Bob Small, senior vice president and chief operations officer, Eagles Wings
www.eagleswings.com

With "business casual" more common these days, is the neck tie market still strong? "It seems that the casual dress trends in business today have had a greater impact on pure fashion neckwear. Specialty themed designs like inspirational and collegiate logos combine passion with fashion and thus have remained consistent despite the casual trends."

"Typically a specialty neckwear design is purchased as a gift. Often women are buying. Note that this is usually an impulse purchase, so visibility is key. Get the product in front of the customer."

Are ties only worth carrying at Christmas and Father's Day? Or how can they be a year-round asset? "While there is a definite seasonal peak at Father's Day and Christmas, neckties do make sense in the assortment year round. Key is to go broad in designs. With so many different consumer tastes, you want a selection that has variety to offer the broadest appeal. We maintain a no-minimum policy on neckwear so retailers do not have to tie up dollars, but be able to maintain a strong assortment. Sell them and come back for more."

What changes are you seeing in design trends and styles? "We have tried many concepts over the years. We still introduce eight new inspirational necktie designs a year. It seems that the bolder messages, traditional colors drive the business. While there is some demand for more conservative, subtle designs, (it) does not compare to the sell-through of the bolder themes. Specialty themed neckwear seems not to follow the overall trends of the fashion tie business."

How can stores better display and merchandise ties? "Eye contact is key. Make sure your neckwear is facing out so the unique designs catch the attention of your customers. Most are not actively looking for a necktie ... it is an impulse-driven incremental sale."

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