Proof to Product

About a year ago, I was in a funny place.. I was coming back from maternity leave and feeling a bit lost.   My business was growing, I was finding my new normal juggling work and family and I had BIG goals I wanted to tackle for TSBC.   Yet I was feeling all kinds of resistance and was struggling to take action.   Then, I was asked to join a mastermind group with six insanely talented women and my life changed.   What's a mastermind? It is a small group of entrepreneurs who are at similar levels in business. The group fosters community, provides accountability and is often led by an expert who provides coaching, guidance and structure to the program.   Serious magic happens when I get together with these ladies.   Ideas take flight. Challenges feel less burdensome. Resources are shared. Action is taken. Progress is made!   My Proof to product podcast is a great example of how influential my mastermind has been in my business.    Recording a podcast is something I've wanted to do for years, but never made it a priority until my mastermind group gave me a nudge. I started recording episodes before I even knew what to call the show or when it would launch!   I struggled for months to name the podcast on my own, yet in 45 minutes with my mastermind group we came up with the name Proof to Product, sketched the cover art and reserved the URL and social media handles. Something I had been agonizing over for way too long was solved in under an hour!   After that, I grew my team, we set up systems for the podcast and we launched the podcast 6 weeks later.   Everything fell into place. Momentum propelled me forward.   It was magical and I had never experienced anything like it. I was hooked.   I strongly encourage all of you to join a mastermind group - whether it’s mine or another one.  Amazing things happen when we put our heads together.   Learn more about our TSBC Group Coaching and Mastermind program at www.tradeshowcamp.com/coaching

Today's guest, TSBC Alum, Bryn Chernoff is the owner, calligrapher and creative director of Paperfinger.  Paperfinger offers a range of distinctive and elegant contemporary calligraphy for weddings, events, branding & design. Bryn also teaches calligraphy on Skillshare and in workshops across the country. Bryn’s work has been featured in numerous publications including Martha Stewart Wedding, Real Simple, Esquire and Brides to name a few.     During this episode we talk about transitioning from a day job into your business full time, finding your unique voice and point of view when creating your work and how business retreats are a great way to refuel and find clarity in your business.   ON TODAY’S EPISODE: Bryn’s interest in calligraphy & how she got started Transitioning to a part-time day job to allow for more margin to work on Paperfinger Creating and building up her portfolio How her product & service offerings have expanded using her skill set Her advice on how to handle a client asking for something that does not fit with your style or artistic direction Bryn’s courses on Skillshare Her ready-made, semi-custom collection available to her clients and how she pivoted to make it more successful Bryn’s philosophy on retreats How she defines success in her business Her advice to those who want to turn channel their love of calligraphy into a business KEY TAKE-AWAYS:   “Unless you really want to get asked to do it, don't make that, and put that up on your website.” -Bryn   “There's nothing in it for me, I feel like I've ruled out a lot of things that are not worth it at all anymore, which is doing something that doesn't feel like it's coming from me, or Paperfinger authentically.” -  Bryn Chernoff   “If you're just starting out and there's things that you don't want to be doing in your business, find a way to say no, but in a way that truly articulates your why's, and gives them a reason behind it.” - Katie Hunt   “Most solo business owners like being boss, so you like your ideas, and you like that you get to make all of the decisions. But, I really had to practice just getting some more input. Actually getting more perspectives on what I'm doing, because I think I can get a little lost in my own little vacuum of ideas.” - Bryn Chernoff   “I felt a deep craving for a pause on the daily grind, and that there were all these questions that I literally just couldn't answer for myself and the business, unless I stepped out of the routine.” - Bryn Chernoff   “If you're not in touch with why you're doing it, one of the main things I like to do, is to stop and make myself examine what is the point? What am I doing this for?” - Bryn Chernoff   “I feel like a retreat seems like something reserved for a big company, and there's so much we need to do to allow ourselves to feel legitimate, even if you're one person, you know. You're still a business.” -  Bryn Chernoff   “Feeling pride about the kind of work that's going out there makes me feel successful.” -  Bryn Chernoff   “I love being the boss.” - Bryn Chernoff   MEET BRYN CHERNOFF: Bryn Chernoff is the owner, calligrapher and creative director of Paperfinger, a House of Calligraphy. Paperfinger offers a range of distinctive and elegant contemporary calligraphy for weddings, events, branding & design. Bryn also teaches calligraphy on Skillshare and in workshops across the country. Paperfinger has been featured in numerous print and online publications including Martha Stewart Weddings, Martha Stewart Living, New York Mag Weddings, Town & Country, Real Simple, Esquire, Brides, The Knot, Cool Hunting, Refinery 29 among many others.   CONNECT: Website: http://www.paperfinger.com/ Facebook: @paperfinger Instagram: @paperfinger Pinterest: @paperfinger Twitter: @paperfinger   JOIN THE TSBC FAMILY: Paper Camp is all SOLD out, but we’ll be opening up our Paper Camp E-Course in the next few weeks!  Join the waitlist online here to get all the details!   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.  

TSBC alumni, Rosanna Kvernmo is the owner of Iron Curtain Press, a letterpress studio in Los Angeles.   In the spring of 2016, she and her husband, Joel, are also opened Shorthand, a little store specializing in beautiful supplies for your desk. On today’s episode, Rosanna and I talk about her experience as both a wholesaler & a store owner, product development and finding your unique voice in your products and business.   ON TODAY’S EPISODE: The start of Iron Curtain Press as a side business making invitations for her friends Lessons she learned in the first several years of business Refining the services offered by Iron Curtain Press Rosanna’s experience in the retail space as both a wholesaler & a store owner Her advice for people pitching retail stores Opening her retail shop, Shorthand The types of products sold at Shorthand and where Rosanna finds them The National Stationery Show Planning & launching new product lines The importance of knowing why you are adding a new product Understanding that every business is unique & finding your own voice KEY TAKE-AWAYS:   “It's important for people to remember that they are in control, that they set the rules for their business and if something's not quite working the way they want it to, they can pivot and change gears and make those decisions.” - Katie Hunt   “Here's the bare bones honest truth, as a person with a store like mine, that when you add product categories in a hurry and haven't thought through what it is, it's pretty apparent to me on my end.” - Rosanna Kvernmo   “If you're going to invest in something and go into a new product category, you need to do your homework.” - Katie Hunt   “With my very small business, every decision that I make really matters. The passion behind what I do is what makes my business stand out from a mass market store.” - Rosanna Kvernmo   “No two people, no two companies are going to make the same decisions. Their paths are going to be different.” - Rosanna Kvernmo   “But I think finding your voice is really important because that's the quickest killer to your line, is being too similar to anybody else.” - Rosanna Kvernmo   MEET ROSANNA KVERNMO: Rosanna is the owner and designer behind Iron Curtain Press, a letterpress studio in Los Angeles with products sold in cute boutiques world-wide. In the spring of 2016, Rosanna and her husband Joel opened Shorthand, a little store in the heart of Highland Park specializing in beautiful supplies for your desk.   CONNECT: Website: ironcurtainpress.com | shopshorthand.com Facebook:  @ironcurtainpress | @shopshorthand Instagram: @ironcurtainpress | @shopshorthand Twitter: @ironcurtainpress | @shopshorthand   JOIN THE TSBC FAMILY: Interested in learning more about launching or refining a wholesale line or exhibiting at trade shows?  Join us for our next Paper Camp conference in Los Angeles. Get more details and register at www.tradeshowcamp.com/papercamp   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.

TSBC Alumni, Shayna Norwood of Steel Petal Press owns letterpress studio and retail store front in Chicago. Shayna started Steel Petal Press in 2008 as a side hustle and it became her full time gig in 2010.  In 2016, she opened her flagship retail shop selling her own products as well as stationery and office goods from other independent brands.      On today’s episode, Shayna shares how she manages both a wholesale busienss and a retail storefront, the challenges she’s faced while growing her business and her advice to designers who are pitching their products to wholesale buyers.   ON TODAY’S EPISODE: The start of Steel Petal Press as a side hustle. Feature in Daily Candy & faking it til you make it. Her first year at the National Stationery Show & exhibiting with Ladies of Letterpress. How opening up the retail shop was a happy accident. Managing both sides of her business & the challenges that causes. Shayna’s team and the roles they fill. Merchandising the store & learning to buy for the store Advice for people pitching retail stores How much follow up is too much? KEY TAKE-AWAYS:   “When you’re at the National Stationery Show, you really need to stand out in certain ways.” - Shayna Norwood   “I have to be really intentional about setting aside time to work on the wholesale side of the business.” - Shayna Norwood   “I have learned to trust my instincts.” - Shayna Norwood   “Do your research.  Be as prepared as possible for any situation before you go into it” - Shayna Norwood   MEET SHAYNA NORWOOD: Steel Petal Press is a Chicago based letterpress studio owned and operated by Shayna Norwood.  What began as a part-time endeavor in 2008 has grown to include three presses, a paper cutter, and a small + awesome team. Together we print, package and ship each item by hand.  Shayna Norwood is a professionally trained visual artist with a BFA from San Francisco Art Institute. She's been letterpress printing since 2004, and Steel Petal Press has been her full time gig since 2010.  In 2016 she opened her flagship retail shop. Our shop carries Steel Petal Press greeting cards printed by hand in house and other gift items from independent designers around the country.   CONNECT: Website: http://www.steelpetalpress.com Facebook:  @steelpetalpress Instagram: @steelpetalpress Pinterest: @steelpetalpress Twitter: @steelpetalpress www.instagram.com/steelpetalpress/   JOIN THE TSBC FAMILY: Interested in learning more about launching or refining a wholesale line or exhibiting at trade shows?  Join us for our next Paper Camp conference in Los Angeles. Get more details and register at www.tradeshowcamp.com/papercamp   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.

TSBC Alums, Allison Brennan & Jessica Tree are the owners of The Social Type.  They launched their foil-pressed greeting card line in 2010 and have since expanded into other gift categories including their very popular matchboxes. On this episode, Jess and Allison talk about their inspiration for creating new products, how they split responsibilities as business partners and we talk about the importance of slow, but steady growth in business.   ON TODAY’S EPISODE: Life before The Social Type and how they decided to create the business. How they balance responsibilities as business partners. How she helps product makers manufacture overseas. How they strive to differentiate themselves in the market. Overcoming issues with their match boxes. Deciding how much product to order & discontinuing products. Opening their retail storefront Their advice for other entrepreneurs KEY TAKE-AWAYS:   “We’re constantly searching for something that’s unique and different to set us apart from everybody else.”  - Jessica Tree   “We’re always working on quality and making our products better and better” - Jessica Tree   “Initially we tend to order a bit lower to see how a product does and then when we know they sell really well, our quantities get larger” - Jessica Tree   “We’ve learned our lesson, too.  Not every product sells.” - Allison Brennan   “Our brand has grown and we’ve developed an aesthetic.  Some of thes tuff we designed five years ago doesn’t fit anymore” - Jessica Tree   “Literally, just go for it. Start.” - Jessica Tree [on offering advice to entrepreneurs] “You don’t have to kill yourself but at the same time if you want to get from point A to B it requires hard work and some late nights.” - Allison Brennan   MEET ALLISON & JESSICA: The Social Type was founded by paper and design enthusiasts Allison Brennan & Jessica Tree. They first launched their own line of foil pressed greeting cards in 2010, and have since expanded into other paper goods and their popular matchboxes. The Social Type is sold at stores & boutiques globally.   CONNECT WITH ALLISON & JESSICA: Website: https://thesocialtype.com/ Facebook: @thesocialtype Instagram: @thesocialtype Pinterest: @thesocialtype Twitter: @thesocialtype   JOIN THE TSBC FAMILY: Interested in learning more about launching or refining a wholesale line or exhibiting at trade shows?  Join us for our next Paper Camp conference in Los Angeles. Get more details and register at www.tradeshowcamp.com/papercamp   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.

TSBC Alum, Heather Harris has been designing day planners and desk products since 2004 for clients including  momAgenda, Barney’s, Brooks Brothers, and Tiffany & Co. In 2015, she branched out on her own to start Copper Bottom Design Co. where she and her team help product based businesses with design, proofreading and overseas production.  On today’s episode, we’re talking how to know if you’re ready for overseas manufacturing, common errors people make when creating day planners and how her past experiences and skills have led her to create a thriving, enriching business for herself.   ON TODAY’S EPISODE: Heather’s rich background in the industry & what led her to starting Copper Bottom Design. Manufacturing overseas & what the process looks like. How she helps product makers manufacture overseas. Fears surrounding manufacturing overseas. Benchmarks or metrics to determine if manufacturing overseas is right for you. Common mistakes she sees when people create day planners. What’s upcoming for Copper Bottom Design Co. KEY TAKE-AWAYS:   “There are strategic reasons for choosing overseas manufacturing”  Heather Harris   “When I went out on my own it was lonely.  Then I met the Paper Camp community and I craved a team again.” - Heather Harris   “Manufacturing overseas is just like getting ready to hire an employee. You're at a certain point where you've grown so much that you can't handle it anymore, and you're looking to outsource.” - Heather Harris   Ask for samples.  You can’t create a product without seeing it. - Heather Harris   RESOURCES: Ultimate Holiday Guide E-Book   MEET HEATHER: An avid organizer, list maker, and devoted print girl, Heather has been designing day planners and desk products since 2004. She arrived at the world of fine stationery by way of Graphic Image, where she learned the ropes designing planners internally and for clients like Barney‰Ûªs, Brooks Brothers, and Tiffany & Co. Her love of high-end paper products is a near obsession, shaped by how a carefully crafted design becomes a beautiful, functional part of our daily lives. Her time as Director of Creative Services at momAgenda further expanded this passion to product development; aside from leading all design, she spent years managing the editorial process and overseas production.   In 2015, Heather decided to expand her client base and founded Copper Bottom Design Co., where she and her team take the helm of design, proofreading, and overseas production for growing stationery companies.   CONNECT WITH HEATHER: Website: http://www.copperbottomdesign.com/ Facebook: @copperbtmdesign Instagram: @copperbtmdesign Pinterest: @copperbtmdesign Twitter: @copperbtmdesign   JOIN THE TSBC FAMILY: Need help streamlining your business operations?  Are you feeling a bit stuck in your business? Maybe you're worried about things like marketing, technology, or hiring a team. If so, you are not alone, and we've got a course for you. The Business Camp e-course includes lessons from Tara Gentile, Jen Gotch of Ban.do, Chelsea of Sugar Paper, as well as experts in public relations, websites, email marketing, and much, much more. This course includes eight hours of video content, and a 30 page workbook. You will finish this course feeling confident, energized, and armed with concrete information to help you refine your business systems. Plus the on-demand format lets you jump around to topics that are most relevant to you when you need them most   As you guys know by now, I'm a firm believer in working smarter, not harder, and this course is gonna help you streamline your business, whether you're product-based, or service-based business. Head over to tsbcvizcamp.com. That's TSBCbizcamp.com for more information. And for a limited time, our proof to product listeners will receive $50 off with promo code prooftoproduct.   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.

Jen Gotch is the chief creative officer and fearless leader of Ban.do.  Jen founded the company in 2008 with no prior business experience and was able to transform it from a small, vintage, one-of-a-kind hair accessory company into a million dollar brand within years.  I had the pleasure of working with Jen when she was a speaker at our Tradeshow Bootcamp Business Camp conference. She not only offers a wealth of information, but she’s passionate about helping creative entrepreneurs succeed.  On today’s episode, we’re talking about how Ban.do evolved into the lifestyle brand it is today, why having a strong brand is the best thing you can do for your business and the importance of making time for self-reflection no matter how many years you’ve been in business.   ON TODAY’S EPISODE: The evolution of Ban.do Selling to Lifeguard Press and how this enabled further growth Hard lessons Jen has learned in business Why having a strong brand is important and affects other aspects of business How and why Jen gives back to other entrepreneurs The importance of focusing on top level projects as the founder of your business Advice for entrepreneurs What’s upcoming for Ban.do KEY TAKE-AWAYS:   “I’m a problem solver by nature. I walk towards them, not away from them. But I have no business walking towards half the problems I do.” - Jen Gotch   “Sheer will will not allow me to do it all and be great at everything.“ - Jen Gotch   “Being able to have a voice that stands outside of the product makes it easier for people to attach to your business and makes it easier for your business to pivot“ - Jen Gotch   “People have questions that are different than the questions they used to have.  They hold companies and brands accountable for things they never had to be accountable before.  It’s a very interesting time to be in business.”- Jen Gotch   “Retailers were wanting newness more often.” - Jen Gotch   “It is really easy to focus on medium level shit, because those things tend to have a beginning, middle and end and we can check it off our list. Hold yourself accountable to not get into the minutia” - Jen Gotch on focusing on high level shit   “The faster you can figure out where you add the most value and what you should be doing and what someone else should be doing, you’ll grow and scale” - Jen Gotch.   MEET JEN: Jen Gotch is a creative powerhouse who brakes for yard sales and unicorns. She founded ban.do with a friend in 2008, and with no prior business experience, was able to transform it from a small, vintage, one-of-a-kind hair accessories company into a multimillion dollar brand within years. After a long (and winding) road of jobs that led her to where she is today, she’s now the chief creative officer and fearless leader of the ban.do team. She’s passionate about continuing to grow ban.do while sharing the experience with her many Instagram followers (and anyone else who’s interested), because she wholeheartedly believes that you don’t get anywhere in life without the help and kindness of others.   CONNECT WITH JEN & BAN.DO: Website: https://www.bando.com/ Facebook: https://www.facebook.com/shopbando Ban.do’s Instagram:  https://www.instagram.com/shopbando/ Jen’s Instagram:  https://www.instagram.com/jengotch Pinterest: https://www.pinterest.com/shopbando/ Twitter: https://twitter.com/shopbando   JOIN THE TSBC FAMILY: Need help streamlining your business operations?  Are you feeling a bit stuck in your business? Maybe you're worried about things like marketing, technology, or hiring a team. If so, you are not alone, and we've got a course for you. The Business Camp e-course includes lessons from Tara Gentile, Jen Gotch of Ban.do, Chelsea of Sugar Paper, as well as experts in public relations, websites, email marketing, and much, much more. This course includes eight hours of video content, and a 30 page work book. You will finish this course feeling confident, energized, and armed with concrete information to help you refine your business systems. Plus the on-demand format lets you jump around to topics that are most relevant to you when you need them most   As you guys know by now, I'm a firm believer in working smarter, not harder, and this course is gonna help you streamline your business, whether you're product-based, or service-based business. Head over to tsbcvizcamp.com. That's TSBCbizcamp.com for more information. And for a limited time, our proof to product listeners will receive $50 off with promo code prooftoproduct.   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.

Tara Gentile is the founder of CoCommercial, a digital small business community for entrepreneurs serious about making money, impacting their communities, and transforming the lives of those they love. She’s also the host of Profit. Power. Pursuit., a podcast that takes you behind the scenes of successful small businesses. Entrepreneur named it one of 24 top women-hosted podcasts for business owners. Tara’s work has been featured in Fast Company, Inc, DailyWorth, Forbes, and The Huffington Post.   On Today’s episode we’re talking about overcoming mindset obstacles, proactive decision making in business and how to align yourselves with partners that elevate your brand.   ON TODAY’S EPISODE: [01:00] Misconceptions people have about running a business.[04:00] How mindset plays into business decisions, growth and general success.[10:00] How Tara tackles mindset concerns.[12:30] Making decisions now for what you want your business to be in the future.[18:30] How to decide on your long term goals.[20:30] Five year plans aren’t set in stone & business isn’t a straight line.[23:00] Benefits of dreaming bigger than you can imagine.[25:30] Ruthlessly auditing the way we present our products and services so that they align with our brand story.[30:00] Importance of research when building your products & services[33:00] Determining which strategic partnerships align best with your brand.[38:00] How strategic partnerships have elevated Tara’s brand.[43:00] How Tara defines success for her business[45:00] What’s next for CoCommercial. KEY TAKE-AWAYS:   “If you truly believe that you are taking action and things aren’t happening, traction isn’t there, it’s really time to examine that mindset stuff.” - Tara Gentile   “I have to build something a lot bigger than what I’m building right now and I have to build something that’s just not designed to make me a lot of money, but that’s actually designed to create something huge.” - Tara Gentile   “Research, research, research and don’t be afraid of research. One of the things that I find both in the product world and in the service world is that people are really afraid of researching their “competition”. - Tara Gentile “Pricing tells a story.” - Tara Gentile   “Get out in the world and look at what things are selling for in a broader scope.” - Katie Hunt   CONNECT WITH TARA:   Website: http://cocommercial.co Facebook: http://facebook.com/taragentilebusinessstrategist Instagram: http://instagram.com/taragentile Twitter: http://twitter.com/taragentile   JOIN THE TSBC FAMILY: Interested in learning more about launching or refining a wholesale line or exhibiting at trade shows?  Join us for our next Paper Camp conference in Los Angeles. Get more details and register at www.tradeshowcamp.com/papercamp   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.

Rachael Hetzel is the owner of Pistachio Press, a boutique letterpress printing and design studio based in Cincinnati, Ohio. Founded in 2007, Pistachio Press produces a wholesale line of sweet and slightly snarky stationery products that are sold nationally and internationally. Pistachio Press also creates social invitations, business stationery, and prints commercially for a variety of clients. She’s been a Tradeshow Bootcamp speaker since 2011 and is an excellent teacher and mentor for creative entrepreneurs.  On today’s episode Rachael and I dish about mindset shifts that come with more experience as a business owner, juggling running a business with small children in tow and why we feel it is important to give back to our industry.   ON TODAY’S EPISODE: [01:30] Pistachio Press turns 10 this year! [04:00] Transitioning from custom work into wholesale.[06:30] Trouble-shooting & being flexible.[07:30] Moving her business across states.[10:00] Having a baby and how it changed her workflow.[14:00] Making time for work & family.[15:00] Setting boundaries about the work we say yes or no to.[18:30] Avoiding comparison.[21:00] Goal-setting[22:30] Why it is important to give back to our industry.[26:30] Benefits of sitting down & talking about your business with others.[28:00] Everyone has different stories & experiences to share.[29:00] Running a small business is hard, but rewarding.[31:00] Rachael’s advice: research, flexibility and set goals KEY TAKE-AWAYS:   “I think you still have energy and excitement for whatever you're doing. You can weather all of those initial storms with starting something new when you don't know everything about it and you're still“ - Rachael Hetzel   “Having the baby, I now have a much better work life balance. I know that I'm in the studio and I need to focus and then when I'm home, I'm home.” -Rachael Hetzel   “I can structure my life the way I want it to go, instead of trying to keep up with the ball that's already rolling.” - Rachael Hetzel   “I needed to set real goals so that I would know when I was hitting them, other than just having this loose idea of what success meant.” - Rachael Hetzel   “I remember that feeling of not knowing anything, or feeling like I didn't know anything that I was doing. I want others to know that you don’t have to know.” -Rachael Hetzel   “Having that time to even just sit down with someone and talk about why you make things, helps you solidify things in your own mind.” - Rachael Hetzel   “I want people to understand that there's no straight line in business. We all are making our own decisions based on our own circumstances.” - Katie Hunt   “As hard as small business is and running these businesses are, it's so rewarding.” - Katie Hunt   “Having flexibility is probably the biggest key to having a business.” - Rachael Hetzel   “Do your research, be flexible, and set your goals” - Rachael Hetzel   “I had no idea where this business would go when I started it. I think being a little naïve is a good thing.” - Rachael Hetzel   MEET RACHAEL HETZEL: Rachael Hetzel is the owner of Pistachio Press, a boutique letterpress printing and design studio based in Cincinnati, Ohio. Founded in 2007, Pistachio Press produces a wholesale line of sweet and slightly snarky stationery products that are sold nationally and internationally. Pistachio Press also creates social invitations, business stationery, and prints commercially for a variety of clients.   Rachael grew up reading books in the woods of a small town in upstate New York. She completed a BFA and MFA in printmaking and was a university art professor for ten years, during which time she launched Pistachio Press. When she isn't printing, Rachael likes to cook elaborate meals with her husband, play peek-a-boo with their six-month-old son, and cuddle with their two rescue dogs.   Website: http://www.pistachiopress.com Facebook: @pistachiopress Instagram: @pistachiopress Twitter: @pistachiopress   JOIN THE TSBC FAMILY: Interested in learning more about launching or refining a wholesale line or exhibiting at trade shows?  Join us for our next Paper Camp conference in Los Angeles. Get more details and register at www.tradeshowcamp.com/papercamp   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.

Erin Ozer is the owner of Knot & Bow. Erin got her start on Etsy in 2010 and has had tremendous, but organic growth, over the last seven years. Her stationery, gift wrap and party goods can be found in more than 1500 retail shops around the world, including Paper Source, Anthropologie, Container Store, and Hallmark just to name a few. On this episode Erin talks about her humble beginnings, manufacturing challenges she experienced, and how she slowly but strategically added members to her team.   ON TODAY’S EPISODE: [01:30] Building a business while staying home with the kids and with $200. [03:30] Starting on Etsy.[05:30] Adding new products to the line.[07:30] Utilizing customer feedback in product development.[09:30] Manufacturing challenges as Knot & Bow grew.[12:00] Picking & choosing which products to move forward with.[13:00] Expanding to wholesale.[15:30] Selling to Terrain -- her first wholesale order![17:00] Selling wholesale before doing trade shows[18:00] Working with Sales Reps[22:00] Hiring her first employee & growing her team[24:00] Hiring Process & having an operations manual[28:00] Knot & Bow retail shop & selling retail vs selling wholesale[30:00] What’s next for Knot & Bow   KEY TAKE-AWAYS: ‘It is always a challenge to bring new product to the market and be innovative in some way but you also have a budget and spatial constraints to take into account’ - Erin Ozer “Housing 1000 greeting cards is one thing. Housing 1000 plates is a totally different thing.” -Erin Ozer “The numbers can get really, really big with custom manufacturing sometimes and it can be tough when you're really small.” - Erin Ozer “The wholesale side of our business grew pretty dramatically when we first signed with reps.” - Erin Ozer   MEET ERIN OZER: Knot & Bow is a line of simple and stylish paper goods and party supplies. Erin Ozer started the brand as a solo venture in 2010, inspired by simple gifts wrapped with kraft paper and twine. The line has developed to include a wide variety of paper goods and colorful party supplies, and is now sold at more than 1500 stores around the globe. Products are manufactured in the United States and assembled in Knot & Bow's Brooklyn studio. Knot & Bow also launched a flagship retail location in the Gowanus neighborhood of Brooklyn in late 2015.    Website: https://www.knotandbow.com/ Facebook: @knotandbow Instagram: @knotandbow Twitter: @knotandbow   JOIN THE TSBC FAMILY: Interested in learning more about launching or refining a wholesale line or exhibiting at trade shows?  Join us for our next Paper Camp conference in Los Angeles. Get more details and register at www.tradeshowcamp.com/papercamp   ABOUT PROOF TO PRODUCT: Proof to Product is brought to you by Tradeshow Bootcamp and hosted by Katie Hunt. Since 2011, TSBC has worked with hundreds of product based businesses to help them up level, scale, and build profitable sustainable companies. You can find our show notes and additional resources at ProofToProduct.com. If you like what you heard today, please head over to Apple Podcast to leave a five star review and subscribe. Thanks so much for listening. We'll be back next week with a new episode.