Jamie's Blog

Advice.......Do You Really want It?

IMG_0342
Originally uploaded by mama_lentz.

January 30, 2007.

Riddle: What does everybody have, nobody really wants, but they always ask for it?

Advice

People don't ever really want your advice, they just want you to validate the decision that they already made. Okay, once in a blue moon they may really want advice, but they ussually won't take it. 

That's a picture of my Mom, she loves to give advice, sometimes I actually do ask........but, uh, not always.  Who's Mom does NOT give advice anyways, isn't that there job?

I always fall for it too, someone asks me one of the following questions monthly if not weekly:

1. Can you give me some advice on how to get press?
2. What do you think of my idea?  What would you do with it?
3. What do you think of my prices?  What does wholesale mean?
4. Can you give me advice on how to start a business?
5. Why don't you make this....?  Why not?  Can you help ME make it?
6. How do I get all your sales channels? 

I just jump right in, start talking, details, descriptions and lots of, "If I was you...." .  Now why would I continue to do this after this scenario has played itself out dozens of times I ask you?

Read the following from a conversation last year, and one the year before, and two at a trade show, and an email after a press segment, and so on and so on:

Hi I love your work, I found you on the  internet, or I read about you....., blah blah blah....I have this idea for a product.  Or I can't seem to sell this, can you help me out?  Or how would you go about selling this? (mind you these are strangers, people I do not know, have never met, who want to set up phone conversation, or email correspondence)

Cue, long pause then I ask if they really want my advice.........."YES! YES!"  They say.

So, I try and drive them to this blog, and then I might suggest a more narrow product line, start researching on the web, check out competition,  show friends, family, anyone.  Start selling to local stores, do craft shows, mothers club events, school fund raisers, church bazaars.  Or I might say you have 13 different products (true story) what are you selling?  Who are you selling to?  Who is your customer?

Then they go into a long discussion about why everything I just said is wrong and it always starts with my favorite, "Ya, but...."

So....what is the moral of the story?  I have no idea, because I am pretty sure when I get a call next week about a great idea that a Entrepreneur can not get off the ground I will jump at the chance to talk to her.  In fact, I know I will.  I still love the idea of another Mom (or woman) that is willing to risk it all on this one idea.  I get excited for them, I get caught up in the conversation......even if they did not really want my advice at all.

And, like I stated earlier, no one would give me the time of day when I started.  I remember everyone viewed me as competition, no matter who I spoke with.  So, even if I view you as competition, or brilliant I will take you call, I will answer any questions I can, I will speak the truth.........even if you don't want to hear it.

Consider yourself warned......

If at first you don't succeed.....

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Originally uploaded by mama_lentz.

January 24, 2006.

Well, you know the old saying, about not succeeding, then try, try again? This reminds me of my daughter learning to swim, we are still trying to get her to swim. She has taken all the classes, and each year we get oh SO close and then she fizzles out like a fire cracker. Now that she is almost five and almost in kindergarten she is pressing for lessons, I think she knows we are not going on vacation with all her um 'floating stuff'.  Really, really she tries...and come May we will try again.

Which brings me to today.....each January I go back over our 'People That Want to Carry Our Products' folder and look over the companies that have contacted us.  I re-send our catalogs, emails, wholesale docs, anything they may  need to make a decision.  Then I go back over the folder of 'DAMN, why won't they take my products?" folder and re-send a kiss-ass, hey did you catch me on Ellen Show email.  Now, I know this sounds desperate and childish, but I am like a dog that gets kicked.......I come back for more.

Truth be told, following up come February or March is very hard for me.  It's not that I don't have every intention of following up on my submissions but I get so dang busy....with orders, life, kids, orders, life - seriously daunting.  And, my biggest pet peeve ( and if I have done this to you please forgive me) some of these 'channels' do not ever ( and I mean EVER) respond!  It is so RUDE!!!  Why not just send the following letter:

Dear Crafty Ceramic Lady (if that is what you call yourself),

Thank you very much for submitting your "artwork" to our (catalog/boutique/website - fill in the blank) .  We are totally NOT interested, but please feel free to submit your products at a later date........when you get some talent, or on Oprah.

Best of Luck,

Mean (Boutique/Catalog/Website)

Yes, yes, yes there are many 'channels' I would covet to be a part of, for whatever reason.  I just wish I could get an honest answer, or an answer!  I try to respond to all emails, I honestly do, even it if is to say, "No I am sorry I can not teach you how to paint tiles" or "No, I am sorry I do not have any interest in taking your artwork, placing it on tiles, showing it to my channels and giving you a royalty...uh NO thank you"  I force myself to send out these letters.  No matter how big (or small) your company is I think you need to remember the little guy.  And, know that you will not be on top forever....trust me, coke, pepsi, coke, pepsi.........if one is number one, then the other is not.

Which brings me back to, the mantra, 'try, try again'....I was speaking to a large company I met in Atlanta on Monday, the buyer was new and told me she had worked for another large company prior.  I was green with envy and stated I had tried for years to get my products in their catalog (her prior company), she said, "Well, you never got me on the phone".......case in point, you need to keep trying.

Am I still in Atlanta?

JPD Atlanta Poster
Originally uploaded by mama_lentz.

January 23, 2007

It's been a week since I got back from the Atlanta Gift Show.  I am still waking up confused and bleary eyed.  I would not call it jet lag, but I feel I am still physically and mentally exhausted.  Being away from home for a week, away from work, away life tends to stress me out.

My children have been great, and I missed them terribly.  They even got right back into their regular routine last night or fighting, whining and bickering to make me REALLY feel at home.

So the dust has cleared from our first show at Atlanta and I have been able to make some observations and some assumptions.  And I have even had my mind changed on a few items (not a hard task mind you).

1. Trade Shows are good for Manufactures in Retail

I have come full circle on this one, I did not believe it was true until after attending a show.  I think the buyers, the licensor's, the large companies, the catalogs, the sales reps NEED to see you.  They need to know you exist.  Phone calls alone do not always open doors.  However, trade shows are expensive.  If you are ready to go, do your homework on what the best show is to do, see if you can share a booth, find out if you can get flight/air/transportation discounts. 

2. Be Open to All Buyers

This gift show was over 3 buildings and 20 floors each building, millions of buyers, millions of booths and products.  Don't snub your nose at the little gift shop in Topeka, Kansas because Wal Mart is looking in.  That store could be your biggest channel.  Also, we picked up interior decorators and web sites - now this did not necessarily equal sales.....yet.  Be open, be kind, be willing to talk to people.  It is tempting to sit in the corner of your booth and pout, reading the latest copy of People Magazine...believe me I know.  Do take breaks, do trade off with an employee or loyal family member (husband's are good for this) and do smile.

3. Don't Believe the Hype

Attending a trade show is a little like attending high school.  The booth that gets tons of traffic will hold their head up high, tell you how fabulous the show is and look at you pitifully if your booth is not crammed with buyers when she walks by. Note though, she may just have interest, but won't bell you that. Others will come by trying to get advice, ideas...or try to get a date.  It can be daunting, depressing and did I say daunting?  Don't let it get you down.  When times are slow, take a walk.  See what is out there, see who is out there.  You may run into an old friend, you may run into a sales rep, a buyer.  At the ABC Kids Expo my sister helped for a few days (she was the one that got asked out not me) she ate lunch with a large group of buyers from a chain of stores in the south.  They all came over and placed orders for every store.

4. Observe The Trends & See Who is There

Now I am not saying go take your cell phone over and photograph your competitor and steal her ideas.  "Bad, bad, bad girl (I am yelling and I am shaking my finger at you)!"  See the what is going on, see colors, see ideas, even see what is happening in other industry's.  Notice your surroundings.  Listen to what people are saying.  It can be very educational to be around so many people (buyers) that influence what the public will be purchasing come this Spring. Do take it with a grain of salt though, our second to last day two women stood in my booth, scrutinized my art and then when one asked the other if she wanted any, she paused, made a face and blurted, "NOPE!"  I wanted to shoo them out of my booth....

5. Stay Positive No Matter What

Keep your chin up, if you know you have a good product and you have solid sales, keep an open mind.  This show may not be for you.  You may be in the wrong section or selling to the wrong demographics, or the wrong part of the country.  Some days were good for us (be prepared for long week) and some were okay.  Having been in business for four years, had a very successful Christmas and lots of press under my belt I was feeling good even when business was slow.  If all else fails check back in at home and see how sales are for the week - that will make you feel better.  And do know the postcards or brochures you give away may stay with buyers for years.  We had a store in Florida call us last fall after seeing us at the ABC Kids Expo (back in 2004).

5. Wear Comfortable Shoes

Ohhhhh Me on My, your feet will hurt! Worse than any trip to Disneyland or any run around the bay.  No matter what shoes you wear they will swell and it will be hard on you.  The floors are concrete, you will stand a lot and walk a lot.  I wore boots, comfortable expensive ones - thought this time I got it right.  Well, I should have opted for slippers, the day we walked OUCH....

6. Sympathize with the Buyers

I know this a hard one (coming from the girl who stood with the NOPE twins) but understand they have a limited budget and a store to fill.  They need to remember, they need to add, subtract and guess on their feet.  They could be purchasing items for a department, an entire store or a holiday.  Sometimes they may love your products, but their budget was gone (been there) or they think you are brand new (been there) and won't purchase from you till you have been at the show a few times.  Don't hold a grudge, know they want to succeed as bad as you do, and that buyer from Target that just snubbed you, could be the buyer for women's lingerie.  We had lots of grandmothers run into our booth and ooh and ah over our birth certificates, I would approach them and they would say....oh no I buy (fill in the blank) but I am going to be a Grandmother soon....or when I am a grandmother I want this!  So I happily handed over a brochure and said call me, we'll still be around.

Atlanta Gift Show (take two)

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Originally uploaded by mama_lentz.

January 18, 2007.

After a hard day of standing around smiling and talking and nodding to customers what's a girl to do? Why if you ask my mom (and she should know) you go to Mexican food and drink a margarita!

This photo was taken Saturday night, and my good, good NEW friend London Edwards (mylittledish.com) came to the show and took me around, showed me the ropes and then we went out!

I am happy to say this friendship has probably been the best thing to come from writing this blog.  If you are a frequent reader, you will know she sent the most kind email and we have since traded emails back and forth IM'ed like we were in junior high and laughed at our plight as 'mompreneurs' more than I can remember (and we only 'met' in November). I wish more people had felt comfortable as her and willing to comment on my blogs....but I read other blogs too and NEVER have the nerve to comment, so se' la ve - or um, whatever, but it has been great (and I LOVE it!).

Anyway - I learned quite a bit at the show (one don't eat the tacos at the Mexican place at the mall across from the AtlantaGiftMart...I repeat do NOT eat the tacos!) Here are a few 'more productive' things I have learned:

• Sharing a booth can save on money, but hurt you in the end
• Being sandwiched between three importers is not where my line should be
• There actually IS a Children's Section at the show
• Breast feeding will happen very near you, in a near by booth
• Strangers in the south will help a 'lady' with her bags
• Cab drivers can be mean and yell at you
• The water in your hotel shower can and will turn ICE cold when you are at your worst
• People will be rude and stare at your stuff and make mean comments
• Customers and fans will seek you out, come to your booth, talk to you and LOVE your work
• Other vendors that you thought would come visit, will not
• Other vendors can be mean, clique' and very high school
• You should know what suitcase is yours when it goes around the carousel 7 times
• Importers can be very nice to speak with
• You may snore so loud you keep your bunk mate (Aunt) up all night
• Competing vendors will not always take kindly to you visiting their booth
• The southern twang or draaawl or accent is very contagious, "Don't Cha Just LOOOVE it?"
• People you thought you could count on, you can't
• An advertising rep for a magazine will use the phrase, "Can you dig it?"
• Family and friends will support you, help you, prop you up ALWAYS
• At the end of the day only you can assess the success or failure of your line

I will dive more into what went right and what went wrong at the show in later posts.  The show was a success, possibly a huge one.  We had a bluebird, literally at the eleventh hour.  Ten minutes before the show was to end a very large 'Channel' came by, loved our stuff and wants to do something with my art that is so in the infant stages I can't even mention it here for fear of screwing it up.........but it was great! 

I believe you can not assess a situation RIGHT after you leave it. Being totally anxious and having no patience, I have found it good to go back and chew on the information, look at the situation from all angles and really seeing what pro's and con's are from a given situation.   

 

Atlanta Gift Show Jan 2007

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Originally uploaded by mama_lentz.

January 14, 2007.

We are are at our second trade show, which is strange since we have been in business for over 4 years. Alas, though we are in Atlanta and are sharring a booth with our friends (www.barndandys.com).

We are at the booth from 9 a.m. till 6 p.m. at night.  These are long, long days.  It has been a lot of fun and a learning experience to say the least.  We have picked up some great stores and made some great contacts.

First Trade Show Sept 2002

Trade Show Booth ABC Kids Expo
Originally uploaded by mama_lentz.

January 11, 2007

Back in 2004 I attended my first trade show, The ABC Kids Expo in Las Vegas. It is a show for the Juvenile Product Industry. Even though we had only been around about two years we (that would be me and my husband, he came along for the ride) decided to take the gamble and branch out.

Doing a trade show can be very exicting and educational.

There is nothing like writing up your first order either. It is exhilarating and exciting. We went to the show with rose colored glasses on for sure. We picked up 35 new accounts, which was good even great for a brand new vendor……before the show we went to Kinko’s and printed up 1000 order forms. Ya, I kid you not – we thought we were going to do REALLY well.

You realize who your friends are, well I did. We sold our products in a high-end boutique; the owner had just started her own line of products. I was excited to see her there and view her new line. I went over said hello, tried to talk to her – she had always been kind at the boutique. She never once would say hi to us, she came by our booth, well I should say practically sprinted by every time and never made eye contact. She never placed another order and we never heard from her again. We had only been to her boutique a month earlier and things were fine.

It can also be very exhausting, demoralizing and competitive.

You are on your feet for 9 hours straight for five days straight. Our booth design was slick and smooth. We were such novices our designer said that we did not NEED chairs; we would be writing orders the entire time……ya not at this show. Everyone had chairs. By the last day I would sit in the corner of the booth with my shoes off.

Some people would come by over and over and not order a thing. Other times some buyers would stand, stare, point and say, “I don’t like that” or “What is that?” After the second day my stomach settled down and I developed a very thick skin.

Competition is fierce. One other ceramic company came by our booth every day passing us by and checking us out. I only realized when I took a trek around the exhibition hall and noticed her standing with her arms crossed and legs spread in front of her booth. Truth be told I didn’t even know who she was… I met two other artisans and struck up conversations, even emailed after the show. After one came out with a very similar design as mine the um, friendship floundered.

Doing a trade show is EXPENSIVE! Let me repeat that again it is EXPENSIVE! Well I can honestly say what happens in Vegas…..people spend lots of frickin’ money in Vegas! (and I don’t even gamble)!

• Pot of Coffee in hotel room $25.00
• Bagel $5.00
• Red Bull $5.00
• Water $3.00
• Bad convention show burger $8.75

So….now 2½ years later we are on to our second trade show, we are at the Atlanta Gift Show as I write this. I will keep you posted on all the good, the bad and I am sure the ugly of the show.

TV Interview part II

View From the Bay 01-08-07
Originally uploaded by mama_lentz.

January 7, 2007.

Here is a quick shot of my daughters room for the TV show I was interviewed for back in November, View From the Bay (ABC 3:00-4:00 SF Bay Area and streamlined on the Internet, the segment airs Jan 8, 2007).  The segment was edited this week.  They were at our home for over two hours and we discussed many things on and off the camera.  Lisa Quinn, from HGTV was the person who interviewed me and I really can honestly say I totally enjoyed  myself.  She was so nice, as were the producer the camera man - it was a great experience.  They have since asked me back to possibly do a couple other segments for children's rooms, even a nursery with Pregnancy Magazine is in the talks.

Over the years I have been interviewed many times and this was by far one of the best interviews (well so I think now, wait till it airs tomorrow).  Regardless of how the segment is edited, I did really enjoy myself.  I had a good time, knew my products, knew the answers to the questions....whether I come off good or not at the time I felt it went really well.

Having been interviewed live vs. on the phone it is a different type of interview. Speaking with a camera pushed up right in front of your face is something you are just NOT prepared for.  This could be great for JPD and me....or not.  I am hopeful it goes well and I don't come off as a babbling, sweaty, over-animated woman, waving my arms, saying thank you and smiling like a mad woman.  And if I do.....well.....well, I um, I may have to change my name and move out of state and uh start selling something else.

Things I needed to remember when being interviewed on TV:

• Keep your arms down in case you are sweating (which I was)
• Talk slowly, speak clearly (I should do this all the time)
• Know what you want to talk about, what is your agenda
• Listen to the interviewer, pay attention to their agenda
• Smile
• Don't say um
• Be animated and excited about you are talking about
• Listen
• Do not talk over the interviewer
• Thank them, and thank them again and again (this was easy to remember) 

And last but not least I am sure you are asking how (I know you want to know) I got the chance to be on the show.....I sent a pitch to the show and other ABC shows when I was on EMHE.  AS soon as we got that show I wanted to expand on the publicity. I followed up to every producer I sent the pitch to, I kept calling to find out who got my information forwarded to them.  See the EMHE not a bad thing after all...that did work out for us!

First TV interview....

View from the Bay 01-08-07
Originally uploaded by mama_lentz.

January 8, 2007

This is a quick shot of my son's room. I will be featured on a TV show that airs tomorrow, showcasing what I did to decorate my son and daughters rooms. The segment also features my business and how I started it.

January 8, 2006.
View From the Bay (www.viewfromthebay.com)
3:00-4:00 ABC SF Pacific Standard Time Zone

The show will be on their website for 90 days. Our segment was filmed for the House Doctor segment. See the following photo for my daughters room.

Sisters Are Doing It.....

January 4, 2006.

Now, not to get all political, and I don't ever think this blog will be that....however, I um, MUST mention the amazing day that is today.  I am happy to be a woman, and I am happy that we have a woman as speaker of the house....third in line to the president.  Whether you are Democrat or Republican you have to admit it's pretty cool to see how far we have come.....baby (or something like that, wasn't it a cigarette ad?)!  And being that I am totally about women succeeding...and a Mom to boot.

I think the lyrics to this song says it all:

Artist: Aretha Franklin Lyrics
Song: Sisters Are Doin' It For Themselves Lyrics

Now there was a time when they used to say
That behind every - "great man."
There had to be a - "great woman."
But in these times of change you know
That it's no longer true.
So we're comin' out of the kitchen
'Cause there's somethin' we forgot to say to you (we say)

Sisters are doin' it for themselves.
Standin' on their own two feet.
And ringin' on their own bells.
Sisters are doin' it for themselves.

Now this is a song to celebrate
The conscious liberation of the female state!
Mothers - daughters and their daughters too.
Woman to woman
We're singin' with you.
The "inferior sex" got a new exterior
We got doctors, lawyers, politicians too.
Everybody - take a look around.
Can you see - can you see - can you see
There's a woman right next to you.

Chorus repeats.

Now we ain't makin' stories
And we ain't layin' plans
'Cause a man still loves a woman
And a woman still loves a man
(Just a same though)

So....maybe being a child of 70's and a teenager of the 80's this song resonates with me.  I must say though it does make you want to jump up and tear your bra off and cheer.  Kidding.....but you go girl!  Back to normal posts tomorrow...I promise!

Keep Your Mouth Shut 101....

IMG_0343
Originally uploaded by mama_lentz.

January 1, 2007

"Okay class, settle down, settle down....you are all signed up for Keep Your Mouth Shut 101. I would like everyone to grab their notebooks, and take some....excuse me Jamie is it? Would you PLEASE stop talking and pay attention...you might learn something. Okay, class let's get started,as I was saying....."

Ya, this could be me in kindergarten, me in junior high, senior year high school, art class at college, or even a pampered chef party earlier this year. I talk, and I love to talk....and I talk a lot - oh, I know you are shocked.

So, I am trying to keep my mouth shut now....and let things just progress, or happen.  Now don't get me wrong, if there is a tile emergency or a huge problem at work I won't just sit back and stick a fragile sticker on my mouth.  But I am moving forward:

• No one in the office could find an order or I should say they could not or would not look for the corresponding paperwork to go with the order.  I usually would have run a fire drill around the office searching for the order.  I let them find it, and they did
• No one gave me an update on the work for next week.  Being closed a week we still need to make our deadlines, and shipping starts again tomorrow.  I waited and waited.....now I did have to go into the office today to get the work done, but I made them figure it out,  you must communicate with the artists doing the tiles.
• A question from a channel regarding an order, again me running around looking for order sometimes only to find out channel never send the order to us....this time we got the call I had someone else do it - it's their job, and I did my job
• Processing orders was switched from binders to clip boards (don't know why, but it was).  Now since I do not process, I did not say anything and everyone else loves the easy access to orders shipping, so I let it go
• We had a choice to ship products to Atlanta Gift show late and pay a large fee, or ship them over night to save on fees.  I asked my accountant and let her go over the choices, the possibilities.....then let her come to the 'overnight choice' which was all we had at the time (and FedEx was able to give us a break on Express Shipping through end of 2006).
• A file name on our excel spread sheet (how we keep track of all orders for week) was wrong...but I did not do it, I am not processing.  So when their was a complaint I waited, and told them I had not created the file, they would need to go to the person that did

Now, to you none of this probably sounds earth shattering or even remarkable...but it is.  You see, uh what I was saying earlier...I love to talk and I also like to be right.  To make the office run smoothly, I need to let others make mistakes, learn from their mistakes and figure things out on their own.  I need to basically shut up.  I used to be the 'Mommy' that came in and fixed everything, if they complained, cried (now wait that is me) or whined I helped them out  When they left for the day I did their jobs....now I wait till they come back into the office. 

I will step in when needed, and I would never let their work effect the experience my customer had with my company...but how many tile/gift emergencies do you think I get in any given week?  Not many, not many.  And if it does get escalated to me, I will jump in and fix it. 

Which reminds me of a conversation my 4 year old and I just had.  She asked for the 24th time if she could play on the computer (oh gosh they need to go back to school) and I said no, again. She then started whining, and I said, "Abby whining never works with me".  Abby said, "....well, it does sometimes Mommy."