Jamie's Blog

Maria Shriver came to Town

April 30, 2008.

So, this whole blogging thing has been therapeutic for me, and it (I hope) has helped other female entrepreneur mommy types of women too....so I have been told.  I did not start blogging for the perks  that would soon be reaped by me and my stellar blog.  However, every once in awhile you do get a perk, and I got one last night.  Since I also blog for the Silicon Valley Mom Blog I got invited to a private book signing and apparently a "Gab Fest", as reported by the San Jose Mercury News.   Well la-de-dah, at least our "gabbing" was done in private, a  private book signing that is.  We were also treated to a new ice cream, from Lovin' Scoopful that Maria and her brother came out with, and they donate 25% of proceeds to Special Olympics, thank you very much.

Just Who Will You Be?

I was lucky enough to get an advanced copy of her book a few weeks ago and read it in a few hours.  It is a sweet little book about what you will do with your life, how will you make yourself happy. I think this book did exactly what she wanted it to do - make people take a long hard look with how they are spending their lives.  I mean not what you do but who you are.

Better than the book was meeting Maria in person, and she was sweet.  She is very passionate about her dreams, her life and her family.  I got to actually speak with her and she asked about what I did, and if I was living my dream (she actually asked ME?).  I of course answered I was and she asked me how my husband handled that, did he support me?  I told her he did and she asked how I got him to do that - I told her,  "He is just like that"  Maria laughed and repeated what I said a few times and said, "I like that".  I am pretty sure I made a major impression on her, and she is calling Madam Oprah to tell her all about me.....(kidding, kidding)

My two favorite quotes from  last night were these two quotes; When she was asked about finding balance and Maria said: "I've kind of just discovered at this ripe old age that one of the great gifts I found is to mother my own mother, and to give to my own kids the gift that they are enough at any age.  They don't have to go off and score or do great on their SAT for them to be loved."

At the end of the Q&A session and her short presentation she left us with this; "The question is what are you going to do with this wild and precious life of yours?  I decided to put my wild and precious life at the end of the line is no longer acceptable. The gift I'm trying to give my children is letting them understand that they have a wild and precious life and they should live it."

It was very refreshing to read her book, Just Who Will You Be at this time in my life.  I am happy, I am doing what I want to do, I do have a great supportive family also.  I am very, very lucky - I know.  This book just makes you stop and think about what you are doing with your life, and who are you spending it with?  Her speaking was even better though - she really makes you stop and think about what is important to you and your family.

Now What?

Which brings me to my next topic..........blogging.  If you are a frequent reader, or just stop by every once in a blue moon you have probably noticed the blogs are less frequent, especially the last few months.  And in my opinion (it's okay I can say this, I write it) not as good.  I am trying not go to that cross-road place and NOT stop, I really am.  I am not stopping, I am just taking a break, like you know Ross & Rachel, "we were on a BREAK!"

At this time I am really busy; I have a few (that would be 4) very large projects, a trip, new Christmas products, running the business, 2 blogs to write and just living my life.  There are not enough hours in the day it seems for me to blog these days.  The worst part is I miss it, I really do.  I may even go back and post some of my favorite posts........or send you to some other great blogs.  I am not sure what is next, but I do know that time is of the essence and I don't have any extra time!   I am not quitting (I don't think I could) I just may need to take a blogging sabbatical for a few weeks, if I can stay away that is.

You Had a Bad Day

April 25, 2008.

Yesterday sucked, I am sorry to use that word, I could use a worse one - but it did.  Some days are just um, sucky days.  You look around, you are feeling sorry for yourself, no one is in the office to chat with, no one emails you back, projects fall through the cracks, orders are down.....it's raining.  Yet, when the phone finally rings....it is just another business owner friend person, who complains about business and is having a bad day too.  I love that we can commiserate, but it sort of feels like that book "If You Give a Mouse a Cookie" - you know the drill, one thing after another, and next thing you know you are up to your elbows in 14 pieces of chocolate, a diet coke, and tears....oh wait is that just me?

The Day to Day Dilemma

I am not sure if it is due to the being the boss, being a female entrepreneur, wearing too many hats, or being a mom as to why we (yes I am lumping us all together) tend to get down on ourselves.  I am sure I am not the first or the last mom that owns her own business that does not sometimes hold her head in her hands and think what am I doing?  If I was flush with seed money, employees, stock options, venture capitalists and oh let's see Oprah's endorsement maybe, just maybe I would not be taking a swim in lake Jamie.  If I may digress, I love that expression, I had a friend who was going through a divorce years ago (not to worry she is happily re-married to a great man now) and her friends would gather around her and feed her, give her wine and pretty much prop her back up, but all the while we would go swimming in her lake of sorrow.  I loved that she had a name for it.....hence where we (me) were yesterday.

I won't bore you with the how to, why to, or what transpired just know - not good day.  That was then, this is now - tomorrow is a new day right? right?  I can sleep this off and start fresh.  Even if I don't always  get a good night sleep - kids, dog, kicking, husband, snoring, sprinklers....yes I am a light sleeper.

It's a New Dawn, It's a New Day

So, the nice thing about being the boss is that I get to start my days when I want (that would be 7:00 a.m. as soon as I roll my old body out of bed and I grab my blackberry) and I get to do what I want (not really but it sure sounds impressive) when I want to.  I woke up this morning to this...............wait for it...............this picture I found her at a breeders home near our home:

Is she not the cutest thing you ever did see?  We are going to see her on Sunday morning to put down a deposit (if we like her, ya right!) and then we can get her the following weekend.  An early Mother's Day present for me....though according to my children I will have to share her with them.  Even if you do not love dogs, or do not want a puppy, please tell me that face does not make you go, "Ohhhhh!"

Puppy Fever Helps this Entrepreneur 

She put a skip in my step this morning, she lightened my loafers, or a jump in my coffee? Whatever it was I was in a good mood.  And since I was in a chipper mood I started to do some "stuff" and get things off my ever growing to-do list.  I sent out licensing proposals, I worked on my portfolio, I just kept going, no distractions.  And oh I did keep taking a gander at this little cutie-pie as I worked.

A funny thing happened the more I worked the better my mood got, and then good things started to happen.  Well, first...the puppy first, second I got an email from a company interested  in seeing my work to license, and next a chain store wants to carry my products possibly.  I literally wanted to do that Risky Business Dance, if I had a couch in my office I would have jumped on that too - I mean good things do come in threes right?

I don't know if there is a meaning, or anything or if these three things will all fall through the cracks (have to be realistic) but they cheered me up.  They got me working, got me moving and got me feeling there is a light at the end of the tunnel.  That little innocent puppy makes me stop and think about what I do, and realize it's just a job.....right?  Right?  Hope your day was good too.... 

   

 

Picking a Contract Apart

April 15, 2008.

To sign contracts or not sign contracts, now that is a good question.  I have signed many a contract in my day and no I am not an attorney, or an expert - these are  just a few things that have worked for me.   Some business owners believe that contracts are bad, and that they are all controlling, you'll sign your life away, etc.  I think they are good - they protect you, and the company you are going to work with.  Getting it in writing is a good thing, for everyone, and for the record, ALL contracts are up for negotiation.....ALL of them. 

Never assume that this contract is the one to die by and that you must sign and agree to all that the company is asking.  I have found that almost everything is up for debate, especially if you can state your case clearly (read without emotion).  If I find a section of a contract is ridiculous....er, I mean I disagree with it I will argue my case with facts, not emotinal out bursts.

I think with any contract you will want to sit on it for awhile, chew on it if you will.  I found that what sounded assinine and ass-back crazy when I first read, sometimes made sense after a few deep breaths and um a drink or two (kidding, no really drinking and signing contracts is a baaad idea).  Responding to an email or a contract for that matter in the "heat of the moment" never ends well.....I think I might have touched on this before.  Here are a couple "sticky" sections of contracts I have run into:

Exclusive Designs

This tends to get everyone all riled up and frothing at the mouth at the mere suggestions of exclusive designs.  Artists and authors alike tend to run for the hills at the mere mention of this, and I have been known to do the same.  Some contracts will demand that you create exclusive designs only to be sold in their store.  At first this sounds terrible, awful, you would never want to let them do this.....or maybe?  What if you were to create 5 exclusive designs? Or just two to try out the channel?  Could you create two designs - maybe just adjust the color on two of your best-sellers,  that you know will sell well.  Can  you negotiate some sort of exclusive arrangment with your product line? Or one product? 

I suggest you consider this as a possible "good thing" before giving them the hand and screaming NO (again, I may have done this).  Exclusive designs can mean a number of things, so ask questions.  How long do they own the designs?  Are they paying for them?  Can you re-work one of your old designs (psst, get out that best seller)?  What kind of coverage, PR or marketing will they do for your "exclusive creations"?  Will they give you credit, list you as the artist?  Could they license your art for a year to use on their product?  Could this get your products seen by millions of eyes in tons of stores? 

I work with large companies and I have done, and will continue to do exclusives.  I also have been paid to do them, and sometimes I have not been paid.  You may want to look at the big picture, the long term investment and the possible partnership for years to come.  For the record,  I have also said no to some exclusive designs.  This is strictly a personal decision, and I know some artists are adamant about not doing this - for me I feel, heck I am creative I can think of something else to do.

Exclusive Sales

Now....if we are taking exclusivity, like their website/catalog/physical store has ALL your  products and you can NOT sell them anywhere else.  Or better yet you can not sell them direct, not even list them on your own personal site.....uh ya that would be a NO.  This is a bad idea, a bad business decision and an overall losing situation for you.  I would never agree to this, and you can quote me on this.  If this were in a wholesale agreement I was signing I would strike this and say I refuse this, no matter what the circumstance was.  I have been asked to do this and I refused - in most cases (all but one website) they were okay with this.

This "All or Nothing" contract is put in place to intimidate new artisans and to try and lock them into a contract that they can not break.  Even some sales representatives have been known to try this manuever.......it just reeks of intimidation.  I would not trust a company that did this.  I would give them the benefit of the doubt, say no and wait and see - let them be the one to explain this. 

Mistakes, Bloops & Blunders

Some contracts have strict guidelines and requirements for fixing errors, and they may assume the worst of us artisans.  If you run into some sort of crazy demand, just state your case, and don't agree to it - because you will make a mistake some day.

There will be mistakes, sometimes by me, sometimes by the customer and sometimes the sales channel that sold our product.  I would like to think (and brag) that we never make mistakes - we ussually catch them before they go out the door.....but sometimes we do screw up.  When we do make a mistake, we first apologize, next we make it a priority to get it done ASAP and out the door.  We do not believe in charging for this - it was our mistake, and we need to make it right.  And....if the customer needs it by a certain day, then by golly we ship it two day or overnight and eat the cost.  I believe good customer service is really important - especially these days.

Now, let's just say that the customer or the channel made the mistake, and want us to replace it. We will try and get it out quickly, and we will be understanding and sympathetic.  However, they will pay for the replacement, they will pay for shipping, drop shipping - we will not eat the costs for the "wrong" product (note this is why we put this in our wholesale documents).  This is not negotiable, most of our products are personalized - and we can not re-use your son's birth certifcate with the name Nebulon Zolar (you think I am kidding, we did get a Nebulon!).

In some rare instances it is both our faults, a mis-communication, or just a big times "OOPS!".  We work with the channel or the customer to make sure we are both happy with the outcome.  We can split the cost, we can let them pay for shipping, or work out an agreement.  I never try and blame the customer, I too have made mistakes when ordering gifts - and if we made an error to boot - it just feels better to "work" with them and move on.  We have even had breakage (I know shocking since all our products are ceramic) and had to file a claim with our carrier.  Again, we need to get paid, and get a new product to customer.

Can You Include a Brochure?

Some companies ask that we include some literature or invoices with the products we drop-ship.   We consider any addtions to our packaged product "kitting".  Kitting can include any of the following things; sticker on box, post card in with order, gift message, invoice included or even gift wrapping.  Some channels ask us to put their name on the return address even.  These things are all fine by me - it is branding for their company.  I seriously don't mind it one bit.    I think this is good business, and shows that this company (that is selling your products) know how to market their company to the consumer,  market your products - they know how to get the next sale.

Some artisans balk at this, they even flat out refuse to do it.  I don't know why.  It really only takes a small amount of time to ensure the customer knows where they purchased the product.  And, hopefully if they like it they will go back their and buy your product again. 

However, as easy going as we are about kitting we will not do everything asked of us.I do not allow the boutique to claim they created it, or put a sticker on my product saying where it was purchased.  When I was a "newbie" I was not minding this as much - I just wanted sales.  Now I feel that they can and should get the sale at the end of the day - but give me some credit as the artisan who made it.  We have spent our money on branding, PR, marketing, heck key words alone.....give me the credit I deserve.

The End of the Day

I believe it all boils down to how you want to run your business and whether you want to work with large companies.  Everything in life has a trade off, and if working with larger companies means giving up some of freedom - so be it.  I am willing to do it, I actually prefer the larger companies because they are ussually established, flush with cash, get PR, have marketing and advertising dollars and ussually pay on time.  You may enjoy working with the customer direct, or small boutiques, or craft fairs - just what you want to do with your time.

Not every contract is cut and dry, good or bad, black and white.  Some contracts you will have to really question, read thorougly and even have an attorney review before signing.  I would like to think that I have always (ya right!) made well thought out decisisions.  Just don't assume the contract is non-negotiable, and to quote my husband, "You don't know the answer until you ask the question." 

My Personal Worst

                                                                    April 10,2008.

Oh ouch.....I am so ashamed that I did not get a post up on Monday, I remember back in the day when I posted two or three times a week.  Those were the days.  Now, I am just too dang busy, over-worked, under-staffed, uh spent a few days gardening.....oh heck I have no idea why I can not find the time.  I may have (said it once before) bitten off more than I can chew.....but that would be defeat and I can not admit THAT!

I am thinking I need some divine intervention thing, or some you know light shinning down on me with angels singing and telling me the answer.  I just do not know what to do, and part of me wants to just say um a bad word and let it be....

What Would You Do?                                                                                                                                                          
So, I mentioned before about copying and competition snaking into my territory and I got everybody all fired up about it way back in 2007.  Remember those days?  The good ol' days for sure!  I am sort of watching something unfold and I am humming and hahhhing as to what to do.  I am curious if I could get some feedback if you have had this happen or what you would do in case it happened?  I mean hypothetically speaking of course, and no for the record it has not happened yet.  Just a few scenarios that have run through my head:

The Tammy Fae Baker Way

Hide my head under the covers and cry and cry and cry - that ugly face make-up all over your cheeks cry.  Ya, this is not really my style, however it does sound like fun - I mean just once I could go to bed, eat ice cream, chocolate and watch soap opera's all the live long day.  This may not be how I would handle a "art attack", but some might find it helpful.  Maybe I would figure out things, solve all the worlds problems?  Maybe it would give me some insight as to what I could do....after the crying and eating thing.  I don't think this is an honest option.....but maybe it has worked for someone?

Here Comes Rocky

Cue the music please, I am running up the court steps....I could fight back and be really mean.  I could go and call all my channels and demand they do not carry the perp with the copy-cat products.  I could insist it is me or her....oh PLEASE I can't even joke about this one (and I AM joking)!  This would never fly, nor would I have the guts to do this.  Not the guts really, just the gall to do this to another person.  I think I have made it clear where I stand on the whole thing - but I would not sabotage another business, ever.

If You Can't Beat Them, Join Them

I could just turn around and start copying their work, ya, ya and then the lines would be all blurry and no one would know who did what.  Okay, I can not even take this one seriously, though it has been suggested to me.  I can't, I really can not do it.  I want to be seen as a brand, as a product that people know and trust.  I want people to know what to expect when they get  my product, not wonder who the heck made this piece of crap.....um tile, sorry.

Do Nothing - Deny, Deny, Deny

Do Nothing.  Hmmmm, this one would be tough for me, but I said "Do Nothing" not "Don't discuss", that I  could still do.  Right?  Isn't that what this blog is for?  I mean I would have to dish, complain, cry - really I know I would.  And do nothing, I mean what could I do if a product comes onto the market that looks really similar to mine?  I am not sure I could do a damn thing.

So there ya have it - my conundrum of the week.  I am seriously stumped and not sure what to do.  I would really love some suggestions?  Some answers?  Comments? Email? Call me? whateva!  Just HELP please.... before I hurt somebody!!!

Is the Economy Crashing Down?

April 1, 2008.

I have been keeping an eye on my industry, watching some stores, websites and companies closing since the beginning of the year. I have just been taking note and paying close attention to what was happening in my little neck of the woods.  I have not freaked out yet.....until last week, when I heard some disturbing news and it has made really think about the state of the economy - MY economy.  In case you missed the story, Babystyle filed for chapter 11 early last week, okay this really it shocked me.  Oh and did you hear that Lillian Vernon is restructuring their dept also?  I really don't like to hear anyone going out of business, even if it is not a company I work with directly. 

And, I am trying not to freak out, BUT (yes I am yelling).....this year when we sent out our newsletter to our channels about our shipping changes (read raised our price), our new products.....we lost a couple physical stores, a coveted spot in a bedding catalog and a number of websites.  Again, I tried to keep calm but I hate it when that happens!

What I find interesting is that when I got my trade magazines (via email that is) no one mentioned anything bad had happened.  Oh and don't forget the January shows, and in case you wondered the shows were all AMAZING.  I mean really?  I wonder how fab-u-lous the shows were, I am doubting that everyone is flush with cash, but that is just me. 

Anyhoo,   I had to actually search for the story about Babystyle after a friend told me about it.  Personally this hits me hard, a company in our industry that on the outside seemed to be growing in leaps and bounds.  It is hard when a big guys goes down, I personally start to wonder if they can't figure it out then how can little ol' me succeed in this economy? 

The possibility of a pitty party is highly likely.....having been a teenager in the last Recession I remember what it was like.  No, we were not dirt-poor but it is that fear hanging over your head and having to pay for everything and being a whopping 17 years old - not fun.  But I digress, and I have decided to stick my chin out, wait chin up stomach out?  What-eva I am gonna forge ahead... 

Focus on the Business

So, trying to keep the 'cranky pants' in the hamper I decided to look at where we were being smart with our finances.  Looking at the big picture works for us most the time - right now I am looking at the little stuff of my biz, and trying very hard not to totally freak out over sales for each month.....hold on I am hyperventilating, must get bag.......okay I am much better now.

These are some strategies we are trying, some are really working, and some are just a shot in the dark:

Grow the Good & Ignore the Bad

Our Birth Certificates continue to be best-sellers, certain themes obviously trump others, but all in  all these products totally kicks ass.  Not to brag, 'cause the product was not even my idea - another "shout out" to my mother, because it was all her, she actually had a dream and wala' they were born.  Anyway, the product itself continues to be a top seller, so we added about 10 new designs, 9 new designs this year and I am sure come July (that would be when I release Christmas products) I will have some more new ones.  If you have a product that is selling well in "these times" listen to your gut and expand the line - I mean now is not the time to love the ugly step-child product and put your head in the sand.  If it sells - sell it!

Ways to Expand

Again, we have found our products may do well on other mediums, and are experimenting with this.  We are going to try out a new outlet for sales and we are expanding to licensing.  If my art can make me more money right now - woo hoo, let's go.  We are exploring new sales channels, we are looking into other mediums, we are finding ways to leverage good relationships - make them grow. 

I am lucky to work with some large companies, companies with deeper pockets than mine.  Our goals and our upcoming projects include hopefully some promotion, some exclusive designs and some advertising with larger companies

Give Away the Farm

Another way to get your word out, to expand and do free advertising - give away products.  I currently am giving gift baskets away to two organizations.  I have two pending gift baskets for two other organizations that I may choose to donate to.  I don't say yes to everyone, I do return favors and I do understand the helping is important.  Even if times are tight for us, I can only imagine how hard it is for non-profit organizations.  It feels good to help too - it really does.

Make Cut Backs

We have had to cut back on some of our regular perks, let me re-phrase that, we "chose" to cut-back before we had to.  I don't mean anything crazy like toilet paper or Diet Coke and water - but the cleaning service we used is taking a break.  Looking at the bottom line, trying to project the future sales and being frugal - not a fun job, but a necessary thing to do.  Of course this means that it is back to me cleaning toilets and dusting, but that is what I signed up for.  Not a bad thing, makes me appreciate the office, and there is something to be said for getting down and dirty.

Discounts & Sales

We started to look at our inventory and see what products were not selling well.  We will probably put one on sale to soften the blow.  It will be a concerted effort to move the product now, just get some money in our pockets.  I follow margins pretty closely and I obsess over how much we make on each product.  It has taken me a long time though to realize even if I love it,  but no one is buying it - it is a dud, my poor little ugly step-child of product line.

What Can Be Done For Free?

One way I try to grow my brand, especially without spending a ton of money.  Can you put stickers on your packages? Can you start a blog?  Should you add a gift card to all packages thanking your customer for choosing you over your competitors?  Why not add a special discount code.....or start selling gift certificates for direct sales that is.  Now, I am not suggesting you try and steal customers from your channels, or get sneaky and snake a sale direct that would go to a channel.  I would never suggest that - I have scruples.  However, you can make the sale as attractive as possible right now.

We look at what areas can be expanded, you know "give a little bit".  If you don't offer gift-wrap,  maybe now you should start.  Do you have a "cheaper" version of your product - release it now.  Have you sent out any press releases lately?  Should you do some sales calls....do them now, make what you sell sound better, give a bit more.  I personally would rather stay afloat, and tighten my belt then put my head in the sand.

This Too Shall Pass

I read an article a few months ago about what to do with the state of the economy today.  I read many schmaltzy ideas.....I mean holistic ideas, using the Universe ( I swear I did) and how tried and trued marketing would work.  The best advice I thought was that you had to keep the customer coming to you, no matter for how small a purchase.  Make sure they kept coming, because the economy will turn around and if you don't try to keep them, they will NEVER come back.