Date: January 16, 2006
Vol. X, No. 2

Printer Version

TABLE OF CONTENTS

COMMENTARY: Exhibitor Etiquette  

Exhibitors are making plans for the upcoming winter trade shows, and based on some behavior I witnessed in 2005, some of them need to be thinking about exhibitor etiquette, too:

1. Don't dump your literature on all of the lunch tables.

2. Don't drag a buyer out of another company's booth, even if she is wearing one of your T-shirts and is therefore eligible for a prize.

3. Don't EVER EVER take buyers off the show floor to a hotel suite during show hours. It's absolutely unfair to other exhibitors, a blatant disregard for show rules, and a quick way to get you kicked out of the show.

Business-Wise. The 1/02 issue of CLN included the article, "Issues Facing the Industry in 2006," which inspired a wealth of responses from subscribers. Here they weigh in on topics such as young consumers, Michaels' future, new CEOs, merchandising, pricing, and more.

Vinny Da Vendor. Industry pro Deb Murphy details three major industry challenges – the office supply industry, direct import, and private label – but points out opportunities, too.

Category Reports. Priscilla Hauser comes to the defense of decorative painting.

Kate's Collage. 10 simple ways vendors can improve their relations with their retail customers.

Tech Topics. Will the online/computer scrapbooking trend hurt or help the industry? Will it appeal to a younger techno-crowd? Some surprising answers.

Remaining Online: "New Trade Show Exhibitors." The names, brief descriptions, and links to the websites of the new TNNA and CHA exhibitors ... "Memory, Paper & Stamps." The schedule for digital imaging seminars at the CHA show ... "Designing Perspectives." The CHA show schedule of events specifically for designers ... "Benny Da Buyer." Bob Ferguson, a top independent retailer, responds to the "Challenges for 2006" article.

To read the columns, click on the titles in the left-hand column. If it appears to be an old column, click the "Refresh" button on your browser.

Vendors and buyers planning to attend/exhibit at CHA or TNNA: What are your expectations for the show? Vote now, then CLN will ask you again after the shows to see if they lived up (or down) to your expectations. To vote, click on Industry Polls in the right-hand column or click HERE.

In CLN's unscientific poll, 39.1% of voters who saw sales drop in 2005 blamed "declining interest by customers"; 30.4% said it was "increased competition"; 17.4% said "sales were ok, but my costs rose or my margins fell"; and 13% blamed disappointing results from new products.

Of the retailers and vendors whose sales increased in 2005, successful new products and cutting costs/increasing margins each received 31.3% of the votes. Less competition, increased customer interest, and successful marketing/promotion activities each attracted 12.5%.

The Society of Creative Designers' board of directors voted to work with the Craft & Hobby Assn. board to discuss the possibility of unification.

Last June the CHA and SCD Boards formed a task force to investigate the possibilities of the two organizations working together. The result, in part, is the extensive list of designer-oriented seminars and activities at the upcoming CHA show. (To see the schedule, click on Designing Perspectives.)

Now a Unification Committee has been assigned with members from both boards and a representative from the CHA Designer Section. Committee members are Jim Bremer, Marie Browning, Lynne Farris, Lisa Galvin, Emma Gebo, Cindy Groom-Harry, Ted Hesemann, Ron LaRosa, Kirsten Peters McGrath, Debra Quartermain, Delores Ruzicka, Jim Scatena, Vicki Schreiner, and Julie Stephani.

All current CHA Designer Section members are invited to attend the section meeting for more information on Jan. 31 at 5:30 pm in room N252 in the Convention Center.

The two companies announced they will manufacture, market, and sell Martha Stewart Crafts products. The first products in the line will be paper-based craft and scrapbooking items which are expected to roll out in the fourth quarter of 2006 or the first quarter of 2007. Thedeal.com, a trade publication for the mergers/acquisitions industry, said "EK Success ... will use Stewart's name on many of its existing products and, if all goes as planned, on future products for knitting and needlepoint."

Terms of the deal include a licensing agreement, and an equity stake in the venture for Martha, the value of which is contingent on certain undisclosed performance thresholds.

The line will be sold in stores and at Martha's website, www.marthastewart.com. The site will feature Martha Stewart Crafts tools, templates, and paper products, plus scrapbooking content and ideas.

Martha herself said, "Scrapbooking and crafts have always been hobbies of mine -- and ones that we have been teaching people how to do through our magazines and television shows for years. Whether it's to document a special event, such as a wedding or a child's first birthday, or to preserve a family's prized photographs, scrapbooking appeals to everyone. It is a pleasure to partner with EK Success, a company that shares our commitment to developing innovative and creative products."

1. "I think the combined efforts of EK and Martha will be dynamite for the entire industry. What a great coup for EK." – Bob Ferguson, Ferguson Merchandising

2. "The Martha thing is huge. The slices of pie keep getting smaller, don't they? I don't think this is a positive thing if they will be opening up a crafts section in Kmart. I am also sure that it will be well done with upscale-looking stuff that will appeal to lots of people, like her other products do. That makes it even more scary for the scrapbook and craft independents as consumers will be able to buy her quality and style at a low price. On the other hand, the exposure may bring in more people to the crafts arena who will outgrow the limited selection and eventually venture into a specialty store. That would be 'a good thing'." – Scrapbook Vendor

3. "This is good news for the scrapbooking industry. Martha's demographic appeal reaches to an even younger audience of 20-30 somethings, the ones with digital cameras who shop at Target. Sounds like there's more money to be made here." – Charlene Murray.

4. "I just hope chain buyers don't hold off buying until the Martha line is ready. That could hurt other vendors' business, even as early as the CHA show." – Industry Consultant

The January issue of Paperkuts on newsstands will be its last, for now. In a note on a TwoPeas message board, Co-founder/editor Angie Randall blamed the magazine's sudden demise on "a cycle of gross mismanagement." The announcement ends weeks of rumors that were caused by declining ads, and then the phones were shut down and emails bounced back.

"The ultimate goal is to find a buyer for the publication who will be able to help the business recover from the debts and losses that have accumulated and continue to publish Paperkuts," Randall added. "Negotiations are in progress...."

But the plot thickened. Randall's statement was never posted on the Paperkuts site, and emails to Paperkuts were answered with referrals to the TwoPeas message board. Apparently the TwoPeas site was so bombarded with queries that Randall's message was deleted.

As a result of fourth quarter sales through December, Michaels has lowered its earning expectation from $0.88-$0.92 to $0.83-$0.87. That's two cents below the average analyst estimate compiled by Thomson First Call, CBS MarketWatch reported.

Fiscal fourth-quarter-to-date same-store sales through Dec. 31 have increased 3.1% and total sales are up 7.2%. As a result, execs expect same-store sales for the entire fourth quarter to increase 2.5%-3.5% and total sales to rise 6.5%-7.5%.

Same-store sales for the combined November/December season were strongest in the Pacific, Southeast, and Southwest. Top categories were Jewelry/Beading, Candles/Bakeware, Kids Crafts, and Art. The average ticket increased 3.7%, but transactions were down 0.3%. Same-store sales were negatively affected by 30 basis points due to the timing of custom frame deliveries.

CEO Michael Rouleau credited the performance to successful 2005 merchandising resets in the General Crafts, Jewelry/Beading, Stickers/Stamps, Bakeware, and Yarn; strong seasonal sales; and the expanded Gift Giving program, supported by the company's first national radio ad campaign program, which drove sales in the Kids Crafts and Art departments during December.

Rouleau cited several challenges during the season: 1. Consumers shopped later in the season; sales were strong over the Thanksgiving weekend, but turned soft until mid-December. 2. Consumers were more price conscious; that resulted in a lower gross margin rate. 3. Slow sales of a limited number of fashion yarn items resulted in more aggressive promotions.

For the fiscal year, same-store sales are expected to increase 3%-4% and total sales are expected to rise approximately 8%. That would result in diluted earnings/share of $1.79-$1.83, an increase of 23%-26%. To read the complete report, visit www.prnewswire.com/micro/MIK.

Jo-Ann's December net sales increased 4.6% to $273.5 million, but same-store sales decreased 0.5%. Year-to-date net sales have risen 3.9% to $1.742 billion, but same-store sales have declined 0.6%.

A company press release said the primary focus is on inventory reduction and maximizing inventory sell-through, and called the upcoming year "challenging."

Jo-Ann's also announced it would reduce the number of new store openings to 25-30 and defer other discretionary capital spending; reduce space and inventory investment in under-performing categories such as finished seasonal and home-dec, while emphasizing product categories such as craft components; improve gross margins by reducing ad spending, being more discrete with coupons, reducing clearance through tighter purchasing disciplines; and lowering selling, general, and administrative expenses.

A.C. Moore reported fourth-quarter sales of $188 million, up 6.1%, but same-store sales for the quarter ended Dec. 31 fell 4.0%. The average ticket increased 0.9%, but customer traffic was down 4.9%. For the year sales rose 8.4% to $539.4 million, but same-store sales declined 2.6%.

CEO Jack Parker stated, "Overall, we were disappointed with our results which were significantly impacted by the decline in our yarn business. If we exclude that category, which had nearly triple digit increases in 2004, our comp store sales would have been flat. We were encouraged by the strength in our seasonal, floral, jewelry making, and general craft businesses. As we anticipated, the fourth quarter was very promotional; however, our seasonal sell through was strong and our inventories are in excellent condition going into 2006."

December same-store sales rose 2.2%, the low end of the company's previous forecast of 2%-4%. Overall sales rose 9.5% to $40.826 billion. But same-store sales at the U.S. Wal-Mart stores and supercenters rose only 1.9%, while Sam's Clubs' were up 3.6%.

The company now estimates fourth-quarter earnings will be near the low end of its previous forecast of $0.82-$0.86 a share. The Thomson First Call mean estimate for the period is for earnings of 84 cents/share.

CEO Lee Scott was pleased with the company's overall holiday sales which are more than $2 billion more than last year's. "Is it more important to grow total sales and total profitability," Scott asked the Associated Press, "or would you be better off if you did not impact your stores with new stores and ran higher (same-store) comps, which is what Wall Street is focused on?"

Hancock. Overall sales in December were $48.3 million, down 3.2%. Same-store sales decreased 4.9% in December. For the first two months of the fourth quarter, total sales were down 5.2% to $86.4 million and same-store sales had fallen down 6.8%. Year-to-date, total sales were $371.4 million, down 6.2%, and same-sales were off 7.0%.

Others. All same-store results: Nordstrom, +7.7% ... CVS, +7.3% ... Costco, +7.0% ... Walgreen, +6.2% ... Target, +4.7% ... Kohl's, +4.6% ... Duckwall-ALCO, +4.6% ... Federated Dept. Stores, +3.4% ... Big Lots, +2.3% ... J.C. Penney, +2.2% ... Dillard, +1.0% ... Dollar General, -2.8% ... Bombay, -4.8% ... Pier 1, -4.8%.

As of Jan. 9, buyer attendance pre-registration is up 25+% over the same period for 2005.

And with 1,100+ booths, it will be the largest show in the HIA/CHA history. Online pre-registration lasts until Jan. 20. Visit www.chashow.org.

CHA's new Attitude & Usage Study will detail category trends, the five craft types, household segmentation analysis, consumer attitudinal drivers, and seasonality. Highlights are in the premiere edition of CHA's magazine, Portfolio, and there will be a special seminar on the research (Event #S103) Tues., Jan. 31, 4-5:30 pm, Rm. N243 at the show.

The Executive Summary of TNNA's new market research study will be distributed at the San Diego show, then mailed to members; the full report will be on the TNNA website.

CHA vendors, when materials are shipped to the GES "advance" warehouse, you're guaranteed they will be waiting at your booth on Jan. 27. But the deadline for shipping is Jan. 23.

A new group, the Independent Papercraft Manufacturers, consists of 11 vendors exhibiting in the 800 aisle who are working cooperatively to address issues such as high minimums, large product packages, and personal contact with retailers. "It's about time that retailers have a single window to an amazing group of independent manufacturers; it's truly one-stop shopping," said Kristy Harris of Far Flung Craft. IPM members are Bisous, Grassroots, Lazar Studiowerx, Croppin’ Companion, Memories in Uniform, Far Flung Craft, Leave Memories, Timeless Touches, The Scrap Shack, Fontwerks, and SameDifferences. Visit www.scrapbookmanufacturers.com.

Maps-2-Memories will sponsor a "Meet & Greet" Tues., Jan. 31, 6-8 pm, in Room N255 at the Convention Center for members and any retailers or vendors interested in joining.

The Society of Decorative Painters will have a variety of painted pieces at its booth, # 5003A, and staff available to answer questions about the group.

Sakura will have a world famous handwriting analyst in the booth (#2618) Mon. and Tues. (10 am-12 and 1-3 pm) offering free analyses to attendees.

eBay will be giving "Live Listing Demonstrations" where the staff will walk through the process of researching and listing a product on eBay, as well as discuss "Opening an eBay store" and "Why eBay." The staff will also have computer kiosks to work with individuals one-on-one.

Lion Brand Yarn's annual fashion show with Vanna White and her daughter will be at the Lion booth, #5868, on Tues., Jan. 31, at noon, 1, and 2 pm.

American Traditional Designs (CHA, #2743). Five new themes in its scrapbook line: Welcome Baby, Celebrate, Bohemian Chic, Recipe Time, and High School. Each includes coordinating papers, albums and a variety of embellishments. www.americantraditional.com.

Design Originals (CHA, #3303). 25+ new books and 30 new papers and stickers. www.d-originals.com/buzzletters/CHAk.html.

Embellishment Village (CHA, #6525). A new exhibitor (the new exhibitor section was full). Patterns, kits, beads, charms, sequins, books, and Angelina fibers. Visit www.embellishmentvillage.com.

Fiber Scraps (CHA, #3329). Will debut two new lines of TintZ scrapbooking paper collections, complete with alphabet stickers, tag stickers, coordinating fibers, and EZ Walnut Ink TintZ colors. www.fiberscraps.com.

Interweave Press (TNNA, #2034; CHA, #6742). Unveils its new spring/summer 2006 line – knitting books by Leigh Radford, Carol Meldrum, Julie Marchington, Marianne Isager, and Jennifer Worick; and crochet and bead titles by Judith Swartz, Carol Huber Cypher, Katie Hacker, Elise Mann, and Linda Jones. www.interweave.com/PressRoom/PR_New_Books.asp.

Jack Dempsey Needle Art (CHA, #5277). A variety of patterns/kits for quilts squares, doilies, kids pillowcases, scarves, table runners, etc. www.jdneedleart.com/New2006.aspx. 

SMS Distributing (CHA, #6681). Protect-It Mat is a thin, lightweight mat that enables adults and kids to craft, work, play or make a mess on any flat surface without concern for staining or damaging what lies beneath. Represented by the indefatigable Max Makow.

Karen Foster Design (CHA, #1424). Coordinating paper, stickers, rub-ons and die-cut tags in 21 themes; new embellishments – Scrapper’s Scarves, Jumbo Ric Rac, Sheer Ribbon, Mini Metal Road Signs, and new colors in the SeatCase, Carry-Alls, Snap & Scrap Boxes, and Paper Keeper lines. www.karenfosterdesign.com/tek9.asp?pg=products.

Morex (CHA, #2962). Has added Bobbin Ribbon to its "full house" of ribbons. www.morexcorp.com 

R&M West Coast Ent. (TNNA, #401; CHA, 6484. Will have the authors of the company's latest books in the booth to sign copies of their latest releases. www.wholesale-books-crafts.com.

Knitting At KNoon Designs (TNNA, #2029). The new Kidswear for Summer line includes four new knitting patterns for kids. Visit www.knittingatknoon.com.

Milestones (CHA, #5551). New: Five Stepping Stone kits and seven Stepping Stone kit components to personalize a garden, plus new mold shapes, techniques, pigments, and ways to decorate the kits.  www.milestonesproducts.com/MainPages/NewProductsIndex.html.

Sugarloaf (CHA, #3203). Introducing 262 Starter Stamp Collection Plus kit (for which there is a show special), Vintage/Collage See-D’s rubber stamp design sets, and Morsels – See-D’s rubber stamp design sets (free samples). Bonus discounts during the show. www.sugarloafproducts.com/asp/article/articles.asp?page=5

 JOHN ROBINSON, BOB VALLIERE: REST IN PEACE

John Robinson, CEO of Dynamic Resource Group, died from complications of prostate cancer. He was 60. "We are deeply saddened by the passing of John Robinson," said Roger Muselman, board chair of DRG, one of the industry's leading magazine publishers. "He was a colleague and a friend to us all. His wisdom, insight and good humor will be missed. He leaves behind a legacy of accomplishment that ushered in an era of unprecedented growth for DRG."

John was also an adjunct professor in journalism at Ball State University. He is survived by his wife of 38 years, the former Alice Rothery, and four children. Preferred memorials are to the American Cancer Society.

Industry pioneer Bob Valliere passed away after a long illness. Bob is highlighted in the book, The Bomber Boys, about his heroic efforts in World War II. To learn more, visit www.thebomberboys.com/page5.htm. Bob later founded Signaigo & Rossi, whose Pretty Petals silk flower parts was one of the most successful lines in industry history. Former colleague Wolfie Rauner said, "Inundated as we are with scrapbooks today, he may not be remembered by many, but it was our foresight with Pretty Petals which created the immense wedding market for the craft industry. He was a pioneer in so many areas of our business and will be remembered for his gentlemanly demeanor at all times. May he rest peacefully with his beloved [wife] Nancy among the Petals in heaven."

ACQUISITION. Interweave Press, publishers of Beadwork. Stringing and other industry-related magazines, acquired the assets of Bead Expo from its founder, Recursos de Santa Fe. The 2006 Expo, the 15th, will be in Charleston, SC. May 17-21.

MAGAZINES. A recent issue of Family Circle included an article, "Scrapbooking for Beginners," that showed a number of what looked like time-consuming, complicated pages that probably scared away potential scrapbookers ... The current issue of Real Simple includes a two-page spread on "Instant Scrapbooks" by the Hallmark Gold Crown stores ... The 2/1/06 issue of Woman's Day includes ""Ways to Knit Like a Pro" and cites celebrities Brooke Shields, Catherine Zeta-Jones, Sofia Coppola, Kristen Davis, Julianne Moore, and Sara Jessica Parker.

TV. Martha is definitely getting craftier. Last month she and guest Kathie Lee Gifford made unique rolled beeswax candles with product from Candlewic. The company gave her entire audience kits which Martha mentioned by name.

MEDIA. HGTV is once again giving away a specially designed "Dream Home." This year's home includes a Project Room – "...with plenty of counter space and cubbies for sewing, scrapbooking or building model planes." Visit www.hgtv.com/hgtv/dream_home_2006.

JOB OPENING. Award winning television production company is looking for the exceptional candidate to sell advertising/sponsorship/underwriting for national television programs. Must have experience in the craft field and media sales. Contact drutter@cuttersproductions.com.

CORRECTION. The new series, Bake Decorate Celebrate!, that will be downloaded to PBS stations Feb. 19, is co-produced by Wilton and KS, Inc. Productions.

When I've had to explain to outsiders why I have faith in the long-term future of the craft industry, I always quote futurist John Naisbitt who wrote in his book, Megatrends, that the more high-tech our jobs become, the more high-touch we'll want our leisure time activities to be. Hence the growth in popularity of gardening, gourmet cooking ... and crafts.

I identify completely with that. After sitting in front of a computer all day, it feels good to dig in the dirt in our garden. But I'm 59; I grew up in a non-tech world and now enjoy escaping from technology periodically.

But as I watch a 10-year-old download a movie to his new iPod, and I have to call a teenager down the block to fix my computer, and I read that toy and doll sales have declined again while electronic game sales continued to soar, I'm beginning to think that technology may be so ubiquitous for these kids that they can't imagine escaping from it, or wanting to.

Am I off base, I hope? Let me know – email mike@clnonline.com and read Pam Smart's opinion in Tech Topics. Click on Tech Topics in the right-hand column. Pam is the co-editor of a new magazine Creative TECHniques.)

FOR SALE. Small 18-year-old company specializes in handmade papers, organic and natural fibers, and other unusual products for the arts/crafts. Also sells home accessories. Has excellent long-term relationships with overseas vendors, buying direct – not through trading companies. Exceptional profit margins. Has national name recognition from tv/magazine exposure. Vertically integrated. Sells wholesale and retail, with an emphasis on retail for future growth. A large website generates much of the retail sales. For more info, call Mike Hartnett at 309-925-5593 or email mike@clnonline.com.

TRIALS. Tom Coughlin, once Wal-Mart's #2, is expected to plead guilty later this month to federal crimes including wire fraud and tax evasion, according to the Wall Street Journal ... Martha Stewart's appeal to have her federal securities felony violations overturned was denied.

HEALTH CARE. The Maryland State Legislature passed the Fair Share Healthcare Act that requires employers with 10,000 or more employees to spend up to an additional 8% of employee wages on healthcare benefits. Gov. Robert Ehrlich vetoed the measure, and last week the legislature overrode the veto.

PEOPLE. Wilson Fennelly was named Dir. of International Business for Delta. He has worked for global corporations such as Tsumari, Inc and Markwins Int. ... Rita Madsen was promoted to Dir. of Marketing for Speedball Art Products ... Andy Jones, well-known decorative artist, teacher, and author, has been hired as Dir. of the Decorative Arts Collection Museum. He recently resigned his position as president of the board to assume this new position. DAC board VP Shirley Miller accedes to the presidency. Located in Wichita, the museum houses the 1,000+-piece Decorative Arts Collection. For info visit www.decorativeartscollection.org ... Alliance Sales & Marketing is representing BagWorks in the craft industry in the Southwest and for other special accounts. Call 972-548-2028.

SALES. "Even A.C. Moore's executives can't explain a sales slowdown that also hit rivals Michaels Stores Inc. and Jo-Ann Stores Inc. 'If I could answer that question, I would be a genius,' said Leslie H. Gordon, chief financial officer of A.C. Moore, which operates 105 stores in the eastern United States." – Philadelphia Inquirer

INSURANCE. Wal-Mart has begun offering health insurance to businesses. The initiative will be marketed by Sam's Clubs and ExtendBenefits. Businesses will be able to contract with Sam's Club to offer their employees access to a new program, ExtendChoice, which allows employees to use tax-free dollars to purchase HMO, PPO, and HAS (health savings account) plans. Once purchased, the employee can take it from employer to employer.

TEXTILES. China's textile exports to the U.S. and Europe rose 62.7% in the first 10 months of 2005 following the end of a global quota system, the government reported.

CHAINS. Wal-Mart reported that it created 125,000+ new jobs in 2005, and the average hourly wage for full-time store associates rose from $9.68 to $10.11 over the same period ... Toys R Us will be closing 85 stores and converting 12 of them to Babies R Us outlets.

QUOTATION. "I have appreciated all that you have written lately about the scrapbook industry. I finally feel like the industry is finally hearing what I have been saying for a long time that products alone will not carry this industry along – but women buy because they are inspired and feel that what they are doing will make a difference. The scrapbooking industry has made it too hard and have made it a popular girl’s clique instead of focusing on the reason why women want to scrapbook. (Several companies are still doing this – Creative Memories is still flourishing and Once Upon A Family is building.) Have you seen that Hallmark is advertising a simple scrapbook that can be completed in a day? They are getting it – making it simple and meaningful. That ad is worth seeing." – Sandra Joseph, Reminders of Faith

KNITTING. Knitwear designer Leanne Dyck has started a blog, Designer's Note, where she shares her insights, tips and techniques. Visit www.oknitting.com.

In its 60-year history, Duncan Enterprises has bottled enough ceramic arts underglazes, glazes, and overglazes to paint more than two million ceramic mugs – to say nothing of gluing craft products together and personalizing apparel.

This year Duncan will celebrate its 60th anniversary and will commemorate the milestone with a year-long campaign to celebrate its history, innovation, team members, community involvement, and other aspects that have led to its success. Today, Duncan is a primary manufacturer of ceramic arts and crafts products with more than 2,800 products, more than its founder ever dreamed.

Mary Erma Duncan was a talented artist who enjoyed sharing her gift with everyone. Her love for fired art began at a very young age, as did her natural ability to share her knowledge. Erma began teaching china painting while still in her teens. Her first national recognition for her artwork came in the early 1900's as an artist in many popular magazines, including the Saturday Evening Post.

Ceramics sparked Erma’s artistic interest when she saw it as an economic alternative to china painting and began teaching ceramics from her home. The ceramic glazes on the market did not meet Erma's expectations, so she began to mix her own in a hobby room at the rear of the family garage.

Soon she realized she could barely keep up with demand and spurred by her sons Bob and Dick, in 1946 Erma’s labor of love became a family business, Duncan Ceramic Products. In 1961, the company moved to its current location in Fresno, CA. Three generations later, Duncan Enterprises continues to inspire creativity with the vision of Larry Duncan, Erma’s grandson, who became President/CEO in 1983. The company changed its name from Duncan Ceramics to Duncan Enterprises to reflect its continued growth and diversification in creative arts.

In 1988, Duncan entered the craft industry with its Scribbles Fabric Paint, and later acquired the craft brands Aleene’s, Tulip, Polymark, and Rainbow Rock. Today the company focuses on three major brands: Duncan Ceramic Arts, with more than 928 fired ceramic colors and glazes; Aleene's Crafting Adhesives, with 31 glues and adhesives; and Tulip Fashion Art, with 300+ paints, embellishments, and tools. The ceramic products are sold through an extensive international distribution network while the craft lines can be found in most independent and chain stores.

Over the years Duncan products have helped create a wide variety of interesting projects. Aleene's Original Tacky Glue was used to successfully reattach headstones. Tulip 3D Fashion Paint was used to paint a brand-new car that won 1st place in the Houston Art Car parade. And Heintz Field, the home of the Pittsburgh Steelers, has a 60-tile mural decorated by local elementary students with Duncan Concepts Underglazes.

ROLODEX. Duncan Enterprises, 5673 E. Shields Ave., Fresno, CA 93727. Call 800-438-6226 or 559-291-4444; fax: 559-291-9444; visit www.duncancrafts.com.

EXECS. Larry Duncan, President/CEO ... Mark Peters, Exec. VP ... Valerie Marderosian, VP, Marketing/New Product Development ... Ken Gastro, Dir. of Sales ... Mark Brage, Dir. of Finance ... Kerri Ladd, VP, Order Fulfillment/Corporate Services ... Bruce Sharp, VP, Business Improvement ... Dan Thompson, VP, Manufacturing.

Note: CLN will periodically profile individual companies, 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 latest listings from the only personnel recruitment firm specializing in our industry, click on Jobs in the left-hand column, or click HERE.

A. C. Moore (ACMR). Last*: 12.99 ... Change**: -1.56
Hancock Fabrics (HKF). Last*: 3.70 ... Change**: -0.39
Jo-Ann Stores (JAS). Last*: 12.44 ... Change**: +0.64
Michaels (MIK). Last*: 33.66 ... Change**: -1.65
Wal-Mart (WMT). Last*: 45.40 ... Change**: -1.42
CLN Retail Index. Last*: 108.19 ... Change**: -3.9%
Dow Jones Index. Last*: 10,959.87 ... Change**: +2.3%

*Jan. 13 ** from Dec. 30 Prices are exclusive of dividends

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