What took so long to revive, Toys ‘R’ Us?

(Credit: Tim Boyle/Getty Images)

I don’t know about you but I’m thrilled that former executives from the now defunct Toys ‘R’ Us are staging a come-back.  My only question is what took so long? 

Take as recent as this past weekend, I was on a mission to find a Disney Princess Tiana dress XL (that a tween could squeeze into), long white gloves, and a Princess Tiana crown. And, yes Princess Tiana has her own crown.

It was a time crunch (as always).  I needed it by Monday.

All of these stores that have been vying for the “toy” business; and, every article I have read since the closing of Toys ‘R’ Us brags that the big guys Walmart, Amazon, etc. are slurping up the market share.  Well, I looked on AMAZON Prime $199 for a small adult dress – not happening.  Went to two different area Walmart stores to look for long white gloves and any crown at that point.  Neither store had them because I asked.  A sales associate informed me that they carry more of that type of merchandise around Halloween.  Okay, I get it.  It’s not Halloween.

I went to six different retail stores.

Couldn’t find any of the real stuff that I wanted except JC Penney’s had an entire merchandising area for Disney Princesses.  Exactly what I was looking for … just for toddlers.

The closest for my tween was the combination of Party City and Target.

I had to go from store to store and piece it all together which was beyond exhausting.  I complained loudly to my husband that this wouldn’t be a problem if Toys ‘R’ Us was still around.  What happened to it anyway?  That was a rhetorical question only.  Okay, I know the answer. 

So, I was thrilled when I read Toys R Us plots 2nd act with new look, new name.  Bring it on Richard Barry!  Here were some of my favorite things about Toys ‘R’ Us, it was always:

• Halloween

• Christmas

• Birthdays

It wasn’t a seasonal toy store.  You could find any kind of toy and accessory regardless of the season (I mean maybe not a water sprinkler or baby pool) but you know what I’m talking about…

“We love the brand, we love the company and I love the toy industry,” said Barry, CEO of Tru Kids Brands, a company formed earlier this year that owns the trademarks, brand and other assets of Toys R Us and sister store Babies R Us.

”

— Sarah Min, 2/12/2019, MoneyWatch

There is a void that Toys ‘R’ Us left in the marketplace that can’t be completely filled by the giant retail leaders or independent toy stores year-round.  I’m sure that I’m not the only one experiencing it; and, that’s why it makes perfect sense to me that Tru Kids Brands revival of Toys ‘R’ Us is already a winner.

So, while the name will be different it appears that it will be run by those who loved and respected the Toys ‘R’ Us brand.  When the Toys ‘R’ Us specialty retailer closed its founder Charles Lazerus died within days.  Toyrs 'R' Us founder Charles P. Lazerus dies after the chain says it's closing.  While I didn’t know Mr. Lazerus, I bet he’s asking the same question.  What took so long?

Sonya Ruff Jarvis, is the Managing Member of Jarvis Consultants and the Founder of the eRetailer Summit and JC Event Group. Sonya has extensive experience in creating original innovative solutions to overcome major business challenges.  Sonya has spent most of her career visiting headquarters across global industries and has built strong business relationships across diverse brands. An expert in the field, Sonya has been published in numerous retail industry b-to-b publications.

Sonya has a M.B.A. in Marketing. She is married and has a daughter and they live in Fairfield County Connecticut.  

Follow Sonya on twitter at @jarvisconsult or @eretailersummit.  

Please follow the eRetailer Summit showcase page on LinkedIn here.

Guest Blogger, Julianne Will: B2B E-Commerce: Living Up to the Same Standards as B2C

Julianne Will, Writer/ Editor/Social Media Consultant & Founder, Local Universe

Long gone are the days when a buyer was willing to make multiple phone calls and fill out written paperwork to research a purchasing decision. In fact, today's agents expect the Amazon shopping experience. Here are some important considerations.

Let’s start with a pretty stunning fact: In March of 2015, nearly half of all B2B researchers were millennials, according to a Think with Google report. “Back in 2012, there was a pretty even mix across age groups. In 2014, however, 18- to 34-year-olds accounted for almost half of all researchers, an increase of 70 percent,” the report stated.

It’s likely the number of millennials in this role has only increased. And millennials, who are largely digital natives, have been game-changers when it comes to technology.

They’re helping to drive a fundamental shift in today’s B2B buyer. Instead of talking to sales reps, “most B2B shoppers are 57 percent of the way through a new purchase before they reach out, and 93 percent prefer to buy online,” according to Shopify Plus, the customizable e-commerce platform designed for high-growth merchants, including B2B companies.

The growth is rapid, but there’s room for more: B2B e-commerce will reach $1.2 trillion in the United States by 2021 and account for 13.1 percent of all B2B sales, Forrester estimated in its June 2017 report “Landscape: The B2B eCommerce Playbook.”

That 13 percent might not be indicative of a lack of demand, but rather a reticence on the part of B2B organizations to commit more fully to e-commerce.

There are special challenges, of course. While purchasing agents are expecting the same sort of functionality, immediacy and ease of use for research and transactions that they experience in their everyday lives, manufacturers often need to manage dynamic pricing for different customers; the ability to request a quote; or real-time inventory figures, for example.

Fortunately, an increasing number of software solutions are allowing manufacturers to establish platforms that function much like the online shopping sites buyers are used to. Sana, a maker of e-commerce solutions for wholesalers, distributors and manufacturers, reported in October 2017 that of the top 10 channels cited by the 300 businesses they surveyed, three were some form of web store.

A robust and successful B2B e-commerce program will function much like the best B2C retail sites. Key is to apply traditional sales fundamentals to this new way of doing things. You’re still selling solutions. Can you categorize your products via use or application rather than type? Can you model after Amazon and populate a list of goods that “you might also be interested in” when a buyer adds a product to the cart? What about recurring items that can be saved to a “frequently bought” shopping list available to the agent the next time he or she logs in?

Whether you sell to a distributor or to a retailer, B2B e-commerce also is the ideal way to provide up-to-the-minute product information that can help sales downstream and increase loyalty to your company. What might your buyer need? Downloadable specs or signage? A sharable assembly or use video? Not only will this increase your market presence further along the sales funnel, but it also will make life easier for the B2B researcher--again, providing solutions.

The need for a solid reputation and impeccable service doesn’t change even if the means of researching and purchasing does, of course. Most wholesalers, distributors and manufacturers still will need to provide a diverse set of channels.

That might mean offering buyers a way to call with a more complex question than your site can answer. Sales reps might take on an increased relationship-building and service function, helping to identify other business needs that can be met by a company’s offerings or even visiting on site to see how products and product content are being used. Demos and shows still are a great way to offer researchers the ability to touch, taste and test a product. And complex products may require a pre-purchase visit from an expert to identify the right mix of solutions.

Julianne has been published in major metropolitan daily newspapers and national magazines, as well as written print and online copy for diverse industries including wine, fitness, food, travel, retail, banking, industrial technology, real estate, commercial paint and decorating, and more. She crafts strategy, creates profiles and serves as the voice of businesses on social media platforms including Instagram, Facebook, Pinterest, Twitter, YouTube and LinkedIn. Julianne also has launched a small ecommerce business retailing goods that give back.

Follow Sonya Ruff Jarvis, Jarvis Consultants, LLC on twitter at @jarvisconsult or @eretailersummit. 

Please follow the new eRetailer Summit showcase page on LinkedIn here.

I’m walking the floor...

I’m walking the floor at the National Hardware Show in Las Vegas and it is wrapping up today. While, the name of the show includes hardware, the show is so much more than that specific category. It encompasses all of Home inside and out except soft lines and table-top to fine dining.  

Yes, just like the store floors, the Hardware Show crosses and crisscrosses many different product categories that you think wouldn’t naturally appear at a “Hardware Show”. 

Here are some of my fun finds this week that I found walking the show floor that are worthwhile to share:

• Garage Smart has Smart garage and storage products. Plus, the products are smart device controllable with a Bluetooth app or voice control. Really cool stuff!

• GCI Outdoor a fellow Husky neighbor has great beach chairs that are rockers. You can rock on the sand!!  It’s so comfortable and smooth!!  Can’t wait to get one!

• Bio Bidet has some really neat bidet toilet seats and shower heads. Plus, it’s weird to say but they were absolutely sleek and gorgeous!

• Liggoo is offering a new modular mobile product with all of the accessories. You can use it 5 ways even as a flashlight!

The floor has more than 2500 exhibitors; so, it’s difficult to share all of the products that are interesting because there are so many. Plus, Smart home automation is a feature area that I really enjoyed visiting.  Regardless of what Business-to-Business trade show I attend, Smart Home is the emerging new category to watch!

I’m wrapping this up because I want to squeeze in some more time to walk the show floor to find some more interesting products!  Stay tuned...

Sonya Ruff Jarvis, is the Managing Member of Jarvis Consultants and Founder of the eRetailer Summit. Sonya has extensive experience in creating original innovative solutions to overcome major business challenges.  Sonya has spent most of her career visiting headquarters across global industries and has built strong business relationships across diverse brands. 

Sonya has a M.B.A. in Marketing. She is married and has a daughter and they live in Fairfield County Connecticut.  

Follow Sonya on twitter at @jarvisconsult or @eretailersummit. 

Please follow the new eRetailer Summit showcase page on LinkedIn here.

Meet The Grommet!

Nice to personally meet The Grommet!

It’s always an interesting journey to visit a retail company’s headquarters and learn more about that company’s mission, its people and its values. And, the best part, you learn all about the brand right in its headquarters directly from the employees living and breathing the mission and the values of the corporation. Earlier this week, I took a drive up to Somerville, Massachusetts (an interesting side note the GPS address is Cambridge, MA) to visit and learn more about The Grommet at its headquarters.

A huge thanks to Ryan DeChance, Director, Discovery and Meredith Doherty, VP of Discovery for their hospitality. They were the perfect hosts!

I have been following The Grommet for years and they recently were recognized and awarded the “Design Influencer of the Year Award” by HomeWorld Business magazine.

The Grommet is known for approaching retail differently by discovering new innovative products and bringing them to market quickly; all the while celebrating the maker.

When I arrived at their HQ I realized I probably did not know as much about them as I thought. They are located in a two story brick building off of a sleepy side street. When I walked in the lobby hit me with a display products. My host, Ryan DeChance, Directory of Discovery pointed out some of the notable products displayed in the lobby that I might know like Mrs. Meyer’s Natural Cleaning Products, the Fitbit and the Pocket Monkey just to name a few brands that The Grommet helped to make household brand names. 

It’s an open air working environment where offices with doors line the perimeter of the building; and, a couple of dogs play around with each other.The humor and creativity shows throughout the office space.

Whether it is the coaster displayed on the side tables in the lobby with the co-founders photograph.

Or, the large chalkboard in the kitchen area that has a different playful question every other week.

The personality of The Grommet was alive and well during my visit displaying creativity, intelligence, fun, high-energy and hard at work employees. I want to share with you some information about The Grommet that I did not know:

• Their shoppers are 70% women.
• They really do launch at least one new product a day on their website. (Sometimes two!). Yes you read correctly - each and every day!
• Once they identify an innovative product they make sure that the maker has the expertise to succeed and part of the process includes support with operations, PR, distribution, etc.
• They operate a wholesale arm in addition to direct to consumer.
• They operate a brick and mortar store and The Grommet features products in select Ace Hardware stores nationwide.

There is so much more that I discovered that cannot be covered here but you can find out more about The Grommet at the Home Improvement eRetailer Summit.  Ryan DeChance, Director of Discovery, The Grommet will join us and deliver a keynote address.

So come out and meet The Grommet and a stellar line-up of ecommerce leaders and speakers in- person November 7-9 at the Hotel Monaco Chicago, Downtown Chicago, IL and learn more about home improvement ecommerce. Sign up today!

Hope to personally meet you too!

Sonya Ruff Jarvis, is the Managing Member of Jarvis Consultants and Founder of the eRetailer Summit. Sonya has extensive experience in creating original innovative solutions to overcome major business challenges.  Sonya has spent most of her career visiting headquarters across global industries and has built strong business relationships across diverse brands. 

Sonya has a M.B.A. in Marketing. She is married and has a daughter and they live in Fairfield County Connecticut.  

Follow Sonya on twitter at @jarvisconsult or @eretailersummit. 

Please follow the new eRetailer Summit showcase page on LinkedIn here.