Retail is a visual sport. Kim Wilson, owner of Atlanta’s beloved Lucy’s Market, builds her store’s momentum by walking Atlanta Markets, not just scrolling them. Her takeaways offer a practical playbook for store owners who want displays that stop traffic and assortments that sell through.

1. Go Where the Merchandising is Master Class

Wilson never misses the Winward showroom for display inspiration. One idea that leapt straight from their floor to hers: a Christmas tree densely dressed in bold, color-blocked ornaments for an immediate, high-impact focal point. “I copied it and then we made it our own,” she says, and customers responded. The lesson: prioritize showrooms known for storytelling and scale; borrow the structure, then localize the palette and product mix for your shopper. 

2. Translate Great Ideas; Don't Just Admire Them

Seeing a display in person reveals a crucial element: negative space. Online photos rarely convey spacing, sightlines, or how a display works with busy in store traffic. In person, you catch those mechanics immediately, and you can find the best way to translate them in your store.  

3. A Repeatable Display Formula (that isn’t formulaic)

At Lucy’s, storytelling leads: pick a theme, tell the story on the fixture, then layer products with varied heights and textures. Wilson and her team build focused vignettes (e.g., “Swiftie,” “Woodland,” “Yellowstone”) and back them with category blocks that make shopping effortless such as glassware together, bath together, baby tables together. 

4. What You Must See In Person

“About 95 percent” of what Lucy’s buys is selected hands-on. Holidays are non-negotiable; November/December are their biggest months, and seasonal décor, tabletop, and gift wrap demand tactile review for color accuracy, finish, and scale. Wilson values facetime with reps as much as the product itself believing relationships drive limited lines and smarter reorders. Different Markets bring different vibes, so she always searches for something new.

5. Let Market Visits Intentionally Expand Your Business Model

Lucy’s grew organically by listening to customers and layering in new categories found at Market. A standout win came from a long-term line relationship: Caspari partnered with Lucy’s to install an in-store paper gallery that’s now a top-selling destination that the rep refreshes regularly. That’s the compounding effect of showing up in person: discovery then relationship then differentiated experience then sales growth. 

Inspiration is everywhere online; execution lives in person. Walk the floors, touch the product, meet the reps. And come home with ideas your customers can feel the second they step inside. 

Don’t miss our next dynamic wholesale gift and home show!