DALLAS — Facing increased competition from e-tailers, home shows and broader distribution of brands, independent retailers intensified their emphasis on special items at the Dallas Market Center’s four-day show that ended March 25.
“People are looking for novelty and special things that they immediately gravitate toward,” said sales representative Pam Kramer. “You have to grab the consumer in the first few seconds and it’s the same with the retailers. It has to be eye appealing and immediately get their attention.”
Patty Hoffpauir, owner of The Garden Room in Austin, Tex., said, “I’m not going to buy as much, but buy more craveable,” noting she just sold a $1,200 Panissara dress four hours after it hit the floor.
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“I want walking billboards for my store,” Miller said. “I want their friends to say, ‘Where did you get that?’”
With brights driving spring business, merchants were happy to see fall’s vibrant palette of emerald, royal blue, burnt orange, fuchsia and purple, as well as neutral grays, dark chocolates and black.
“I’m buying lots of color — women are immediately drawn to it,” said Pamela Cott, owner of Pamela’s in Coppell, Tex.
Key looks included item jackets, blouson and popover tops and dresses, silk blouses, narrow pants and novelty furs. The revival of midi-length skirts met resistance.
“Anything with fur is selling,” said Cheryl McMullen, designer and co-owner of Double D Ranch, pointing to a Mongolian lamb hooded vest.
Accessories were a bright spot, especially real and fake python and crocodile handbags, and delicate gold-tone necklaces and talisman pendants for layering.
“The bag business is phenomenal,” said Diane Newbury, handbag and eveningwear buyer for Julian Gold’s three Texas stores, as she selected burnt orange, peacock blue and quilted metallic leather bags by High Fashion.
Newbury also praised Betty Audish’s python and crocodile clutches and bags, which wholesale from $300 to $780, for quality and price.
Annette Ochoa, contemporary buyer for Joe Brand in Laredo, Tex., focused on sportswear as she selected a draped jersey tank from Weston Wear.
“A lot of our customers are getting more casual,” she said. “I need more tops than dresses.”
Accessories manufacturer Brighton joined with designer Jan Haedrich for a quiet, invitation-only relaunch of My Flat in London handbags festooned with Scottie dogs and enamel charm jewelry.
“It’s harder than ever in 2012 to be a specialty store,” said Laura Young, Brighton’s longtime national sales manager. “For these small stores to compete, they need special brands.”
Kerri Kropp was one of several new retailers shopping the market. The former New York handbag designer opened an elegant fashion and home store last fall in downtown Kerrville, a rural town in central Texas. Called Schreiner Goods, the shop caters to urban women who have second homes in the Hill Country.
“I’m trying to do emerging designers,” said Kropp, as she wrote an order for silk popover dresses and tops with skinny knit trousers by Hutch. “I buy only one or two pieces of things, which the customers like because it turns very fast so the inventory never looks old.”