EXETER TWP. — Al Boscov pulled his white Acura RDX into the parking lot at the employee entrance of the Reading Mall at 6:25 a.m., strode to the entrance of a chartered bus and scaled a couple steps.
“Did we load all the pretzels?” asked the 85-year-old chairman of the department store chain bearing his name.
Excusing himself, he hurried into the rear of the unopened Boscov’s store at the Berks County mall before returning minutes later with a bag of muffins, cookies, bananas and yogurt. A maintenance worker followed, pushing a cart loaded with hot coffee, breakfast items and soft drinks.
Nobody went hungry on this 13-hour round trip to New York, which included about three dozen Boscov’s executives and buyers. Mr. Boscov made eight visits during his seven-hour mission in Manhattan, displaying his legendary stamina, hammy wit and instincts for a bargain.
Mr. Boscov brought a small media contingent along on Nov. 5 for one of his regular Wednesday business excursions to New York with the chain’s apparel buyers. The outing tied in to promotions related to the 100th anniversary of the founding of Boscov’s by his father, Solomon.
“We have a lot of people calling with cancellations of orders,” Mr. Boscov said as the bus rolled east through Lehigh County at sunup. “The industry has changed. Manufacturers used to overproduce. So, we’ll be checking to see what’s around.”
Major retailers had to scale back holiday season orders by Oct. 25, Mr. Boscov said, and some bargains could be had for more than 40 Boscov’s stores.
“These manufacturers don’t want to have this stuff after Christmas,” he said. “They would lose money on it.”
During the three-hour bus ride to New York, Mr. Boscov marked up newspaper advertising proofs with a red felt-tip pen. He pulled a leather-bound, pocket-sized address book out of his suit coat near Union, N.J., and phoned ahead to set up appointments. He wrote the stops out by hand in felt-tip pen on sheets of paper he had used to check the ad proofs.
Nearby, company president Sam Flamholz hauled breakfast food up and down the bus’s center aisle.
“This is not doing wonders for my ego,” Mr. Flamholz teased Mr. Boscov.
After his catering duties, Mr. Flamholz said the New York trips establish relationships with vendors and Mr. Boscov sets the tone.
“I don’t think you would see too many other people bringing candy and chocolate-covered pretzels to their vendors,” Mr. Flamholz said. “His personal attention and relationships in the market make a big difference for us. He truly is one of a kind in many ways.”
Mr. Boscov’s first New York stop was in a skyscraper off Seventh Avenue near West 35th Street at the Doneger Group, a fashion intelligence firm that provides consulting to retailers. Mr. Boscov handed a receptionist a box of chocolate-covered pretzels with Boscov’s logo on the wrapping.
“You spoil me. God bless you,” she said to the retail magnate.
About 80 percent of the nation’s fashion industry has representatives within 10 blocks of Seventh Avenue and 35th Street, said Lee Mandelbaum, an executive vice president at the Doneger Group, and Mr. Boscov knows apparel better than any retail executive in the industry.
“This is the way business was done 30 years ago. He is a consummate merchant,” Mr. Mandelbaum said. “I have been doing this for 35 years and I’ve never met anyone like him.”
At Kensie, a women’s apparel manufacturer in the same building as the Doneger Group, Mr. Boscov bargained for prices on misses and juniors casual wear. Kensie is a division of fashion giant GIII Apparel Group, whose licenses include Kenneth Cole, Jones New York, Tommy Hilfiger and Dockers lines and vendors tried to interest Mr. Boscov in some discount items.
“We want you to be a $9.99 store,” an executive told Mr. Boscov.
“We’ll trade up to it,” Mr. Boscov retorted.
At Rabbit, Rabbit Rabbit Designs, a dressmaker with an office along Broadway near 30th Street, Mr. Boscov helped a buyer negotiate orders for shifts, silhouettes and crochet dresses the chain bought for about $20 each and will sell for about $29.
Company founder Diane Randall, who manages sales for Rabbit, Rabbit Rabbit, has known Mr. Boscov for decades. Most retail chains have isolated management and quick executive turnover, Ms. Randall said.
“How often do you know the name of the chairman of the board?” she asked, glancing at Mr. Boscov. “This doesn’t happen anymore.”
Following his handwritten itinerary, Mr. Boscov walked next to Lee Jeans, which is owned by VF Corp., an apparel titan whose licenses include Nautica, Timberland and North Face brands.
Nibbling on a lunch of chicken and rice during a presentation on Lee’s products, Mr. Boscov reminded company representatives that VF Corp. traces its history to the Reading Glove and Mitten Manufacturing Co. in his hometown.
Lee officials agreed to supply Boscov’s with discounted jeans for a special holiday retail sold at retail for $14.99.
Leading a small contingent on foot to My Michelle, a division of the Kellwood Co. at Broadway and 39th Street, Mr. Boscov helped negotiate purchases on discontinued juniors and misses products.
Inspecting a rack of young women’s clothing, he pulled a red spaghetti-strap dress and mock modeled it over his gray suit. To laughs and good-natured compliments, he returned it and quipped, “This one is a little old for me.”
After boarding the charter bus outside Madison Square Garden for the return, the buyers and Mr. Boscov compared experiences as they dined on food from the Stage Door deli during the return trip.
One buyer of men’s apparel told Mr. Boscov she had spent more than $300,000 on orders.
As Mr. Boscov caught a quick nap on the return ride, Mr. Flamholz said the seven hours spent in New York provided a glimpse of the edge Mr. Boscov provides for the company.
“He leads by example,” Mr. Flamholz said. “You see him and say to yourself, ‘How could I do less?’”
The chain plans to invest heavily in a 2015 upgrade to the downtown Wilkes-Barre store, Mr. Boscov said. Negotiations continue on ownership of the Mall of Steamtown, he said, with a bank-affiliated company that acquired it through foreclosure in July from a group including Mr. Boscov.
When he came out of retirement to save the chain from liquidation in a $100 million deal in bankruptcy court in 2008, Boscov’s had 39 stores and did about $850 million annually in revenue. The chain has 43 stores now and will top $1 billion in sales this year, Mr. Boscov said.
Six years after Mr. Boscov retook control and stabilized the chain, questions inevitably arise about the octogenarian’s return to retirement.
“I plan to cut back this coming year,” Mr. Boscov said as he adjusted an overhead reading light to check more advertising proofs during the return bus trip to Reading. “We will see how it goes.”
Contact the writer: jhaggerty@timesshamrock.com
Timeline
1911: Solomon Boscov begins selling dry goods door to door in Reading.
1913: Mr. Boscov expands his store to a string of rowhouses in Reading.
1954: Al Boscov and his brother-in-law, Ed Lakin, join the company.
1962: Boscov’s opens a second location in Reading.
1972: Boscov’s expands outside of Reading to Lebanon.
1980: The company acquires the Boston Store locations in downtown Wilkes-Barre and at the Laurel Mall in Hazleton.
1993: The Mall at Steamtown opens, with Boscov’s as an anchor tenant.
January 2006: Al Boscov and Ed Lakin retire and Ken Lakin, Ed’s son, becomes chief executive officer.
February 2006: Boscov’s announces it will acquire 10 former Federated Department Stores properties.
August 2008: Boscov’s files for Chapter 11 bankruptcy protection.
November 2008: Al Boscov retakes control of Boscov’s with Gov. Ed Rendell committing $35 million in federal funds to complete financing.
September 2009: Boscov’s wins court approval to bring its Chapter 11 bankruptcy case to a successful conclusion.
In recognition of Boscov’s 100th anniversary, Times Shamrock newspapers are presenting the “100 Years of Holiday Memories Photo Contest.” Submit a favorite holiday photo for a chance to win a $50 Boscov’s gift certificate. Enter the contest or view submissions at: The Times-Tribune, http://thetimes-tribune.com/fun/contests/boscovs