Posts filed under 'Uncategorized'
Hello everyone!! How is everyone? I’m hanging in there. Hanging. Everything is one step forward, two steps back. I had a conversation with one of the entrepreneurs that I met through this blog and that I admire very much, Jamie Lentzer at Jamie’s Painting & Design. I had stopped in at her blog and read that she had just not been up for blogging lately. I wrote “me too! me too!”.
She connected with me and we gabbed about how really, sometimes it’s just all too much and something has to fall by the wayside.
I’ve been all over the place like a yo-yo so why would I have anything to write? Um, gee Amber, because that is why you started this blog. See, somewhere I got caught up in the trap I said I wouldn’t - stopped sharing the aches and pains lest it should make my business look less successful. But that’s ridiculous. I know from every job I’ve had that mistakes happen everywhere on a daily basis. It’s the mistakes we learn from, and it’s my learning experiences that I wanted to share in the first place.
So, I thought I’d like to share a couple of BIG mistakes I’ve made (there are a lot, but in the interest of keeping myself upbeat this morning, I’m not going to share them all at once).
So many of the mistakes made over the last couple of years are wrapped in that second bullet point. I can’t tell you how many times I’ve said “what if we try this…” without following up and researching the change in direction, but just jumping in instead. I attribute a lot of that to impatience on my part, I want to see results a lot sooner than is realistic for a mom running a business at the same time she is raising two kids.
June 4th, 2009
We’re getting more help. Hip hip hoorah. We’re growing good and good help is on the way. We’re bringing on more sales reps and more seamstresses. A virtual assistant has to be next b/c I’m going to pull out my hair with the admin stuff. But, I’m most excited about the new sales representatives. We brought on a sales rep in the Fall of last year and that was a complete disaster. I keep hearing from other business owners, almost everytime I mention wanting sales reps, “(ha) good luck finding someone good”. Good is such a subjective word - should be “someone who delivers”. In the form of sales. Lots of sales.
But, having gone through working with (if you could call it that) a sales rep, I feel like I’m in a much better position to support the next rep we bring on. Here’s a huge noticeable difference w/ the new rep compared to the old rep - the new rep sought us out because she loves our products. The old rep sought us out because we were somewhat new and they were looking to build their sales rep business. They thought, rightly (unfortunately), that we would be willing to take a risk because we were pretty new too.
Here’s the biggest mistake I made, which actually ended up having them cost us money instead of make us money - gave them exclusivity to a territory. DUH!! Don’t do that - I won’t say never, because if someone was established, reputable, and had a zillion accounts that they just couldn’t wait to show your stuff to, then maybe I’d consider exclusivity. After they first turned in x number of sales. But otherwise, proceed with caution. Or put time limits on it, you can have exclusivity for 90 days provided you meet (enter quota here).
I like to stay on the positive side of things, so I think the best way for me to get the shakes out of the old (and bad) sales rep experience, is for me to share with you what I learned about supporting a sales rep:
Have good sales materials, marketing collateral, and lots of it
You need to have materials for your representatives to use as sales tools. A look book would be great, but at the very least, line sheets, account setup forms, and postcard mailers. Make sure that you use consistent branding so that your sales rep, and potential vendors, will feel they are working with a professional company.
Setup a weekly meeting and address questions
I did not set up enough phone conversations with the old sales rep. This time around, we will have a weekly phone meeting - at the very least. The reps should feel that they have a direct line to getting their questions answered and should feel comfortable calling to ask questions.
Provide great customer service to your reps and their clients
Always beat expectations for your representatives - happy reps will be passionate about representing your company, so I think it’s important to treat them well. I simply didn’t pay enough attention to our last representative.
Also, if you are a representative, you have to keep in mind that we don’t know what you don’t know. You have to speak up and ask questions about our products, our shipping policies, special offers, company philosophy, etc. Ask for the support so that we know where and when you need it. It’s a win win!
May 4th, 2009
I’ve recently received a flurry of emails asking if I was aware of the new CPSIA testing requirements which will go into effect in February 2009?
Yes, I am, - but thank you and kudos to all of you who are “on it” and are actively spreading the word. Since we pick up new readers everyday, I’m posting a couple of links to THE main source for the CPSIA information on Fashion Incubator.
The archive for all posts relating to the new CPSIA requirements:
http://www.fashion-incubator.com/category/cpsia/
The link to the CPSIA forum section:
http://www.fashion-incubator.com/phpbb/viewforum.php?f=32
Good news - Fashion Incubator CPSIA forum open to everyone!
This section of the forum has been opened to everyone in the hopes of spurring more action and preventing mis-information. Kathleen is doing an incredible job of spear-heading this movement, it’s great to have a central location for everyone effected by this new legislation.
If you manufacture consumer products, please get your head around this information. It’s very important and yes, it all applies to you!
Note - so, now, in the “events” section of your 2009 business plan / calendar, you should add “CPSIA testing requirements in effect” to February and “certified third party testing requirements in effect” to August. Then back up from those events to schedule out all the little steps that need to be taken in order to be ready in time.
Happy Weekend!
December 12th, 2008
I’m actually going to attempt to answer some questions that I get over and over from people who are ready to sell to their first boutique, but are just a little unsure about what to expect. I had these same questions too, because it’s such an unknown - getting that first order.
How many items will a boutique want to order?
It depends. You set your own minimums. I know companies with a $100 minimum for the first order and I know companies with a $750 minimum for the first order. We have minimums but I’m not completely strict about them. To me, the long term relationship is more important. I want to get in the door and get shelf space. If being a little lenient with our terms is the way to convince a popular boutique to take on a new brand, then I’m ok with it.
I’m also ok with it because I know our stuff sells really really well once it’s on the shelves. This means re-orders and on-going shelf space. A long term relationship is what you want, so make sure you deliver on what you say you will and do what you can to get in the door!
What do I need to have with me when I go to the appointment?
Samples, samples, samples! You also need line sheets, price lists, and order forms. If you have marketing materials to show, that’s a bonus and can only help. Be prepared to talk about what boutiques carry your line - and yes, I mean be prepared to talk about this at your first appointment because it is true you will get asked. If you’re trying to get your first sale, don’t shy away from this question - swing it towards what marketing you are doing and consider how you’re going to get a piece of that shelf space.
Would it make sense to offer consignment to the first boutique? Of course - shows confidence and gives you a better answer to the “who carries your line” question when you’re at your second boutique appointment. Generally, buyers are looking for commitment to your product and a commitment to marketing your product. They like to hear other stores are carrying your line, but also like to hear that those stores aren’t in too close of proximity to their store.
What are line sheets?
Line sheets give the buyers a visual of your line. They include a technical sketch of your garments and the garment specifications - sizes, styles, and colors (prints) available. I’ve seen a lot of different variations of line sheets, but you’ll be fine if you think of setting it up in a table format. Make sure you have style numbers.
A price list is a list of prices by style numbers. We keep our prices separate from our line sheets - and it has helped. Our prices have changed, and when they did we didn’t have to re-print all of our full-color line sheets, just the mostly black-n-white price list. I have seen companies put their prices on their line sheets, so, again, it’s your call.
How will a boutique appointment go?
I think I might have mentioned this before, but I finally started prepping a presentation for appointments. I do pretty much get right into showing the samples, but I have a specific order that I show the samples in and more of an introduction to the company and why they just have to have us. I’ve had buyers who want me to set up in a specific area, I’ve had buyers who want to meet at a coffee shop or somewhere offsite, and I’ve had buyers who want me to show them right there at the register so they can work the store. Most importantly, make sure you ask for the order!!
I’m sure there’s more, but I’m tired after a very busy week. Crazy week is probably a better way to put it. Business is actually doing great, our line is still selling for our retailers and is also selling well online. I hope it stays that way! I have watched a few of our retailers go out of business this year, so I’m not trying to pretend by any stretch of the imagination that everything is rosy. But I am trying to focus on the positive things because it does no good to focus on the negative ones. I also hope you all know that just because I share the way I do things in this blog doesn’t mean it’s the only way, or even the right way. It’s just me wading through the madness of keeping our business alive and growing. I didn’t go to business school and I didn’t go to fashion school, real world experience is how I’m learning. But I am learning..oh boy, am I ever learning! Two years in business and still going…
November 7th, 2008
Wow, how is everybody out there doing? I am happy to say I’m doing good, but it’s been a journey to get here. Sorry that I haven’t blogged so much lately. I’ve been on a mental roller-coaster ride, but I think I need to just suck it up and get used to it if I’m going to stay on this entrepreneurial route (and I am! I am! I am!)
The economy is no joke right now, and no laughing matter. So what do you do? Up your game and keep your spirits up while you’re at it. I know that’s easier said that done, but you have to fight for it. When I say up your game, I mean get up a little earlier and make more pitches to the press, commit an extra 30 minutes each day to business calls, and believe in yourself and your dreams and the good you are doing.
Are you in the starting phases of your clothing line? Are you planning on launching for Fall ‘09? Then you need to be in the sourcing and designing phase. Make sure you are getting your suppliers lined up, make sure you are getting your patterns made and tweaked. Your salesman’s samples, order forms, and linesheets need to be done by January. Fall ‘09 sales will run from February to May.
Are you trying to get sales now - maybe, like our graphic onesies and personalized blankets, you have “seasonless” products? Then you need to be making calls, calls, and more calls. Get the decision maker on the phone. One of the biggest things for me was to realize that I can focus on being a good “local” brand before worrying how big we are nationally. Get those face-to-face meetings. Get some sales reps if you feel you’re ready.
Are you considering starting a boutique? Or trying to keep the one you have alive? Look for unique brands that offer good price points. Consider consignment. I have talked to a few owners who say “I’m trying to get what I already have to sell” - well, honestly, if what you have right now isn’t selling, you better get something in that does. Small local designers might be willing to work out consignment or drop-ship deals with you. You’ll get a refresh on your inventory and you’ll start bringing in some money.
Most of all, we need to keep our spirits alive. I’ve been on a journey to do this and I can tell you that motivational books from the library have helped a lot. Going to a monthly business seminar helps a lot (I have the most motivational, profit increasing, keep-you-in-line business coach if anyone wants a reference. Email me: info@startupkidsline.com). And watching this seminar on happiness, given by Srikumar Rao for google, is one of the best ways you can spend an hour this weekend. It will change your life and your outlook and will motivate you to stay on the path towards making your dreams come true.
Keep your heads up. We can all do this, we can keep each other motivated, we can help each other!
November 1st, 2008
OH, they meant having a clothing line would really be a lot of work?!?!
Well, duh, but at least it’s work I love. I’ve spent a bit too much time beating myself up, or at the very least, spinning my wheels. I picked up a notebook from a year ago and it had these ideas of ways for me to improve my time management, my productivity, my blah blah blah. And those “ideas” haven’t helped in the last year, no matter how many times I’ve tried to implement them. Sick of it already. Instead of always taking such a “big picture” approach, I’m thinking that I’m going to step in a little bit and step out of my comfort zone again. Focus. One baby step at a time. I see the next “to do” and raise you 
Watch me go, up up up and out of my comfort zone.
Which, it turns out, is REALLY good for your brain and the progression of your personality (no, really, it’s true). I saw a special about it. So, now it’s about soaring into a new vision cycle. I’ve had all these great ideas that would involve me stretching out of my safe cave, so I’ve been doing all the comfortable stuff instead. Well, it’s time to grow.
On the what HAS been happening side, we’ve already starting implementing a new vision and direction for the website - and it’s very exciting.
On the big “to do” side is finding the perfect packaging for our organic onesie gift sets.
On the growing-the-business side, I’ve been very much focusing on social media lately and I can’t tell you how many incredibly wonderful, trippy, funny, and intelligent people I’m getting to know. If you are starting a business, you’re building your brand and you need an online presence - you need to become the expert in what you do, you need to make others aware of you. Here are some good places to start:
Just create your profiles and join the conversation! Start sharing your knowledge, resources you like, tid- bits about your business and your daily life, anything that comes to mind. It’ll help your site SEO.
September 17th, 2008
I’ve been getting a lot of questions about whether it’s worth it do the trade shows (KIDShow, MAGIC, ABC) and how much it really costs to do the trade shows. Which works out perfect, because I’ve been wanting to feature some of the great blogs out there, and Jamie at JPD design just happened to write a post answering all of those questions.
In my previous post, I mentioned that trade shows are not part of our marketing plan for year two. It’s hard to measure exposure, but if all you’re getting is exposure and a few new accounts, then it makes sense to invest in PR instead. It was a great experience to jump in and do the trade shows, and I think part of the pull is just “being there”. We’re trying to run a smarter and tighter business in year two, so for the first quarter at least, we’ve decided trade shows are out.
Jamie writes an open and honest blog, and she’s been in the business a few more years than I have, so she has a somewhat different perspective to bring to running a business in the children’s industry. Bookmark her blog, it’s a good read!
October 30th, 2007
It’s amazing how fast things can change. A couple of days since my last update and we now have a new deadline in our schedule. We’ve been invited to participate in a pre-golden globes event, a gifting suite. We get to give free Baby Fabulous schwag to celebrities and there should be good press and we can take pictures. So, we have to have a certain number of items available for gifts and the date is one month away.
This doesn’t change things too drastically. Still working towards KIDShow as our main market deadline, but I definitely want to have a couple of things ready for the January gifting suite too. I’ll know more tomorrow about how much we can swing, what kind of variety would be best, etc. I’m very excited, but mainly just feel a huge need to buckle down and guarantee we’re ready for this. We have to be, we have to be. I feel it’s a golden opportunity.
This week is creeping away from me. My pattern maker is just waiting on me. I forever underestimate how long tasks will take me to complete. But I’ll meet my Friday deadline. Always meet my deadlines. I’m still reeling from yesterday’s - getting a swatch ring to one of the local boutiques. Worst - forgot I had my kids in the afternoon, so it was my first appointment where I had no choice but to bring the kids along. It went fine and I made a new friend. It’s the small things, - like the appointment going smooth in spite of it being the end of the day & in spite of having my kids with me- that make a BIG difference.
OK - tonight is about working on technical sketches. And a plan for the gifting suite. Priorities, priorities.
December 6th, 2006
OK!!!! It’s all done in my head. The Fall and Holiday line. In my head, in my head, in my head. One of my dearest friends gave me some insight into myself this year (because one of her dear friends gave her some insight into herself & we’re very similar). She told me to pay attention to how much work I’m really doing in my head and not knock myself down for being a procrastinator. And it’s so true. So much happens when I close my eyes and go inside and focus.
Today I drew out the plan for my whole line. And I feel good about it. Here’s the key points and next steps:
- Small Line: I’m already going bigger than I had originally planned because I’m doing a couple of boy’s designs too. I would slap myself on the wrist for this if it didn’t feel so right in my gut. Still, it’s small. 7 designs (8 maximum - which is about double what I originally planned) - and 2 colorways for each design.
- Technical Sketches: I need to do drawings of each design that are technically accurate and contain the design specs. Mainly, measurements and finished lengths. This is one of the hardest parts for me. I was learning how to do it on the computer, but I’m not sure if it’s easier to do it on sketch paper. I think I’ve mentioned this before but my pattern maker always gives the pattern back to me with a better technical sketch than I handed over.
How’s that for awesome? But I need to get better so she doesn’t have to redo my work. Bless her patience.
- Source Fabrics: I’ve heard it’s best to get the fabrics first and then do the design. I agree that this is the best way to be inspired and do a design. I’ve been careful to do designs with standard types of fabric that I know are easy for me to source. The only challenge will be for me to find a new print or weave that I’m happy with for that design. I’m taking this route with a couple of my designs because I want to capitalize on some of my previous work and what sold well. But I know this will make sourcing the fabric more of a pain for me. On project runway they certainly did the sketches first, looked for the fabric second. Of course, they often changed their designs after they selected the fabrics. Either way, this is bound to be a journey for me.
After I’ve got the fabrics and technical sketches solidified, I take my spec sheets to the pattern maker. I’m so happy this came together in my head because I was in this wierd fog where no new design ideas were coming out and it was making me nuts.
P.S. I’m also prepared to cut my line down even more based on fit testing and costing estimates. We’ll see.
December 2nd, 2006
We’re in the middle of moving our blog from blogger to our own domain. In the meantime, we’ll probaby publish our posts on both sites. We want our own domain mainly so that we can really own our own content and have more content management control, such as the ability to categorize our posts. This was one of the main reasons I started to blog about our journey - so that I could capture the lessons I was learning. Once you’ve learned something it’s hard to remember what it was like not to know it. Things seem so basic, you forget what it was like when those same things were foreign concepts to you. So, blogging is a way for me to capture the experience while I’m going through it.
I’ve found that it makes me feel more responsible to complete what I say I will, it almost operates as my manager in a way, if that makes any sense.
Anyhow, right now, I’ve got so much to do to get out online store launched by Monday (that’s about a day and a half) that it’s insane. Absolutely insane!!!
September 16th, 2006