEDGE and the LLHA would like to thank Ralph Weil and Pro-Sho for their professionalism, effort and commitment to the show over the last 13 years.

MediaEDGE is pleased to announce that Richard Swayze the show’s manager f rom 2001-2008 has joined the firm to produce the LLHA Show again and to publish TGF&A Magazine. We look forward to an exciting future for the LLHA Show, including an attractive new show design & layout, new feature a reas, new Buyer features, engaging speakers and much more. e

For more information on the 2010 LLHA Show and TGF&A Magazine, visit:www.LLHAshow.com and www.MediaEdge.ca or contact:Richard Swayze 416-512-8186 Ext 246, or Toll Free: 1-866-216-0860 [email protected]

Mark your calendars now for 2010 and don’t miss it:April 25-27, 2010 Toronto Congress Centre

5. 6.

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Summer 2009 19


Men’s dress shirts and matching ties in a gift box, elegantly presented for high value at reasonable prices. More than 30 colours and stripe patterns are in regular stock. Dress belts and fashion belts are also available for men and ladies.

bangda Canada inc. b5 -115 torbay rd., Markham, ontario l3r 2M9(905) 480-0309 • [email protected] • www.bangda.ca

Chocolate new York – wear Your addictionStarting this fall, women across Canada will want to treat themselves with a Chocolate handbag. Presented in delightful colours, lush fabrications and appealing shapes and details, the Chocolate handbags retail between $50 and $125. Also available at Cabrelli Inc.: Handbags by Chinese Laundry, Rampage, Mondani and Cabrelli & Co., Bento Lunch bags, Bagman and Cabrelli & Co. wallets/accessories.Cabrelli Inc. • [email protected] • (800) 784-4750 • www.cabrelli.ca

Cabrelli & Co. fashion roller briefsThe CABRELLI & CO. Fashion Roller Briefs were designed for the traveling executive searching for the perfect combination of style, quality, function and value. With practical features such as a padded laptop compartment and retractable handle, the Roller Briefs are available across Canada in a variety of trendy colors, unique patterns and sturdy materials. Retail prices between $130 and $155.

Cabrelli inc. [email protected] • (800) 784-4750 • www.cabrelli.ca

2009 LLHA Show Product Spotlightseee

“DERBY” Derek Alexander’s newest group of bags and wallets in a top grain, oil tanned leather. Rich colours and a great touch. Featured picture: DR-8002 Suggested retail: $185.00

derek alexander group 210 60 ave Sw, Calgary, ab t2H 0a9 (888) 252-0006 • [email protected]

Specializing in fashion accessories, handbags and lingerie. Competitive prices guaranteed! New items every month!

level trade inc. 650 Magnetic dr., toronto, ontario M3J 2C4(416) 661-8828 • Fax: (416) 913-1947 • [email protected]


Here are some of the great new products featured at the 2009 Show…

Summer 2009 21

ESPE’s philosophy is all about trend-setting, impeccable qua l i t y, and ma x imum affordability. Check out our latest venture, ESPE SPORT: a new line of unisex wallets and bags that cohesively sync sport and style. With a fresh take on the newest trends every season, ESPE has something for everyone.

eSpe(905) 881-3829 • [email protected]

2009 LLHA Show Product Spotlights eee

Summer 2009 21

Style: 693/bhSrp: $425.00This speedy doctor bag by miss mak designs made with italian printed leathers is a must have accessory for fall to all the fashionistas out there. Made in mauve matte anaconda with black patent detailing and spanish frame closure, this bamboo handled oversized speedy will carry all your essentials and more. [email protected]

H&v leathergoods(877) [email protected] Miss Mak Headquarters: 15 louvain west • Montreal, qC H2n 1a3

Hedgren’s Inner City Female collection, our most successful, boasts stylish and functional design that meets the demanding needs of the modern urban woman. This fashionable yet fully functional wheeled carry-on makes a statement for the female executive on the go. Made of supple, polyamide nylon, this distinct travel bag (HIC 357 – Stylish) is available in a range of eye-catching colours and comes with its own protective covering.

Hedgren Creations Canada(905) 338-5843 • [email protected] www.hedgren.com

The Heys SpinAir™ is a Hybrid luggage that has Spinner wheels and a lightweight design. Its combination of hard-side and soft-side materials gives it the strength and durability of hard-side luggage while having the convenience and functionality of soft-side pockets. The lightweight design along with Spinner wheels allows for effortless maneuverability. Heys international ltd.(905) 361-4000 • [email protected] • www.heys.ca

Summer 2009 21


Life Exotics

life exoticsAccessories rich in texture and print details, think Python & Crocodile embossed handbags, makes a wild Fall statement. Tempt your animal instinct with PINKSTIX exotic Python & Crocodile print handbag collections, available at www.pinkstix.com.

Macy [email protected] • (905) 709-0532 www.pinkstix.com

Ostba of Salzburg’s® vintage leather and classic designs exude the sort of understated elegance demanded by our quality conscious consumers. The vintage-look is achieved by means of an eco-friendly production process, which preserves the unique characteristics of each individual hide and ensures that the leather ages with refinement and grace.

big banana bag Srp $348. for ostba of Salzburg products visit www.ostba.com • (905) 857-9015 • [email protected]

2009 LLHA Show Product Spotlightseee

After bursting on the scene in late 2004, Kathy Van Zeeland is best known for its outstanding quality. The bags can be found in more than 1,300 stores nationwide.In fact, the subdued signature prints and burnished metallic bags help Kathy Van Zeeland rank among the top three brands, according to retailers.

the agency(416) 703-5201 [email protected]

delsey forward plus• Mainmaterialconstructedof1680DBallisticPolyesterwith

Jacquard trimming and E.V.A. backing. • Four360◦rotationwheelsallowingsmoothmultidirectional

rolling • 27’/23’ uprightsexpandsup to2” allowing for additional

packing space • Over-sizedself-repairing interlockingnyloncoil zipperon

main openings.

Samboro luggage (Canada)warranty: 10-years world-wide, Colours: brown and Black, Suggested Retail: $40-$200 • www.samboro.ca • [email protected] • (905) 305-1888

design gowhy design go?Because it’s time your bag had its own identity! Design Go is the world’s leading house of travel accessories and is presenting newness to the market with fresh, innovative products.Built on a strong foundation of creativity coupled with experience and understanding, this brand dominates its market with bold colours, sleek products and clean, modern packaging. Design Go’s products are now available in Canada through Throat Threads Apparel.throat threads apparel(877) 717-7466 • [email protected] • www.throatthreads.com

Model #oSa60130Sexy, effortless, unique, chic… are just a few words to describe this Sac O Grande model that premiered in March. The handle is distinctive, the interior is divided into clever compartments and yes, it comes with a shoulder strap!Sac o grande is brought to you by outSource aim imports. Montreal: 450-510-3928 / toronto: 416-235-1441Email: [email protected] • www.sacogrande.com


A Plus International is a leading importer and wholesaler of sunglasses, reading glasses and accessories. Over 500 styles of Fashion Sunglasses are available!

a plus international Corp.1198 the queensway, etobicoke, ontario M8Z 1r6(416) 255-0171 • Fax: (416) [email protected] www.aplusinternational.ca

A leader in women’s footwear for over a decade, Trend Marketing looks forward to entering its third season providing the latest fashions in women’s handbags. Whether you’re looking for subtle elegance in a contemporary design, or to make a statement with wild colours & exotic materials, Trend Marketing delivers. trend Marketingwww.trendm.com • (905) 274-0027 or (866) 663-3939 • [email protected]

2009 LLHA Show Product Spotlights eee

Mancini ladies’ l.a. Collection walletsMancini’s leather goods are innovative creations that showcase the natural characteristics of the finest quality leathers and premium materials from around the world. Custom designed deluxe hardware rounds off the experience complementing the originality of each piece. The exquisite feel of natural leather, progressive yet functional designs, and constant evolution combine to create stunning collections that beg to be put on display.

Mancini leather goods(514) 344-1232 / (800) 276-8346 • [email protected]

victorinox Swiss armyFor 125 years, Victorinox has set the standard for quality, reliability, functionality and design. Each product embodies the spirit of the Original Swiss Army Knife. This month the tradition continues with the launch of the Werks Traveler Hardside collection. This family of travel gear provides a new level of strength and resiliency combined with an aesthetic appeal.Sold in over 90 countries, Victorinox is available in Canada through Throat Threads Apparel.

throat threads apparel(877) 717-7466 • [email protected] • www.throatthreads.com

Summer 2009 23 Summer 2009 23


Retailer of the Yeareee

negatively affected by declining global travel rates. Pearson is one of Canada’s busiest hubs and its retailers have suffered somewhat in the economic downturn, especially retailers of luggage and souvenirs, goods that are often not essential purchases. “It’s not the same as it was,” says Kurdziel. Still, Kurdziel is optimistic.

The Travel Store was recently named Retailer of the Year by the Luggage, Leathergoods, Handbags & Accessories Association of Canada. It has expanded from one location into several in just over a decade of existence. As a small chain, it acts as an important customer for regional and national suppliers like The Holiday Group and Samboro. And for travelers entering and leaving Toronto it provides affordable luggage and accessories. e

Sam White is a freelance writer based in Toronto.

The Travel Store’s first location was a small boutique in the former Terminal 2 at Pearson International. The Travel Store has since expanded into Terminal 1 and Terminal 3 for a total of seven locations throughout the airport.

The Travel Store mainly sells classic hard side and soft side luggage designs, but they have also broadened out into book bags, cases for laptops, handbags and accessories, ties and small note-books and some souvenirs like cards and flags. They sell proprietary airline brands as well as licensed brands like Roots and Swissgear.

The major i t y of The Travel Store locations in the airport are under The Travel Store name. The products at these locations tend to skew toward the mid-range. “We have a few brand names like Guess, the most popular,” says Halina Kurdziel, The Travel Store’s manager. “We also have Calvin Klein, Mancini and others.” The store used to have kiosks around the airpor t in the middle of pedestrian traffic but all locations are now boutique-style. One of The Travel Store’s Terminal 1 locations is out of doors, while the others are situated amongst the airport’s numerous other indoor retailers. These locations tend to be appointed with somewhat colourful lighting as well as wide windows that add to the terminal’s open feel.

The Travel Store has two locations under the Business Essentials brand. These

locations tend to market higher-end and premium brands to business travelers with more disposable income who are also used to traveling more frequently. They are halogen-lit from above and the merchandise is more often behind glass. And there is some clothing in addition to premium luggage brands. The Business Essentials stores allow The Travel Store to market luggage and accessories to people of various income levels.

One business strategy uti l ized by Kurdziel and Bernard Drag, the store’s owner, is constant sales surrounding various holidays. “We always do sales in Terminal 3,” says Kurdziel. “We have Christmas sales, Mothers Day sales, Fathers Day sales.” These occasions and their low prices help attract customers who are otherwise mainly concerned with getting from one place to another.

Kurdziel says that the store has been

The Travel Store is a relatively small Canadian retail luggage chain. It has been running under this name since 1997, when it opened its first store in Pearson International Airport in Toronto. Pearson, Canada’s busiest airport, is fertile ground for luggage retailers. In many ways, the foot traffic which passes by The Travel Store’s locations is ideal for a store selling luggage and travel goods.

The Travel Store

Cllda (Canadian luggage and leathergoods dealers association)

The CLLDA was founded in 1992 as a buying group to help independent merchants attain better pricing and terms with major vendors in the luggage and leathergoods business. We have evolved over the years to encompass members from coast to coast. We have over 40 companies in our group and have become an important player in the retail marketplace for most of the major vendors.

The focus of our group over the past few years has been on negotiating volume rebate

incentives and special pricing/terms with all the major vendors in our industry. Our members have been very happy with the returns they get back at year-end, and our vendors are happy with the increased business they get from our membership base.

Our annual meetings, held on the Saturday of the LLHA Show week, have become lively exchanges including sharing marketing ideas, best seller reviews, new vendors and more. Even in a very tough year, our 2008 volume rebates were a record 18% over 2007 and an incredible 70% increase on 2006 dollars.

We are always looking for new members and you don’t have to be in the luggage

business to benefit. Membership dues are minimal and the benefits are huge. Any of our members would be glad to supply you with more information. for more details, contact: brian Hobrecker, Cllda president 902-454-8654

Our Executive Board members are:Kit Johaneson, Bags ‘n All, Vernon, British Columbia 250-545-3770Brian Hobrecker, Kellys Luggage, Halifax, Nova Scotia 902-454-8654Perry Mogus, Urban Traveller, Burlington Ontario 905-632-1575

LLHA President Paul Hanley presents Retailer of the Year Award to Store Manager Halina Kurdziel

CLLDA Profileeee

e

Summer 2009 25

Supplier of the Year

Sales Rep of the Year

eee

eee

“Things are slowing down a bit as compared to last year. Still, I think we are maintaining the sales that we had for last year.”

Lam provides a few possible explanations for Samboro’s continued success. “We were keeping ourselves competitive in terms of pricing,” says Lam. Lam also credits Samboro’s diverse brand portfolio. “Our product range is saleable through all sorts of retailers.” It wholesales low, middle and high-end luggage across a range of prices. Its clients include national department stores such as Sears and the Bay, and large national chains such as Zellers and Winners. It also sells to smaller independent stores and small chains. “We are never the cheapest,” says Lam, “but in relation to the quality [the customers] are getting the best value.”

This year Samboro Luggage was named Supplier of the Year by the Luggage, Leathergoods, Handbags and Accessories Association of Canada. e

Sam White is a freelance writer based in Toronto.

Ivan Lam is the President and CEO of Samboro Luggage, a successful importer and supplier of luggage across Canada. Incorporated in 1987, the company imports its three main brands from countries in East Asia. As China’s economy continues to boom as its manufacturing sector grows, it has begun to eclipse other East Asian countries in supplying manufactured goods like luggage. “In the beginning,” says Lam of their products, “they came from other countries as well-like the Philippines and Thailand. But everything is coming from China now.”

Lam served on the board of the Luggage, Leathergoods, Handbags and Accessories Association of Canada for nine years, two of which he served as its president. “It’s good to give back to any industry by serving on its board,” says Lam. Now he runs Samboro out of its offices in Markham, Ontario, where a small staff of about 10 organizes imports and oversees distribution. The office also coordinates Samboro’s various regional sales representatives. “We have sales representatives in every province,” says Lam.

Samboro Luggage distributes three main brands throughout Canada. Its most important is Delsey, which Lam says is the second most important luggage brand in North America. The brand first became successful with its hard side luggage designs. In recent decades, it has added soft side luggage designs as well as various business cases for computers and documents. “Delsey is really the main portion of our business,” says Lam.

Samboro Luggage’s Samboro brand, its second most important line of products, includes soft side luggage as well as more specialized bags like computer cases, golf bags and wheeled backpacks. Samboro also offers broad warranties on these products. Their third main brand is luggage licensed by the WestJet airline. Lam is optimistic about this line because of WestJet Airlines’ increasing market share against its main competitor, Air Canada. “Recently I was surprised to learn that WestJet had 35% of the Canadian market share,” says Lam.

While airline travel is down, Lam is optimistic about Samboro’s business performance and prospects. “We were pleasantly surprised starting last year when all this bad news started coming in,” says Lam. “We were looking for a rough sales period. In the last quarter of 2008 through December our sales were up by a single digit percentage. In the first three months of 2009 we were even up by double digits,” says Lam, when most retailers were experiencing 10% to 20% drops in sales. As the recession bottoms out, however, Lam says,

Samboro Luggage

Sales rep of the Year: ania Chomicz Ania Chomicz is the LLHA Association’s Sales Rep of the Year. She has been a representative for national wholesaler Holiday Group for more than two decades. “I have been in the industry for 28 years, in just luggage and handbags,” says Chomicz. She joined Holiday Group, “one of the oldest, largest companies in this industry,” in 1986.

Holiday Group wholesales across Canada, and markets proprietary brands such as Atlantic and Travelpro as well as licensed brands such as Roots and Air Canada. It is also in a period of rapid expansion. Chomicz works out of Holiday’s Mississauga, Ontario

office, which is its largest in the country. Her specialty is dealing with independent retailers rather than large national chains and her clients include independent stores and small chains across Ontario.

Chomicz describes how Holiday’s business has expanded rapidly from just luggage sales into the sale of many different types of accessories. “Luggage gets them in the door,” says Chomicz, but accessories are selling at a very high volume.

“The decision came in that I’ve worked hard enough and long enough to be honoured,” Chomicz says of the LLHA award. She credits this award to her longevity in the industry and

her rapport with her clients. “The customers are my friends,” she says. “Going into work is not like going into work. I love it” e

Samboro’s President & CEO, Ivan Lam, receives Supplier of the Year Award from LLHA President Paul Hanley

Ania Chomicz

e

e

LLHA President Paul Hanley presents award to Ania Chomicz

of Holiday Group


Fashion Trends: Colours and Fall 2009eee

Combined with their own creativity and understanding of what it is consumers want, industry experts like Sabrina Roy, Handbags Designer at Cabrelli, develop detailed fashion forecasts each season. For Fall

2009, “Fashion once again embraces its long time muse; the colour black,” she says. Along with colour concepts, Roy has developed five main themes that will run through the season. They include Gentleman’s Quarterly, Haight Ashbury, Highland Fling, Sex and the City and the Royal Treatment.

For Gentleman’s Quar ter ly, “Warm hues blend together for subtle sophistication, and fabrics include sweater knits, wool tweeds, silks and wool herringbone,” notes Roy. In the Haight Ashbury theme, “Fashion pays tribute to the late ‘60s and early ‘70s where you can expect a politically aware yet peaceful fashion statement via handcrafted fabrics, hand painted details and embroidered looks, plus beaded and macramé techniques, fringes, tassels and braided cording accent handbags,” she says.

From Conservative to Colourful – This Fall has it All!

By Lucie Grys

The colour palet te for Highland Fling “borrows its base from nature with shades of green, blue and brown serving as a background for the br ighter accent,” remarks Roy. “Deep, dark shades of colour, inspired by the rich tones of fine red wines, perfectly complement the ‘Sex and the City’ trend,” she adds. And look for bright jewel tones “encrusted stones, metallic threads incorporated into damask and tapestr y weaves,” for the Royal Treatment trend, says Roy.

Haight Ashbury and the Sex and the City themes are captured in

these latest designs by

Cabrelli.

It is the job of the designer to develop new and exciting colour stories and themes each season. Influences from fashion magazines, current news stories and even popular television programs like Project Runway, all serve as jumping off points for the creation of new product lines featuring all the hottest colours and emerging themes.

Summer 2009 27

“The upcoming colours for Fall 2009 are deep red and purple, earthy tones like honey yellow and burnt

sienna. There will be splashes of warm olive and rose. Navy is out and deep teal blues are in. Black is a must and we will see many versions of charcoal, grey and silver. We’ll also see hints of fringe on handbags and animal prints are also on the scene – something sexy and fun to lift women’s spirits,” notes Sandra Cassivi, Director of Sales and Marketing at OutSource Aim Imports. The current economic situation is “causing many women to be conservative with their apparel and accessory budget. Black, charcoal, grey and red are the 'safe' colours for any women’s wardrobe and will last for many seasons. These basic colours are also easily dressed up with colourful accessories,” she adds.

Alex Whiteside, President of Derek Alexander Group believes, “Fall 2009 will see the beginnings of the return to more classic styling; black becoming predominant

again; and an emphasis on value – regardless of the price point. The main influence will be the world economy; not even the reality of the recession but the perception will be enough. It will become more 'in fashion' to use natural materials, be less frivolous, and fashion will become more understated with a return to the “less is more” philosophy.”

Fashion Trends: Colours and Fall 2009 eee

“For Fall 2009, we’ll see a rich colour palette of mauve, yellow, s la te and touches of cher r y

parading next to pewter, gold, matte and black. Leopard is considered a classic,” notes Mar y-Ann Kever ian, Creat ive Director at Miss MAK Designs by H & V Leathergoods. “Consumers are looking to buy something different, something that makes a statement and that is of high quality in terms of durability and function,” she adds.

Lousie Beaudoin, President of Elan’Ore, believes, “Intense red makes an appearance combined

with other colours to have a more glamorous effect. Gold returns with a vengeance after having been discarded as being too seventies. Violet will be seen in all its shades from violet pink to deep purple. Chocolate, back again as a great substitute for black and blue and already popular last year, will be seen combined with black or with jeans.” When it comes to popular looks, she adds, “Vintage is still in but is influenced by a modern twist and a rediscovered freedom style, with lots of butterflies and regal necklaces combined to cover the lady’s décolleté in order to provide an illuminating effect.”

Elan’Ore’s latest lines reveal that contrasting colours is a hot trend for this coming season in watches and bags.

Animal print pieces such as these by Sac O Grande, are a hot ticket this season.

Miss MAK’s are some of the clutches in unique colours and prints that make a statement this Fall.

Understated practicality and sophistication exemplify the pieces from Derek Alexander Group.


Macy Fair’s Creative Director, Mandy Dent, notes, “We find our

customers are looking for classic, well-made pieces that can survive the passage of time while being able to dabble in trendy prints and colours for an updated look.” To achieve the right balance, they have combined classic shapes with trendy detailing such as metallic buckles, st rap deta i ls and muted metallic colours like pewter, meta l l i c p lum and tea l . “Animal prints have now been a solid staple print, and we are using more exotic prints such as python and crocodile in unusual colour and fabric combinations,” adds Dent.

Michele Shepard who owns a small boutique called Soko is also seeing “a lot of rich tones such as grey and plums. Black of course is a given in all

seasons but I’ve been noticing a lot more rich variances on grey – some tending towards a blue tone and some in a rich silvery grey. Blue, which has been absent recently, seems to be back in rich jewel tones such as a dark teal and there are also lots of variances on purple from rich burgundy to dark plums and rich reds to burnt oranges.”

Unique colours are also impacting the luggage scene. “Black continues as the #1 seller in luggage; however, browns and tans are a very close second. Purples have

been very successful for the past two seasons and orange has grown in popularity as well,” notes Krista Haigh, Luggage Buyer at The Bay. “Lilac and lavender will still likely be big into Fall. Bronze and darker teals might also do well. As for prints, plaids in various forms are still the best selling points,” notes Emran Sheikh, President and CEO of Heys Luggage.

Joanne Boivin, President of Les Diffusions Joanel notes that “Handbags are a fashion statement, an image and a lifestyle and are indispensable in the

fashion scene. This season’s collections feature vibrant colours, a diversity of materials, special effects, textures and quality hardware. The hot new hues this fall are purple, honey yellow, cimento, cranberry red, iron, pewter, raspberry, olive and majolica blue. Black and chocolate brown remain classic colours.”

Watch for synthetic animal prints in hot new hues, such as this line by Joanel. The Bay carries Heys Eco Case which is made of 100% recycled plastic and

comes in bright colours.

Wheeled bags in materials like faux croc make traveling easy and fashionable.

Macy Fair’s offerings include classic shapes with trendy prints and materials that make a great combination this season.

Fashion Trends: Colours and Fall 2009eee

Summer 2009 29

Axessimo, which specializes in wallets, gloves, scarves and other accessories, has created its Fall 2009 product line around four major colour stories. “Earth tones with

warm colours from browns, oranges and mustards all the way to reds, cooler greys and blues; a wide range of red, berry, purple, pink and eggplant colours to make a punch; all shades of greens are used this season from kelly green, olive, forest to apple; and subtle colours of blacks, silver, greys and navies are still important this season. Fur detailing on gloves and shawls, flower embroidery or appliqués, large prints for silk scarves, paisleys, patchwork for clutches and wallets are all being seen on accessories and garments. Opulence is the way to go,” notes Rick Oquet, President.

Eva Fung, Marketing Director with ESPE, notes, “For Fall 2009, we tend to like browns, greens and purples. We find that the rich tones of these shades add a perfect

punch of colour to dull Canadian winters.” To Fung, the main influences on the upcoming trends are focussing more “on the practicality of handbags, wallets, and accessories. Our handbag collection now features larger, more spacious interiors and our wallets have expanded to include a "clutch" line - perfect for any night out, “ adds Fung.

Combining materials and pairing colours is also a direction for jewelry. “For accessories, you will see a lot of metallic colours being used; bronze, iron, gold and silver,” says

Naomi Trainer, Vice President at Silver Gate. There is also “an increase in two-tone jewelry becoming popular for its versatility and appeal to both silver and gold lovers. The combination is both striking and creates a rich and exotic look,” she says. Bold statement pieces are also popular this season as are big bangles and cuffs. The decline in the economy has had an extreme impact and the jewelry industry has not been excluded. Many of the pieces Silver Gate supplies are made with a process called electroforming which includes the use of stainless steel to keep the price point affordable.

While black remains a popular and safe choice, Fall 2009 will see bright lilacs, oranges and influences from nature. Vibrant reds, golds and rich jewel tones may speak to the gradual recovery of the global economy. Metals are mixed and the use of embellishments like embroidery, tassels and fringes reflect the handcrafted trend. Ultimately, buyers are looking for quality, durability and excellent price points whether the piece they buy is conservative or reflects more of a personal statement. e

One current direction is to embellish wallets and gloves with details like trendy fabrics and metallic grommets, as seen in Axessimo’s newest products.

Silver Gate’s pieces show that two-tone jewelry in silvers and golds as well as large brooches worn as wearable art are popular this Fall.

ESPE showcases a collection of unique clutch wallets which still reflect the growing demand for practicality.

Fashion Trends: Colours and Fall 2009 eee

Fashion Trendseee


If you are a sales rep, you have likely spent a lot of time on the road, away from family and the comforts of home. Here are a few tips and suggestions to help save you money, and make life on the road a little easier.

Cost Savings Tips for RepsBy Lucie Grys

Share with others

Talk to your colleagues, share battle

stories and successes with others on the

road. Connecting with other reps and

getting the scoop on the best places to

stay, great hot spots for grabbing dinner

on the go, free parking and even short cuts

getting from place to place, gives you a

leg up.

On the Roadeee


Be a joiner

Organizations like the LLHA, the CPSA (Canadian

Professional Sales Association), and the CAA offer their

members loads of great benefits to help save you

money and time. You can save big bucks from a special

agreement that the LLHA has with Raedan Freight

Services for shipping products. Members of the CPSA

can get discounts on everything from travel, hotels, gas,

car and life insurance to merchant services. And we

know that a CAA membership is a must if you are

traveling on the road and need roadside assistance or

you want to take advantage of a wide range of discounts

on hotels, insurance, car rentals and more.

Use your pointsSaving those points for a flat screen television or a trip

to Italy? Why not apply them to free hotel stays if you are

an independent sales rep, or take your clients out for a

business dinner without dropping a cent? Plans offered

through companies like Air Miles, Aeroplan, Petro

Canada and major credit cards all offer points programs to build loyalty. Go on line to check your

points regularly and cash them in.

Review your existing plansTake some time to compare your long distance,

cell phone and internet plans with the competition.

A lot of plans offer free long distance and you may

even opt to cancel your home phone and use your

cell phone exclusively. Negotiate. Use your long

time customer advantage to your benefit. Look for

deals -they are out there.

Don’t be shyThere are deals to be had, especially if you are

over the age of 50. Don’t be afraid to ask for a

discount on hotels, meals, rentals, plans. You’ve

earned it!

Be a tech guru

Use GPS technology, download maps onto your PDA,

confirm your meetings and visits with automatic email

response, flag meetings electronically in your and

your clients’ computer calendars. Spending some

time to learn how to use all the bells and whistles on

your new laptop or Blackberry can save you time and

make you money.

Summer 2009 31

Cost Savings Tips for Reps

On the Road eee

www.llha.cawww.airmiles.cawww.cpsa.cawww.caa.cawww.aeroplan.cawww.bell.cawww.rogers.comwww.raedanfreightservices.comwww.expedia.ca

Websites to bookmark:

Summer 2009 31


Business Centreeeeeee Business Centreeee


Summer 2009 33

Business Centre eee

Buying and Sourcing in a Down EconomyBy Stuart Silverman and Rena Granofsky

One of the keys to successful retailing lies in ensuring you have the right products in the right store at the right time. This is always challenging, but even more so in this down economy for retailers of travel goods and accessories because consumers are now making do with fewer discretionary vacations and products. Not only must retailers get all the R’s right (i.e. product, location, and timing) but this must be done while keeping inventories and costs down.

The right buying strategies, enabled by technology and business processes, can go a long way in helping the situation. Customized Assortments, for example, ensure the products go to the right stores, where they will be sold. Product Lifecycle Management (PLM) enables collaboration with suppliers, elimination of waste and enables speed to market. And Flowcasting, an emerging best practice, provides visibility on inventory movement to everyone in the supply chain, significantly eliminating excess inventories and costs. We describe each of these best practices in more detail below.

Customized assortmentsBest practices in Customized Assortments enable retailers to transition from cookie-cutter assortments and layouts to assortments that are customized by store or region, mirroring the demand of that market’s customers. For example, we would expect a different selection of items and pricing at mall stores, outlet stores, and airport stores. Similarly, the Montreal shopper may prefer different styles and/or colours than the Calgary shopper. Weather may vary by region so, for example, travel shorts may be needed only where the weather is warmer. Sizing may also vary by location.

With today’s Sales Analysis, Business Inte l l igence, and Assortment Planning tools, it is far

easier to manage customized assortments at a more granular level than ever before. This best practice produces a highly effective return on your store level inventory investment in the form of increased sales and fewer markdowns on products that do not sell in store A but sell in store B.

product lifecycle Management (plM)For retailers who design their own p roducts and have them manufactured overseas, best practices in PLM enable retailers to better collaborate with their manufacturing partners to improve speed to market allowing them to be more responsive to changing market trends and demands.

PLM is the col laborat ive m a n a g e m e n t o f p r o d u c t development f rom concept through to retail delivery. These processes have traditionally been carried out using spreadsheets, phones, and faxes often resulting i n m i s c o m m u n i c a t i o n , misunderstanding, poor quality, and delays. Today’s PLM systems prov ide a s ing le common framework to al low trading partners all over the world to collaborate on specs, designs, quo tes , pu rchase o rde rs , p ro d u c t i o n , a n d d e l i ve r y schedules.

Using PLM best practices, retailers have seen more effective collaboration with their suppliers resulting in significantly higher inventory turnover and much greater full price sellthrough.

flowcastingA newly emerging best practice for purchasing and managing inventory in the retail supply chain is called ‘Flowcasting’. With Flowcasting, all buying and replenishment activities in the retail supply chain are driven from consumer purchases across all sales channels.

For each store and sales channel, the demand is forecasted out a full


Fashion Trendseee

year, with consideration given to product introductions and deletions, promotions, seasonality and trends. This demand model is then overlaid on top of the distribution network model for the item including lead times, minimum order quantities, order points, and safety stock. Once this model is defined, Flowcasting c a l c u la tes th e i nve n to r y requirements and shipments at all locations in the supply chain – stores, distribution centers, and supplier distribution points – for up to a year in the future.

Daily, Flowcasting evaluates what has sold versus what was on the plan, and recalculates the demand and shipment plans for all channels, stores, and DC’s in the supply chain to adapt to changing conditions.

Thus, every partner in the supply chain has visibility to how the products are performing at every store and every sales channel; every stakeholder sees when they will need to ship products to the next partner in the supply chain. There is one plan, which is connected to the consumer. And the plan is re-evaluated every day.

Resu l tan t l y, w i th lowe r inventories across the entire supply chain, the stores are in stock with the right items that consumers want to buy.

the opportunity The economy is definitely challenging and weaker retailers may not survive. Strong retailers, however, will see this as an o p p o r t u n i t y t o p o s i t i o n themselves for the future. By investing in the right technology tools, these companies will not only manage inventories and costs to stay profitable, but also lay the groundwork for growth when the economy recovers. The choice is yours. e

Rena Granofksy is President of RIT Experts and Stuart Silverman is Senior Consultant. RIT Experts is an international consulting firm specializing in retail technology strategies, best practice research, and system searches. The company is based in Toronto, and also offers cost effective workshops for retailers on developing their own IT strategies. Please refer to www.r i t e x p e r t s .c o m fo r m o r e information.

Business Centreeee

Summer 2009 35

name: Just Bagsowner: Christine BebenCity: Toronto, ONin business for: 12 yearsnumber of locations: 1number of employees: 3Specializing in: luggage, travel accessories, handbags, wallets, briefcases, backpacks, and duffle bags.

name: UN Luggageowner: Peter and Elsie ThiessenCity: Winnipeg, MBin business for: 64 years. Thiessen family purchased the business 25 years agonumber of locations: 1number of employees: 7Specializing in: luggage, business cases and handbags.

please tell us about your purchasing policies? Christine beben: When looking for product, turn to reputable suppliers. We buy only first quality items. We attend all major trade shows related to our product categories in order to source new suppliers.Jonathan thiessen: We of ten re l y on customers to give us the heads up on certain lines they are interested in and source some things that way. We try and keep up with what is in style or generating buzz in both industry and non-industry magazines and media.

How do you look for deals and other cost-saving opportunities? beben: Deals are made available by keeping in close contact with the vendors. By visiting them often, you become aware of promotions early. thiessen: Hopefully reps will give you the heads up if something will be going on sale and you can make plans accordingly. At trade shows there are often opportunity buys where you may start a relationship with a vendor simply because they are trying to move product and provide you with an incentive to start dealing with them. Smart ordering can also help save money spent on freight.

please explain how you depend on long-standing connections with your suppliers? beben: A good relationship with vendors is key. We depend on them to provide us with innovative items to bring to our customers. Credit terms and flexibility are another way we depend on them. thiessen: Having a good relationship means you can sometimes call in favors like rushing out orders, arranging ad co-ops, etc.

How do you manage inventory? what software program do you use? beben: We use an independent computer POS system called Ardus. It is an older system, but it works to keep track of quantities on hand. As well, being in the store and working with customers allows us to see what is selling and what is needed to complete our selection.

thiessen: We don’t have a software system. We manually do our inventory. We would like to switch over, but it always seems that other things are more of a priority. I t ’s on the horizon.

what advice do you have for others in this industry? beben: Always be open minded. If you are not willing to try something, you do not know if it will work. Just because you don't like something doesn’t mean that it doesn't sell.thiessen: It is tough to give good advice that would apply to everyone in the industry. Stores are very different and may need a different mix of product and approach than would work for us.

How do you build customer loyalty? beben: We have very knowledgeable staff that can answer any questions regarding product quality, style, trends, features, etc. We take time to talk to them and understand their needs so we can guide them in making their decisions. thiessen: You have to remain competitive. Service is very important and so is product selection so that customers are loyal to coming to a store where they expect to find certain things. If you disappoint, then they will usually go elsewhere.

business Centre q & a we asked two retailers for insights into their purchasing policies….

Life Exotics

www.pinkstix.com

APlusInternationalCorp. 416-255-0171 aplusinternational.ca 23

AxessimoInternational 514-982-0801 axessimo.ca 28

BangdaCanadaInc. 905-480-0309 bangda.ca 20

CabrelliInc. 800-784-4750 cabrelli.ca 20,27,29

DerekAlexanderGroupInc. 888-252-0006 — 17,20

Espe 905-881-3829 espe.ca 21, 34

G.F-T Enterprises 888-359-9355 nojetlag.com 37

H & V Leathergoods 877-382-9889 missmakdesigns.com 13, 21

HedgrenCreationsCanadaInc. 905-338-5843 hedgren.ca 14,21

HeysInternationalLtd. 905-361-4000 heys.ca IFC,21

HolidayGroup 866-325-0660 holiday.ca 39,IBC

LevelTradeInc. 416-890-2080 — 20

MacyFairInc. 905-709-0532 macyfair.com 22,35

ManciniLeatherGoodsInc. 800-276-8346 mancinileather.com 5,23

Ostba of Salzburg 905-857-9015 ostba.com 22

OutSourceAimImports 450-510-3928 sacogrande.com 17,22

Samboro Luggage (Canada) Corp 905-305-1888 samboro.ca 9, 22

TheAgency 416-703-5201 — 22

Throat Threads Apparel 877-717-7466 throatthreads.com 12, 22, 23, OBC

Trend Marketing 905-274-0027 trendm.com 23

ADVERTISERS INDEX Thank you for participating in the Premier Issue of TGF&A!

Business Centre eee

Marketingeee

1.

3. 5.

2.

4.social vehicles like Facebook and Twitter. This will enable you to educate customers about new products, attract new clientele a n d m a i n t a i n r e l a t i o n s h i p s w i t h distributors and manufacturers.

“Service can’t be just an initiative,” sums up Graff. “Live it every day. It’s who you are.” e

Lisa Kopochinski is a freelance writer and can be reached at l [email protected].

know Your productsEducating customers about products is key in making a sale. It’s vital that product knowledge is taught to employees so they can pass it on to customers.

Ask sales reps to demonstrate their products to staff since they tend to know the product best. And be sure to hire friendly and enthusiastic staff.

recognize every Customer as an individualPersonalized service distinguishes great retailers from the rest. Customers want to feel special so retailers that of fer a memorable one-on-one relationship will improve their chances of making a sale.

Customers want fast ser v ice, so responsiveness and the ability to adapt quickly are advantages that independent retailers have over larger organizations, offers the RCC.

emphasize HonestyYour mother taught you that honesty is the best policy. The retail environment is the perfect atmosphere to practice this. A customer who trusts your staff is more likely to become a loyal customer and refer your store to others.

The RCC stresses that retailers should make promises they can keep and do it better than anyone else. Live up to your billing, never overstate and write clear policies.

don’t push Customers to buyNothing is more of a turn off than a pushy sales associate. Know when to approach and when to back off. Budget-conscious customers want help in choosing the product that fits their needs. If a customer needs a few more days to make a decision, then respect that.

reach Customers across the Channels When it comes to service, the RCC says customers definitely want more cake and less icing. They want to be connected with the right product for them and not the bells and whistles, particularly if they are budget conscious.

And today’s younger clientele expect to be able to reach retailers by e-mail, text messaging, and other online channels.

This means creating an online store that informs customers about your location, hours, merchandise, and ways to contact you. Invest your energies into

Great customer service is a lot like baking a cake. If you don’t have all the correct ingredients, the batter doesn’t rise and neither does your client base.

In today’s tough economy, it’s more difficult than ever to not only lure the customer in, but keep them long term.

“Service is the last great differentiator for most every retailer,” says Kevin Graff, president of Graff Retail in Oakville, ON, which specializes in training, management and store operations. “Retail suffers from sameness—same products in all stores, marketing angles, same

store designs. The only uniqueness can be with service.”While loyalty has always been important, he adds that in

today’s competitive marketplace, it’s difficult to hold onto that customer base. “In many respects, there is no such thing as customer loyalty. If a customer can find a better product, service, price or experience elsewhere, they’re gone!”

The Retail Council of Canada (RCC) offers a number of key ingredients that can help retailers keep their customers coming back:

By Lisa Kopochinski

Great Customer Service Requires the Right Mix


Summer 2009 37

Regulatory eee

House of Commons Standing Committee to review restructuring of interacThe Retai l Council of Canada applauds the decis ion of the House of Commons Standing Committee on Industry to review the proposed restructure of Interac. This review is seen as a victory for Canadian retailers and customers.

" Canada ' s deb i t sys tem is recognized as one of the best in the world. Retail Council of Canada is very concerned that the main o u t c o m e o f t h e p r o p o s e d restructuring of Interac will be a dramatic increase in the cost of debit card services for retailers and their customers. We have been working hard to ensure the voice of Canadian retailers is heard on this

issue because it could have a profound impact on their businesses and ultimately their customers," notes Diane J. Brisebois, President and CEO, Retail Council of Canada.

Under the proposed restructuring, Interac would change from its current not-for-profit structure to a for-profit operation. Retailers will be forced to pay higher fees that Interac will just turn over to the card-issuing financial institutions. Says Brisebois, "We must not allow debit card services to end up like the credit card market, where rates are jacked up to provide ever-more profit for the card issuers and the card companies. Today, retailers and their customers face serious economic challenges. It is the worst time for Canada to allow changes designed to pull more money out of the pockets of retailers and consumers, especially when it will be used to make debit even more profitable for financial institutions than it is today." Source: www.retailcouncil.org/news

government of Canada to Conduct Historic Credit and debit Card inquiryThis past May, Canadian businesses went to Ottawa for the start of House of Commons Committee hearings focused on the runaway fees merchants are forced to pay to accept credit cards. The hearings signal the first time that credit and debit card issues have been examined by Parliament.

At the centre of the inquiry are the fee practices of Canada's two major credit card companies, Visa and MasterCard, who have hiked merchant charges over the past year. Merchants have asked Parliament to examine the uncontrolled escalation in credit card fees as well as the imminent destruction of Canada's low-cost and efficient debit system as Visa and MasterCard prepare to enter the Canadian market with their own debit products.

Merchants have also been alarmed by the explosion of premium cards into the Canadian market - cards that carry an increased cost for merchants. These more expensive cards would typically represent a small percentage of a merchant 's credit card transactions, but they've jumped to more than 30% for many merchants in less than a year. Source: www.retailcouncil.org/news

restrictions on liquids, gels and aerosolsThe following security measures are in place until further notice:

Passengers are permitted to bring liquids, gels and aerosols through security screening at Canadian airports provided that the items are packaged in containers with a capacity of 100 ml / 100 grams (3.4 oz) or less, and that the containers fit comfortably in one clear, closed and re-sealable plastic bag with a capacity of no more than 1 litre (1 quart). The approximate dimensions of a one litre/quart bag are 15.24 cm by 22.86 cm (6 in. by 9 in.) or 20 cm by 17.5 cm (8 in. by 7 in.). One bag per passenger is permitted.

Keeping Current on Key Industry Issues

Baby formula, baby food, milk, water and juice when passengers are traveling with an infant under two years of age (0-24 months), liquid prescription medicine and essential non-prescription liquid medicines, are all exempt from the container size restrictions and are not required to be placed in a plastic bag. However, passengers must declare to screening authorities all such items not in a bag or over 100 ml / 100 grams (3.4 oz) in capacity. These passengers may be subject to additional screening.

There are no size or bag restrictions for liquids and gels packed in checked baggage. SOURCE: The Canadian Air Transport Security Authority (CATSA); Canada's aviation security authority. CATSA's primary responsibility is to enhance the security of the travelling public by ensuring that threat items are not carried onto an aircraft. e

With a 58 year reputation for quality, customer service and excellence, and a diverse customer base of over

5,700 points of sale for its products, Holiday is the main source of supply to every retailer in Canada and the

acknowleged leader in the industry.

Headquartered in Montreal, with a sales force in every major Canadian city and showrooms in Vancouver, Toronto and

Montreal, Holiday offers over 20 leading proprietary and licensed brands in the moderate to better price range including:

luggage, business cases, camera and media bags, backpacks, sport bags, hockey bags, ski and board bags, handbags, small

leather goods, travel accessories and umbrellas.

Holiday Group Inc. 4875 Des Grandes Prairies, St. Leonard, Quebec H1R 1X4Tel: 866.325.0660 Fax: 514.325.4259 [email protected] www.holiday.ca

Anything less, just doesn’t fly.™

Holiday is Canada’s largest luggage, business case and soft bag supplier.

Holidayad_dps_summer._2009indd 1 8/13/09 12:34:31 PM

makers of the original swiss army knife

WWW.VICTORINOX-TRAVELGEAR.COM | LONDON | NEW YORK | TOKYO

WERKS TRAVELER™ HARDSIDE COLLECTIONThe new look of durability and protection. Inspired by 125 years of Swiss ingenuity.

tgf&a premier issue - summer 2009

Documents

go2009 llha

llha association of

travel store

offering of tgfa

year profile

new voice

word before16 llha news30

samboro luggage sales