Jun 30, 2009

For retailer buyers, a tall order for the holidaysBy Maria HalkiasDallasNews.com

Bradley Hilton is looking for bargains.

As buyer for San Francisco-based Gump’s, Hilton is in Dallas looking for lower-priced versions of pillows and throws than ones traditionally featured in the Christmas catalog.

He is among the thousands of retailer buyers putting the final wrap on holiday 2009 at Dallas Market Center’s home and gift market ending today.

Preoccupied with the uncertainties of this year’s holiday retail season, Hilton is packing 65 vendor visits into a four-day trip.

He keeps asking himself: “Would I pay this much for that?”

Buyers are the retail industry’s eyes and ears, their forecasters and risk takers. They search the world to bring consumers the latest fashion and products. They have to be good with numbers and able to put personal tastes aside to satisfy the spectrum of customers.

It’s not as glamorous this year. Travel budgets have been slashed. Crystal balls are cloudy. Checkbooks are thinner.

They’re challenged to respond to the new frugal consumer, knowing that this may be the third consecutive holiday shopping season in a long and deep recession.

As she walks into each showroom, Jo Lynn Powell’s first request is, “Show me what’s new and fun.”

Powell, who owns San Antonio’s Collector’s Gallery, then hammers on price. “Customers who routinely spent $50 to $60 on a gift have dropped into the $25 to $30 range,” she said. “And the people who were spending $25 and $30 are now spending $12 to $20.”

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