siness

Even though Chanukah is early this year,
retail experts are predicting sales of gifts
will be 5-12 percent higher than in 1993.

R.J. KING SPECIAL TO THE JEWISH NEWS

ith Chanukah starting the
Sunday after Thanksgiving,
some three weeks earlier
than last year, Jewish mer-
chants have been scram-
bling to order merchandise
and set up seasonal dis-
plays.
"We've been in touch with
our suppliers for years, so
yes, we were prepared for
Chanukah, but you'd always like
a few more days to prepare," said
Gerry Goodman, founder and
owner along with her husband,
Walter, of Wells Freight & Car-
go, a fine china and glassware re-
tailer in Birmingham.
"We set up a special (Chanukah)
table with blue-and-white dishes
in mid-October," Ms. Goodman
said. "We also have crystal meno-
rahs, candles, dreidels, little cook-
ie cutter sets with rolling pins for
children and larger versions for
mothers and fathers."
With the auto industry run-

ning at full-tilt, the Michigan As-
sociation of Retailers reports 80
percent of its 23,000 members
project sales increases for the
fourth quarter. In turn, retail ex-
perts forecast retail hikes of be-
tween 5 and 12 percent for
Chanukah and Christmas over
last year.
"We've had Chanukah mer-
chandise in our stores (since late
September) and people have re-
ally been shopping, even with the
(warmer) weather," said Kari
Ziegler, purchasing and direct
marketing manager for Novi-
based Heslop Inc., a retailer of
fine china and glassware.
At its West Bloomfield store,
Heslop offers an assortment of
new Chanukah products, includ-
ing salad and dessert plates with
a Judaic design, some of which
offer 24-carat gold trim with the
Star of David in the center.
Other pieces include Judaic fig-
urines and menorahs.

The retail rebound that was
the holiday season 1993, when
sales in the state improved just
over five percent from 1992, could
be doubled this year, according
to Arthur Nitzsche, president of
TeleCheck Michigan, a check ac-
ceptance firm in Southfield.
Mr. Nitzsche is projecting a 10
to 12 percent increase in holiday
sales this year over last.
"Metro Detroit is still tied to
the auto business and that cer-
tainly is good," Mr. Nitzsche said.
"The Big Three (automakers) are
enjoying good years as well as
suppliers, advertisers and mar-
keting people. In general, people
working overtime go out and
spend more. That really feeds the
pump.

"The increase in
the state sales tax
will have a
minimal effect."

Stephen Epstein

"Lower interest rates have put
additional money in homeown-
ers' pockets, especially if they re-
financed their mortgage. People
with larger disposable income
will buy more toys and clothing.
Restaurant and travel (expendi-
tures) will be up and people will
be dressing appropriately. That
means nicer clothes and more
jewelry."
Because of more casual days
at the office, retailers will be
stocking additional sweaters,

dress slacks and blouses. With
less demand for business suits,
the added savings will likely be
pooled for big-ticket items such
as large-screen Tvs, surround-
sound speakers, stereos and com-
puters, especially with prices
falling on the latter components.
"Last year, a lot of people put
off big-ticket items, but now, with
a good year under their belts, big-
ticket items will be popular. I
think the increase in the (state)
sales tax (from 4 to 6 cents in
May) will have a minimal effect,"
said Stephen Epstein, partner in
charge of the retail industry team
for Coopers & Lybrand, a Big Six
accounting firm in Detroit.
"If people want a big-screen
TV, this is the year they will buy.
it," Mr. Epstein said. "Entertain-
ment (systems), home comput-
ers, notebook computers, fax
machines, they'll all be moving.
"I think people will also take a
serious look at cars. There's a lot
of good products out there."
Still, for all the expert analy-
sis, retail predictions are suscep-
tible to outside forces. Bad news
from Washington or the Big
Three automakers, warm weath-
er in December or a blizzard can
all pull down sales. Mr. Epstein
is projecting a 5 to 6 percent in-
crease in state holiday sales.
"With Chanukah coming ear-
ly this year, it really has put the
onus on the retailer to be pre-
pared," said Mr. Epstein. "You
have to service the customer
promptly, otherwise, with so
many competitors, the customer
will more than likely go some-
where else."

❑