Miss Jaidyn has modeled for me before. I knew she liked to take picture so I casted her as my "little photographer" in the "Little Designer" editorial in issue 1. Not only that I gave her a real camera as a prop and while I wasn't looking she was snapping away taking behind the scenes photos. I just had to share her fabulous photos! ENJOY!
One of the funnest parts of creating the first issue of TFBM MAG was being at the shoots and working with the model. While it is a challenge working with kids at times it is where all the great stories come from. Miss Jaidyn has modeled for me before. I knew she liked to take picture so I casted her as my "little photographer" in the "Little Designer" editorial in issue 1. Not only that I gave her a real camera as a prop and while I wasn't looking she was snapping away taking behind the scenes photos. I just had to share her fabulous photos! ENJOY!
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Open to US residents only. Come enter for your chance to Win a $500 Etsy Gift Card! Plus 2 Runners Up will get a $50 Gift card! In celebration of the first Issue of TFBM Magazine we are giving away Etsy Gift Cards to help you get a head start on your Holiday Shopping! Come check out the magazine by clicking the cover photo below. Giveaway hosted by the Fashion Business Mentor and Sponsored by some talented designers who want to encourage you to shop independent! Scroll down to see our sponsors and stop by their shops, then scroll to the bottom to enter. Beadiful Creations Shop Bella Blossoms SHOP Cotton Candy SHOP Couture By The Sea SHOP Custom Luminaries SHOP Delish Styling FACEBOOK Enchanting Quotes SHOP Express Style SHOP Frills N Fluff SHOP Hunting Faeries SHOP Inspired by Tess SHOP Isabella and Grace SHOP Jewelry and Baby Bling by Dara SHOP Just Couture SHOP Just Hatched Designs SHOP Kailyn Zoe SHOP Kendall Paige Designs SHOP Koolmono SHOP Kangacoo Designs SHOP Lavish Lulu SHOP LillyBelle's ClosetSHOP Kanga Fabric & Boutique Supply SHOP Melanie R Jewelry SHOP www.PinkMouse.Etsy.comPink Mouse SHOP PunkNPie Couture SHOP Beary Sweet Necessities SHOP The Princess and the Bead SHOP Tutu Gorgeous Girl SHOP ENTER HERE!!!I wanted to take a minute to share a bit about my experience with showrooms and why I decided to cancel my contracts for the time being. It all comes down to numbers. I recently read an article by Fashion Brain Academy called Sales Do Not Equal Profits and this could not ring more true to my decision to pull out of my showroom contract.
First I will say my showroom rep was very nice and most likely well intentioned but as she grew to take on 3 locations expanding from LA, to Dallas, to Atlanta and she had some other big names in her room that required special attention and that she traveled to other shows for, (just their line) I think my line took a bit of a backburner. Even so she wrote a little over 40k in orders for me last year. That sounds like a nice number to some but here is the math: $40k sales 50% material and production expenses 2% samples and marketing material We are down to $19.2K Showroom Fees $400/mo for 3 rooms LA, Dallas, Atlanta (actually not a bad deal) $4800 12% commissions $4800 My profit at the end of the year $9600 While it is a profit it is not one that was worth it to me. I spent 80% of my time on the wholesale side of my business. I was dealing with production and production issues, working on fabric sourcing and getting prices down, sometimes sewing myself if my production team wouldn't take on a small run, dealing with customers not taking orders and no pays, the list goes on. I spent 20% of my time on the retail side of my business(Online sales on FB or my Etsy Shop) and on obtaining my own wholesale accounts. In this area I almost doubled what my showroom made me plus I kept 24% more of my profit! (24% is what I ended up paying my showroom after sales and commissions, it makes me throw up in my mouth a little.) While I was in it I had a hard time cancelling my showroom contract and I should have done it sooner. I was getting burnt out working so hard for so little and my designs started suffering and my attitude sucked. My family suffered due to my stress level. But I was dumb and determined. When I finally sat back and took a look I was able to think clearly. If I took that 20% of my time and turned it into 50% of my time focusing on retail sales and managing a small portfolio of wholesale accounts then I would be working part time and making more money. I could work full time and make much more but I now had that option. I feel in control again. I do want to take on that wholesale beast again eventually but next time it will be with a much more educated approach. For now I am taking things back in my hands and enjoying the ride. "If you can dream it, then you can do it." ~Walt Disney
"You will fail because you didn't follow your passion." Larry Smith on TEDTALKS, Economist. What do these 2 quotes have in common? They both insinuate that there is a greater destiny to your life. One shaped by the dreams in your mind and the passion in your heart. They both are also a call to action. "DO IT." "FOLLOW IT." I have never shied away from a challenge. It is part of my bloodstream to find things people tell me I can't do and then do it. For a long time I made that my passion. And that passion has taken me a long way. Sailing the sea working on a cruise ship, teaching geometry to a class of ADD students, working my way to Vice President of a recruiting firm with 20 reports, starting my own fashion business, and starting this blog. It has been this journey that has taught me lessons to grow, lessons to understand, lessons to teach. It has been this journey that has taught me my true passion. I am passionate about people. I am passionate about learning about them and learning from them. I am passionate about connecting with them. I am passionate about teaching them to connect with others. I am passionate to help them pursue their dreams, their passions. When I started this blog, and my Facebook page (because just as much if not more action happens there for TFBM and my followers), I did it with a purpose of connecting with other small business owners to teach then what I know and learn from them, but mostly to encourage them-to empower them. It has been a year and a half now and I am humbled and amazed at the shape it is taking. On a daily basis I interact with business owners. I give them insight to my experiences of what they are challenged with, I point them to resources to help them on their path, I vent or let them vent and then we pick ourselves up and move on to the next challenge. TFBM has not only been a source of information for my followers but it is becoming a place where business owners can connect and learn from each other. This month I started adding designer interviews to the blog and I am amazed at the talent and experience out there and how much people are willing to share in the name of helping others succeed. The next level of teaching connection was for me to start an online magazine. The magazine will launch in September. The purpose of the magazine is simple: 1. Connect independent designers with an audience that will buy their products. 2. Inspire shoppers by telling the story of the designers behind the product and showing their product in a beautiful way. 3. Inspire and educate designers with articles relevant to helping them grow their business. The editorials for this magazine are really coming together! The talent involved in sending product, styling the shoots, and photographing are awe inspiring and I cannot wait to share it with you all! Thank you for letting me share my passion with you and I look forward to interacting with you more so you can share your passions with me! This designer interview is a real treat! Have you ever considered going to wholesale market on your own but you are not sure where to start or what to expect? I am excited to bring you this exclusive TFBM interview with Becky from Hucklebuckles to bring you some insight! TFBM: Tell me how you got started in fashion? Becky: When I was a freshman in high school, I went to a summer sewing school taught by my Great Aunt. We learned the basics and made our own clothes and had a fashion show to show off our creations. Honestly, mine was bad! haha. I remember thinking, I will not use this again, and I kind of put it away. I think I have always had a "style" that I leaned towards, the clean and simple lines of Jcrew, etc, but I have never considered myself a fashionista. Fast forward to 8 years ago, I had the first of 2 daughters and knew that I wanted to dress them differently than what I could find locally. I wanted them dressed in my clean simple style, so I borrowed a neighbor's sewing machine to try a few patterns that I liked online and was confident I could make. I almost hung it up though when I couldn't even thread the machine, I had to bring it to my day job to a co worker to show me how to thread the machine. Its been going ever since! TFBM: How long did you retail online before you decided to wholesale? Becky: Honestly, not long, about a year and a half. One reason for going into wholesale is because I do work a full time job and it was becoming too much to work, stay up all night making custom clothing, and keep up with my family. I knew I wanted to do this full time, so I decided to explore the option of designing my own garments, hire someone to make them, and to sell to stores. I am not at the point where I can leave my day time job yet. It was been a slow pace, but I will get there one day and I feel like I am on the right track. TFBM: How did you decide wholesale was the right next step for your business? Becky: I am still figuring this out! But so far(I am really in the beginning of this journey) it has been an awesome, humbling experience. I have learned so much about my goals and where I ultimately want my line to go. If I hadn't gone this direction, I don't think I would have stayed in business at least at the time. A photo of Becky's first trade show. TFBM: You have a brave story of hitting the trade shows on your own instead of hiring a rep! Tell us the top 3 things you learned doing it on your own. Becky: Thank you!! My reason for not hiring a rep and doing it myself is that I am so new, I wanted to learn all of the process and go through several production runs with my sewing contractor before taking on hopefully large orders. And I was able to see for myself what the buyers were buying! It is such an invaluable experience to interact with them and to get feedback on your line. I do hope to one day hire a rep, I just don't feel that I am quite ready for one yet. 1. Find a smaller show where you don't pay tooo much and sign up if you can, just to get a feel of the market and to learn how it all works. Walk the floors and learn as much as you can about the market you are attending before going. I had read this several times and I can't stress how important it is to know where you are going. 2. Pay attention to what the more experienced reps/designers are doing! Network and try to meet as many people as you can! See how the reps/exhibitors interact with the buyers, how they show the coordinating lines, take orders etc. I also met the coolest people! I made invaluable friendships and contacts. The networking is just tremendous and has opened the doors for possible collaborations in the future. Also, pay attention to the setup of the other vendors! Almost NO one saw my little booth or my romper displayed on a mannequin on the front table. Everyone's eyes went over my setup to the top of the booth where the signs were. Most vendors had items hanging there for buyers to get a quick view of what they had. I didn't know this! 3. Try to make appointments if you can before you go! The busy reps had appointments already booked for most of the time they were there. Ask for a buyer's guide if you aren't given one. I think the larger shows, you can purchase labels with their buyers' addresses on them. At the smaller show, we were given a buyer's guide with all of the registered buyers' contact info, very valuable!!! TFBM: How did you find out about the markets you wanted to attend? Becky: I had spoken to a local children's boutique consultant who had recommended going to a small local market as my first market. She said it was a good one because even though it was a smaller market, however reps and buyers from the bigger markets in Dallas and Atlanta were all there. It also cost a fraction of what the bigger markets cost to exhibit. Since then, I have tried to research market calendars to see when/where they were going to be and tried to plan from there. Also, I checked out the sites of popular children's lines and saw which markets they would be represented. I knew that I wanted to be at the bigger markets, but I wanted to have market experience before I ventured there. TFBM: What will you do differently at the next market?
Becky: My next market is my first big market. I will be debuting my Spring 2014 line in Atlanta in Aug. I prepared by attending the market back in June and walking the floor. I am in the process of taking pictures to make a postcard to send/email out to boutiques to let them know that I will be at the Market and trying to book appointments before I go. Also, I have several samples of each style to show where as in my first market, I had a TOTAL of 7 items. This way it will look like I am offering more. And my line is more diverse. In my first market, my 7 items were styles that I totally loved and thought so chic, but they were all gray, black and white. One thing I learned at the very end of market (literally right before the close), typically, their buyers don't buy black or gray! So I am offering a more diverse color/pattern selection that will accommodate most. I will also better prepare my booth! TFBM: What's next for Hucklebuckles? Becky: I am still trying to decide, haha. Its been a slow journey, but a fascinating one. My goal is to build my line into a sustainable business and to provide an example for my daughters that any dream is possible with hard work. I am adding boys garments to my line and an addition of Men's button down shirts specifically for Mardi Gras in collaboration with my cousin that will branch out to Saints, LSU etc, but all with the same Hucklebuckles styling. I am really excited about this! Really, I am just working hard to get my line noticed and in stores and to boost web sales. I do want to venture into the New York markets in the next couple of years. Also, I have applied for the Etsy Wholesale Beta program. I am still waiting on that, but thought it would be a useful venue. TFBM: And to close. Give me 3 words to describe a successful designer. Becky: hmmm, a learner, flexible, persistent Want to learn more about Hucklebuckles? WEBSITE FACEBOOK INSTAGRAM @hucklebuckles Dear TFBM,
I am in the children's wholesale business. I have several stores place orders with us. We make the garments. Then, we call up the stores to get credit card information and the store owners inform us they forgot to call and cancel their order. What is the right way to handle this? What do you recommend we do differently? What actions can we take at the beginning of the order being placed? Sincerely, Frustrated with overstock Dear FWO, This is a sad reality of this fashion wholesale businesses. The designer fronts money for supplies, fronts money for production, and then get stuck with stores that won't take their orders. Mentors to me have said, "You should expect this in the industry and you should expect it anywhere from 5-20%." Not only that, but showroom sales reps absorb none of this loss. They still want their fees and won't offset commissions on delivered orders with non deliverable orders. This can leave you with a profit margin so low that you are practically working for free. Start up costs are already so high that once you take these hits as a small business it can crush you! Here are some things you can do to gain a bit more control over your orders. These are lessons I learned the hard way.
Katie, TFBM Nobody tells this to people who are beginners… It's gonna take awhile. It's I have to add my two cents to Ira's quote... photo by JT Pro Imaging I don't need to tell you the fashion business is not an easy one. Especially if it is your sole source of income or an income you rely on to support your family. Overnight success is rare and usually has another story behind it, a lucky connection, years in the industry for another company, an amazing marketing opportunity or other fortunate advantages. It's because of this that I felt the need to encourage you this morning. You are doing a great job! You have taken the steps to start a business and you have a product that people want! I know. I know... "But Katie my sales are low. But Katie I made the most amazing garment and nobody bought it. But Katie that other store won't quit copying my product. But Katie....." Look we all have set backs. Success comes in knowing that you have to "fight your way through" as Ira suggests. And then you have to fight your way back. Back to your "center", back to why you started this in the first place. Don't lose that center! It is what will carry you through. It is that center that the idea sparked to start your business. The passion behind your designs is in this center. Your love for the business is in this center. This center sees obstacles and ways around them. It has not doubt, but hope. Not resign, but the fervor to push on! Push on my friends. And email me when you need a little help or encouragement. Katie [email protected] Nobody tells this to people who are beginners… It's gonna take awhile. It's normal to take awhile. You just gotta fight your way through. From Handmade to Wholesale Sales Representation Samantha Conner Designs Fabulous Accessories and Clothes for the Girl who has Everything. READ ALL THE WAY TO THE BOTTOM: SAMANTHA IS OFFERING AN EXCLUSIVE DISCOUNT TO ALL TFBM READERS!!!!! I had the pleasure of interviewing Samantha of Samantha Conner designs about her journey from handmade to wholesale. That rags to riches story every new designer loves to read and dreams about at night. I know you will enjoy the inside information she shares on showroom representation, wholesale dos and don'ts and manufacturing. First let me tell you a bit about her business. Samantha Conner Designs was founded on a simple principle--to make beautiful things. The company began almost 7 years ago as a creative outlet for owner/designer Samantha. At that time she was a new mom to baby girl, and was looking for something to do during nap time. Over the years, what began as hair bows at craft shows has blossomed into a successful hair accessory line that is sold in high-end boutiques across the country. Recently Samantha Conner has expanded to include a girls clothing line, sizes 2-10. Wholesale customers can shop her line at the Posh Pit showroom at the Dallas Market. Retail shoppers can visit her shop HERE. Customer service, enthusiasm, and attention to detail set her company apart TFBM: What inspired you to start a clothing business? Samantha: I had an accessory business for several years. Once I took my accessory line to the wholesale market in a showroom with a sales rep, I started looking for ways to expand my line. Clothing was the next step for my business. I have always enjoyed making simple dresses for my daughters and dreaming up ideas for clothing to go with my hair accessories. I think it was always in the back of my mind. But I didn't really believe it was something "I could do" until I started working with a manufacturer and a showroom. TFBM: How long were you in business before you decided to wholesale? Samantha: My accessory business was word-of-mouth for about 3 years. Then I began contacting a few local boutiques and inquiring about selling wholesale. I was surprised when boutiques wanted to buy my handmade accessories! I didn't really know what I was doing--so I just asked a lot of questions and learned as I went. TFBM: I know you later got a wholesale rep. How did you find a showroom representation? Samantha: I continued to work with a handful of the same wholesale accounts on my own for 2 years. My boutique customers encouraged me to consider selling wholesale at Market. I knew if I wanted to grow my business, I would have to hire help manufacturing. So, I found a local production manager and she helped me understand what it would take to manufacture my handmade headbands in larger quantities. Since I live close to the Dallas Market Center, I went to the next Children's Show. One of my best boutique customers "got me in the door", and then I was on my own! I just walked the floor and 'sold myself' so to speak. I went from showroom to showroom wearing one of my headbands. I basically said, "Hello, I have a hair accessory line and I wanted to know if you would be interested in representing it here at Market." TFBM: Tell us about sample requirements and marketing material requirements for your showroom? Samantha: I was fortunate to find a rep that was willing to work with a new line. When I joined the showroom, I only had my accessory line. So I compiled my best selling styles to create "Market Collection". I provided her with a line sheet and order form for the showroom, sales literature, samples of all the styles, several pieces to display my headbands on for the showroom, and pdf files to email her clients. (Once I began selling clothing as well, the requirements were the same.) TFBM: How many seasons have been selling wholesale? I have sold my accessories for 3 seasons and my clothing for 2 seasons wholesale at the Dallas Market. This summer, I created a small collection of clothing that I have been selling by myself. I have offered it to my wholesale customers, but the sales have been primarily 'direct to my retail customers' via Etsy. TFBM: Were you happy with your first season orders? Samantha: I was so surprised when I began getting orders for my accessories! It was really exciting. After about a year, I decided to expand my line to include clothing. My first season of clothing was Spring/Summer. I didn't get a ton of boutique orders, but I did sell a large quantity of one style to CWDKIDS catalog. That sale was a huge boost for me. It was amazing to see my design in a national catalog. TFBM: Did you have a hard time producing the quantity? Samantha: Yes, if numbers are low in a style, then it doesn't get produced. It's kind of sad to see a pretty outfit 'die' because the bookings on that style are too low. But I can't justify or afford manufacturing just a few quantities of a particular style. In order to make a profit, larger quantities need to be sold. TFBM: What products sold best wholesale? Samantha: In my experience, hair accessories are easy to sell. Customers also like coordinating outfits that are affordable. Customers are only willing to pay high prices for brands they recognize, so that makes it really hard to get started. Especially when manufacturing in the USA. TFBM: What would you do over if you could when it comes to wholesale? Samantha: I am still figuring that part out! But, I would say, don't let a showroom 're-design' your line. Stay true to your original vision for your products. Also, be aware of all the costs that are involved with wholesale. I think as small, "made in the USA" designers, we sell ourselves short to try and compete with larger designers. Things like insurance, boxes, folding/tagging/packaging, credit card processing, shipping and handling-- all need to be considered in pricing. If you set your price too low to try and capture more wholesale sales, you will never make a profit. TFBM: I know you pulled some of the line form your showroom, can you tell us a bit about that? Samantha: My accessory line is still in the showroom. For me, selling the accessories is painless. The styles don't change as much and I feel I have a lot of control over the production. But this summer, I chose to take the clothing out of the showroom. I was not getting enough sales to justify the stress of having my clothes at Market. I was getting a lot of pressure on my pricing and designs. Now I am working on selling the clothing myself via my wholesale contacts, local craft shows, Facebook sales, and my website. I want to find my niche and be free to design as I please. I want to capture more of the retail dollar as opposed to the wholesale dollar. TFBM: Did your showroom representative give you any tips you can pass on to my readers? Samantha: Find a unique niche that you can fill. The market for girls apparel is saturated, so in order to stand out, you need a high quality product that is different but also well-priced. Boutiques want outfits that are easy to put together. And they want to see lots of options, they like a variety of pieces in a collection. Also, when launching a clothing line wholesale, be prepared to invest some money. Designing and producing a sample line can be costly. And then when it comes time to manufacture to fill orders, you will need money up front since the boutiques won't pay you until their orders have shipped. TFBM: What's ahead for Samantha Conner Designs? Samantha: I am excited about the future of my company. I want to continue to make unique hair accessories and fun clothing. Sewing makes me happy. I felt like some of that happiness was taken away this year with the stress of 'designing for Market'. But I am taking it back! If I can be creative and make beautiful things, then my life is joyful. And no matter what, I can always be happy about that. I am also looking to make more contacts with other designers. I recently attended a conference for blogs and small business owners. Being around other entrepreneurs was amazing. I want to find ways to work with others who have a passion for creativity. I am in the process of putting together a multi-vendor giveaway (with the assistance of the Fashion Business Mentor!) to help others grow their business. I do believe in the whole 'live, learn, and then share' motto. We are all in this together! TFBM: Where see and buy your goodies? Samantha: Come find me on Facebook and say hello! You can shop my styles in my ETSY SHOP and at fabulous boutiques across the country. WANT TO HEAR MORE FROM SAMANTHA? I KNOW I DO! Follow Samantha's journey from passion to profit on her blog, Crafty Texas Girls. Her story will inspire your creative side and perhaps encourage you to follow your dreams. This post is part of our ask The Fashion Business Mentor ongoing series. I always welcome your questions to [email protected]. They will be anonymous but you may see them here on the blog.
Dear TFBM, I have been approached by management and product development companies that want to help me develop and market my brand so my company can grow. Of course they have a percentage that will be paid to them once products start to sell. How do you feel about this and should I work with a product development company? Sincerely. Plus Size Women's Designer Dear PSWD, I know some people who have great success with product development companies. However, before you commit make sure to consider the following: 1. EARNINGS NEGOTIATIONS: It is very important to be careful with your contract. You need to factor in all your costs and then make sure you are not giving them too much of your profit or you will end up working for free. Keep in mind that you need to leave room in your profit margin to hire sales reps and more staff as you grow. If you give too much of your profit margin to your product development firm you will be left with not enough profit to invest in maximum growth. 2. MEASUREABLE RESULTS/COMMITED ACTIONS: Be sure they give you specifics of exactly what they will do and how they will do it with deadlines and measurable results in order for them to earn money. Your contract needs a "you don't do your job you don't get paid clause." 3. DESIGN CONTROL: Be prepared that the product development company may ask you to make changes in your line. The direction they want to take and design changes they would suggest need to be discussed before you sign a contract. This will help you decide if you are comfortable making the types of changes they have planned for you. Location of the company should not matter. Just make sure you create a solid contract and don't be afraid to ask for changes to the one they first send you. Contracts are made to be negotiated. You have a niche product in plus size clothes. There is a need for cute plus sized clothes so having a company that can help you bring it to market could be a big help! Yours in Success, Katie, TFBM I was going to send this information to my collaboration workshop group but thought it is helpful information to all so I am letting you, my readers, in on it too. When you do a giveaway or a collaboration and gain new fans it is important to engage your fans to turn them into buyers. It is also important to engage them to be sure you show up in their news feeds. Facebook shows your posts to people that stay active with your page. If you don’t have engaging content that your fans “like” or comment on your fans will stop seeing your posts. It’s that simple. Here are my top tips for engaging your fans and turn your fans into buyers.
ENGAGE YOUR FANS: Ways to get fans to like and comment.
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