1 00:00:01,980 --> 00:00:04,830 Gift biz unwrapped episode 44. 2 00:00:05,120 --> 00:00:06,020 Just keep moving forward. 3 00:00:06,020 --> 00:00:07,370 As long as you're putting one foot in front of the 4 00:00:07,370 --> 00:00:08,630 other, you're going to get somewhere. 5 00:00:08,870 --> 00:00:10,340 Hi, this is John Lee, 6 00:00:10,340 --> 00:00:12,530 Dumas of entrepreneur on fire, 7 00:00:12,530 --> 00:00:16,100 and you're listening to gifted biz unwrapped in now it's time 8 00:00:16,100 --> 00:00:19,820 to light it up. 9 00:00:19,820 --> 00:00:21,350 Welcome to gift biz, 10 00:00:21,470 --> 00:00:25,370 unwrapped your source for industry specific insights and advice to develop 11 00:00:25,370 --> 00:00:26,480 and grow your business. 12 00:00:26,810 --> 00:00:28,280 And now here's your host, 13 00:00:28,430 --> 00:00:29,570 Sue Monheit. 14 00:00:31,940 --> 00:00:32,360 Hi there. 15 00:00:32,450 --> 00:00:36,050 I'm Sue and welcome to the gift biz unwrapped podcast, 16 00:00:36,320 --> 00:00:39,020 whether you own a brick and mortar store Online, 17 00:00:39,040 --> 00:00:40,580 or are just getting started, 18 00:00:40,820 --> 00:00:44,540 you'll discover new insight to gain traction and to grow your 19 00:00:44,540 --> 00:00:48,620 business. And today I am so excited to introduce to you, 20 00:00:48,650 --> 00:00:50,090 Karen rans out. 21 00:00:50,240 --> 00:00:52,880 Karen is the owner of little pink lady bug. 22 00:00:53,060 --> 00:00:57,170 The company sells templates that allow crafters to create multi loop 23 00:00:57,200 --> 00:01:00,860 and layered custom bows that are used for hair accessories and 24 00:01:00,860 --> 00:01:02,630 numerous other applications. 25 00:01:02,960 --> 00:01:07,490 Karen started making bows about 11 years ago and in 2008, 26 00:01:07,670 --> 00:01:09,770 after the creation of this template, 27 00:01:09,770 --> 00:01:10,850 bow making system, 28 00:01:11,120 --> 00:01:13,850 little pink lady bug as a business was born. 29 00:01:14,270 --> 00:01:15,740 In addition to running the business, 30 00:01:15,770 --> 00:01:16,940 Karen homeschools, 31 00:01:16,940 --> 00:01:17,660 her daughter, 32 00:01:17,960 --> 00:01:22,160 volunteers at her son's school is a comfort dog handler for 33 00:01:22,160 --> 00:01:25,760 her church and a leader for a troop of American heritage 34 00:01:25,790 --> 00:01:29,450 girls. She is the perfect example of how you can integrate 35 00:01:29,450 --> 00:01:32,840 a successful business into an active family life. 36 00:01:33,140 --> 00:01:35,510 And did I mention she has a wonderful husband, 37 00:01:35,510 --> 00:01:38,210 Robert and two dogs all the while. 38 00:01:38,210 --> 00:01:41,930 Her love for crafty creative endeavors somehow finds its way to 39 00:01:41,930 --> 00:01:44,720 shine through each and every day. 40 00:01:44,930 --> 00:01:47,000 Karen, welcome to the show. 41 00:01:47,180 --> 00:01:48,170 Thank you so much. 42 00:01:48,180 --> 00:01:49,190 I'm excited to be here. 43 00:01:49,580 --> 00:01:53,060 Is there anything you would like to include like another activity 44 00:01:53,060 --> 00:01:55,790 that you do before we get started? 45 00:01:56,120 --> 00:01:56,900 No, I, 46 00:01:57,320 --> 00:01:59,390 I try and make time for my family as well. 47 00:01:59,480 --> 00:02:01,110 Really. It's just a matter of priorities. 48 00:02:01,110 --> 00:02:03,080 So figure out how to get it all done. 49 00:02:03,380 --> 00:02:03,890 There you go. 50 00:02:04,040 --> 00:02:06,980 Well, I'm excited to hear your story for our listeners. 51 00:02:06,980 --> 00:02:09,320 Karen and I have known each other for boy. 52 00:02:09,380 --> 00:02:09,830 I don't know, 53 00:02:09,830 --> 00:02:11,930 six, seven years already. 54 00:02:12,110 --> 00:02:12,710 At least. 55 00:02:12,710 --> 00:02:15,530 Yeah. We met at a trade show way back when, 56 00:02:15,530 --> 00:02:16,190 and she, 57 00:02:16,190 --> 00:02:17,840 and I saw each other again, 58 00:02:17,840 --> 00:02:21,680 just this past January and we've been talking about our business. 59 00:02:21,680 --> 00:02:25,490 I've always loved her product and she agreed to come on 60 00:02:25,490 --> 00:02:27,170 and share her journey with all of you. 61 00:02:27,170 --> 00:02:29,000 So I'm really excited about that. 62 00:02:29,210 --> 00:02:30,440 Are you ready to light it up, 63 00:02:30,470 --> 00:02:31,970 Karen? Absolutely. 64 00:02:31,970 --> 00:02:33,320 Absolutely. Very fun. 65 00:02:33,500 --> 00:02:35,660 Wonderful. As our listeners know, 66 00:02:35,660 --> 00:02:38,720 we like to align the conversation around the life of a 67 00:02:38,720 --> 00:02:40,070 motivational candle. 68 00:02:40,190 --> 00:02:43,490 The light shines on you while you share your stories and 69 00:02:43,490 --> 00:02:46,070 experiences. And it gives us kind of a little bit of 70 00:02:46,070 --> 00:02:49,310 an indirect understanding of what you're all about. 71 00:02:49,400 --> 00:02:51,980 If you were sitting and you're making your bows, 72 00:02:51,980 --> 00:02:55,370 I'm envisioning you doing some demos that you always do on 73 00:02:55,370 --> 00:02:56,360 YouTube, et cetera. 74 00:02:56,570 --> 00:02:58,880 And just for ambiance in your workspace, 75 00:02:58,880 --> 00:03:00,790 you a candle glowing there, 76 00:03:01,120 --> 00:03:02,830 what color would the candle be? 77 00:03:03,180 --> 00:03:06,420 Candle is absolutely going to be a light pink color and 78 00:03:06,450 --> 00:03:07,590 why light pink, 79 00:03:07,860 --> 00:03:08,210 you know, 80 00:03:08,220 --> 00:03:09,150 has been my favorite color. 81 00:03:09,150 --> 00:03:11,400 I was the first grandchild on both sides of the family. 82 00:03:11,400 --> 00:03:13,860 So everything I had my entire life was pink. 83 00:03:13,980 --> 00:03:14,910 So, you know, 84 00:03:14,910 --> 00:03:16,680 I was just fortunate that I liked the color. 85 00:03:16,680 --> 00:03:18,630 So it's just kind of in my color with everything I 86 00:03:18,630 --> 00:03:19,980 even named my company after it. 87 00:03:19,980 --> 00:03:21,600 So definitely pink. 88 00:03:22,260 --> 00:03:24,630 And what would be the motivational quote on that candidate? 89 00:03:25,080 --> 00:03:27,150 I really couldn't come up with just one, 90 00:03:27,150 --> 00:03:31,020 but I have two that are pretty similar and one of 91 00:03:31,020 --> 00:03:32,280 them is from Walt Disney. 92 00:03:32,460 --> 00:03:33,780 It's keep moving forward. 93 00:03:33,840 --> 00:03:35,550 They mentioned it at the end of the movie, 94 00:03:35,550 --> 00:03:36,660 meet the Robinsons. 95 00:03:36,720 --> 00:03:37,620 Just keep moving forward. 96 00:03:37,620 --> 00:03:38,970 As long as you're putting one foot in front of the 97 00:03:38,970 --> 00:03:40,350 other, you're going to get somewhere. 98 00:03:40,500 --> 00:03:41,910 Yeah. Taking action every day. 99 00:03:42,180 --> 00:03:42,960 And the other one, 100 00:03:43,080 --> 00:03:45,120 I'm sure everyone's familiar with finding Nemo. 101 00:03:45,180 --> 00:03:47,370 Dory's little mantra of just keep swimming, 102 00:03:47,520 --> 00:03:49,860 that kind of aligns with the keep moving forward. 103 00:03:49,860 --> 00:03:52,350 So as long as you keep going forward and you just 104 00:03:52,350 --> 00:03:53,100 keep going, 105 00:03:53,300 --> 00:03:54,240 can make anything happen. 106 00:03:54,630 --> 00:03:55,620 I totally agree with you. 107 00:03:56,010 --> 00:03:59,430 Well, let's talk a little bit now about little pink lady 108 00:03:59,430 --> 00:04:01,680 bug and how you got started, 109 00:04:01,680 --> 00:04:03,180 how the whole thing evolved, 110 00:04:03,210 --> 00:04:05,430 but bring us back way to the beginning. 111 00:04:05,520 --> 00:04:06,990 That point in time where you said, 112 00:04:06,990 --> 00:04:07,710 yeah, I can, 113 00:04:07,740 --> 00:04:08,880 I'm going to turn this into a business. 114 00:04:09,510 --> 00:04:11,670 My daughter was not quite a year old and she was 115 00:04:11,670 --> 00:04:14,250 wearing all of her brothers hand me downs and we were 116 00:04:14,250 --> 00:04:15,690 really strapped financially. 117 00:04:15,690 --> 00:04:17,490 We were not in a good place, 118 00:04:17,940 --> 00:04:19,860 so I couldn't afford any hair bows or cute clothing. 119 00:04:20,010 --> 00:04:23,190 Everybody thought I had two boys and finally I'd had enough. 120 00:04:23,220 --> 00:04:23,640 And I said, 121 00:04:23,640 --> 00:04:25,110 I'm going to make a bow for my daughter. 122 00:04:25,230 --> 00:04:25,950 And I went and I, 123 00:04:25,950 --> 00:04:29,880 I spent $12 on ribbon and I prayed that my husband 124 00:04:29,880 --> 00:04:31,410 did not notice that I spent $12, 125 00:04:31,410 --> 00:04:33,000 cause that was straight out of our grocery fund. 126 00:04:33,570 --> 00:04:34,840 And I made a couple of those for, 127 00:04:34,860 --> 00:04:35,760 I had a great time. 128 00:04:35,970 --> 00:04:37,470 And then I still had all these rolls of ribbon. 129 00:04:37,480 --> 00:04:39,510 So I made a few more bows and sold them at 130 00:04:39,510 --> 00:04:40,140 a garage sale. 131 00:04:40,470 --> 00:04:42,270 Now there was no information on these boats, 132 00:04:42,300 --> 00:04:43,260 no business card, 133 00:04:43,350 --> 00:04:45,960 nothing. And all these people came back and asked and said, 134 00:04:45,960 --> 00:04:47,100 Hey, can we get a few more? 135 00:04:47,430 --> 00:04:47,730 And I was like, 136 00:04:47,730 --> 00:04:48,270 well, Hey, 137 00:04:48,270 --> 00:04:49,050 this is great. 138 00:04:49,050 --> 00:04:50,910 I sold some I'm going to go buy some more ribbon. 139 00:04:51,120 --> 00:04:53,550 And it slowly grew from there. 140 00:04:54,090 --> 00:04:55,650 Now I have rheumatoid arthritis. 141 00:04:55,650 --> 00:04:59,130 So working with all the handmade crafts can sometimes be a 142 00:04:59,130 --> 00:05:00,210 slow process for me. 143 00:05:00,420 --> 00:05:03,480 But this business of making Haribos grew until I had 11 144 00:05:03,480 --> 00:05:06,870 stores locally that were all carrying my bows. 145 00:05:07,020 --> 00:05:08,220 It really got to a point where I was like, 146 00:05:08,250 --> 00:05:09,300 I've got to hire some, 147 00:05:09,310 --> 00:05:10,500 I've got to have someone help me. 148 00:05:10,560 --> 00:05:12,930 Couldn't find anyone who could make the bows look just like 149 00:05:12,930 --> 00:05:14,010 mine. They all look different. 150 00:05:14,010 --> 00:05:15,420 We didn't have any consistency. 151 00:05:15,750 --> 00:05:19,290 Now my background was as a structural designer and a packaging 152 00:05:19,290 --> 00:05:20,550 company. So I said, 153 00:05:20,550 --> 00:05:23,700 let me come up with some templates so that I can 154 00:05:23,700 --> 00:05:24,270 hire people. 155 00:05:24,270 --> 00:05:25,740 And all the bows are gonna look the same and be 156 00:05:25,740 --> 00:05:26,760 the correct size. 157 00:05:27,060 --> 00:05:30,330 Probably about a month after we started using the templates, 158 00:05:30,780 --> 00:05:32,490 it was one of those light bulb moments where like we 159 00:05:32,490 --> 00:05:34,800 should be selling the templates instead of the bows. 160 00:05:35,250 --> 00:05:37,050 So from that point forward, 161 00:05:37,140 --> 00:05:40,830 it was a lot of research development stumbling here and there. 162 00:05:40,830 --> 00:05:43,680 And then just getting back up and keep going with it. 163 00:05:43,680 --> 00:05:46,020 So we've really just grown from that point, 164 00:05:46,020 --> 00:05:48,180 but that's kind of how I got into the boat business. 165 00:05:48,180 --> 00:05:48,630 I never know. 166 00:05:48,630 --> 00:05:49,410 I knew that Karen, 167 00:05:49,410 --> 00:05:50,370 I never knew that. 168 00:05:50,370 --> 00:05:51,630 That's how it actually started. 169 00:05:51,690 --> 00:05:54,390 I love that because I like hearing about it all when 170 00:05:54,390 --> 00:05:55,530 I'm doing a podcast too, 171 00:05:55,530 --> 00:05:57,860 because that leads to so many questions. 172 00:05:57,950 --> 00:05:59,840 Absolutely gift biz listeners. 173 00:05:59,840 --> 00:06:01,730 There's two things I want to point out to you that 174 00:06:01,730 --> 00:06:02,510 Karen did. 175 00:06:02,810 --> 00:06:07,490 She found an opportunity in a situation of need two places 176 00:06:07,490 --> 00:06:09,680 along the way with the journey that we've just talked about 177 00:06:09,680 --> 00:06:10,190 so far, 178 00:06:10,340 --> 00:06:13,220 she didn't have hair bows that she was going to be 179 00:06:13,220 --> 00:06:14,420 able to purchase for her daughter. 180 00:06:14,420 --> 00:06:15,500 So what did she do? 181 00:06:15,500 --> 00:06:16,640 She saw an opportunity. 182 00:06:16,640 --> 00:06:18,830 She went out and she made hair bows, 183 00:06:19,310 --> 00:06:23,180 and then she saw the need to make things easier, 184 00:06:23,210 --> 00:06:24,080 more consistent, 185 00:06:24,080 --> 00:06:24,770 et cetera. 186 00:06:24,860 --> 00:06:27,350 When she already had her product in all these stores and 187 00:06:27,350 --> 00:06:29,270 she needed production to be smoother. 188 00:06:29,360 --> 00:06:30,950 And that led to the template. 189 00:06:31,100 --> 00:06:32,360 But how cool is that? 190 00:06:32,360 --> 00:06:35,750 Because that is really what developed her whole business and what 191 00:06:35,750 --> 00:06:37,100 she's working with today. 192 00:06:37,370 --> 00:06:38,300 Point being, 193 00:06:38,300 --> 00:06:40,910 make sure that you've got your eyes wide open. 194 00:06:40,910 --> 00:06:42,380 You think you're going down one path? 195 00:06:42,380 --> 00:06:42,950 Cause Karen, 196 00:06:42,950 --> 00:06:43,610 you probably thought, 197 00:06:43,610 --> 00:06:44,300 well, this is great. 198 00:06:44,300 --> 00:06:46,310 I'm in 11 different stores. 199 00:06:46,340 --> 00:06:49,100 You never thought it was going to necessarily evolve into this 200 00:06:49,100 --> 00:06:49,970 whole template thing, 201 00:06:49,970 --> 00:06:51,710 which is the basis of your whole business now. 202 00:06:51,880 --> 00:06:53,020 Exactly. That's I mean, 203 00:06:53,020 --> 00:06:54,280 that is our primary business. 204 00:06:54,280 --> 00:06:56,290 And if I make bows at this point, 205 00:06:56,290 --> 00:06:57,340 it's, it's really for fun. 206 00:06:57,340 --> 00:06:59,590 Occasionally I'll do a craft show just because I love getting 207 00:06:59,590 --> 00:07:02,470 out there and talking with people and being crafty myself and 208 00:07:02,470 --> 00:07:04,510 my daughter can only wear so many at this point. 209 00:07:04,510 --> 00:07:06,730 So, so I've got to do something with them. 210 00:07:07,210 --> 00:07:07,960 There you go. 211 00:07:07,990 --> 00:07:10,570 Let me ask you one more question about this story before 212 00:07:10,570 --> 00:07:11,230 we move on. 213 00:07:11,560 --> 00:07:12,400 You were saying that, 214 00:07:12,460 --> 00:07:12,670 you know, 215 00:07:12,670 --> 00:07:13,690 when from a garage sale, 216 00:07:13,690 --> 00:07:17,350 people came back and wanted the bows and then how did 217 00:07:17,350 --> 00:07:19,720 it all evolve into those 11 stores? 218 00:07:19,720 --> 00:07:20,260 Walk us through. 219 00:07:20,530 --> 00:07:23,140 Well, I really believe in quality if you're going to do 220 00:07:23,200 --> 00:07:24,040 something, do it. 221 00:07:24,040 --> 00:07:25,570 Well, that's another Walt Disney quote. 222 00:07:25,840 --> 00:07:28,720 And so I made some really quality bows. 223 00:07:28,750 --> 00:07:29,800 They were sturdy. 224 00:07:29,800 --> 00:07:31,000 I guarantee them. 225 00:07:31,090 --> 00:07:33,730 And so I went into one or two stores and I 226 00:07:33,730 --> 00:07:36,190 noticed they didn't have a very small size that you would 227 00:07:36,190 --> 00:07:36,880 put on a baby, 228 00:07:36,880 --> 00:07:37,390 an infant. 229 00:07:37,570 --> 00:07:37,870 And I said, 230 00:07:37,870 --> 00:07:40,330 I don't want to take away from your other bowmakers you're 231 00:07:40,330 --> 00:07:41,800 at the other business that you carry, 232 00:07:41,860 --> 00:07:43,810 but would you be interested in carrying these? 233 00:07:43,810 --> 00:07:46,630 And I had them on a nice backing card. 234 00:07:46,630 --> 00:07:49,630 I had my logo in place and contact information and a 235 00:07:49,690 --> 00:07:51,280 basic website going at that point. 236 00:07:51,400 --> 00:07:53,920 And so they agreed to try that since it wasn't something 237 00:07:53,920 --> 00:07:55,510 competing with what they already had. 238 00:07:55,870 --> 00:07:58,360 Well, those little bows were so popular. 239 00:07:58,360 --> 00:08:00,550 The people who were buying them as their children grew, 240 00:08:00,820 --> 00:08:02,860 they kept going back to the store and say, 241 00:08:02,860 --> 00:08:04,300 well, can we get the next size up? 242 00:08:04,510 --> 00:08:04,690 You know, 243 00:08:04,690 --> 00:08:07,720 we added some non-slip grip inside and we covered all the 244 00:08:07,720 --> 00:08:09,310 clips and all the ends were sealed. 245 00:08:09,310 --> 00:08:11,610 So a lot of attention to detail from that point, 246 00:08:11,620 --> 00:08:12,760 we just took it slow. 247 00:08:12,760 --> 00:08:12,970 I mean, 248 00:08:12,970 --> 00:08:14,860 I didn't go out saying I'm going to go get all 249 00:08:14,860 --> 00:08:16,600 these stores and all these orders and so forth. 250 00:08:16,930 --> 00:08:20,710 It was every step of growth that we took was taken 251 00:08:20,710 --> 00:08:23,800 because we didn't have any other choice we had to grow. 252 00:08:24,040 --> 00:08:25,570 So we didn't try and make ourselves too big. 253 00:08:25,570 --> 00:08:27,520 We just kept letting our cup overflow. 254 00:08:27,640 --> 00:08:27,850 We were like, 255 00:08:27,850 --> 00:08:29,080 okay, we got to get a bigger cup. 256 00:08:29,160 --> 00:08:30,090 We got to get a bigger cup. 257 00:08:30,250 --> 00:08:31,690 As you had the first two stores, 258 00:08:31,690 --> 00:08:34,330 did you then go and approach more stores or did stores 259 00:08:34,330 --> 00:08:35,290 start coming to you? 260 00:08:35,410 --> 00:08:36,460 A little bit of both. 261 00:08:36,640 --> 00:08:39,910 We had several consignment stores who were hearing kind of through 262 00:08:39,910 --> 00:08:40,890 the grapevine that no, 263 00:08:40,890 --> 00:08:42,790 we had a good product and they approached us. 264 00:08:43,000 --> 00:08:45,790 But then there were some higher end stores that carry some 265 00:08:45,790 --> 00:08:48,820 really nice boutique items and really beautiful clothing. 266 00:08:49,090 --> 00:08:49,480 At that point, 267 00:08:49,480 --> 00:08:50,320 we had some confidence. 268 00:08:50,320 --> 00:08:51,700 So I went to him and said, 269 00:08:51,700 --> 00:08:52,900 Hey, this is what I've got. 270 00:08:52,900 --> 00:08:54,070 And this is what I can do for you. 271 00:08:54,520 --> 00:08:55,980 And this is we're already carried. 272 00:08:56,340 --> 00:08:58,740 And let me leave you with a few samples and I'll 273 00:08:58,740 --> 00:08:59,640 call you next week. 274 00:09:00,120 --> 00:09:02,010 And really it was that I didn't really give them a 275 00:09:02,010 --> 00:09:03,210 chance to say yes or no. 276 00:09:03,600 --> 00:09:04,380 It was kind of like, 277 00:09:04,410 --> 00:09:05,850 this is all the great stuff I can do. 278 00:09:06,030 --> 00:09:07,050 I'll come back and talk later. 279 00:09:07,160 --> 00:09:09,680 It sounds like it was the quality of your product that 280 00:09:09,680 --> 00:09:12,200 really got everything That really, 281 00:09:12,200 --> 00:09:13,910 really played a key role. 282 00:09:14,670 --> 00:09:16,430 You were in a number of stores, 283 00:09:16,430 --> 00:09:19,130 then you have a credibility play as you approach other people. 284 00:09:19,670 --> 00:09:21,440 Yeah. It's going to snowball from that point. 285 00:09:21,440 --> 00:09:22,280 Once you get started, 286 00:09:22,280 --> 00:09:24,950 if you're get your company and your business started on solid 287 00:09:24,950 --> 00:09:28,460 footing, you will really be able to go places You safe, 288 00:09:28,460 --> 00:09:29,210 solid footing. 289 00:09:29,210 --> 00:09:32,090 If you had a couple of recommendations for the people who 290 00:09:32,090 --> 00:09:32,780 might be listening, 291 00:09:32,780 --> 00:09:34,580 who are just thinking of starting out, 292 00:09:34,640 --> 00:09:36,650 what would be a couple of things that you're saying, 293 00:09:36,650 --> 00:09:38,450 you need to do this and you need to do this 294 00:09:38,660 --> 00:09:39,410 First and foremost, 295 00:09:39,440 --> 00:09:41,750 finances are going to be the backbone of a business. 296 00:09:41,780 --> 00:09:42,800 Don't grow too fast. 297 00:09:42,860 --> 00:09:44,720 Yeah, of course I wanted a new computer and I wanted 298 00:09:44,720 --> 00:09:47,150 a fancy desk and all these great tools and everything. 299 00:09:47,230 --> 00:09:48,680 You can't mistake, 300 00:09:48,890 --> 00:09:52,970 fancy equipment and great tools for determination and hard work. 301 00:09:53,000 --> 00:09:53,360 We said, 302 00:09:53,570 --> 00:09:53,870 you know what? 303 00:09:53,870 --> 00:09:56,540 We can't afford to buy new desks and we don't need 304 00:09:56,540 --> 00:09:57,740 to keep buying new scissors. 305 00:09:57,950 --> 00:09:59,150 All the little tools that add up, 306 00:09:59,180 --> 00:10:00,590 they might be two or $3 a piece. 307 00:10:00,590 --> 00:10:01,400 But you know, 308 00:10:01,400 --> 00:10:03,890 you can spend a couple of hundred dollars on little crafting 309 00:10:03,890 --> 00:10:05,090 tools because it looks fun. 310 00:10:05,300 --> 00:10:08,240 You got to keep your focus insight and stay true to 311 00:10:08,240 --> 00:10:09,110 that focus, 312 00:10:09,380 --> 00:10:11,990 Focus on the tasks of actually growing the business. 313 00:10:11,990 --> 00:10:14,480 Not what's behind the business in terms of equipment. 314 00:10:15,110 --> 00:10:15,950 Exactly. Yeah. 315 00:10:15,980 --> 00:10:16,610 It's, you know, 316 00:10:16,610 --> 00:10:20,210 I didn't need fancy signs or storage containers or any of 317 00:10:20,210 --> 00:10:23,120 the little gadgets that go along with crafting was like, 318 00:10:23,150 --> 00:10:24,260 what is my goal? 319 00:10:24,260 --> 00:10:26,620 And is this action getting me closer to it? 320 00:10:26,870 --> 00:10:30,140 Is this action getting me closer to it really important because 321 00:10:30,170 --> 00:10:31,940 a lot of us will think if you know, 322 00:10:32,030 --> 00:10:33,770 going out and selling your product, 323 00:10:33,800 --> 00:10:36,140 puts you in a very vulnerable situation, 324 00:10:36,170 --> 00:10:36,860 the way you sell, 325 00:10:36,860 --> 00:10:38,570 you have a very low key approach, 326 00:10:38,780 --> 00:10:40,730 but your product totally speaks for itself. 327 00:10:41,270 --> 00:10:43,310 But so many people selling, 328 00:10:43,520 --> 00:10:43,940 you know, 329 00:10:43,940 --> 00:10:45,260 is not the fun part. 330 00:10:45,260 --> 00:10:48,320 So it's really easy to stay back in your craft room 331 00:10:48,320 --> 00:10:48,920 or, you know, 332 00:10:48,940 --> 00:10:49,820 work studio. 333 00:10:49,850 --> 00:10:51,230 And in your mind, 334 00:10:51,230 --> 00:10:55,220 you're working because you're making more or your setting up your 335 00:10:55,220 --> 00:10:58,370 office. But those aren't tasks that bring in the money to 336 00:10:58,370 --> 00:10:59,540 keep a business going. 337 00:10:59,540 --> 00:11:00,650 And particularly in the beginning, 338 00:11:00,650 --> 00:11:01,760 when you need to get it started, 339 00:11:01,760 --> 00:11:03,800 you need to be getting some revenue coming in. 340 00:11:04,130 --> 00:11:08,630 Okay? So now you have these templates and you're recognizing that 341 00:11:08,630 --> 00:11:10,280 this is going to be the business. 342 00:11:10,280 --> 00:11:14,270 So was little pink lady bug ever the bow business. 343 00:11:14,360 --> 00:11:17,480 And then it gravitated to the templates or did little pink 344 00:11:17,480 --> 00:11:19,700 lady bugs start as templates, 345 00:11:19,900 --> 00:11:21,980 Little pink lady bug was the bow business. 346 00:11:22,190 --> 00:11:24,470 I didn't want my name attached to something that I thought 347 00:11:24,470 --> 00:11:28,610 I might possibly join with a partner or maybe sell someday. 348 00:11:28,640 --> 00:11:30,380 So I didn't want my name to be the business. 349 00:11:30,380 --> 00:11:31,970 I didn't want to ever have to sell them my name. 350 00:11:32,030 --> 00:11:33,350 So I started making bows. 351 00:11:33,350 --> 00:11:35,840 We had a great time at craft shows and things like 352 00:11:35,840 --> 00:11:37,790 that. And then once we developed the templates, 353 00:11:37,880 --> 00:11:38,690 we came up with the name, 354 00:11:38,690 --> 00:11:39,650 brilliant filmmaker. 355 00:11:39,830 --> 00:11:41,720 And we just had that as a brand, 356 00:11:41,780 --> 00:11:44,600 under little pink lady bug the company yeah. 357 00:11:44,670 --> 00:11:45,440 Had the templates. 358 00:11:45,440 --> 00:11:47,360 And these were probably just handmade templates. 359 00:11:47,390 --> 00:11:49,370 Initially We're handmade. 360 00:11:49,400 --> 00:11:51,920 We actually went and got those flexible binders, 361 00:11:51,920 --> 00:11:53,980 that flexible plastic that you can get. 362 00:11:54,430 --> 00:11:56,410 And we would buy all the ones on clearance at the 363 00:11:56,410 --> 00:11:59,830 end of the back-to-school sales and come back and you know, 364 00:11:59,830 --> 00:12:02,350 we'd print out picture of the template and tape it to 365 00:12:02,350 --> 00:12:03,370 the binder. 366 00:12:03,370 --> 00:12:04,750 And then we cut it out with an exact, 367 00:12:05,290 --> 00:12:07,240 and that's what we started with. 368 00:12:07,270 --> 00:12:09,040 It was quite tedious. 369 00:12:09,130 --> 00:12:10,720 And so that's what you were selling initially. 370 00:12:10,750 --> 00:12:11,980 That's what we were selling initially. 371 00:12:12,070 --> 00:12:13,840 So there are a few people out there who have the 372 00:12:13,840 --> 00:12:14,770 hand cut templates, 373 00:12:14,770 --> 00:12:17,770 and then that probably lasted no more than two weeks. 374 00:12:17,770 --> 00:12:19,420 And we realized this was going to kill us. 375 00:12:19,450 --> 00:12:21,100 So we tried a couple different things. 376 00:12:21,100 --> 00:12:24,220 I invested in one of those personal home dye, 377 00:12:24,220 --> 00:12:27,460 cutting devices that people use for scrapbooking and a found one 378 00:12:27,460 --> 00:12:29,200 that you could program in your own shape. 379 00:12:29,200 --> 00:12:30,220 And we thought that would work. 380 00:12:30,220 --> 00:12:32,200 And that would take 10 minutes to cut one template. 381 00:12:32,200 --> 00:12:33,160 So that didn't work. 382 00:12:33,820 --> 00:12:35,590 And that was one of those stumbling blocks. 383 00:12:35,590 --> 00:12:35,710 You know, 384 00:12:35,710 --> 00:12:37,450 we paid a couple hundred dollars for the machine and it 385 00:12:37,450 --> 00:12:38,440 never used it again. 386 00:12:38,890 --> 00:12:40,540 But we found a small dye cutter, 387 00:12:40,570 --> 00:12:42,820 a couple States over that was willing to work with us. 388 00:12:42,880 --> 00:12:45,370 And once we knew how much the dye and the materials 389 00:12:45,370 --> 00:12:46,450 and so forth would cost, 390 00:12:46,450 --> 00:12:47,710 we waited till we saved up. 391 00:12:47,710 --> 00:12:48,010 I mean, 392 00:12:48,010 --> 00:12:49,660 this was not a credit that business, 393 00:12:49,660 --> 00:12:50,890 this was all built on cash. 394 00:12:51,010 --> 00:12:52,570 And we went ahead and got those dye cut, 395 00:12:52,570 --> 00:12:53,740 but we couldn't afford the printing. 396 00:12:53,740 --> 00:12:55,750 So we still had to take a Sharpie and write the 397 00:12:55,750 --> 00:12:57,610 name and the size stuff, 398 00:12:57,610 --> 00:12:58,510 the envelopes. 399 00:12:58,570 --> 00:13:01,510 And at the time we were selling just the printed books, 400 00:13:01,510 --> 00:13:02,740 we couldn't afford the spiral bounding. 401 00:13:02,740 --> 00:13:04,330 So we put them in these binders that we got on 402 00:13:04,330 --> 00:13:05,830 clearance and those were our kids. 403 00:13:05,840 --> 00:13:06,700 That's what we were selling. 404 00:13:06,760 --> 00:13:08,680 And it spread like wildfire. 405 00:13:08,880 --> 00:13:09,060 You know, 406 00:13:09,060 --> 00:13:11,760 what I like about that is you didn't invest a ton 407 00:13:11,760 --> 00:13:12,900 of money right away. 408 00:13:12,930 --> 00:13:14,430 You kind of tested the concept, 409 00:13:14,460 --> 00:13:16,170 whether you knew that that was what you were doing or 410 00:13:16,170 --> 00:13:20,040 not. And you took some chances again with that machine that 411 00:13:20,040 --> 00:13:22,110 you bought that ended up not working, 412 00:13:22,320 --> 00:13:25,860 you've got to try different systems and you didn't stop. 413 00:13:25,890 --> 00:13:29,160 You might say that buying that equipment was not a success. 414 00:13:29,160 --> 00:13:30,000 It was a failure, 415 00:13:30,000 --> 00:13:31,170 but that didn't stop you. 416 00:13:31,170 --> 00:13:32,370 You looked for yet again, 417 00:13:32,370 --> 00:13:33,600 a different option. 418 00:13:34,020 --> 00:13:36,000 There's that just keeps swimming quote right there. 419 00:13:36,630 --> 00:13:37,080 There you go. 420 00:13:37,080 --> 00:13:40,620 And the other thing is that you built the business as 421 00:13:40,620 --> 00:13:41,370 you could. 422 00:13:41,400 --> 00:13:41,700 I mean, 423 00:13:41,700 --> 00:13:43,380 if you see the kids now and we're going to get 424 00:13:43,380 --> 00:13:44,700 to this with Karen in a second, 425 00:13:44,820 --> 00:13:48,750 they are far beyond what you were just describing templates put 426 00:13:48,750 --> 00:13:49,410 in a folder, 427 00:13:49,410 --> 00:13:54,030 they are totally professional and you would never know the evolution 428 00:13:54,030 --> 00:13:55,350 that got Karen to this point, 429 00:13:55,350 --> 00:13:57,030 if you see her product today. 430 00:13:57,210 --> 00:14:00,120 So as you're thinking about your own businesses in your own 431 00:14:00,120 --> 00:14:02,790 products, remember that everything is a step along the way. 432 00:14:02,790 --> 00:14:03,780 It's all right. 433 00:14:03,810 --> 00:14:07,380 To take many steps as you get to your ultimate goal. 434 00:14:07,380 --> 00:14:09,600 I guess that's really what I was trying to get across 435 00:14:09,600 --> 00:14:11,940 there. How are you producing the templates today? 436 00:14:11,940 --> 00:14:12,600 The kids today? 437 00:14:13,080 --> 00:14:15,600 Well, once we found the dye cutter here, 438 00:14:15,600 --> 00:14:16,410 a couple of States over, 439 00:14:16,410 --> 00:14:19,140 like I was talking about when we really got that going, 440 00:14:19,140 --> 00:14:20,310 we weren't making money. 441 00:14:20,310 --> 00:14:22,590 We were not even really breaking even, 442 00:14:22,740 --> 00:14:24,360 but we knew where we needed to get, 443 00:14:24,360 --> 00:14:26,430 because we had gotten them priced overseas. 444 00:14:26,760 --> 00:14:28,710 And unfortunately we weren't able to keep them here in this 445 00:14:28,710 --> 00:14:31,590 country. It was about 19 times more expensive. 446 00:14:31,590 --> 00:14:33,990 So we never would have had any chance of a wholesale 447 00:14:33,990 --> 00:14:37,230 markup or being able to sell it to stores through a, 448 00:14:37,350 --> 00:14:39,000 again, like a series of contacts. 449 00:14:39,000 --> 00:14:41,250 One person led to the next person led to the next, 450 00:14:41,340 --> 00:14:44,130 or we found a great little two person company. 451 00:14:44,160 --> 00:14:47,100 And we've got someone overseas who works with us and gets 452 00:14:47,100 --> 00:14:49,800 the parts from a couple of different countries and gets everything 453 00:14:49,800 --> 00:14:50,910 produced and assembled. 454 00:14:50,960 --> 00:14:53,840 And we've been really happy with this company. 455 00:14:53,870 --> 00:14:54,650 They've helped us out. 456 00:14:54,740 --> 00:14:56,630 Yeah. That again was a big step too, 457 00:14:56,630 --> 00:14:59,840 because we had minimum orders larger than anything we'd ever ordered 458 00:14:59,840 --> 00:15:03,470 before. So then we were talking about going to the family 459 00:15:03,470 --> 00:15:03,770 and saying, 460 00:15:03,800 --> 00:15:05,480 okay, this is our plan. 461 00:15:05,750 --> 00:15:08,630 This is where we want to go financially and took it 462 00:15:08,630 --> 00:15:09,080 from there. 463 00:15:09,190 --> 00:15:11,110 Yeah. Get a little bit of help along the way. 464 00:15:11,110 --> 00:15:13,420 But you've already proven the concept. 465 00:15:13,570 --> 00:15:15,670 You're already seeing that there's a market out there that will 466 00:15:15,670 --> 00:15:16,510 buy the product. 467 00:15:16,540 --> 00:15:20,200 Yes. Really important because you saw that people will put their 468 00:15:20,200 --> 00:15:21,430 money where their mouth is. 469 00:15:21,430 --> 00:15:22,360 Like some people would just say, 470 00:15:22,390 --> 00:15:23,740 Oh, those are such cool templates. 471 00:15:23,740 --> 00:15:25,150 Or the bows are so pretty. 472 00:15:25,300 --> 00:15:26,170 I'd love to have them, 473 00:15:26,170 --> 00:15:28,600 but people are actually opening their wallets and buying. 474 00:15:28,900 --> 00:15:31,390 And we had a really strong customer base at that point. 475 00:15:31,390 --> 00:15:33,940 Cause I was involved in a couple of the online chat 476 00:15:33,940 --> 00:15:37,480 groups. This was before Facebook really took a strong grip. 477 00:15:38,170 --> 00:15:41,410 And so I had a community of people who had known 478 00:15:41,410 --> 00:15:43,690 me for awhile and she saw my work. 479 00:15:43,690 --> 00:15:45,730 And when I said I was coming out with these templates, 480 00:15:45,970 --> 00:15:48,880 a few of them got that and vows for me and 481 00:15:48,880 --> 00:15:49,990 I had credibility. 482 00:15:49,990 --> 00:15:53,380 So we had our very first order was kind of a 483 00:15:53,380 --> 00:15:55,300 series of comedic events looking back now. 484 00:15:55,330 --> 00:15:57,790 But at the time we were just devastated. 485 00:15:57,880 --> 00:15:59,350 It was our first overseas order. 486 00:15:59,410 --> 00:16:01,420 We had invested everything we had. 487 00:16:01,540 --> 00:16:01,810 I mean, 488 00:16:01,840 --> 00:16:03,280 we put everything on the line. 489 00:16:03,280 --> 00:16:04,930 It was truly a leap of faith. 490 00:16:04,930 --> 00:16:05,470 At that point, 491 00:16:05,470 --> 00:16:06,520 we were praying hard. 492 00:16:06,640 --> 00:16:08,170 And then our first shipment, 493 00:16:08,170 --> 00:16:10,480 it got delayed for a few reasons. 494 00:16:10,870 --> 00:16:12,730 But then when it was shipping in, 495 00:16:12,970 --> 00:16:14,560 we were brand new importer. 496 00:16:15,010 --> 00:16:18,100 And our first shipment happened to come through into the country 497 00:16:18,340 --> 00:16:20,200 over September 11th. 498 00:16:20,200 --> 00:16:21,760 So we were flagged by customs, 499 00:16:22,210 --> 00:16:23,050 Oh my gosh, 500 00:16:23,200 --> 00:16:27,190 we had hundreds and hundreds of pre-orders for these kits, 501 00:16:27,220 --> 00:16:29,050 from people that we had sold and given him a great 502 00:16:29,050 --> 00:16:29,560 deal saying, 503 00:16:29,560 --> 00:16:31,030 Hey, invest with us. 504 00:16:31,060 --> 00:16:34,210 This is the kid kind of a GoFund me or Kickstarter 505 00:16:34,210 --> 00:16:35,800 campaign before those were around. 506 00:16:36,190 --> 00:16:36,520 We said, 507 00:16:36,520 --> 00:16:37,120 this is our idea. 508 00:16:37,120 --> 00:16:38,110 This is what we're going to do. 509 00:16:38,110 --> 00:16:39,670 We need you to buy it in advance. 510 00:16:39,820 --> 00:16:42,940 And it passed the date in PayPal when they could get 511 00:16:42,940 --> 00:16:45,400 refunds. And we were just keeping people updated saying, 512 00:16:45,400 --> 00:16:47,050 Hey, they flagged our stuff. 513 00:16:47,080 --> 00:16:47,320 They are, 514 00:16:47,350 --> 00:16:48,130 they're holding it. 515 00:16:48,310 --> 00:16:51,700 And it took about two months longer than we had originally 516 00:16:51,700 --> 00:16:54,640 estimated for getting that first shipment in every single day was 517 00:16:54,640 --> 00:16:56,590 agony. Just knowing I had to go tell these people, 518 00:16:56,590 --> 00:16:57,700 Hey, we're still waiting. 519 00:16:57,700 --> 00:16:58,630 I'm still here. 520 00:16:58,720 --> 00:16:59,560 Here's some ideas. 521 00:16:59,560 --> 00:17:00,670 This is what I'm working on. 522 00:17:01,210 --> 00:17:02,800 And yeah, 523 00:17:02,800 --> 00:17:04,270 it was just being in touch with your customers, 524 00:17:04,300 --> 00:17:07,870 just letting people see you as the person you are, 525 00:17:08,050 --> 00:17:08,260 you know, 526 00:17:08,260 --> 00:17:09,730 you've got to put yourself on the line. 527 00:17:09,880 --> 00:17:12,280 I think that's really important because first of all, 528 00:17:12,280 --> 00:17:15,460 I can't imagine that people wouldn't understand with nine 11. 529 00:17:15,460 --> 00:17:15,730 I mean, 530 00:17:15,730 --> 00:17:19,480 everyone at that time came to the aid of everybody else. 531 00:17:19,480 --> 00:17:21,130 So I would be surprised. 532 00:17:21,130 --> 00:17:23,050 I don't know if you have any stories about that that 533 00:17:23,050 --> 00:17:23,950 you even want to talk about, 534 00:17:23,950 --> 00:17:27,460 but I could only imagine that everybody who ordered was totally 535 00:17:27,460 --> 00:17:29,980 understanding, but there's always the fear that, 536 00:17:29,980 --> 00:17:30,220 you know, 537 00:17:30,220 --> 00:17:31,720 people are going to take your money and run, 538 00:17:31,720 --> 00:17:34,960 right? So by you staying in touch with them and just, 539 00:17:34,960 --> 00:17:35,170 you know, 540 00:17:35,170 --> 00:17:36,490 yeah, this is a bad problem. 541 00:17:36,490 --> 00:17:37,900 We're trying to figure it out. 542 00:17:38,020 --> 00:17:39,580 I'm sure everyone understood the problem, 543 00:17:39,580 --> 00:17:41,860 but by just staying in touch with them and saying, 544 00:17:41,860 --> 00:17:42,970 look, I'm not gone. 545 00:17:42,970 --> 00:17:43,660 I am here. 546 00:17:43,690 --> 00:17:46,210 This is you are going to get the product. 547 00:17:46,210 --> 00:17:49,030 I promise probably helped you through that. 548 00:17:49,350 --> 00:17:51,150 Well and gained loyal Customers. 549 00:17:51,180 --> 00:17:51,780 It really did. 550 00:17:51,780 --> 00:17:53,910 And they got to know us really well because over the 551 00:17:53,910 --> 00:17:54,780 course of the two months, 552 00:17:54,780 --> 00:17:55,440 60 days, 553 00:17:55,470 --> 00:17:57,990 you run out of some crafty ideas at some point. 554 00:17:57,990 --> 00:18:00,420 So we were posted pictures of the dogs and the kids. 555 00:18:00,420 --> 00:18:00,930 And Hey, 556 00:18:00,930 --> 00:18:02,610 I'm not doing any crafts today and doing laundry, 557 00:18:02,610 --> 00:18:04,080 but we're still thinking about you guys. 558 00:18:04,080 --> 00:18:05,580 We're still here waiting for our shipment. 559 00:18:05,790 --> 00:18:06,120 And yeah, 560 00:18:06,150 --> 00:18:06,540 every year, 561 00:18:06,540 --> 00:18:08,610 since then over the anniversary of nine 11, 562 00:18:08,640 --> 00:18:09,660 they still flag a few things. 563 00:18:09,660 --> 00:18:11,730 But now that we've been doing this for several years, 564 00:18:11,760 --> 00:18:12,900 we don't get flagged as often, 565 00:18:12,900 --> 00:18:14,730 but we still have a couple of strips of that. 566 00:18:14,790 --> 00:18:18,480 TSA, us customs tape that all the boxes came wrapped with. 567 00:18:18,510 --> 00:18:20,670 We saved a few pieces of that and stuck them on 568 00:18:20,670 --> 00:18:23,010 one of our drawers that we've got here in the office. 569 00:18:23,100 --> 00:18:25,580 That's good Is to have some history of the development of 570 00:18:25,580 --> 00:18:26,300 the business, 571 00:18:26,330 --> 00:18:27,140 I think is great. 572 00:18:27,380 --> 00:18:27,850 I remember when, 573 00:18:27,850 --> 00:18:28,580 where we came from. 574 00:18:28,610 --> 00:18:28,790 I mean, 575 00:18:28,790 --> 00:18:30,140 you can't get too big for your britches. 576 00:18:30,140 --> 00:18:30,950 You got to remember, 577 00:18:31,430 --> 00:18:32,720 Hey, when it comes down to it, 578 00:18:33,110 --> 00:18:34,940 I'm going to sit down and I'm going to do something 579 00:18:34,940 --> 00:18:36,680 to make my business go forward today. 580 00:18:37,130 --> 00:18:40,070 I also have a similar situation when I'm bringing things in 581 00:18:40,070 --> 00:18:40,820 from overseas, 582 00:18:40,820 --> 00:18:45,380 because if you don't have mass mass mass product to take 583 00:18:45,380 --> 00:18:47,150 up a whole container for yourself, 584 00:18:47,420 --> 00:18:50,180 you're always in a container with other businesses and it might 585 00:18:50,180 --> 00:18:50,630 not be, 586 00:18:50,630 --> 00:18:51,920 you that's being flagged. 587 00:18:51,920 --> 00:18:53,930 It might just be something in a container, 588 00:18:54,320 --> 00:18:56,840 but the whole container has to be set aside. 589 00:18:56,840 --> 00:18:59,120 So I've had that happen to me as well. 590 00:18:59,240 --> 00:18:59,900 Just, you know, 591 00:18:59,930 --> 00:19:02,120 pros and cons of doing business overseas, 592 00:19:02,120 --> 00:19:02,840 right? Yeah. 593 00:19:02,840 --> 00:19:04,370 Well, we learned a lot is what it is. 594 00:19:04,370 --> 00:19:05,660 You learn to order early. 595 00:19:05,660 --> 00:19:08,150 Yes. You learned to order before you're totally out. 596 00:19:08,150 --> 00:19:10,760 Yes. And the holidays for other countries when things are shutting 597 00:19:10,760 --> 00:19:12,590 down and you're not going to be able to get ahold 598 00:19:12,590 --> 00:19:13,640 of anybody for a month. 599 00:19:13,730 --> 00:19:16,460 It's, eye-opening all the fees and customs and legal work. 600 00:19:16,490 --> 00:19:17,900 It can be intimidating at first. 601 00:19:17,900 --> 00:19:18,560 But like I said, 602 00:19:18,560 --> 00:19:19,670 just a step at a time. 603 00:19:19,940 --> 00:19:22,310 You've told us already a couple of challenges that you've had 604 00:19:22,310 --> 00:19:23,000 with the business. 605 00:19:23,000 --> 00:19:25,130 Was there any other one that you wanted to bring up? 606 00:19:25,310 --> 00:19:26,180 There's a couple, 607 00:19:26,330 --> 00:19:28,400 I look back and they're kind of funny stories now. 608 00:19:28,430 --> 00:19:30,890 They really weren't at the time when I said you really 609 00:19:30,890 --> 00:19:33,050 had to just wait for the business to grow as you 610 00:19:33,050 --> 00:19:33,440 needed it. 611 00:19:33,500 --> 00:19:36,290 We were using our garage as our warehouse. 612 00:19:36,470 --> 00:19:37,820 So our very first fitment, 613 00:19:37,820 --> 00:19:41,320 we had six full pallets floor to ceiling pallets delivered. 614 00:19:41,390 --> 00:19:42,800 We managed to fit them in the garage. 615 00:19:42,890 --> 00:19:43,550 And you know, 616 00:19:43,550 --> 00:19:44,570 we took it a step at a time. 617 00:19:44,570 --> 00:19:45,590 Things started to grow. 618 00:19:45,650 --> 00:19:47,750 And then one day I got a call from the shipping 619 00:19:47,750 --> 00:19:48,620 company and they said, 620 00:19:48,620 --> 00:19:49,820 well, we're going to deliver your shipment. 621 00:19:49,820 --> 00:19:50,450 Where do you want it? 622 00:19:50,510 --> 00:19:50,780 I was like, 623 00:19:51,110 --> 00:19:51,320 you know, 624 00:19:51,320 --> 00:19:52,970 just put it in the driveway as, 625 00:19:52,970 --> 00:19:53,570 as usual, 626 00:19:53,570 --> 00:19:54,410 put it in the front yard. 627 00:19:54,410 --> 00:19:54,920 It's fine. 628 00:19:55,160 --> 00:19:56,450 And the driver said, 629 00:19:56,540 --> 00:19:57,320 you sure? 630 00:19:57,470 --> 00:19:57,740 I was like, 631 00:19:57,740 --> 00:19:58,250 yep, yep, 632 00:19:58,280 --> 00:19:58,730 go ahead. 633 00:19:58,910 --> 00:19:59,360 He said, 634 00:19:59,420 --> 00:20:02,120 ma'am, do you understand that you have your own full container 635 00:20:02,120 --> 00:20:02,600 this time? 636 00:20:02,930 --> 00:20:03,710 And I had to stop him. 637 00:20:03,710 --> 00:20:04,070 I said, 638 00:20:04,190 --> 00:20:04,550 you know what, 639 00:20:04,550 --> 00:20:07,580 please do not leave an entire shipping container in my front 640 00:20:07,580 --> 00:20:09,920 yard. My homeowners association would go nuts. 641 00:20:10,160 --> 00:20:11,570 And so it was at that point where like, 642 00:20:11,600 --> 00:20:13,070 okay, I need to find a warehouse. 643 00:20:13,070 --> 00:20:14,540 I don't know anything about warehousing. 644 00:20:14,540 --> 00:20:15,440 Where am I going to go? 645 00:20:15,500 --> 00:20:17,570 And I just look back through some of my contacts. 646 00:20:17,570 --> 00:20:20,900 I started calling people and within an hour I had a 647 00:20:20,900 --> 00:20:24,290 warehouse that not only was perfect for what we needed, 648 00:20:24,290 --> 00:20:25,820 but it was also us custom station. 649 00:20:25,850 --> 00:20:27,200 So if we ever got flagged again, 650 00:20:27,200 --> 00:20:30,080 we could get flagged here in our hometown and at least 651 00:20:30,080 --> 00:20:33,050 know that we still weren't waiting for cross country shipping to 652 00:20:33,050 --> 00:20:34,760 happen. So that was, 653 00:20:35,180 --> 00:20:35,360 you know, 654 00:20:35,360 --> 00:20:36,440 it was a little bit of a challenge. 655 00:20:36,460 --> 00:20:38,240 It's kind of funny to think about. 656 00:20:38,420 --> 00:20:40,310 I was telling him to leave a full sized container in 657 00:20:40,310 --> 00:20:40,910 our front yard. 658 00:20:40,910 --> 00:20:42,620 I mean something that's on my truck. 659 00:20:42,770 --> 00:20:43,310 It's a good thing. 660 00:20:43,310 --> 00:20:44,360 He asked me that question. 661 00:20:44,930 --> 00:20:48,700 Exactly. Some of the other we've had were a little more 662 00:20:48,730 --> 00:20:51,100 heartbreaking, but we've really learned our lesson. 663 00:20:51,280 --> 00:20:53,890 As far as when you're building a business, 664 00:20:53,920 --> 00:20:54,610 you've got to love it. 665 00:20:54,700 --> 00:20:55,690 And if you don't love it, 666 00:20:56,200 --> 00:20:57,160 it's going to be challenged. 667 00:20:57,250 --> 00:20:59,590 And because you are putting everything into it, 668 00:20:59,740 --> 00:21:01,180 even sometimes above your children. 669 00:21:01,180 --> 00:21:01,420 And you know, 670 00:21:01,420 --> 00:21:04,750 I remember watching my kids play outside the backyard one summer, 671 00:21:05,020 --> 00:21:06,790 never really getting to play with them cause I was building 672 00:21:06,790 --> 00:21:07,450 this business. 673 00:21:07,750 --> 00:21:08,470 But at the same time, 674 00:21:08,470 --> 00:21:11,320 now I'm able to do all the activities that I've got 675 00:21:11,320 --> 00:21:15,310 with them because the business doesn't require as much time. 676 00:21:15,610 --> 00:21:18,760 And so a few years back we were exhausted. 677 00:21:18,820 --> 00:21:19,180 I mean, 678 00:21:19,330 --> 00:21:21,220 we spent a lot of nights going to bed crying. 679 00:21:21,220 --> 00:21:24,520 We were tearing our hair out morning till night, 680 00:21:25,050 --> 00:21:27,150 just really burnt getting burnt out Well. 681 00:21:27,160 --> 00:21:27,870 And when you say, 682 00:21:28,020 --> 00:21:29,850 say we you're talking about you and your daughter, 683 00:21:30,350 --> 00:21:30,840 He was, 684 00:21:31,110 --> 00:21:31,920 he was a great support. 685 00:21:31,920 --> 00:21:33,420 He kind of saw the value in a couple of years 686 00:21:33,420 --> 00:21:33,700 in and, 687 00:21:33,700 --> 00:21:36,090 and really started supporting me with the paperwork side of things. 688 00:21:36,390 --> 00:21:40,200 And we started working with a company who showed some remarkable 689 00:21:40,200 --> 00:21:44,010 interest in either licensing or working with us or kind of 690 00:21:44,010 --> 00:21:44,910 endorsing us. 691 00:21:45,270 --> 00:21:46,830 And we talked with them quite a bit, 692 00:21:47,010 --> 00:21:48,240 sent a lot of samples, 693 00:21:48,240 --> 00:21:49,410 brainstorm some ideas. 694 00:21:49,740 --> 00:21:51,930 And at that point we were still kind of naive and 695 00:21:51,930 --> 00:21:52,560 trusting. We're like, 696 00:21:52,590 --> 00:21:53,190 okay, great. 697 00:21:53,190 --> 00:21:54,270 This is the answer to our prayers. 698 00:21:54,270 --> 00:21:57,420 And we kind of just let go of the momentum and 699 00:21:57,420 --> 00:21:59,550 the effort that we were putting into it because we were 700 00:21:59,550 --> 00:22:02,340 just so ready to hand this over to somebody who already 701 00:22:02,340 --> 00:22:06,480 had the distribution channels and the sales force in place. 702 00:22:06,750 --> 00:22:09,540 And that was really our mistake because they took a few 703 00:22:09,540 --> 00:22:10,200 of our ideas. 704 00:22:10,250 --> 00:22:10,440 You know, 705 00:22:10,440 --> 00:22:11,640 they didn't really steal anything, 706 00:22:11,640 --> 00:22:14,790 but they decided to make their own product. 707 00:22:15,300 --> 00:22:18,240 And they contact was immediately cut off. 708 00:22:18,540 --> 00:22:19,440 We didn't hear from them. 709 00:22:19,710 --> 00:22:22,860 And then shortly thereafter we saw them come out with their 710 00:22:22,860 --> 00:22:27,030 own products and it was somewhat devastating because, 711 00:22:27,390 --> 00:22:27,570 you know, 712 00:22:27,570 --> 00:22:30,000 we had worked so hard and had put so much into 713 00:22:30,000 --> 00:22:30,660 it. And we're just like, 714 00:22:30,690 --> 00:22:31,980 where do you go from here? 715 00:22:32,370 --> 00:22:32,910 And again, 716 00:22:32,910 --> 00:22:33,330 we just, 717 00:22:33,330 --> 00:22:33,600 you know, 718 00:22:33,600 --> 00:22:35,010 our faith kind of got us through. 719 00:22:35,460 --> 00:22:36,960 We just kept doing what we were doing, 720 00:22:36,960 --> 00:22:38,790 what got us going in the first place, 721 00:22:38,790 --> 00:22:40,020 just one foot in front of the other, 722 00:22:40,320 --> 00:22:41,790 keep going with a small sales, 723 00:22:41,880 --> 00:22:42,720 get our name out there, 724 00:22:42,720 --> 00:22:43,950 work with people directly. 725 00:22:44,010 --> 00:22:46,110 So we recovered and we're stronger for it. 726 00:22:46,220 --> 00:22:49,260 We learned a good lesson there that you are ultimately in 727 00:22:49,260 --> 00:22:51,600 charge. And until you're cashing a check at the bank, 728 00:22:51,660 --> 00:22:52,680 nothing's a done deal. 729 00:22:52,860 --> 00:22:53,430 Wow. You know, 730 00:22:53,430 --> 00:22:56,820 you always are surprised when big businesses and companies come in 731 00:22:56,820 --> 00:22:58,200 and do that because you always wonder, 732 00:22:58,200 --> 00:22:58,410 you know, 733 00:22:58,410 --> 00:23:01,890 was that their intent all along and as small businesses, 734 00:23:01,890 --> 00:23:05,220 especially in the homemade crafting industry, 735 00:23:05,460 --> 00:23:08,220 the best thing you can do to insulate yourself against that 736 00:23:08,220 --> 00:23:10,710 type of a situation is exactly what Karen did. 737 00:23:10,860 --> 00:23:13,350 We were just talking about how she was communicating and talking 738 00:23:13,350 --> 00:23:16,200 with her customers all through the nine 11 and the delay 739 00:23:16,200 --> 00:23:17,790 of product situation. 740 00:23:18,000 --> 00:23:20,520 Unfortunately, people can knock off products. 741 00:23:20,550 --> 00:23:21,930 It just can happen. 742 00:23:22,350 --> 00:23:23,280 And at this last show, 743 00:23:23,280 --> 00:23:26,850 I actually was talking with someone who gave me the legality 744 00:23:26,850 --> 00:23:27,390 behind it. 745 00:23:27,390 --> 00:23:31,620 And the conclusion is that your no product is really ever 746 00:23:31,620 --> 00:23:33,600 safe, no matter how much paperwork you have, 747 00:23:33,600 --> 00:23:36,000 certainly you should have all of your paperwork, 748 00:23:36,120 --> 00:23:38,580 patents or the licensing trademarking, 749 00:23:38,610 --> 00:23:39,300 all of that. 750 00:23:39,690 --> 00:23:43,500 But people who are really intentional do have a way around, 751 00:23:43,530 --> 00:23:45,060 pretty much anything. 752 00:23:45,410 --> 00:23:47,000 But the good news is. 753 00:23:47,000 --> 00:23:48,920 And especially for smaller businesses, 754 00:23:49,100 --> 00:23:53,090 when you develop relationships with your customer base and when you 755 00:23:53,090 --> 00:23:55,550 are intimately involved in the product like Karen, 756 00:23:55,550 --> 00:23:58,400 she makes a ton of YouTube videos to show people how 757 00:23:58,400 --> 00:24:01,910 to use these bows and what to do and how to 758 00:24:02,210 --> 00:24:03,680 additionally be creative. 759 00:24:03,680 --> 00:24:04,580 She's at the shows. 760 00:24:04,580 --> 00:24:06,860 So our customers get a chance to see her and work 761 00:24:06,860 --> 00:24:08,180 with her personally, 762 00:24:08,210 --> 00:24:09,860 with the templates and the products. 763 00:24:09,980 --> 00:24:12,890 Those are things that larger companies don't think about. 764 00:24:12,950 --> 00:24:13,100 You know, 765 00:24:13,100 --> 00:24:17,960 they don't think about that personal interaction as people we gravitate 766 00:24:17,960 --> 00:24:19,490 to those that make us feel good. 767 00:24:19,490 --> 00:24:20,450 And by nature, 768 00:24:20,450 --> 00:24:22,820 you want to support a business owner. 769 00:24:22,970 --> 00:24:24,110 Who's made you feel good, 770 00:24:24,110 --> 00:24:24,620 who, you know, 771 00:24:24,620 --> 00:24:25,880 has a quality product. 772 00:24:25,940 --> 00:24:30,530 And that's the way we all keep our business in situations 773 00:24:30,530 --> 00:24:31,250 like this, 774 00:24:31,370 --> 00:24:34,970 being in a relationship with your customers and communicating with them 775 00:24:34,970 --> 00:24:39,410 on a regular basis pays way more reward than you might 776 00:24:39,410 --> 00:24:40,340 initially think, 777 00:24:40,700 --> 00:24:41,630 right from the start, 778 00:24:41,630 --> 00:24:44,990 make sure you guys to be keeping customer lists and talking 779 00:24:44,990 --> 00:24:46,580 to your customers on a regular basis. 780 00:24:47,270 --> 00:24:50,470 You definitely want to stay accessible because I've, 781 00:24:50,500 --> 00:24:51,490 I've run into a lot of people. 782 00:24:51,490 --> 00:24:52,240 Who've come back and said, 783 00:24:52,270 --> 00:24:52,750 Oh, Hey, 784 00:24:52,750 --> 00:24:54,910 I bought this boat kit and I never opened it up 785 00:24:54,940 --> 00:24:56,740 and I'll sit them down immediately and be like, 786 00:24:56,740 --> 00:24:59,500 Hey, let's make sure you know what you're doing. 787 00:24:59,560 --> 00:25:01,360 I let them understand a little bit about me that I'm 788 00:25:01,360 --> 00:25:01,990 over committed. 789 00:25:01,990 --> 00:25:02,710 I've got family, 790 00:25:02,710 --> 00:25:04,180 I've got a messy craft room. 791 00:25:04,180 --> 00:25:05,080 I've got piles of laundry. 792 00:25:05,080 --> 00:25:05,530 And you know, 793 00:25:05,530 --> 00:25:05,920 you just, 794 00:25:05,920 --> 00:25:07,000 it's a matter of priorities. 795 00:25:07,030 --> 00:25:07,360 It's like, 796 00:25:07,390 --> 00:25:07,930 okay, you know what? 797 00:25:07,930 --> 00:25:10,630 I'm going to spend 15 minutes decent crafting, 798 00:25:10,630 --> 00:25:13,240 just have fun rejuvenate for a little bit and move on. 799 00:25:13,240 --> 00:25:14,740 So I just want to make them feel, 800 00:25:14,740 --> 00:25:16,120 Hey, you're not alone in this. 801 00:25:16,180 --> 00:25:18,520 We're all running crazy these days. 802 00:25:19,120 --> 00:25:21,220 So just to let them see that you're a real person 803 00:25:21,220 --> 00:25:23,800 too, and you understand what they're going through. 804 00:25:23,800 --> 00:25:26,950 That connection is going to solidify a bond, 805 00:25:26,980 --> 00:25:30,940 whether it's just a friendship or a customer vendor relationship, 806 00:25:31,000 --> 00:25:32,020 it makes a difference. 807 00:25:32,860 --> 00:25:33,490 Totally. We agree. 808 00:25:33,490 --> 00:25:34,510 Karen, good input. 809 00:25:34,510 --> 00:25:35,500 Thank you for sharing that. 810 00:25:35,920 --> 00:25:36,100 All right. 811 00:25:36,100 --> 00:25:37,150 Moving on a little bit. 812 00:25:37,420 --> 00:25:40,690 What have you found in terms of promotions or events that 813 00:25:40,690 --> 00:25:43,510 you do that help move the needle that bring you in 814 00:25:43,510 --> 00:25:45,340 new customers sell more product? 815 00:25:45,340 --> 00:25:45,880 Any of that? 816 00:25:46,390 --> 00:25:48,580 A lot of times what we found it's, 817 00:25:48,690 --> 00:25:51,280 it's going to some of the larger shows are great, 818 00:25:51,280 --> 00:25:52,000 but I'll tell you, 819 00:25:52,310 --> 00:25:55,570 the city I live in now has a huge influx of 820 00:25:55,570 --> 00:25:57,910 bowmakers because we've kind of inundated the area, 821 00:25:58,210 --> 00:26:00,610 but being able to get out even to the next city 822 00:26:00,610 --> 00:26:02,320 over or an hour away, 823 00:26:02,590 --> 00:26:06,100 getting the attention of those new customers really makes a huge 824 00:26:06,100 --> 00:26:08,170 difference because not only will you get the customers that are 825 00:26:08,170 --> 00:26:09,580 there directly talking with you, 826 00:26:09,760 --> 00:26:11,680 but you'll get their friends that when they go home and 827 00:26:11,680 --> 00:26:12,280 tell their friends, 828 00:26:12,280 --> 00:26:13,600 Hey, check this out with me. 829 00:26:13,780 --> 00:26:14,470 This looks like fun. 830 00:26:14,500 --> 00:26:15,190 Why don't we try it? 831 00:26:15,280 --> 00:26:18,220 And it kind of causes these little explosions because then they'll 832 00:26:18,220 --> 00:26:21,790 tell their family who may live across the country and you'll 833 00:26:21,790 --> 00:26:22,320 see the, 834 00:26:22,320 --> 00:26:23,200 a little bit of growth, 835 00:26:23,590 --> 00:26:23,770 you know, 836 00:26:23,770 --> 00:26:24,340 somewhere else. 837 00:26:24,730 --> 00:26:27,820 Right? So it's really just staying in front of people and 838 00:26:27,880 --> 00:26:28,930 on a personal level. 839 00:26:28,960 --> 00:26:31,270 So we're definitely finding the videos are helping, 840 00:26:31,390 --> 00:26:31,600 you know, 841 00:26:31,600 --> 00:26:33,400 we found an opportunity at the state fair, 842 00:26:33,400 --> 00:26:35,440 where if you did a demonstration on the stage, 843 00:26:35,830 --> 00:26:37,240 you could have a booth for free, 844 00:26:37,390 --> 00:26:39,580 which is a couple thousand dollars at the state fair. 845 00:26:39,910 --> 00:26:41,080 So we took advantage of that. 846 00:26:41,080 --> 00:26:41,260 You know, 847 00:26:41,260 --> 00:26:43,830 we just took advantage of any chance we to get in 848 00:26:43,830 --> 00:26:44,490 front of people, 849 00:26:44,760 --> 00:26:46,590 which is probably why we were so exhausted, 850 00:26:47,070 --> 00:26:48,120 any chance we had. 851 00:26:48,180 --> 00:26:48,540 You just, 852 00:26:48,540 --> 00:26:50,160 you jump on it and you move quickly. 853 00:26:50,160 --> 00:26:54,090 That's being fast and flexible is going to help you maneuver 854 00:26:54,090 --> 00:26:55,110 faster to your goals. 855 00:26:55,880 --> 00:26:56,510 Wonderful. Yeah. 856 00:26:56,520 --> 00:26:58,220 Seeing the opportunity and jumping on it, 857 00:26:58,220 --> 00:27:00,860 taking action on the customer service end. 858 00:27:00,920 --> 00:27:03,680 What do you do to make sure that your customers know 859 00:27:03,680 --> 00:27:05,600 that you appreciate them and that they're valued? 860 00:27:06,380 --> 00:27:09,440 Well, we really try to stay on top of the emails 861 00:27:09,470 --> 00:27:11,090 and the contacts that we get. 862 00:27:11,360 --> 00:27:13,490 So we email a lot of customers directly, 863 00:27:13,640 --> 00:27:16,130 especially the ones who they don't see us as a big 864 00:27:16,130 --> 00:27:17,180 company. They see us as, 865 00:27:17,600 --> 00:27:18,800 Hey, this is my friend, 866 00:27:18,800 --> 00:27:20,300 Karen, I'm going to email her back and be like, 867 00:27:20,300 --> 00:27:21,800 Hey, can you show me how to use the templates? 868 00:27:21,830 --> 00:27:24,110 So we really try and take the time to work with 869 00:27:24,140 --> 00:27:26,510 each person as an individual as if they were, 870 00:27:26,600 --> 00:27:26,810 you know, 871 00:27:26,810 --> 00:27:28,880 my sister or my neighbor asking me for a little bit 872 00:27:28,880 --> 00:27:30,080 of advice and take that time. 873 00:27:30,080 --> 00:27:31,880 And it does take a little bit more time, 874 00:27:32,060 --> 00:27:36,450 but we found we have such a great relationship and it 875 00:27:36,470 --> 00:27:41,510 really builds from that point because word of mouth is huge. 876 00:27:41,750 --> 00:27:42,050 I mean, 877 00:27:42,140 --> 00:27:45,650 any business I've tried usually within two years of just word 878 00:27:45,650 --> 00:27:48,050 of mouth with a good product and good customer service, 879 00:27:48,380 --> 00:27:49,760 and you're just going to be exploding. 880 00:27:50,360 --> 00:27:53,120 So the one-on-one contact with the customers who email us, 881 00:27:53,300 --> 00:27:53,480 you know, 882 00:27:53,480 --> 00:27:55,850 sometimes we'll include a little note with someone if we've, 883 00:27:56,090 --> 00:27:56,330 you know, 884 00:27:56,330 --> 00:27:57,590 talked back and forth with them. 885 00:27:57,590 --> 00:28:01,190 Or if they've mentioned something in a post on Facebook about 886 00:28:01,190 --> 00:28:01,730 their family, 887 00:28:01,730 --> 00:28:02,960 we just try and take notice. 888 00:28:02,960 --> 00:28:04,910 And we'll put a little note in that says, 889 00:28:05,150 --> 00:28:06,890 Hey, I hope you're feeling better, 890 00:28:06,890 --> 00:28:07,760 have fun with the kit. 891 00:28:08,120 --> 00:28:10,640 And just to recognize them as a person and not a 892 00:28:10,640 --> 00:28:12,650 number, it goes back to relationships, 893 00:28:12,800 --> 00:28:13,670 gets everything. 894 00:28:13,700 --> 00:28:15,380 Everything is built on relationships. 895 00:28:16,160 --> 00:28:18,230 Let's move now into the reflection section. 896 00:28:18,350 --> 00:28:21,020 Kiran, what is one trait that you feel you've had kind 897 00:28:21,020 --> 00:28:23,900 of for your whole life that you are really tapping into 898 00:28:23,900 --> 00:28:27,170 now to build the business and really make you Successful? 899 00:28:27,530 --> 00:28:30,530 Well, I'll admit this tray is a double-edged sword, 900 00:28:30,560 --> 00:28:32,150 but I am a perfectionist. 901 00:28:32,570 --> 00:28:35,060 And my husband can tell when I'm really tired because I 902 00:28:35,060 --> 00:28:35,810 get worse, 903 00:28:35,840 --> 00:28:37,910 a little more OCD on the details, 904 00:28:37,910 --> 00:28:39,800 but just in a business sense, 905 00:28:39,950 --> 00:28:41,660 the details can make or break. 906 00:28:41,660 --> 00:28:43,790 You are selling the bows in the beginning, 907 00:28:43,910 --> 00:28:45,110 it was the little details, 908 00:28:45,110 --> 00:28:45,290 you know, 909 00:28:45,290 --> 00:28:46,280 covering the clips. 910 00:28:46,550 --> 00:28:47,570 Just not a huge thing, 911 00:28:47,570 --> 00:28:50,150 but people didn't like the big metal clips showing when they 912 00:28:50,150 --> 00:28:51,530 put a hair bow in a baby's hair, 913 00:28:51,800 --> 00:28:53,450 making sure all the ends were sealed. 914 00:28:53,630 --> 00:28:56,570 Just little things that you may not even notice when you're 915 00:28:56,570 --> 00:28:57,200 looking at it. 916 00:28:57,320 --> 00:28:58,940 You may not even be conscious about it, 917 00:28:59,030 --> 00:29:00,440 but just in the back of your mind, 918 00:29:00,440 --> 00:29:01,550 your mind is processing. 919 00:29:01,730 --> 00:29:02,480 Does this product, 920 00:29:02,480 --> 00:29:06,770 does it look clean and have smooth edges and just presents 921 00:29:06,890 --> 00:29:09,110 an appealing visual to me? 922 00:29:09,530 --> 00:29:09,710 You know? 923 00:29:09,710 --> 00:29:10,160 So those, 924 00:29:10,160 --> 00:29:11,750 those little attention to detail, 925 00:29:12,080 --> 00:29:12,440 thank you. 926 00:29:12,440 --> 00:29:15,050 Cards when people help you out consistency, 927 00:29:15,080 --> 00:29:15,860 things like that. 928 00:29:16,460 --> 00:29:18,800 Yeah. I think really going back to your product, 929 00:29:19,070 --> 00:29:22,370 how many of us have bought one specific brand? 930 00:29:22,370 --> 00:29:25,130 Because it has one little trait that the other one doesn't 931 00:29:25,130 --> 00:29:28,340 have buy a car because it has a built-in baby seat, 932 00:29:28,400 --> 00:29:32,660 or you buy a certain blouse because you like the style 933 00:29:32,660 --> 00:29:33,560 of their buttons. 934 00:29:33,560 --> 00:29:33,800 You know, 935 00:29:34,040 --> 00:29:36,890 some of the little details that make all the difference, 936 00:29:36,890 --> 00:29:38,000 as Karen's talking about, 937 00:29:38,060 --> 00:29:43,810 she covered metal clips that differentiates her from everybody else and 938 00:29:43,810 --> 00:29:47,200 people buy because of those special qualities of a product. 939 00:29:47,200 --> 00:29:48,970 So as you're developing products, 940 00:29:48,970 --> 00:29:50,020 think about that too. 941 00:29:50,080 --> 00:29:53,650 We've talked a lot about how you have created now balance 942 00:29:53,650 --> 00:29:54,310 in your life, 943 00:29:54,310 --> 00:29:57,550 between all the things you're doing with your family and running 944 00:29:57,550 --> 00:29:58,870 a successful business. 945 00:29:58,900 --> 00:30:01,750 Do you have any tool or anything that you do so 946 00:30:01,750 --> 00:30:04,930 that you do have that extra time to be able to 947 00:30:04,960 --> 00:30:06,310 balance both of these? 948 00:30:06,660 --> 00:30:08,850 I think I've mentioned it a couple of times, 949 00:30:08,910 --> 00:30:10,350 but just to really point it out. 950 00:30:10,470 --> 00:30:12,810 My sister was the one who made me focus on this. 951 00:30:13,110 --> 00:30:15,030 Probably the best thing is a list, 952 00:30:15,450 --> 00:30:16,950 not a list of things to do, 953 00:30:16,980 --> 00:30:18,690 but a list of your priorities. 954 00:30:19,050 --> 00:30:19,910 And she pointed out, 955 00:30:19,920 --> 00:30:20,190 she was like, 956 00:30:20,190 --> 00:30:20,970 first thing in the morning, 957 00:30:20,970 --> 00:30:21,270 you know, 958 00:30:21,330 --> 00:30:22,170 eat healthy, 959 00:30:22,500 --> 00:30:25,920 make sure that you are mentally focused and energetic and you 960 00:30:25,920 --> 00:30:27,810 have the energy take that time. 961 00:30:27,900 --> 00:30:29,640 That 10 is for yourself in the morning. 962 00:30:29,750 --> 00:30:31,620 You'll have the energy for the day after that. 963 00:30:31,620 --> 00:30:32,520 What are your priorities? 964 00:30:32,520 --> 00:30:33,270 Is it your business, 965 00:30:33,270 --> 00:30:33,840 your kids, 966 00:30:33,840 --> 00:30:34,410 your family, 967 00:30:34,410 --> 00:30:35,190 your marriage, 968 00:30:35,280 --> 00:30:35,460 you know, 969 00:30:35,460 --> 00:30:36,660 taking care of your pets, 970 00:30:37,050 --> 00:30:39,990 prioritize the top four or five things in your life and 971 00:30:39,990 --> 00:30:41,790 make sure you pay attention to those each day. 972 00:30:42,150 --> 00:30:44,850 I'm always going to have laundry and I'll admit it is 973 00:30:44,880 --> 00:30:46,560 probably the last thing on my list. 974 00:30:47,100 --> 00:30:49,050 Even now when I have time to do it, 975 00:30:49,080 --> 00:30:51,960 good to grab life while you've got it and focus on 976 00:30:52,080 --> 00:30:55,650 what is your top priority that day Is your priority lists 977 00:30:55,650 --> 00:30:56,700 change each day, 978 00:30:56,700 --> 00:30:59,580 or you just keep your overarching priorities and just keep an 979 00:30:59,580 --> 00:31:02,100 eye on A little bit of both each day, 980 00:31:02,100 --> 00:31:03,000 I might have a, 981 00:31:03,090 --> 00:31:05,610 if I have one of my scout meetings or if my 982 00:31:05,610 --> 00:31:08,700 daughter has dance or my son has archery or whatever, 983 00:31:08,760 --> 00:31:09,930 that day's priorities are, 984 00:31:09,930 --> 00:31:11,340 some of them I can say, 985 00:31:11,340 --> 00:31:13,710 okay, I've got three hours of time for my business. 986 00:31:13,740 --> 00:31:14,730 And I'm going to focus on that. 987 00:31:14,790 --> 00:31:15,450 Others are, 988 00:31:15,900 --> 00:31:16,200 you know what, 989 00:31:16,230 --> 00:31:17,880 I'm not working on the business at all today because I've 990 00:31:17,880 --> 00:31:19,890 got volunteer work and I'm going to be at school and 991 00:31:19,890 --> 00:31:21,330 then I've gotta get home to homeschool my daughter, 992 00:31:21,330 --> 00:31:22,920 and then she's got dance and he's got archery. 993 00:31:22,920 --> 00:31:23,700 And then I've got a meeting. 994 00:31:23,700 --> 00:31:24,780 And you know, 995 00:31:24,780 --> 00:31:27,050 my priority on that day is getting, 996 00:31:27,050 --> 00:31:29,160 is getting through the day and the prep work, 997 00:31:29,220 --> 00:31:29,400 you know, 998 00:31:29,400 --> 00:31:30,690 making sure lunch is their pack. 999 00:31:30,750 --> 00:31:32,940 And I have all the clothes and outfit changes we need 1000 00:31:32,940 --> 00:31:33,480 for the day. 1001 00:31:33,870 --> 00:31:35,280 So it does change a little bit, 1002 00:31:35,310 --> 00:31:37,950 but you've always got to make time to take care of 1003 00:31:37,950 --> 00:31:39,120 yourself physically, 1004 00:31:39,120 --> 00:31:40,290 mentally, spiritually, 1005 00:31:40,830 --> 00:31:43,650 because if you don't have any more to give and you 1006 00:31:43,650 --> 00:31:46,140 are always giving to your customers and your clients, 1007 00:31:46,380 --> 00:31:49,230 you are going to slowly slip downhill and lose that attention 1008 00:31:49,230 --> 00:31:50,850 to detail wise words. 1009 00:31:50,850 --> 00:31:51,450 For sure. 1010 00:31:51,840 --> 00:31:52,200 You know, 1011 00:31:52,200 --> 00:31:53,790 as I think about my business, 1012 00:31:54,150 --> 00:31:57,630 probably about halfway through the process of getting it going, 1013 00:31:58,260 --> 00:31:59,190 I probably would have said, 1014 00:31:59,190 --> 00:31:59,850 it's not worth it. 1015 00:31:59,850 --> 00:32:01,350 If I'd known what I was in for, 1016 00:32:01,350 --> 00:32:02,700 I would not have kept going. 1017 00:32:03,270 --> 00:32:05,100 But now that we're through to the other side, 1018 00:32:05,100 --> 00:32:06,570 it was absolutely worth it. 1019 00:32:06,570 --> 00:32:08,370 It was worth every single late night, 1020 00:32:08,460 --> 00:32:10,470 every single difficult decision, 1021 00:32:10,650 --> 00:32:11,610 it was all worth it. 1022 00:32:11,910 --> 00:32:14,460 So you get in the middle of the journey and sometimes 1023 00:32:14,460 --> 00:32:16,770 you just need to dis carry through, 1024 00:32:17,070 --> 00:32:18,180 not worry about the bumps, 1025 00:32:18,180 --> 00:32:18,900 just keep going, 1026 00:32:18,900 --> 00:32:19,470 keep going. 1027 00:32:19,470 --> 00:32:20,820 And that's what you'd say at the end, 1028 00:32:20,820 --> 00:32:21,540 it's been worth it. 1029 00:32:21,830 --> 00:32:24,300 The end is really still the middle because I know you 1030 00:32:24,300 --> 00:32:25,330 keep going and keep it up. 1031 00:32:25,860 --> 00:32:26,640 Yeah. Just like Dory, 1032 00:32:26,640 --> 00:32:27,720 just keep swimming there. 1033 00:32:27,720 --> 00:32:29,250 We've learned a lot along the way. 1034 00:32:29,280 --> 00:32:31,260 And we've got some bumps and bruises, 1035 00:32:31,260 --> 00:32:34,140 but every single thing we've gone through has made us stronger 1036 00:32:34,140 --> 00:32:37,410 and just we've kept our faith and work together and, 1037 00:32:38,250 --> 00:32:38,400 you know, 1038 00:32:38,400 --> 00:32:39,890 just follow your Karen. 1039 00:32:40,220 --> 00:32:42,650 What book have you read lately that you think our listeners 1040 00:32:42,650 --> 00:32:43,580 could find value in? 1041 00:32:44,020 --> 00:32:47,350 There's a couple that I refer back to and all of 1042 00:32:47,350 --> 00:32:51,130 them seem to be along the lines of selling techniques and 1043 00:32:51,160 --> 00:32:52,480 personal improvement. 1044 00:32:52,750 --> 00:32:54,510 I'm trying to think of a couple of the titles that 1045 00:32:54,550 --> 00:32:55,060 I've had, 1046 00:32:55,060 --> 00:32:58,210 but things like the seven secrets of success. 1047 00:32:58,210 --> 00:33:00,280 And I think there's one in the little red book of 1048 00:33:00,310 --> 00:33:03,550 selling and really all of them have kind of said the 1049 00:33:03,550 --> 00:33:07,060 same thing that I've been referring to today is just making 1050 00:33:07,060 --> 00:33:08,290 that personal relationship. 1051 00:33:08,470 --> 00:33:10,300 People love to be noticed. 1052 00:33:10,390 --> 00:33:13,300 They love to know that they're important and that they've made 1053 00:33:13,300 --> 00:33:16,330 a difference and all of us really want that acceptance and 1054 00:33:16,330 --> 00:33:16,840 that love. 1055 00:33:16,840 --> 00:33:18,580 And when you're around somebody, 1056 00:33:18,850 --> 00:33:22,120 I don't care if it's a waitress or someone checking you 1057 00:33:22,120 --> 00:33:23,380 out at the grocery store, 1058 00:33:23,620 --> 00:33:26,680 you'll notice that if you feel good around that person, 1059 00:33:26,680 --> 00:33:27,940 you're going to keep talking to them. 1060 00:33:28,120 --> 00:33:29,890 And that really makes a difference. 1061 00:33:31,060 --> 00:33:32,350 So gift biz listeners, 1062 00:33:32,470 --> 00:33:34,750 just as you're listening to the podcast today, 1063 00:33:34,930 --> 00:33:37,480 you can also listen to audio books with ease. 1064 00:33:37,810 --> 00:33:40,030 I've teamed up with audible for you to be able to 1065 00:33:40,030 --> 00:33:41,350 get an audio book. 1066 00:33:41,440 --> 00:33:45,190 Just like one of the two Karen is recommending for free. 1067 00:33:45,550 --> 00:33:47,920 All you need to do is go to gift biz, 1068 00:33:47,950 --> 00:33:52,840 book.com and make a selection that's gift biz book.com. 1069 00:33:53,740 --> 00:33:54,340 So Karen, 1070 00:33:54,340 --> 00:33:56,860 we're going to be winding down to our final question in 1071 00:33:56,860 --> 00:33:57,310 a second, 1072 00:33:57,340 --> 00:33:58,810 but before we do that, 1073 00:33:59,080 --> 00:34:01,330 will you share with our listeners two things, 1074 00:34:01,390 --> 00:34:02,200 number one, 1075 00:34:02,290 --> 00:34:04,300 how they can get in touch with you. 1076 00:34:04,510 --> 00:34:07,270 And also if they wanted to look at your product and 1077 00:34:07,270 --> 00:34:09,370 possibly buy templates for bows, 1078 00:34:09,670 --> 00:34:12,580 where could they find those Fastest way to get ahold of 1079 00:34:12,580 --> 00:34:15,100 meeting, especially business-wise is going to be through my website, 1080 00:34:15,100 --> 00:34:17,290 which is www dot little pink lady, 1081 00:34:17,290 --> 00:34:19,810 bug.com. Because when we check email, 1082 00:34:19,810 --> 00:34:20,620 we get hundreds a day. 1083 00:34:20,620 --> 00:34:22,660 The first ones we check are the website comments. 1084 00:34:22,780 --> 00:34:23,680 We do check Facebook. 1085 00:34:23,680 --> 00:34:25,480 We try and get on there at least once a day, 1086 00:34:25,480 --> 00:34:26,530 but I'll be honest. 1087 00:34:26,560 --> 00:34:28,540 Sometimes that's not the top of my priority list. 1088 00:34:28,960 --> 00:34:30,730 Okay. And what stores are the, 1089 00:34:30,820 --> 00:34:32,800 are your products in that people could go out and take 1090 00:34:32,800 --> 00:34:36,190 a look We're actually carried by a lot of larger distributors. 1091 00:34:36,220 --> 00:34:38,950 So we do have access to a lot of the mom 1092 00:34:38,950 --> 00:34:39,820 and pop stores. 1093 00:34:39,940 --> 00:34:42,160 So if you don't see us in a smaller local craft, 1094 00:34:42,160 --> 00:34:44,950 or you can definitely ask because chances are the owner is 1095 00:34:44,950 --> 00:34:47,140 familiar with one of the distributors that carries us. 1096 00:34:47,200 --> 00:34:47,740 We're also, 1097 00:34:47,740 --> 00:34:49,030 we were picked up by hobby lobby. 1098 00:34:49,090 --> 00:34:49,960 They've been really, 1099 00:34:49,960 --> 00:34:50,920 really good to us. 1100 00:34:50,920 --> 00:34:52,480 As far as working with a small business. 1101 00:34:52,710 --> 00:34:55,480 We didn't know anything about order quantities and case packs and 1102 00:34:55,480 --> 00:34:57,670 barcodes and all kinds of little details. 1103 00:34:57,700 --> 00:34:59,500 And they've really been good to us and helped us out 1104 00:34:59,500 --> 00:34:59,980 quite a bit. 1105 00:35:00,250 --> 00:35:01,480 So those are some of the big ones. 1106 00:35:01,480 --> 00:35:03,370 And then I know there's quite a few online as well. 1107 00:35:03,490 --> 00:35:06,190 Wonderful. And they can also go directly to your website too. 1108 00:35:06,370 --> 00:35:07,060 Absolutely. Yeah. 1109 00:35:07,060 --> 00:35:09,460 They can go directly to our website and ask us questions 1110 00:35:09,460 --> 00:35:12,430 first and find links to some of the videos and get 1111 00:35:12,430 --> 00:35:13,150 information that way. 1112 00:35:13,300 --> 00:35:14,710 Perfect. And gift biz listeners. 1113 00:35:14,710 --> 00:35:16,240 If you're out walking your dog, 1114 00:35:16,270 --> 00:35:17,290 doing your laundry, 1115 00:35:17,320 --> 00:35:18,760 unlike Karen's doing, 1116 00:35:20,710 --> 00:35:23,320 remember, you can always go to the show notes page and 1117 00:35:23,320 --> 00:35:25,360 we'll have all the links there ready for you. 1118 00:35:25,810 --> 00:35:26,170 All right, 1119 00:35:26,170 --> 00:35:29,650 Karen, we are ending now with my dare to dream question 1120 00:35:29,650 --> 00:35:30,310 for you. 1121 00:35:30,670 --> 00:35:32,890 I'd like to present you with the virtual gift. 1122 00:35:33,010 --> 00:35:37,180 It's a magical box containing unlimited possibilities for your future. 1123 00:35:37,650 --> 00:35:40,980 This is your dream or your goal of almost unreachable Heights 1124 00:35:40,980 --> 00:35:42,450 that you would wish to obtain. 1125 00:35:43,020 --> 00:35:46,380 Please accept this gift and open it in our presence. 1126 00:35:46,500 --> 00:35:48,750 What is inside your virtual box? 1127 00:35:49,340 --> 00:35:51,140 Well, I think the first thing that I'm going to find 1128 00:35:51,140 --> 00:35:53,240 in that box is a gift certificate for someone to help 1129 00:35:53,240 --> 00:35:55,550 me organize my craft room and kind of keep my house 1130 00:35:55,550 --> 00:35:56,180 under control. 1131 00:35:56,180 --> 00:35:57,440 Because like I said, 1132 00:35:57,440 --> 00:35:58,850 that's not one of my priorities. 1133 00:35:58,850 --> 00:36:00,110 I don't enjoy doing it. 1134 00:36:00,800 --> 00:36:01,520 And you know, 1135 00:36:01,520 --> 00:36:02,840 it was just one of those things that has to be 1136 00:36:02,840 --> 00:36:05,720 done. If I could get that on the way I love 1137 00:36:05,720 --> 00:36:06,560 to craft and create, 1138 00:36:06,560 --> 00:36:10,250 I love doing demonstrations with people and the chance to travel. 1139 00:36:10,370 --> 00:36:13,430 Haven't really had a chance to just travel around, 1140 00:36:13,460 --> 00:36:15,770 but just to be able to travel and see the sites 1141 00:36:16,220 --> 00:36:17,750 and do some exploring that way. 1142 00:36:17,810 --> 00:36:18,830 But at the same time, 1143 00:36:18,830 --> 00:36:19,910 combining that with my business, 1144 00:36:19,910 --> 00:36:22,310 where I'm able to teach a few classes here and there 1145 00:36:22,310 --> 00:36:22,910 and meet with people, 1146 00:36:22,910 --> 00:36:25,910 one-on-one I absolutely love what I do. 1147 00:36:26,150 --> 00:36:27,920 I love sharing it with other people. 1148 00:36:28,370 --> 00:36:30,890 And then to be able to combine that with kind of 1149 00:36:30,890 --> 00:36:32,540 a world tour at the same time, 1150 00:36:32,540 --> 00:36:33,440 that would be amazing. 1151 00:36:34,010 --> 00:36:34,460 Yeah. Fabulous. 1152 00:36:34,460 --> 00:36:37,340 So what if you were envisioning one place in the world 1153 00:36:37,340 --> 00:36:38,390 where you could go, 1154 00:36:38,420 --> 00:36:39,080 what would it be? 1155 00:36:39,650 --> 00:36:40,100 You know, 1156 00:36:40,130 --> 00:36:42,710 I lived in North Carolina when I was younger and we 1157 00:36:42,800 --> 00:36:44,390 lived pretty close to the coast. 1158 00:36:44,780 --> 00:36:46,580 So I'd say probably, 1159 00:36:46,580 --> 00:36:50,210 definitely somewhere warm with the sand and some ocean. 1160 00:36:50,510 --> 00:36:52,760 That would probably be my top choice. 1161 00:36:53,210 --> 00:36:54,170 Wonderful. Well, 1162 00:36:54,170 --> 00:36:55,220 Karen, thank you so much. 1163 00:36:55,220 --> 00:36:58,100 This has been really enlightening and I think a really good 1164 00:36:58,100 --> 00:37:00,710 episode, particularly for people who are just starting out, 1165 00:37:00,710 --> 00:37:00,890 you know, 1166 00:37:00,890 --> 00:37:04,430 how to start the journey and how to capture the opportunities 1167 00:37:04,430 --> 00:37:05,360 along the way, 1168 00:37:05,690 --> 00:37:08,240 the way you've told your story and the insights that you've 1169 00:37:08,240 --> 00:37:09,410 given have been really, 1170 00:37:09,410 --> 00:37:10,280 really helpful. 1171 00:37:10,520 --> 00:37:13,940 I'd want to thank you for opening up sharing your story. 1172 00:37:14,240 --> 00:37:16,610 And I know that little pink lady bug is going to 1173 00:37:16,640 --> 00:37:18,230 continue to grow and grow. 1174 00:37:18,230 --> 00:37:19,340 So gift biz listeners, 1175 00:37:19,340 --> 00:37:22,040 let's watch Karen as she continues her journey. 1176 00:37:22,370 --> 00:37:23,240 And may your candle. 1177 00:37:23,240 --> 00:37:24,620 Karen always burned, 1178 00:37:24,620 --> 00:37:32,600 bright, Learn how to work smarter while developing and growing your 1179 00:37:32,600 --> 00:37:36,530 business. Download our guide called 25 free tools to enhance your 1180 00:37:36,530 --> 00:37:37,490 business and life. 1181 00:37:37,730 --> 00:37:41,450 It's our gift to you and available@giftbizonrap.com 1182 00:37:41,450 --> 00:37:42,500 slash tools. 1183 00:37:42,650 --> 00:37:44,870 Thanks for listening and be sure to join us for the 1184 00:37:44,870 --> 00:37:45,740 next episode. 1185 00:37:47,150 --> 00:37:50,090 Today's show is sponsored by the ribbon print company, 1186 00:37:50,810 --> 00:37:53,420 looking for a new income source for your gift business. 1187 00:37:53,690 --> 00:37:57,890 Customization is more popular now than ever brand your products of 1188 00:37:57,890 --> 00:37:59,990 your logo for pinned to happy birthday, 1189 00:37:59,990 --> 00:38:00,800 Jessica Gribbin, 1190 00:38:00,860 --> 00:38:01,760 to add you again, 1191 00:38:01,820 --> 00:38:02,630 right at checkout, 1192 00:38:03,290 --> 00:38:05,900 it's all done right in your shop or cross studio in 1193 00:38:05,900 --> 00:38:09,440 seconds. Check off the ribbon print company.com 1194 00:38:09,530 --> 00:38:10,580 for more information, 1195 00:38:14,090 --> 00:38:16,550 would you like to be on your show or do you 1196 00:38:16,550 --> 00:38:20,570 know someone who can provide valuable insight from their experiences? 1197 00:38:21,110 --> 00:38:21,860 If so, 1198 00:38:21,890 --> 00:38:23,030 we'd love to hear from you. 1199 00:38:23,390 --> 00:38:26,480 All you need to do is submit a form for consideration. 1200 00:38:27,080 --> 00:38:27,800 You can access. 1201 00:38:27,800 --> 00:38:30,680 The forum is unwrapped.com 1202 00:38:30,920 --> 00:38:35,030 forward slash guest gets gift biz unwrapped.com 1203 00:39:44,830 --> 00:39:46,420 Got to grab life while you've got it.