Jamie's Blog

Um, did I say loyal?

October 11, 2006.

I do consider myself a loyal business partner, and a loyal friend for that matter.  I have stood loyal by:

• Failing Sales Channels
• Companies that do not pay their bills on time
• Sales Representatives that do not 'represent' very well
• Contract Employees that were not working out
• Small companies that helped me develop my brand

That being said......I feel awful about something that happened today.  I have worked with a company for over three years.  It is a small business owner that has helped me in many ways.  I have gotten advice on computer programs, printers, color adjustments, paints to use, paper quality and weight, price cuts.  We have gotten free training, we have worked well together. 

However, we are now paying rent, we have an accountant, we have bills to pay.  So, for the first time ever I had to get multiple quotes, one from my friend, two others from strangers.  I got thee quotes and my loyal friend's quote was not the lowest.  We discussed it, I was honest and said I had to go with the lowest bid - I said it's business.

So, I gave the job to a new company, discussed the process and moved on.

Today, I got a call from my associate and he wanted to try to get a better price.  I reluctantly let him and assumed he could not match the price we had already established. Well, that's right he got a better price and he was asking us to go with his company.  To be honest, I was tempted to go with what I was familiar with and make my friend happy.  I almsot did, but then I thought about it for a few hours.

I had to go with my word, I gave my WORD to the other company and I had to stick with it.  I am nervous about branching out, I admit it.  I may get a raw deal, this is true.  However I have to stick with my word, even if others don't.

So, that being said I had to ask myself if i was loyal?  And yes, I still believe I am loyal, I will continue to use him and go to him for quotes, however I have to do what is best for my company.  It's not personal, it's business.  I have said THAT a number of times, so then why do I feel so crummy though?

Being Loyal in Business

October 2, 2006.

One of my favorite movies is The Godfather (1972) and the book is an incredible read also.  I have seen it numerous times and even did my final paper on it for a film class in college.  Yet, I did not realize how much I would re-use a quote from the movie after starting my own business:

Michael: Sonny...
Sonny: You're taking this very personal. Tom, this is business and this man is taking it very, very personal.
Michael: It's not personal, Sonny. It's strictly business.

This is true 99% of the time, even for women business owners this is true.  It is NOT personal, it is business.  Yet one is it personal?  When do you decide to make it personal?  When do you decide that you need to bend the rules?  When do you decide that this time it IS personal? 

Well I decided to make it personal last week.

I started this business in late 2002, yet did not pursue the web until middle of the year 2003.  I can remember doing searches on the web for products like mine and for top children's boutiques.  I would look at them over and over, not quite brave enough to call them or submit my products.

Then one day I got my nerve up and I sent an email to one of the sites I had admired for so many weeks. I sent a nice email, with a few attachments of photos of my products.  The owner actually called me on my 'new' business line I had just put in.  She was very nice, very complimentary and she really showed me what to do with getting my products on line.  She became an advocate and a friend who was also honest about my prices, even telling me I was charging too little, where instead she could have just marked her prices up.

Long story short, almost four years we have worked together, she used to talk to me and confide in me and really help me when no one else would.  I really appreciated her honestly and willingness to help some one she did not even know.  At the time, she was one of our biggest accounts.  Now at over 150 channels and climbing,and some major companies, her company is not one of our biggest - but that does not make her channel any less important to me.

So after working together for about two years she asked me a favor, not a big one, but a favor.  I was very willing to help her out and I agreed.  It was one of those 'what if' scenarios, and I was happy to oblige her, I owed her and I was loyal.

Well, this past week, that favor came a knockin', and I remembered my promise.  I called back my friend, had asked her about our conversation over two years ago.  She was dumbfounded that I a. remembered and b. was willing to keep my promise.  I told her I was loyal, that no amount of money was worth that.

We don't talk as much as we used, back in the day when we weren't as busy we talked weekly.  I do have fond memories of one conversation though, I told her something about me being so new to the business and I was just a small company, a nobody.  She actually raised her voice at me, scolded me and said, "You are NOT a nobody, you are a somebody.  And mark my word, some day you will be very successful, I know this about you.  I know you will be very big some day and you are already a somebody.  Don't ever say that again."

I miss those conversations.....

Where do you find the time?

July 26, 2006.

I must get asked this questions once a week, if not more.  Whether it is referring to work, my son's birthday invitations or re-decorating the family room.  More people than not though ask about when I blog (this was started at 6:45 a.m.). 

This got me thinking, and so I started making a mental note as to when I did things.  The quick and dirty answer is multi-task, the long one is figuring out when I did what:

• Making Dinner, re-decorate family room, wash clothes
• Paint at 5 am, dictate at husband who helps update website for me
• Design son's invitations late at night, daughter decorates in a.m. (with close supervision) while getting ready in morning
• Check voice mail while waiting for swimming lessons to start
• Shipping labels in early morning, while waiting for rhinestones to dry on tiles
• Work on products while watching The Daily Show
• Write business plan while driving across state (duh, I was the passenger)
• Read new business book on vacation
• Blog furiously while kids sleep
• Have sales rep fax signed contract, send changes via voice mail from amusement park
• Order supplies while printing orders for week

There ya go, that is what I do.  And asking for help is good, hard but good.  But the biggest thing that I now do is.............say no.

I know, I know, it's stupid (I can hear my daughter saying that's a bad word mommy in my head).  I have had to cancel on engagements, buy instead of bake, drive instead of walk, fast-food (un-healthy, pleases no lectures) instead of home made, gift bags instead of gift-wrapping.

I want to make it clear, I do not feel good about flaking, and I try very hard NOT do it to my kids.  I don't do it all the time, but sometimes I have to say no, or maybe.  Not being able to do it all has been my biggest obstacle, but I think I'll get over it - if I don't my husband will just tease me till I do.

Christmas in July

July 7, 2006.

It should have been Christmas in June if you want the truth.  Every year we have to focus on what we are developing for the holidays.  The products need to be developed, tested, reviewed, tweaked, photographed, sent to channels, added to catalog, shopped around trade shows.  I have done some new holiday ornaments during the year, but now it's crunch time.

New products?  Yes.  New holiday ornaments? Yes. New plates? yes......yes...........yes.  Last year I was still doing this development in our home so I blasted Christmas Carols to get things going......my daughter rearranged my CD's and I can't find them now.  Truth be told I am too tired to go hunting for 25 minutes.....and when I am developing at work the CD's are at home.

So....to add to all the other 'things' going on I am supposed to get super creative and brainstorm, and research and design new products.  The sad part is that this is what I enjoy, this is what I am good at.  All the other business stuff; interviewing, processing orders, shipping, ribboning, adding finishing hardware, not what I am best at.

And - did I mention it was summer?  If you work and have kids you know what that means?  Do you? DO YOU?  We spend a gazillion dollars on camps and then I spend all day driving back and forth dropping off and picking up.  Oh and I must not forget swimming lessons.

I used to work with a woman that would always say, "Find your happy place Jamie, find your happy place."  I so need to find that place...

For now, I am writting lists, and crossing one thing off a day.  As a small business owner, this 'to do list' is a must.  I also must admit that not everything on the list will ever get done..but I try.

Tweaking the Model

June 28, 2006.

Small business = Tweaking

Being an artist, I always want to tweak something.  Whether it was a project in school, faux painting my hall way, a mural in my son's room, or an image on one of our plates - I have the need to look at it and think....hmmm, it just needs a little something right there.  So, you might say I am a 'tweakin' expert', 'cause I swear I get it, I know the need and desire to tweak.

However, had I realized that running a small business would mean continuing to tweak, and tweak, and tweak a little bit more day in and day out - I don't know if I would have jumped on board.  Well, let's face it, I would have said 'bull-sh*t' and done it anyways (assuming the person that told me was wrong).  Running a small business is a continuous tweak, here are a few:

• Changing a shipping procedure to guarantee no breakage
• Tweaking the development so less people actually touch the product
• Tweaking the order entry, changing the naming conventions, shortening lead times
• Finding ways to increase margins, but keep quality
• Tweaking a job description to meet a new job
• Altering art to make a large channel happy
• Adjusting shipping charges to accommodate increased shipping charges
• Changing filing system
• Purchasing in bulk instead of direct
• Removing a product that is not selling

A small business is like a moving target, and what once worked sometimes does not six months later.  Accounting makes me take long hard looks at all aspects of the business quite frequently - trying to find how we can tweak it.  I often think someday I will not have to do so much tweaking, but I am sure there will always be ways to improve.

Many small business owners, mompreneurs if you will - that I know - are not always willing to take that long hard look and make the hard decisions.  I feel that I would rather be the one looking at my product and choose to change it, rather than a customer finding out a problem I had not seen.  You should know your companies strengths and weaknesses - a customer should not be able to shock you with something about where your product falls short.

Hence, taking the time to write this tonight....I am in the middle of a major tweak....and I am procrastinating - cause it's late and I have like one brain cell left.

Multi-tasking or Working Smart?

June 14, 2006.

Multi-tasking, a novel concept to my husband.  He just does not understand it, I describe it, I show him, I do it -- nope, nothing, wave my hands in front of his eyes and they just glaze over.  Having the ability to talk on the phone, fold laundry and make the kids lunch is foreign to my poor hubby, but he is male.

This weekend we are away for a few days without the kids, a long drive across the state - you say blah?  I say YEA!  I am going to use the time to tighten up our business plan and finalize it.  It is a uninterrupted hours of talking an figuring things out.  I can't wait! 

We are also making sure and stop at one of our show rooms and visit one of our high profile stores.  And then hand deliver some of our new summer products for the up coming show.  When first starting out we would always try and find new channels while on vacation.  I still always have my eyes and ears open.

Money, money, money

June 1, 2006.

Who was the idiot that said, "It takes money to make money"?  He (or she) was correct, and I know this, but damn it's frustrating.  Being a small business owner I often have a long list of what we could do with some extra money:

• Printing new collateral
• Updating Existing Products
• Developing New Products
• Getting more sales channels
• New light fixtures for warehouse
• Publicity for new children's products
• Sales for new Pet Division
• Photographing new products
• Sponsoring local sports teams
• Advertising in Trade Magazines
• Do a Major Trade Show

You name it, it's on my  'wish' list.  And that is my short list, that does not even cover what we need to do for the Holiday Season.  I am not even saying we will or won't do any of those things, some have to be done...but others.

I have a really good friend that always says she is going to go out back and shake the money tree, I mentioned this once to my children, (they were asking why we did not have a swimming pool in the back yard, not to mention our yard is dinky) I start mumbling the money tree had NO money left.  A couple of days later my 3 year old pipes up from the back seat of the car, "Mommy can you go check the money tree today, to see if there is any money for a swimming pool?"

Ah, ignorance of childhood...unfortunately I know where the money tree is and I KNOW if I take some money from it, I need to put it back and then some.  So, that's the crummy part of being in charge having to make the hard decisions and determine where and what to spend the money on.  My priorities today may not be the long term priorities.  Some impulsive decision's (Little Circus Themed Name Tiles and a Feather Boa Shop till You Drop Name Plaque) have been busts and a money losers, while others (sending free samples to a high profile store - securing a spot in a major magazine and celebrity clientele) a GREAT idea.  Learn to listen to your gut, I mean who isn't afraid of clowns?

I think my head is going to explode

May 20, 2006.

Ever get so mad that you think your head is going to explode, so every time this happens you say it to your three year old and you both laugh about the absurdity of it?   You know, turn it into a little joke between the two of you?  And then when your parents take your son to look at Christmas lights one night, he belts out, "IF I SEE ONE MORE CHRISTMAS LIGHT I THINK MY HEAD WILL EXPLODE!"  Um, guess I over-used that line a bit much, and had to explain to my mom why I was so stressed (ouch!).

These days, the only time I say that is when I am at work....and everyone else has gone home.  Things that are not finished, things done wrong, items not shipped, development not done...I could go on and on.  And if one more person says to me, "Ya, but...." when I show them the error of their ways, I am POSITIVE my head will explode.

Part of being the boss means having to take the fall (yes we have addressed this before) or the blame.  And sometimes, it even is my error.  Like last week, everyone was running around (literally) trying to find all these order forms, they were on our sheet for processing, but the actual orders were gone.  We looked everywhere, then I thought as a last ditch effort I would have to go home and see if I brought them home.........yep, you guessed it I screwed up.  I had to come back to work with my tail between my legs and apologize upside down and backwards that it was me, I made a big mistake.

So, my point is I take hours or even days before putting anything in writing.  I sit on it, I would like to say I have learned my  lesson (email fight with an ex-sales channel that ended badly).  I try to bring a calmness to the conversation and stay less emotional after finding an error.  I also try to put myself in their shoes, try to remember what it was like to be the employee, part-time,a full-time college student with other stresses in their lives.  And if all else fails, my husband will proof my email, bring me down a notch to realize we are all human, it is not the end of the world, and say, "no Jamie your head will NOT really explode".

Patience...uh sometimes?

May 8, 2006.

Patience - a must when starting and running your own business.

This is my first in a 27 part series on Patience.  What?  You don't think I have patience?  Wait a minute......my husband just fell over from laughter, I have to help him up so he does not swallow his tongue.

Okay, I will admit I am not the most patient person..........um, if we are being honest, I am not patient at all.  This is one of the hardest parts of starting a business for me.  I have to wait for so many different aspects of the business:

• I wait for a possible prospect to answer a New Product Submission
• I wait for a store to put in an existing order
• I wait for the existing channel to send their checks
• I wait for people to review a new version of our website
• I wait for a new channel to run numbers on sell through to see if we will continue to work with them
• I wait for a possible product placement in a major magazine
• I wait for materials to ship
• I wait for EVERYTHING

Being a type 'A' personality (I know you are surprised....stop I am blushing) I have mostly no patience for anything.  I realize that it takes months, sometimes years to establish ones company as a brand, a leader or a sought after partner.  Believe me, in my head I know - but my heart is not so patient.

This has been a difficult thing for me.  When I feel that I do not have the patience for something, I often need to focus on something else that is tangible.  I may need to go into the shipping department and do shipping that gives me a feeling of accomplishment by the end of the day.  Or, I pick up the phone and start cold-calling channels, or follow up on dry sales channels. 

Don't get me wrong, none of these things fill the void of 'WHAT' I am waiting for.  However, it does let me do something that has been on my arm-length to do list that would have otherwise NOT gotten done.

Get - it - in - writting!

May 3, 2006.

Sounds pretty obvious, I know.  You say you KNOW that....well this is easier said than done.  It is so easy to get all excited over a handshake or a or a phone call conversation.  I can tell you from experience if you don't get it in writing, it may be too good to be true.

Here are a few things I never got in writing:

• Feature one of my products in major magazine
• Products carried in a catalog
• High-End website agreed to carry my products
• Store samples ordered over phone, but owner refused when products received
• Boutique agreed to carry products
• Sales Representative agreed to represent my line of products
• Check is in the mail
• Project finished by certain date
• My company's name would be listed in newspaper article
• Competitor's products would not be sold on website
• Competitor would not copy my products
• A contract employee promised to work till a certain date

All of these things were things I was promised, either in person or via phone conversation.  None of them came to fruition.  Sometimes I have been wrong, but more times than not - it never happens if it's not in writing.

The key takeaway is that if someone commits something important to you, then get a confirmation in writing, whether it be email or on letterhead.  Once you have it in writing then you can fall back on it,  besides, it is a binding agreement.  Again, easier said that done, now I try to send a follow-up email to my partners, contract employees, or channels to verify what we discussed. 

sticky notes - everywhere

April 19, 2006.

My 3 1/2 year old loves to draw my pictures on sticky notes.  She writes her name, she asks how to spell things, she draws faces, animals...quite the artist (um, I should know).  In fact, she has been know to leave them all over the house, and for two weeks on every door in the house.  The poor  friend got quite a lecture when she tried to remove them from their designated spots.  She also leaves them around my office, on my computer, in my pocket - little pictures and what she calls 'notes'.

I thought about these notes as I was reading, Fortune Small Business Magazine, http://money.cnn.com/magazines/fsb// ( I am a bit behind on my reading).  Anyhoo....The Small Biz Makeover section mentions Fox Relocation Management use of sticky notes...the phone had been covered by sticky notes on which an RFM employee had scribbled data, prices, contacts. etc.  She goes on to say that all their intellectual property was lost.  Um....that would be MY desk.

The ah-ha moment struck me a little too early this morning....gave me a headache in fact.  I have a pile (yes a pile enough to make a new pad of sticky notes) on my desk.  I have contacts, new stores, new ideas, processes, phone numbers, clients, customers, press contacts, did I mention phone numbers?  So my first instinct was to run over to the office (in my pajamas of course) and put the information into a document...............ah but what document?  And who else should have access to that information? 

All of that information is so important to my business, I need to get it into the correct documents.  When my life is crazy or out of control, I find that getting my work, or desk or paperwork organized and in the correct place helps me out.  I am thinking of giving my daughter all the sticky notes so I am not tempted to use them.

Take a step back....way back

April 18, 2006.

Have you ever had a friend or confidant complain about a problem that they could not figure out?  They go on and on about it, and they just can NOT put their finger on the solution.  You, being able to stand outside of their 'circle of self-pity' can see EXACTLY what the problem is.  You are so smart, you KNOW all.  Now, can you tell them what they are doing wrong?  Probably not....

Being the business owner you need always to figure out the problem.  This is a daunting task and one that most people have trouble with.  You know there is a problem, you know you need to fix it and you KNOW the answer is there, you just can not quite put your finger on it.

Two years ago (almost to the day) we changed a major component of the way we manufactured our products.  When the discussion came up months earlier I held my ground, put my head in the sand (Ala ostrich), drew the line that could not be crossed - I refused to make the leap.  I could not see the big picture, I was being very pig headed and I was making LOTS of assumptions.  I assumed our customers would not be happy with the change, I assumed that no one would sell my products, I assumed wrong (as my uh, husband will reminds me).

Taking that leap of faith (you know the one where everyone said we told you so) taught me a valuable lesson.  I am not always right, and I can not ignore a problem.  Even though I had not solved the problem, I had to be a part of the solution (damn I hated being wrong).

I have learned my lesson, and realized that change is good....it is very good.  Channels dry up, stores close, products lose their appeal, employees leave -  it happens.  However, when one door closes, another ALWAYS opens up.  A good entrepreneur sees the next big thing, sees where to fill in the gaps -always changing, always growing - never getting comfortable or complacent -this is a successful company.

So when a problem arises that you can not solve, or a catastrophe hits your company, stand back.......maybe another step back.