Date: May 23, 2005
Vol. IX, No. 10

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TABLE OF CONTENTS

COMMENTARY: Point Fingers or Work Together? 

The finger-pointing in scrapbooking is getting worse. Independents want vendors to stop selling the same lines to chains, vendors want independents to buy more, vendors don't want magazines to get into the product business, independents don't want vendors coming into their areas and selling direct at consumer shows, and vendors and independents don't want other vendors bundling their products into kits and selling them at incredibly low prices to warehouse clubs.

Has everyone suddenly become unethical? No. They're just trying to survive. These complaints indicate the scrapbook pie is not large enough for all the manufacturers and retailers.

On the other hand, the only complaint I hear about yarn is retailers moaning that the vendors don't make it fast enough. Thanks in large part to the Craft Yarn Council of America (CYCA), the pie is big enough for everyone.

Hmmm. So maybe it's time for the scrapbook companies to join together and form the Scrapbook Council of America and imitate the CYCA?

NEW COLUMNS THIS ISSUE

Business-Wise. The controversy over Tara's anti-dumping complaint continues: the view from MacPherson's, the art material distributor.

Scene & Heard. The products and trends from the recent Quilt Market, plus a perspective on the show from a traditional arts & crafts vendor.

Category Reports. Wal-Mart is becoming a category unto itself. Here's the latest, from hitching posts and robots to quarterly reports, legislation, and much more.

"Benny Da Buyer". A buyer for a major chain describes a wonderful – and terrible – time with independent retailers during Quilt Market.

"Vinny Da Vendor". Ellison's Denzil Quick offers thought-provoking suggestions on how scrapbook vendors and independents can work together. (Good advice for vendors and retailers in any product category.)

Note: To read the columns, click on the titles. If you surf to a column and it's an "old" column, click the "Refresh" or "Reload" button of your browser.

Vendors and retailers: Are you increasing or decreasing your ad and marketing dollars this year? To vote, click on Industry Polls in the right-hand column or click HERE.

Who knows which category's overall sales are greater, but CLN readers certainly believe yarn is now growing faster than scrapbooking. A strong 40.5% reported yarn is still experiencing strong growth and 35.7% believe the growth rate has slowed, but yarn is still growing; 19.1% said yarn sales have leveled off, and only 4.8% believe sales have started to slip. No one said sales were showing substantial slippage.

The story was not quite so rosy for scrapbooking. Only 9.8% said the growth was strong and 45.1% said sales were still growing, but at a much slower rate; 15.7% said sales had started to slip, and 2.0% reported substantial slippage.

Shortly after announcing it was scrapping Coterie Scrapbooking because of complaints and potential problems with advertisers of Creating Keepsakes, Simple Scrapbooks, and Paper Crafts, Primedia has signed licensing deals for books, kits, and videos under the CK, SS, and PC brands. Leisure Arts will publish additional books under those titles, and International Masters Publishing (IMP) will produce a line of scrapbooking kits, "Scrap 'n Fun." TN Marketing will produce a line of videos under the Creating Keepsakes logo.

"Scrapbooking in the U.S. has gone from being a casual hobby to a $2.5 billion industry and Primedia's craft titles, in particular Creating Keepsakes, have been at the forefront of the industry's explosion since day one," said Jacqueline Blum, president of Primedia Ent., the company's licensing arm, in a press release. "It made perfect sense to expand the company's voice of authority in the world of scrapbooking and crafting into additional, authentic products that an even broader base of consumers can enjoy."

Regarding the kits, the press release said, "Developed and produced by IMP in conjunction with Creating Keepsakes, the hands-on kit will contain multiple pieces, including a sticker sheet with die-lines using Creating Keepsakes-approved fonts, patterned papers using different patterns and colors, layout pages with pre-designed frames and borders, deluxe cardstock for backgrounds and accents in coordinating colors and textures, pop-out frames, pockets and accents, cut-out headlines and tags with different phrases and journaling blocks, and project ideas and design tips."

CLN has also learned that a "Lisa & Becky" card-making/scrapbook kit with 3,000+ pieces will be the "Today's Special Value" on QVC on Aug. 13, a QVC "Craft Day."

Net income for the first quarter fell 37% to $4.2 million ($0.18/diluted share). Sales increased 3.9% to $420.7 million and same-store sales rose 0.6%. Gross margins decreased due to a more promotional environment and operating profit was hurt by $1.7 million in incremental expenses related to store pre-opening and closing costs.

A disappointed Chair/CEO Alan Rosskamm said, "Sales in the first nine weeks of the quarter did not meet our expectations. On a positive note, our superstore openings are on-track and the stores opened during the first quarter are off to a good start. Our superstores, which now account for almost 40% of total company revenues, outperformed traditional stores in the first quarter, with same-store sales in superstores increasing 2.8%.... we are focused on fresh merchandising and marketing initiatives for our Fall selling season that should drive sales and result in a solid second half earnings improvement."

For the second quarter, historically the company's weakest, execs project a net loss of $0.10-$0.15/diluted share. For the second half of the year, the company is projecting earnings growth of 10%-15%, or $1.85-$1.95 and full-year earnings of $1.88-$2.03.

In the quarter, Jo-Ann's opened 11 superstores and one traditional store and closed 14 traditional stores. The company has already opened five superstores this quarter and plans to open a total of 40 superstores this fiscal year.

For the first quarter there was a net loss of $3.3 million ($0.18/diluted share), compared with net earnings of $0.8 million ($.04) a year ago. A higher LIFO charge caused a negative swing in the after-tax earnings comparison of $.04. Sales decreased 6.9% to $97.8 million and same-store sales also declined 6.9%.

CEO Jane Aggers stated, "Assortments in our core businesses of home decorating, quilting, and apparel fabrics were not complete in the spring, nor were they merchandised effectively. These areas are being addressed as part of the development of an overall plan that will involve new/expanded merchandise lines, changes to the advertising strategy, and enhancements to store presentation.... "The balance sheet remains strong, with $41 million of debt, or 25% of total capitalization.

"As we move forward over the next few months," Aggers added, "our stores will go through a transition that will involve, among other things, enhancements to several lines of fabric, notions and sewing machines, the re-merchandising of certain areas of the store to accommodate customer shopping preferences, and the use of newspaper advertising inserts for the first time."

Economists were pleasantly surprised by the April sales figures released by the nation's chain stores. While Wal-Mart's and Target's figures were disappointing, high-end department stores and most chains devoted to teenagers had substantial gains.

"The results were uneven, but there were clear pockets of strength," Michael P. Niemira, chief economist at the International Council of Shopping Centers, told the Associated Press. (One pocket of strength appeared to be craft stores.)

However, Retail Forward's Future Spending Index indicates consumers are ready to slow the pace in May. The index declined from 103.9 in April--the best showing in three months--to 96.6 in May, reported Retail Merchandiser.

As always, however, results were clouded by Easter. Because of the annual change in its date, March and April results compared to the previous year can provide false positive or negative results.

Michaels. Sales for the first quarter rose 13.1% to $821.0 million, and same-store sales increased 7.8%, thanks to a 2.2% increase in average ticket, a 4.9% increase in transactions, and a 0.7% increase in custom frame deliveries.

A pleased CEO/President Michael Rouleau said, "Higher inventory in-stock levels in our stores, strength in yarn sales, improved results from promotional activities, and continued improvements in store merchandising execution all contributed to our excellent same-store sales results. Our best performing geographic regions were our Pacific, Southeast, and Northern zones, and our best departmental performances came in our Yarn, Paper-crafting, General Crafts, Wedding & Ribbon, and Kids Crafts categories."

Execs expect first quarter diluted earnings/share to be near the high end of their previous guidance of $0.27-$0.29; that would be a 29%-38% increase over last year.

Jo-Ann's. Sales rose 8.0% to $131.5 million and same-store sales increased 4.1%. For the quarter, sales increased 3.9% to $420.7 and same-store sales rose 0.6%.

Wal-Mart. Sales in U.S. stores rose 6.1% to $14.82 billion, but same-stores sales rose only 0.9%, the lowest monthly same-store increase in recent memory. Execs said sales of food were stronger than sales of general merchandise sales; average ticket sales were up but in-store traffic was down. (A result of higher gas prices?)

Hancock. Overall sales declined 2.7% to $28.5 million and same-store sales were down 2.7%. For the first quarter, total sales slipped 4.2% to $97.7 million and same-store sales slid 6.9%. Because of a calendar change the quarter had one less day than last year, which affected sales by $700,000.

Others. Costco, +7.0% ... Walgreen, +5.3% ... Dollar General, +5.2% ... CVS, +5.2% ... Sam's Club, 4.9% ... Big Lots, +4.4% ... J. C. Penney, +3.6% ... Target, +1.3% ... Family Dollar, +0.9% ... Rite Aid, -1.9% ... Duckwall-ALCO, -3.4%.

Jo-Ann's hired trend expert Kathy Lamancusa as Marketing Manager of Content and Education Development. Kathy is a long-time columnist for Craftrends and conducted the Generic Product Workshop at the HIA (now CHA) show for 14 years. She will develop trend-related educational classes and demonstration events for Creative University and Kids Camp. She and her team will also develop content for project sheets, Jo-Ann magazine, and the Internet.

More than 3 million copies of Kathy's books are in print. She has written hundreds of articles for trade and consumer magazines and appeared on numerous television and radio programs, including Oprah. Her PBS series, At Home With Flowers, was broadcast throughout the country and her email newsletters, Trend Talk and Inspirations, were read by thousands.

(Note: The following was emailed to CLN after various phone conversations and emails from the author. We're publishing this out of professional courtesy and because we've concluded he is not pro- or anti-Wal-Mart.)

Have you done business with Wal-Mart? And how has doing business with Wal-Mart shaped your business? For a book about Wal-Mart, an award-winning national journalist wants to speak with business people who have worked with Wal-Mart, particularly those who have worked for companies that are Wal-Mart suppliers. Charles Fishman, a senior writer for Fast Company magazine, is writing a book about Wal-Mart's impact on business in the U.S. If you've had experience doing business with Wal-Mart, and can talk about how that experience affected the company you worked for and its products, feel free to contact Mr. Fishman. He'll be happy to provide more information on his book, which is to be published in spring 2006 by Penguin.

Confidentiality is assured. Email: cnfish@mindspring.com or walmartbook@mindspring.com.

Here's something I discovered recently when grocery shopping at Costco: A well known manufacturer is selling her complete "Collection" as a full kit containing 250+ scrapbooking components, including 16 or so papers, at least 4 pages of full-size cardstock stickers, alphabet rub-ons and stickers, and rub-on images in an attractive package at Costco for a mere $20 Canadian or $16 U.S.. These are the exact same items that retailers are currently trying to sell individually in their stores for double or triple that price.

This will destroy businesses in the retail and manufacturing end of this business. Retailers need to ban together to boycott companies that are basically destroying them before it's too late. As a manufacturer, we do not have the opportunity to impact sales for a company that is dealing with the industry like this. Retailers need to wake up and react. – Name Withheld

(Note: The following is in response to CLN's report that Primedia, publisher of Creating Keepsakes and other industry magazines, had pulled the plug on a new venture, Coterie Scrapbooking, which would have sold scrapbook and paper-craft kits and publications. CLN received this note before Primedia announced new licensing deals – see article above.)

This is good news and shows the strength of the vendor community. However the vendors act and speak with a double-edged sword. They hated that the magazine was in competition with them (the advertisers) by selling kits and supplies direct to consumers, yet we must ask, are these very same scrapbook vendors who are selling direct to consumers on their web sites? Aren't they competing with their retail customers? Wake up manufacturers! – Name Withheld

1. When Dave Ladd called to tell me about the minor explosion at Walnut Hollow in Wisconsin, we talked about the explosion/fire he had about 20 years ago and Dave reminded me with the following story of how wonderful the industry was to him back then:

Dave's friend, the late Jim Mulvey, founder and president of Houston Art, immediately called Dave from Texas and declared, "I'm sending you money!" Dave answered, "I don't need money." And Jim replied, "Well, I'm sending you money anyway!"

2. Talk about an amazing coincidence: Beth Mauro, the fine writer for CNA, emailed me saying she was working on a story about the importance of businesses protecting themselves against disasters, and did I remember any businesses hurt by fires, floods, etc.

I told her about the Walnut Hollow fire 20 years ago – almost to the minute this recent explosion happened. Fortunately, this time it did not turn into a fire.

3. The question of "markdown money" has hit the national media after Saks fired some key execs and promised to return some $20 million to vendors. The affair is also being investigated by the Attorney General's office. (Markdown money is a what suppliers pay retailers to compensate stores when merchandise doesn't sell and has to go on sale, or be "marked down.")

Meanwhile, some vendors are taking their retail customers to court claiming retailers are taking excessive "chargebacks," reported the New York Times. Chargebacks are deductions retailers take for deliveries that were late or did not adhere to the retailers' sometimes elaborate shipping guidelines. In a suit filed last November against McRae's and Parisian, two large chains owned by Saks, the Times reported the stores took nearly $176,016 in deductions on $200,000 worth of products. There have been more than two dozen lawsuits against retailers, mostly department stores, in the past few years, the Times reported.

This practice is becoming more common in our industry, but apparently is also being scrutinized more closely by law enforcement agencies.

4. Questions: A recent posting on a Two Peas message board details how a scrapbooker returning from Britain had her tools confiscated from her checked luggage. Is this a one-time goof by security officials, or is it becoming standard practice? And what is the latest about passengers being allowed to carry on knitting needles?

SEWING. CLN has learned that the Home Sewing Assn. and Pat Kobishyn, sponsor of the Int. Textiles Expos, are in negotiations to solve the problem of four national sewing trade shows (two in the spring and two in the fall). An announcement is expected soon.

PEOPLE. Margot Fraisl was named Regional Sales Manager for the upper Illinois territory for Gerson Int. ... Chuck Sabosik was named Director, Business Development for Loew-Cornell. Chuck was President of Westwater and has worked for Blumenthal/Lansing, Wm E. Wright, and EZ Int. ... Teresa Collins resigned from Rusty Pickle ... Search Press USA named Erin Sieck, Sales and Marketing Assistant ... Garden Ridge named Mary McNabb as CEO. She was most recently Exec VP of Merchandising & Marketing at Factory 2-U Stores ... James Austin resigned as Exec VP/COO for Hancock Fabrics. Merchandising, marketing, and store operations departments now report to CEO Jane Aggers.

PEOPLE. Vincent Donofrio joined Chroma as General Manager-Arts-USA. Vince worked in sales/marketing management with Koh-I-Noor, Faber-Castell, and Staedtler. Dana Rollins also joined Chroma as Network Coordinator-Fine Art & Education ... Sandra Ghezzi is the VP of Marketing, Member Services & Education for CHA. Her start date is May 31.

HOBBIES. The merger of MRIA, RCHTA, and IMMA into the Hobby Manufacturers Assn. is complete and Pat Koziol is the Exec Director. Pat was RCHTA's exec director and before than served as HIA's (now CHA) exec director. For more, call 973-283-9088 or email pat.koziol@plsi.com or pat@ihobbyexpo.com.

CHA. Is looking for nominees to be considered by the Nominating Committee to serve three-year terms on the board of directors. An online submission form at www.craftandhobby.org/nominations2006.html is available for members to submit names. The deadline is Aug. 5. First, make certain your nominee is willing to serve. Retailer Jane Marski (Hannah's Home Accents) is the Chair... CHA's website, www.craftandhobby.org, enables members to contact CHA leaders directly. Click on Members Only, then "Ask the Membership Linkage Committee," then "Have a Question."

CONSUMERS SHOWS. The Summer FiberArts Market (July 21-24, in Oakland) will feature 65+ booths of retailers and 90+ knitting and crochet classes. To see the exhibitor list, visit www.e-offinger.net/fiber/exhlistsummer.cfm. For more info or to register online, visit www.fiberartsmarket.com/summer/attendee.shtm or email fiberarts@offinger.com.

ACQUISITION. Loew-Cornell acquired selected assets of the craft business of Innovo, including the marketing, sale, and distribution of fashion accessories such as canvas and vinyl totes, aprons, etc., to the craft and novelty markets. Details of the transaction were not disclosed. Loew-Cornell is a subsidiary of Jarden Corp. (NYSE: JAH). For more, email loew-cornell@loew-cornell.com or visit www.loew-cornell.com.

ACQUISITION. The investment firm Advent Int. acquired Making Memories from Peterson Partners for an undisclosed sum. Management retains a "significant" ownership stake.

INTERNATIONAL. Progresso Hudtelfa in Brazil, the manufacturer of Ribband, opened a sales office in Europe and wondered if any industry company wishing to expand in Europe would be interested in a a joint venture (where there is no conflict of interest by product) to share the office and its operational expenses. It is in the Dutch-speaking region of Belgium, between the Brussels airport and the seaport of Ghent, in the center of Europe. They will take care any language or packaging issues. For more info, call contact Rudy Heukels at 908-684-1998, fax 908-684-1112, or email rh99int@aol.com.

WOOD. There were no injuries from an explosion in the sawdust-collection area of Walnut Hollow, and production; shipping, and sales were NOT affected, says CEO Dave Ladd.

FLORALS. FloraCraft was profiled by the National Assn. of Manufacturers. An excerpt: "Founded in 1946 as the Foliage Company of America, the company harvested oak leaves and beach grasses from the shores of Lake Michigan, then dried, preserved, and dyed them for sale to florists. About that time, NAM-member Dow Chemical Co., while trying to develop an insulation material, accidentally created Styrofoam brand plastic foam. The multiple uses of Styrofoam have made the product a craft store staple ever since.... Today, FloraCraft remains a family-owned manufacturer and is now the world’s largest fabricator of Styrofoam for the floral and craft market."

PAINTING. The annual Society of Decorative Painters Conference/Expo which starts today in Tampa will have 266 exhibitor booths and 248 classes/special events. Organizers expect attendance of about 3,500.

STOCK. Michaels recently hit a 52-week high to $38.28 after Lehman Brothers raised its recommendation to Overweight from Equal Weight ... Stephens Inc. upgraded A.C. Moore from Equal Weight to Overweight ... ... Michaels repurchased an additional 1,474,200 shares of the company's common stock since the end of fiscal 2004.

NEW COMPANY. Around The Block is a paper crafts and home-dec supplier led by owners Jennifer Straus and Guinevere Wessell. Products lines will include the patent-pending Roll-On Transfers, Classy Scrapbook Satchels, and Scroll Greetings that turn a card into a home dec keepsake. Look for an ad campaign soon and see the exhibit at the CHA summer show. Visit www.aroundtheblockproducts.com, call 801-529-2577, or email aroundtheblockproducts@comcast.net.

LOOKING TO HIRE. Walnut Hollow is looking for a Key Accounts Manager. Work out of Dodgeville, WI with 50% travel. Send resume/salary requirements in confidence to: Human Resources Manager, Walnut Hollow, 1409 State Rd. 23, Dodgeville, WI 53533 or email myersb@walnuthollow.com.

LOOKING TO HIRE. A Marketing Communications Manager, responsible for the copywriting of all collateral material (ads, direct response, Internet, etc.) Retail and consumer marketing experiences desired, preferably in home dec, art, craft, scrapbooking, etc. ... A picture framing/molding client is looking for sales reps for Manhattan and the VA/MD/Washington DC areas ... Also a General Manager with a regional sales manager background to be located in Los Angeles. For more, contact Dionne Jordan-Heard in confidence. Call 404-321-6735 or email djheard@wetherbypartners.com.

CONTEST. Delta is continuing its annual Delta Painting Challenge. The 2005 version offers $1,000 prices for winners in the Spirituality/Inspiration, Nature, and Fabulously Feminine categories. Winning projects will be featured in Delta consumer ads; displayed at trade shows, and used as the basis for free pattern packet offered to consumers. The deadline is Sept. 30. For info, visit www.deltacrafts.com/2005-DPC.asp.

CHARITY. Duncan Ent. recently donated $5,000+ to the American Cancer Society for local breast cancer services from the sales of the Tulip Awareness Ribbon Stamp Kit. CEO/President Larry Duncan said "This donation is a tribute to the many employees at Duncan Ent. who have been affected by cancer, either as cancer survivors or as a support system for family and friends who have battled cancer."

LAWSUIT. The Daylight Co., a manufacturer of natural "daylight" lamps and magnifiers, has successfully defended its intellectual property as a result of instigating a lawsuit to protect three of its patented lamp designs. The case was recently settled by confidential agreement. Founder Patrick Jacquelin said, "The Company will continue to forcibly defend its unique designs against any and all forms of infringement."

GARDEN RIDGE. Emerged from bankruptcy with a plan that provides for the distribution of preferred stock to general unsecured creditors and cash distributions to convenience creditors and qualified reclamation creditors.

AUTHORS. Writer’s Digest named the "Tera’s Wish" website by author/designer Tera Leigh as one of the "101 Best Web Sites for Writers." The site "provides articles, tips and exercises to help you find your own creative path," said the magazine. Visit www.teraswish.com.

MAGAZINES. More women are taking up woodworking, so Dynamic Resource Group is offering Woodworking for Women magazine and books such as 101 Ways to Finish Wood ... Watch for a new magazine, Future Network USA's Scrapbook Answers, which will appear on newsstands in August. Many more details later. Future publishes Maximum PC and Mac Addict and promises "a distinct digital flavor to the editorial content" of Scrapbook Answers.

MAGAZINES. The June edition of Ladies Home Journal has an article, "Scrapbooking with the Stars" featuring a scrap party hosted by Leeza Gibbons with ER star Laura Innes, The West Wing's Allison Janney, Desperate Housewives' Felicity Huffman, and Extra host Dayna Devon. It was an effort to hype Gibbons' new book, Scrapbook Traditions.

INTERNET. ScrapBiz.com launched an online mentor program for those wishing to start or improve their scrapbook business. There are specific mentors for home/retail stores, home-party consultants, product developers, Canada, event organizers, online stores, and "scrappers for hire." For more info, visit www.ScrapBiz.com or call Kim Guymon at 425-750-6677.

BOOKS. Jeanette Crews new releases and its new Extreme Embellishment line can be seen at www.jeanettecrews.com/results.cfm?Subcategory=142.

TV. Last Thursday TNNA's Stitch to WIN Against Breast Cancer event at the Aladdin Hotel in Las Vegas was scheduled to be highlighted on NBC TV's daytime reality show, Starting Over ... Martha Stewart will have a new hour-long daytime series, Martha, premiering in most markets in September.

PBS. The fifth series of America Quilts creatively uplinks July 3. Sponsors include Pfaff, Hewlett Packard, Jo-Ann's, Sulky, Cranston, Rowenta, Sew Artfully Yours, The Warm Co., Brandy's, Michell Marketing, and Kandi Corp. The series book is $15.95. Call 877-881-4179 to order ... The 7th series of Scrapbook Memories uplinks July 17 with PBS stations. Sponsors include Fiskars, Epson, Provo, Die Cuts with a View, Roy & Langnickel Brush, Generations/Cardinal, C-Thru Ruler, Paper Pizzazz, Morex, Craft-T, Heidi Grace Designs, Pioneer, ScrapInsanity.com, Scrap N Cube, and Coldwater Creek. Call your local PBS station and ask for them. Call Kathie Stull at 800-348-39098 for more info on PBS programs. 

BLOGS. To read a funny, sewing- and craft-related entry, visit http://weirdbabe.typepad.com/threadbared.

Note: CLN will profile one company per issue, which will remain online for at least a year. A Profile is a perfect way for a new company to let itself be known to the industry, or for an established company to enhance its reputation by showing the industry its history, diversity of products, personnel, etc. For more information on how your company can be profiled, call Mike Hartnett at 309-925-5593 or email mike@clnonline.com.

To see the current list of available jobs, click on Jobs in the left-hand column, or click HERE.

A. C. Moore (ACMR). Last*: 27.41 ... Change**: +1.40
Hancock Fabrics (HKF). Last*: 5.76 ... Change**: -0.16
Jo-Ann Stores (JAS). Last*: 24.81 ... Change**: -0.49
Michaels (MIK). Last*: 38.75 ... Change**: +5.55
Wal-Mart (WMT). Last*: 47.18 ... Change**: +0.04
CLN Retail Index. Last*: 143.91 ... Change**: +4.6%
Dow Jones Index. Last*: 10,471.91 ... Change**: +2.7%

1. Watch out for "phishers" – emails disguised as official messages from companies with whom you do business; they ask you to submit sensitive personal infor with the intent to steal your identity. Never send info such as your password, credit card number, social security #, secret word, or PIN in an email. Never click directly on links in an email that requests sensitive info, even if you recognize and trust the address. These links can redirect you to a fake – though very real looking – site. Instead, always type the web address directly into your browser's address bar.

2. Gail Czech of The Creative Network sent an article from Security Focus News on a new form of identity theft: posting your resume to online resume services. Crooks posing as employers can request additional information and go from there.

REMINDERS

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