VIP Buyer Interview: Capitalizing On Impulse

by KELLI FONTENOT
Published November/December 2011 by Candy & Snack TODAY

Taking a new approach to merchandising at the movies, AMC Theatres’ George Patterson is working to put the focus on candy and snacks’ impulse appeal in the chain’s concession areas. 

CANDY MAKES UP approximately 20 percent of the total product mix at concessions in AMC Entertainment, Inc.’s 357 domestic AMC Theatres locations, according to George Patterson, senior vice-president of food and beverage. And considering the mix includes popcorn, snacks, hot foods, soft drinks and even alcohol in some locations, sales of confectionery make a significant contribution to the overall bottom line. Because of this, he says the movie theater chain has been testing a new approach to merchandising for the past two years to focus more on products’ impulse appeal.

“We are redesigning our concession stands so the guest can be in charge,” he tells Candy & Snack TODAY. “At new locations and remodels we’re building today, consumers are able to grab as much candy as they want, bring it to the checkout area and pay for it. Previously, we would reach under the counter and hand it to the customer.”

Straying from the traditional format, where theater boxes are displayed in glass cases and on menu boards, the company has introduced Marketplace, an upscale concession area concept. Designed for theaters with differing layouts, the revamped area allows consumers to walk through an open space and grab their own popcorn, food, beverages, and candy displayed at kiosks and on designated shelf space.

“Instead of a concessionaire or the film crew member doing everything during the transaction, the guest now has more control. We are beginning to see some benefits from that,” Patterson explains. “When the guest is in charge, they buy more candy.”

Eddy's On Coventry opens for business

by KELLI FONTENOT
Published July 12, 2011 by The Heights Observer

A new hair salon has opened in Coventry, aiming to please clients “who place value in details,” said owner Eddy Maddox, one of the original owners of now-closed Fast Eddy’s Chop Shop.

A welcoming atmosphere, friendly service and artistic décor are among the features that Maddox hopes visitors will notice at Eddy’s On Coventry, LLC, in addition to high-quality, full-service hairstyling.

Product lines such as Pureology, Aquage and Redken will be used when styling, and staff will serve visitors homemade cookies and lemon ice water, made with organic lemons, Maddox said. Also focusing on interior design, during construction Maddox added a fireplace mantel, a product storage unit that resembles the side of a barn, and metal art to give the space what he calls an “industrial vintage vibe.” 


“The salon has a warm, homey feeling to it. I’ve brought in some antiques and mixed them in with modern pieces,” Maddox said. “When people come in, I want to give them a great haircut, but I also want to give them a great experience and for them to feel at home.”

The 800-square-foot location houses six cutting stations and employs three stylists—Raqui Brown, who worked for five years at Fast Eddy’s; Renee Bennett, formerly of Crazy Mullets; and Maddox, who has 23 years of experience cutting and styling hair.

YWCA gives permanent housing to former foster girls

by KELLI FONTENOT
Published July 1, 2011 in The Heights Observer

The second floor of the YWCA building on Prospect Avenue has been repurposed to house Cuyahoga County’s young women who have aged out of foster care.
The newly renovated facilities, called Independence Place, include 23 furnished efficiency apartments with kitchenettes, bathrooms, closets and basic household items. In addition, tenants have access to a community room, laundry facilities and a playroom for children.

Godiva Moves Into Mass Market

by KELLI FONTENOTPublished May 2011 by Candy & Snack TODAY

NEW YORK — Premium chocolate supplier Godiva Chocolatier, Inc. is seeing increased sales and continued expansion of its Gems, tablets, bars, Pearls and panned items, says Chris Mattina, vice-president, North American wholesale. The line was developed exclusively for food, drug and mass channels, marking a major departure from the brand’s previous niche in Godiva retail locations and high-end department stores.

With chocolates in standup bags, boxes and bars, the presentations are designed for everyday gifting and self consumption. The move is meant to encourage candy dish behavior, offer convenience, introduce the brand to new consumers and capture brand loyalists in more widespread channels, according to Mattina.

“Growth in premium chocolate has been increasing year in and year out and that really is adding dollars to the category,” he tells Candy & Snack TODAY. “Godiva entering mass is not only adding incrementally to retail sales in the chocolate sector, but is also almost purely incremental to the premium chocolate market. Godiva is one of the most recognizable trademarks in the world from a luxury perspective, so this is a product that has built-in brand recognition.”

The line includes chocolate bars; standup bags of chocolate-panned fruits and nuts; Pearls, which are tins of mini round chocolate pieces; and Gems twist-wrapped truffles, caramels and solid chocolates.

Since its debut, the mass-market line has grown from six Gems SKUs and four bars to eight everyday and two seasonal Gems SKUs and 12 bar varieties. After a soft launch in September 2008, with a phased introduction in drug and grocery, Godiva broadened distribution through 2010 to include drug and food retailers, and is now expanding the line into Target Corp.

“We are the last of the major premium chocolate companies to enter this arena, but we wanted to do it in a very thoughtful and strategic fashion,” Mattina says.

Energy audit grants boost small businesses

by KELLI FONTENOT
Published June 1, 2011 in The Heights Observer

Steve Presser, owner of Big Fun Toy Store in Coventry, is one of the local merchants participating in the Council of Small Enterprises' grant program for energy efficiency education. Photo by Kelli Fontenot

Small business owners who are interested in saving money, improving conditions for their clients and reducing environmental impact can apply to receive one of 85 grants for energy assessments as part of the Ohio Small Business and Energy Efficiency Grant program from Council of Smaller Enterprises (COSE). The deadline for applications is June 15.

According to Tim Kovach, COSE’s energy product coordinator, the $500 grants will be given to 85 businesses in Ohio, primarily in Cuyahoga and Lake counties; the Cincinnati, Columbus, Dayton, and Toledo metro areas; and counties in Southeast Ohio.

The program, which was funded by a $100,000 grant from the Ohio Department of Development, aims to educate businesses with fewer than 100 employees about energy efficiency, Kovach said.

Through the program, business owners complete assessments that reveal how energy costs add up, what upgrades are possible, how much they cost, and what the long-term benefits are. Thirty-five businesses that qualify for the first grant can get an additional $350 scholarship for certification through the Green Plus program from the Institute for Sustainable Development.

"Green Plus helps businesses to review their operations to determine how they can become more effective and efficient, and how sustainability can be incorporated into that plan," Kovach explained. "I like to view it as a comprehensive business improvement program. It is more than just an effort to green one’s business; it looks at the business’s performance, how it relates to its employees and the community, and what impact it leaves on the environment."

Big Fun Toy Store in Coventry Village is among the businesses that are participating in the program. Energy efficiency might not be one of the first things to spring to shoppers’ minds amid the extraordinary array of memorabilia, hard-to-find candy, retro magnets and quirky gifts sold in the city’s iconic toy store. But establishing a positive atmosphere for customers and reducing environmental impact are top priorities for Steve Presser, the store’s owner.

Heights Guitars' new owners expand offerings

by KELLI FONTENOT
Published February 1 in The Heights Observer.

A variety of instruments at Heights Guitars

Heights Guitars, the instrument shop at 2128 Lee Road, is now operating under new ownership, but it still exudes a welcoming atmosphere to accommodate regulars and newcomers. Customers amble in to chat and try out the new merchandise at the store, which offers a wide range of instruments and accessories, and specializes in hard-to-find vintage items and instrument repair.

Former Heights Guitars owner Gregory Stiles died last February. John Carden and Jim Ross, who operate the Vintage City shop in Toledo, took ownership of the Heights store in October, which employs salespeople and repair techs.

Varying musical tastes help the store’s sales staff cater to local buyers, according to Samantha Wandtke, district manager for Heights Guitars and Vintage City. Wandtke, who is also a vocalist and drummer for the local rock band Fangs Out, notes her style differs from that of the new store manager, local resident Darrell Branch. His genre of choice, she says, is bluegrass, a perfect fit for the shop’s roots.

“When we took over, it was more of a bluegrass boutique-style shop,” Wandtke said, explaining that the store now carries drums, keyboards, wind and brass instruments, and an expanded assortment of accessories. “We’re now a full-on instrument store.”

With guitars ranging in price from $40 to $5,000, recognizable Fender and Gibson electrics line the showroom walls. But the store also aims to maintain its local, little-guy style, seeking vintage and locally handcrafted items, as well as products from suppliers in Akron and other nearby cities.

Unique products at the shop include a Burgundy Mist Gibson ES 335 12-string, an 1890 Harp parlor guitar, a 1920s Ditson banjo-mando and a Gibson GA-5 Les Paul Jr. amplifier from 1956. The shop also offers vintage pedals from manufacturers Boss, Electro-Harmonix and Morley.