California Apparel News

LAS VEGAS—When the MAGIC Marketplace opens, the satellites feel it. That was the scenario once again in Las Vegas during the Aug. 28–31 run of MAGIC and the concurrent trade shows.

The crowded show scene had buyers scurrying from the Las Vegas Convention Center (for MAGIC, WWDMAGIC and MAGICKids) to the Hilton Convention Center (where MAGIC’s accessories vendors and ISAM, the International Swimwear/Activewear Market, set up shop) to the Sands Expo & Convention Center (which was host to the Project Global Trade Show, The Exclusive menswear show, ENK’s ACICLV, or Accessorie Circuit/ Intermezzo Collections Las Vegas, and the Off-Price Specialist Show) to The Venetian (for the ASAP Global Sourcing Show and AccessoriesTheShow) to the Rio All-Suites Hotel & Casino (for WomensWear In Nevada, or WWIN) and to the Mandalay Bay Convention Center (for the Pool trade show).

A few shows opened a day before MAGIC, including The Exclusive, ACICLV and ASAP. And Off-Price Specialist opened three days before, running Aug. 25–29. The shows that opened early enjoyed brisk business before Aug. 28, when traffic converged at the LVCC for opening day of the massive MAGIC Marketplace.

And despite the convention center crowds, several satellite shows—notably Project and WWIN—reported record retail turnout.

Packed aisles at MAGIC, WWDMAGIC

Upbeat buyers shopped for Immediates and Spring 2007 looks at the MAGIC Marketplace Aug. 28–31 at the Las Vegas Convention Center and the adjoining Las Vegas Hilton. Aisles were packed as attendees browsed the 3,400 exhibitors, which included accessories, premium-denim makers, contemporary dress resources, swimwear manufacturers and overseas sourcing resources.

Final attendance figures were not available at press time, but a representative of the MAGIC Marketplace said attendance at the Spring show seemed to have exceeded last year’s figures.

Contemporary exhibitors reported buyers writing notes on feminine Spring offerings and orders on Immediates. “We’re selling Immediates like crazy—tunics, dresses and long tops are blowing out,” said Jen Moller, a sales rep for Meghan. Moller attributed the demand for girly Immediates to the trend’s growing strength. “I think buyers were caught off-guard by the sell-through, and now they need to restock their shelves.” Anything that can be paired with skinny bottoms piqued buyers’ interest, she said.

Dana Pederson of Charlotte Tarantola reported a 28 percent growth over last year’s sales on the third day of the show. Pederson attributed the demand for pretty tops and dresses to buyers’ earlier caution and shoppers’ recent sprees. “Summer was rough, but things are retailing now,” she said.

Single showed sportswear alongside its dresses in the Pedestal contemporary showcase. “It wasn’t a competition—dresses are what’s hot right now, and they’re selling better than the sportswear,” said sales rep Kassandra Kidwell.

Although dresses proved to be the Spring market’s hot item, juniors denim showed plenty of newness and a more-premium focus.

Los Angeles–based juniors brand YMI Jeanswear International bowed YMI Royalty, a more upscale denim line. “It is more sophisticated denim with better fabrics and more cool washes,” said David Vered, the company’s president. The line will feature “luxe on a budget” touches such as leather tabs, custom buttons and subtle embellishments. Fashion-forward silhouettes include slim overalls and stovepipe denim leggings. Set to retail at $98, the line is aimed to fill the gap between premium-denim and juniors jeans.

Hot Kiss showed buyers Hand Sewn, the brand’s new denim concept. Spearheaded by denim veteran Steven Millman, the new division is repositioning the Los Angeles label’s jeans. The new direction for Hot Kiss’ denim calls for premium fabrics and washes, sun-baked yarns, wide stitches and handsewn details.

Premium-denim maker J&Company showed its reworked diffusion line, Born in California, at the Platform contemporary showcase. Cleaner than its original incarnation six months ago, the moderately priced denim attracted juniors and young contemporary buyers with gray washes, slim silhouettes and $40–$46 wholesale price points.

Hyped at streetwear

Streetwear got a makeover with an additional 20,000 square feet of exhibitor space and an art gallery–like exhibit/meeting area. Judging from the upbeat vibe and packed aisles, the changes were a hit.

Agenda Showroom owner Aaron Levant was pleased with the business he did at the show. “It’s definitely been a good one for us— everyone we want to see is here. It seems like the show has come back to life. A lot of the streetwear people got out of Pool and returned to MAGIC,” he said. Buyers from Karmaloop.com, MetroPark, Macy’s, Zumiez and Tilly’s stopped by Levant’s booth, which showed FreshJive and Beautiful/Decay, among others.

Daniel Sant, store manager and buyer for T-U-K in San Diego, Calif., said he liked the range of resources at the streetwear division. “I had a good time at streetwear. It was great to see so many hip-hop brands next to punk brands,” he said. Armed with a significantly larger budget, Sant shopped for mod Britishinspired fashions and accessories for men and women. The bulk of his buys went to Ben Sherman and Fred Perry, but Obey and Blood Is the New Black also caught his eye.

ISAM swims to Hilton

One year after the International Swimwear/Activewear Market joined MAGIC in the convention center, the swim show was moved to the Hilton alongside the Accessories at the Hilton. Previously, the show had been held at the Caesars Palace Events Center. Exhibitor reaction to ISAM’s newest home was mixed.

Marci Thornsberry, national sales manager for Ocean Pacific’s juniors swim line, said that it was important for the brand to show at ISAM because it is a key show, but that the new location seemed to be overlooked by buyers. “It’s a key show, the timing is good. My problem is the location. At the previous location, there certainly was more walk-by traffic. In talking with some of the other reps, we all agree: The aisles are empty, and we feel like we’re in Siberia,” Thornsberry said. All of her 35 appointments were prescheduled, she said.

Howie Greller, president of BlueWater-DesignGroup, was ambivalent about the show. “On the one hand, it is good because it is one-stop shopping, and it is well-organized. On the other hand, it is bad because the energy level is down and there isn’t much traffic,” Greller said. “If they could just pick up the whole area and put it back at the convention center, it would be perfect.”

Growth spurt at Project

The market for premium denim has stretched into almost every category of apparel, according to Sam Ben-Avraham. And that’s why the Project Global Trade Show’s president officially expanded it to include footwear, accessories, children’s clothing and other items not in the show’s original focus on men’s premium denim.

According to Project management, only 20 percent of the trade show vendors offered denim. The other 80 percent exhibited all kinds of fashion.

More than 23,000 attendees visited Project, Ben-Avraham said, and its vendors reported good sales. The number of exhibitors was up from 500 in February to 700 (not 1,000, as was initially reported). Retailers who visited the show reportedly included department stores and specialty retailers such as Bloomingdale’s, Nordstrom, Saks Fifth Avenue, Macy’s East/West, Villains, Blake and Local Joe, as well as overseas retailers from Japan and elsewhere.

Although retailers spent valuable time browsing through Project’s new kids’, section, few jeans vendors complained, because the retail traffic overall was compelling enough, said Jason Verhoeven, owner of Glendale, Calif.–based Brown Label jeans.

“The one thing Project has always done is deliver buyers,” Verhoeven said. “But the show is getting so big that it’s hard for the buyers to sit down and work with you. They have only so much time. To work with a customer, you have to sit down and meet for an hour.”

Despite its growth, Vince Gonzales, chief operating officer for the U.S. operations of Meltin’ Pot, an Italian jeans brand, said the show was still delivering retailers who are focused on premium denim. “You’re sitting next to the right brands,” Gonzales said of vendors such as Rock & Republic, Hause of Howe and Replay. He said that Meltin’ Pot’s sales increased 25 percent compared with August 2005 Project.

Vendors who do not produce jeans, such as contemporary handbag designer Onna Ehrlich, said retailers often gave them the same attention they gave to denim labels. “People are getting used to seeing a mix of vendors at trade shows,” she said. “But we did get people who said [they were] going to write clothing first and accessories later.”

Project’s expanded focus made for convenient shopping for retailers such as Kathy Shawver, partner and buyer for the Diane Merrick boutique in Los Angeles. “It was big and accessible,” she said. “As far as denim goes, it was exciting to see and compare what everyone was doing under one roof, rather than traveling from showroom to showroom.” She said her boutique wrote 50 percent more orders at the show compared with August 2005 Project.

Pool shows growing pains

Vendors at the Pool trade show had hoped that the brisk business culture of corporate parent Advanstar Communications Inc. would direct more retail traffic to the show for new brands. Yet, the jury still may be out on the arrangement, because vendors said business was mixed at the most recent Pool.

Although it was much better organized than previous shows, according to Umar Rashid, a Pool vendor, the August 2005 purchase by Advanstar has not yet translated into the heavy retail traffic of its more mainstream sister shows such as Project and MAGIC.

“[There] hasn’t been a lot of foot traffic,” Rashid said. “You get it in spurts. It’s been laid-back,” said the designer, who debuted his Los Angeles–based Tundra Foot T-shirt label at the show.

Space at Pool was sold out with fewer than 500 vendors. Pool management did not state how many attendees visited the event.

Retailers shopping at Pool included specialty chains with a national presence, such as Hot Topic and MetroPark, and regional retailers such as Chino, Calif.–based Active. Also present were boutiques with one door such as Sirens & Sailors and e-commerce shops such as Digital Gravel.

Pool vendor Cody De Backer said the show was a success because retailers treated it with a seriousness they had not exhibited in the past. “We saw more prominent retailers this show,” he said. “They were ordering, instead of just walking through the show.” De Backer, marketing chief of Los Angeles–based Grn Apple Tree, said his company saw a 20 percent sales increase over August 2005 Pool.

Retailer Jennifer Phillips of Los Angeles said she hoped that Pool would renew its commitment to emerging designers in the future. Compared with the last Pool in February, Phillips spent 30 percent less at this Pool because she made few orders on new designers. “The majority of my buys were reorders,” said Phillips, who owns boutique Sirens & Sailors in the Echo Park district of Los Angeles.

The show continues to be of high value to vendors such as Mason Brown, co-owner of Long Beach, Calif.–based Cardboard Robot. “Had Pool not given me the opportunity to compete with bigger brands,” he said, “I’d still be selling T-shirts out of the trunk of my car.”

Brown said he had one of his most successful shows, with a 20 percent sales increase over the previous year.

For the Las Vegas Pool in February 2007, the trade show may triple the retail traffic, said Mindy Wiener, its director of operations. It will move out of the Mandalay Bay venue and closer to the main action of the MAGIC Marketplace. Pool will be housed in tents based in the parking lot across the street from the North Hall of the Las Vegas Convention Center.

Sourcing strong

MAGIC’s Sourcing section featured more than 700 apparel contractors, fabric makers and trim suppliers.

Among exhibitors was the Trade Commission of Mexico, which brought several companies to promote export and investment in Mexico. Ruben Angulo, deputy trade commissioner, was on hand to work with the 10 companies that were part of the Mexico pavilion, as well as with about 16 other companies exhibiting elsewhere in the show.

Among those in the pavilion was interlining supplier QST Industries, which was invited on behalf of its facility in Toluca, Mexico. “We offer benefits to Mexican companies,” said Angulo. “Since they have a facility in Mexico, they are a Mexican facility.”

At the QST booth, representative Kirk Johnson said he was seeing many of the company’s existing customers come by after meeting with full-package producers in the Sourcing section.

Those stopping by included Abercrombie & Fitch’s Brian R. Gaiser, sourcing manager for labels and hangtags, and Frank J. Riley, associate label and trim specialist.

This was the first time at MAGIC for Gaiser and Riley, although they said the New Albany, Ohio–based retailer always sends someone from the company to the show. Its entourage this time included several of the company’s graphic designers.

Gaiser was at MAGIC “just for inspiration.” Although this is “the big show” for the company, Gaiser said that when he is on the West Coast, he typically shopped the Los Angeles market and the Rose Bowl Flea Market and Marketplace in Pasadena, Calif. “You get some great vintage stuff there,” he said.

Designer and retailer Jared Gold of Salt Lake City also was shopping the Sourcing section, looking for Pima cotton for a new line, and browsing all the Las Vegas shows for items for his Black Chandelier stores.

Marita Barroso, account customer service for Peru-based shirt and trouser manufacturer Creditex, said her company picked up two important customers since it began exhibiting in MAGIC’s Sourcing section two years ago. The company primarily works with large manufacturers such as Polo Ralph Lauren and L.L. Bean, as well as several European manufacturers.

Los Angeles–based Tag-It Pacific Inc. opted to use MAGIC’s Sourcing section as an opportunity to promote its Talon zipper brand. Attendees walked the show carrying Talon-branded bags, and it was prominently featured on shuttle buses.

MAGIC also was an opportunity for the company to introduce its new chief executive officer, Stephen Forte, who joined it in October after serving as a consultant brought on to turn the company around. It has been profitable since March, he said.

Forte was meeting with customers at the show to tell them about the company’s current initiatives: to increase its presence in key markets, including India, Bangladesh and India, and to stress its quick-turn capabilities through its regional light-assembly facilities.

“Our goal was to get noticed and let people know we can source and supply all over the world,” he said. “We’re going to bring Talon back to the glory days.”

ASAP: sourcing globally and at home

This season, the ASAP Global Sourcing Show featured 126 companies from China, India, Pakistan, Bangladesh, Korea, Macau, Nepal, Sri Lanka and the United States. And Indonesia, this year’s featured country, drew 21 exhibitors.

Among them was denim supplier P.T. Bantam Textile Industry, which was showing for the first time at ASAP. The company provides denim to large producers such as Kellwood Co., according to Kenneth C.Y. Leung, president and director of the company.

This also was the first time at the show for Excel Vast Ltd., a Hong Kong firm with a branch in Shanghai. Its merchandiser, Juice Chan, was on hand to show the company’s line of outerwear and children’s apparel, as well as its line of textiles.

Among the show’s returning exhibitors was Step Two Apparels Ltd., based in Bangladesh. Specializing in T-shirts, polo-style shirts, and cotton and acrylic sweaters, it works with large-scale companies such as Kmart. Anwar Kabir, its managing director, was positive about the show turnout. “Last year we came, this year we came, next year we will come again,” he said.

This season marked ASAP’s 10th edition, and show organizers made several changes to make the show more conducive to the buyers’ needs, according to Frank Yuan, ASAP chairman and chief executive officer.

Among the upgrades: The show stayed open until 7 or 8 several nights so that attendees at the other trade shows would have time to meet with ASAP’s exhibitors.

This season, about 2,500 people attended ASAP, Yuan said. The show moved from the furthest hall of the Sands last season to ballrooms in The Venetian, and Yuan said exhibitors and attendees were pleased with the move.

“Attendance is better than last time simply because of the location,” he said.

In addition to offshore production opportunities, ASAP exhibitors included domestic and environmental suppliers.

Howard Gabe was exhibiting at the show for two reasons, he said. First, he was seeking out manufacturers looking to produce full packages in China and India featuring environmentally friendly fabrics such as organic cotton, hemp and bamboo through his Environmental Showroom. Second, he was promoting the International Environmental Trade Show, which will feature manufacturers and distributors of sustainable goods and is planned to debut in February in conjunction with ASAP.

Gabe has a long history in the sustainable industry as the owner of the Ecosport stores in Santa Monica and the Venice district of Los Angeles. He has since relocated to Huntington, N.Y., and shifted to the production side.

Business has been booming, Gabe said, ever since Wal- Mart announced plans last year to increase its sales of organic and sustainable products. “Wal-Mart opens its mouth,” he said, “and my phone hasn’t stopped ringing.”

ASAP hosted a panel discussion, titled “California Dreaming,” to highlight the state’s production opportunities. Moderated by California Fashion Association Executive Director Ilse Metchek, the panel featured Bruce Ber ton of Stonefield Josephson Inc.; Jack Kyser of the Los Angeles County Economic Development Corp.; Janine Blain of The Doneger Group West; and AIMS’ Henry Cherner.

The panel’s message that Los Angeles is the largest manufacturing center in the United States was welcome news to Chicago retailer Debra Ward, who was in Las Vegas to buy for her Bis Design boutique and to find contractors to produce private-label apparel.

“Where else am I going to go?” she said. “To hear what’s going on in California, to hear the statistics, I’m so excited that what’s happening in China is still happening in the United States.”

Buyers flock to WWIN

Buyers at WomensWear In Nevada showed up in record numbers, giving credence to the notion that business is alive and kicking for independent specialty stores. Show producers estimated attendance levels at 6,500 to 7,000.

“It was a phenomenal show; attendance was way up—the best we’ve ever seen,” said Jeff Yunis, who produces WWIN with Roland Timney. “We were open late on Tuesday [Aug. 29] and still had 2,000 buyers here at 8 p.m.”

The show caters to independents and chains that sell misses and updated lines. It was aided by a rebounding resort/tourism business, as well as a growing draw from outside the region. Buyers from Western states make up the main audience for WWIN, but show organizers said they were seeing more buyers from the East Coast, Canada and overseas.

The buying mode appeared to be weighted toward in-season goods, as many were looking for Fall/Holiday apparel and accessories. “We seem to see that especially with our West Coast stores,” said Nina Perez, a multiple-line rep based in San Francisco and Los Angeles.

Several buyers said summer had been typically slow, but were eager to stock up with color and key silhouettes for fall. “It probably won’t pick up until October,” said Betty Winston of Ms. Betty’s Boutique in Yuma, Ariz.

Mickey Mayrose of Lola’s Fashion in Deerfield Beach, Fla., said the same pattern was holding true for her store. “We’re pleased with the vendors that are here. There’s a good selection,” she said. “We’re doing business with some regulars and keeping an eye out for something new.”

About 500 exhibitors offered a mix of everything from contemporary to plus-size. Nautical and relaxed fabrics such as linen and soft cottons were on many buyers’ lists.

Lynne Andresevic of Crayola Sisters in Los Angeles said interest in leggings buoyed sales as she was blowing out thigh-high and footless tights by New York resource Ozone in floral and novelty prints. “We were offering no dollar minimums, so we get great reorders,” she noted. Gypsy skirts by Cordelia were also checking in her booth. “We pulled buyers from all over the country.”

Sigrin Torres-Aulenta of Los Angeles–based updated resource Dick & Jayne was seeing an even mix of sales between Fall/Holiday and Resort/Spring. “It’s been pretty good, not phenomenal.” She showed wrinkled tweed skirts ($79) and embellished wool jackets ($118) in deep earth tones for Fall, while highlighting nautical looks in wrap dresses in blue, red and army green. “I think we’re doing well because women want to look hip at any age now,” she said.

Among new exhibitors was United Kingdom–based Original Blues, which featured an extensive line of nautical-inspired pullovers, sweaters and cardigans in cottons and wools priced in the $50–$60 range.

“We’ve held off coming to the U.S. market,” said company principal Alexander Fleri. “We wanted to have the right styling and fit, and I think we’ve reached that level and—touch wood—it’s been good so far.” His father, Denis Fleri, better known for his Michael Ross line, designs Original Blues. The company was highlighting a “concepts collection” of basic in-stock items, available for quick shipping.

Exhibitor growth at The Exclusive

The Exclusive menswear show at the Sands experienced a 30 percent jump in exhibitor attendance, thanks in part to a large contingent from the Italian Trade Commission. It staged a pavilion highlighting labels such as Gran Sasso, Lorenzo Banfi, Mario Bruni, Bilancioni and others. Buyer attendance was estimated at more than 3,000, said the show’s co-producer, Larry Hymes.

The show appeals to better menswear buyers, while its relatively new Synergy section deals with a more casual element, featuring denim, leather and sport shirts. The casual flavor continued strong as exhibitors such as Robert Graham and denim resource Jack of Spades were in high demand.

“We didn’t stop for one second on Sunday [Aug. 27],” said Vincent Ordioni of Jack of Spades. The company rolled out a new line of khakis and chinos to augment its denim collection, as Ordioni hinted that men are looking for alternatives for their wardrobes.

One buyer for a Southern retailer said it was clear that the denim cycle was over the peak. Buyers still were looking for denim-friendly clothing.

Dick Gentry of Italian resource Fuzzi SpA said his Nanibon sprayed-art button-up shirts were a hit. “We had an excellent show,” he said, “and it’s refreshing to hear from retailers that they are searching for new vendors like us.”

His Picasso-esque shirts are made of crepe knit and wholesale for $63–$70. “We’re selling to stores that deal with a more classic side, but are adding a contemporary element,” Gentry said. “That’s where the energy is right now.”

J.C. Cerrillo of Chula Vista, Calif.–based J.C. Cerrillo/Continental Leather agreed: “Buyers come to me and ask for something they can turn into gold. They want that unique item, and fortunately we have those items.”

The company was highlighting a number of antique textures on lambskin and other leathers for jackets for about $390. Cerrillo said growing interest in high-end Japanese denim had helped his cause as more stores look for other pieces to make up the whole look.

Many vendors that deal in the Resort market also were happy, as business at hotels and country clubs appeared to be on the rebound. “It went down about 30 percent in 2002 and 2003, but at least my business is getting better and better now,” said Steve Seals, a sales manager for Straight Down Clothing Co., based in San Luis Obispo, Calif.

The company makes outerwear and golf shirts, and has been gaining accounts at hotel resorts and pro shops. “We’re doing well with technical [moisture-wicking] dressy golf shirts [for $30–$50],” Seals said.

As menswear makers incorporate more fashion into their lines, they have to reach a balancing point, said Wally Barger, national sales manager of Seattle-based Road sportswear. “You have to use fashion without being too feminine or too fast,” he said.

ENK returns with ACICLV

This was the first time for ENK’s combined contemporary and accessories show, although the New York–based trade show producer staged its Brighte Cos. show in Las Vegas last year. This season, the show shared space at the Sands with The Exclusive and seemed to benefit from the upscale menswear show’s strong first-day traffic.

Exhibitors included regulars at ENK’s other shows, such as New York–based Fashion Coterie, Intermezzo and Accessories Circuit, as well as new exhibitors, most of which hoped to be accepted into one of ENK’s other shows.

That was the case for San Francisco– based Saf f ron Rare Threads, which previously showed at WWDMAGIC’s Pedestal section. “MAGIC was good for us last February,” said Priya Saraswati, who designs the line with Yugala Priti. “But we got a call from ENK and thought a targeted show would be good for us.” Plus, she said, “we want to do a New York show. New York is perfect for our line.”

Los Angeles–based eveningwear label Sue Wong, a regular Coterie exhibitor, opted to give ACICLV a test. It’s been several years since the company has shown in Las Vegas, according to Josh Homann, chief operating officer. Its customers seemed happy to find it in Las Vegas, and Homann said that the company had booked several appointments, but that he would wait to see whether the show was a good fit for the brand.

ACICLV seemed to be the right place to launch new denim line Rozzie Rae, according to representative Vicki Garcia, who said the company wants to take the line to Coterie. The line is the brainchild of Rozana Garza, a denim business veteran who has worked for Cherokee, Guess, Mossimo, BCBG Max Azria and Earl Jeans.

The concept behind Rozzie Rae is to produce a small denim line with two fits: the Rae, which is for a woman with an hourglass body shape; and the Rozzie, which is for a woman with a more pear-shaped body. They are offered in three washes and in bootcut, midcalf crop and trouser styles in a lightweight denim. The collection includes three knit top styles and a denim hoodie and an A-line skirt.

“We’re looking at basics and our focus is fit,” said Garcia.

AccessoriesTheShow

AccessoriesTheShow returned for its second time to The Venetian hotel in Las Vegas, with nearly 120 exhibitors that included a mix of first-timers and regulars of the New York–based trade show.

This was Carol B. Caroselli’s first time at the Las Vegas accessories trade show, but she has shopped the New York show as a buyer. Caroselli was here with her Pittsburgh- based accessories line, The Little Hooker, a patented purse hook design.

“It’s an old idea but a new twist,” she said. The Little Hooker allows the restaurant customer to hang her handbag from a tabletop, rather than set it on the floor or on the back of a chair. The hook features semi-precious stones and a no-slip backing that keeps it from sliding on the tabletop; it folds flat when not in use. A new style features a small mirror to allow the diner to check her lipstick.

Caroselli has opened a private-label program for resorts and restaurants, including the Four Seasons and the Ritz Carlton, which provide diners The Little Hooker with the restaurant logo on the top.

On the show’s second day, Paul Hyong Jeon said traffic was light compared with the one in New York, where his company has shown for about five years. Jeon is a sales executive for Los Angeles–based Alfa Travel Gear Inc., which sells its handbags to chains such as Urban Outfitters, as well as to wholesalers. “It’s pretty quiet,” he said. “Hopefully after people go to MAGIC, they will come here and it will pick up.”

Traffic was light for handbag line Artmosphere as well, according to Holly Surya, owner and designer of the collection, which has shown at AccessoriesTheShow in New York. The 5-year-old handbag and accessories line is relocating from San Francisco to Los Angeles, where it will be based out of a showroom in the California Market Center.

Off-Price affected by pump prices

Business was reportedly good at the Off- Price Specialist Show at the Sands. But vendors were wary about how the price of fuel would be affecting consumers, said Tony Peters, vice president of sales at Bermo Enterprises, based in Schoolcraft, Mich.

“It’s taken a bite out of business,” said Peters. “[Retailers] have been more selective with their buying.”

Peters reported that Bermo’s sales increased 15 percent compared with the August 2005 Off-Price show. Retailers shopping the show included Burlington Coat Factory, JC Penney Outlet Stores, Value City and CitiTrends. More than 450 vendors worked the show, according to Bob Nordstrom, a spokesman for Off-Price Specialist. He did not release attendance figures.