“We have been sold out for three months, and retailer attendance is up 20 percent,” reports Laura Conwell-O’Brien, show manager and executive director of the Southeastern Shoe Travelers Association, adding that the numbers hearken those of 15 years ago. “We’ve been working towards this for five to seven years, and as each year has gone on even with the economy being bad and some trade shows going away—ours has been going up, up, up.”

Attendees throughout the Cobb Galleria Centre awarded high marks to TASM’s easy-to-shop format. “It’s great for people who are just shopping around trying to get a feel of what they want, and it’s also great for people who don’t know if they can access your brand: they can step in and just check out the pricing and quality,” notes Nancy Espaillat, account executive at Fossil. Rick Buchanan, eastern sales manager for Kickers, agrees: “Typically the last day of any show is not good, but that was not the case at this show because on Sunday all of the local merchants were there.”

In addition to Atlanta’s convenience as a travel destination and its relative affordability (hotel rates are in the $100-a-night range), Conwell- O’Brien proclaims the show itself proves to be a bargain in comparison to other shows as exhibit space is a fraction of the cost and hot lunches were available on-site for a mere $5. More importantly, many in attendance wrote orders, helping further build TASM’s reputation as a buying show. “We already had FFANY so we knew what was going to be great,” confirms Sonia Angulo, southeast territory manager for Kenneth Cole. “We weed out everything so what we want our customers to have is what they are picking. We’re giving our best.”

With some retailers on the hunt for unique items and others sticking to core styles, TASM presented a plethora of trends, including spring must-haves like muted pastels, neon, raffia and cork. Wedges, from sandals to sneakers, reigned supreme, while comfort continued to be a huge category. Buchanan points out that while color is always a major player for spring, retailers are not hanging their hats on it completely, choosing instead to ground their merchandise mix in a crop of earth tones. Specifically, Michelle Labrador, DKNY account executive, notes that independent retailers are often gun-shy and cautious, but at the same time you have to “control them from buying too much because they get a little eager,” she says, adding that cork wedge updates are strong sellers for the brand this go-round. Though French Sole’s Dan Van Antwerp believes that buyers are still concerned about the economy, Conwell-O’Brien thinks that anyone who has survived the past four years can make it. “I think everyone learned how to be more conservative on both ends, which they had to be,” she says. “And that’s why they survived.” She adds, “Even though the general feel is that, as an industry, we’re better, we’re not all the way better.”

—Lyndsay McGregor

The spring thaw has come early to footwear retailers in the Southeast, according to buyers and vendors at the Atlanta Shoe Market, held Feb. 18-20 at the Cobb Galleria Centre and Renaissance Hotel.

After years of slow sales, retailers reported an improvement in consumer spending in recent months, and they were feeling optimistic about the coming seasons. “Business has been great,” said Todd Hill, VP of Hill’s Shoes in Cana, Va. “We’ve seen sharp increases, mostly because people are buying better shoes — not as many pairs, but better brands and styles. And if things maintain the way they have, I feel positive [about this year]. Because of the fashion trends and the fact that people are spending more for better shoes, I feel optimistic.”

Hill noted that Western boots have long been a staple item in his store, but their recent emergence as a fashion item has boosted profits. “We’re seeing a lot of first-time Western wearers. … It’s the younger girl wanting to see these boots, and then coming back for a second pair.”

A number of traditional bootmakers were exhibiting at the show, including Justin Boots, Lucchese and Durango, but Hill said other companies are also picking up on the Western influence. “There are a lot more options now.”

Indeed, boots of every type were on offer at the trade show, from ankle booties to hikers and shearling looks, and vendors said the trend remains strong, particularly for fashionable items.

“Most retailers sold through our boots this past winter,” said Jeff Bos, national sales manager for Born. “Our styles are not as seasonal, and more and more buyers have come in saying they did well.”

Lacey Moldow, assistant manager of Sole, a women’s boutique with two locations in Atlanta, said she liked the Southwestern vibe showing up for fall, with Navajo prints being used on boot shafts and shearling moccasins. However, she added that the overall boot trend is getting a bit tired. “I would like to see something different happen,” she said. “And right now, the most innovative product is coming from Jeffrey Campbell.”

In addition to Campbell, Sole also stocks labels such as Seychelles, Naughty Monkey and Lovely People. But Moldow said there are no plans to add new brands for fall. “We didn’t see as much [product] that was new at the show,” she said.

With the boot movement continuing, many vendors aimed to add fresh interest with unique material combinations.

“A lot of retailers were thinking cautiously about [their buys] this past season,” said Jason Protano, a sales representative for Clarks, which revamped its Unstructured line for fall with new materials. “So we need to help them by updating the product.

By Erin E. Clack

The outlook for spring ’13 is bright.

As the trade show season kicks off this month, organizers of the industry’s biggest domestic events told Footwear News there is a general feeling the shoe business is bouncing back. Buoyed by strong spring sales and positive momentum expected for fall, the industry is anticipating even bigger gains in 2013.

The directors of the major shows also spoke about supporting and promoting new exhibitors, utilizing social media to enhance the event experience and the changing role of trade shows.

Here, Leslie Gallin, VP of FN Platform; Kenji Haroutunian, VP and show director of Outdoor Retailer; David Kahan, president of ENK Footwear Group; Joe Moore, president and CEO of FFANY; and Laura Conwell-O’Brien, executive director of The Atlanta Shoe Market, weigh in on what’s next for their events and the industry at large.

What is the mood within the industry heading into the spring market?

LG: The feeling is very positive. I always say the footwear industry is a window to the next six months of the economy, and right now, the economy is showing strong signs of improvement. So the footwear business will mirror that. We’re also seeing the Europeans coming back [to our show], and that’s another encouraging sign of the positive direction in which the business is headed.

DK: I would say the mood is cautiously optimistic regarding retail spending. The economy remains challenging, but footwear is an exciting category and buyers are hungry for fresh product.

KH: The mood is very bullish. We are clearly climbing out of the recession, and Outdoor Retailer is one of the few shows that has remained pretty strong and continued to grow through [this tough period]. The [outdoor] industry [tends to do] well during recession times because people want to get back to basics, to recreation.

JM: Everybody is trying to stay on track and, above all, remain positive. There is growing business for both the retailer and the vendor are both doing their best to [gauge] where the economy is going.

LCO: Retailers are feeling very cautious but they are definitely optimistic and hunting for new product to keep their stores fresh. Exhibitors are still struggling because the retail base is shrinking and they are trying hard to get their product viewed by retailers. In saying that, though, there are many exhibitors doing very well.

What are your biggest concerns for this buying season?

DK: Talk to anyone in the industry about what’s keeping them up at night and the conversation turns to sourcing issues, from costs to supply partners to timelines. This is why we decided to focus on making ENKWSA the industry’s single-largest show for sourcing. It’s the guts of the footwear industry, and there needs to be a show dedicated to meeting the needs of product development and design teams.

LG: The uncertain economic situation and the changes that brings remain a concern. But people seem to have accepted that things are going to continue to be difficult and they are focusing their energy on finding new and better ways to resolve issues and grow their businesses.

JM: I’m mainly concerned about the slow-growing economy and the social and financial instability in Europe, and its effect on our day-to-day business growth in the U.S.

LCO: My main concern is retailers not spending the dollars to buy product because they are still trying to figure out where the economy is headed. And a lot of manufacturers are fighting to stay in business, as the last few years have been very difficult.

KH: The one sore spot has been winter and resort-based sports. We had very little snow this past year, [resulting in] a difficult season at retail and a 30 percent to 40 percent decline at the brand level. [People are] choking on a lot of inventory, and that affects their open to buy. It’s definitely going to put a damper on purchasing power for 2012 [into] 2013.

How are you helping buyers make the most of their time at the show?

LG: At our last show, we introduced a new system of naming the aisles with streets and avenues. We’ll push that forward with more color-coding and clearer signage so buyers don’t waste time finding their way around. We continue to expand our educational seminar program, focusing on the key topics and issues impacting the business right now. And because we know so many buyers are coming to the show to find new product, we’re identifying all the new brands in an easy-to-use format.

DK: We will grow this August to house two separate and focused exhibit halls. One will be dedicated to sourcing and every element of the supply chain. It will feature factory exhibitors from all global sourcing bases, as well as materials suppliers. A design team or a private-label buyer can meet directly with pre-qualified representatives, and we will provide matchmaking services and interpreters to help facilitate [meetings]. The second hall will house all fast-fashion exhibitors, a growing portion of the business for many retailers.

KH: We’ve made a number of upgrades to our mobile app, and for the first time we are installing way-finders in the Salt Palace. These are active, touch-screen floor plans with walking maps. You get files sent to your iPad or phone that show the way. Buyers also can use the Go Expo tool on our website to plan their show minute by minute.

JM: To help buyers maximize their experience, FFANY introduced a trend gallery presentation in partnership with Fashion Snoops. It’s a curated installation that features footwear styles selected by Fashion Snoops to represent the top trends for the season. We believe it’s a key tool to assist retailers shopping the market.

LCO: We continue to make the show easier to shop for retailers, as well as offer [conveniences] such as complimentary [meals] and Wi-Fi service to help them stay efficient.

Are any new elements being introduced at the upcoming shows?

LG: For the first time, we will have a staggered schedule [across four days] since so many buyers are cross-shopping Magic’s apparel and footwear shows. We expect a lot of apparel retailers to use that fourth and last day to shop FN Platform for footwear for their stores. We will debut a made-in- America program where we will highlight all the product that is made in the U.S., as well as a British Invasion pavilion in conjunction with the British Footwear Association. DK: Our seminar series will continue with presentations by Lineapelle, Materials Connexion, as well as a presentation on the state of global sourcing by Matt Priest, president of the Footwear Distributors & Retailers of America. In addition, our opening-night party will return with an Olympics theme to honor our international visitors.

KH: We’re going to have a stand-up paddle tank for people to try [the sport]. There’s a growing fly- fishing element at OR that’s drawing more stores and vendors, so we will have a fly-fishing casting area for the first time. We’re also taking some space at the Utah Museum of Contemporary Art, adjacent to the Salt Palace. There will be events going on there, [including] educational programs, film screenings from the industry and some celebratory stuff.

JM: To support exhibitors with brand promotion and awareness, we’ve introduced an updated sponsorship program, which includes moderately priced packages, as well as non-traditional place ment opportunities that will increase visibility and recognition among show attendees.

LCO: We have added space to accommodate the increasing number of vendors attending the show. One of the largest increases has been in the workboot category, so we’ve created a dedicated new area called “The Work Zone.”

What new digital and social media efforts are you undertaking?

JM: We unveiled a free FFANY Directory app during our June show earlier this month. It offers a digital version of our show guide, with instant links to manufacturers’ websites and email addresses. [We see it] as an added benefit for retailers and a step toward further engagement between show producers, attendees and exhibitors.

LCO: We have engaged a social media company to manage our efforts. We are now live on Facebook, Twitter, YouTube and Flickr.

LG: We are constantly refining our strategy and looking for new ways to integrate social media into the FN Platform show experience. We do all of it, from Twitter feeds to Pinterest to our blogger program. We also continue to make enhancements to our Map Your Show digital service.

DK: Our online presence continues to expand. We use all direct means of communication to reach attendees and keep them updated [on everything going on at the show].

KH: We built our social media center last year so we could provide one-click access to the Twitter hashtag rollups, the Facebook posts and all the other social media that’s flying at the show.

How is the role of trade shows changing?

LG: With everything moving so fast due to technology, it’s become even more important to network and have that personal, face-to-face contact. Trade shows also are an ideal place for taking the pulse of the industry. You need to get out of your own world and see what’s going on. We always encourage showgoers to spend time just walking the aisles and perusing the product to see what’s new and to really get the flavor of a season.

KH: [More and more, trade shows] are your crystal ball to the future. They’re a place to find information, inspiration and opportunity. You’re going to see the new technology being applied to your business, and you [have an opportunity] to interact with the chief leaders in the market in a way that [gives] you a sense of where the business is headed.

JM: Brands and buyers need shows covering a wide cross section of the industry. The buyers are basically interested in one thing: the right fashionproduct at the right time, at the right price, and that will never change.

DK: Anyone attending a trade show needs focus. They need to go, do what they need to do and get back to their businesses. The days of the all-in-one, all-encompassing show are behind us. The industry has gone through tremendous consolidation in the past five years, and buyers and exhibitors can no longer just go to hand out business cards and shake hands. A trade show remains the most efficient manner to do business, and it’s up to us as the provider to create the right environment for this to happen.

LCO: With the competition in the retail industry, it is very important that buyers stay on top of what is new and exciting, and [attending] trade shows is the only way to do that. For the most part, buyers are using the shows more wisely. Brands are looking to the shows to get their product in front of the retailers. And because the cost of traveling has skyrocketed, companies are finding it difficult to visit all their retail accounts, making shows more important, especially for new and smaller manufacturers.

It’s going to be a bright spring, according to buyers attending the Atlanta Shoe Market last month.

Colorful, rich tones were among the top trends on retailers’ shopping lists, followed by performance-driven looks in the barefoot and minimalist categories. Among the brands Southern retailers are banking on for spring ’13 are casual lines such as Naot and Birkenstock, and outdoor looks from Chaco and Merrell. To find out what else topped their lists — and get a glimpse into their
spring forecasts — read on.

Janine Anderson, VP of footwear, Footsmart, Norcross, Ga.
Hot brands
1. Easy Spirit
2. Orthaheel
3. Clarks
Business outlook: “Spring will be much stronger for us. We’re introducing a new catalog — Comfortology — on Sept. 15 that will [expand our] distribution. It [offers] more fashion-forward and updated styles for a younger customer.”

Loretta Mills, GM, Comfortable Soles, Wilmington, N.C.
Hot brands
1. Dansko
2. Naot
3. Sanuk and Merrell flip-flops
Business outlook: “We anticipate a stronger spring than in 2012. We’re [already] up for early fall.”

Meredith Jones, Buyer, Madeleine Page, Greensboro, Ga.
Hot brands
1. Bella Vita
2. Sabrinas
3. Eric Michael
Business outlook: “We didn’t come to the show with a [buying plan], but we detailed more than in past [seasons].”

Ashley Dees, Shoe department manager, Claude Julian’s, Kosciusko, Miss.
Hot brands
1. Toms Shoes
2. Chaco
3. Birkenstock
Business outlook: “We expect business to grow between 30 percent and 40 percent. We expect to get more comfortable with outdoorsy brands and build on that business.”

By Jennie Bell

ATLANTA — Despite slow sales during the summer months, retailers at the Atlanta Shoe Market were maintaining a positive outlook for spring ’12.

Most storeowners said their buying budgets remain the same from the previous year, though rising wholesale prices are forcing them to adjust when and how much they are ordering. “At the end of the season, our open-tobuys will be about the same, but we’re not going to commit to as many shoes as before,” said Cason

Williams, owner of Country Cobbler in Valdosta, Ga.

Ed Padgett, owner of Walking Shoe Shop in Tallahassee, Fla., added, “We’ve started booking fewer future orders. Instead, we’re trying to buy closer to the season because we’ll have a better feeling [about what will be selling well].”

Lately, Toms Shoes and Vibram FiveFingers have been best-sellers for The Outlook in Pulaski, Tenn. “Everything else has been slow,” said storeowner Jeff Harwell. “The customer is fickle and they are so educated now that it’s hard to get ahead of them.”

In addition, retailers reported sales traction for brands such as Kavu, FitFlops and Naot, as well
as Chinese Laundry and Steve Madden, which are popular with younger customers. And Williams noted that if a trend is hot, it defies any price resistance. “If you have it and they want it, it doesn’t matter what the price is,” he said.

However, most owners said their businesses are getting squeezed by outside pressures, including the economy and Internet competition.

“We’ve seen some improvement in our [local economy], but it’s not enough to where the consumer feels comfortable going out to buy,” said David Norris, owner of Norris Shoes in Douglas, Ga. “Until the economy gets better, they’re not going to feel secure.”

Harwell lamented that the recent troubles with Wall Street and Congress are prompting customers to stay home and shop with a click of a button, he explained.

Phil Perlis, owner of The Big Store in Tifton, Ga., said, “The Internet is the competition I fear the most.” However, he encouraged fellow retailers to make the most of online programs such Facebook, to promote new products and events.

Event organizers told Footwear News they expect footwear’s momentum — and profitability — to continue through the fall. And while they were split on whether 2012 would be a turnaround year for the U.S. economy as a whole, all agreed that the prospects were bright for shoes as a category.

FN spoke with the leaders of the major shows about attracting new attendees, utilizing mobile apps and social media, and how the European economy, as well as sourcing issues, could impact the industry in the coming year.

Below are comments from Chris DeMoulin, president of Magic International; Kenji Haroutunian, show director of Outdoor Retailer; David Kahan, president of ENK Footwear Group; Joe Moore, president and CEO of FFANY; and Laura Conwell-O’Brien, show manager of The Atlanta Shoe Market.

What kind of feedback are you hearing from buyers and exhibitors going into the fall shows?
CD: It’s very upbeat. Footwear is on fire right now, and that has translated into the show. We have a lot more brands coming, good growth and pre-registration of buyers is up. It’s going to be a very positive and dynamic show.

KH: Outdoor sales have been [up in the] strong single digits all year, and the expectation is that with smart inventory management and intelligent operations, the shows and the industry should be solid in 2012.

DK: Most [companies] sound cautious, yet optimistic, about the year ahead. While there was a fair amount of promotional activity at retail during the holiday season, key items are selling well and, in general, footwear seems to be outpacing the broader ready-to-wear business.

JM: Buyers remain cautiously optimistic and are buying to plan. They are encouraged that 2012 will be brighter.

LCO: Retailers are being very conservative with their buying this season as they are worried about the future of our economy. In saying that, they also realize that they must buy new product to keep their stores fresh. The exhibitors are having a tough time with how conservative the buyers are being.

Are you sensing that 2012 will be a turnaround year for the economy and a good year for the footwear business?
CD: Footwear was one of the first segments to rebound from the recession, and from a growth standpoint, it seems to be leading everything else. All signs seem to suggest that will continue into 2012.

KH: I wouldn’t call 2012 a turnaround year. “Stabilizing year” might be more how I feel. With the elections coming, and with uncertainty in both the European and Asian markets, demand will still be tepid. For functional and well-made footwear in the specialty outdoor channel, I’m confident that growth will continue, though.

DK: My feeling is that 2012 will be more of the same as far as the general economy goes. This has just become the new normal. Still, footwear should outpace the general economy, as well as the broader ready-to-wear market. Consumers, especially women, still like to believe they deserve a great pair of shoes every so often. Psychologically, even in challenging times, it’s a great purchase.

JM: We are already showing an upward trend for the February show in registrations and exhibitors. The increase in business and new vendors is a sign of changing times.

LCO: 2012 will be a transitional year for everyone. I believe the footwear business will be consistent, but will not show an increase until consumers have regained their confidence in the economy.

What are your main concerns for this buying season?
KH: [There are] the usual weak winter concerns, [because] early snow increases confidence among outdoor retailers. [Another concern is] inaction in Washington, resulting in painful mandated cuts to public services, including parks, trails and water access.

DK: The biggest concern is just consumer confidence. Unemployment is still high, a testy election season lies ahead, and many consumers have become far more accustomed to living on a budget. Still, great new product always drives demand, so I’d have to say, the only concern in the end is whether there will be enough new, exciting product introductions to generate excitement at retail.

CD: We’re focused on creating the best show experience we can. There is no looming dark cloud on the horizon that seems to be an issue for us.

JM: The unknown factors regarding sourcing in China and other countries and the increase in raw material prices remain unsettled.

LCO: Obviously, it’s the economy. If we all knew there was an end in sight, we would be able to deal with it better.

Will the ongoing economic crisis in Europe impact international attendance at the shows?
CD: I’m sure it will hinder some people, but in general, we’ll have more European brands on the show floor and a broader presence from the footwear associations in Europe. Our international buyer pre-registration is up about 10 percent.

KH: I would suspect less of a rise in international attendance [compared with recent shows], so maybe only a 5 percent increase. We don’t overlap the ISPO [trade show in Munich] this year, which helps European attendance. The European exhibitor count is slightly up, so we won’t see much dip [there], if any.

DK: Footwear as a category has continued to outpace the general economy, so I don’t see any impact at all.

JM: The economic crisis in Europe remains unpredictable and confusing with little direct short-term impact on attendance.

LCO: International attendance will definitely be affected because of the economy. [Buyers] still need to attend a show in the U.S., but they will choose their show, length of stay and their buying very carefully.

What elements will you offer to help buyers make the most of their time at the shows?
CD: So many of the ready-to-wear buyers who are coming to the show are buying footwear more extensively for the first time. So we have a couple of seminars to help them understand how to shop the market and optimize their time, and how to put together a footwear program that complements their apparel. We’ll also have more extensive apps to get more information about what is going on.

KH: We are deploying new digital tools for both pre-show planning and at-show efficiency, as well as providing on-the-ground help in the form of “Ask Me” personnel at all kiosks. The digital tools include a new “Text4Help” live-chat system that allows an attendee to simply text a question to a simple address and get an instant reply. We’ve also upgraded our online planner, mobile app, floor signage and on-site floorplans.

DK: We make sure that all ENK shows are well merchandised so that a buyer is able to shop in much the same manner as their consumers. The show floor should flow in the same manner as a consumer’s mind works. And, of course, [we’re] giving buyers some “surprises” with unexpected collections that may wake them up a bit.

JM: The show planner on our website has proven to be successful and helpful in allowing buyers to work the show more efficiently.

LCO: We send out information to the buyers about all the exhibiting companies several months prior to the trade show, which gives them the opportunity to study the exhibitor list and see if this show is right for them. We also publish this on our website, along with complete floor plans of all areas so they can maximize their time at the show and set up appointments prior to their arrival.

What new elements are you adding this time?
KH: [We’ve added] our “Text4Help” service, our Sundance Film Festival partnership, an upgraded mobile app, upgraded online planner and a new general services contractor after 20 years.

DK: We will include some very informative seminars on trends and the direction in the footwear industry.

LCO: My show is held at the Cobb Galleria Convention Centre, which is built on top of a shopping mall. Because of the growth of the show, I am now renting out mall stores to large companies such as Vince Camuto and Frye to exhibit in those mall stores. Additionally, I’m putting booths in the atrium of the mall. This will help accommodate some of the companies that were not able to exhibit in the past because we were sold out. This area is located directly below the main convention hall and is easily accessible to the main area of the show.

How are you addressing the issue of rising sourcing costs at your show?
CD: We always have a number of seminars, particularly at our Sourcing at Magic show, discussing the latest trends in sourcing, countries that are up and coming and technologies.

KH: We’re promoting awareness through business education and facilitating open discussion in networking functions, such as [during] the Design Center mixer on day two.

DK: We are providing our attendees who shop our sourcing show at ENKWSA with the most comprehensive exhibitor base in the industry. This includes representatives from China, Thailand, Hong Kong, Malaysia, Taiwan, Vietnam and Mexico.

How are you using social media to promote the event and engage buyers at the show?
KH: We’ve had great success as an early adopter of social media to build our reputation as a market-centric group and to promote upcoming events. Retailers and event producers both have a strong tool in social media to gather and address the communities they serve. We utilize Twitter hashtags to help show attendees share with each other, use Facebook to allow the community to come together online and openly share, and we make it easy to get on board with online tools through video tutorials, show highlights and FAQs.

JM: We use social media to relay info regarding the show dates, highlights, events, new brands and press coverage. During the show we engage buyers by reporting what is seen and heard on the show floor. We are on Facebook and Twitter.

CD: We’re really expanding the blogger program we started at the last show, bringing in a whole host of footwear-specific bloggers. We’ve had a tremendous response from it. At the last show, we generated more than 2.5 million impressions from people interacting with our blog posts.

LCO: We have our website, which provides all the information needed, as well as the floor plans of the show with the exhibiting companies. As far as additional social media, this is a work in progress and we hope to have everything in place in the next few months.

The Atlanta Shoe Market (TASM) once again smashed attendance records during its Aug. 17-19 edition, boasting a roster of more than 900 exhibitors and 1,800 brands that cemented its reputation as the go-to show for retailers from the Southeast and beyond. “We have been sold out for three months, and retailer attendance is up 20 percent,” reports Laura Conwell-O’Brien, show manager and executive director of the Southeastern Shoe Travelers Association, adding that the numbers hearken those of 15 years ago. “We’ve been working towards this for five to seven years, and as each year has gone on—even with the economy being bad and some trade shows going away—ours has been going up, up, up.”

Attendees throughout the Cobb Galleria Centre awarded high marks to TASM’s easy-to-shop format. “It’s great for people who are just shopping around trying to get a feel of what they want, and it’s also great for people who don’t know if they can access your brand: they can step in and just check out the pricing and quality,” notes Nancy Espaillat, account executive at Fossil. Rick Buchanan, eastern sales manager for Kickers, agrees: “Typically the last day of any show is not good, but that was not the case at this show because on Sunday all of the local merchants were there.”

In addition to Atlanta’s convenience as a travel destination and its relative affordability (hotel rates are in the $100-a-night range), Conwell-O’Brien proclaims the show itself proves to be a bargain in comparison to other shows as exhibit space is a fraction of the cost and hot lunches were available on-site for a mere $5. More importantly, many in attendance wrote orders, helping further build TASM’s reputation as a buying show. “We already had FFANY so we knew what was going to be great,” confirms Sonia Angulo, southeast territory manager for Kenneth Cole. “We weed out everything so what we want our customers to have is what they are picking. We’re giving our best.”

With some retailers on the hunt for unique items and others sticking to core styles, TASM presented a plethora of trends, including spring must-haves like muted pastels, neon, raffia and cork. Wedges, from sandals to sneakers, reigned supreme, while comfort continued to be a huge category. Buchanan points out that while color is always a major player for spring, retailers are not hanging their hats on it completely, choosing instead to ground their merchandise mix in a crop of earth tones. Specifically, Michelle Labrador, DKNY account executive, notes that independent retailers are often gun-shy and cautious, but at the same time you have to “control them from buying too much because they get a little eager,” she says, adding that cork wedge updates are strong sellers for the brand this go-round.

Though French Sole’s Dan Van Antwerp believes that buyers are still concerned about the economy, Conwell-O’Brien thinks that anyone who has survived the past four years can make it. “I think everyone learned how to be more conservative on both ends, which they had to be,” she says. “And that’s why they survived.” She adds, “Even though the general feel is that, as an industry, we’re better, we’re not all the way better.”

—Lyndsay McGregor

Buyers at TASM in Atlanta shopped the busiest show yet, reports Laura Conwell-O’Brien, show manager and executive director of Southeastern Shoe Travelers Association. “This isn’t a regional show anymore; this is the new WSA,” she proclaims. Compared to last year, the number of exhibitors at the August show increased 9.5 percent, while retailer pre-registration increased 9.2 percent.

Jason English, a sales rep at Seychelles, says he booked 30 percent more appointments at the August show versus the February edition. “It just keeps increasing every show because it’s such a great alternative to the coastal shows,” he notes. “For the venue, they do a fantastic job. It still has a homey feel, whereas other shows feel more corporate. And it’s a great venue for the buyer to get everything done in a couple of days.”

Even after a week of bleak economic news and a wildly fluctuating stock market, brands remained upbeat about their expectations for Spring ’12, as booths at Toms, H.H. Brown and Naot remained buzzing. Despite his predictions that next year will be “very hard” for retailers, Steve Lax, president of Yaleet Inc., distributors of Naot, says the brand had a “great show.” “I think this retail environment is tough, but we have a lot of new stuff going on, and even in this bad retail environment, we’re one of the stars,” he says.

In fact, many exhibitors said buyers never mentioned the dreaded “e” word. “I would have thought the economic news would affect buying, but I don’t think it has,” Conwell-O’Brien says. “After the last recession people were really conservative , but then they didn’t have enough inventory. You’ve got to have fresh, new things in store to tempt shoppers.”

That’s exactly what Larry Harris noticed at his Corbin, KY-based shop, Bags & Shoes. “We’ve been in a recession for years, but our sales don’t fluctuate like in the big cities,” he says. “I base my buying on how I’m doing, and I did better this year and bought more. If you’ve got what customers want at a reasonable price, they’ll buy.” For Harris’s boutique, Sperry Top-Sider, Toms and Skechers are big sellers for the back-to-school crowd, while comfort styles like Alegria appeal to older shoppers. “Everything is more casual now,” he observes. Harris says the profusion of espadrilles and raffia wedges at TASM were just what he was looking for, adding that platforms are still strong sellers at his store.

Other buyers were also pleased to see pops of detail and color in the spring lines. “We are loving the enhancements of fun metallics,” says Molly Jackson, co-owner of Molly’s boutique in Sarasota, FL. “And we love seeing white. I’m also seeing a lot of laser cuts and geometrics, and wood heels are making a comeback,” she adds. And just as at other shows, color blocking—especially neutral shades of tan, brown and black—was a big hit with buyers, reports Bill Smyly, account executive for Nickels, a division of Brown Shoe.

August 20, 2012 – Atlanta, GA . . .Even a brooding sky and mid-afternoon thunderstorms couldn’t keep attendees from the August 17-19, 2012 edition of the semi-annual Atlanta Shoe Market. For as long as anyone can remember, the Atlanta market has been growing “like crazy,” according to one retailer, and more growth was evident again this past weekend with more than 900 exhibitors and over 1,800 lines tucked into every nook and cranny throughout Atlanta’s Cobb Galleria Centre, and another incredible increase of 20 percent in retailer pre-registration.

“All the lines are here,” commented Ron Jacobson, owner of Shoe Visions of Amelia Island, Fla. Over his more than 40 years in the business, Jacobson has attended all the industry shows, and until recently, all the major shows each season. “I used to go to other shows to see what’s out there, but everything’s here now. This is the only show I need now; I don’t need to go anywhere else.”

“I love this place,” offered Bealls’ Divisional Vice President Phil Winefordner, who has been coming to Atlanta to purchase his inventories for the past 10 years. “Everything’s under one roof, and so easy to work. No wonder it’s grown like crazy.”

Known industry-wide as “the buying show,” where retailers and manufacturers get down to business, The Atlanta Shoe Market continues to attract increasing numbers of retailers and exhibitors because of such convenience and ease, but also because it is easy to get to and inexpensive. Sponsor Southeastern Shoe Travelers Association, under the direction of show manager and association Executive Director Laura Conwell-O’Brien, continues to find new ways to keep those attributes front and center. To make it even more convenient for attending retailers, the show, in addition to the main hall, now offers special sections for categories including children’s, high fashion, and new this year, the Work Zone featuring exclusively work boots and shoes. And to keep the cost of attending low, Conwell-O’Brien started a daily lunch program for show participants that features an extensive spread of hot food for just five dollars.

The increased traffic had exhibitors as excited as the attending retailers. Kristi Paige Rockwell of Rockwell Tharp, based in Las Vegas and recently featured on NBC’s Today Show, was a first-time exhibitor, located in The Fashion Collection section. “We’ve added a lot of new accounts,” she said. “The flow of this place is perfect.”

The Atlanta Shoe Market is held twice a year in Atlanta, Ga., to feature fall and spring styles respectively. The show is sponsored by the Southeastern Shoe Travelers Association (SESTA), which was founded in 1942 and today counts more than 750 industry representatives as members.

AUG. 17-19 Cobb Galleria Centre & Renaissance Waverly Hotel, Atlanta

Kicking off with a casino and cocktail party at the Cobb Energy Performing Arts Center, The Atlanta Shoe Market will host a meeting of the Southeastern Independent Retailers organization. A color and trend seminar also will be available to attendees on the second day of the show, and the market will introduce a section for workboot exhibitors.