New Jersey-based Capico Accessories (Booth #354 at the August Show) was founded in 1996 in San Francisco with one ambitious mission – to be the ONLY supplier of branded off price goods in this category.This was an extremely unique concept at the time.It has grown with its reputation to become the largest wholesaler of handbags, belts, wallets and leather accessories in the United States.Their nationally advertised brands include Geoffrey Beene, Claiborne, Mudd, Tommy Hilfiger, Nine West, Michael Kors, Sean John, Steve Madden,Chinese Laundry and Nicole Miller.They also carry many chain store labels.

When Marshall Ackerman and his son Jeff took over the company in January 2008,they seized the opportunity to expand on the concept of carrying branded off price accessories.
They added sunglasses to Capico’s offerings thanks to Jeff’s extensive background as an independent sales representative and sales manager in this category.? They also felt that the ladies’portion of the business was underdeveloped.With Marshall’s experience with handbags and leather goods, they picked up XOXO and Kenneth Cole.

“Capicos original approach was hands-on, entrepreneurial,”said Marshall, who was a buyer for Filene’s and a seller for import companies before acquiring Capico.“They were well-versed at getting what was available versus developing categories.We wanted to add a definitive matrix of categories.”

With sunglasses as a major classification and a deeper variety of women’s goods, Capico also has their own private label concept that the original founder created called Fermi & Telsa.The program started in the men’s area.They will have Fermi & Telsa men’s wallets available for Father’s Day.The Ackermans are also expanding the brand into other categories, including men’s belts.

“Women’s still is dominated by the national brands,”claims Marshall,“so we will go slowly on developing private label for women’s.”

While they continue to grow the business, as well as the category development,the Ackermans remain true to the Capico concept.All that they carry is name brands.

“When we took over the business, we also took over the continuity,”said Jeff.“This includes their old website (www.capicoaccessories.com).Accessories tend to do a lot better online versus all apparel because you are not concerned about size.That’s why accessories make a great gift item.”

Capico does a nice online business as well because they are a drop-shipper.They can drop-ship anywhere in the world,and it is becoming more important.“We do business with people who sell on ebay,” says Jeff.“The e-tailers are a growing segment.”

Another aspect of Capico’s business model that the Ackermans continue is their ongoing exhibition at the Off Price Show.“They were a big believer in the Off Price Show,” said Marshall.“They had been doing it since August 1999 before we took it over, including the old New York show.We’re very bullish about the Off Price Show.? The last show was terrific.We’d love to see it re-surface in New York.”

While the company’s operations have switched coasts, Capico continues to gain new accounts all over the US, and is developing relationships with international businesses that they pick up at the Off Price Show.They also have a showroom in New York that attracts customers from all over the city.

A native of Providence, Rhode Island, Marshall is a near professional marathon runner, having competed in 31 New York City Marathons in a row.He currently lives in Stanford, Connecticut, where Jeff was raised.Jeff now lives in Cherry Hill, NJ where Capico Accessories is headquartered.

The Ackermans of Capico lead off our Accessories Report:

What advice do you have for retailers looking to add more handbags and accessories to their stores?
When times are tough, accessories tend to sell better.It’s the ultimate way to freshen up a women’s wardrobe without having to spend a lot of money on new outfits.

Accessories are impulse items.They’re add-on items.If they are coming in for a skirt or a top and they see an accessory to match, they are all over it.Accessories don’t have a size.

Retailers should not try to be the lowest price in town.The market is flooded with cheap stuff.The customer wants a middle of the road price point in which they are seeking a familiar brand at a good value, and not just the lowest price.

What will be hot in handbags and accessories?To my customers, color is more important than ever.The reds, the golds and pinks are trending very well right now since they will dress up their outfits.They will continue to be important through the Summer and into the Fall.