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Baby Bath
by Paulette Zazzara, President of PRIMO

Giving the first bath frightens even the most confident new parent! A tiny wiggly baby and a tub full of water seem like an unlikely combination, but they can provide some of the most pleasant and memorable experiences! Bath time can be fun for the entire family with the features included in baby baths today!

Determining which type of baby bath is best for your customer requires listening and asking the appropriate questions. Ask your customers if they plan to bathe their baby in the kitchen sink, on a countertop, or in an adult bath. How much space do they have for bathing? Is storage space for the bath an issue? Will there be a dedicated space to bathe the baby. Do they prefer certain coordinated colors? For how many months do they intend to use the baby bath (for 6 months, 12 months, 24 months)? Does the adult caregiver have back or knee problems that would prohibit her from bathing the child in certain positions? Once you understand their baby bathing requirements, you can help them make the best choice.

Baby baths can be used from 0-24 months of age. The size of the baby bath will determine the useful age range of the bath as well as where it can be used.

Infant Baths
Infant baths are small and designed to be used in a kitchen sink, limiting the useful life of the bath to about 4-8 months, depending upon the size of the baby. These smaller infant baths can be plastic seats, plastic baths, foam cushions, cloth covered plastic resin filled cushions, a mesh "sling", or a mesh cloth stretched over a wire frame. Some can be used in conjunction with other baby bath designs as well as the adult bath tub. The advantages of the infant bath are that they are small, lightweight and well suited to the size of an infant (0-6 months of age). Some are designed to follow the contours of the infant, giving added support and preventing the baby from sliding under the water. The plastic models all have suction cups to hold the bath in place. A bath given in the sink is easier on the back of the caregiver who doesn't have to bend over as much. It is easy to travel with the infant bath and find storage for it. The real disadvantage of the infant bath is that it can be used for a very limited time because of its size. The foam pads and mesh and cloth covered cushions also tend to attract mildew and germs, making them difficult to clean.

Toddler Baths
Toddler-size baby baths are larger and are designed for use by older babies up to the age of about 24 months inside an adult bathtub, on a countertop, or on the floor. Most of the toddler baths are made of polypropylene plastic, which is non-toxic, relatively lightweight, strong, and easy to clean with soap and water. Some are made of inflatable vinyl, similar to inflatable pool rafts, which are easy to store and travel with. Many designer colors and patterns are available.

Several enhanced features available on the toddler baths include safety posts between the legs to prevent the toddler from sliding under the water, a spray nozzle to help rinse the child's body and hair, drain plugs that change color when the water temperature is not safe, mobiles and built-in toys to entertain the child, head/neck supports, built-in soap dishes and deep built-in compartments for shampoo and plastic containers. While some also have built-in pads, it may be difficult to keep the pads germ free and mildew free.

Bath Stands
Metal stands are available for several of the toddler baths, but the stand must be designed exactly to the specific baby bath measurements in order to be safe! Make sure that the stand also has "non-skid" bumpers on the legs. To prevent the bath from tipping over when using a stand, most stands should not be used for children over the age of 12 months, for toddlers that are very active in the bath, and/or for children over 20 pounds. Metal stands help prevent back strain on the bath giver. Always follow the manufacturer's recommended guidelines when using a bath stand.

Transitional Baby Baths
The newest baby baths today transition from an infant bath to a toddler bath providing a longer useful life of the bath. Some have removable infant bath attachments while others have a built-in infant bath. Some also have built-in safety posts or rings to increase the safety of the toddler. The advantage is a longer useful life and the cost effectiveness of the bath. The only disadvantage may be size in terms of storage.

Bathinettes
Some small baby baths are incorporated into a changing table or "bathinette", which is typical of the European influence. While a bathinette offers extra storage space and easy accessibility for bathing items and clothing, it does require a larger dedicated space for bathing. It must also be located near water faucets and drains.The bathinettes are the most expensive choice.

Baby baths range in price from under $5.00 for a very simple "no frills" bath to more than $100.00 for a bathinette that is incorporated into a changing table. Most baby baths retail for $15-25.00.

Remember to always stress safe-baby bathing techniques whenever talking to anyone purchasing a baby bath! Never leave a child unattended for even a moment while near or in water! A child can drown in even two inches of water! Advise parents to get everything needed for the bath together and within arm's reach before preparing the bath water, to check the water temperature to make sure it is not too hot or cold, and to have fun bathing baby!

Infant Activity Seat
by Paula Willis Mueller, Vice President of J. Mason/MTS Products

Bouncer seats, rockers, and infant activity seats all perform essentially the same function and are invaluable for busy parents. Most new parents truly appreciate the hands-free convenience of this category of product because it allows them to keep their child nearby while they shower, cook or perform any one of dozens of daily tasks. Most, but not all, infant seats are bouncers. Others feature a rocking motion in place of the bouncing action. For that reason, I prefer to think of these seats as "infant activity seats" rather than bouncers. These must-have products are available from a number of manufacturers with a typical retail range from $20-$60 depending on the features. These seats are designed for newborns and babies up to six to nine months depending upon the manufacturer and the design. A few of these seats are convertible for toddler use as well.

Safety and stability are two of the most important components in a good infant seat: the seat should feature a wide stable base and should feel secure. Also, it is very important that the design of any seat include an adjustable waist and crotch (3-point) restraint system to keep baby securely inside the seat. The fabric seat should be removable for cleaning or should feature a surface that allows for easy spot cleaning.

The breadth of offerings available in the bouncer and infant activity seat category has changed significantly over the past few years. Initially, most bouncers were manufactured of heavy steel wire, which permitted the frame some flexibility - hence the bouncing action. A few of the more expensive bouncers or rocker bouncers of the time were manufactured of steel tubing.

Nearly all of the infant seats today feature sunshade canopies. Most also offer a removable toy bar of some fashion. Some bouncers also act as rockers and feature built-in stops to hold the seat in a stationary position. Many parents favor these seats because they double as a feeding seats or portable high chairs. One of the most popular features available on infant seats today is the addition of an integrated motion or vibration device, which gently soothes baby to sleep.

When selecting an infant activity seat or bouncer the buyer should carefully check to be certain that there are not sharp edges on the seat or on any of the plastic parts. Also be sure that there are no small parts that a baby might put into his mouth. There should also be no cords, strings, or ribbons that are longer than seven (7) inches in length as those items pose a strangulation hazard.

Parents have responsibilities about the safe use of baby products, too. Most importantly baby should NEVER be left unattended while in an infant seat, and the seat should never be set on a high or unstable surface. In addition, common sense dictates that the seat should never be placed near a fireplace, stove, or in the path of a hinged door. It may seem like it goes without saying, but in this world of convertible products, many consumers are confused. Remind parents who purchase infant activity seats or bouncers that the seat should NEVER, EVER be used as a substitute for a car seat.

Many of the easy-to-assemble wire frame seats also disassemble very easily for storage. For that reason, they also can come apart if the seat is picked up or moved while baby is inside. A parent should NEVER move a baby-occupied infant seat (especially a wire frame bouncer seat) while the child is inside unless the directions for that product specifically describe that the product is safely designed to accommodate that action.

Some companies offer bouncer seats that double as travel bassinets. Others manufacture rockers designed to convert and grow along with the child so that the rocker seat can be used initially as an infant seat and then altered for use as a toddler seat.

If possible, an actual unit set up in the store will dramatically assist in your sales effort. Remember to have all accessories properly attached and be sure that the bedding is fresh and clean. Over the course of the life of the sample display, periodically check to make sure the sample looks clean and attractive. A dirty or damaged floor sample may actually do more harm than good and may actually negatively impact your sales effort.

The bottom line, however, is that parents love the convenience of infant activity seats and bouncers and will look for them in your store.

Portable Playard
by Adam Biehl, Product Manager at Century Products Division, Graco

Whether they call it a playpen, playard, travel yard or portable playard, the vast majority of new parents will tell you that they currently own or plan to purchase one. Not surprisingly, this is one of the largest product categories represented by the Juvenile Products Manufacturing Association (JPMA).

To those not selling or shopping for baby products, this purchase decision would seem to be pretty cut and dry. Those who are familiar with the category, however, realize that the multitude of options and brands available can be confusing to a new parent. By communicating product differences and carrying the latest that manufacturers have to offer, you will allow your customers to make solid purchase decisions.

Understanding Differences
Innovations by major manufacturers have brought about a fresh focus on portable playards. In the past, retailers relied upon fashion and size to differentiate their sales floor. Today, a myriad of features are available that allow retailers to offer an array of products that will hit differing price points. Some of these features include bassinets, changing tables, storage options and even canopies.

Playards can be divided into two major product categories. The more traditional or full-size playard is the type that many will refer to as a "playpen"-often square in shape, with sides that pivot down to the center for storage. This category is slowly shrinking as more new parents are attracted to the multi-featured, more flexible travel yards, or portable playards. Most portable playards sold today are a standard rectangular size (usually 28" x 40"), with a center floor fold mechanism and top rails that unlock to allow the entire unit to fold compactly and be stored within its own padded floorboard. Some variations on the standard size portable playard include oversized models or those of different shapes, such as square, triangular, round or oval. Portable playards are typically manufactured with round steel tubing, plastic corners and feet, and padded polyester or nylon fabrics.

Meeting Customers' Needs
Parents find that today's portable playards offer some distinct advantages over the older styles. One primary advantage is recognized in the compact fold and ease of transport. Today's compact folds and models with wheels allow greater flexibility in where the product can be used and enjoyed. Not only can these portable playards be used in or outside the home, they are now easily taken to grandma's house, to the babysitter's, and on vacations. This increased flexibility has allowed industry sales to continue growing, as more parents recognize the need to purchase one (or more!).

From a new parent's perspective, the addition of bassinet and changing table features to portable playards makes perfect sense. The product is more accommodating to an infant, and is useful for more stages of a young child's life. For example, the bassinet features allow parents to keep the baby close by in the bedroom during the early months. When the child outgrows the bassinet and changer, the product can be used as a play area elsewhere, in or outside the home.

As retailers have learned with 4-in-1 car seat/stroller products, extended-use product designs prove to be quite successful in many juvenile product categories, offering parents increased value and providing retailers with a higher dollar transaction. Some popular variation of the playard with bassinet concept include removable changing tables, bassinets that can be used separately from the playard, and various sized bassinets. Some even offer removable canopies that provide coverage for the child inside the portable playard as well as other soft goods treatments and colorations that soften the product appearance.

Safety When choosing a portable playard, retailers and parents alike should make sure the product carries the JPMA certification logo. JPMA voluntary standards developed in conjunction with the American Society for Testing and Materials (ASTM) specify requirements to which playard manufacturers may adhere. Industry members, consumer groups, and staff from the U.S. Consumer Product Safety Commission (CPSC) are all involved in developing these standards.

Requirements for Playards (ASTM F406) include general requirements for small parts and sharp edges, height of sides, rail and floor strength, maximum size of holes and mesh openings, and required labels and warning statements. Portable playards can also be certified to pass a Non-Full Size Crib set of requirements (ASTM F1822). These requirements were developed and adopted by JPMA to address some of the more common consumer practices. In general, here are basic suggestions for parents provided by JPMA in reference to portable playards:

. Playards are intended for a child who is unable to climb out of the playard and is less than 35 in. (864 mm) tall and weighs less that 30 lbs. (13.6 kg).
. The playard, including side rails, should be fully erected prior to use.
. Do not add padding or other objects inside the playard that will permit your child to climb out.
. Never leave a baby in a mesh playard if its drop side is in the down position. The baby could roll into the space between the pad and loose mesh causing suffocation.
. No playards should have mesh holes larger than 1/4".
. Check vinyl or fabric-covered rails frequently for holes and tears.
. Don't tie items across the top of the playard; they can entangle baby and cause strangulation.
. Never leave baby unattended in a playard.

Working with Customers
With a multitude of types, sizes and features available, retailers are able to offer many portable playard options to their customers. Some points to remember on the sales floor:

. Explain to your customer how features such as bassinets, changers and canopies add value to portable playards. These and other features can be used as points of differentiation within your selection.
. Take advantage of manufacturers' hang tags and product packaging. They will communicate new features you may overlook.
. Practice and demonstrate how to fold the portable playard for storage and travel. If your model has wheels, demonstrate how they aid in transporting the unit. It is often helpful to have some floor samples available in their original packaging to demonstrate their compact fold and to allow for a quicker trip to the register!
. Encourage customers to include portable playards on their baby registry. Suggest that some parents may want to purchase a second product for the babysitter or grandma's house.
. Do not display your portable playards combined with accessories not recommended by the manufacturer. This especially includes blankets and other types of supplemental padding.
. Refer to your manufacturer's instruction manual for proper assembly and usage of the portable playard.

Continue to work with your manufacturers' sales representatives to keep abreast of new product developments and trends in the industry. In addition to offering a good selection of merchandise, the ability to offer insightful and accurate product advice will go a long way in developing strong relationships with your customers. You will not only find a positive net effect on your portable playard business, but on your business as a whole.