Toy Blog

1710, 2018

Dallas Fall Toy Preview AND The Zombie Awakens

October 17th, 2018|Categories: About Toy Jobs|

View More: http://clarkcabus.pass.us/toy2017

Day one, morning at the Dallas Fall Toy Preview was mostly grumbling as exhibitors complained widely that: “This place is empty.”, and “There’s nobody here.” Indeed, the main floors on 12 and 13 looked like a ghost town. I found it much busier down at the 4th floor Diverse and McManemin showrooms. That’s likely because with twenty to thirty companies crowded into each space there was a much higher population density.

Activity had picked up by evening and interestingly there seemed to be more people at the Tuesday night cocktail party than there were in the building all day. This led me to quip: “if they want to increase attendance, maybe they should serve beer.”

By Wednesday afternoon, the sentiment had changed. Most exhibitors I spoke with were saying “We had really good meetings”. Several companies stated that while they could skip the show and just travel to all the different retailers, they like that fact that with the Dallas showroom space they could put their entire line of product offerings on display.

It was good to see several TIA Board members actively starting discussions and eliciting feedback about the future of the show. As usual, there was talk of moving the show to Los Angeles. There are two insurmountable problems with that. First, the large LA based companies don’t really want their nimbler competitors around trying to “distract” retailers with their often more creative wares. If the show was moved to Los Angeles in an attempt to consolidate what has turned into four October trade shows, then the big LA based companies would simply change their dates thus defeating the whole purpose.

Second, a lot of companies have opened showrooms in El Segundo but they can be anywhere from a couple of blocks to a couple of miles apart which necessitates leaving the building and often getting into a car and dealing with LA traffic. I seemed to be the only who thought that could be solved by running a continuous string of shuttle buses. Then the real answer came out. “Buyers don’t like it. They don’t want to travel from block to block and building to building.” That’s it. Retailers are the ones we want to attract and convenience. If we want to change the Dallas format in in such a way as to attract more buyers, we can’t do it in a way that they have already told us they don’t like. For the time being, at least, LA is out.

Company owners told me they like Dallas because it is convenient, it’s centrally located, and both travel and hotels are relatively inexpensive. They also like the ability to put their entire product line on display. Their complaints were: “More Buyers”, and that renting booth space was very expensive.

From where I stand, I like the show as it currently is. I can fly in and stay in an inexpensive hotel and spend two days meeting with fifty toy company owners and Presidents because they have a lot of free time on their hands. That’s great for me but I’m acutely aware that y’all aren’t having the show for my benefit. If the show doesn’t make financial sense for toy manufacturers, then it will cease to exist. So, here’s my two cents on possible way to improve the show for my clients:

  1. More Buyers. It was great to have Wal-Mart, Wal-mart.com, Target and Target.com in attendance but booth space is expensive so if more mid-tier retailers are represented that helps to justify the costs. It would be particularly helpful if Sales Execs could use the show to avoid an additional schlep to Menomee Falls, Wisconsin or Grand Rapids, Michigan. What can we do to attract broader retailer participation?
  2. Condense the Show in Space and Time.  Most manufacturers had two or three appointments on Thursday morning but also had plenty of downtime on Tuesday and Wednesday. The show could easily be compressed into two days. I confess that I have no knowledge of how this would affect the T.I.A.’s financial considerations but my understanding is that this show isn’t a big money maker for them anyway. Also, the show could easily be fit on just the 12th and 13th This would create a busier and buzzier environment. How could the showrooms on the 4th floor and what’s left of the 8th floor be motivated and compensated to move upstairs?
  3. Serve Beer. But maybe don’t start until lunch. 😊

The big buzz in Dallas was various announcements about the potential rebirth of Toys “R” Us. Phase one will be a shop within a shop launch of Toys “R” Us private label brands at “a prominent Midwest based retailer.” Meijers? Kohls? That sounds like a Hail Mary pass to me. I can’t imagine that the public is exactly riveted by brands like Fastlane or Animal Alley.

zombie

Much more interesting is the prospect of opening 200-300 stores in 2019 under the Toys “R” Us banner. At this point, plan specifics are preliminary and unsurprisingly very sketchy. That said, we should remember that Toys “R” Us was a viable business if it hadn’t been loaded with all that debt. Now debt is gone, they are mostly off the hook to vendors for 2017 shipments, they have wriggled out of their leases and there is an awful lots of inexpensive retail space to let out into the world.

A lot of people had the immediate reaction, “Why would companies want to deal with them again?” Really? I can’t imagine a single toy manufacturer that wouldn’t happily line up for a retailer with 200-300 doors – provided that the terms were right. That said, the new owners of Toys “R” Us. Should come to realize that there is a lot of bad blood between vendors and a certain Sr. Merchandising Executive who actively chased in shipments that he had to have known weren’t going to be paid for. TRU’s owners may have needed him to hold things together thus far, but if they want to re-establish trust with their vendors, he will have to be jettisoned. All trust there is gone and is unlikely to be repaired. It may be time for the man in the Geoffrey mask to go.

100318-geoffrey-feature

As I write this, Sears/Kmart is back on the ropes and wobbling badly like an aging prize fighter. They have announced they will close roughly 150 stores with an additional 250 stores put under review while about 300 stores that are considered more viable will remain open. Many toy companies continue to sell to Kmart while keeping receivables on a very tight leash, but I can’t help but think that I’ve seen this movie before… and I’ve seen it just recently.

Fortunately, other retailers are picking up the slack, Wal-Mart is increasing its toy department by 30% and Target is doubling its toy selection. Kohl’s and Penney, Five Below and Best Buy are all increasing toy sections for the holiday sales season and other retailers are following suit, Party City will open up to 50 pop-up stores for the holiday sales season and if successful, I would have to think that Spencer Gifts will follow suit with its Spirit Halloween division next year.

               U.S. unemployment rate, seasonally adjusted. Source: Labor Department

unemployment rateThis along with the lowest employment rate in fifty years, the highest consumer sentiment in 18 years and rip-roaring consumer spending should help toy manufacturers in 2018. The National Retail Federation expects that holiday sales-excluding autos, gas, and restaurants – should be up to 4.3 to 4.8 percent over 2017.

Most toy company executives are telling me: “though we would have done better without the demise of Toys “R” Us we think we will do okay.” They also say that they want to make sure that they are going to be okay before they start investing in additional staff. Toy industry hiring which was dead in the first half of 2018 picked up nicely in June but has not been as robust as it should be. I suspect that it will continue at the “better but not normal” rate until we make it through the holiday sales season and the January/February trade shows.

Steady as She Goes,

Tom Keoughan

2208, 2018

Toy Hiring Gaining Traction

August 22nd, 2018|Categories: About Toy Jobs|

The sudden demise of Toys “R” Us has been very disruptive to the toy hiring market. It’s crazy out there. Many companies have laid people off but lots of companies are hiring as well. Oddly enough, many companies are doing both as they reorganize their rosters for the changes and challenges ahead.

Santa-Clarita-Toys-R-Us-Closure-

By the beginning of 2018, most toy manufacturers expected that Toys “R” Us was going to be a bit shaky moving forward and had instituted plans to limit any potential damage by shipping less, later and tightening payment terms. They were hedging their bets but remained confident that business would continue amongst constant reassurances by Toys “R” Us Execs to: “Remain calm. All is well.” Then shortly after the completion of the January and February Toy Shows, Toys “R” Us declared bankruptcy. While everyone knew that things were wobbly, nobody expected Toys “R” Us to fall so far and so fast. After all Kmart has been wobbly but still standing for over a decade.

In a typical year, very little toy industry hiring gets done in January and February as Toy Execs are overbooked and over busy crazily traveling the globe to attend anywhere from three to five shows. Not only are they too busy to hire they also would prefer to wait and see how retailers react to their wares before opening their wallets to add to staff.

WSJ store closing graph

Usually, about two weeks after the final trade show in New York, manufacturers put the finishing touches on plans and projections and the phones begin to ring here at Toyjobs World Headquarters. With the sudden and unexpected demise of Toys “R” Us, manufacturers had to reconfigure their expectations. Publicly there was a lot of finger pointing, magical thinking and gnashing of teeth. After about two months, forecasts were changed and plans were redrawn and search starts picked up in early May leading to increased but not overwhelming hiring in June, July and August.

Toy hiring follows toy sales and I would imagine that toy sales and will be somewhat lower in 2018 as  manufacturers search and battle for shelf space to replace their Toys “R” Us acreage. I would think that challenge will continue but to a lesser extent into 2019 as Toys “R” Us begins to fade into the rear-view mirror. I envision that toy sales and therefore toy hiring will remain disrupted but steadily gaining strength over the next year and a half.

I realize that is very much at odds with recently published NPD data. Toy industry grows its sales by 7 percent in the First Half!! Yeah, but … Consumers were lured into the Toys “R” Us stores by the trumpeting of huge markdowns which didn’t really look all that “yuge” once you were in the store. I know mothers who went to Toys “R” Us every couple of weeks in search of big bargains that barely existed. After all, if you’re going to lie to your employees and lie to your vendors why not lie to the public as well. Probably because traffic, even disappointed traffic, equals increased sales. Unfortunately, those sales didn’t help the toy industry all that much. They were sales of previously shipped and unpaid for merchandise. I would envisage that most of the proceeds went into the pockets of the bankruptcy attorneys rather than toy companies. So I see that 7% Toy Industry Sales Growth as a very flawed number in this period. Sales of toys off retailers shelves was indeed a very different things than sales by toy manufacturers.

That said they toy industry is reacting to and recovering from the Toys “R” Us debacle amongst a very bright backdrop. It’s better to face challenges in an increasingly robust economic environment. After all, this isn’t 2009 and the world isn’t going to end tomorrow. Rising employment, wages and tax cuts have consumer spending on a tear and US GDP rose to 4.1% in the second quarter, Wal-Mart just hit it out of the park. CEO, Doug McMillon was quoted last week as saying “Customers tell us that they feel better about the current health of the U.S. economy as well as their personal finances. They’re more confident about their employment opportunities.”

The evolving retail landscape toward online shopping continues but many brick and mortar retailers like Wal-mart, Home Depot, Nordstrom, and Coach have recently been reporting strong numbers while others (JCPenney, Bon-Ton, Claire’s) are either closing stores or going bankrupt. Weaker competitors are being weeded out and clearing some of the over capacity that has plagued retail. As a result, the remaining chains are growing even stronger.

The good news is that consumers still want to buy toys. Toy manufacturers will just have to be ever more nimble in getting their products in from of them.

Say what you will about Trump’s antics but the economy is humming. I’m still wary about Trumpian trade issues. I suspect, but can’t know for certain, that things will get worked out with Mexico, Canada, and Europe. That said, playing a game of chicken with China is a very different deal. Eventually, after much dickering, we will probably end up with face saving half measures (or more likely quarter measures) … eventually.

Free product idea for a Skill and Action Game:

The Game of Chicken: Trump, Trade and Tariff Edition

01-donald-trump.w710.h473

 

 

 

 

 

 

 

 

“Crossing the River by Feeling the Stones”

Tom Keoughan

 

1704, 2018

Turbulence in Toyland – Same As It Ever Was

April 17th, 2018|Categories: ToyJobs Blog|

 

TRU 4-18-18

I think that it’s reasonable to say that there are two main causes for the recent demise of Toys ‘R’ Us. The first was the excessive debt burden put upon the company by owners KKR, Bain Capital and Vornado Realty. TRU’s heavy debt service came at a time of massive change in the world of retail and made it difficult for the company to invest in the changes needed to survive during this period of disruption. That said even if they didn’t have the debt burden, it is far from certain that TRU would have had the correct strategy or the ability to execute it. With their brand equity they should have been a leader in toy E-commerce but have botched that so many times that recently they haven’t even been one of the top five online sellers of toys. Additionally, their stores were a mess and there really wasn’t any compelling reason to visit them. If only TRU could have figured out how to attract as many people to its stores as attorneys to its legal hearings, things might have turned out differently. I think it’s reasonably to say that the business has been serially mismanaged since the recently deceased founder Charles Lazarus and his original team retired.

Corporate bankruptcies are always messy and the Toys ‘R’ Us case is no different. I am no big fan of US corporate bankruptcy laws having been burned by them a couple of times in my career. They seem a bit topsy turvy to me. Debt holders and financial institutions who are supposed to be professional evaluators of creditworthiness are first in line ahead of suppliers who are doing business with the company in good faith. Games almost always get played. I’m not privy to the details but it is pretty easy to imagine both product and service suppliers to Toys ‘R’ Us being lead on and lied to.

So, where does that leave us today? The patient is dead but there is still time for another attempt or two at resuscitation. To the Paddles! Toys ‘R’ Us is currently undergoing liquidation (even though the bargain prices don’t seem so low) but there are apparently still a few serious and non-serious attempts to revive the collapsing retailer.
There have been whispers of Toys ‘R’ Us trying to spin out or sell its house brands either with or without its internal product development team. However, those brands are not particularly strong, and I would imagine that the chances of this being successful are slim to nil even if they try it. The world will have to learn to survive without a brand called “Animal Alley”.

In better news, Toys ‘R’ Us attorneys have said in court that they have received multiple offers for a majority stake in its Asian subsidiary. Toys ‘R’ Us Canada has also been a viable business and there is talk of multiple offers in the works for the division.

Then we have the strange case of Isaac Larian. In what can only be described as a publicity stunt, Mr. Larian started a GoFundMe campaign purported to be an effort to buy Toys ‘R’ Us. The skinny is that if people donate enough money to buy Toys ‘R’ Us then Mr. Larian is willing to accept ownership of the company. In return, donors will receive not equity but rather bumper stickers and T-shirts which Mr. Larian imagines will be highly prized. I have to ask why such a scheme should be limited to the toy business. There are other troubled companies out there that Mr. Larian might like to own. Perhaps people will also donate money to buy General Electric for him. And why should we limit this to companies in trouble? I may consider asking donors to purchase Apple Inc. for me. It’s not surprising that this absurd effort only attracted $59,000.00 out of the billion dollars Mr. Larian has requested.

Isaac-Larian

Mr. Larian also purports to have made another more serious bid to purchase some Toys ‘R’ Us assets. While his GoFundMe shenanigans do make this plan less credible that does not mean that it is not credible at all. Mr. Larian has said that he has offered $675 million for the U.S. stores of Toys ‘R’ Us and another $215 million to purchase the Canadian operations. As the very least, the offer for the Canadian division appears to have some legs. Should either of these efforts come to pass, toy manufacturers will have to carefully consider whether to do business with a retailer owned by a major competitor. Mr. Larian has said that he will not be involved in day to day operations but people who know or have worked with Mr. Larian have never described him as being hands-off. One has to wonder if other toy manufacturers will be eager to “open their kimonos” on pricing, costs and early peeks at their product lines to a competitor in a secretive and often ruthless business. Time will tell.

Better news is coming out of the K.B. Toys camp. Strategic Marks which owns the brand has been in talks with Spirit Halloween, Party City and others to open up 1,000 pop-up stores to sell toys during the holiday sales season. This should help manufacturers in their search for more shelf space to replace that which they have lost at Toys ‘R’ Us even while fighting against their own unpaid for merchandise which is being sold at a discount during TRU’s liquidation.

Other potential turbulence in Toyland comes from the possibility of a trade war breaking out right at the beginning of the holiday shopping season. Thus far most of the tariff talk appears to be rhetoric rather than policy. Both the Trump Administration and China appear to be engaged in posturing ahead of what will likely be protracted negotiations rather than an all-out trade war. The two sides now have a period of about seven months during which they will seek to negotiate a new normal. Hopefully that will turn out to be the case because a game of chicken can end badly, especially when conducted in public by men with enormous egos. Sooner or later somebody is going to call your bluff.

What does this mean for toy industry hiring? So far, things are much better this year than last. Last year at this time, toy industry executives were telling me that they needed to add staff but were going to “hold off for now” due to uncertainty at Toys ‘R’ Us. Chapter 11 brought “certainty” but it wasn’t exactly helpful and left many companies wide-eyed and immobile like deer in the headlights. In 2018, toy manufacturers were expecting trouble at TRU and planned for it. Very few were expecting that trouble to hit as deep or as fast as it did, especially since Toys ‘R’ Us executives were leading them to believe otherwise. What I see in the toy employment now is total turmoil. Some companies are laying off. Some are hiring. Many are doing a little of each as they seek to realign their staff with their go forward strategies. Few companies are standing pat and most are making changes to meet the challenges of the shifting retail landscape. That means there will be winners and losers. There are few jobs right now for Sales Executives in the northeast, even as opportunities for people with sales experience calling on mid-tier and value channel retailers as well as E-commerce expand rapidly. Some will see new opportunities opening up while others will have to retool and learn new skill sets.

After a brief period of confusion, the toy industry is going to be alright. Consumers still want toys and five years from now manufacturers will have found new ways of getting their product to them. From the early eighties with the rapid succession of toy company shutdowns of – Mego, Lesney, Coleco and CBS Toys – the toy industry has been ever changing and always in turmoil. Same as it ever was.

“Crossing the River by Feeling the Stones”,
Tom Keoughan

503, 2018

Toy Fair Revue and Prognostications

March 5th, 2018|Categories: About Toy Jobs|

New York Toy Fair kicked off on Friday night with the 2018 Toy Of The Year Awards. Held at Ziegfeld Theatre, this was a fantastic event as always. The Toy Association staff led by Steve Pasierb has really got this down. I’d like to give a shout out to Marian Bossard, Kimberly Carcone, Robyn Gibbs, John Klein and the entire Toy Association staff for doing such a great job not only with the TOTY Awards but with New York Toy Fair as a whole.

Zuru WinnerTwo trends seemed to emerge among the award winners that night. First, collectibles continue to be a very hot category with WowWee’s Fingerlings and MGA’s L.O.L. Surprise! sharing top honors as “Toy of the Year.” In addition, Funko’s Mystery Minis won the “People’s Choice Award” which is chosen by tallying the votes of consumers.

The other big trend was that about half of the twenty awards were won by small and medium-sized companies. These companies have to run faster and jump higher with less resources (both human and financial) backing them up. They also have to be more inventive than the typical brand behemoth. I think this bodes well for the health of the industry which for a while in the early aughts seemed to be more about slapping licenses on sippy cups. Congratulations to the entire teams of all award winners for keeping kids smiling.

Sunday night was Ladies’ Night with the always wonderful WIT Wonder Women Awards Gala. As usual, it was held at The Lighthouse at Chelsea Piers. Please don’t move it. It’s a great venue. Event Co-Chairs Genna Rosenberg, Janice Ross, Jennifer Caveza and their entire Host Committee made it look easy despite what must have been an awful lot of work above and beyond their day jobs. Congratulations to all the Award Winners and to all the wonderful women of the toy industry.

WIT2018

New York Toy Fair as a whole seemed well attended and very upbeat. It also seemed that international attendance was quite high. The toy executives I spoke with exuded confidence and were bustling about their business. Now if we could just do something about those Javits Center floors.

TNT2018

Notable Toy Fair news included the election of Bob Wann of PlayMonster to Chairman of The Toy Association. Bob has toiled for both big industry players like Fisher-Price and Hasbro as well as smaller companies like Sababa Toys and now PlayMonster. He may be just the guy to balance the very different interests of those two groups. Maybe….. maybe he can even solve the annual October multiple location Toy Show mishegoss.

BobWannIn other news, Hasbro was named the global master toy licensee for Power Rangers. That might not impact the toy industry as much as Bandai losing what had been a long-time licensee. Lastly, Basic Fun announced that they had bought K’nex. K’nex has always been one of the most inventive and versatile construction toys in the pure product sense but never seemed to have been brought to market in the right way. Jay Foreman and his team should be able to change that.

Moving forward, with the exception of two monkey wrenches, both business and hiring trends look good. The toy industry only grew by 1% in 2017 but that was after three consecutive years of better than average 4-5% growth. The industry can afford to take a breather and still be able to move that trend line up and to the right. Buoying the economy is a strong labor market with unemployment holding at a 17-year low. Top-line wages are beginning to creep up AND, due to the new tax plan, take home pay is on the rise. Additionally, there is a growing wealth effect where consumers “feel” wealthier due to rapidly rising home prices and the stock market being near an all time high, despite February’s fluctuations. All this has led to skyrocketing consumer confidence, which indicates that consumers will open their wallets wider.

FeelingGoodChart

On the other hand, we have our two monkey wrenches. The first is Toys ‘R’ Us. During the New York Toy Fair, I asked everybody I spoke with about Toys ‘R’ Us. The venerable retailer had already announced that it would close 180 stores. That’s a lot of shelf space that won’t need to be filled. Most companies said that they had put Toys ‘R’ Us on a tighter payment schedule and had already forecast lower shipment levels to the retailer. Many said that they were done and weren’t going to sell to Toys ‘R’ Us anymore. I’m not sure that I believed all of them. Others cited that they would be moving to diversify their customer base. I’ve seen evidence of that. In the last year, Toyjobs has completed a lot of searches for Sales Execs specializing in mid-tier chains, E-commerce and the value channel.

ToysRUsClosing

Then on February 21st, the day after Toy Fair closed, The Wall Street Journal reported that Toys ‘R’ Us would be closing an additional 200 stores beyond the original 180. There were also rumors of laying off a quarter of the corporate staff. I’m sure that this news has sent toy executives scurrying back to their spreadsheets. Almost nobody had this baked in. Numbers will have to be crunched and decisions will have to be made. I’m guessing that many more companies will decide not to do business with Toys ‘R’ Us. Others will tighten the payment leash even further – cash on the barrelhead – a la Kmart. Competition for shelf space at other retailers will intensify. Bricks and mortar isn’t going away, just finding it more difficult to grow. Many heritage retailers had very strong 2017s. While E-commerce sales are skyrocketing, they are still less than 10% of total US retail sales. I also expect that toy manufacturers will start to really professionalize their E-commerce efforts.

The bottom line is that consumers still want toys but the way to get those toys in front of consumers is changing. It’s way above my paygrade but ultimately toy companies should think about banding together and creating their own mega E-commerce hub which will both attract consumers and keep manufacturers from getting sheared on their way to market. Think like a big media company. Content AND Distribution is far more powerful than Content or Distribution. The toy industry may be too small and fragmented for each company to do this on their own but banding together could turn out to be a “Grand Bargain.” Of course, the devil will be in the details. “Who pays for this? Who owns that?” but motivated people have a way of working things out.

ECommerceChart

As for the second monkey wrench, it goes by the name of Trump. On Thursday, March 2nd, Mr. Trump announced that he was going to institute a 25% tariff on steel and one of 10% on aluminum adding to his previously announced tariffs on solar panels and washing machines. The danger is that, if enacted, these will escalate into a full-blown trade war. Now that the economy is up and humming, this would be a very odd and counter-productive thing to do. Mr. Trump’s pronouncements aside (“trade wars are good, and easy to win”); a trade war is in nobody’s interest. It’s especially not in your interest to throw the economy into turmoil when it has been gaining strength while you have been President and you have mid-term elections quickly approaching.

TrumpThe only thing consistent about Mr. Trump is that his proclamations are much more extreme than his actual actions. I suspect that last week’s news burst was his way of opening negotiations since Chinese Trade Minister Liu He was just arriving in Washington. It is interesting to note that China doesn’t really export much steel, solar panels or washing machines into the United States. Steel exports have dropped rapidly over the last few years due to China’s own internal construction boom. They do ship a fair amount of aluminum here. That lends credence to the idea that these are really shots across the bow…. negotiating tactics. Would Donald Trump enjoy an international spectacle with him at the center? Surely he relishes the idea of global players rushing to him in order to curry favor. That said, the presence of Peter Navarro and Wilbur Ross in the Administration is troubling. So are we entering a trade war? Will he or won’t he? …..only his hairdresser knows for sure.

SteelChart2

SteelChart

Wrapping up, the overall terrain for business and hiring looks to be quite strong but we have two monkey wrenches coming at us fast. For Toys ‘R’ Us, toy companies can potentially ameliorate the crisis through planning, forecasting, tightening, diversifying and/or just deciding not to play. It will be a tricky navigation but presumably we should be able to come out the other side. As for Trump, there’s little to do but watch and wait to see if this is just negotiating bluster or if he has really decided to shoot himself in both feet. Hmm, I guess I’m cautiously ecstatic. Is that possible?

 

May you live in interesting times,

Tom Keoughan

3001, 2018

2018 Optimism Once We Get Past TRU Mess

January 30th, 2018|Categories: ToyJobs Blog|

TRU
Every day we are pounded by headlines about retailers closing stores. Toys ‘R’ Us leads the charge and will be closing about 180 or 20% of its locations in the US. Walgreen, Brookstone and Hallmark have also announced closures.

Sears Kmart will be closing about 165 locations. Of course, if you are still selling to Kmart you already know that you’re sitting at the blackjack table deciding whether to draw another card when your hand stands at 15. Can I get 15 day payment terms? Can I get 10?

Wal-Mart will also be closing 63 of its Sam’s Club locations, although about a dozen of those will be converted into e-commerce distribution centers. Building out their e-commerce fulfillment network should help them deliver online orders to customers faster.

All of these store closings will mean less shelf space to fill but greater predictability for the year ahead.  No longer will toy manufacturers have to wonder: “Will they?”….They already have. Unfortunately, many manufacturers still have uncertainty on how much and when they will be paid by TRU for goods that they’ve already sold. That means that while the future looks brighter, many vendors still have uncertainty about their own current financial situation. It doesn’t help that Toys ‘R’ Us has secured a bankruptcy extension beyond April 6th. It is also unhelpful that throughout this whole bankruptcy process, TRU has been far from forthcoming and has not acted as a very upstanding citizen toward the toy industry community. “Not only are our payables way late but we will continue to nickel and dime you in the warehouse and any place else we can think of.”

There are, however, silver linings on the horizon. Holiday sales for 2017 posted strong gains. The National Retail Federation stated that overall sales when up 5.5% while according to data from MasterCard Spending Pulse they were up 4.9%. Target, Kohl’s and even J.C. Penney all hit it out of the park. Amazon continues to rocket forward. A study by One Click Retail said that the online juggernaut claimed 44% of all US e-commerce sales for 2017. Additionally, Amazon accounted for 4% of total retail sales for the year – approximately $200 billion.

Unfortunately, toy sales gains were much more muted. According to NPD they grew only 1% in the US and 1% globally in the 12 countries they track. Mexico and Russia were hot sales growth markets. Toys ‘R’ Us has to be one of the major causes of this. We have heard that TRU’s US sales dropped by 15% in 2017. And if those are the numbers we are hearing, the real numbers could be substantially worse.

Although we were coming off of our third best year ever, 2017 was a lousy year for Toyjobs. For the first nine months of the year our clients told us:  “We need additional people but we are going to wait and see what happens with Toys ‘R’ Us.” Once the bankruptcy was announced, toy manufacturers, for the most part, pulled in their horns. TRU is everybody’s second or third biggest customer and manufacturers big and small all took a hit to their overall profit margins.

Moving forward we are cautiously optimistic on toy industry hiring for 2018. Although there will be less shelf space to fill, there should be greater predictability on 2018 sales. In addition, tax relief should mean wider profit margins for toy manufacturers. That said, I wouldn’t be surprised if retailers are unsatisfied with their own expanded profit margins and also want a piece of yours. Consumer spending was up 3.8% in the final quarter of 2017. That looks to continue due to strong employment, signs of wage gains, a galloping stock market and high consumer confidence. Spending should be boosted even further as consumers see their take home pay begin to rise. The media has 90% of the American people believing that their taxes will be going up. What a surprise it will be when 85% of them actually see their tax burdens drop and their paychecks increase. Add to that, the pent up demand when toy manufacturers who wanted to add people last year now feel comfortable enough to do so. All of this should come to pass if and when the toy industry can finally get past the Toys ‘R’ Us fiasco.

I look forward to seeing everyone in the New York February cold.

Tom Keoughan

412, 2017

Sell Through Season Starts Strong

December 4th, 2017|Categories: About Toy Jobs|

With unemployment and inflation low and consumer confidence high, the holiday shopping season started out strong as more than 174 million Americans shopped either in stores or online over the long Thanksgiving weekend. That beat National Retail Federation’s prediction that there would be about 164 million shoppers.

TJ

E-commerce continues to cannibalize in-store sales. There is a 17% increase in online sales projected. That said, bricks and mortar retail has also been strong. Retailers have fought back with special products and iterations of products that are only sold in stores and not online. And, let’s face it, some people enjoy camping on sidewalks and then wilding through the retail landscape.

I checked the online videos and violence and atrocious behavior did appear to be down considerably. Unfortunately, there were a number of deaths. In Southern New Jersey a man was fatally shot and his brother wounded in a mall parking lot. Another person was shot at a mall in Memphis. In Reno, Nevada a Wal-Mart customer was gunned down in a fight over a parking space. Several people were also killed in Chicago although that’s not so different from any other day in the Windy City.

Personally, I’m not interested in being anywhere near a retail outlet on Black Friday weekend except maybe the neighborhood wine shop. When it comes to holiday shopping, count me “all in” for e-commerce.

Happy Sell Through Season,

Tom Keoughan