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What goes into making a good...Bunk Bed Bunk beds have been solving space problems for a long time and are more in demand today than ever before. Their increased popularity is a result of a large population of children per family and the consequent need for more living space. The obvious benefit of the bunk bed is that it offers a family the option of putting two children into one room. Today, manufacturers have risen to the challenge by creating variations of the bunk, such as L-shaped beds that incorporate two beds, dressers and/or desk into one unit. Another option is a twin over a full bunk, which is perfect to use for visiting adults. Most manufacturers have added the option of either a drawer unit, which adds extra dresser space, or a trundle for a third sleeping area. Trundles are often designed to do double duty as either a storage drawer or a bed. Some manufacturers have added enclosures to tap into the children's imagination such as changing the bunk into a fort or playhouse. Most bunk beds also convert into twin beds. Whether the need is for extra space or to have room for a sleep-over, the bunk bed is the solution. As the bunk bed has evolved, so has the attention to safety. The American Furniture Manufacturers Association and the U.S. Consumer Product Safety Commission joined forces to establish voluntary safety guidelines. These guidelines have been established to ensure that beds are manufactured to withstand the use of children safely. In January, 1979, the first guidelines were established and have been revised several times since. In October, 1992, the ASTM (independent standards and testing organization) published the Standard Consumer Safety Specification for Bunk Beds, ASTM F1427-92. Ongoing revisions continue to improve the standard. When purchasing a bunk bed, ask if the manufacturer is compliant with these guidelines. One way to be sure is to check to see if the bed carries a warning label. The label states the following: The latest standard was published in September, 1996. It addresses specifications on the lower bed and warning labels on cartons with the manufacturer's name and address. You may request the latest standards by contacting ASTM at 610-832-9500. Request the Bunk Bed Standard ASTM F1427-96. In displaying bunk beds choose a comforter with a capped corner, which allows for the top bunk to be easily made. Also, with active sleeping children the capped corner comforter is less likely to be kicked off than a conventional comforter. Another feature to showcase on taller bunk beds is the extra space designed for an adult, allowing them to sit up on the lower bed. This is a nice feature that encourages adults to use the bed, perhaps when reading to their child. Add signage to inform the customers of their options in bunks, highlighting whether they break down into matching twins, convert to L-shape beds and provide under-bed storage options, for example. Providing this information to your customers will ensure your success in selling bunk beds. Work with your reps and manufacturers to keep up with the latest changes and trends. Child Safety Gate The beauty of today's homes lies in their diversity. Some have huge great rooms, sweeping staircases, oversized openings, patio doors, etc. Gone are "standard" doorways, which today can mean anything from 30", 32", 34", or 36". This explains why so many different child safety gates are on the market and why over 3.5 million units are sold, making gates and enclosures one of the top ten baby product categories. In comparison, more than twice as many safety gates are sold annually than baby monitors. For baby specialty retailers this is a very important category and should be thoroughly understood in order to maximize sales. Recommending the right gate for installation the first time around is important to eliminate unnecessary returns for both consumer and retailer. Questions such as: Where will the gate be installed? (at the top of the stairs, in a doorway); How wide is the opening? (an exact measurement since there is no standard); To what surface will the gate be mounted? (wood door frame, hollow wall, wrought iron, brick, wood) can help you determine which is the best gate for an individual's needs. Gates generally fall into two categories: pressure or hardware mounted. The installation decision should be determined by where and how the gate is being used. Safety gates (safety gate continued from page 10) can be wood, metal, plastic or mesh ranging from 22" to 33" high and be as long as 13'. Most experts agree that accordion style expansion gates with the crisscross diamond shapes should be avoided since they can ensnare clothing, pacifier strings, etc. Unless the safety specifications at time of manufacture can be determined to show they pass the minimum safety standards, consumers should avoid hand me downs and garage sale purchases. A pet gate does not necessarily pass child safety standards. Pressure Mounted Hardware Mounted Safety In the USA, there are no mandatory federal child safety gate standards beyond those for toxicity of materials, small parts and sharp edges or points. Voluntary standards have been developed by the American Society for Testing and Materials (ASTM) in cooperation with the Juvenile Products Manufacturers Association (JPMA). Recently, Intertek Testing Services was appointed to administer and perform ASTM F1004 testing for Expansion Gates and Expandable Enclosures. The majority of these voluntary standards concentrate on size of openings, height, vertical strength, bottom spacing, configuration of the uppermost edge and plenty of label warnings. Europe has more stringent requirements than the U.S. regarding slat spacing, gate height, toe or finger holds, top edge protrusions, etc., that restrict the sale of most U.S. manufactured gates. The current ASTM 1004-98 does not require any level of horizontal resistance to simulate the amount of force a small child could exert by pushing and pulling on the gate. Efforts are under way to address some of these shortcomings in the ASTM standard. Training Marketing Ideas In the baby business, competition is keen and points of differentiation need to be pointed out for today's busy parents. Offering service, knowledge and a selection of merchandise, retailers can develop a profitable and successful child safety gate business.
Mobile The mobile is a standard baby product that hasn't experienced many dramatic changes over time. Its premise, to soothe babies with fluid motion and soft music, somewhat limits changes to the basic design of baby mobiles. Companies that hope to produce successful baby mobiles cannot afford to depart too dramatically from the norm. Nevertheless, there are some wonderful things being done with the features of baby mobiles. Companies are enhancing traditional mobile designs and have responded well to current trends and styles, thereby meeting demands in the market. New Basics Night-lights are another new feature that is giving mobiles added value. If parents are trying to put the baby down for the evening, the soft glow of a night-light allows babies to enjoy the mobile even after "lights out." It is also a great feature for parents who, when walking into a dark nursery, can go right to the side of the crib without waiting for their eyes to adjust to the darkness or having to turn on a light. Mobiles equipped with these sorts of "bells and whistles" are catching on. Although all parents may not go for these higher priced items, these mobiles are popular gifts at baby showers. Stores that carry high-end mobiles will find them showing up on baby registries and being purchased by excited aunts and uncles. Smart Design Some mobiles with successful design have the characters tilted at an angle so both the baby and the parent can appreciate them. A few mobiles gain a nice effect by hanging their characters at different lengths as well. For newborns through at least nine months, the most important factors are colors and shapes, followed by the type and quality of music-if any is used. This age group is developmentally focused on palettes. The quality of music is extremely important, and-in this case-tradition serves us well. The light, clear music box type tones are soothing and distinct to the child's discernment, and a light, regular rhythmic pattern produces the desired response of quieting and capturing the child's interest. Another great feature suggested by most manufacturers is to snip off the mobile's characters once a baby has outgrown the benefits of a mobile. This may not be the case with every company, but many mobile manufacturers create enchanting characters with high quality fabrics that double very well as toys. The characters may be removed and the rest of the mobile discarded (if size, space, etc., of characters meet age appropriate safety standards). If this is plugged as a feature on a mobile's packaging or by the manufacturer, make sure the mobile has been tested according to the strict toy safety standards of ASTM F963 and/or EN 71. These tests are the benchmark for all toys sold in the United States and Europe. If a mobile's characters have been subjected to either or both of these tests, retailers can be sure they will make appropriate toys. Smart Babies Scientific research has shown that babies who are given appropriate stimulation show sustained developmental advantages over babies in less stimulating environments. High contrast mobiles, with large black and white patterns, are perfect for giving newborns the proper stimulation they need. These "developmental" mobiles engage babies in a way that plush colored mobiles cannot. Research has found that newborns are more attracted to high contrast patterns than to color or brightness alone. High contrast mobiles encourage newborns to exercise developmental skills such as pattern recognition, eye/hand coordination, gross motor activity, and a sense of object permanence. High contrast mobiles also give infants experiences with cause and effect relationships. A word of caution: more and more high contrast developmental infant products, including mobiles, are appearing on the market. Many companies are using black and white patterns, but they are not following the research guidelines that make high contrast toys effective developmental tools for infants. Look for developmental products, mobiles or otherwise, that are marked "research correct." There are two arguments against developmental mobiles. They don't necessarily grab the attention of gift buyers because they lack color and charm. But, they are perfect for parents concerned with their baby's development. And which parent isn't concerned with that? The other drawback is that high contrast mobiles are only appropriate up to 5 months, when a baby has begun to see in color and seek out more complex visual stimulation. Despite the fact that high contrast mobiles are only useful for a limited amount of time, the developmental benefits are immeasurable. Furthermore, by turning customers onto this style of mobile you show concern for their child's development and ensure a future sale when the child graduates to colored plush mobiles. Which One Here is Not Like the Other? Some bedding companies have augmented their crib sets with licensed characters and created marketing relationships with mobile manufacturers to produce some very popular mobiles. Mobiles with licensed characters such as Peter Rabbit, Winnie the Pooh, and Teletubbies are still very prominent in the market, and the demand for them seems endless. The drawback for consumers is that these types of mobiles are sold separately from the crib sets and can be much more expensive than mobiles with non-licensed characters. The Cute Factor Safety Display Another option available to retailers who may lack a surplus of display space, is to hang mobiles from the ceiling or shelving. The easiest method of display, and possibly the most important, is simply to have packaged mobiles on shelves. It is important to remember that mobiles and other infant products are primary targets for gift buyers who don't necessarily need to have any tactile experience with the product. Packaging on shelves may not be as dramatic as crib-side display, but it accomplishes two important things for the gift buyer: the product is visible and it is easily available for purchase. If the packaging does its job, it makes an immediate impression, can be pulled off a shelf, and brought to the register in one fell swoop. In this regard, displaying good packaging can go a long way, and retailers should use it to their advantage. Thank you to the following companies
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