What does a toy wholesaler do when his best-selling product is manufactured in a disintegrating Soviet Union by a "company" whose delivery schedule is about as reliable as earthquake predictions?
For one thing, you worry a lot, says Ron Peeleman, co-owner of Peeleman/Mc-Laughlin Enterprises in Murray. For another, you scramble to find a back-up manufacturer in Poland."It's funny, ever since we found the Polish manufacturer, the Russians have been very efficient at supplying us with product," said Peeleman.
The product in question is the Music Maker, a children's instrument that is described as a cross between a zither and an autoharp but easier to play than either.
Peeleman and his wife, Linda, "discovered" the instrument in 1984 on a trip to Antwerp, Belgium, where Peeleman was born and lived until age 9. Antwerp is known as "the diamond capital" of Europe, but Peeleman describes it as simply "the nice city in Belgium," as opposed to Brussels, the capital.
Two days before they were scheduled to return home to Utah, the Peelemans became temporarily lost while on a walking tour of the city. Attempting to get their bearings, they turned down a dark, narrow street and discovered a toy shop that might have belonged to Gepetto himself.
Browsing about the tiny store, they discovered a zither-like instrument in an unattractive paper box covered with Cyrillic characters, the language of Russia.
Linda "fell in love" with the instrument on the spot, recalls Peeleman, and they bought several as gifts for friends.
"We were amazed at the response when we got home," said Peeleman. "Everybody wanted one."
Most people would have let it go at that, but not the Peelemans. In the spirit of all entrepreneurs, they saw the delight of their friends as a business opportunity.
The Peelemans did some research and learned that the European representative of the Soviet manufacturer was in Holland. They flew there, met with him and signed a world-wide distribution agreement for the instrument.
As would be expected considering the events in the Soviet Union over the past few years, the relationship between the factory in Byelorussia and the distributor in Murray, Utah, has not been a smooth one. It has necessitated a lot of travel, and the Peelemans never know when production might abruptly cease.
Last September, the factory stopped shipping altogether, he said, but this year it has been perfect. "It almost seems that the worse things get over there, the better they produce. Maybe they're catching on to capitalism, but it's been a trial."
Peeleman/McLaughlin Inc. receives Music Maker shipments in its small headquarters/warehouse in Murray. Company employees remove them from their original soft-cardboard packaging (described by Peeleman as "horrible"), tune them and insert connect-the-dot sheets of music - 14 folk, classical and familiar tunes that have been transposed by Linda Peeleman for the instrument.
They then re-package the instrument in new four-color boxes designed by Jim McLaughlin, a graphics designer and partner in the company.
The result can be found in toy stores in Utah and around the world. Recently, the Music Maker was presented the Oppenheim Toy Portfolio's Holiday 1991 Gold Seal Selection for Excellence, awards given to new and noteworthy products that demonstrate quality and excellence in design and play value.
"Music Maker was recognized as one of those special products that engage and enhance children's play," said Joanne Oppenheim, president of Oppenheim Toy Portfolio Inc.
Music Maker and other Peeleman/Mc-Laughlin toys have been featured in national and international mail order catalogs, such as Land's End, Imaginarium, the Boston and New York museums of fine arts, as well as specialty toy and gift stores.
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basket, particularly when the source is unpredictable, the Peelemans have racked up a lot of frequent-flier mileage to Europe where they "travel the back roads" looking for small, often in-home manufacturers of unusual toys.
Those efforts have expanded the company's current inventory to some 50 items, typically hand-made, hand-painted wooden toys and nesting dolls from Russia, Belgium, Holland, France, Germany, Italy, Poland and Czechoslovakia. "This is not stuff you will see in the big retailers' stores," said Peeleman.
While European toys are highly desirable to Americans, people may be surprised to learn that the reverse is also true, said Peeleman. Peeleman/McLaughlin is producing toys of its own design to sell in Europe. "I think there is a big market for American products over there," he said. "It's a challenge, but I think it's there."
Peeleman, 38, came to the United States in 1962 when his parents emigrated, apparently an unusual move for Belgians. "In Belgium, if you move 500 yards from home it's shocking," he said. "For for my father to pack up and go to America was just incredible."
The family originally moved to San Diego where Peeleman's father retired last year from National Steel where he designed ships hulls. Peeleman moved to Utah 11 years ago after he fell in love with the state while on a bicycle ride from St. George to Salt Lake City.
Until the toy company, he had worked most of his career in advertising in California and Utah. Although his English has little if any accent (he also speaks Dutch, French and German), he has never become an American citizen and has no desire to do so.
"I've always enjoyed being a little different," he laughs.
Linda Peeleman is a native Californian. McLaughlin was born in Scotland but later became a U.S. citizen.