Proof to Product NSS Part 1 | Interviews with Dahlia Press, The Good Twin, Fugu Fugu Press, Meeschmosh, Friendly Fire Paper and Sugar Paper
For full show notes and access to additional resources for this episode, visit: prooftoproduct.com/nss2017part1
I recently was in New York for the National Stationery Show where myself and approximately 70 of our Tradeshow Bootcamp alumni were exhibiting. And, I thought it would be fun to chat with a handful of exhibitors, everyone from first time exhibitors to seasoned pros. This episode is part one of a two part special edition series and it features interviews with Stephanie from Dahila Press, Katie from The Good Twin, Shino and Ken from Fugu Fugu Press, Michelle from Meeschmosh, Denise from Friendly Fire Paper and Chelsea from Sugar Paper. Enjoy!
ON TODAY'S EPISODE:
Stephanie Clarke from Dahlia Press (3rd year at NSS)
[01:00] How the show has changed year over year for Stephanie. [02:00] Increased confidence that comes with exhibiting multiple years.[02:30] Being able to say no to things that aren't the right fit for her business.[03:00] Licensing, custom projects and other opportunities that evolved being at NSS in 2017.[03:30] Making time to connect with industry colleagues and peers[04:00] Unexpected issues with shipping to the show and how she handled it
Katie Wilson from The Good Twin (2nd year at NSS)[04:30] Recap of relationships and opportunities she experienced being at the show.[05:00] Thoughts on NSS moving to a lower level at Javits (we like it!)[06:00] Building on relationships with retailers and meeting buyers from big box stores [06:00] Potential licensing projects with Penguin and Random House [06:30] Connecting with industry colleagues at the show[07:00] Industry specific shows vs shows with wider range of vendors[07:30] Standing out amongst others in the industry
Shino & Ken Charlson from Fugu Fugu Press (10th year at NSS)[08:00] How the show has evolved over the last 10 years.[08:30] Reaffirming relationships with current accounts & growing the size of orders. [09:30] Benefits of using face time at the shows to get feedback on your products.[10:30] New accounts vs fostering relationships with current accounts.
[11:00] Jitters before you write that first order at a show. [12:00] Trying new things with their line and feeling validated when people buy[12:30] Putting yourself and your work out into the world[13:00] Established companies still feel the jitters
MIchelle LaRocca from Meeschmosh (3rd year at NSS)[13:30] Smooth sailing during set-up at the show[14:00] Other opportunities at the show: Licensing possibilities with Hallmark, Harpers[14:30] Benefits of being at a show
Denise from Friendly Fire Paper (1st year at NSS)[15:00] First year at the show reached & exceeded her goals[15:30] Benefits of being at the show aside from sales [16:00] The unknowns of set-up went smoother than she expected[16:30] Rules change year to year; stay flexible and keep an open mind.[17:00] Meeting independent boutiques like Cursive and big box stores like Paper Source[18:00] Research, ask questions, don't be afraid to reach out.
Chelsea Shukov from SugarPaper Los Angeles (6th year at NSS)[18:30] Learning as they went when they first started selling wholesale and exhibiting.[20:00] Get your pricing right, do your research and know what the market will bear[20:30] Converting their Target customers into luxury planner customers[21:00] Differentiating yourself & maintaining a clear identity in your business[21:00] As a buyer she wants to see authentic work[22:00] How the show has evolved: It's tiny but mighty.
KEY TAKE-AWAYS:
My confidence has grown in many ways - Stephanie Clarke, Dahlia Press
"I like to think that even if I'm in a sea of stationers, my stuff will stand out and fill a need for my retailers." -Katie Wilson, The Good Twin
We reaffirm relationships by being at the show. Our buyers are growing with us. And we value that. -Ken Charlson, Fugu Fugu Press
"Stay flexible and keep an open mind." -Denise, Friendly Fire Paper
"Shipping product that is not making you any money, is not doing you any favors. You're working for free." - Chelsea Shukov, Sugar Paper
"Maintain a clear identity in your business" -Chelsea Shukov, Sugar Paper
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JOIN THE TSBC FAMILY:
Interested in learning more about launching or refining a wholesale line or exhibiting at trade shows? Join us for our next Paper Camp conference in Los Angeles. Get more details and register at www.tradeshowcamp.com/papercamp
ABOUT PROOF TO PRODUCT:
Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.