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"Sales Managers - Have Faith!"

I just opened another email from a Sales Manager "Lapsed Accounts - What Can We Do To Get These Stores Back"?

This has become a common email for me in 2026. In previous years, I may have received one every two weeks. This year I get 15-20 per month.

In talking with Reps and Sales Managers, I think I know why.

Stores simply aren't ordering as broadly as they used to. So much of their attention is capitalizing on the Squishy Craze that many of the everyday staples are not getting reordered.

(For many stores there's also a staffing shortage, which is effecting how many hours a week can be spent on ordering)

The big question being asked by Sales Managers is - "I understand from March to August not getting an order in with us. However fourth quarter is coming up quickly. Will they be doing an order for the Holidays?"

I am a strong believer that your core items are the backbone of your store. They are what formed your identity in previous years, and what will continue to form your identity in the future years.

Your holiday shopper will be looking for much more than Squishy related items.

My advice is to use a chunk of that money that you have made off of Squishies. Invest it in merchandise that gives you the most well rounded offering that you have ever had.

By doing so, I am confident that you will have one of the highest fourth quarter sales that you have ever had.

What do I tell my Sales Managers? "Our retailers are smart and they will do what's best for their business. I trust (and you should too) that if any item sold well in the past, it will get reordered again. Have faith."

"But I No Longer Need It.

That Was Months Ago."

Please note that unless your back orders have cancellation dates, you will still be receiving product even if you ordered months and months ago.

Most companies, if you refuse a shipment, will charge you the shipping costs both ways (and in some instances a restocking charge as well).

The easiest way to cancel is to let your Rep know which company. We then contact the company and say "Please cancel all in house back orders for the Fabulous Toy Store in Concord, North Carolina".

In 2026 especially, trends are changing rapidly, and we want to make sure you don't get stuck with product that you no longer need.

Sandy Ruben and Associates | 843-696-4464  | PO Box 849 Hillsborough, NC 27278 www.sandyrubenandassociates.com