George Bruno of Formal Accessories New York, NY passed away last Monday. Mr. Bruno’s career in formalwear spans 55 years. A true veteran of this industry his career began with Delton Cummerbund, then Formal Mart, First Nighter, CSS, Classix and he also most recently had his own accessory company. He was 82 years old and had a twin brother John, 3 daughters and 3 grandchildren. The IFA wishes to extend its deepest sympathy to his family and let them know he will be dearly missed. We had many people offer comment on his passing and wanted to share these with you and his family:

Tom Mavris of Worldwide Tuxedos Indianapolis, IN
Tom stated he was simply overwhelmed with the loss. He spoke highly of his loyal, funny hard working friend. “George would work 7 days a week! He liked what he did and the people of the industry. He would hunt for one cummerbund for days until he found what his customers needed. Who will find those simple little things for people now? George and I worked together a lot in the last 10 years. George loved life and had a friend in every town! He was involved in so many things, he wrote poetry, and songs, followed the music and movie industry and so much more. I use to have to force him to come to Indianapolis once in a while when he would finally agree, he would say “”You better have my room ready for me”” I told George the last time we spoke that I would talk to him later….There was no later…..”

I am speechless, I can't believe it, I just spoke with George on Friday July 9th, laughed with him, placed orders, dropped a check in the mail and wished him a wonderful weekend!!. I am stunned and you can take my word as gospel that this man will be greatly missed. Blessings to his family and close ones. I can't even begin to express my memories of working with George as anything less than a pure joy...my gosh...
I'm certain he'll be watching over us and this CRAZY industry, laughing and grinning and remembering... just one more piece of wisdom he wanted to share.

Deeply saddened,
Janet Klein (Jerry Klein)
A Better Deal Tuxedos & Suits

La Jolla, Ca 92037

Devin Pendley CO adds:
We all know that George wrote some poetry, when I was just a young man eighteen or so years ago, I was a shy kid new to Denver, he wrote a poem to place as a personal ad for me, boy did I get lots of calls! It was kinda one of those situations where he would be hiding in a bush telling me what to say.
So much I remember about George, hard to single out anything...

Wow. This is very eery.
About 3 days ago, I made a file for him, after finding his phone number on a piece of paper.
I didn't want to lose his number again. I was hoping to call him in the next few weeks, as my father just medically retired in the past 6 weeks... and I thought I could use his vision. And George had such wisdom and great advice.

I never met George, but I talked to him about two years ago on the phone when in search of some shirts, and he was so friendly, He said he had known my dad for many many years.
We talked about 30 minutes. He was giving me the entire rundown of the tuxedo and shirt industry... and life in general. His advice seemed profound. He was like the grandfather I never had. I promised then, to call back to chat more, but time got away from me. And I felt kind of silly.
I just found that piece of paper, with his phone number and name on it, this past week, and I made a "George Bruno" file. I only wish I could have a few more hours (days?) of conversation with him.
God bless him and his family.
Take care,

DARYL PENNER
American Tuxedo
Mission, KS 66205

George was a good man and would come up with whatever you needed. I believe the first time I met him was at the EFN show in Atlantic City although I could be mixing it up. None-the-less he was a reliable source and an entertaining guy. When we saw George at the IFA show in Philadelphia last fall, he demonstrated once again that his priority has always been people. I brought my family with me and he was far more interested in that I have 8-yr-old triplets plus a feisty little 4-year-old than he was in making any kind of sale. If he said it once he said a dozen times you have a beautiful family, which tells me without ever meeting his family that was what he was about. For a guy I've met twice and had only a dozen conversations with at best over the years, I am deeply saddened and don't mind admitting somewhat weepy. May God grant unto George eternal rest, that George will know the peace and joy we all await in Glory of God’s Kingdom. May God give His countenance to George’s family; let them take comfort in how George touched the lives of those he loved and those like myself who only had to meet him to know him.

Respectfully,
Anthony 'Tony' Commisso Sr.
Proprietor
Tuxego
www.Tuxego.com
Latham NY
518-783-0260

We are deeply saddened by the passing of George Bruno. He was a good friend and a great part of this formal wear business and he will be missed greatly by all of us at Frederico Leone, Ltd. As far as a story, I have several, but not for publication, George was quite the guy. He always had an optimistic outlook on things no matter what came. He was really a friend to all, and would give you the shirt off his back if you needed it!. He was a funny guy and he knew everyone in the biz! It's still hard to believe he is gone……. I just talked to him last Wednesday and Kevin Moran talked to him Friday!

Greg Sharp
Frederico Leone

The formalwear industry and most of all those of us whom had the privilege of being included in George's large group of friends have lost a treasure with his passing. Over his more than 50 years in the industry I believe that George developed a loyal following of customers who became friends from all across the US. I had the honor of being one of his friends and allies for the last 25 years and I am immensely grateful for the opportunity to have been associated with him.

He will most assuredly be missed by all who knew him and of course the entire Pendley family, myself, Debbie, Madison, and Kyle who referred to him as 'Uncle George'.

Ken Pendley

George was a good friend of mine also. He was the guy who if he wasn’t able to find what you needed, he would supply you with the name and number of someone who could! I love knowing about people and their lives and the stories he could tell about life in New York! He was always careful not to offend you in any way. George is well known for how many people he talked to and I am well aware ¾ of them are women! . George was good with words and never failed to boost your moral. I can still hear him saying: “I just think the world of you! Everyone can see how you look on the outside, but I see how beautifully you think!”

Becky McManus
IFA Formal Times

George Bruno of Formal Accessories New York, NY passed away last Monday. Mr. Bruno’s career in formalwear spans 55 years. A true veteran of this industry his career began with Delton Cummerbund, then Formal Mart, First Nighter, CSS, Classix and he also most recently had his own accessory company. He was 82 years old and had a twin brother John, 3 daughters and 3 grandchildren. The IFA wishes to extend its deepest sympathy to his family and let them know he will be dearly missed. We had many people offer comment on his passing and wanted to share these with you and his family:

Tom Mavris of Worldwide Tuxedos Indianapolis, IN
Tom stated he was simply overwhelmed with the loss. He spoke highly of his loyal, funny hard working friend. “George would work 7 days a week! He liked what he did and the people of the industry. He would hunt for one cummerbund for days until he found what his customers needed. Who will find those simple little things for people now? George and I worked together a lot in the last 10 years. George loved life and had a friend in every town! He was involved in so many things, he wrote poetry, and songs, followed the music and movie industry and so much more. I use to have to force him to come to Indianapolis once in a while when he would finally agree, he would say “”You better have my room ready for me”” I told George the last time we spoke that I would talk to him later….There was no later…..”

I am speechless, I can't believe it, I just spoke with George on Friday July 9th, laughed with him, placed orders, dropped a check in the mail and wished him a wonderful weekend!!. I am stunned and you can take my word as gospel that this man will be greatly missed. Blessings to his family and close ones. I can't even begin to express my memories of working with George as anything less than a pure joy...my gosh...
I'm certain he'll be watching over us and this CRAZY industry, laughing and grinning and remembering... just one more piece of wisdom he wanted to share.

Deeply saddened,
Janet Klein (Jerry Klein)
A Better Deal Tuxedos & Suits

La Jolla, Ca 92037

Devin Pendley CO adds:
We all know that George wrote some poetry, when I was just a young man eighteen or so years ago, I was a shy kid new to Denver, he wrote a poem to place as a personal ad for me, boy did I get lots of calls! It was kinda one of those situations where he would be hiding in a bush telling me what to say.
So much I remember about George, hard to single out anything...

Wow. This is very eery.
About 3 days ago, I made a file for him, after finding his phone number on a piece of paper.
I didn't want to lose his number again. I was hoping to call him in the next few weeks, as my father just medically retired in the past 6 weeks... and I thought I could use his vision. And George had such wisdom and great advice.

I never met George, but I talked to him about two years ago on the phone when in search of some shirts, and he was so friendly, He said he had known my dad for many many years.
We talked about 30 minutes. He was giving me the entire rundown of the tuxedo and shirt industry... and life in general. His advice seemed profound. He was like the grandfather I never had. I promised then, to call back to chat more, but time got away from me. And I felt kind of silly.
I just found that piece of paper, with his phone number and name on it, this past week, and I made a "George Bruno" file. I only wish I could have a few more hours (days?) of conversation with him.
God bless him and his family.
Take care,

DARYL PENNER
American Tuxedo
Mission, KS 66205

George was a good man and would come up with whatever you needed. I believe the first time I met him was at the EFN show in Atlantic City although I could be mixing it up. None-the-less he was a reliable source and an entertaining guy. When we saw George at the IFA show in Philadelphia last fall, he demonstrated once again that his priority has always been people. I brought my family with me and he was far more interested in that I have 8-yr-old triplets plus a feisty little 4-year-old than he was in making any kind of sale. If he said it once he said a dozen times you have a beautiful family, which tells me without ever meeting his family that was what he was about. For a guy I've met twice and had only a dozen conversations with at best over the years, I am deeply saddened and don't mind admitting somewhat weepy. May God grant unto George eternal rest, that George will know the peace and joy we all await in Glory of God’s Kingdom. May God give His countenance to George’s family; let them take comfort in how George touched the lives of those he loved and those like myself who only had to meet him to know him.

Respectfully,
Anthony 'Tony' Commisso Sr.
Proprietor
Tuxego
www.Tuxego.com
Latham NY
518-783-0260

We are deeply saddened by the passing of George Bruno. He was a good friend and a great part of this formal wear business and he will be missed greatly by all of us at Frederico Leone, Ltd. As far as a story, I have several, but not for publication, George was quite the guy. He always had an optimistic outlook on things no matter what came. He was really a friend to all, and would give you the shirt off his back if you needed it!. He was a funny guy and he knew everyone in the biz! It's still hard to believe he is gone……. I just talked to him last Wednesday and Kevin Moran talked to him Friday!

Greg Sharp
Frederico Leone

The formalwear industry and most of all those of us whom had the privilege of being included in George's large group of friends have lost a treasure with his passing. Over his more than 50 years in the industry I believe that George developed a loyal following of customers who became friends from all across the US. I had the honor of being one of his friends and allies for the last 25 years and I am immensely grateful for the opportunity to have been associated with him.

He will most assuredly be missed by all who knew him and of course the entire Pendley family, myself, Debbie, Madison, and Kyle who referred to him as 'Uncle George'.

Ken Pendley

George was a good friend of mine also. He was the guy who if he wasn’t able to find what you needed, he would supply you with the name and number of someone who could! I love knowing about people and their lives and the stories he could tell about life in New York! He was always careful not to offend you in any way. George is well known for how many people he talked to and I am well aware ¾ of them are women! . George was good with words and never failed to boost your moral. I can still hear him saying: “I just think the world of you! Everyone can see how you look on the outside, but I see how beautifully you think!”

Becky McManus
IFA Formal Times

We had a few follow up questions that came in concerning rental shoes. Below find the questions and candid answers from our industry experts. We have one other request from a single store operator in the south. He has to purchase a new line of shoes this year and would like other operations large or small to give their opinion on what style was a top performer for them. He feels it is hard sometimes to sort out the recommendations of the salespeople and would like to have your opinion to make a final decision.

Please take a second and let him know your thoughts on performance / durability / cost. Send your thoughts to editor@formaltimes.com.  

Durability- What makes some styles last 50+ turns and the next so much less?

Brian/Greg Sharp Frederico Leone: "Customer Abuse. If all shoes were worn the exact same way by the exact same person then there would be a much better idea of the life of a shoe. It's hard for any rental product to stand up to some of situations it will be put through by a teenager or young adult."

Ken Marion Barclay Shoes: Since all of the shoes in our industry are made from the same (really) upper material, I would guess it’s the style of the shoe. Plainer styles with less detail and stitching may last longer, but rent for less money (or in some cases not at all). Styles with a little more sole extension may help with toe damage, but again this is a style dictate.

Larry Opinski Gateway Shoes: Direct attached soling, Gateway exclusively uses this process to
MELT the soles to the uppers. Also thickness and quality of upper materials. Use of a protector coat before each rental (Gateway Liquid Glass) And care/storage Care of the shoe- Truthfully what do you recommend for the PROPER care of your brand of shoes.
 
Brian/Greg Sharp Frederico Leone: "Do not use a cleaner with Asitone or Alcohol. Use with harsh cleaners like windex or finger nail polish can damage the outer material. We recommend using a solution of water and soap. A product called "Goof Off" cut in half with water also works very well accourding some large retail/wholesale operators."

Ken Marion Barclay Shoes: We recommend that all of our products be treated with a silicone type product BEFORE they are rented for the first time. Armour All, Pledge, or the BEST we have found is Turtle Wax F-21 Super Protectant provides somewhat of a friction barrier so that the shoes scuff less in wearing and are easier to clean. We recommend wiping the shoe down with a damp cloth to remove the heavy dirt. Then use Barclay Shoe Cleaner sparingly on a different cloth to remove the scuff area only. Then retreat with F-21.

Larry Opinski Gateway Shoes: Always use soap and water FIRST, only reach for the solvents (Gateway Scuff and Mark remover) as a last resort. Use Gateway Liquid Glass before each rental to provide a protector coating and "kick up" the shine. Use Gateway ShoeFresh, non-aerosol deodorant to keep the shoes smelling fresh. Aerosols and bacteriacides will further breakdown the linings inside the shoe. Clean them immediately upon their return and store them in a way they are not stacked on one another.

 

Fit- Do you use standard fit on all of your styles or are specs on fit set for EACH style?
Brian/Greg Sharp Frederico Leone:"We use Standard USD sizing for all of our shoes."

Ken Marion Barclay shoes: Because men’s shoe style is mostly dictated by toe shape, it is almost impossible to make all styles of shoes fit the same. All Barclay styles are designed to fit generously due to the nature of the rental consumer and with the wholesaler in mind.

Larry Opinski Gateway Shoes: Gateway exclusively uses American standard sizing on
ALL styles. One fit, all the time. It helps companies large and small fit their customers properly and prevents mis-sizes (read-MORE COSTS) due to variance of styles.

Comfort (Selling tool) What can you say about comfort and your shoe lines? Obviously we want durability but listen to customer concerns on comfort ALL the time.

Brian/Greg Sharp Frederico Leone: "Ten years ago Colonial designed a heel-to-toe cushion insole system to increase comfort. It has been very successful. The reality is that in order to make a shoe 'more comfortable' the shoe would need more expensive materials which would increase the cost of the shoe. Also, increased cushioning could affect the sizing of the shoe."
 
Ken Marion Barclay shoes: Last season we introduced the Barclay patent upper Comfort Core “President “ CC001 style and this spring followed up with the calf finish version CC002. With these styles we found that, as times and attitudes change, comfort is becoming more important than style for both the wedding and prom consumer in formal footwear. The buying decision, in our case the rental decision, of this consumer is no different than in a retail situation. The consumer needs a good reason to commit. That is why we are building on that trend with our new Barclay Formal FLX line. Think Lite! And see us at the shows or when your sales rep calls.

Larry Opinski Gateway Shoes: Gateway was the first company to introduce the comfort cushion
insoles which directly impacts the comfort of the wearer. Comfort is also affected by support of the shoe. Generally, the heavier the construction, the more support it offers the wearer and keeps their foot muscles from working as hard. Thus, the customer's foot muscles are more relaxed and that is more comfortable for them.

Cost/Value- Where do you feel is the greatest value is offered in your line?

Brian/Greg Sharp Frederico Leone: "Cosmopolitan and Newport. As we've seen thru our sales, Consumers are willing to pay more for Fashion! While these shoes are a priced higher than a basic shoe, they allow you to up-sale your customer and increase your profits. Shoes offer the greatest ROI in this business. Not purchasing a Fashion shoe for your business is ignoring a HUGE need in the market. We have customers who have brought in these shoes from markets as large as LA, Chicago, NY and Miami, to more traditional markets like Iowa or Arkansas. No matter your location, Fashion sells."

Ken Marion Barclay Shoes: As I stated before, the men”s shoe segment in the rental market is a great return on investment value no matter what style or which vendor you use. At Barclay, we take pride in knowing our customer’s needs, and strive to provide great service on the most innovative, best fitting, and most well made mens footwear styles in the industry.

PS. No way you can go wrong with the After Six “Radio City” or the FLOW “Jet”!!!

Larry Opinski Gateway Shoes: Basics are always a good investment. Styles that are "faster"
tend to go out of fashion quicker and cause the customer to require NEW shoes before the useful life of the product is met. Of course, this means less turns per inventory dollar invested and less profit for the specialists.

We had a few follow up questions that came in concerning rental shoes. Below find the questions and candid answers from our industry experts. We have one other request from a single store operator in the south. He has to purchase a new line of shoes this year and would like other operations large or small to give their opinion on what style was a top performer for them. He feels it is hard sometimes to sort out the recommendations of the salespeople and would like to have your opinion to make a final decision.

Please take a second and let him know your thoughts on performance / durability / cost. Send your thoughts to editor@formaltimes.com.  

Durability- What makes some styles last 50+ turns and the next so much less?

Brian/Greg Sharp Frederico Leone: "Customer Abuse. If all shoes were worn the exact same way by the exact same person then there would be a much better idea of the life of a shoe. It's hard for any rental product to stand up to some of situations it will be put through by a teenager or young adult."

Ken Marion Barclay Shoes: Since all of the shoes in our industry are made from the same (really) upper material, I would guess it’s the style of the shoe. Plainer styles with less detail and stitching may last longer, but rent for less money (or in some cases not at all). Styles with a little more sole extension may help with toe damage, but again this is a style dictate.

Larry Opinski Gateway Shoes: Direct attached soling, Gateway exclusively uses this process to
MELT the soles to the uppers. Also thickness and quality of upper materials. Use of a protector coat before each rental (Gateway Liquid Glass) And care/storage Care of the shoe- Truthfully what do you recommend for the PROPER care of your brand of shoes.
 
Brian/Greg Sharp Frederico Leone: "Do not use a cleaner with Asitone or Alcohol. Use with harsh cleaners like windex or finger nail polish can damage the outer material. We recommend using a solution of water and soap. A product called "Goof Off" cut in half with water also works very well accourding some large retail/wholesale operators."

Ken Marion Barclay Shoes: We recommend that all of our products be treated with a silicone type product BEFORE they are rented for the first time. Armour All, Pledge, or the BEST we have found is Turtle Wax F-21 Super Protectant provides somewhat of a friction barrier so that the shoes scuff less in wearing and are easier to clean. We recommend wiping the shoe down with a damp cloth to remove the heavy dirt. Then use Barclay Shoe Cleaner sparingly on a different cloth to remove the scuff area only. Then retreat with F-21.

Larry Opinski Gateway Shoes: Always use soap and water FIRST, only reach for the solvents (Gateway Scuff and Mark remover) as a last resort. Use Gateway Liquid Glass before each rental to provide a protector coating and "kick up" the shine. Use Gateway ShoeFresh, non-aerosol deodorant to keep the shoes smelling fresh. Aerosols and bacteriacides will further breakdown the linings inside the shoe. Clean them immediately upon their return and store them in a way they are not stacked on one another.

 

Fit- Do you use standard fit on all of your styles or are specs on fit set for EACH style?
Brian/Greg Sharp Frederico Leone:"We use Standard USD sizing for all of our shoes."

Ken Marion Barclay shoes: Because men’s shoe style is mostly dictated by toe shape, it is almost impossible to make all styles of shoes fit the same. All Barclay styles are designed to fit generously due to the nature of the rental consumer and with the wholesaler in mind.

Larry Opinski Gateway Shoes: Gateway exclusively uses American standard sizing on
ALL styles. One fit, all the time. It helps companies large and small fit their customers properly and prevents mis-sizes (read-MORE COSTS) due to variance of styles.

Comfort (Selling tool) What can you say about comfort and your shoe lines? Obviously we want durability but listen to customer concerns on comfort ALL the time.

Brian/Greg Sharp Frederico Leone: "Ten years ago Colonial designed a heel-to-toe cushion insole system to increase comfort. It has been very successful. The reality is that in order to make a shoe 'more comfortable' the shoe would need more expensive materials which would increase the cost of the shoe. Also, increased cushioning could affect the sizing of the shoe."
 
Ken Marion Barclay shoes: Last season we introduced the Barclay patent upper Comfort Core “President “ CC001 style and this spring followed up with the calf finish version CC002. With these styles we found that, as times and attitudes change, comfort is becoming more important than style for both the wedding and prom consumer in formal footwear. The buying decision, in our case the rental decision, of this consumer is no different than in a retail situation. The consumer needs a good reason to commit. That is why we are building on that trend with our new Barclay Formal FLX line. Think Lite! And see us at the shows or when your sales rep calls.

Larry Opinski Gateway Shoes: Gateway was the first company to introduce the comfort cushion
insoles which directly impacts the comfort of the wearer. Comfort is also affected by support of the shoe. Generally, the heavier the construction, the more support it offers the wearer and keeps their foot muscles from working as hard. Thus, the customer's foot muscles are more relaxed and that is more comfortable for them.

Cost/Value- Where do you feel is the greatest value is offered in your line?

Brian/Greg Sharp Frederico Leone: "Cosmopolitan and Newport. As we've seen thru our sales, Consumers are willing to pay more for Fashion! While these shoes are a priced higher than a basic shoe, they allow you to up-sale your customer and increase your profits. Shoes offer the greatest ROI in this business. Not purchasing a Fashion shoe for your business is ignoring a HUGE need in the market. We have customers who have brought in these shoes from markets as large as LA, Chicago, NY and Miami, to more traditional markets like Iowa or Arkansas. No matter your location, Fashion sells."

Ken Marion Barclay Shoes: As I stated before, the men”s shoe segment in the rental market is a great return on investment value no matter what style or which vendor you use. At Barclay, we take pride in knowing our customer’s needs, and strive to provide great service on the most innovative, best fitting, and most well made mens footwear styles in the industry.

PS. No way you can go wrong with the After Six “Radio City” or the FLOW “Jet”!!!

Larry Opinski Gateway Shoes: Basics are always a good investment. Styles that are "faster"
tend to go out of fashion quicker and cause the customer to require NEW shoes before the useful life of the product is met. Of course, this means less turns per inventory dollar invested and less profit for the specialists.

The upcoming Expo offers your greatest chance to gain knowledge of what other operators are doing around the country to compete in tough markets. The idea sharing is simply priceless. Equipment advice, style successes, tips and trade secrets all get passed from one company to another in a gathering of like minds such as this. Even the renewed enthusiasm for what you do for a living is a priceless souvenir to take back home to your business.

Every source for marketing and business advancement tells you to learn from your competitors and others in your field. Are you aware as you need to be? What does your market need that a fellow store owner across the country has working for them? If a business is going to remain strong, they need to not only know what they can do to compete they need to know what they can do better than their competition. These gatherings provide you with the opportunities to go home and study the market in your own town.

Take a little time to evaluate the competitions strengths and weakness to know where you can improve starting by asking yourself a few questions:

Why is this even important? It is important to seek information about your competitors and use it in making your business decisions. Knowing what others are doing helps you to evaluate your own performance. What are you doing that tops everyone out there? What are they doing you could also do, and do better? Many times an approach they choose to market themselves can be used in the opposite to your advantage. If they are emphasizing price for instance what can you offer in service or selection etc?Do we get stale or complacent in approaching what are (almost always) a new group of potential brides and grooms? It worked before it will work again mentality?

What do they offer? How do their products and services compare to yours? Are there different features you could incorporate into your own? Most brides and grooms are not just buying into the tuxedo or service aspect alone, they are entering into a trust relationship with your business. What will you promise? What will you deliver? Do you carry stock in your store to try on? Do you offer wedding invitations to draw couples sooner? Can you offer simple services like hotel pickup? When you understand what is and IS NOT being offered elsewhere you know what to focus your promotions on.

What is their pricing policy? We all know most wedding couples will usually consider your price in relation to the competition, yet less is not always more! Making them aware you work to remain price competitive while offering service that surpasses all others increases the value of your product. In raising the bar we all win!

How are they promoting themselves? This merits a much deeper discussion, and is one of the most pivotal reasons to understand what works for others.

What kind of organization are they? The way in which your competition organizes their operations can provide valuable information that you can turn to your own advantage. How does their company differ from yours? How have they set themselves up to meet customer needs? Are there new ways or better ideas you could employ yourself? How do their stores compare to yours? What would a bride and grooms first impression be upon walking into their store? What about yours? Take a look around!

What are their strengths and weaknesses? You have potentially collected a lot of information about your competitors. Making a list of strengths and weaknesses is a good way to summarize this information in a meaningful useable form. What are they best at and how does this compare with you? In answering this question, focus on how they meet customer needs and in particular benefits which they deliver in doing so. You should be alert to any areas where they are out performing you. Now, what are they less good at and how does this compare with you? Focus on where they are falling down in meeting customer needs, providing you with an opportunity to excel. Most times this would be service. What does your size operation have the ability to do others may not? 

Knowledge is power! It is how this knowledge is used that is the key issue here. What is working in another part of the country could be something you have not known in the past would work in your area. Many businesses across the country are finding ways to compete and pull ahead. What can you bring with you to share?

The upcoming Expo offers your greatest chance to gain knowledge of what other operators are doing around the country to compete in tough markets. The idea sharing is simply priceless. Equipment advice, style successes, tips and trade secrets all get passed from one company to another in a gathering of like minds such as this. Even the renewed enthusiasm for what you do for a living is a priceless souvenir to take back home to your business.

Every source for marketing and business advancement tells you to learn from your competitors and others in your field. Are you aware as you need to be? What does your market need that a fellow store owner across the country has working for them? If a business is going to remain strong, they need to not only know what they can do to compete they need to know what they can do better than their competition. These gatherings provide you with the opportunities to go home and study the market in your own town.

Take a little time to evaluate the competitions strengths and weakness to know where you can improve starting by asking yourself a few questions:

Why is this even important? It is important to seek information about your competitors and use it in making your business decisions. Knowing what others are doing helps you to evaluate your own performance. What are you doing that tops everyone out there? What are they doing you could also do, and do better? Many times an approach they choose to market themselves can be used in the opposite to your advantage. If they are emphasizing price for instance what can you offer in service or selection etc?Do we get stale or complacent in approaching what are (almost always) a new group of potential brides and grooms? It worked before it will work again mentality?

What do they offer? How do their products and services compare to yours? Are there different features you could incorporate into your own? Most brides and grooms are not just buying into the tuxedo or service aspect alone, they are entering into a trust relationship with your business. What will you promise? What will you deliver? Do you carry stock in your store to try on? Do you offer wedding invitations to draw couples sooner? Can you offer simple services like hotel pickup? When you understand what is and IS NOT being offered elsewhere you know what to focus your promotions on.

What is their pricing policy? We all know most wedding couples will usually consider your price in relation to the competition, yet less is not always more! Making them aware you work to remain price competitive while offering service that surpasses all others increases the value of your product. In raising the bar we all win!

How are they promoting themselves? This merits a much deeper discussion, and is one of the most pivotal reasons to understand what works for others.

What kind of organization are they? The way in which your competition organizes their operations can provide valuable information that you can turn to your own advantage. How does their company differ from yours? How have they set themselves up to meet customer needs? Are there new ways or better ideas you could employ yourself? How do their stores compare to yours? What would a bride and grooms first impression be upon walking into their store? What about yours? Take a look around!

What are their strengths and weaknesses? You have potentially collected a lot of information about your competitors. Making a list of strengths and weaknesses is a good way to summarize this information in a meaningful useable form. What are they best at and how does this compare with you? In answering this question, focus on how they meet customer needs and in particular benefits which they deliver in doing so. You should be alert to any areas where they are out performing you. Now, what are they less good at and how does this compare with you? Focus on where they are falling down in meeting customer needs, providing you with an opportunity to excel. Most times this would be service. What does your size operation have the ability to do others may not? 

Knowledge is power! It is how this knowledge is used that is the key issue here. What is working in another part of the country could be something you have not known in the past would work in your area. Many businesses across the country are finding ways to compete and pull ahead. What can you bring with you to share?

Wants and offerings is a service to our membership that gives all specialist members the ability to buy or sell merchandise from other members. Send your list of wants or offers to sell to editor@formaltimes.com. 

Rossini Formalwear is looking to buy a new (or used like new) Ivory Mirage in 41 or 42 Reg or Short with matching pants in 34 waist. FWI doesn't have any in stock and we have a groom looking to buy for his upcoming wedding. Please call Joe or Melissa at 209-529-6860 if you are able to help. Thank you

Wanted to Buy:
Rose Tuxedo Phoenix AZ is looking for an older version computer program, I think it was the Easy something by Jack, I want to use his new one and pay him but not all my locations are online full time so it may defeat the purpose but I would still like to get on a computer program for my inventory. Thanks

Also wanted to buy any Burgundy fusion vest in fullback or any Oasis vest. Please contact Angelo 602 299-1743 or asbrocca4@aol.com.

LOOKING TO BUY NEW DINERO SHOES BLK, WHT, IVY,ALSO HAVE A FEW EXTRA NEW WHT BOYS DINERO WILLING TO TRADE OR SELL CALL SAL 504-340-4544 J&L FORMAL

Offered For Sale:
SELLING-FEZZA 2-B PEAKS(150 COATS), 3-B NOTCHS ASSORTED MANU.(100 COATS), 5-B VERDI MANDARINS(48 COATS), WHITE VERDIS(26 COATS), 4-B NOTCH COATS(30 COATS), PEAK FULL DRESS(30 COATS) BEST OFFER!

Ira Coleman
Coleman's Tuxedos & Menswear
973-232-6026
iratux@aol.com
www.colemanstuxedos.com  

Offered For Sale:
Heat Seal Machine for barcodes.
Best offer. Contact: Dorothy - jerrystuxshop@cox.net.

Thank you,
Dorothy Walker
Jerry's Tux Shop
Las Vegas, NV

Wanted to buy:
I am looking to purchase Jean Ives Tango Charcoal full back vests in all sizes. Please contact Janet at
abdtuxedo2@aol.com if offering at a good price.
Thanks and Happy Season to all!

Janet Klein

369 Bird Rock Ave.
La Jolla, Ca 92037
(858) 551-6044
Fax (858) 551-7542
www.abdtuxedo.com 

Offered For Sale:

Trish’s Formal Affair - A Large number of hanging vest and tie boards for displaying fullback vests and smaller ones for bow ties.

Oscar de la Renta "Contour One" (2 Button) Coats All in Very Good Condition $25 a Coat or $20 each to take all!

$15 backless vest with bow tie (if avail) $10 each set to take all! All Backless-Various Colors.
Or make an offer!
"Freedom"
"Citi Lites"
"Versailles"
"Sunsets
A Member called and inquired about these vests during prom
and the information to call them back was misplaced! Please feel free to call again!

Wanted to Buy:
Fill in After Six Coats
Black Roma II
Black Prado 3 button

Call for complete scales on items for sale and further information on all:
985-543-0043 Ask for Trish.
Trishstux@gmail.com  

Trish Costanza
Trish's Formal Affair
1105 West Morris Ave.
Hammond, La. 70403
985-543-0043
www.trishsformalaffair.com

Offered For Sale:
Heat Seal Machine for barcodes.
Best offer. Contact: Dorothy - jerrystuxshop@cox.net.

Thank you,
Dorothy Walker
Jerry's Tux Shop
Las Vegas, NV 

Offered for Sale by Randall’s Formalwear and Cleaners

COATS
QUANTITY
71	BLACK AVALON
24	NAVY BUSINESS SUITS / WITH PANTS
21	BLUE MONACCO
30	MINT GREEN MONACCO
VESTS
QUANTIITY	ITEM	BOW	WINDSOR	CRAVAT
200	3 BUTTON ADJ BLACK
106	3 BUTTON ADJ WHITE
73	3 BUTTON ADJ IVORY
75	WHITE DIMENSIONS SHAWL ADJ	X
79	BLACK DIMENSIONS SHAWL ADJ	X
48	IVORY DIMENSIONS SHAWL ADJ	X
60	NAVY DIMENSIONS SHAWL ADJ	X
43	HUNTER CONCORD ADJ	X
31	IVORY CONCORD ADJ	X
26	PURPLE CONCORD ADJ	X
45	ROYAL CONCORD ADJ	X
14	WHITE CONCORD ADJ	X
44	SILVER CLOVER ADJ	X
35	BLACK CELEBRITY PAISLEY FULLBACK	X		X
36	HEATHER CELEBRITY PAISLEY FULL BACK	X		X
33	PLUM CELEBRITY PAISLEY FULLBACK	X		X
61	SILVER CELEBRITY PAISLEY FULLBACK	X		X
27	BAMBOO INTERNATIONAL PAISLEY ADJ	X
26	WHITE INTERNATIONAL PAISLEY ADJ	X
27	WINE INTERNATIONA PAISLEY ADJ	X
26	RED INTERNATIONA PAISLEY ADJ	X
21	BLACK INTERNATIONAL PAISLEY ADJ	X
22	HUNTER INTERNATIONAL PAISLEY ADJ	X
48	BURGUNDY INTRIGUE FULLBACK	X
48	HUNTER INTRIGUE FULLBACK	X
33	LILAC INTRIGUE FULLBACK	X
31	MINT INTRIGUE FULLBACK	X
74	PLATINUM INTRIGUE FULLBACK	X
37	ROYAL INTRIGUE FULLBACK	X
28	WHITE INTRIGUE FULLBACK	X
35	SANTANA GOLD LAVA  ADJ	X
29	SANTANA PURPLE LAVA ADJ	X
29	FRENCH BLUE MATRIX FULLBACK	X
36	HUNTER MATRIX FULLBACK	X
35	RED MATRIX FULLBACK	X
66	SILVER MATRIX FULLBACK	X
44	WHITE MATRIX FULLBACK	X
35	WINE MATRIX FULLBACK	X
42	BURGUNDY RAINBOW ADJ	X	X
31	COPEN BLUE RAINBOW ADJ	X	X
45	BLACK RAINBOW ADJ	X	X
17	GOLD RAINBOW ADJ	X	X
34	GREEN RAINBOW ADJ	X	X
33	NAVY RAINBOW ADJ	X	X
53	SILVER RAINBOW ADJ	X	X
43	SILVER SQUIRE ADJ	X
37	NAVY TRISTAN FULLBACK	X
37	WHITE TRISTAN FULLBACK	X
32	BLACK TWLIGHT ADJ	X
21	CHOCOLATE TWLIGHT ADJ	X
34	EGGPLANT TWLIGHT ADJ	X
30	NAVY TWLIGHT ADJ	X
60	BLACK VERSAILLES FULLBACK	X	X
32	HEATHER VERSAILLES FULLBACK	X	X
31	IVORY VERSAILLES FULLBACK	X	X
35	PERIWINKLE VERSAILLES FULLBACK	X	X
23	SAGE VERSAILLES FULLBACK	X	X
43	WHITE VERSAILLES FULLBACK	X	X

Lee Rubin
President
Randall's Formalwear and Cleaners
3119 Masonic Drive
Alexandria, Louisiana 71301
318-445-7614
lee@randallsformalwear.net

Wants and offerings is a service to our membership that gives all specialist members the ability to buy or sell merchandise from other members. Send your list of wants or offers to sell to editor@formaltimes.com. 

Rossini Formalwear is looking to buy a new (or used like new) Ivory Mirage in 41 or 42 Reg or Short with matching pants in 34 waist. FWI doesn't have any in stock and we have a groom looking to buy for his upcoming wedding. Please call Joe or Melissa at 209-529-6860 if you are able to help. Thank you

Wanted to Buy:
Rose Tuxedo Phoenix AZ is looking for an older version computer program, I think it was the Easy something by Jack, I want to use his new one and pay him but not all my locations are online full time so it may defeat the purpose but I would still like to get on a computer program for my inventory. Thanks

Also wanted to buy any Burgundy fusion vest in fullback or any Oasis vest. Please contact Angelo 602 299-1743 or asbrocca4@aol.com.

LOOKING TO BUY NEW DINERO SHOES BLK, WHT, IVY,ALSO HAVE A FEW EXTRA NEW WHT BOYS DINERO WILLING TO TRADE OR SELL CALL SAL 504-340-4544 J&L FORMAL

Offered For Sale:
SELLING-FEZZA 2-B PEAKS(150 COATS), 3-B NOTCHS ASSORTED MANU.(100 COATS), 5-B VERDI MANDARINS(48 COATS), WHITE VERDIS(26 COATS), 4-B NOTCH COATS(30 COATS), PEAK FULL DRESS(30 COATS) BEST OFFER!

Ira Coleman
Coleman's Tuxedos & Menswear
973-232-6026
iratux@aol.com
www.colemanstuxedos.com  

Offered For Sale:
Heat Seal Machine for barcodes.
Best offer. Contact: Dorothy - jerrystuxshop@cox.net.

Thank you,
Dorothy Walker
Jerry's Tux Shop
Las Vegas, NV

Wanted to buy:
I am looking to purchase Jean Ives Tango Charcoal full back vests in all sizes. Please contact Janet at
abdtuxedo2@aol.com if offering at a good price.
Thanks and Happy Season to all!

Janet Klein

369 Bird Rock Ave.
La Jolla, Ca 92037
(858) 551-6044
Fax (858) 551-7542
www.abdtuxedo.com 

Offered For Sale:

Trish’s Formal Affair - A Large number of hanging vest and tie boards for displaying fullback vests and smaller ones for bow ties.

Oscar de la Renta "Contour One" (2 Button) Coats All in Very Good Condition $25 a Coat or $20 each to take all!

$15 backless vest with bow tie (if avail) $10 each set to take all! All Backless-Various Colors.
Or make an offer!
"Freedom"
"Citi Lites"
"Versailles"
"Sunsets
A Member called and inquired about these vests during prom
and the information to call them back was misplaced! Please feel free to call again!

Wanted to Buy:
Fill in After Six Coats
Black Roma II
Black Prado 3 button

Call for complete scales on items for sale and further information on all:
985-543-0043 Ask for Trish.
Trishstux@gmail.com  

Trish Costanza
Trish's Formal Affair
1105 West Morris Ave.
Hammond, La. 70403
985-543-0043
www.trishsformalaffair.com

Offered For Sale:
Heat Seal Machine for barcodes.
Best offer. Contact: Dorothy - jerrystuxshop@cox.net.

Thank you,
Dorothy Walker
Jerry's Tux Shop
Las Vegas, NV 

Offered for Sale by Randall’s Formalwear and Cleaners

COATS
QUANTITY
71	BLACK AVALON
24	NAVY BUSINESS SUITS / WITH PANTS
21	BLUE MONACCO
30	MINT GREEN MONACCO
VESTS
QUANTIITY	ITEM	BOW	WINDSOR	CRAVAT
200	3 BUTTON ADJ BLACK
106	3 BUTTON ADJ WHITE
73	3 BUTTON ADJ IVORY
75	WHITE DIMENSIONS SHAWL ADJ	X
79	BLACK DIMENSIONS SHAWL ADJ	X
48	IVORY DIMENSIONS SHAWL ADJ	X
60	NAVY DIMENSIONS SHAWL ADJ	X
43	HUNTER CONCORD ADJ	X
31	IVORY CONCORD ADJ	X
26	PURPLE CONCORD ADJ	X
45	ROYAL CONCORD ADJ	X
14	WHITE CONCORD ADJ	X
44	SILVER CLOVER ADJ	X
35	BLACK CELEBRITY PAISLEY FULLBACK	X		X
36	HEATHER CELEBRITY PAISLEY FULL BACK	X		X
33	PLUM CELEBRITY PAISLEY FULLBACK	X		X
61	SILVER CELEBRITY PAISLEY FULLBACK	X		X
27	BAMBOO INTERNATIONAL PAISLEY ADJ	X
26	WHITE INTERNATIONAL PAISLEY ADJ	X
27	WINE INTERNATIONA PAISLEY ADJ	X
26	RED INTERNATIONA PAISLEY ADJ	X
21	BLACK INTERNATIONAL PAISLEY ADJ	X
22	HUNTER INTERNATIONAL PAISLEY ADJ	X
48	BURGUNDY INTRIGUE FULLBACK	X
48	HUNTER INTRIGUE FULLBACK	X
33	LILAC INTRIGUE FULLBACK	X
31	MINT INTRIGUE FULLBACK	X
74	PLATINUM INTRIGUE FULLBACK	X
37	ROYAL INTRIGUE FULLBACK	X
28	WHITE INTRIGUE FULLBACK	X
35	SANTANA GOLD LAVA  ADJ	X
29	SANTANA PURPLE LAVA ADJ	X
29	FRENCH BLUE MATRIX FULLBACK	X
36	HUNTER MATRIX FULLBACK	X
35	RED MATRIX FULLBACK	X
66	SILVER MATRIX FULLBACK	X
44	WHITE MATRIX FULLBACK	X
35	WINE MATRIX FULLBACK	X
42	BURGUNDY RAINBOW ADJ	X	X
31	COPEN BLUE RAINBOW ADJ	X	X
45	BLACK RAINBOW ADJ	X	X
17	GOLD RAINBOW ADJ	X	X
34	GREEN RAINBOW ADJ	X	X
33	NAVY RAINBOW ADJ	X	X
53	SILVER RAINBOW ADJ	X	X
43	SILVER SQUIRE ADJ	X
37	NAVY TRISTAN FULLBACK	X
37	WHITE TRISTAN FULLBACK	X
32	BLACK TWLIGHT ADJ	X
21	CHOCOLATE TWLIGHT ADJ	X
34	EGGPLANT TWLIGHT ADJ	X
30	NAVY TWLIGHT ADJ	X
60	BLACK VERSAILLES FULLBACK	X	X
32	HEATHER VERSAILLES FULLBACK	X	X
31	IVORY VERSAILLES FULLBACK	X	X
35	PERIWINKLE VERSAILLES FULLBACK	X	X
23	SAGE VERSAILLES FULLBACK	X	X
43	WHITE VERSAILLES FULLBACK	X	X

Lee Rubin
President
Randall's Formalwear and Cleaners
3119 Masonic Drive
Alexandria, Louisiana 71301
318-445-7614
lee@randallsformalwear.net

Pick up your phone and call them…. tomorrow may not be available

“It's never too late to be what you might have been.” ~George Eliot~

Pick up your phone and call them…. tomorrow may not be available

“It's never too late to be what you might have been.” ~George Eliot~

The opinions expressed by the authors do not reflect necessarily of the Association of  International Formalwear, its officials, directors or personnel. Each author is the unique person in charge of her or his content.

The opinions expressed by the authors do not reflect necessarily of the Association of  International Formalwear, its officials, directors or personnel. Each author is the unique person in charge of her or his content.