Tag Archive for: webstore

Cindy’s Newsletter for Gift Shop Managers | July 15, 2021 💮

CINDY’S NEWSLETTER
for Gift Shop Managers

Cindy’s Newsletter for Gift Shop Managers delivers practical, ready-to-implement content to gift shop managers, retailers, and volunteers across the country. We help our readership of over 3,000 retailers optimize shop operations, grow revenue, and connect with one another. The newsletter is published monthly and free since 2001.

Have you paid your dues this quarter?

The value and richness of this newsletter comes from your participation. Do your part by submitting two comments per quarter, at minimum. Reply to reader’s questions listed throughout the newsletter (in green) or simply share what is working or isn’t working in your shop, a great selling product, a helpful website or resource, an operating question, your biggest challenge right now, a terrific vendor you’ve come across recently, tips on managing volunteers, or tips on managing yourself!

LEAVE A COMMENT! Click the green comment tags throughout the newsletter, enter it in the comment section, or send to cindy@cindyjonesassociates.com.


JULY 15, 2021


Summer action list

Having a prosperous holiday season takes planning and time. Use the extra time now, during the hot summer months to put your plan in action.

  • Order stuffed animals for November delivery to raffle off during the Christmas holidays.  
  • Order next year’s calendars and date books now.
  • Holiday merchandise that you ordered in January should begin coming in.
  • Attend a local or major gift show.
  • Thoroughly clean and organize the shop and stockroom while business is slow. Now is the time to take markdowns and get rid of old merchandise.
  • This is also a good time to take an inventory of your wrap supplies. Order enough tissue and bags to last through the holidays.
  • Take mid-year physical inventory to determine your in-stock position.
  • Hold an Employee Appreciation Sale for employees. Offer 20% off all items over $10. This is a great way to say “thank you” to your loyal hospital employees.
  • Ensure that all your wall space is utilized. Wall art and décor can be a lucrative category for your shop.
  • Develop fall merchandise and displays.
  • Be merciless with markdowns. Before you put your merchandise back on the shelf, consult your sales reports. Each product should have to justify its existence coming into the Fall. If it doesn’t make the grade, add it to your Labor Day sale pile.

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Creating an Online Store | Part 4: Getting help, outsourcing, resources

by Nicole Stanbridge / Cindy Jones Assoc / July 15, 2021

This is the last of a four-part series on starting an online store for hospital gift shops. In Part 1, Part 2, and Part 3, we discussed pros and cons, practical considerations, the planning process, costs, software selection, setting up and populating the website, as well as policies and fulfillment. Here, in Part 4, we’ll explore alternative options when presented with obstacles like an all-volunteer staff, lack of technical know-how, time constraints, or budget limitations.

While the benefits of having an online store are clear, it might not be feasible for every shop. Who will manage the ecommerce software and website? Can orders be filled in a timely manner? How will online vs in-store sales be coordinated for inventory? These and other considerations outlined in Part 1 need to be taken into account. 

But, even if you have minimal technical knowledge, lack the time, or have an all-volunteer shop, there are still ways to launch a successful online store. We’ll discuss outsourcing options, where to find help, free resources, and tips for overcoming these obstacles.

Get help getting started

Shopify

Many find that the largest challenge when starting an online store is the initial setup. Many assume they don’t have the technical knowledge (though, not much is needed with today’s Q&A setups). You can take a test run for free on Shopify, no credit card required. It’s hands-down the easiest way to set up an online store. The step-by-step process that will take about 20 minutes. You can even enter dummy answers. This is just a chance to look around.

If you still feel overwhelmed find someone to build your online store for you. We’ll explore paid and unpaid options for outsourcing the initial setup. Once the site is launched, you’ll find it’s fairly easy to operate. The most popular DIY ecommerce platforms are intuitive, straight forward, and user-friendly.

Pro bono help: students, volunteer, professional advisor

Contact your local university or high school to ask about creating a student work study position, internship, or student volunteer to setup your webstore. Reach out to faculty in the marketing and IT departments to recommend student freelancers, a local agency or other ideas. Student volunteers are also great at creating social media posts, photographing products, and developing other marketing materials.

🎯 TIP: Always assign guest logins and passwords for volunteers and students to use when accessing ecommerce related accounts, in case of turn over and for security purposes.

Establish a dedicated Gift Shop Ecommerce Volunteer position for your online operations. Again, seek out local college students or retired IT professionals. A sample job posting might look like the following.

Gift Shop Ecommerce Volunteer

  • Oversees and post product listings to ecommerce sales platform. Ensures it is visually appealing, easy to navigate, accessible, accurate and up-to-date.
  • Locates product information and write descriptions for online using inclusive language, consistency of tone and vigilance in regards to cultural appropriation.
  • Photograph products and upload to website.
  • Coordinates with the inventory manager to ensure accurate inventory to prevent overselling.
  • Respond to incoming emails and requests for help.
  • Drive traffic to the site via in store signage, weekly Enews feature, and social media.
  • Monitoring website for technical problems and facilitate resolution.
  • Manage ecommerce software, troubleshoot problems, and make changes.
  • Assist with inventory maintenance.

If budget allows, hire a non-exempt, part-time Ecommerce Associate for 24-25 hours per week at $15 – $20 per hour, depending on experience.

Commerce4Good is a group of ecommerce experts that donate time to help small businesses launch their businesses digitally. Commerce4Good has a network of more than 100 volunteer ecommerce experts that can help set up a website, ecommerce shopping cart, or troubleshoot issues. They can also provide guidance on driving traffic, accepting payments, or shipping. Schedule a 30 minute appointment to introduce yourself and your business and they’ll assign a volunteer member to address your needs. Services are 100% pro bono. You can also look for similar a NPO/NGO local to your area.

Paid help: agency, freelancer, web designer

Depending on your needs and budget, consider outsourcing the store setup and launch to an ecommerce agency or freelancer. Once the store is up and running, you’ll be fully equipped to begin selling, while having them on call for questions, changes, or maintenance. Avoid huge agencies with big fees. You need someone to setup the basic pre-programmed online store package from your ecommerce platform, with minimal to zero tweaks or customizations. An out-of-the-box, standard store configuration from a platform like Shopify is perfectly sufficient for small business needs. We also recommend hiring US-based professionals and request a project-based fee structure versus “per hour”. Slow freelancers can run up hours and, subsequently, costs.

Ask colleagues in your IT, communications, and marketing departments to recommend an agency or freelancer with ecommerce expertise. Request recommendations from friends, family or even on Facebook. The popular software companies also provide lists of agencies and freelancers:

You might be able to hire your ecommerce company directly to setup and launch your online store. For example, the launch coaching package at BigCommerce costs at $499 for the Starter Package and up to $2,999 for the Enterprise Package.  

Finally, agencies like Ecomitize, Redhead Labs, and Atmosol work with you on software selection, backend setup, web design, and integrations. Ideally, look for one that is certified with the larger ecommerce companies. Note that agencies can be pricey and may not be ideal for shops on a budget. Basic Shopify Setup from Atmosol starts at $7,000. Ecomitize specializes in ecommerce websites for gift shops across a range of platforms including Shopify, Magento, WooCommerce and BigCommerce. Their basic Shopify setup is around $4000 – $5000. Ecomitize also offers Ecommerce Managed Services for ongoing support at an hourly rate $30 to help with changes or questions. It’s like having an on-call ecommerce specialist.

Look for someone who’s responsive and won’t nickel and dime you for every little change. Whoever you hire, require a detailed outline of their deliverables, up front. You need them to simply advise, setup, and launch the online store, after which ongoing management and operations are turned over to you.

We’d love to help you launch your online store and accelerate your gift shop to the next level. Our starting rate for a basic Gift Shop Ecommerce Setup on Shopify is $3,500. Contact Nicole at Cindy Jones Associates to learn more.

🎯 TIP Setup up all your software accounts (e.g., ecommerce, hosting, domain) with your own name, email, address, login/password and credit card. Do not let the freelancer or agency use their own information. You should always be the primary account owner / administrator. Anyone needing access outside your organization can use a guest/admin login. This gives you full control and guaranteed access to these accounts. In the event of turnover or soured relations, you can remove users and readily secure your online operations.

It may be beneficial to contact your POS company for help adding an online store. They may offer this service for a fee, but again, watch the costs. Alternatively, some POS platforms have bundled ecommerce functionality. The online store module is native to the system and does not require integration with a third-party ecommerce software. For example, Square POS offers Square Online. It includes software, hosting and domain for $12/mo (Professional plan) and works with Square hardware products to provide seamless inventory integration. Lightspeed offers Lightspeed eCom, with full ecommerce functionality, bundled with their POS. Shopify POS includes both ecommerce and brick-and-mortar sale functionality for unifying in-store and online sales bundled for around $168.00 per month. Revel, Vend, Wix, Magento, and Miva POS all offer a built-in ecommerce module.

Outsourcing your online store: full and partial

Fully outsourced online store

Another option is to completely outsource your online store to an outside company where it is hosted, managed, and serviced externally in exchange for a percentage of profits. This is a viable option for all-volunteer shops or those with limited space for inventory. We are aware of only one company, Hospital Gift Shop Inc., that provides this service.

Hospital Gift Shop Inc. can customize each online shop to the specific needs of the facility, including product pricing and selection. They partner with local flower vendors to fulfill orders, plus national vendors like Edible Arrangements, Burt’s Bees, Melissa & Doug and more. Shops can also bring their own inventory online, along with selections from local or other off-site vendors. Order fulfillment, returns, and exchanges are controlled by the company. Not all items are available for same-day delivery and many products are drop shipped for home delivery only. Hospital Gift Shop (hospitalgiftshop.com), is a Healthy Commerce company with more than 550 hospitals under contract.

Partially outsourced: online store with drop shipping

A hybrid, partially outsourced model utilizes a drop shipping supplier. Product is sold through your shop’s online store but fulfillment is outsourced to a dropship company. This enables you to run an ecommerce store without warehousing inventory, managing fulfillment, or paying large upfront costs for stock. Instead, when you make a sale, the order is sent to the supplier, fulfilled, and shipped to your customer. You select and add the merchandise to your online store via an easy app integration. You can continue to sell your in-store inventory alongside drop ship products, as well.

As an example, Spocket has a colossal marketplace to peruse; there are literally tens of thousands of products. You can order sample products to verify quality, test speed of delivery, and take your own product photos. Spocket is compatible with Shopify and WooCommerce. Customers usually receive orders between 2-5 days. Product categories include apparel, jewelry, accessories, bath and beauty, home and garden, kids and babies, electronics, toys, gaming and computing. Products come with discounts between 30-60% off their retail pricing, which allows for a healthy profit margin. Spocket’s Starter Plan is $24 per month and entitles you sell up to 25 products, unlimited number of orders, auto fulfillment, real-time order tracking, shipping tracking numbers for all shipments and more. Their Pro Plan for $49 per month ($29/month/annually) allows 250 product imports and Empire Plan for $99 per month ($79/month/annually) allows unlimited products.

Like Spocket, Oberlo helps you find and add products directly into your Shopify store that you can start selling right away. They handle inventory, packaging, and shipping the product to your customer. Other popular drop ship companies listed here include Printful and Doba. We do not recommend AliExpress or Alibaba. eComitize can setup Spocket on your ecommerce site for $500 – $1000.

The pros include expanded product offerings, less overhead and inventory, no shipping materials, tools, fees, and easy to scale or change direction. The cons: You outsource a big chunk of your customer satisfaction. If anything goes wrong with the product or shipping, the customer still blames you. Returns can be problematic. More sales means potentially more customer support.

Sprocket

Additional Resources

How to Create, Setup, and Launch a Profitable Online Store (Seriously) Scroll down for article (“Chapter 9”)

Video: How to Start an Online Store (Watch Us Build One)  

How to Start an Online Store with Shopify: A Step-by-Step Guide

Setup Checklist

Storetasker for hiring Shopify specialists who apply for your job. Similar to platforms like Upwork and Freelancer.com but fully focused on Shopify


What questions, solutions, or challenges do you have with an online store?

Do you have an online store? Do you want one? Let us know in the comments and we’ll do our best to answer them!

Thank you!

How does loss occur

by Cindy Jones, Editor 💮

We have noticed a lot of theft recently. We do not have cameras surveilling our shop but we do have enough volunteer staff that are now being trained to watch for theft. They, however, say they are not volunteering to watch for thieves, but to help patients, visitors and hospital staff. We understand that, however, our shop’s losses are increasing. We have signs that say, ‘Shoplifters will be prosecuted” but they never are. Just my opinion but I think most of our shoplifting is from hospital employees. Any suggestions besides an expensive surveillance system. – Sarah James, Rochester, MI 5/19/21

Most loss occurs in three categories: internal theft, external theft and through errors. Here are some brief descriptions of each category:

Employee theft
Employee theft is the largest contributor to loss for most retailers, regardless of size or segment. Although some may wonder why employee theft would be the largest category of loss, hands down, every survey, study and comparison across segments has shown time and time again that those who steal from a business the most are employees.

Employee theft occurs through many different methods. From simple merchandise theft to collusion with friends or other shop employees, inventory losses by employees can easily deplete your profits (and the merchandise available for sale to customers). The point of sale (register) brings with it many other forms of employee theft. Simply removing money from the till to elaborate “conversion frauds” that include refund, void or discount thefts, point of sale theft can often cause a “double-dip effect” where you lose money and inventory simultaneously through a single incident.

Customer Shoplifting
External theft is caused by shoplifting. Although it does not cause as much loss overall compared to internal theft, shoplifting and external theft most certain causes a substantial amount of loss annually to the retail industry. Controlling external theft requires a commitment to educating your employees and volunteers on good customer service, awareness to the signs of a potential loss and how to best protect the shop and inventory against external loss.

The last major area of caused loss in the retail environment is through Errors. Often considered paperwork errors, these mistakes can contribute upwards of over 15%-20% of a retailer’s annual loss. Ironically, most of the errors seen in retail are employee-caused, thereby making a retailer’s employee perhaps the highest contributor to the business loss every year!

Operating Errors
Errors can occur anywhere – from checking in shipments, to ringing on the register or transferring merchandise. These errors can include the inaccurate counting of merchandise to the improper discounting or accounting of a sale or tender. Simple mistakes caused over and over again have resulted in thousands of dollars lost to a single shop.

Inventory shrinkage is the difference between what booked inventory shows should be on hand and what a physical inventory confirms is actually there. The value of missing inventory is called shrinkage. Shrinkage can be calculated as a percentage of booked inventory.

Consequences of shrinkage
Keeping an eye on shrinkage can mean the difference between profit and loss. Even “typical” shrinkage carries a significant cost. If you operate a shop on a 10 percent profit margin and you lose an item priced at $2, you will have to generate an additional $20 in sales to make up the loss.

The National Retail Federation reports that retail shrinkage—a loss of inventory due to employee theft, shoplifting, paperwork errors, or supplier fraud — is 1.41% of retail sales.

  • Employee theft, accounts for 43.9% of total losses.
  • Shoplifting accounts for approximately 35.7% of total losses.
  • Administrative errors accounts for 12.1% of shrinkage and pricing mistakes.
  • Vendor fraud accounts for 5.0% of shrinkage

Hospital gift shops are thought to have higher losses (2%+) but shops that install security cameras can reduce that figure.

 

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Q. Do you have an in-house floral shop?

We have an in-house floral design shop that is operated and staffed by volunteers. It is something that we love and are proud of! We are wondering how many other hospitals have an in house, on campus flower shop, and if so, what is their greatest success? We are interested in growing our operation. – Michaela Kanoski, CHI Health CUMC Bergan Mercy Hospital, Omaha, NE. 400 beds. 6/17/21

Yes. Our floral department is run by a paid staff person with more than 30yrs experience. Based on our volume and the inventory aspects, it would be challenging to run with 100% volunteers. Our greatest success is the ability to adapt to the many request we receive. In addition, we do many special request items for the hospital (events, awards, etc…) – Jeff Morris, Mercy Hospital, Cedar Rapids, IA. 6/22/21

I do not have an in-house floral shop, but use a local one to stock our flower cooler. I am wondering if anyone can share a wholesale plant company? I have thought about carrying live, potted plants in our shop to sell as an alternative to fresh cut flowers as well as to enhance the aesthetics of our shop and merchandise. – Jamie Lee Hernandez, St. Vincent Healthcare, Billings, MT, 6/21/21

We do have an in house floral shop. It is very limited on display space and storage but we manage to do well with mixed floral vases in the $30-$40 range and bud vases and smaller items under $20. We receive a lot of donated vases which helps with the cost. The hospital staff will bring in vases as they accumulate them. Occasionally I will put a reminder for customers that we are accepting them up on our whiteboard in the shop behind the cash register. – Doris Bowman, Wooster Community Hospital, Wooster, OH. 135 beds. 6/17/21

We do not have an in-house floral shop. Just don’t have the space. However, we do provide very small arrangements created by volunteers for customers. Product is usually donated by local stores and florists. – Peter Waugh, Memorial Hospital, North Conway, NH. 25 beds. 6/17/21

We have a flower business come in to deliver arrangements with an agreement that we receive a 20% commission from the flower sales. This business will also maintain or take back arrangements that do not sell. – Melina Dixon, Community Healthcare System, Hobart, IN. 225 beds. 6/16/21

We do not have an in house florist. I call and order flowers from a local florist when needed. I offer 5 price points of flowers so there is a nice variety in my floral cooler. – Kim DeBord. Riverside Medical Center, Kankakee, IL. 300 beds. 6/16/21

No, a local florist stocks our cooler twice a week. – Mary, University of Michigan Hospitals, Ann Arbor, MI. 1043 beds. 6/16/21


What is ‘Open to Buy’?

Open-To-Buy is the amount of money you have to spend on new inventory in any given period. By controlling your budget, you will be able to identify when you are “over bought” or when you need to spend more to achieve your sales plan.

A helpful strategy is to identify those vendors that ship quickly. Then you can place small orders and reorder frequently. This will keep your inventory quantities manageable and increase your stock turn. I recommend ordering a one-month supply since consumer tastes change so rapidly. Your risk will be lower. You must control your inventory rather than tie up valuable dollars if the item doesn’t sell.

On the other hand, it is not good to run out of popular items. Yes, it is a delicate balancing act!


Merchandise mix

Does your existing merchandise need attention? It may meet some of the hospital employee’s needs, but is it missing the boat with others? Work to offer a full-service mini-department store.

The hospital employees’ perception of the shop’s merchandise is crucial. If employees see a consistent flow of new and exciting merchandise, both seasonal and everyday, they will stop by on their breaks and lunch hours to shop. Instead of just purchasing gum, candy or a magazine, they will make significant purchases.

Work to avoid one-of-a-kind items or separate “things” (left-over bits and pieces of groups). Aim for groupings of related items that make a merchandising statement. Markdowns need to be taken in a timely way to ensure that old merchandise doesn’t accumulate.

The inventory must remain fresh and up-to-date. When inventory is new and responding to customer needs and interests, it will sell. The shop must consistently have the right merchandise at the right time and for the right price. This will build customer confidence and trust. The employees will know they can find what the want and need at fair-market prices.

When new merchandise arrives, watch it closely. If it is selling fast, respond to it immediately. Reorders are the ‘bread and butter’ of a successful gift shop.

The most tragic three words uttered in a hospital gift shop is “Sorry, we’re out.” Those words say, ‘Sorry, we can’t handle your business.’ For a busy hospital employee, this could mean their last trip to the hospital gift shop.

Merchandise that has not sold after 6-10 weeks should be put on sale. The exception to this is higher priced gift items, which may take longer to sell. Watch the dates on merchandise to ensure that merchandise doesn’t sit around long.


GUEST CONTRIBUTOR

Clear out stale inventory: Scratch-off card promotion (DIY Tutorial)

by Kathy Cruz, Savvy Shopkeeper

January tends to be the month where retailers refresh their shops. But the pandemic really changed things over the past year, so now it’s Q3 of 2021 and you might find yourself sitting on some stale inventory. You know, that merchandise that just isn’t moving – you either haven’t had enough foot traffic or the seasons have passed.

Over the past year many shops had their doors closed for an extended period of time, and even if you did open, foot traffic might have been low which means inventory moved much slower than usual. It’s understandable under the circumstances. Don’t feel like you’re alone, many store owners experienced this too!

We all know that retail space is valuable real estate so it’s important to keep merchandise fresh and new, especially for our loyal and regular customers who visit frequently. Under normal circumstances we often practice these traditional ways for clearing out stale inventory:

  1. First, re-merchandise
  2. Bundle it or offer a discount
  3. Host an in-store blowout sale
  4. List on an online marketplace
  5. Take items to a consignment shop or list with an auction site
  6. Donate it

But, sometimes it’s fun to do something different. Customers appreciate “fun” too! Now that restrictions are being lifted and foot traffic is increasing again, it’s time to get creative! 

Hosting a scratch-off card promotion is a great way to not only be creative, but have fun with your customers AND clear out old merchandise at the same time. Everyone loves a scratch-off card! The element of surprise is just too good to pass up. Scratch-off card promotions pull on our emotions. Once you’ve got one in your hands it’s hard to resist the curiosity to find out what’s under the panel!

DIY scratch-off card promotion

I created an easy DIY tutorial for store owners, so you can make these budget-friendly cards yourself. You don’t have to pay a designer or a printer to accomplish this. Simply decide what your discounts or promotion will be first. For example, you can offer cards with discounts of 5%, 10%, and 15% off.  But you can also have two big winners at 25% off. Or maybe one or two lucky winners receive a free basket of items! You can make these decisions based on the stock you have and how much you want to push out of the store. Click HERE to follow the tutorial. 

The whole experience of playing a scratch card is a positive one – especially if you set your customer up to win no matter which card they grab! I have two membership communities filled with store owners who have used the scratch-off card promotion and often tell me how successful their store event was because of it and equally important, how much their customers loved it. I want to see you succeed and this means keeping your store filled with fresh merchandise. Getting a cash injection from a scratch-off card promotion can give you just the budget you need to buy new products for your gift shop.

Kathy Cruz, co-founded The Salvaged Boutique, a home décor boutique. in 2013 with her sister. The endeavor started with a DIY blog, a few social media accounts, and a little determination. It only took Kathy and her sister 18 months of running their online business to realize they wanted to do something more with it and opened their brick and mortar location in Lakewood, Ohio. Kathy watched her passion grow from a fun blog and hobby with her sister on the side of her full-time job to a profitable brick and mortar home decor store. During this time, she saw the need for an online resource where retail business owners could find community and education. So she took it upon herself to create Savvy Shopkeeper, a podcast and services for micro-independent retailers. From full time job to full time entrepreneur, Kathy now helps hundreds of retailers work less and profit more, while running a store herself.


Q. What is your protocol for reinstating volunteers?

Our gift shop is currently closed and will be opening in August. What is the protocol after COVID-19 to follow for reinstating the volunteers? Do they have to show their vaccine card? What other steps are necessary? – John Klos, Gift Shop Manager, Volunteer Services. Saint Francis Health System, Tulsa OK. 6/12/21

Since ours were out over a year, I had to re-orient them all. It was too many at once, so instead of putting this on HR, I booked a conference room and offered 3 sessions and lead orientation for them. It took about an hour and a half to get through the Joint Commission requirements. We are not requiring the COVID-19 vaccine, but if they have it we put it on file in the Health Office. – Ali McCrary, Volunteer Services, Gift Shop and Auxiliary Manager at Good Samaritan Hospital in Vincennes, IN. 6/25/21

Our volunteers are being phased in: first gift shop volunteers, escorts then OR Waiting room volunteers. Each group attends a very short meeting where COVID protocols for their role is described, infection prevention reviewed and any changes in their role due to COVID. – Ann Bergmann, Volunteer Coordinator, Cumberland Healthcare, Cumberland, WI, 25 beds. 6/22/21

We have a “re-orientation” our volunteers have to attend as well as provide proof of vaccination. The training includes new sanitizing protocols, changes made to procedures due to COVID-19, etc. – Christie Delbridge 6/22/21

At St. Vincent Healthcare our volunteers must be vaccinated, sign a waiver and wear hospital issued mask during their volunteer shift, of course this is in addition to all other records and training/ signature requirements as well. A copy of their COVID vaccination records is not required, nor do we add a photocopy to their records, I guess you would call it the honor system?  – Jamie Lee Hernandez, St. Vincent Healthcare, Billings, MT, 6/21/21

All volunteers are required to be fully vaccinated prior to their return. Possible phased in return beginning in July.  – Peter Waugh, Memorial Hospital, North Conway, NH. 25 beds. 6/17/21

Our volunteers are not required to have the vaccine. I do ask for a copy of their card in case the hospital requires tracking. Most do not mind. Before they return I conduct an annual review with them and re-introduce them to the area. Many returning volunteers did not need retraining but if there were significant changes I did arrange for someone to be with the returning volunteer. – Melina Dixon, Community Healthcare System, Hobart, IN. 225 beds. 6/16/21

Our volunteers are not required to have the vaccine, however, they are encouraged to have it. Our hospital is still mask on so that helps but our Volunteer Services Department works with volunteers and encourages everyone to be vaccinated. To my knowledge, no one has refused. I reopened a year ago to reduced hours so that helps in bringing back volunteers. For the most part, everyone was very excited to come back, I had a few that declined returning. I changed the shifts due to the hours and it seems to be flowing nicely. – Kim DeBord. Riverside Medical Center, Kankakee, IL. 300 beds. 6/16/21

We opened our Gift Shop doors May 1, 2021. We also have reduced hours. 10:00-2:00 Monday through Friday. We still only allow one visitor per patient. We highly encouraged the vaccine. We also have a COVID-19 Information sheet with a quiz that must be reviewed and signed prior to returning. We have about 2/3 of our volunteers come back so far. – Catherine Taschler, MMC-Weston, Weston, WI. 90 beds. 6/22/21

Volunteers started back in April. We had to write a plan for our protocols – that plan had to be reviewed and approved at higher levels in the organization. (Note: not all volunteers are back – only selected areas, including ours.) We are restricted as to the number of volunteers we can have – and the number of cashiers – based on current occupancy limits and social distancing. We also have the additional role of a door attendant. COVID vaccines are not required at this time, but PPE – and strict sanitation and disinfecting – are required.When entering the hospital, volunteers have to follow the same hospital requirements as an guest entering the hospital – be it questionnaires, masks, etc. – Mary, University of Michigan Hospitals, Ann Arbor, MI. 1043 beds. 6/16/21


💮 CALENDAR 💮

GIFT MARKETS

Updated July 15. **Always double-check show dates for changes.Jul 27-29, 2021
Faire Summer Market
VIRTUAL EVENT
Aug 3-5, 2021
August Atlanta Apparel

Aug 5-11, 2021
NY NOW Digital Market Week
VIRTUAL EVENT
Aug 7–10, 2021
International Home + Housewares Show, Chicago, IL
Aug 8-11, 2021
NY NOW Market (Summer) Jacob Javits Center, NY
RESCHEDULED for
Aug 22-26, 2021
Las Vegas Market (Summer)
Jul 25-29, 2021
Aug 24-27, 2021
Dallas Apparel & Accessories Market (Summer)
Sep 22-24, 2021
Dallas Total Home & Gift Market
Oct 5-6, 2021
Seattle Mart Fall Buying Event
Oct 13-15, 2021
October Atlanta Apparel Market
Oct 26-28, 2021
Atlanta Fall Cash & Carry
Oct 26-29, 2021
Dallas Apparel & Accessories Market
Nov 1-3, 2021
Ocean City Resort Gift Expo, Ocean City, MD
Dec 5-8, 2021
Grand Strand Gift & Resort Merchandise Show, Myrtle Beach, SC
Visit Gift Shop Mag Trade Show Calendar or Smart Retailer TradeShow Calendar for smaller local/regional shows.

STATE AUXILIARY CONFERENCES

Oct 4-6, 2021 Council of Volunteer Services of Georgia Hospital Association (COVS-Georgia) Annual Meeting Macon, GA

Cancelled Texas Association, Directors of Volunteer Services (TADVS)

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JUNE 2021 NEWSLETTER: ISSUE #618
Check out last month’s articles, surveys, and discussions.

  • PART 3. Creating an online store:
  • Branding and design
  • Navigation and menus
  • Product images and how to photograph
  • Shopping cart, check out, payment
  • Delivery, shipping, returns, exchanges
  • Don’t reinvent the wheel!

  • Q. What is your protocol for reinstating volunteers?
  • Tips for attending AmericasMart Atlanta Market
  • Q. Do you have an in-house floral shop?
  • Featured: Twig Gift Shop
  • Job Openings
  • Q. Scrub hat vendor?
  • Calendar: Gift Markets and Regional Conferences

DISCUSSION


PLANT VENDOR

Is there a wholesale plant vendor you use to stock your gift shop? – Jamie Lee Hernandez, St. Vincent Healthcare, Billings, MT, 5/19/21

We have a flower business come in to deliver arrangements with an agreement that we receive a 20% commission from the flower sales. This business will also maintain or take back arrangements that do not sell. – Melina Dixon, Community Healthcare System, Hobart, IN. 225 beds. 6/16/21

Not sure what kind of plants you’re looking for, but a few years ago we ordered succulents wholesale from this nursery in Florida, Morning Dew Tropical Plants, for a succulent bar. They were great to work with and plants arrived in fantastic shape. Morning Dew Tropical Plants morningdewtropical.com – Shea Fowler, Unity Point


CUSTOMER REWARD/LOYALTY PROGRAM

We are interested in starting a customer reward/loyalty program. Requesting any advice on a system that has worked well in your hospital gift shop. – Stephanie Byrom, SJRMC Gift Market, Farmington, NM 194 beds. 5/17/12

We have a punch card that I got through Vista Print. For every $5.00 spent they get a punch. It takes $100.00 to fill. Once full, they get 30% off 1 items. It works well and the employees love it. As we require a minimum of $5.00 purchase to use payroll deduct, this is another encouragement to spend at least that amount. – Ginger Taylor, Gift Shop Manager, Volunteer Services, Springfield, MO. 6/22/21

We do punch cards for every 5$ spent they get a punch, after the card is full, 9 punches, they get 10% off one item with that card. – Ann Payne. 6/17/21

We currently have a customer loyalty program that was easy to implement through our POS (VEND). Customers are able to provide their contact information which automatically enrolls them in the loyalty program. This has been a great bonus for return customers (mainly staff) as we do not offer employee discounts. – Shellee Laubersheimer, Stanford Health Care Gift Shop, CA. 2300 beds. 6/16/21

We currently utilize MM Hayes Quickcharge POS. They have a built in Loyalty system that has several options and customizations. – Shea Fowler, Unity Point. 6/16/21


ONLINE STORE

First of all, thank you for deep diving into this subject. I wanted to know if having a POS is imperative to having an online presence? Is there a work around? Currently we do not have a POS, but we would love to explore the online possibility. Thank you. – Jamie Lee Hernandez, 5/20/21

A POS is not required to have an online store. You can sell, process payment, and fulfill orders entirely through your eCommerce software. You’ll need to coordinate your in-store with online sales, plus financials, and inventory. – Nicole, Cindy Jones Assoc

Cindy, this is absolutely the best newsletter that you have published. I will use as a reference over and over. We too realized that we were fortunate to have an online shop. We continue to update it as part of our hospital website. The big website will be new and fresher soon. We have been waiting a long time for this. Our on line business continues to grow even as we have opened our gift shop. We will send in our good news for you to publish. Have a great weekend – Kathryn, Carousel Gift Shop, Driscoll Childrens Hospital, Corpus Christi, TX. 191 bed. 4/19/21

Congratulations on launching your online shop. It is terrific. The landing page image with the teddy bear is really effective. Did you set up and launch it yourself? What software are you using? Several managers are wondering how to coordinate online with in-shop inventory. Are you having the same issue? – Nicole, Cindy Jones Assoc

Our gift shop is part of the hospital website. We are continuing to upgrade our part, as well as, the hospital having a new site. We do struggle with the inventory—as we are on Arba systems. We continue to keep up with inventory the old fashioned way, counting each week. We do keep the inventory separate from the shop back stock. Hope this part helps. – Kathryn, Carousel Gift Shop, Driscoll Children’s Hospital, Corpus Christi, TX. 191 bed. 4/19/21

We do not have a website but will be building one this summer. My question is, I do not want to offer delivery beyond our campus (no shipping). Anyone had success doing this? – Kevin Shaw, Methodist Hospital Gift Shop, St Louis Park, MN. 4/16/21

Yes! Our sole purpose of an online store is for Patient Delivery Only and our opening welcome message on the site reads: Through our shop’s site, you may order gifts for delivery to patients staying at our hospitals”. We advertise “pre made bundles” to simplify options. We have a binder kept at the register that lists all of our online gift bundles and what items are needed to fulfill the order so that all staff members can work on gift building. We recently added phone chargers as an option online as we get a lot of phone calls from customers looking to send a charger to a patient. Well now they can order that charger online as an “add-on” item!
For inventory purposes, we ring up each item at the point of sale and use “eHit” as our mode of tender; it’s an arbitrary tender that has its own line on our reports so that these sales are not getting mixed into credit card or cash sales. – Meggen Heuss, University of Wisconsin Hospital and Clinics, Madison, WI. 500 bed. 4/21/21

Congratulations on launching your online shops!  – Nicole, Cindy Jones Assoc

We do not yet have an online store however, this information is quite timely in that I am just beginning to explore one. I look forward to the next parts of the series as I am sure there are so many parts and pieces to consider. Without question, I believe it would be worth it, but getting it up and running and having manpower to keeping it going may prove to be more difficult. The shipping pieces is something that really worries me… Thank you all for your time to compile this information, it is appreciated. – Jamie Lee Hernandes 4/16/21

Remember, you don’t have to offer shipping. You can limit your fulfillment options to only those you feel are feasible: Patient Room Delivery, Office Delivery, In Store Pickup and, Lobby Pickup, Curbside Pickup. Phase in additional options, like shipping, later on when ready or not at all. We’ll discuss fulfillment methods in Part III. – Nicole, Cindy Jones Assoc

I am so interested to hear what others are doing, the pro’s and the con’s to having an online store. Who are you targeting? What merchandise will you sell? Where will the merchandise be stored? Delivery, mail out, curbside pick up etc. Who will manage it? Who will manage it when you are on vacation, nights and weekends etc. – Jamie Lee Hernandes 4/16/21

I’m not 100% sure so maybe Cindy could help us, but someone told me that if you are not for profit that you have to be very careful with online shopping because it could forfeit your nonprofit status. Cindy, can you help? Is this true? – Ali McCrary, Good Samaritan, Vincennes, IN. 232 beds. 2/16/21

FROM CINDY
It is a myth that 501(c)(3) nonprofit organizations can‘t make a profit. Most hospitals and their subsequent gift shops are for profit. They charge sales tax and operate as a business. The shops then donate all their profits to the hospital for patient benefit and equipment. Look for our upcoming article on how to start an online store. We’ve found some terrific online gift shops and currently interviewing their managers to share with our readers. In the meantime, here is a helpful article on launching an on-line store Overcome Common Problems Launching a Hospital Gift Store Website  2/17/21

We are a volunteer only hospital gift shop. No visitors in almost a year. We we closed for 7 months and now are only open in the afternoons. We’ve been having a 30% off sale and the store is still full! An online shop would be great but it would fall on one person to create it and manage and would be a full time job.  – Martha Burke, Rome Hospital, Rome, NY. 130 beds. 2/9/21


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My Garden of Flowers: Miracles in the Neonatal Intensive Care Unit


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Cindy’s Newsletter for Gift Shop Managers | June 15, 2021 💮

CINDY’S NEWSLETTER
for Gift Shop Managers

Cindy’s Newsletter for Gift Shop Managers delivers practical, ready-to-implement content to gift shop managers, retailers, and volunteers across the country. We help our readership of over 3,000 retailers optimize shop operations, grow revenue, and connect with one another. The newsletter is published monthly and free since 2001.

Have you paid your dues this quarter?

The value and richness of this newsletter comes from your participation. Do your part by submitting two comments per quarter, at minimum. Reply to reader’s questions listed throughout the newsletter (in green) or simply share what is working or isn’t working in your shop, a great selling product, a helpful website or resource, an operating question, your biggest challenge right now, a terrific vendor you’ve come across recently, tips on managing volunteers, or tips on managing yourself!

LEAVE A COMMENT! Click the green comment tags throughout the newsletter, enter it in the comment section, or send to cindy@cindyjonesassociates.com.


JUNE 15, 2021


Providence Park League Gift Shop ramps up for opening!

Providence Park League Gift Shop has been in business since 2008 and is owned and operated by the volunteers of Ascension Providence Hospital (264 beds) in Novi, MI. The shop is about 500 square feet, sits in the main lobby of the hospital and managed by Brenda Deneau. Over the years, it has supported the hospital with over $1 million dollars in donations. Volunteers have been at the center of this business since the beginning.

The shop was shuttered on March 13, 2020 and slowly reopened its doors on a part-time basis in July 2020. For the past year, sales have been minimal as the shop was only open to hospital associates during the pandemic. Volunteers are not yet on campus but they are anxious to return. As the pandemic winds down, people are making doctors appointments that have been put off for a year and that is producing some walk in traffic. According to shop manager, Brenda Deneau, “These folks are shopping!” While outsiders cannot yet come in the shop, they take phone orders and drive ups.

For the past few weeks, they have been ramping things up to get ready for shoppers!

– Created a ‘Patient Shopping Coupon’ to include in hospital room folders.
– Hired two full-time associates (both with great retail acumen).
– Expanded hours to 8am – 8pm and added weekend hours.
– Created a Facebook page called The Gift Shop Associates. Check out the video tour and other terrific product videos.
– Created a QR code for shoppers to access information while in the shop.
– Launched into the gift basket business as well! What started as an idea has now turned into a full-on niche business. Lisa Dunbar, shop coordinator, is now the master of curated gift baskets for the shop.

Special thanks to Brenda Deneau for contributing the content for this story!


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Creating an Online Store | Part 3: Design, content, images, policies

by Nicole Stanbridge / Cindy Jones Assoc / June 15, 2021

This is the third of our four-part series on setting up and launching and online store for your gift shop. In Part 1: Value, considerations, consumer demand of the series we looked at online consumer behavior, current demand, pre-launch planning, as well as the pros and cons of an online store. Part 2: Costs, getting started, software selection and integrations examined startup and operating costs, technical requirements, selecting an eCommerce platform, and system integrations. Here, in Part 3: Design, Content, Images, Policies we will look at designing and setting up the online store’s navigation (menus), product images, as well as policies for delivery, shipping, returns, and exchanges. Part 4 will explore options for shops that don’t have the time, resources or staff to launch an online shop.

We interviewed four shops with successful online stores for this article. We encourage you to visit them! 

Stanford Health Care Gift Shop
Stanford Hospital, Stanford, CA
Shellee Laubersheimer, Operations Manager
Mamta Kaur, Manager, Retail Program
Website: shcgiftshop.com
Hospital referring page
eCommerce: BigCommerce / POS: Vend

Heart Strings Gift Shop
Princeton Community Hospital, Princeton, WV
Lauren Crews, Manager and Owner
Website: shopheartstrings.com
eCommerce: Shopify / POS: Square

St. Luke’s Floral & Gifts
UnityPoint Health St Luke’s Hospital, Cedar Rapids, IA
Noelle Boardman, Gift Shop Coordinator
Website:  unitypoint.org/cedarrapids/gift-shop-home.aspx
Hospital referring page
eCommerce: Hospital’s software / POS: Counterpoint

Sprout Gift Co.
Jim Pattison Children’s Hospital, Saskatoon, Canada
Shauna Morgan, Gift Shop Manager
Website: sproutgiftco.ca
eCommerce: WooCommerce / POS: Square

A sincere thank you to all the managers we interviewed!

Other notable online shops:

White Rose Gift Shop, Mackenzie Richmond Hill Hospital (powered by Shopify)
Cedars-Sinai Helping Hand Gift Shop (powered by Shopify)
Strong Memorial Hospital Gift Shop (powered by NitroSell)
Wild Rose Gift Shop, Univ of Iowa Hospitals (powered by Magento)
Scarlet Ribbon Gift Shop, Ohio State Univ Hospitals
Methodist Hospital Gift Shop  (powered by Shopify)
Mercy Gift Shop, Ascension Via Christi Hospital (powered by Wix)

Branding and design

We’ve learned how an online store essentially adds another shop entrance to your business, albeit digital. It goes without saying that your website needs to look professional. Make no mistake, an amateur-looking website will drive away customers. Esthetics, layout, grammar, colors, and images all matter. Luckily, anyone can create a professional site using the free templates provided by your eCommerce platform or, if budget allows, hire a web designer. Do not use low-quality, amateur photos. Avoid graphics all together unless you feel confident selecting well-designed, brand related ones. You can find free professional-grade photos on Vecteezy, Pexel, Freepik and Stocksy. Use the search function and filter for “Free License”.

During setup, you’ll be prompted to set the website colors, logo and possibly fonts. Duplicate your hospital’s branding. Their name and brand recognition is already established. Build on that. Visitors should move between your webstore and the hospital’s website with a sense of familiarity and continuity. Contact the marketing department for help with branding elements.

In some cases, you may decide to create a unique brand for your online store. We generally don’t recommend this path for marketing reasons, but one of the most successful shops we found is independently branded. Sprout Gift Shop is an outstanding shop and has its own brand with distinct colors, logo and design. In contrast, Stanford Health Care Gift Shop adopted the university branding, but still presents a perfectly nice page. Clearly there is no single path to success, though one will require more work.

www.sproutgiftco.ca

www.shcgiftshop.com

Navigation and menus

Navigation and menus for online webstores have two primary goals:  1) help customers find products; and 2) help customers discover products they didn’t know they wanted (e.g., add-ons, upsell). There are other purposes, such as providing policy and store info, but driving sales is primary. Follow a few simple rules for your site’s navigation:

  • Match top-level menus to your shop categories/departments
  • Model the navigation menus used by other shops in this article
  • Don’t get catchy when labeling menus. Use commonly used terminology.
  • Use short, succinct and logical labels for menus (e.g., use “Contact” instead of “Phone Number, Email, Hours”)

Utilize shop staff, friends, and family to test your site navigation. Lauren Crews from Heart Strings Gift Shop needed to restructure her site’s navigation after learning that shoppers were having trouble locating items. She conducted an informal survey asking family and friends, of all ages and technical know-how, to test her site. She also placed herself in the shopper’s shoes and role-played different search and browse scenarios. In addition to good site navigation, your webstore should have a robust “Search” function, backed by detailed product descriptions to power the search.

Your online store should contain the following pages, at minimum:

Shop   |   About   |   Contact   |   Shipping & Delivery   |   Returns   |   FAQ

Here are a few examples of good top-level site navigation:

Main menu
Footer menu


Product images

Poor quality images can drive away sales just the same as cluttered shelves, dusty merchandise, or disorganized displays. Luckily, you can take great website-worthy images using your smartphone. Recruit a photo-savvy staff or volunteer to help or request merchandise images from the vendor. Among the shop managers interviewed, most either photographed merchandise themselves or pulled images from vendor websites and catalogs.

🎯 TIP: Product Descriptions
Don’t reinvent the wheel
writing product descriptions.
Cut n’ paste (copy) them from the
vendor’s website or catalog.

Lauren Crews, Heart Strings Gift Shop, uses asks vendors for their catalog images in a .zip file, but noted that these images aren’t always relatable or realistic. She prefers lifestyle images (any image depicting people in a life-related activity) because shoppers can relate to them. Lauren also suggested showing the store in the background to convey the product message being “in store now”.

🎯 TIP   Asks medical staff to model items and include a short bio. This is highly relatable to your customers. Or, have your shop volunteers and staff model.

Noelle Boardman from St Luke’s Hospital in Cedar Rapid photographs merchandise with her cell phone or pulls them from the vendor. She learned how to take professional photos and create a DIY photo box by watching YouTube videos. Her tips were to place lighting directly behind the camera to avoid shadows and, also, make sure all images are the same size for uniformity. We’ll show you how to take product photos using a smartphone below.

To edit your photos, managers Shellee Laubersheimer and Mamta Kaur at Stanford Health Care Gift Shop highly recommended Canva. They find Canva to be essential. It is easy and intuitive, has lots of plug-n-play uses, and great for removing photo backgrounds. Canva makes it easy to edit photos, add your logo or other graphics to images, design flyers, create social media posts, and develop a brand profile. We recommend adding it to your box of tools, as well. Their tips were to use colored backdrops for white or light items, invest in a $50 photo box, and to recognize that quality photos will set your store’s credibility.

Here are some great merchandise photos, even for difficult to photograph items like scarves and books.

How do you photograph sundries? Remove the background using Canva or photograph them in a lightbox. Here are sites with good examples:  Personal Care Products    Patient Necessities / Sundries   Men’s Toiletries Kit  

How to photograph merchandise with a smartphone

Always shoot in HDR and the flash turned off. Turn “Live” mode off on iPhones. Set size to Portrait mode (or Square) and telephoto lens on newer iPhones. Don’t place item too far away. Fill the frame with your subject and balance content.

Exposure and Focus. Learn how to set exposure and focus. Tap the screen lightly and an exposure indicator will appear. Tap different areas of the screen to see how exposure adjusts. Experiment to find the best exposure. To tell the camera where to focus, hold finger on screen a few seconds until “AE/AF Lock” appears. Freeze focus on the item and background will blur. Experiment by placing an item directly in front of you and locking focus.

Alignment. Always shoot items straight on. Kneel or position the phone on same level or plane as the item. Don’t tilt, tip or angle phone. Hold it perfectly horizontal. Align the grid lines (under Settings > Camera) on the screen to any horizontal or vertical lines in your shot.

Lighting. Purchase a photo studio box ($20-60) or make your own. Turn off all other lights when using a photo box to reduce shadows. If you don’t have a studio box, shoot a bright area with natural light, like an atrium. Avoid florescent lighting and background light sources like windows or light bulbs. Time the shoot when light is even and natural. Avoid hard direct sunlight, shadows, or bright washed-out areas, adjusting exposure as needed.

Photo Editing. In addition to a web-based editor like Canva, you can also edit photos directly on your phone with the apps Snapseed (free) or Touch Retouch ($2.99). Both are simple and full of functionality.

Shooting items in shop. Shoot items in the shop using Portrait mode. This automatically blurs the background making the focused subject matter have the appearance of more depth. Tap the Focus icon in the upper right corner and use the slider to adjust the amount of background blur. After you shoot, use the slider in Edit.

🎯 TIP  Keep your store’s homepage updated with seasonal merchandise. But, be sure customers can find non-holiday merchandise quickly using your robust search function and site navigation. Stanford Health Care Gift Shop does a terrific job rotating product on the homepage to match upcoming holidays.

Payroll Deduction (click to view)

Shopping cart, check out, payment

The check-out process should be a quick, user-friendly experience to reduce cart abandonment and avoid problems. Be sure users can easily add products to their cart and include all the information they need. Include as much detail as possible, up front. If same-day delivery has a 2:00pm deadline, show it at every step possible. Include delivery and shipping policies in the check-out screen plus a link to the policy page on your site.

A good eCommerce software will come with a wide array of payment methods (e.g., Shopify includes PayPal, major credit cards, Google Pay, Apple Pay, Stripe). You’ll also want to accommodate payroll deduction, if possible. This will likely require a customization by your eCommerce software, in coordination with your institution. We’ll explore payroll deduction this and other challenges in the last part of this article.

Delivery, shipping, returns, exchanges

Determine what fulfillment methods you can reasonably and successfully offer. Following the mantra that options drive sales, the more the better: delivery in lobby, delivery in office, delivery in patient room, in-store pickup, curbside pickup, store-front pickup, shipping.

If you face staff or time constraints, take a phased approach with your fulfillment option. Start with a few of the easiest ones like in store pickup, lobby pickup, and curbside pickup. Once these have been in place for a few month, you’ve worked out the kinks and have a nice process, add addition options like patient rooms or offices and workstation delivery. Next offer shipping. It has the largest reach, but also requires the most resources and time. You may also find it’s just not feasible.

Promote all your fulfillment options on the homepage, across social media, in ads, flyers, and other marketing avenues.

State deadlines and requirements for fulfillment options clearly, along with other online policies like returns and exchanges. Here are several examples to take from: Sprout Gift Co FAQ; White Rose Gift Shop Shipping/Delivery, Stanford Health Care Gift Shop FAQ, Ohio State Univ Gift Shop Shipping/Returns, Cedars-Sinai FAQ

Use bold text, popups and repetition on any restrictions to avoid any confusion such as, “Flowers are not permitted in ICU, CCU or the NICU patient rooms.” Set the phone number field as required on all orders so you can contact the customer if there are any problems.

Remember that hospital gift shops have one major advantage over Amazon and other online retailers: easy returns and exchanges. It’s a pain to package, label, and drive to the post office. In your case, staff don’t even need to leave the building for returns. Use this to your advantage and make it a selling point. Promote these and other conveniences across social media, email, and other marketing communications.

Don’t reinvent the wheel!

Launching an online store is no small task, but it is doable especially when you don’t try to reinvent the wheel. Visit, study, and copy the shops mentioned in this article. What webpages do they include? What content is on their homepage? Who has the best navigation? What software are they using? If you’re unsure what to include in your Return Policy, pull text from other shops and edit accordingly. Bookmark two or three favorite shops as models and consistently refer back to them when making determinations for your own site.  

Next month, Part 4 will address common challenges, obstacles, and explore outsourcing alternatives when an online shop is impractical due to staffing, time constraints or resources.

Do you have an online store? What has been your experience?

Do you have questions about the online store topics discussed here this month? Let us know in the comments and we’ll do our best to answer them!

Thank you!

Tips for attending AmericasMart Atlanta Market

“If you have a trusted business partner, divide and conquer. The market is huge, and you’ll need a detailed plan of action to accomplish your goals. Also, download the market app on your phone to make it easier.” 

“Bring a trusted friend or co-worker. Your first trip to AmericasMart can be overwhelming. Your buying partner can help with notes, lists, etc.”

“Book early. The cheapest and the best deals are through the AmericasMart site onPeak https://www.americasmart.com/travel/hotel-reservations. Never stay south toward the airport or at the airport and plan to take the MARTA. It’s not safe unless you are always in a large group. Find your rep in each showroom. Using them doesn’t cost you more. They can also tell you what sells best in your area and who else close by may have that product.”

“Avoid driving in Atlanta if possible. The shuttle service to and from the Mart is a great perk as well. Uber costs less than a taxi. It’s important to book way ahead for the best rates.”

“Plan your lunch early or late due to the long lines. Keep water and snacks with you. Eating dinner is a challenge due to long waits, so eat early rather than later. The shuttle buses are amazing but watch their operating times.”

“However long you think you want to be at AmericasMart, add on one day or even two. You’ll be happy you did once you return back to your store.”

“Have a focus and a plan. Save one day to source new products and vendors. Download the Mart App to your phone. Pack a couple of snacks.”

“Pre-shop showrooms prior to placing orders. It’s the key to building complete statements between multiple vendors. Preselecting what you want also makes it much easier for both you and your sales rep when you return to place your order.”

“Have a rolling bag to put catalogs, handouts, and a bottle of water in. Wear comfortable clothes and sneakers. This is not a fashion show; it is a test of endurance.”

SOURCE: SmartRetailer

   

 

 

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Q. Do you have an in-house floral shop?

We have an in-house floral design shop that is operated and staffed by volunteers. It is something that we love and are proud of! We are wondering how many other hospitals have an in house, on campus flower shop, and if so, what is their greatest success? We are interested in growing our operation. – Michaela Kanoski, CHI Health CUMC Bergan Mercy Hospital, Omaha, NE. 400 beds. 6/17/21

Do you have an in-house floral shop and what is successful?

We need to hear from you! Don’t just take; give back. Do your part and leave a comment here or enter it at the bottom of the newsletter.

Thank you!

Featured: Twig Gift Shop

Rochester General Hospital, Rochester, NY Twig Gift Shop

Linda Leary and Anne Trocano, Twig Gift Shop, Rochester General Hospital, Rochester, NY

Rochester General Hospital in Rochester, NY (528 beds) closed the Twig Gift Shop for 14 months during the pandemic. In May, they reopened and celebrated its brand new location inside the hospital’s latest addition, the Sands-Constellation Center for Critical Care.

Next year, the shop will celebrate its 75th year of providing retail therapy in the hospital! Since its opening in 1947, the gift shop has been run by volunteers of the Rochester General Hospital Association. In those early years, they sold items hand-made by the volunteers. Now, they offer flowers, cards, jewelry, accessories, toys, apparel, gifts, and locally made candy.

Along with the shop’s only employee, Buyer and Manager, Linda Leary, the Rochester General Hospital Association is using the shop to serve patients, families, visitors, and staff while raising money to support projects that improve the patient experience. Currently, proceeds are supporting the new Twig Neonatal Intensive Care Unit that opened in October 2020.


Job Openings

Gift Shop Manager
Beaumont Health, Troy, MI

Manager, Gift Shop & Patient Services
Ardent Health Services, Amarillo, TX

Volunteer & Gift Shop Manager 
AdventHealth, Palm Coast, FL

Hospitality Retail Manager
Mount Washington Hotel, Bretton Woods, NH

Supervisor Retail Services – Gift Shop 
Saint Joseph Mercy Health System, Pontiac, MI

Gift Shop Coordinator
Prisma Health  Columbia, SC

Manager, Gift Shop
Sarasota Health Care System, Sarasota, FL

Museum Gift Shop Manager
Jekyll Island Museum, Jekyll Island, GA

Manager/Buyer, Gift Shop
University of Pittsburgh Medical Center, Pittsburgh, PA

Volunteer Services/Gift Shop Coordinator 
Good Samaritan Hospital, Vincennes, IN


Q. What is your protocol for reinstating volunteers?

Our gift shop is currently closed and will be opening in August. What is the protocol after COVID-19 to follow for reinstating the volunteers? Do they have to show their vaccine card? What other steps are necessary? – John Klos, Gift Shop Manager, Volunteer Services. Saint Francis Health System, Tulsa OK. 6/12/21

What is the protocol after COVID-19 to follow for reinstating the volunteers?

Are your volunteers required to show a vaccine card? Leave your reply here or enter it at the bottom of the newsletter.

Thank you!

💮 CALENDAR 💮

GIFT MARKETS

Updated Jun 15. **Always double-check show dates for changes.Aug 7–10, 2021
International Home + Housewares Show, Chicago, IL
Aug 8-11, 2021
NY NOW Market (Summer) Jacob Javits Center, NY
RESCHEDULED for
Aug 22-26, 2021
Las Vegas Market (Summer)
Jul 25-29, 2021
Aug 24-27, 2021
Dallas Apparel & Accessories Market (Summer)
Sep 22-24, 2021
Dallas Total Home & Gift Market
Oct 5-6, 2021
Seattle Mart Fall Buying Event
Oct 13-15, 2021
October Atlanta Apparel Market
Oct 26-28, 2021
Atlanta Fall Cash & Carry
Oct 26-29, 2021
Dallas Apparel & Accessories Market
Nov 1-3, 2021
Ocean City Resort Gift Expo, Ocean City, MD
Dec 5-8, 2021
Grand Strand Gift & Resort Merchandise Show, Myrtle Beach, SC
Visit Gift Shop Mag Trade Show Calendar or Smart Retailer TradeShow Calendar for smaller local/regional shows.

STATE AUXILIARY CONFERENCES

Oct 4-6, 2021 Council of Volunteer Services of Georgia Hospital Association (COVS-Georgia) Annual Meeting Macon, GA

Cancelled Texas Association, Directors of Volunteer Services (TADVS)


Customer Satisfaction Survey

In case you missed it!

Customer Satisfaction Survey

Last month’s issue had a free template of a Customer Satisfaction Survey. Download for free here.


Q. Scrub hat vendor?

Q. I am trying to find a vendor that sells scrub hats. Can you please ask the other gift shop managers in your next newsletter. Thank you! – Debbie Collins, Beaumont Hospital, Royal Oak, MI 4/19/21

We get them from Outside the Box (aka Badge A-Peel). They have scrub caps and bouffant caps. They also sell really cute badge reels. – Lori Johndrow, 5/17/21

Sparkling Earth. Staff love the options, fit and fabric design choices. – Lori C Campbell, 5/19/21

Outside the Box has cute scrub hats and bouffant hats. They have buttons on the side for mask ear straps to attach, also. They have Velcro badge holders with interchangeable buttons and acrylic figures. – Ginger McGraw, 5/17/21

 

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MAY 2021 NEWSLETTER: ISSUE #617
Check out last month’s articles, surveys, and discussions.

  • PART 2. Creating an online store
  • Startup and operating costs
  • Getting started
  • Selecting an eCommerce platform
  • POS and other integrations
  • Research, plan, and then execute
  • Example online shops
  • More shops reopening!

  • Tote Sale
  • Red-carpet welcome for volunteers at UnityPoint Health-Allen Hospital
  • Free Template: Customer Satisfaction Survey
  • Q. Scrub hat vendor?
  • Online Store: Discussion
  • Calendar: Gift Markets and Regional Conferences
  • Calendar: Gift Markets and Regional Conferences

DISCUSSION


PLANT VENDOR

Is there a wholesale plant vendor you use to stock your gift shop? – Jamie Lee Hernandez, St. Vincent Healthcare, Billings, MT, 5/19/21

What wholesale plant vendor do you recommend?

Click the comment bubble or scroll to to the bottom and enter it there.

Thanks!

ONLINE STORE

First of all, thank you for deep diving into this subject. I wanted to know if having a POS is imperative to having an online presence? Is there a work around? Currently we do not have a POS, but we would love to explore the online possibility. Thank you. – Jamie Lee Hernandez, 5/20/21

A POS is not required to have an online store. You can sell, process payment, and fulfill orders entirely through your eCommerce software. You’ll need to coordinate your in-store with online sales, plus financials, and inventory. – Nicole, Cindy Jones Assoc

Cindy, this is absolutely the best newsletter that you have published. I will use as a reference over and over. We too realized that we were fortunate to have an online shop. We continue to update it as part of our hospital website. The big website will be new and fresher soon. We have been waiting a long time for this. Our on line business continues to grow even as we have opened our gift shop. We will send in our good news for you to publish. Have a great weekend – Kathryn, Carousel Gift Shop, Driscoll Childrens Hospital, Corpus Christi, TX. 191 bed. 4/19/21

Congratulations on launching your online shop. It is terrific. The landing page image with the teddy bear is really effective. Did you set up and launch it yourself? What software are you using? Several managers are wondering how to coordinate online with in-shop inventory. Are you having the same issue? – Nicole, Cindy Jones Assoc

Our gift shop is part of the hospital website. We are continuing to upgrade our part, as well as, the hospital having a new site. We do struggle with the inventory—as we are on Arba systems. We continue to keep up with inventory the old fashioned way, counting each week. We do keep the inventory separate from the shop back stock. Hope this part helps. – Kathryn, Carousel Gift Shop, Driscoll Children’s Hospital, Corpus Christi, TX. 191 bed. 4/19/21

We do not have a web site but will be building one this summer. My question is, I do not want to offer delivery beyond our campus (no shipping). Anyone had success doing this? – Kevin Shaw, Methodist Hospital Gift Shop, St Louis Park, MN. 4/16/21

Yes! Our sole purpose of an online store is for Patient Delivery Only and our opening welcome message on the site reads: Through this site, you may order gifts for delivery to patients staying at our hospitals”. We advertise “pre made bundles” to simplify options. We have a binder kept at the register that lists all of our online gift bundles and what items are needed to fulfill the order so that all staff members can work on gift building. We recently added phone chargers as an option online as we get a lot of phone calls from customers looking to send a charger to a patient. Well now they can order that charger online as an “add-on” item!
For inventory purposes, we ring up each item at the point of sale and use “eHit” as our mode of tender; it’s an arbitrary tender that has its own line on our reports so that these sales are not getting mixed into credit card or cash sales. – Meggen Heuss, University of Wisconsin Hospital and Clinics, Madison, WI. 500 bed. 4/21/21

We do not yet have an online store however, this information is quite timely in that I am just beginning to explore one. I look forward to the next parts of the series as I am sure there are so many parts and pieces to consider. Without question, I believe it would be worth it, but getting it up and running and having manpower to keeping it going may prove to be more difficult. The shipping pieces is something that really worries me… Thank you all for your time to compile this information, it is appreciated. – Jamie Lee Hernandez 4/16/21

Remember, you don’t have to offer shipping. You can limit your fulfillment options to only those you feel are feasible: Patient Room Delivery, Office Delivery, In Store Pickup and, Lobby Pickup, Curbside Pickup. Phase in additional options, like shipping, later on when ready or not at all. We’ll discuss fulfillment methods in Part III. – Nicole, Cindy Jones Assoc

I am so interested to hear what others are doing, the pro’s and the con’s to having an online store. Who are you targeting? What merchandise will you sell? Where will the merchandise be stored? Delivery, mail out, curbside pick up etc. Who will manage it? Who will manage it when you are on vacation, nights and weekends etc. – Jamie Lee Hernandez 3/18/21

I’m not 100% sure so maybe Cindy could help us, but someone told me that if you are not for profit that you have to be very careful with online shopping because it could forfeit your nonprofit status. Cindy, can you help? Is this true? – Ali McCrary, Good Samaritan, Vincennes, IN. 232 beds. 2/16/21

FROM CINDY
It is a myth that 501(c)(3) nonprofit organizations can‘t make a profit. Most hospitals and their subsequent gift shops are for profit. They charge sales tax and operate as a business. The shops then donate all their profits to the hospital for patient benefit and equipment. Look for our upcoming article on how to start an online store. We’ve found some terrific online gift shops and currently interviewing their managers to share with our readers. In the meantime, here is a helpful article on launching an on-line store Overcome Common Problems Launching a Hospital Gift Store Website  2/17/21

We are a volunteer only hospital gift shop. No visitors in almost a year. We we closed for 7 months and now are only open in the afternoons. We’ve been having a 30% off sale and the store is still full! An online shop would be great but it would fall on one person to create it and manage and would be a full time job.  – Martha Burke, Rome Hospital, Rome, NY. 130 beds. 2/9/21


CUSTOMER REWARD/LOYALTY PROGRAM

We are interested in starting a customer reward/loyalty program. Requesting any advice on a system that has worked well in your hospital gift shop. – Stephanie Byrom, SJRMC Gift Market, Farmington, NM 194 beds. 5/17/12

Do you have a customer reward or loyalty program?

On behalf of all the readers and fellow gift shop managers across the country, thanks for commenting!

Merci!

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As an incentive, we are happy to donate the amount purchased to your pediatric oncology department.

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Cindy’s Newsletter for Gift Shop Managers | May 15, 2021 💮

CINDY’S NEWSLETTER
for Gift Shop Managers

Cindy’s Newsletter for Gift Shop Managers delivers practical, ready-to-implement content to gift shop managers, retailers, and volunteers across the country. We help our readership of over 3,000 retailers optimize shop operations, grow revenue, and connect with one another. The newsletter is published monthly and free since 2001.

Have you paid your dues this quarter?

The value and richness of this newsletter comes from your participation. Do your part by submitting two comments per quarter, at minimum. Reply to reader’s questions listed throughout the newsletter (in green) or simply share what is working or isn’t working in your shop, a great selling product, a helpful website or resource, an operating question, your biggest challenge right now, a terrific vendor you’ve come across recently, tips on managing volunteers, or tips on managing yourself!

LEAVE A COMMENT! Click the green comment tags throughout the newsletter, enter it in the comment section, or send to cindy@cindyjonesassociates.com.


MAY 15, 2021


In the April issue we discussed how you, as shop managers, sometimes feel isolated within your hospital environment because most hospital employees are not ‘retail savvy’ and cannot help you with your questions or advice. But, just remember how very important you are to your hospital!

  • You know more people by name than do most hospital employees.
  • You are there morning, noon and night seven days a week, guiding, assisting and helping people.
  • You help make hospital employees feel connected because the shop is often the ‘common ground’ where they can meet and visit with each another.
  • You probably answer more questions than in most other areas of your hospital.
  • And, when it comes to compassion, you are key to making patients and families feel they have had a good experience.
  • Most of all, you are the human side of compassion and making a difference. While you may not know all the patients, visitors and medical staff, you are right there along with them in your hospital.

Never feel that you are not as ‘important’ as any other employee in the hospital. You have a great opportunity to have a positive influence on 3 to 1,000+ people every day! What an opportunity!

– Cindy Jones, Editor


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Creating an Online Store | Part 2: Costs, getting started, software selection and integrations

by Nicole Stanbridge / Cindy Jones Assoc / May 15, 2021

This is the second of our four-part series on setting up and launching and online store for your gift shop. In Part 1 of the series we looked at online consumer behavior, current demand, pre-launch planning, as well as the pros and cons of an online store. Here, in Part 2, we we’ll discuss startup and operating costs, technical requirements, selecting an ecommerce platform, and system integrations. Part 3 will look at setting up the website, navigation (menus), product images, and online shop policies. Part 4 will explore options for shops that don’t have the time, resources or staff to launch an online shop.

Exemplary online stores
We interviewed four shops with successful online stores for this article. We encourage you to visit them! 

Stanford Health Care Gift Shop
Stanford Hospital, Stanford, CA
Shellee Laubersheimer, Operations Manager
Mamta Kaur, Manager, Retail Program
Website: shcgiftshop.com
Hospital referring page
eCommerce: BigCommerce / POS: Vend

Heart Strings Gift Shop
Princeton Community Hospital, Princeton, WV
Lauren Crews, Manager and Owner
Website: shopheartstrings.com
eCommerce: Shopify / POS: Square

St. Luke’s Floral & Gifts
UnityPoint Health St Luke’s Hospital, Cedar Rapids, IA
Noelle Boardman, Gift Shop Coordinator
Website:  unitypoint.org/cedarrapids/gift-shop-home.aspx
Hospital referring page
eCommerce: Hospital’s software / POS: Counterpoint

Sprout Gift Co.
Jim Pattison Children’s Hospital, Saskatoon, Canada
Shauna Morgan, Gift Shop Manager
Website: sproutgiftco.ca
eCommerce: WooCommerce / POS: Square

A sincere thank you to all the managers we interviewed!

Other notable online shops:

White Rose Gift Shop, Mackenzie Richmond Hill Hospital (powered by Shopify)
Cedars-Sinai Helping Hand Gift Shop (powered by Shopify)
Strong Memorial Hospital Gift Shop (powered by NitroSell)
Wild Rose Gift Shop, Univ of Iowa Hospitals (powered by Magento)
Scarlet Ribbon Gift Shop, Ohio State Univ Hospitals
Methodist Hospital Gift Shop  (powered by Shopify)
Mercy Gift Shop, Ascension Via Christi Hospital (powered by Wix)

Startup and operating costs

Startup and ongoing operating costs for an online store can vary depending on existing infrastructure and the extent of services offered. Typical costs include ecommerce software fees, domain fees, webhosting fees, templates (optional), and web developer fees (optional). Costs for photo supplies can include lightbox, backdrop, lighting, steamer, and edit/design tool (e.g., Canva). If you decide to offer shipping, allow for expenses like postage, postage software, printed inserts, equipment, labels, packing materials, and shipping boxes.

“The startup costs for the Sprout Gift Shop website were fairly limited. Outside of having the website designed by a third party, the only additional costs associated were staff time, WooCommerce, and Shopventory. These depend very much on the size of the gift shop and the options that the organization wants. The website design fee was integrated into other regular maintenance fees with our website developer, Island Collective,” said Shauna Morgan, Shop Manager at Jim Pattison Children’s Hospital in Saskatoon, Canada.

The largest ongoing expense is typically ecommerce software fees (or shipping expenses, if offered). Among the shops interviewed, ecommerce monthly fees ranged from $60 to $300, not including credit card processing fees (2% – 3% per transaction). Most software providers offer a discount for annual vs monthly payment. Beware, some have steep setup fees.

Mercy Hospital Gift Shop, Manhattan, KS

Mercy Hospital Gift Shop, Manhattan, KS

Hire a web designer to setup your site if you have the budget. The average cost is around $3,000-$8,000. Ask your marketing or IT department to set it up. Or, you might be able to do it yourself thanks to today’s user-friendly platforms. Only one of the shops we interviewed hired a designer. The rest were all self taught! 

Below are some of the typical startup and operating expenses for an online store. You might not incur all of these, depending on your store. For example, you bundle the domain and hosting fee with one ecommerce provider or decide to not offer shipping. Thank you to Stanford Health Care Gift Shop for contributing content to help construct this budget! 

Infrastructure
Domain name: $8-20 (annual)
Web hosting: $80-300 (monthly)
Ecommerce setup: $500-1500 (once)
Ecommerce software: $29-300 (once)
Website template/theme: $60-300 (once)
Add-ons/extensions $50-300 (once)
Payment processing 2–3% /transaction

Photo Supplies
Lightbox: $50-150 (once)
Backdrop/lighting: $100-150 (once)
Steamer: $100-250 (once)
Mannequins/Head Busts: $300-500 (once)
Canva.com membership: $125 (annual)

Shipping
Postage software: (annual)
Postage equipment: $500 (once)
Prepaid postage: $100-500 (recurring)
Shipping labels $20-50 (recurring)
Packing materials: $200-700 (recurring)
Shipping boxes: $300-500 (recurring)
Gift wrap boxes/ribbon: $300-500 (recurring)

**Costs vary depending on shop size and services. Ecommerce setup, template/theme, and add-ons/extension fees are less common costs. Packing materials include bubblewrap, tissue paper, tape, tap dispenser. Ecommerce setup includes training and technical support. You may not need this.

Getting Started
What do you need to create an online store? There are three components required to launch:

  1. Ecommerce software for creating the store’s website.
  2. Web host provider who will ‘host’ the website files (on a physical server somewhere).
  3. Domain name (i.e., URL, weblink) for the online store. This can be a subdomain of the hospital or a separate custom domain. Stanford’s online shop uses a custom domain: shcgiftshop.com. In contrast, Strong Memorial uses www.stronggiftshop.urmc.edu, a subdomain of urmc.edu.

These services can be obtained from three separate providers, a single provider, or a hybrid configuration utilizing your organization’s existing providers, when available. We recommend sourcing as many services as possible from a single provider. It will be easier to manage, consolidates billing, and requires the least technical know-how. Shopify offers bundled software, hosting, and domain for $29/mo (Basic plan).

  • Top ecommerce platform providers include: Shopify, Magento, BigCommerce, WooCommerce.
  • Common domain registrars (providers) include: Google, Domain.com, GoDaddy, Bluehost, HostGator, Namecheap.
  • Some of the best webhost providers include: Bluehost, HostGator, DreamHost, A2Hosting.

But first, find out if your organization has already established these services with a chosen provider. Also ask about any requirements or regulations. The hospital may already be using a web host, or require a HIPAA-compliant provider, or prohibit custom domains. Noelle Boardman, Shop Manager at UnityPoint St. Luke’s Hospital in Cedar Rapids, learned that her hospital already had an ecommerce platform and local web developer available for the gift shop’s use. Also check with the maternity department. Most of them sell products online for mothers and newborns. You may be able to use the same ecommerce platform.

Otherwise, try to select a provider that bundle software, hosting and domain together. Ask the IT, communications and marketing departments for recommendations, along with friends, family, colleagues. Don’t go it alone. Use the resources and expertise available to you when selecting the required services.

Selecting an ecommerce platform

Selecting an ecommerce software to run your online store is one of the most important decisions in the entire process. As with any business decision, you need to do your research first. There are a lot of options, some better than others. The first step is to outline your requirements. Sit down and shop the example stores interviewed for this article. Write down the features and components you want. Don’t worry if you miss some. Right now, it’s about becoming familiar and discovery.

Consider creating a free 14-day trial with Shopify to become familiar with the setup process, identify requirements, and determine if you want to go at it alone or get help. Use the free trail as a learning tool. Then keep the account or close it, no credit card required.

It’s a good idea to ask yourself a few questions at this stage, such as: 

  1. What shopping cart and check out functions do you need?
  2. Does it have to integrate with your POS? If so, will it require a fee?
  3. Will you hire a designer or use the templates provided to build your store’s website?
  4. Do you need a domain bundled with the ecommerce software?
  5. How big is your customer base? Some platforms charge by sales volume.
  6. Do you need shipping functionality?
  7. What payment methods do you want (credit card, Apple Pay, Paypal, payroll deduction, etc.)?

A good ecommerce platform has an intuitive interface, requires minimal technical knowledge, and includes robust online support documents and forum. A good platform will walk you through the entire setup, in plain speak, step-by-step fashion. Most come with templates for designing your webpages, including layout, components, and navigation. You’ll also find template language for check-out pages, refund, return, and other shop policies. (More about policies in Part 3.)

Sprout Gift Co, Jim Pattison Children’s Hospital

Sprout Gift Co, Jim Pattison Children’s Hospital

Start thinking now about how, or if, the ecommerce software will integrate with your POS. Most of the managers we interviewed touched on this. Managers Shellee Laubersheimer and Mamta Kaur at Stanford Hospital Gift Shop said their ecommerce “options were limited because it needed to integrate with Vend POS. That was the priority and BigCommerce had best integration.” They also did a trial account with BigCommerce first, which helped. We’ll discuss system integrations, at length, next.

We use Shopify for the online store at Cindy Jones Associates. It is reasonably priced, user-friendly setup, designed for the non-techy, well supported, includes domain and hosting. Other popular ecommerce platforms include Square Online by Square (also known as SquareUp), Shopify, Weebly, Wix eCommerce, NitroSell, Magento Commerce, Squarespace, BigCommerce, and WooCommerce (requires WordPress). Explore the software used by the online shops in this article in Part 1. Additionally, there are good comparisons here in the 8 Best Ecommerce Platforms and Ecommerce Platform Comparison – Which Will Be Best for You?

POS and other integrations

System integrations can save considerable time, prevent errors, enhance services, and increase customer satisfaction, while inherently optimizing operations. How the shop’s software and systems integrate, or talk to one another, can have a significant impact on shop efficiency. Here’s an example. Both in-store sales and online store sales will now pull from the same inventory. Your POS and online store should, optimally, sync these transactions. This was one of the most common challenges among the managers we interviewed for this article.

Stanford University Gift Shop

Stanford Health Care Gift Shop

Stanford Health Care Gift Shop’s ecommerce platform, BigCommerce, integrates with their POS (Vend) and “serves as the source of truth for all things inventory related,” said manager Shellee Laubersheimer. In contrast, St Luke’s Cedar Rapids Hospital manually records online orders in their POS (Counterpoint). Shop manager Noelle Boardman said their lack of integration is the hardest part. “Availability is indicated online for shoppers, but items can sometimes sell out in the store. When this happens, staff notifies the manager who marks it ‘out of stock’ in the webstore. But staff don’t always notify the manager so the website doesn’t get updated.”

A good rule of thumb is to always integrate new systems upfront, on launch, whenever possible. Aim to select an ecommerce platform that is the most compatible with your POS and other systems. It will be easier and less expensive now versus retrofitting incompatible systems down the road. Sprout Gift Shop in Jim Pattison Children’s Hospital has their POS connected to both the online store with WooCommerce and Shopventory. “If an item is sold in-store or on the website, inventory is adjusted accordingly,” said Shauna Morgan, shop manager.

When researching an ecommerce software ask 1) does it integrate out-of-the-box with my system(s); and 2) how easily? BigCommerce integrates natively with Square POS, Vend (now Lightspeed), Springboard, Shopkeep, Hike and Clover. But, to our knowledge, Square and Shopify do not offer native integrations because they sell their own POS. If they don’t integrate, get a quote for the work. Negotiate fees or explore other platforms.

Note, you might hear the term API when researching integrations. This is simply the intermediary software that allows two applications to talk to each other. Enlist your IT department to help with integrations.

Don’t forget to also ask your POS provider what ecommerce software they recommend for ease of integration. For example, Vend offers native integration with BigCommerce, Shopify and WooCommerce.

Finally, many POS companies come with their own native ecommerce component so there is no need to integrate. For example, Square Online can be easily added on to Square POS. It includes software, hosting and domain for $12/mo (Professional plan). Lightspeed offers Lightspeed eCom bundled with their POS. Be sure to check hardware compatibility first.  UPDATE: “ARBA POS releases fully integrated online store” (Jan 2022)

POS With eCommerce Built-In

Lightspeed 
Square
ARBA 
Shopify 

Finally, if were already planning to upgrade your POS, consider providers like Square and Shopify that offer single-source bundled POS, online store, social media services, inventory platform, and more. There are always pros and cons, but bundled services are typically advantageous if time, resources, or technical know-how are limited.

Research, plan, and then execute

In closing, take the time now to evaluate costs, explore technical requirements, determine your store’s ‘must haves’, research ecommerce software, and make a plan. This stage is about learning, prepping, and planning.

When asked for the most important piece of advice to give others, Noelle Boardman at St Luke’s Hospital at Cedar Rapids said, “When you first start, you need to be all in and on board. Allocate the time required up front. Be willing to learn, dig in, and put in the time upfront.”

At Stanford Health Care Gift Shop, getting started “was an ongoing plan, partnering with IT and the shop, over 18 months. IT researched ecommerce options and guided us on technical and security requirements. They also lead communications with their ecommerce provider (BigCommerce) when problems arise,” said manager Shellee Laubersheimer.

Next, in Part 3 of this series, we will dive into setup, branding, site design, layout, product images, delivery, shipping and policy requirements for an online store. Following this, Part 4 will address common challenges or obstacles, and explore outsourced alternatives when an online shop is impractical due to staffing, time constraints or resources.

Do you have a question about the online store topics discussed here this month? Let us know!

Do you have questions about the online store topics discussed here this month? Let us know in the comments and we’ll do our best to answer them!

Thank you!

Shops reopening

Mayo Clinic Health System, Mankato, MN

Mayo Clinic, Mankato, MN

At this time last year, we like so many others closed our doors until September. We are almost back to an 9am to 4pm schedule, Monday thru Friday, which is very gratifying! It was so good to know that what was going on here was the norm across the country and that we would make it through this. Thank you, Cindy, for being there for us.

Our shop is 1000 square feet and we use every inch of it. Clothing is our best selling category. Customers do appreciate the same amount of a style so they do not see multiples when at work or at an event.  We have a clothing display outside the door which is changed daily. That is golden! Other points of interest about our shop:

Our helium balloons sell for $3.99.
Our buyer attends 5 gift markets a year.
We produce monthly sales reports.
We follow ADA aisles requirements.
We give a 10% discount to our gift shop volunteers.
Shipping costs are factored into our prices.

– Mary Robinson, Gift Shop Coordinator, Mayo Clinic Health System, Mankato, MN 

______________________

St. Michael-Atlanta welcomes back volunteers

CHRISTUS St. Michael Hospital-Atlanta volunteers have returned to duty after a “hiatus” because of the COVID-19 pandemic. Volunteers reopened the hospital’s gift shop and returned to other roles Monday, following a luncheon on Thursday “to thank them for their dedication and to welcome the volunteers back to service,” the hospital announced. Read more…

 

 

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Tote Sale

A tote sale worked extremely well for our shop. We bought holiday totes from Burton & Burton for $1.66 each, priced them at $4.99 which is a 66.73% mark-up. The promotion is, buy a tote at $4.99 and anything you can get in the tote is 25% off. And our pitch is “we can make anything fit in a tote.” Sold out of the totes in two days! I do this sale two times a year and my customers/employees can’t wait for it. Thank you so much! – Kim DeBord, Marketplace Manager, Riverside Medical Center Kankakee, IL


Red-carpet welcome for volunteers at UnityPoint Health-Allen Hospital

The Courier / Apr 23, 2021

Hospital volunteers got their moment to shine Friday with a red-carpet welcome at UnityPoint Health-Allen Hospital.

Volunteers have not worked at the hospital since the start of the COVID-19 pandemic more than a year ago.

A couple dozen staff members cheered on about 15 volunteers as they entered the building for re-orientation training Friday morning.

CLICK TO WATCH!


💮 CALENDAR 💮

GIFT MARKETS

Updated Apr 15. **Always double-check show dates for changes.RESCHEDULED for
Jun 5-9, 2021
High Point Spring Market
Apr 17-20, 2021
Jun 6-7, 2021
Denver Apparel & Accessory Market
Jun 9–12, 2021
June Atlanta Apparel
Jul 13-19, 2021
Atlanta Market (Summer)
Aug 7–10, 2021
International Home + Housewares Show, Chicago, IL
Aug 8-11, 2021
NY NOW Market (Summer) Jacob Javits Center, NY
RESCHEDULED for
Aug 22-26, 2021
Las Vegas Market (Summer)
Jul 25-29, 2021
Aug 24-27, 2021
Dallas Apparel & Accessories Market (Summer)
Sep 22-24, 2021
Dallas Total Home & Gift Market
Oct 5-6, 2021
Seattle Mart Fall Buying Event
Oct 13-15, 2021
October Atlanta Apparel Market
Oct 26-28, 2021
Atlanta Fall Cash & Carry
Oct 26-29, 2021
Dallas Apparel & Accessories Market
Nov 1-3, 2021
Ocean City Resort Gift Expo, Ocean City, MD
Dec 5-8, 2021
Grand Strand Gift & Resort Merchandise Show, Myrtle Beach, SC
Visit Gift Shop Mag Trade Show Calendar or Smart Retailer TradeShow Calendar for smaller local/regional shows.

Customer Satisfaction Survey
Click image to download

Free Template: Customer Satisfaction Survey

Customer surveys measure customer satisfaction!

Hospital employees are your primary customer. Do you ever wonder what they really think about your shop?

Customer Satisfaction Survey
FREE DOWNLOAD

Attention should be given to the categories that are rated ‘fair’. This indicates a number of people are not getting their needs met. If customer service ratings are fair to low it is important to focus on all cashiers (volunteer and paid) and work to improve their customer service delivery through an aggressive cashier training program. For every customer who complains, 20 don’t!

Be sure to communicate the reasons for the survey and the value the is expected from reviewing the results. Employees may be leery of taking the survey due to privacy concerns about who receives the information they provide. Keep the survey short and simple, with space for employees to write responses. A survey should not have lots of questions and take hours to answer—the response rate will be low, and the information collected will not add extensive value to the organization.

Keep the survey open long enough so that all employees have the opportunity to complete it, and send reminders to them to do so. Communicate the results of the survey transparently and honestly, regardless of how positive or negative the feedback might be. Provide action items and strategy based on the survey responses. You have an obligation to provide timely results.


Q. Scrub hat vendor?

Q. I am trying to find a vendor that sells scrub hats. Can you please ask the other gift shop managers in your next newsletter. Thank you! – Debbie Collins, Beaumont Hospital, Royal Oak, MI 4/19/21

Who is your favorite scrub hat vendor?

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APRIL 2021 NEWSLETTER: ISSUE #616
Check out last month’s articles, surveys, and discussions.

  • Creating an online store | Part 1: Value, considerations, consumer demand
  • Exemplary online shops
  • Eliminating barriers to sale
  • Is an online store worth it?
  • Capturing “shop local” sales online
  • Managers share their pros and cons

  • The art of simple displays
  • Best-selling post-pandemic items
  • Online fundraisers
  • Readers recommendations on background music
  • Ongoing impact of COVID-19
  • Solutions to old inventory taking up space
  • Calendar: Gift Markets and Regional Conferences

DISCUSSION


ONLINE STORE

Cindy, this is absolutely the best newsletter that you have published. I will use as a reference over and over. We too realized that we were fortunate to have an online shop. We continue to update it as part of our hospital website. The big website will be new and fresher soon. We have been waiting a long time for this. Our on line business continues to grow even as we have opened our gift shop. We will send in our good news for you to publish. Have a great weekend – Kathryn, Carousel Gift Shop, Driscoll Childrens Hospital, Corpus Christi, TX. 191 bed. 4/19/21

Congratulations on launching your online shop. It is terrific. The landing page image with the teddy bear is really effective. Did you set up and launch it yourself? What software are you using? Several managers are wondering how to coordinate online with in-shop inventory. Are you having the same issue? – Nicole, Cindy Jones Assoc

Our gift shop is part of the hospital website. We are continuing to upgrade our part, as well as, the hospital having a new site. We do struggle with the inventory—as we are on Arba systems. We continue to keep up with inventory the old fashioned way, counting each week. We do keep the inventory separate from the shop back stock. Hope this part helps. – Kathryn, Carousel Gift Shop, Driscoll Childrens Hospital, Corpus Christi, TX. 191 bed. 4/19/21

We do not have a web site but will be building one this summer. My question is, I do not want to offer delivery beyond our campus (no shipping). Anyone had success doing this? – Kevin Shaw, Methodist Hospital Gift Shop, St Louis Park, MN. 4/16/21

Yes! Our sole purpose of an online store is for Patient Delivery Only and our opening welcome message on the site reads: Through this site, you may order gifts for delivery to patients staying at our hospitals”. We advertise “pre made bundles” to simplify options. We have a binder kept at the register that lists all of our online gift bundles and what items are needed to fulfill the order so that all staff members can work on gift building. We recently added phone chargers as an option online as we get a lot of phone calls from customers looking to send a charger to a patient. Well now they can order that charger online as an “add-on” item!
For inventory purposes, we ring up each item at the point of sale and use “eHit” as our mode of tender; it’s an arbitrary tender that has its own line on our reports so that these sales are not getting mixed into credit card or cash sales. – Meggen Heuss, University of Wisconsin Hospital and Clinics, Madison, WI. 500 bed. 4/21/21

We do not yet have an online store however, this information is quite timely in that I am just beginning to explore one. I look forward to the next parts of the series as I am sure there are so many parts and pieces to consider. Without question, I believe it would be worth it, but getting it up and running and having manpower to keeping it going may prove to be more difficult. The shipping pieces is something that really worries me… Thank you all for your time to compile this information, it is appreciated. – Jamie Lee Hernandez 4/16/21

Remember, you don’t have to offer shipping. You can limit your fulfillment options to only those you feel are feasible: Patient Room Delivery, Office Delivery, In Store Pickup and, Lobby Pickup, Curbside Pickup. Phase in additional options, like shipping, later on when ready or not at all. We’ll discuss fulfillment methods in Part III. – Nicole, Cindy Jones Assoc

I am so interested to hear what others are doing, the pro’s and the con’s to having an online store. Who are you targeting? What merchandise will you sell? Where will the merchandise be stored? Delivery, mail out, curbside pick up etc. Who will manage it? Who will manage it when you are on vacation, nights and weekends etc. – Jamie Lee Hernandez 3/18/21

I’m not 100% sure so maybe Cindy could help us, but someone told me that if you are not for profit that you have to be very careful with online shopping because it could forfeit your nonprofit status. Cindy, can you help? Is this true? – Ali McCrary, Good Samaritan, Vincennes, IN. 232 beds. 2/16/21

FROM CINDY
It is a myth that 501(c)(3) nonprofit organizations can‘t make a profit. Most hospitals and their subsequent gift shops are for profit. They charge sales tax and operate as a business. The shops then donate all their profits to the hospital for patient benefit and equipment. Look for our upcoming article on how to start an online store. We’ve found some terrific online gift shops and currently interviewing their managers to share with our readers. In the meantime, here is a helpful article on launching an on-line store Overcome Common Problems Launching a Hospital Gift Store Website  2/17/21

We are a volunteer only hospital gift shop. No visitors in almost a year. We we closed for 7 months and now are only open in the afternoons. We’ve been having a 30% off sale and the store is still full! An online shop would be great but it would fall on one person to create it and manage and would be a full time job.  – Martha Burke, Rome Hospital, Rome, NY. 130 beds. 2/9/21


COVID IMPACT

Our store is approximately 1200 sq. ft. and due to social distancing, we have had to limit our customers in the store to 15. Nearly everyone has been patient while browsing and keeping their distance. We cannot have sales that would create swarms of shoppers, but we are missing the revenue. How can we promote the store and keep a safe environment? Has anyone else tackled this problem successfully? What was your answer? – Luanne Crosby, Strong Memorial Hospital, Rochester, NY. 800 beds. 3/16/21

My shop has been open limited hours since March of 2020. In spite of that, I have found some success in featuring local vendors – smaller businesses that make the product in the city where my shop is or in the State. People really like being able to shop/support local. I have identified these vendors based off staff recommendations. – Christina Blaskie, Parkview LaGrange Hospital, Kendallville. 22 beds. 3/16/21

Cindy, we have been locked out of our Gift Shop since March 3, 2020. New merchandise sitting in stockroom with no promise of opening any time soon. Most volunteers have become discouraged and not interested in returning. – Vivian Metler, Charlevoix, MI. 40 beds. 1/21/21

Vivian, Thank you for sharing. So sorry to hear your shop is still closed. So many are experiencing the same as you. Or, even worse, a few shops have closed for good. This is so disheartening. – Cindy

This is Diana from Ste. Genevieve County Memorial Hospital Gift Shop. We have been closed since March 2020! – Diana LaRose, Ste. Genevieve County Memorial Hospital, Ste. Genevieve, MO. 53 beds. 2/17/21

Diana, sorry to hear your gift shop is still closed. It must be difficult. Early results from the poll show the majority of shops are “Open, reduced hours”. We hope you can reopen with reduced hours or, even fully reopen, soon! – Cindy


OLD INVENTORY & SPACE

Q. What do you do with old inventory that is taking up space?

We host an annual clearance sale as well. Our store room is in the basement of the hospital so we have a $1-5 cart we put outside the door to move items as well. – Ginger Taylor, Cox Medical Center, Springfield, MO.  2/20/21

I manage a small hospital gift shop, and like everyone else, have “odds & ends” left over after each season. I create a “potluck” or themed basket, make it attractive and colorful. I use pretty paper and ribbons, so it’s seen as a “prize”, and raffle it off for $1 a ticket. Everyone sees it as a chance to get items to use later for gifts, or get things they just didn’t pick up for themselves. I take a picture, email it to all the departments, and watch those $1 tickets fly out the door! More times than not I not only recoup the costs of the items, but make a profit! The winner gets their picture taken with their prize, and is in the next email. It’s productive and great fun! – Susan Ingram, Gift Shop Coordinator, Jack Hughston Memorial Hospital, Phenix City, AL. 2/17/21

Thank you for this idea! – Holly Verbos, Penn State Health Milton S. Hershey Medical Center, Hershey. 546 beds

A clearance sale or special of some sort. Maybe themed by a coming holiday or special day like a 25% off sale on the 25th day of the month. – Peter Waugh 2/17/21

If you have room to store it such as winter items, bring it back out in November and have a big sale. But only keep items from previous season. If you don’t have room to do this sell it drastically reduced for 6 weeks and donate what didn’t sell. We use Facebook and advertise our sales with pictures. – Debbie 2/16/21

I mark inventory that’s not moving down a couple of times and then leftovers are put in my annual “sidewalk” sale. I set up a conference room every September and mark these items to move. Employees look forward to this sale every year. I rarely have anything left. – Diane Honsberger 2/16/21

Very good solution, Diane! – Cindy

First, I get down to a 20, 30, 40, 50 dollar rack and if it still does not go, I donate it! – CC Cree. 2/16/21

On 50% off, do buy one get one. Makes 2 leave instead of 1. – Tricia Rochman, Pink Geranium Gift Shop, Carbondale. 65 beds. 2/16/21

Tricia, I agree with you 100%! – Cindy

We have a small clearance sale area in the back corner of our gift shop. Items are priced 30-70% off. The longer they sit, the deeper the discount. We usually donate the non selling items, but this year we held a $1.00 Sale. We put all items that we were planning donating on cart and sold each for $1.00. It was a great success and no one had to haul any boxes out to be donated! – B. Putnam, Coldwater, MI 2/16/21

Love the idea of a $1 sale! We always dread clearance items that still don’t sell and having to haul them to a donation station! It’s a win-win! – Staci, Methodist Texsan Hospital, San Antonio, TX. 200 beds 2/16/21

Read Cindy’s extended response in last month’s newsletter.


SHOPPING BAGS

Q. What vendors do others use for bags for customer purchases? We love having the “handled” bags, but feel the price per unit is eating away at our profits! I welcome any and all suggestions.  Thank you! – Darlene Brooks, Adventist Health 2/13/21

Nashville Wraps and S. Walter Packaging  – Gale Cialeo 2/18/21


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Cindy’s Newsletter for Gift Shop Managers | April 15, 2021 💮

CINDY’S NEWSLETTER
for Gift Shop Managers

Cindy’s Newsletter for Gift Shop Managers delivers practical, ready-to-implement content to gift shop managers, retailers, and volunteers across the country. We help our readership of over 3,000 retailers optimize shop operations, grow revenue, and connect with one another. The newsletter is published monthly and free since 2001.

Have you paid your dues this quarter?

The value and richness of this newsletter comes from your participation. Do your part by submitting two comments per quarter, at minimum. Reply to reader’s questions listed throughout the newsletter (in green) or simply share what is working or isn’t working in your shop, a great selling product, a helpful website or resource, an operating question, your biggest challenge right now, a terrific vendor you’ve come across recently, tips on managing volunteers, or tips on managing yourself!

LEAVE A COMMENT! Click the green comment tags throughout the newsletter, enter it in the comment section, or send to cindy@cindyjonesassociates.com.


APRIL 15, 2021


It is still hard to process the many paradoxes we are living through today. We need community but have to maintain social distance. We embrace hope despite the current challenges. We act with certainty amid uncertainty.

Rice Memorial Hospital Gift Shop, Willmar, MN

Rice Memorial Hospital Gift Shop, Willmar, MN

The care you have poured into your shops has become a means of caring for yourselves. Some of you have even seen hospital beds moved into your shop. Just imagine! It’s this dedication  that has helped you survive the surrounding chaos.

Most hospital gift shop managers feel like an island in a very big ocean. Nurses, technicians, surgeons, and even administrators know nothing about retailing, inventory, markdowns, or cost of goods. Where can you turn for answers and advice?

We hope the material in this Newsletter, along with reader comments, provides valuable knowledge and solutions to your challenges. Thanks to everyone who’s contributed their comments and shared experiences. Our community of readers is stronger when we help one another.

 – Cindy Jones, Editor


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Creating an Online Store | Part 1: Value, considerations, consumer demand

by Nicole Stanbridge / Cindy Jones Assoc / Apr 15, 2021

The biggest takeaway from 2020 is the shift to ecommerce;
consumers have embraced online shopping with vigor and
retailers have responded with new ways of meeting shoppers’ needs.

The words “contactless” and “frictionless” have quickly become
part of the vernacular and shops that have
managed to break the mold and adapt are winning.
NRF / December 2, 2020

Launching an online store for your gift shop may feel like a daunting task. You could be grappling with the notion but don’t know where to even begin. Who will create the website? What software do I use? What will it cost? Can I do this myself or does it require more technical knowledge? Who will run it? Will it be profitable and worth the time? We’ll address these and other questions that come with opening an online store.

As the shop manager, you will need to answer these questions, and other points of consideration, when weighing the pros and cons of starting an online shop. There are, indeed, instances where the benefits do not outweigh the time and effort required. On the other hand, there are shops missing out on a significant revenue stream because they lack an online store. Your job is to research, learn, and acquire the information necessary to make an informed decision.

Stanford Health Care Gift Shop     

This is part one of a four-part series on creating an online store. In Part 1 we’ll discuss online consumer behavior, current demand, pre-launch planning, as well as the pros and cons of an online store. Part 2 will look at costs, technical requirements, selecting an ecommerce platforms, and planning for integrations. Part 3 dives into branding, site design, layout, product images, delivery, shipping and policy requirements for an online store. Part 4 will address common challenges or obstacles, and also explore outsourced alternatives when an online shop is impractical due to staffing, time constraints or resources.

Exemplary online stores
For this article, we interviewed several shop managers who have successfully launched online stores in recent years. The experiences and insights they shared with us were invaluable. We extended our sincere gratitude to each of them for contributing their time.

We encourage you to visit their online stores! 

Stanford Health Care Gift Shop
Stanford Hospital, Palo Alto, CA
Shellee Laubersheimer, Operations Manager
Mamta Kaur, Manager, Retail Program
Website: shcgiftshop.com
Hospital referring page
Launched: Apr 2020. Expanded Nov 2020
Ecommerce: BigCommerce
POS: Vend

Heart Strings Gift Shop
Princeton Community Hospital, Princeton, WV
Lauren Crews, Manager and Owner
Website: shopheartstrings.com
Launched: April 2020
Ecommerce: Shopify
POS: Square

St. Luke’s Floral & Gifts
UnityPoint Health St Luke’s Hospital, Cedar Rapids, IA
Noelle Boardman, Gift Shop Coordinator
Website:  unitypoint.org/cedarrapids/gift-shop-home.aspx
Hospital referring page
Launched: 2009. Expanded 2014
Ecommerce: Hospital’s software
POS: Counterpoint

Sprout Gift Co.
Jim Pattison Children’s Hospital, Saskatoon, Canada
Shauna Morgan, Gift Shop Manager
Website: sproutgiftco.ca
Launched: August 2019
Ecommerce: WooCommerce
POS: Square

A sincere thank you to all the managers we interviewed!

Other notable online shops:

White Rose Gift Shop, Mackenzie Richmond Hill Hospital (powered by Shopify)
Cedars-Sinai Helping Hand Gift Shop (powered by Shopify)
Strong Memorial Hospital Gift Shop (powered by NitroSell)
Wild Rose Gift Shop, Univ of Iowa Hospitals (powered by Magento)
Scarlet Ribbon Gift Shop, Ohio State Univ Hospitals
Methodist Hospital Gift Shop  (powered by Shopify)
Mercy Gift Shop, Ascension Via Christi Hospital (powered by Wix)

Eliminating barriers to sales

The age of online shopping is here and will only continue to grow post-pandemic. This holds true across all industries and sectors. There is a reason Amazon is a $386 billion dollar company. Beyond price, shoppers want three things: convenience, speed, and ease. These are basic tenants of modern consumerism. Slow, complicated and laborious are all barriers to sales. An online store eliminates these barriers, when executed properly.

Here are four buying scenarios to consider. Each one is driven by convenience, speed and ease. Could your shop capture these sales?

  • Thomas lives in Germany and wants to have a $40-50 gift delivered to his mother’s hospital room, tomorrow.
  • Dr. Stone works in the ER. He needs a graduation gift today. His shift ends one hour before the party and he doesn’t have any breaks.
  • Brenda is a patient registration clerk. She is out of lip balm, mints and low on hand lotion. She’s also thirsty but can’t leave her workstation.
  • Lauren, in Phoenix, wants the $60 pillow that her sister bought at your shop in Boston.

With an online store Thomas can select a gift, choose “Room Delivery”. Shop staff or volunteer delivers the gift to his mother’s room. Dr. Stone uses his phone to access your shop’s online store, picks a gift, and selects “Hospital Delivery”. It’s delivered to him in the ER a few hours later. Brenda fills her shopping cart and a shop volunteer arrives at her workstation with lip balm, gum, hand lotion and soda. Lauren finds that $60 pillow in your website store and has it shipped to her in Boston. You probably missed out on these transactions unless you have an online store. 

Sprout Gift Co.

Sprout Gift Co.

Today’s consumer will seek out stores that offer both online and in-store shopping. They want the option to buy online when circumstances require it. Repeat purchases drive a significant portion of online sales simply for this reason.

Is an online store worth it?

Many shop owners want to know if an online store delivers enough value. Is it worth it? How much revenue will it bring? What is the ROI? There is no single, one-size-fits-all answer to this. At time of this writing, coming out of a pandemic, an online store is definitely beneficial. Every manager we interviewed for this article said it was worth the additional time required to manage it. But they were also quick to note the indirect value of an online store.

In our series of interviews we asked, “Does revenue outweigh the time and effort required for an online store?” Noelle Boardman, Gift Shop Coordinator at UnityPoint St Luke’s Hospital in Cedar Rapids stated, “These don’t compare, per se. An online store is more about convenience and access.”

Lauren Crews, Heart Strings Gift Shop

“Today, if you don’t have a website, it’s not a viable store. Online shopping provides the experience and options that people want now. The more options you have, the more they are willing to buy.”  Heart Strings Gift Shop in Princeton Community Hospital reported 35-40% of their annual revenue is generated by the online store. Shop manager, Lauren Crews, said it is “definitely worth it.”

We believe consumerism and the demand for online shopping underwent a permanent paradigm shift following the 2020 pandemic.

57% of consumers prefer to shop online, 31% prefer visiting the physical shop, while 12% of consumers said both ways are the same for them. BrizFeel / Jan 14, 2021

COVID-19 changed acquisition expectations, as well. For example, the upswing in delivery and curb-side shopping introduced consumers to a new convenience, which they are unlikely to give up post-pandemic. On-demand, effortless electronic shopping is here to stay.   

Less time spent shopping translates into more time doing the things you enjoy. This is where an online store, with delivery options, can meet your customer demands. And, if you think it’s just younger generations shopping online, that all changed with COVID. According The Washington Post, “Older Americans are increasingly buying groceries — and just about everything else — on the Internet, and those over 65 are now the fastest-growing category of ecommerce shoppers” (Baby boomers, to retailers’ surprise, are dominating online shopping. Jan 21, 2021)

Outside of consumer trends, multiple factors like accessibility, payment and delivery options, design, user-friendly interface, search and navigation, selection and product images will all impact a web store’s success. Also, there may be external factors beyond your control, such as budget constraints. As with all operating decisions, you must evaluate your shop’s strength, limitations, finances, customer demands, staffing, time commitments and the like.

There are, indeed, instances where launching an online store is not feasible or even advisable. We’ll discuss these and alternative options, such as outsourcing the online store, in Part 4 of this report. 

Capturing “shop local” sales online

Another trend for 2021, following the pandemic-inspired online shopping surge, is to “shop local”. Of the top 3-5 trends that will shape brick and mortar retail in 2021, Senior Ecommerce Manager, Ray Ko, noted that, “64% of consumers still prefer to shop from local businesses making a positive contribution to communities.” Hospital gift shop are, indeed, local! But, they aren’t always convenient to access, which is why curbside pickup, shipping, and delivery options are so important.

Strong Memorial Hospital Gift Shop

Strong Memorial Hospital Gift Shop

With an online hospital gift shop, customers can still “shop local” but from the convenience of their home or office. Residents will love supporting their local hospital and healthcare workers, the community it keeps healthy, as well your foundation or nonprofit. Promote and leverage these factors in your marketing messaging!

Managers share their pros and cons

As with any business expansion, the pros and cons must be taken into consideration, including:

Pros Cons
Additional revenue stream
24/7 contactless shopping
Online presence, reach, validation
More fulfillment options
Promote sales and events
Showcase products and services
Requires additional budget (varies)
Time commitment for planning, setup
Requires staff to manage
Order fulfillment resources
Coordinating inventory
Payroll deduction feasibility

During our interviews, shops shared their feedback on the advantages and disadvantages of an online store based on their own experience:

Advantages of an online store

Larger reach, more conversions, more impulse purchases and add on. – Lauren Crews, Heart Strings Gift Shop

24/7 shopping for night shift staff, was a lifeline during pandemic, customers can shop from anywhere, expanded order fulfillment via in-hospital or external shipping. – Shellee Laubersheimer and Mamta Kaur, Stanford Health Care Gift Shop.

Quick and easy order processing (customer inputs everything), expanded reach to young shoppers and those who want secure online checkout. – Noelle Boardman, UnityPoint St Luke’s Hospital

Convenience and functionality, 24/7 shopping. – Shauna Morgan, Jim Pattison Children’s Hospital

Mamta Kaur, Shellee Laubersheimer, and Kristal Scherer, Stanford Hospital Gift Shop

Disadvantages of an online store

Coordinating inventory, assisting customers with shopping cart and payment screens, possible loss of in-store traffic and personal touch. – Lauren Crews, Heart Strings Gift Shop

Coordinating inventory (POS isn’t integrated), orders for wrong “St Luke’s” hospital, same-day delivery orders placed past deadline. – Noelle Boardman, UnityPoint St Luke’s Hospital

Losing the “touch and feel” experience, time commitment, extra monthly financials, shipping and taxes, coordinating inventory, getting accurate customer information. – Shellee Laubersheimer and Mamta Kaur, Stanford Hospital Gift Shop.

Training staff, though more advantages than disadvantages over all. – Shauna Morgan, Jim Pattison Children’s Hospital

Thorough consideration, research, and deliberation over the decision will require time, but don’t underestimate the importance of this step. You may discover that an online store is, after all, not a good idea or should be delayed. Or, two of the shops we interviewed took a phased approach, starting small with a limited online selection. You will hear our enthusiasm for online shops throughout this series and every manager interviewed said it was worth it, but we also realize it’s not the right move for every shop.

Through this series, we hope to arm you with enough knowledge to make the best determination for your shop. Next month, in Part 2: Costs, getting started, software selection and integrations we’ll cover the practical aspects of online stores like technical requirements, costs, selecting ecommerce software, the impact on operations and POS integrations.  

Do you have an online store? Would you like an online store? Share your experience or ask a question.

This is a big topic. Managers write to us about launching an online shop. If you have one, please tell us how you do it! If you don’t, what is holding you back?

We’ll respond to any questions in comments. Thank you!

The art of simple displays

by Koti Lindsey / Gift Shop Mag / Winter, 2021

Displays are not just something we, as retailers, do to sell our products — they are our silent salespeople, telling customers our stories. We have less than three seconds to grab their attention and convince them to linger and engage with the story we are telling. Here are the key elements to creating a display that will inspire emotion and wow your customers into staying around for a while — and ultimately buying.

Outside the box

Think outside the box when creating displays and even when photographing them. Use something unexpected in your displays to create a memorable Vickie's Gifts and The Art of Simple Displaysexperience. I love using antiques and vintage finds in my displays. One of my favorite and most memorable displays is in an old cattle trough!

Start with why? 

The products you have purchased for your store have value. You bought them for a reason. If you had the time to explain to every customer “why” you purchased each item and could tell the story behind each product, you would sell much more; your display tells your story. Before you start your display ask yourself a few questions:

  • Why does your customer need the product?
  • Will it make their home beautiful?
  • Will it make their day brighter?
  • Will it make their job easier?
  • Will it make their life easier?
  • Will it solve a problem?
  • Will it make them feel better about themselves?

I believe your why is what fuels your passion and it can be the perfect start to a stunning display! Use signage in creative ways to share anything unique about your product. Write on chalk boards and kraft paper or use dry erase markers to write on mirrors. You can even lay out Polaroids of your products in use to give your customers ideas.

Rule of Thirds

Picture your display as a grid, divided into nine equal squares. The Rule of Thirds is a standard technique used in photography for aesthetically pleasing photos and can be applied to displays as well.

Use layering, height and levels to align products along the lines and create interest. Stacking books is a great way to get height in a display. Doing something out of the ordinary, like using a chair on top of the table, or creating tiers with other tables or crates is another way to gain height. However, there are certainly exceptions to every rule, and sometimes breaking the rule entirely can be memorable. Do this by creating symmetry and uniformity purposefully!

Negative Space

Many times, less can be more. Never underestimate the power of a little space. Don’t hesitate to back stock items in order to keep things tidy. Place an odd number of items together and break things up with space. Even numbers create symmetry, but odd numbers create interest.

Read the entire article at Gift Shop Plus Winter 2021 

SOURCE: Gift Shop Mag, Winter 2021

 

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What will be the best-selling post-pandemic items?

Q. What does everyone anticipate will be the best selling items post pandemic? And, which suppliers of those products? (e.g., the great outdoors,  fun and laughter, togetherness and connectedness?). Customers will have less disposable income – where will they spend their dollars? – Mary, University of Michigan Health System, Ann Arbor, MI. 1000 beds. 3/8/21 

Clothing has always been our best classification! Not having our community back in, since last September, has really slowed that down. We currently have all our fall apparel at 40% off! – Michelle Suggs 3/17/21

Candy and chocolate – Peter Waugh 3/16/21

We have been seeing comfy clothing trending and I think it will continue to trend as corporations continue to analyze the benefits on a remote work force. Our hospital is in the process of strategizing remote work permanently for the future. – Debbie Kerr 3/16/21

FROM CINDY
Apparel is predicted to be the biggest sellers. Speaking for myself, this past year, I ordered 3 items of clothing online and sadly had to send them all back because they didn’t fit. So, now, I look forward to shopping in person for new clothes.

What do you think will be the best selling items post-pandemic?

Online Fundraisers

Q. Is anyone leveraging online fundraiser sales with online suppliers (i.e., they set up a site of their products for a period, your customers go to site to buy, you get a percentage at end of sale)? If so, which suppliers, and would you recommend them? – Mary, University of Michigan Health System, Ann Arbor, MI. 1000 beds. 3/8/21 

We have been using Nashville Wraps and very satisfied. If you order $300 or more you get free freight. Yay!!! We get tissue, ribbons, hi-density bags, and lovely gift bags in a variety of sizes and designs. Love this vendor. Highly recommend. – Debbie Swan, Mountain Home, 126 beds. 3/18/21

We have done several online fundraisers throughout the pandemic. They’ve all been worth it! Minimal work on the manager and staff. The best ones that we’ve done was with a local pizza place as a “Community Day”. I sent the information out to all of our employees and on our FB page. People were allowed to do pick-up orders and dine-in and we received 20% of the sales. We also did this with Jimmy Johns! Besides those, we did a really successful one with Collective Goods. I highly recommend that one if you haven’t had any experience with them yet. It used to be called Books are Fun. It’s an online gift and book fair! – Ali, Good Samaritan Hospital, Vincennes, IN. 3/18/21

We are a non-profit hospital so we have been hosting successful fundraisers for years. Now, with the pandemic, we have turned to on-line which we are in the process of scheduling now. Your Silver Connection (Sterling Silver Jewelry) 678-793-2405 and Express Fundraising (bedding, household) 727-512-1313. We also do Nothing Bundt Cakes Fundraisers 2-3 times per year; Dillard’s – which we now have in-store instead of having them come to our Hospital. – Brenda Welcher 3/16/21

We have tried a few online fundraisers with some of our regular vendors. Minimal success and likely will not try again. – Amy 3/16/21


💮 CALENDAR 💮

GIFT MARKETS

Updated Apr 15. **Always double-check show dates for changes.
May 3-6, 2021
Atlanta Spring Cash & Carry
RESCHEDULED for
Jun 5-9, 2021
High Point Spring Market
Apr 17-20, 2021
Jun 6-7, 2021
Denver Apparel & Accessory Market
Jun 9–12, 2021
June Atlanta Apparel
Jul 13-19, 2021
Atlanta Market (Summer)
Aug 7–10, 2021
International Home + Housewares Show, Chicago, IL
Aug 8-11, 2021
NY NOW Market (Summer) Jacob Javits Center, NY
RESCHEDULED for
Aug 22-26, 2021
Las Vegas Market (Summer)
Jul 25-29, 2021
Aug 24-27, 2021
Dallas Apparel & Accessories Market (Summer)
Sep 22-24, 2021
Dallas Total Home & Gift Market
Oct 5-6, 2021
Seattle Mart Fall Buying Event
Oct 13-15, 2021
October Atlanta Apparel Market
Oct 26-28, 2021
Atlanta Fall Cash & Carry
Oct 26-29, 2021
Dallas Apparel & Accessories Market
Nov 1-3, 2021
Ocean City Resort Gift Expo, Ocean City, MD
Dec 5-8, 2021
Grand Strand Gift & Resort Merchandise Show, Myrtle Beach, SC
Visit Gift Shop Mag Trade Show Calendar or Smart Retailer TradeShow Calendar for smaller local/regional shows.

Q. What background music do you play in your shop?

Q. Would love to know how others are playing background music in their shops and what services or equipment is being used? – Michelle Olson, Mission Hospital Auxiliary Gift Shops, Mission Viejo/Laguna Beach, CA. 300 beds. 2/23/21

We currently use Pandora for our background music. We change it up according to the season, and sometimes based on the customers in the shop! – Michelle Suggs, Whidbey Health Medical Center, Coupeville. 35 beds. 3/27/21

We use Spotify or Pandora with a blue tooth speaker. We’ve got a rule that if you can’t explain the song to your grandma, you probably shouldn’t play it. It seems to work pretty well! – Erin 3/18/21

We use a 5 change cd player, to play music we sell. It is all instrumental, mainly piano music, very soothing, soft selections for pleasant background music. Our player broke last month after 9 years of use, fortunately we could purchase the same player. It also sells the cd’s we have in our gift shop. A win-win choice for us. We have the music piped through speakers in our ceilings to give the consistent sound throughout the store. – Mary Robinson, Mayo Clinic Health System Mankato, Mankato, MN. 133 beds. 3/18/21

I use Pandora (paid without commercials) and they love Oldies!– James Padgett 3/18/21

We currently use cd’s and multi disc cd playing systems in our storerooms that have speakers run to the shop. Each player holds 6 instrumental cd’s for hours of playing time. It is an old way, but it works well for us. – Jamie Lee Hernandez. 3/18/21

I bought a business subscription to SirusXM radio and we play that out a our register computer. We did buy some nice speakers to go with it, to project the sound better :) – Kristy, gift shop lead, Ascension Borgess, Kalamazoo, MI. 400 beds. 3/17/21

We use our phones, Pandora and a BOSE Bluetooth Speaker (I donated). The sound is great. I play upbeat music. Most of our customers right now are staff and they love it. I hear them singing along as they walk by. Often times we play Motown, Michael Buble radio, Frank Sinatra radio to name a few and they always thank us for having music. I have noticed it often brings them in to just ask who the artist is and then they have purchased something. – Linda Armstrong 3/16/21

We use Pandora and pay a subscription. It works out well and we have a variety of music choices. – Debbie Kerr 3/16/21

We use a CD player in our shop and play classical CD’s. – Sue Seaben 3/16/21

I have a small shop and a limited budget. I use my cell phone and play Cardio 80s from Pandora. :) – Christina Blaskie 3/16/21

FROM CINDY
Your visitors, patients and employees will all find the music soothing and a certain stress reliever. In-store music laws in the U.S. regarding licensing, legality, and fines have very clear policies on what exactly businesses can and cannot play for their customers. The issue lies in copyright law, which protects music, the artists who create the music, and the record companies that promote and market the music. The ASCAP Music License is the most efficient and affordable way to legally use music from ASCAP members in your business. Check with your hospital. They may already have a license to play music.  – 3/16/21

Cindy is spot on. Please make sure that you are able to play music that is approved of. It is not like playing music in your homes! – Anne Obarski, President, Merchandise Concepts 3/16/21

I use a variety of sources. CD’s that I sell, local radio, iHeart radio by way of Alexa. My sound system (tuner, amp and CD player) is tied into the overhead hospital PA so that music cuts out whenever there is a public announcement. – Greg Holtgrewe 3/16/21

Cloud Stream. There are a variety of stations available. The one we are currently listening to is a mix of music from the 1980s thru 2020. It hits all the favorites. – Noelle 3/16/21

For now we are using our phones (Amazon Music, Spotify) and a Bluetooth speaker. A funded renovation may change this. – Mary, University of Michigan, Ann Arbor, MI. 1000 beds. 3/11/21

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MARCH 2021 NEWSLETTER: ISSUE #615
Check out last month’s articles, surveys, and discussions.

  • Spring Action Plan
  • Survey Results: Has your shop reopened?
  • Q. What background music do you play in your shop?
  • When to take markdowns
  • Best-selling post-pandemic items
  • Experience with online fundraisers
  • Q. What do you do with old inventory that is taking up space?
  • Wholesaler Pick: The Coral Crab
  • Creating an online store
  • Vendor for customer shopping bags
  • Magazine, paperback vendors
  • Financial reporting system
  • Calendar: Gift Markets and Regional Conferences

DISCUSSION


ONLINE STORE

Q. We are a volunteer only hospital gift shop. No visitors in almost a year. We we closed for 7 months and now are only open in the afternoons. We’ve been having a 30% off sale and the store is still full! An online shop would be great but it would fall on one person to create it and manage and would be a full time job. Any other ideas? – Martha Burke, Rome Hospital, Rome, NY. 130 beds. 2/9/21

I am so interested to hear what others are doing, the pro’s and the con’s to having an online store. Who are you targeting? What merchandise will you sell? Where will the merchandise be stored? Delivery, mail out, curbside pick up etc. Who will manage it? Who will manage it when you are on vacation, nights and weekends etc. – Jamie Lee Hernandez 3/18/21

I’m not 100% sure so maybe Cindy could help us, but someone told me that if you are not for profit that you have to be very careful with online shopping because it could forfeit your nonprofit status. Cindy, can you help? Is this true? – Ali McCrary, Good Samaritan, Vincennes, IN. 232 beds. 2/16/21

FROM CINDY
It is a myth that 501(c)(3) nonprofit organizations can‘t make a profit. Most hospitals and their subsequent gift shops are for profit. They charge sales tax and operate as a business. The shops then donate all their profits to the hospital for patient benefit and equipment.

Look for our upcoming article on how to start an online store. We’ve found some terrific online gift shops and currently interviewing their managers to share with our readers. In the meantime, here is a helpful article on launching an on-line store Overcome Common Problems Launching a Hospital Gift Store Website


COVID IMPACT

Our store is approximately 1200 sq. ft. and due to social distancing, we have had to limit our customers in the store to 15. Nearly everyone has been patient while browsing and keeping their distance. We cannot have sales that would create swarms of shoppers, but we are missing the revenue. How can we promote the store and keep a safe environment? Has anyone else tackled this problem successfully? What was your answer? – Luanne Crosby, Friends of Strong –Strong Memorial Hospital, Rochester, NY. 800 beds. 3/16/21

My shop has been open limited hours since March of 2020. In spite of that, I have found some success in featuring local vendors – smaller businesses that make the product in the city where my shop is or in the State. People really like being able to shop/support local. I have identified these vendors based off staff recommendations. – Christina Blaskie, Parkview LaGrange Hospital, Kendallville. 22 beds. 3/16/21

Cindy, we have been locked out of our Gift Shop since March 3, 2020. New merchandise sitting in stockroom with no promise of opening any time soon. Most volunteers have become discouraged and not interested in returning. – Vivian Metler, Charlevoix, MI. 40 beds. 1/21/21

Vivian, Thank you for sharing. So sorry to hear your shop is still closed. So many are experiencing the same as you. Or, even worse, a few shops have closed for good. This is so disheartening. – Cindy

This is Diana from Ste. Genevieve County Memorial Hospital Gift Shop. We have been closed since March 2020! – Diana LaRose, Ste. Genevieve County Memorial Hospital, Ste. Genevieve, MO. 53 beds. 2/17/21

Diana, sorry to hear your gift shop is still closed. It must be difficult. Early results from the poll show the majority of shops are “Open, reduced hours”. We hope you can reopen with reduced hours or, even fully reopen, soon! – Cindy


OLD INVENTORY & SPACE

Q. What do you do with old inventory that is taking up space?

We host an annual clearance sale as well. Our store room is in the basement of the hospital so we have a $1-5 cart we put outside the door to move items as well. – Ginger Taylor, Cox Medical Center, Springfield, MO.  2/20/21

I manage a small hospital gift shop, and like everyone else, have “odds & ends” left over after each season. I create a “potluck” or themed basket, make it attractive and colorful. I use pretty paper and ribbons, so it’s seen as a “prize”, and raffle it off for $1 a ticket. Everyone sees it as a chance to get items to use later for gifts, or get things they just didn’t pick up for themselves. I take a picture, email it to all the departments, and watch those $1 tickets fly out the door! More times than not I not only recoup the costs of the items, but make a profit! The winner gets their picture taken with their prize, and is in the next email. It’s productive and great fun! – Susan Ingram, Gift Shop Coordinator, Jack Hughston Memorial Hospital, Phenix City, AL. 2/17/21

Thank you for this idea! – Holly Verbos, Penn State Health Milton S. Hershey Medical Center, Hershey. 546 beds

A clearance sale or special of some sort. Maybe themed by a coming holiday or special day like a 25% off sale on the 25th day of the month. – Peter Waugh 2/17/21

If you have room to store it such as winter items, bring it back out in November and have a big sale. But only keep items from previous season. If you don’t have room to do this sell it drastically reduced for 6 weeks and donate what didn’t sell. We use Facebook and advertise our sales with pictures. – Debbie 2/16/21

I mark inventory that’s not moving down a couple of times and then leftovers are put in my annual “sidewalk” sale. I set up a conference room every September and mark these items to move. Employees look forward to this sale every year. I rarely have anything left. – Diane Honsberger 2/16/21

Very good solution, Diane! – Cindy

First, I get down to a 20, 30, 40, 50 dollar rack and if it still does not go, I donate it! – CC Cree. 2/16/21

On 50% off, do buy one get one. Makes 2 leave instead of 1. – Tricia Rochman, Pink Geranium Gift Shop, Carbondale. 65 beds. 2/16/21

Tricia, I agree with you 100%! – Cindy

We have a small clearance sale area in the back corner of our gift shop. Items are priced 30-70% off. The longer they sit, the deeper the discount. We usually donate the non selling items, but this year we held a $1.00 Sale. We put all items that we were planning donating on cart and sold each for $1.00. It was a great success and no one had to haul any boxes out to be donated! – B. Putnam, Coldwater, MI 2/16/21

Love the idea of a $1 sale! We always dread clearance items that still don’t sell and having to haul them to a donation station! It’s a win-win! – Staci, Methodist Texsan Hospital, San Antonio, TX. 200 beds 2/16/21

Read Cindy’s extended response in last month’s newsletter.


SHOPPING BAGS

Q. What vendors do others use for bags for customer purchases? We love having the “handled” bags, but feel the price per unit is eating away at our profits! I welcome any and all suggestions.  Thank you! – Darlene Brooks, Adventist Health 2/13/21

Nashville Wraps and S. Walter Packaging  – Gale Cialeo 2/18/21


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