Inaugural event held in conjunction with Atlanta gift show off to a quiet start with healthy vendor participation but few stores

Christian retailers convened Wednesday, Jan. 8, for the first CPE at AmericasMart held in conjunction with the Atlanta International Gift & Home Furnishings Market. The one-day event hosted by Munce Group, the Florida-based retail marketing group, helped to make navigating the gift show easier for Christian retailers and brought in non-gift vendors as well to make time away from the store more productive.

Kirk Blank, president of Munce Group, said that vendor spaces were sold out with 28 of them setting up shop. Exhibitors attending CPE included Abingdon Press, Anchor Distributors/Whitaker House, Art & Soul Works/Gifts That Give Back, Barbour Publishing, Bob Siemon Designs, Bookstore Manager, Bridgestone Multimedia Group, Charisma Media, Christian Art Gifts, Crossway, DaySpring, FaithWords, HarperCollins Christian Publishing, Kerusso, New Day Christian Distributors, New Leaf Publishing Group, Rose Publishing, Send The Light Distribution, Swanson Christian Products and WaterBrook Multnomah Publishing Group.

Retail participation, however, was weak at the inaugural one-day CPE show.

“We were encouraged by our vendors and encouraged by retailers to put something together so that there would be a common place to meet, a common place for publishers and non-gift vendors to be a part of, and to have it at one place that wouldn’t interfere with the regular flow of the mart,” Blank said. “We worked with the mart to determine that Wednesday would be the best day for that, so we’re still in the process of figuring, is that the right decision, is that the right timing? As soon as we’re done with the show and get feedback, we’re going to figure that out. We are already set for July. We’re going to be here as the mart kicks off, again another Wednesday event, before the show, so we’re looking forward to it.”

Munce Group has scheduled the second CPE at AmericasMart for July 9-10 in conjunction with the next major Atlanta gift market.

Blank pointed out that there is no preregistration at the market, which made it difficult to know how many retailers would show up at CPE. Some wondered if the Atlanta CPE would affect the upcoming CPE in Hershey, Pa., but Munce said that is not a concern.

“Our preregistration numbers are higher this year for Hershey, so we don’t see that as a problem,” Blank said.

At CPE’s breakfast, retailers learned how to navigate the vast space that is AmericasMart from Albert Maslia, managing director-retail services for the mart. With 2,000 permanent showrooms and 4,000 temporaries, Maslia said it would take a full year to go through it all if buyers spent an average of 15 minutes per showroom.

He also advised buyers to know if they were dealing with a company or a rep group when placing orders and to get the order number, ship date and cancellation date specifically noted on each order placed at the show.

Maslia gave other tips on customer service and store layout. He pointed out that the top category in card and gift shops is women’s’ accessories. 

At lunch, which was sponsored by Whitaker House and Anchor Distributors, Lorraine Valk, owner of Parable Christian Store of St. Joseph in St. Joseph, Mich., spoke on the importance of Just In Time inventory and of maintaining inventory turns at three on most products. Valk, who joked about being married to a CPA, gave retailers specific numbers to look for and encouraged the practice of daily ordering. She said she orders every morning and it’s the “best 15 minutes of my day.”

Lee Yeckel, sales director for Whitaker House and Anchor Distributors, also spoke at lunch, noting that Whitaker is taking on new authors and new genres with a line of business books and African-American fiction titles. Yeckel said the company is also changing the way bargain book promotions are handled. 

He pointed out key authors that have sold well for Whitaker. Myles Munroe, whose new title, The Power of Character in Leadership, released last month, has sold 1.5 million copies for the company, and Guillermo Maldonado ‘s books have sold more than 400,000 copies of his three titles.

The company is also inviting retailers to register to win a vacation in the Bahamas. Retailers could register at AmericasMart or at CharacterInLeadership.com. Four people will win a five-day, four-night stay at a luxury resort.

A number of the exhibitors spoke to Christian Retailing about encouraging Munce Group in this new effort.

“We’re basically here to support the Munce Group and to talk to the stores that have showed up at the gift mart,” said Diane Rogers, sales territory manager who handles international and Spanish sales for Whitaker House and Anchor Distributors. “We’ve already made some new contacts.”

Nola Haney, sales manager at Barbour Publishing, said: “We think it’s a good idea and hopefully with more publicity, more advertising and getting the word out, it’ll grow and be a better show. We look forward to July.”

Daniel Bush, key accounts sales manager for Crossway, was promoting gift editions of the company’s English Standard Version Bible among other books and Bibles.

“We’re excited to reach the market in creative ways and are grateful for Munce for providing this channel to connect with retailers, international retailers or gift stores, so we’re working hard to get our products into the market whatever way we can.”

Steven Ammons, head of sales at Bookstore Manager, was looking to fill a specific need at CPE.

“We’re actually adding more gift vendors to our database, so it’s a way for us to connect with the stores and get an idea of what gift vendors they’re carrying so that we can expand our database to help our retailers,” Ammons said.

Spring Page, senior sales consultant with Charisma Media, said: “I believe that our continuing relationship that we’ve had with Munce the last four-plus years gives us the continuing exposure to the bookstores, and so testing this show was the ability for us to expand into broader territories.”

Rose Publishing also was looking for “new exposure,” said Janene Guy, sales consultant—“maybe new customers who are coming to the gift show that we haven’t contacted at the other CPE shows. And also we wanted to support Munce. We believe in what Munce is doing and wanted to be here and support [them]. It’s a test.”

Margaret Morallo, marketing coordinator at Bob Siemon Designs, thought the show “seemed like a great opportunity to work together with the Munce Group and also introduce new product that we have here at AmericasMart.”

Buyers saw some technological advances this year at AmericasMart. They could take advantage of free Wi-Fi—although there were some challenges with it—and a mobile app available in the Apple App Store and Google Play. The app also has an augmented reality scanner, which allowed buyers to connect with exhibitor information, pinpoint their location and add exhibitors and events from printed materials and signage to their schedule.

Marketing tool usage nearly doubles over previous year as Christian retailers employ ‘affordable and workable’ solution

The Parable Group announced Jan. 3 that nearly 14.1 million consumer emails were sent in 2013 by independent Christian retailers through SnapRetail—a 79% increase in emails sent over the same time period in 2012. Launched in March 2012, the Parable-SnapRetail partnership is an email and social-marketing solution for the industry with more than 115,000 Christian product images from more than 80 Christian publishers, music companies and gift companies.

“It’s exciting to see store owners realizing the potential they have for traffic growth and increased sales using SnapRetail,” said Steve Potratz, president of Parable. “It’s an easy and effective marketing solution that provides stores an affordable and workable way to engage customers through email marketing and various social media channels.”

Participating stores select ready-to-use email templates, including newsletters, special events, new arrivals, sales and holiday emails. Ready-to-send vendor emails are also available. Stores customize, schedule, send and simultaneously post emails to Facebook and Twitter. Email images can also be set for customers to pin to Pinterest. 

During the last seven months, ready-to-send email usage increased 37.4% versus the prior year, Parable reported.

“In December, nearly 50% of all SnapRetail emails sent by Christian retailers were ready-to-send emails, much to the excitement of our vendor partners whose products were featured in them,” Potratz added. 

Parable launched an email reimbursement package for ready-to-send emails within SnapRetail in October 2013. For vendors, this provides an opportunity to incentivize retailers to send their product and promotional ready-to-send emails, build brand equity and ramp up sales at the local level. For retailers, the reimbursement program rewards them for sending select ready-to-send vendor emails, which can help offset their monthly SnapRetail program fee. 

“MarketingSherpa recently found that 64% of companies planned to increase their 2013 investment in email marketing this year because email is effective in generating high-quality leads,” said Erik Ernstrom, Parable’s manager of business intelligence. “Now is the time for Christian Retailers to take advantage of SnapRetail’s easy-to-use email platform, build a strategy to connect to customers and grow their customer list size in time for Easter.”

Christian retail veteran remembered as a ‘forward-thinking, customer-serving, Christ-honoring retailer’

Christian retailer and best-selling author and editor Jim Reimann died Dec. 18 following a recent diagnosis of Creutzfeldt-Jakob Disease, a neurological condition. He was 63. 

Reimann founded and owned The Christian Armory in Atlanta, named by CBA the 1988-1989 Store of the Year, and was chairman of the CBA board for two years. He was also COO of Family Christian Stores and facilitated the six-year expansion from 148 to 362 stores in 39 states.

He was editor of the classic works My Utmost for His Highest, Streams in the Desert, Morning by Morning and Evening by Evening, and has more than 6 million books in print. An ordained minister, he led 26 Bible-teaching tours to Israel.

Reimann was born in Chattanooga, Tenn. He graduated from Georgia State University with a bachelor’s degree in finance. 

The family entered this post and an excerpt from his books Dec. 18 at JimReimann.com:

“At 4:44 a.m. on Wednesday, Dec. 18, 2013, Jim went to be with the Lord and to hear the words he has wanted to hear, ‘Well done, my good and faithful servant!’ We know that God is completely sovereign and has a plan for all of us, indeed fulfilling His plan for Jim. He ‘ran the race’ and ‘fought the good fight.’ Our prayer over the past few weeks has consistently been for God’s will so that He may be glorified through all of this. Jim is with the Lord now, but isn’t it wonderful that he has already said what he would want to say to you today in his writings, Morning by Morning and Evening by Evening?” 

Former CBA President Bill Anderson applauded Reimann’s life and work.

“Jim Reimann not only built one of the most outstanding and successful Christian stores in the history of the CBA industry, he also was a servant to many and an inspiration to retailers across the U.S. and internationally,” Anderson said. “He distinguished himself as a forward-thinking, customer-serving, Christ-honoring retailer. Jim was committed to exercising biblical discernment in what he bought so he could be aggressive in selling widely. He understood and modeled that content matters, that what we sell must not run cross-grain with Scripture, that there’s increased ministry in increased sales when the products are biblically accurate and culturally relevant. Jim’s service on the CBA board was characterized by godly wisdom, business insight, spiritual sensitivity and devoted servanthood. I had the privilege of working with many stellar chairmen during my tenure, but none more outstanding than Jim. He was a true blessing and became a very special friend.”

Current CBA President Curtis Riskey also felt the loss.

“We are grieved to hear of Jim’s passing today, and our thoughts and prayers are with his family,” Riskey said on the day of Reimann’s death. “We are all extremely grateful for his contribution to our industry and for the outstanding legacy of godliness, excellence and compassion he leaves for us to follow.”

Similar reflections were expressed among Christian retailers and others in the industry. 

Reimann is survived by his wife, Pam Reimann; children Jeremy Reimann, Aaron Reimann and Bethany Belt; and eight grandchildren.

Funeral services were held at Mount Vernon Baptist Church in Sandy Springs, Ga.

Health and Human Services mandate forces ‘a choice no American should have to make’

Alliance Defending Freedom attorneys filed a federal lawsuit Dec. 10 against the Obama administration on behalf of James Dobson and his Family Talk radio show and ministry, a Christian nonprofit organization that is subject to Obamacare’s Health and Human Services (HHS) abortion pill mandate.

The lawsuit challenges the legality and constitutionality of the mandate, which requires religious employers to provide insurance coverage for abortifacients, sterilization and contraception to employees regardless of religious or moral objections. Dobson and Family Talk object to providing coverage for abortion drugs and devices.

“The government shouldn’t be able to punish Americans for exercising their fundamental freedoms,” said Senior Legal Counsel Matt Bowman. “Any government willing to force a family-run Christian ministry to participate in immoral acts under the threat of crippling fines is a government everyone should fear.”

“Our ministry believes in living out the religious convictions we hold to and talk about on the air,” added Dobson, Family Talk’s founder and president. “As Americans, we should all be free to live according to our faith and to honor God in our work. The Constitution protects that freedom so that the government cannot force anyone to act against his or her sincerely held religious beliefs. But the mandate ignores that and leaves us with a choice no American should have to make: comply and abandon your religious freedom, or resist and be fined for your faith.”

The lawsuit, Dobson v. Sebelius, filed with the U.S. District Court for the District of Colorado, argues that the mandate violates the Religious Freedom Restoration Act as well as the First and Fifth Amendments to the U.S. Constitution.

The Baker Book House Company is celebrating its diamond anniversary of 75 years as a family-owned business. The company, which now encompasses the Baker Book House store and Baker Publishing Group, has seen significant expansion and growth since its founding by Herman Baker.

In August 1939, Baker opened a bookstore on Wealthy Street in Grand Rapids, Mich. One year later, he ventured into publishing and released More Than Conquerors by William Hendriksen. Today, Baker Book House is a thriving store and Baker Publishing Group is one of the top three Christian publishers in the country.

To commemorate the anniversary, Baker is hosting an open house at the store April 24, a reception at Book Expo America in New York City in May and a dinner during the International Christian Retail Show in Atlanta in June. The Baker Book House Story will be published in March.

The company’s passion remains the same, reflecting the words of Herman Baker: “We love to sell a good book. There is no better business to be in.”

“We have been blessed during every single year in this business, particularly in our relationships with the gifted people who serve the world through Christian books,” said Dwight Baker, current president and grandson of the company’s founder. “This profession attracts many dedicated companions who pursue a common mission.”

Thomas Nelson’s division also marks 30 years of best-selling ‘God’s Promises’ brand

Thomas Nelson’s JCountryman gift book line recently celebrated a significant milestone, having sold more than 20 million copies.

“Our success has come because we continue to create beautiful gift books with great content that meet a felt need while being affordable,” said Jack Countryman, founder of JCountryman Gift Books. “Our books touch and change the life of the reader, giving the reassurance that God has an answer for everything.”

Thirty years ago with the help of his wife, Marsha, Countryman wrote God’s Promises at his kitchen table. Originally distributed from the trunk of their car, God’s Promises and his follow-up book, God’s Wisdom, quickly grew in sales. Countryman met with ministers and distributors across the country, creating new books in the line that developed out of those original titles. In 1986, he trademarked the JCountryman brand, essentially creating the Christian gift books business.

In December 1994, Countryman joined the Thomas Nelson family, turning a $2.5 million company into a $22 million company in four years. By 2001, JCountryman was the largest personal gift book publisher in the world, with 26,000 outlets.

Along with significant sales, 2013 also marks 30 years of the publisher’s God’s Promises brand.

“Jack is one of the most inspiring members of our publishing family,” said Mark Schoenwald, president and CEO of HarperCollins Christian Publishing. “The JCountryman book line is his legacy, and it’s an honor to have Jack and Marsha with us every day. They have impacted over 20 million people through their books, and played an integral role in helping us accomplish our mission as a company.”

In 2013, 16 Countryman books became CBA, Parable and Evangelical Christian Publishers Association best-sellers. Seven of his titles have sold more than a half-million units.

Prophetic novel’s ‘crucial message’ sells more than 1.2 million copies for Charisma House Book Group

The Harbinger, a FrontLine/Charisma House novel warning America of God’s judgment, has reached the 100-week milestone on the New York Times printed and extended Paperback Trade Fiction best-seller list.

Published Jan. 3, 2012, the novel by Messianic rabbi Jonathan Cahn debuted on the New York Times list its first week of release and has been reprinted 22 times, selling more than 1.2 million copies. It maintained its momentum through media appearances, enthusiastic readership and a viral video taken at the 2013 Presidential Inaugural Prayer Breakfast that garnered more than a half-million views online.

Subtitled “The Ancient Mystery That Holds the Secret of America’s Future,” The Harbinger traces a series of detailed parallels between what has happened in the U.S. since the 2001 terrorist attacks—including the economic collapse—and the history of Israel after the nation turned away from God. Told in story form, the book unfolds how nine signs concealed in recent events reveal God’s progressive judgment.

“We attribute the success of The Harbinger to something much bigger than ourselves,” said Tessie DeVore, executive vice president at Charisma House Book Group. “God has entrusted us with this crucial message, and we are humbled by its vast acceptance and impact.

“Not only is The Harbinger a publishing phenomenon, it has become a catalyst and rallying cry to pray for America and its leaders,” DeVore added.

Cahn’s first book has become part of national discourse in the U.S.

“I just got a photograph someone emailed me that was taken last month,” said Cahn, speaking at a Charisma Media staff meeting Jan. 10. “Probably the second-most powerful man in America is John Boehner, Speaker of the House [of Representatives], and it’s a picture of him holding up a copy of The Harbinger.”

Cahn ascribed the message and the success of the book entirely to God, and believes The Harbinger is both a warning of judgment and a call to revival.

“I have been continually blown away by what has happened,” he said, pointing to harbingers that have continued to come to fruition since the book’s publication, including the withering of the “tree of hope” planted at New York City’s Ground Zero.

Ancillary products expanding on the book’s premise include The Harbinger Companion Study Guide and The Harbinger Decoded DVD, the official documentary that provides an audiovisual experience for viewers who want to learn more about the author as well as the book’s teachings and origin.

‘Duck Dynasty’ patriarch’s remarks on homosexuality stir controversy, rouse supporters

Howard Books and New Day Christian Distributors reported strong sales at Christian retail at Christmastime, spurred on at least in part by Phil Robertson’s controversial January interview in GQ magazine. 

The patriarch of the Duck Commander clan famous for A&E’s hit series Duck Dynasty, Robertson spoke against homosexual behavior as well as other sexual immorality, greed, idolatry and more. The interview landed him in hot water with the network, which suspended him from the show “indefinitely,” though A&E later reversed its decision.

Howard Books, publisher of Robertson’s Happy, Happy, Happy and a number of other books from the family, has seen an upward trend in sales.

“At BookScan, sales were up 80% week over week,” said Jonathan Merkh, vice president and publisher at Howard Books, told Christian Retailing. “They were also up at LifeWay.”

New Day Christian Distributors also reported healthy sales.

“There has been strong support for Duck Commander product by Christian retailers,” said Ed Leonard, vice president. “New Day saw a major uptick in sales from stores after the story broke, reflecting what one of our customers said was ‘overwhelming support of Phil’s right to speak his beliefs by both Christians and non-Christian conservatives.’ While most stores had already stocked up for Christmas demand, many stores, both in the U.S. and Canada, placed additional orders to show their support for the Robertson family and their Duck Commander line of product.” 

One store that carries New Day products got a complaint, but it “was later found to be from an activist who asked why they were still carrying the product,” Leonard said. “The store kept the products on the shelf while it investigated the complaint. It became clear as the story developed that Phil Robertson loves all people and in that love is not afraid to share God’s Word. Christian stores, while not necessarily agreeing with the way Phil delivered the message, nevertheless stood with him in his right to say it.”

The Robertsons offered a statement on their website, which read in part: “While some of Phil’s unfiltered comments to the reporter were coarse, his beliefs are grounded in the teachings of the Bible. Phil is a godly man who follows what the Bible says are the greatest commandments: ‘Love the Lord your God with all your heart’ and ‘Love your neighbor as yourself.’ Phil would never incite or encourage hate. We are disappointed that Phil has been placed on hiatus for expressing his faith, which is his constitutionally protected right.” 

Although Phil Robertson was “on hiatus” from the show, A&E aired 25 episodes of Duck Dynasty in a Christmas Day marathon. The fifth season of the show was to begin airing Jan. 15.

Tyndale House Publishers supports best-selling author’s addressing of errors after radio host’s accusations

Nearly a month after he was first accused of plagiarism, Mark Driscoll apologized in a mid-December statement from his publisher, Tyndale House.

“Mistakes were made that I am grieved by and apologize for,” said the pastor at Mars Hill Church in Seattle. “As a Bible teacher, I know that Jesus loves us and uses everything for good. I know He cares very much that we do things in a way that reflects His glory. As a result, I have been praying that He would help me learn through all of this to become more like Him and more effective for Him.”

Ron Beers, senior vice president and group publisher for Tyndale, said the company supports Driscoll.

“Because of the biblical manner in which Pastor Driscoll has handled this situation,” Beers said in the same statement, “Tyndale strongly stands behind him and looks forward to publishing many additional books with him. Tyndale believes that Mark Driscoll has provided a significant call to Christians to unite together in translating the message of Jesus faithfully to a post-Christian culture, to proclaim clearly, loudly and unashamedly the Good News of Jesus.”

On Nov. 21, syndicated Christian radio host Janet Mefferd interviewed Driscoll on “The Janet Mefferd Show” to promote his new book, A Call to Resurgence. Tyndale arranged the phone interview, during which Mefferd accused Driscoll of quoting Peter Jones without proper citation in the book.

But the accusations did not end there. Mefferd posted on her social media pages photocopied evidence that Driscoll borrowed material from D.A. Carson’s New Bible Commentary—word for word, without proper citation—in his book Trial 8: Witnesses From 1 & 2 Peter.

“Since that time, both Mark Driscoll and Tyndale House have been asked to make statements addressing this issue,” the book publisher said. “While Tyndale has made two brief statements, it has spent much of the past three weeks looking carefully into these claims, as has Pastor Driscoll. 

“Tyndale House and Mark Driscoll take any claims of plagiarism seriously. Tyndale does not condone it in any of its works, and if discovered, the company takes action to correct it immediately. Driscoll has consistently spoken out against plagiarism in his writing and publishing. If any mistakes are ever made in that regard, he is equally committed to correcting such errors as soon as they are discovered. Pastor Driscoll has fully cooperated with Tyndale and both have worked together to carefully investigate the issue with respect to A Call to Resurgence.”

The statement continued, “After taking the necessary and important time needed to investigate all aspects of this issue, Tyndale House Publishers has concluded the following:

“1. Pertaining to his Tyndale book, A Call to Resurgence, Tyndale believes that Mark Driscoll did indeed adequately cite the work of Peter Jones. While there are many nuanced definitions of plagiarism, most definitions agree that plagiarism is a writer’s deliberate use of someone’s words or ideas, and claiming them as their own with no intent to provide credit to the original source. Both Mark Driscoll and Tyndale completely agree that the above definition describes an ethical breach and therefore work hard to provide proper citation and to give credit where credit is due in all their works. Tyndale rejects the claims that Mark Driscoll tried to take Peter Jones’s ideas and claim them as his own. Moreover, at Pastor Driscoll’s invitation, Peter Jones has written on the Resurgence website, and spoken at a Resurgence event, as well as a Mars Hill workshop. Quite the opposite of trying to take Peter Jones’s ideas, Mark Driscoll has provided several opportunities for Peter Jones to publicly express his ideas to a large audience. 

“2. In a separate issue unrelated to any Tyndale title, the radio host also made an allegation with regard to a study guide that was published in-house at Mars Hill. In this instance, Pastor Driscoll agrees that errors were made. He says:

“ ‘In recent weeks, it was brought to my attention that our 2009 Trial study guide on 1 & 2 Peter contained passages from an existing work for which no proper citation to the original work was provided. The error was unintentional, but serious nonetheless. I take responsibility for all of this. In order to make things right, we’ve contacted the publisher of the works used in the study guide, offered an apology, and agreed to work with them to resolve any issues they had. Also, I personally contacted one of the editors of the work that was not rightly attributed. Thankfully, he and I have a longstanding relationship, which includes him teaching at Mars Hill and publishing a book with us through Resurgence. He’s a godly man who has been very gracious through all of this. I am deeply thankful for his acceptance of my apology, as I deeply grieve this mistake with a brother in Christ whom I appreciate very much.

“ ‘Our Full Council of Elders and Board of Advisors and Accountability have all been thoroughly informed, as I am gladly under authority both internally at Mars Hill to a team of Elders, and to a formal leadership team from outside of Mars Hill.’ ”

Beers credited Driscoll for making changes in the guide and for speaking with the editor of a commentary that was used without adequate citation.

Big-box stores didn’t scare Central Florida’s Bob Campbell out of the market

While reading the Orlando Sentinel at the end of 2013, I came across an obituary of someone I didn’t know but whose life’s headline grabbed my attention. No doubt it would’ve drawn the eye of anyone committed to making it in retail.

The headline for Bob Campbell’s obituary read: “Flooring retailer held his own vs. big-box stores.” First of all, I was intrigued that such a statement would be what rises to the top when the paper’s staff writer considered the whole of Campbell’s life—not to say that competing as a small chain in a big-box world is not an accomplishment, as it surely is. It just made me wonder if Bob was all business.

I don’t know if Campbell was a man of faith or not, but his wife and longtime business partner, Nancy, at least hinted of the presence of a higher power in their business decisions.

“We put everything that we had and invested into the business,” she said. “We didn’t take out any loans. We started with a wing and a prayer, but we knew we could do it.”

The Campbells’ Creative Floors suffered some downsizing during the recession, but the owners made it their aim to compete with such giants as Home Depot and Lowe’s and to serve their customers well. Bob used to tell shoppers, “You know, we aren’t the cheapest game in town,” but he would be proud that the writer of his obituary honored him with the following statement:

“From the toe-engulfing plush carpets of the 1990s to the heel-clicking laminates of more recent times, Campbell’s small empire of flooring stores helped transform thousands of Orlando-area homes.”

And that’s certainly nothing to sneeze at. Kudos, Bob! Your life is an inspiration to smaller retailers in a big-box world.