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Personalization drives category

BY Barbara White-Sax

With more people working from home, the office products category continues to expand. For the past year, sales of office supplies were up 4%, according to NPD analyst Lora Morsovillo, driven by sales of writing implements, mailing and shipping supplies, and office essentials, including paper clips and 
rubber bands.


Morsovillo said the trend toward personalization is evident in the category, creating more demand for products like coordinated pens 
and folders.

 

 

The article above is part of the DSN Category Review Series. For the complete Home Office Sell-Through Report, including extensive charts, data and more analysis, click here.

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Holiday season to bring hi-tech fun with apps

BY Barbara White-Sax

This holiday season will be both a splurge and save season for toys. Parents will splurge for one or two toys, but will round out their holiday shopping with less expensive items, according to Adrienne Appell, a spokesperson for the Toy Industry Association.


App toys, which can be used with iPads, will be a bigger part of the mix this year. Their small size and under-$20 price tag makes them a perfect fit for drug retailers. “App toy sales have picked up, and it will be interesting to see how they shape up,” Appell said. “Manufacturers have pretty robust offerings this year.”


Play is activated by using the actual toy on the iPad’s screen after activating the app with a free download. A number of app toys are tied to popular licenses.


Mattel has a full line of hot licenses in its Apptivity line of app toys, including Fruit Ninja, Angry Birds, Hot Wheels and Monster High. Apptivity single packs retail for $9.99, and starter set two-packs with included accessories retail for $19.99. All are screen-safe for use with the iPad.


Pressman Toy also has introduced iPieces, a toy that allows consumers to turn an iPad into an on-the-go family game board when they download classic board games apps. The iPieces app toys retail 
for $9.99.


The re-launch of Furby and the upcoming Teenage Mutant Ninja Turtle movie should have an impact on holiday toy sales. Collectables, with their relatively low prices, continue to be popular gift choices in a sluggish economy.


Appell said glow-in-the-dark crafts and blocks also have been popular 
with kids.

 

 

The article above is part of the DSN Category Review Series. For the complete Toys & Games/Crafts Buy-In Report, including extensive charts, data and more analysis, click here.

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Sam’s Club steady in wake of exec changes

BY Mike Troy

Change was in the air again this year at Sam’s Club as the warehouse club division welcomed yet another CEO and head merchant combination. In early 2012, Rosalind Brewer became president and CEO, and Charles Redfield was named EVP merchandising. The change could have had suppliers saying, “here we go again,” due to Sam’s history of senior leadership turnover. Instead, the transition was apparently painless for the 67% of survey respondents who sell products to Sam’s. Their responses were heavily shifted toward the strongest levels of agreement when asked whether the leadership transition was a seamless process.


The finding is noteworthy because a changeover in senior leadership can result in a new strategic direction that is potentially disruptive. However, in Sam’s Club’s case, it is enjoying solid sales momentum; and as Redfield has noted during several public appearances, his objective is to not screw it up. In fact, Sam’s is doing so many things right that new club growth is poised to accelerate in 2013.


Accordingly, an overwhelming percentage of respondents expressed the highest levels of agreement with the statement that Sam’s represents a significant distribution channel that will make a meaningful contribution to their companies’ growth in the next five years. And the good news for Sam’s as it looks to execute a 2013 growth plan that will involve a net increase of 10 to 15 new clubs is that suppliers contend they have a thorough understanding of the strategy senior leadership has developed to 
drive growth.


While suppliers’ overall view of Sam’s was generally favorable, it doesn’t mean there aren’t opportunity areas. For example, Sam’s has the potential to move more suppliers toward higher levels of agreement regarding the state of collaboration and merchant receptiveness to new ideas. Scores in these areas could be characterized as solid, but a relatively small percentage expressed the highest levels of agreement.


Where results were the weakest was regarding participation in a loyalty program in the process of being rebranded as Instant Savings following a launch several years ago as eValues. Less than ideal rates of supplier participation and a questionable return on investment by those who did participate prompted recent changes that look to be a win for members and suppliers. Initially developed as an exclusive benefit that could be leveraged to promote upgrades to the $100 Plus level, Sam’s has expanded eligibility to those at the basic membership level. Now with the new brand identity of Instant Savings, the program’s central value proposition is much clearer than it was under the ambiguous eValues moniker. The good news for suppliers whom Sam’s is dependent upon to provide the incentives that form the member value is that the offers they fund now reach Sam’s Club’s entire network of 47 million cardholders as opposed to the much smaller subset of Plus members.


Opportunity also exists with the Tastes ‘n’ Tips demo program. The potential exists for Sam’s to broaden participation rates and demonstrate a better return on investment from sampling activities, which are popular with members and add excitement 
to clubs.

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