Shownotes
Building A For-Profit Business With A Social Cause
- If you want to have a cause for your business, there has to be a very strong personal reason why you're choosing that social entity or that social cause.
- When your reasons are personal, your story will resonate with your audience.
- Be vulnerable especially if it's a subject you're passionate about and is going to be a big part of your brand. It's important to be open and transparent about your experience.
- Understand your product is not for everyone. Find your market, niche, and community and focus on that sweet spot.
- It’s impossible to grow the company if everything is made by you. You need people to produce the product. It's still a handmade product, even if it's not YOU making it. <-- Super important to understand this!
- Get a full picture of who you may be hiring. Have a try-out time to see you you’re a fit. Bring in people who are so eager to learn and open to the whole process.
- The WHY is more important to the business than the product. The messaging of what we represent, what we stand for, and what we do is crucial.
- At least 60-70% of our sales come to us because of our cause.
- The amount we donate is included in our pricing upfront so that it's a clear-cut action.
- Our business plan includes brick & mortar, direct to consumer, and wholesale.
- Hiring can be tough. Referrals from people you trust or other business owners in your area often work out best.
- Make sure your hiring vetting process is tight. Don't skip checking references. Do a testing period before fully hiring.
Resources Mentioned
Jennifer's Contact Links
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Gift biz,
Speaker:unwrapped episode 360,
Speaker:And your market,
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Speaker:packed full of invaluable guidance,
Speaker:resources, and the support you need to grow.
Speaker:Your gift biz here is your host gift biz gal,
Speaker:Sue moon Heights.
Speaker:Hi there.
Speaker:It's Sue and I'm thrilled that you're joining me here today.
Speaker:It's already March and you know what that means?
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Speaker:I want to remind you that doing events like craft shows
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Speaker:media. We talked about this in one of our tips and
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Speaker:take this as a changing point to do something different,
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Speaker:access. Right now,
Speaker:today's show really grabs at my heart.
Speaker:Recently, we had a thread going on in gift biz breeze,
Speaker:my Facebook group,
Speaker:about the many facets of your lives.
Speaker:You all have a lot going on and many things that
Speaker:you care about in addition to your business.
Speaker:Of course,
Speaker:what I love so much about our topic today is the
Speaker:conversation about merging something that's really important to you personally,
Speaker:in this case,
Speaker:mental health in with your business,
Speaker:I've never seen a done to the level that you'll hear
Speaker:about with Jennifer's business.
Speaker:And I'm so impressed.
Speaker:Honestly, I almost can't put it into words.
Speaker:You're going to hear about her business development story and how
Speaker:and why she incorporated a mental health initiative overlay.
Speaker:We also get into the difference between truly integrating a social
Speaker:entity into the mission of your business versus raising money for
Speaker:a cause that you hold dear,
Speaker:which I know many of you already do both important of
Speaker:course, but different.
Speaker:Get ready to hear a story about a maker whose deep
Speaker:seated impact goes way beyond her product Today.
Speaker:I'm really looking forward to introducing you to Jennifer St.
Speaker:John Jennifer had always wanted to start a successful creative business,
Speaker:and she's done just that within the last five years,
Speaker:she's married her love of art and design with a social
Speaker:give back business model to launch Marnie and Michael Jennifer and
Speaker:her team design and make leather bags and accessories with 15%
Speaker:of the profits going towards their own mental health initiative.
Speaker:Jennifer, welcome to the gift biz on repped podcast.
Speaker:Thank you,
Speaker:Sue. Thank you so much for having me.
Speaker:I am really excited to talk about give back because we've
Speaker:been talking a little bit about it in our community,
Speaker:and I think I'm going to have a ton of questions
Speaker:for you.
Speaker:So we'll get into all of that.
Speaker:But before we do,
Speaker:I want to know a little bit more about you in
Speaker:a creative way,
Speaker:and that is through a motivational candle.
Speaker:So if you were to give us some insight into who
Speaker:you are through a color and quote of your own motivational
Speaker:candle, what would that look like?
Speaker:So definitely the color would be blue.
Speaker:I've always been drawn to water.
Speaker:So blue for me just gives me that grounded feeling that
Speaker:sense of belonging and that sense of calmness,
Speaker:which I definitely feel works really well as a creative person
Speaker:to kind of work from and motivational quotes.
Speaker:I think the best one for the last three to five
Speaker:years has been be kind to yourself.
Speaker:I think that self compassion goes a long way,
Speaker:especially as females and business owners and possibly parents on top
Speaker:of that,
Speaker:I think that we tend to kind of let ourselves be
Speaker:the last one in the list of taking care of.
Speaker:And it's so important,
Speaker:especially for me as in my world.
Speaker:And I think for lots of people in their world and
Speaker:on top of what we've all been dealing with for the
Speaker:last two and a half years,
Speaker:I liked that one a lot and we're always so hard
Speaker:on ourselves.
Speaker:We judge ourselves so critically,
Speaker:we don't give ourselves passes where we'll give other people passes.
Speaker:Absolutely. Yeah.
Speaker:Self care and just having grace great way to start off
Speaker:our conversation.
Speaker:I think.
Speaker:So tell me about Marnie and Michael.
Speaker:Yes. So I've always been involved in our design and as
Speaker:you said in your intro and I went to design school
Speaker:for three years and it was interior design school.
Speaker:Didn't really love it.
Speaker:And then transitioned to being a film and television producer.
Speaker:Actually, I kind of used my art background to get into
Speaker:the art department and then fell in love with producing that
Speaker:world. Obviously very creative in a different way and learned a
Speaker:lot about business.
Speaker:And then 2008,
Speaker:the kind of crash that globally happened,
Speaker:effected things.
Speaker:And we also both my business partner and I started to
Speaker:have children.
Speaker:And so we shifted gears.
Speaker:So Marnie and Michael came out of a few years of
Speaker:kind of just regrouping after that.
Speaker:I really wanted to get back to like physically designing things
Speaker:again and having it be a very tactile experience of like
Speaker:really hands-on again.
Speaker:And then also the second time around with business,
Speaker:I was just a different phase of life and I knew
Speaker:I wanted it to be a social back model.
Speaker:So my mom was mentally ill and she was not diagnosed
Speaker:or treated till she was in her early fifties.
Speaker:So our experience as,
Speaker:and even as young adults was quite difficult with that.
Speaker:And I definitely felt like I wanted to in some way,
Speaker:be part of the conversation around mental health and wellness now.
Speaker:And just try to almost pay it forward.
Speaker:I guess,
Speaker:a bit of sharing what we went through,
Speaker:providing resources,
Speaker:having that open anonymous conversation so that hopefully it changed someone's
Speaker:experience now.
Speaker:Cause I definitely feel like our experience was very much one
Speaker:of like quiet and shame and nobody talked about it.
Speaker:So I kind of took three years to develop and learn
Speaker:the leather craft of making bags.
Speaker:That was something that I was always drawn to just in
Speaker:my own buying things or traveling and seeing things.
Speaker:And I married the two together.
Speaker:And then in 2020 in January,
Speaker:I got keys to our first kind of physical studio space
Speaker:and went from there.
Speaker:Wow. We're going to back up for a half a second
Speaker:here. Okay.
Speaker:So one of the things that I really really love hearing
Speaker:from you about your story is you already had the vision
Speaker:of the product.
Speaker:And then of course,
Speaker:with a give back model,
Speaker:and you said that you already were drawn to leather goods
Speaker:already. Did you consider anything else before you started or did
Speaker:you know it was going to be leather?
Speaker:No, I knew it was going to be leather.
Speaker:I knew it was going to be bags.
Speaker:I wanted it to be something that like,
Speaker:I actually hand stitched the leather when I first started.
Speaker:So again,
Speaker:it was going back to that,
Speaker:like I physically wanted to be very tactile and very personally
Speaker:creating everything.
Speaker:And I definitely what I was drawn to as myself as
Speaker:a consumer was I liked the sustainability of leather.
Speaker:It's not fast fashion.
Speaker:It's something that's going to last a long time.
Speaker:And I liked also where the industry is going with some
Speaker:different options that are still leather.
Speaker:Like, so by honed rated on that You knew that before
Speaker:you'd ever even worked with leather.
Speaker:Yes. How did you gain your expertise with working with the
Speaker:material and create an,
Speaker:a product that was of the quality that you could sell?
Speaker:I literally like anything else in my life I just dug
Speaker:in and I researched,
Speaker:so I bought books.
Speaker:I talked to people,
Speaker:there was a local leathercraft store in our town.
Speaker:I got to know them very well.
Speaker:I researched a ton online.
Speaker:YouTube was huge,
Speaker:like learning tutorials from other leather makers across really the world
Speaker:through YouTube.
Speaker:And then I just practiced.
Speaker:I literally spent those first three years just creating and creating
Speaker:and creating and stitching.
Speaker:And again,
Speaker:by hand stitching leather,
Speaker:which is a totally different experience from doing it on an
Speaker:industrial sewing machine.
Speaker:So just got very,
Speaker:very niched down and practiced.
Speaker:And then my design background,
Speaker:I already knew how to draft patterns.
Speaker:I already knew how to pull something together that way.
Speaker:And then I started to take industrial sewing machine lessons as
Speaker:well. And because I knew as a business,
Speaker:there was no possible way I could hand stitch everything and
Speaker:still sell it and make money.
Speaker:So I started that.
Speaker:And then as I grew to creating a space and launching
Speaker:the business physically in brick and mortar space,
Speaker:I knew that my strengths were definitely as designer and owner
Speaker:visionary founder.
Speaker:And that's when I hired other people who'd been sewing for
Speaker:20 years to help me produce the product.
Speaker:So before you went into this space where you selling product
Speaker:already? Yes.
Speaker:So I didn't have an official website launched yet,
Speaker:but I had done enough of word of mouth,
Speaker:like just through friends and family that we'd already sold about
Speaker:50 bags.
Speaker:So I knew that that was kind of also what spurred
Speaker:me on was those three products that I had designed at
Speaker:that point we're selling and we're selling in a way that
Speaker:was very small compared to what I knew we could do.
Speaker:So that gave me the confidence to kind of go to
Speaker:the next step.
Speaker:The confirmation that the product was good,
Speaker:people were interested.
Speaker:You could produce it to a greater value to your point
Speaker:of machine versus hand.
Speaker:All of that.
Speaker:Absolutely. Okay.
Speaker:But really interesting that in this day and age you went
Speaker:for brick and mortar pretty much right away.
Speaker:Yes. Talk about that a little bit.
Speaker:Well, brick and mortar to me wasn't necessarily that I wanted
Speaker:to have it as my only retail space.
Speaker:It was truly about being a studio space and bringing together
Speaker:a team of people to help me create the brand and
Speaker:launch the brand.
Speaker:Is it Walk in off the street and you can purchase
Speaker:there? Or is it more production?
Speaker:We do have it set up that way right now,
Speaker:but it's very limited as to how much we have the
Speaker:retail space open.
Speaker:It literally is more of an office and production space.
Speaker:And one of the reasons is that we're already selling and
Speaker:retailers. So we're really trying to support our retailers and have
Speaker:people drive that business to the retailers who are taking on
Speaker:our bags.
Speaker:Got it.
Speaker:Okay. And if people come into your production location,
Speaker:can they see bags being produced right there?
Speaker:They can.
Speaker:Is it part of the experience?
Speaker:Yup. It's a big open,
Speaker:beautiful historic tin ceilings space with lots of light.
Speaker:It's just gorgeous.
Speaker:And yes,
Speaker:we have to industrial sewing machines and people are cutting and
Speaker:sewing and working away.
Speaker:Oh gosh,
Speaker:I wish I was closer to you to come and see
Speaker:if I ever make my way back up to Canada somewhere.
Speaker:I'll be able to do that.
Speaker:Maybe one day,
Speaker:maybe one day.
Speaker:You don't never know.
Speaker:We're not that far apart.
Speaker:It's just crossing a line Really.
Speaker:Anyway. All right.
Speaker:So you're also mentioning wholesale and it hasn't been that long
Speaker:since you've started.
Speaker:At what point did you get into wholesale?
Speaker:So it was interesting because,
Speaker:so when I started so keys in my hand,
Speaker:January, 2020,
Speaker:obviously we all know what happened by March of that year.
Speaker:I was renovating the space and I was just at the
Speaker:point where I was ready to kind of hit the go
Speaker:button and then the pandemic hit.
Speaker:So I obviously put the brakes on building a team and
Speaker:I switched gears into going back and kind of creating more
Speaker:of my marketing materials and getting a stronger foundation there.
Speaker:So I launched my website.
Speaker:I really wanted the mental health initiative,
Speaker:part of the puzzle to be quite prevalent on the website
Speaker:before I started to sell the bags.
Speaker:So I wanted people to know that what we were doing
Speaker:with that.
Speaker:So I worked on that quite a lot through the summer.
Speaker:And then in the fall,
Speaker:that's when we kind of hit the ground running and were
Speaker:able to get back up again.
Speaker:Once my kids went back to school and at that point,
Speaker:I think we all thought we were up and over a
Speaker:hill. So we started selling online and through our little retail
Speaker:space, that holiday season,
Speaker:and then very quickly through social media,
Speaker:local retailers started to find us and started asking too,
Speaker:like, do you do wholesale?
Speaker:So that's when we transitioned into wholesale.
Speaker:And then everybody had come to us though.
Speaker:Like we haven't even this year as our now you're to
Speaker:push out of sales consultants,
Speaker:helping us to grow further.
Speaker:But everyone so far has just found us through social media
Speaker:or word of mouth regionally.
Speaker:And then also what happened,
Speaker:which really surprised me.
Speaker:It was something I wasn't expecting at all was companies came
Speaker:to us to do bulk orders for client gifts.
Speaker:So corporate sales,
Speaker:and quite honestly,
Speaker:last year we sold over a thousand products last year.
Speaker:And at least half of those,
Speaker:if not 60% of that was corporate sales.
Speaker:Oh, wow.
Speaker:Something you never even expected,
Speaker:but clearly profitable.
Speaker:Was there multiple orders obviously or multiple pieces in an order
Speaker:I should say,
Speaker:Oh yes.
Speaker:Like in the hundreds.
Speaker:So this is definitely a piece of the wholesale puzzle that
Speaker:just kind of surprised us again,
Speaker:people came to us,
Speaker:we haven't even started to market for this yet,
Speaker:but we are going to move into that this year.
Speaker:And that's actually going to be a larger piece of the
Speaker:wholesale puzzle than we thought it was going to be.
Speaker:Initially. That's curious,
Speaker:what do you account for the visibility that you had,
Speaker:where local people were coming to you and now corporations,
Speaker:Social media.
Speaker:Really. All right.
Speaker:How So actually I took a chorus through like this fantastic
Speaker:two women.
Speaker:Who've now become quite good friends of mine.
Speaker:They have a program called a social focus and it's Instagram
Speaker:for business for entrepreneurs.
Speaker:And so I took that chorus and I use those skills
Speaker:that I learned to kind of get me through.
Speaker:And they also did little,
Speaker:kind of very small bite-size packages that people could purchase for
Speaker:product artwork for social media,
Speaker:because obviously that's a big part of social media is having
Speaker:the right artwork and display and your brand the way you
Speaker:want your brand displayed.
Speaker:And so I really use those tools and got to the
Speaker:point now,
Speaker:just at the end of last year where I now have
Speaker:more people helping me with that.
Speaker:And like graphically we're doing more and obviously the artwork is
Speaker:still continuing to be awesome,
Speaker:but yes,
Speaker:absolutely. It was social media.
Speaker:That is how people found us in the beginning and then
Speaker:word of mouth as well.
Speaker:Okay. We aren't even touching on the real topic to talk
Speaker:about yet,
Speaker:but we're still laying the groundwork,
Speaker:but there's so much great information here already.
Speaker:I'm wondering,
Speaker:as you were growing,
Speaker:what your mind was saying about as you were getting visibility
Speaker:from local businesses and then some corporations were approaching you,
Speaker:was there any concern on your part or what were you
Speaker:saying to yourself about the potential volume that could be coming
Speaker:in and if you could handle it?
Speaker:Yes. Yeah.
Speaker:So very much so I knew that I wanted to grow
Speaker:in a smart way.
Speaker:I did not want to over promise and under deliver.
Speaker:Like that was a very big part of myself as an
Speaker:individual, but also just the business.
Speaker:So we didn't push out on more sales last year because
Speaker:it was enough for us to just take on the orders
Speaker:and the retailers that we had and also through our website
Speaker:orders and also to ride the up and down and up
Speaker:and down and closed and opened and situation of last year
Speaker:with the pandemic.
Speaker:So that was enough.
Speaker:Like, honestly,
Speaker:my husband's a business owner as well,
Speaker:and he was just like,
Speaker:this is crazy how much this is taking off,
Speaker:even during independent and very much so thought I would just
Speaker:still be by myself with one person and we would do
Speaker:in our thing in a very small way.
Speaker:So it was very surprising to me,
Speaker:but also super exciting as a business.
Speaker:It was just like,
Speaker:wow, like I can't imagine where we could be in three
Speaker:to five years if this is where we're at with such
Speaker:a small pool of retailers,
Speaker:only regional word of mouth,
Speaker:some social media and just not really pushing for sales on
Speaker:our own.
Speaker:So we handled it.
Speaker:It was a very stressful year.
Speaker:I ended up with an ulcer in December.
Speaker:I was not in a good place house wise,
Speaker:but we got through it and we have a totally new
Speaker:I'm building my team.
Speaker:It's a new year.
Speaker:We've got lots of great plans.
Speaker:And what we're actually switching to this year is we've been
Speaker:able to find a small batch production house here in Ontario.
Speaker:Who's going to help us take on the sewing part of
Speaker:things. They have a team of like six Sowers and we've
Speaker:been talking to them for the last six months.
Speaker:So we are going to move some of our production over
Speaker:to them.
Speaker:So that,
Speaker:that stress of wanting to grow with a brand that people
Speaker:are recognizing and wanting to support,
Speaker:but not being able to actually produce our products can be
Speaker:mitigated And no more all sorts for you.
Speaker:No more.
Speaker:Also that's the plan,
Speaker:You know,
Speaker:normally people are worried about,
Speaker:will I sell enough to make the business what I hope
Speaker:it can be.
Speaker:And I love your example because it also shows that you
Speaker:never know if you're willing and open to ride the wave,
Speaker:you go for it,
Speaker:but you also had controlled growth cause you didn't continue the
Speaker:outreach, try to manage it to the extent that you could.
Speaker:Absolutely. All right.
Speaker:So let's dive in now into the give back element.
Speaker:I have to say Jennifer,
Speaker:that the very first thing I recognized when I look at
Speaker:your website so beautifully done,
Speaker:by the way,
Speaker:your products are gorgeous,
Speaker:all of that,
Speaker:but it almost feels to me like the social element overrides
Speaker:the product element as the website's presented.
Speaker:Is that accurate?
Speaker:Well, so this is phase one of our websites phase two
Speaker:of our website is currently being done over the next six
Speaker:weeks, but it's very difficult to marry the two together.
Speaker:So it's been a dance with all of our marketing,
Speaker:but I very much adamant about the why is more important
Speaker:to me,
Speaker:that messaging of what we represent and what we stand for
Speaker:and what we do is very important.
Speaker:So absolutely it's going to be very much a strong presence
Speaker:on our website and as our product line grows.
Speaker:And as we grow as a brand,
Speaker:we're definitely going to play with the dance of the two
Speaker:because it is,
Speaker:it's interesting,
Speaker:like even in all of the sales and all of the
Speaker:awareness of our brand right now,
Speaker:I would say at least 60 to 70% of our group
Speaker:right now come to us through knowing the mental health side
Speaker:of things.
Speaker:And then about a third come to us,
Speaker:just having seen one of our products in an ad or
Speaker:somewhere. So some people,
Speaker:the mental health or social give back side of it,
Speaker:it's not informing their decision.
Speaker:Whereas the rest of people,
Speaker:it very much is informing their decision in the end,
Speaker:their regular blog followers,
Speaker:and regularly engaging on social media with us and also DM-ing
Speaker:me or messaging me a lot about their own personal story
Speaker:with mental health.
Speaker:It's very interesting because I think that you're getting in front
Speaker:of a different set of people than if you were just
Speaker:offering your product out there because of what you're talking about,
Speaker:the people who are reading the blog and anywhere else that
Speaker:you're promoting the cause as well within my community,
Speaker:I have quite a few people who have a give back
Speaker:portion of their business,
Speaker:but not to the level that you do.
Speaker:And not as I said it to me and the website
Speaker:might be different actually,
Speaker:when this goes live.
Speaker:So people might see the new portion,
Speaker:but what I saw was right away front and center,
Speaker:like the banner image are,
Speaker:I believe your parents,
Speaker:right? It is.
Speaker:Yeah. And it's a whole story,
Speaker:but it's the mental health on the top right now.
Speaker:It makes sense to me what you're saying in terms of
Speaker:it's a dance between the two.
Speaker:So think about people who are listening to us.
Speaker:They have a cause that they care about,
Speaker:or they've done a little bit like some proceeds off the
Speaker:sales go to a cause,
Speaker:but they certainly haven't put it front and center.
Speaker:Like you are talk a little bit about how you made
Speaker:that decision a little bit more about the dance.
Speaker:I guess I'll say I'm breaking in here for a second.
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Speaker:And when you need new colors or sizes of ribbon or
Speaker:ink, we call them foils where just an order away.
Speaker:My favorite thing is when I'm filling an order and everything
Speaker:fits in the box perfectly,
Speaker:really. I don't know why,
Speaker:but it's so rewarding.
Speaker:Kind of like how our customers feel when they print personalized
Speaker:ribbons and see the reaction on the faces of their customers,
Speaker:pure happiness and surprise.
Speaker:Besides the more obvious uses for customer driven,
Speaker:I'm seeing it used for sashes party,
Speaker:decor and bookmarks.
Speaker:There really is no limit to its application in our small
Speaker:town. The main street is lined with ribbon.
Speaker:The city requested saying stand strong.
Speaker:And we're in this together.
Speaker:Our high school also used ribbon to motivate the students.
Speaker:When we had Jason Brown competing in the Olympics,
Speaker:it's a joy to be surrounded by something that can provide
Speaker:motivation, enjoyed others,
Speaker:to learn more and see the ribbon printer and action go
Speaker:over to the ribbon print company.com.
Speaker:I think you have to be vulnerable,
Speaker:especially if it's something that you're passionate about,
Speaker:and that is really going to be a big part of
Speaker:your brand.
Speaker:So for me,
Speaker:it wasn't difficult to be vulnerable.
Speaker:Like I've already written quite a bit about my experiences and
Speaker:what we did as well.
Speaker:When I was launching this,
Speaker:it was a three-year very much so in the early part
Speaker:of the development,
Speaker:but we wrote a book that basically sums up the whole
Speaker:mental health initiative,
Speaker:like the drive behind it.
Speaker:And I took my journals,
Speaker:my mom's journals and letters between my mom,
Speaker:myself and my dad.
Speaker:And I put it into a sequence that tells our story
Speaker:over a 30 year period.
Speaker:And then it also has blank journal pages in between so
Speaker:that you can use it as your own journal and also
Speaker:kind of follow our story.
Speaker:So being that open and honest and very transparent about the
Speaker:experience was so important to me because I'm asking other people
Speaker:to be that open and honest and transparent,
Speaker:and I wanted to do it myself first,
Speaker:so that it was a bit of an example,
Speaker:but also just so that people trusted me with their stories.
Speaker:So that's a big part of it,
Speaker:I would say.
Speaker:And I think that if you are very passionate about it
Speaker:and you're vulnerable about your story regarding whatever that social story
Speaker:is, I honestly believe that it will come back to you.
Speaker:Like it won't not resonate Well,
Speaker:or it's going to resonate with the right people who you're
Speaker:meant to be With absolutely People use the repel and a
Speaker:trial wording,
Speaker:right? So there'll be some people who are like,
Speaker:that's just too much for me or not into this or
Speaker:whatever. And then that's not a good fit,
Speaker:you know,
Speaker:of course depends on what the cause is or what the
Speaker:issue is,
Speaker:et cetera.
Speaker:But you were just talking about the fact that you were
Speaker:shocked that so many people are coming two thirds coming because
Speaker:of the cause.
Speaker:So you find your audience and I think the more committed
Speaker:you are,
Speaker:if you're specifically cause based,
Speaker:and the more you put it out there,
Speaker:the more successful you're going to be.
Speaker:Although you have to get over the vulnerability too,
Speaker:I'm thinking you just have to decide you're doing it.
Speaker:And that's it A hundred percent that has to just be,
Speaker:there's gotta be a comfort level there.
Speaker:And yes,
Speaker:like even on the product side of things,
Speaker:I don't believe that my product is for everyone.
Speaker:I truly believe that you do find your market.
Speaker:You find your niche,
Speaker:you find your community.
Speaker:And once you do,
Speaker:then that's the sweet spot.
Speaker:As in your mind's eye,
Speaker:you're seeing the website going up,
Speaker:are you going to have more product representation?
Speaker:You think,
Speaker:cause right now the homepage is pretty much all cause related.
Speaker:Yeah. We only have that one shop link.
Speaker:And so yes,
Speaker:that's the change on the homepage is it's going to be
Speaker:a bit more cohesive and that we're definitely going to have
Speaker:the product line much more prevalent on the homepage And you'll
Speaker:see how it goes and adjust accordingly.
Speaker:That's the great thing about being in business for yourself.
Speaker:You can figure it out as you Go.
Speaker:Absolutely. So the 15% of profits at first,
Speaker:I thought this was to a charity that you had created,
Speaker:but now I'm thinking you decide on where you're going to
Speaker:put the funds that support the cause in various ways.
Speaker:What is it?
Speaker:Yes, that's correct.
Speaker:So last year we played around with a bunch of different
Speaker:things. We did some mental wellness boxes where I had curated
Speaker:a package that all the products were from companies across north
Speaker:America. And they were all companies that supported mental health and
Speaker:awareness. And so I had done that for mother's day last
Speaker:year. And I mean,
Speaker:obviously we're very startup,
Speaker:very small.
Speaker:I wasn't working with a publicist at that time.
Speaker:We're kind of trying our best to kind of put ourselves
Speaker:out there and it did.
Speaker:Okay. But what we did was we attached an organization with
Speaker:each of one of those boxes and we did it three
Speaker:times over last year.
Speaker:So there was a direct cash donation with every purchase.
Speaker:Oh. So each box then went to a different cause.
Speaker:Yes. Correct.
Speaker:I mean,
Speaker:it's all mental health under the umbrella,
Speaker:All mental health.
Speaker:Yeah. So not only we were really supporting mental health and
Speaker:awareness by having products from companies that supported mental health.
Speaker:We also on top of that gave a cash donation to
Speaker:an organization.
Speaker:And so we tried that model.
Speaker:And then also what we did when we kind of launched
Speaker:in, obviously in our small way,
Speaker:a new product,
Speaker:we, for example,
Speaker:for father's day,
Speaker:all 15% of every product sold,
Speaker:went directly to X organization.
Speaker:So we did it a couple of different ways.
Speaker:And you know,
Speaker:again, just try to see what's working.
Speaker:We definitely want to raise as much money as we can
Speaker:for these organizations.
Speaker:So we are landing more.
Speaker:So this year on that model of selecting an organization,
Speaker:working with them to collaborate in a way that supports both
Speaker:of our causes,
Speaker:but very much so around a launch of a product line
Speaker:because we're growing.
Speaker:So we're actually launching a whole new product line from others
Speaker:day. 15% of those fees will go towards one organization.
Speaker:Got it.
Speaker:And so in every single box,
Speaker:do you have a Marnie and Michael product also?
Speaker:Yeah. So the boxes are on hold right now only because
Speaker:I don't have the infrastructure to do it.
Speaker:It's a whole other,
Speaker:It's a whole nother business.
Speaker:That's what I was thinking.
Speaker:As you're talking,
Speaker:it's like two totally separate things.
Speaker:Yeah. It's a whole,
Speaker:if I had somebody who could just do that work,
Speaker:it would be great,
Speaker:but we're not there at that point yet.
Speaker:So we're just seeing on hold because we love the concept.
Speaker:So what we're doing this time is absolutely the spring line
Speaker:is going to launch.
Speaker:We're going to have six new products,
Speaker:15% from every sale of those new products,
Speaker:we'll go to this,
Speaker:Got it.
Speaker:And their products that you're creating.
Speaker:So it's kind of the collection,
Speaker:if you will,
Speaker:will be mother's day or whatever the seasons are.
Speaker:And then they will go to a specific cause that's already
Speaker:set up and figured out and going through very clean and
Speaker:smooth and clear to say it took me a minute to
Speaker:get it.
Speaker:But no,
Speaker:it makes sense.
Speaker:Cause you have to have it simple and easy to be
Speaker:able to talk about it.
Speaker:Yes. All right.
Speaker:I'm very curious from a business standpoint,
Speaker:how do dollars get allocated on your books for the things
Speaker:that you donate?
Speaker:Is it just a donation line?
Speaker:How does that work?
Speaker:Yeah, so we add up the sales for that promotion and
Speaker:yes, it's donation to that organization.
Speaker:That's how we've done it in the past year.
Speaker:And then obviously you're taking that into account as you're looking
Speaker:at how you're going to price your products.
Speaker:Yes, Absolutely.
Speaker:So we do our cost sheets are obviously very basic materials
Speaker:and labor.
Speaker:We also include shipping in everything over a hundred dollars.
Speaker:We also make sure that we have that bit of a
Speaker:buffer so that when you get into your wholesale tiers and
Speaker:our highest tier is 40% off retail,
Speaker:all of that is covered even at the 40% mark,
Speaker:Including the shipping and everything.
Speaker:Yep. Nice.
Speaker:Are you doing any face-to-face besides in your shop,
Speaker:are you going out to any shows or anything like that?
Speaker:At this point,
Speaker:we, I have dabbled.
Speaker:I mean,
Speaker:again for us here,
Speaker:there's, hasn't been a lot to do because of the pandemic
Speaker:and the restrictions,
Speaker:but we done about three or four shows so far.
Speaker:We're still figuring out which ones are the right ones because
Speaker:of the price point of our product,
Speaker:obviously. And so definitely this year,
Speaker:we are really wanting to gear up,
Speaker:especially, I don't know about mother's day,
Speaker:cause we're still under a lot of restrictions here,
Speaker:but we're hoping that by the fall,
Speaker:for sure,
Speaker:we're looking ahead and kind of really trying to already think
Speaker:about where we're going to go and which markets we're going
Speaker:to choose.
Speaker:So you do see face-to-face as part of the whole plan.
Speaker:Yes. Is this market direct to consumer or for wholesale Direct
Speaker:to Consumer.
Speaker:Okay. So you're doing all of it.
Speaker:Yep. You're doing direct to consumer wholesale potential,
Speaker:obviously e-commerce and brick and mortar.
Speaker:Yup. Remember we were just talking about that also.
Speaker:I know,
Speaker:I know that Sue I'm growing my team this year,
Speaker:so No,
Speaker:and I think that's great and it is another topic I
Speaker:want to talk about because this is where lots of people
Speaker:get stuck and they stall their ability to grow.
Speaker:Because if it's not them making the product,
Speaker:then it's not handmade anymore.
Speaker:Yeah. Well,
Speaker:and for me I'm very much like ours is handcrafted.
Speaker:It's absolutely made by a human being,
Speaker:sitting down,
Speaker:cutting the leather and sewing it.
Speaker:They are definitely not all made by me.
Speaker:There's no possible way I could grow the company if it
Speaker:was all made by me.
Speaker:So yeah.
Speaker:We're not hand stamping leather and stitching with wax thread,
Speaker:which is what I did in the beginning,
Speaker:but we're very much so I still definitely feel that it's
Speaker:a handcrafted artisan.
Speaker:Absolutely. And they're your designs from the beginning?
Speaker:Yes, absolutely.
Speaker:Did you ever have that barrier where you were thinking no.
Speaker:Well it's not handcraft.
Speaker:Well, it's handcrafted,
Speaker:but it's not handmade by you anymore.
Speaker:Was that ever a concern for you?
Speaker:It wasn't because there's no possible way for me to grow
Speaker:the company.
Speaker:If I'm the only one making them.
Speaker:Right. Everybody listen,
Speaker:underline, underline,
Speaker:exclamation point seriously.
Speaker:But this might be really helpful to people who are listening.
Speaker:How did you go about hiring people that you were going
Speaker:to feel confident could have the quality that you were looking
Speaker:for and represent and make products that would be at the
Speaker:level that you wanted?
Speaker:Yeah, that's obviously a very big part of this puzzle.
Speaker:I would say I've had success and I've not had success
Speaker:in that department.
Speaker:I've truly just been lucky that I've always had at least
Speaker:one person who has had the experience who has trained enough,
Speaker:that when we hit our high periods are balanced to dynasty.
Speaker:Isn't too big for us.
Speaker:Mother stays huge.
Speaker:And then back to school,
Speaker:we launched a backpack last year.
Speaker:So we had a lot of traction there and then clearly
Speaker:the holidays.
Speaker:So we have about four big kind of pillars throughout the
Speaker:year. And if we were launching a new product or gearing
Speaker:up for retail sales,
Speaker:et cetera,
Speaker:it just always worked out somehow that we did have the
Speaker:people who could produce the product,
Speaker:but I definitely I've advertised in the beginning.
Speaker:I didn't always have success with that.
Speaker:But people in the area realized what I was doing.
Speaker:And I had some super experienced Sowers who already had full-time
Speaker:jobs, but wanted to help me.
Speaker:So literally I would cut patterns and roll them and give
Speaker:them bins and they would sell them for me and I
Speaker:would pick them up.
Speaker:They were fantastic and they just wanted to help me.
Speaker:That was in the very beginning.
Speaker:And then I was able to really kind of try to
Speaker:just actually hire people longterm.
Speaker:And I had one or two people that worked out and
Speaker:then word of mouth.
Speaker:People started to recommend people to me.
Speaker:And so again,
Speaker:I would bring them on,
Speaker:see if they worked out,
Speaker:we'd always start off,
Speaker:you know,
Speaker:on scraps or on,
Speaker:we have little cardholders for sale.
Speaker:And then as their confidence grew and my trust grew,
Speaker:then they would move on to smaller products.
Speaker:And sometimes we would do interior stitching instead of top stitching
Speaker:for a while.
Speaker:And there was one of my Sowers is great at top
Speaker:stitching. The other person would do the interior.
Speaker:So we would make it work that way.
Speaker:I'm now at the point where luckily I have two Sowers
Speaker:who are just experienced enough that they can handle everything that
Speaker:I'm throwing at them.
Speaker:And they're very integral part of my team and developing the
Speaker:new line that we're launching this year as well.
Speaker:Well, and so nice that you're able to give people something
Speaker:that they aspire to.
Speaker:So when like the two years referencing right now,
Speaker:they have that skill.
Speaker:Like it kind of like the different achievement levels that they
Speaker:get to,
Speaker:which just makes them more satisfied and appreciate what they're doing
Speaker:so much more because it's not like you just walk in
Speaker:from the street and can do this.
Speaker:Absolutely. And the two women that I have working with three
Speaker:route right now,
Speaker:I want already has a side hustle business that involves sewing.
Speaker:And the other like very much upfront said,
Speaker:you know,
Speaker:this is what I want.
Speaker:I want to open a small bay company as well,
Speaker:one day.
Speaker:And I'm all for that.
Speaker:I would much rather have people come on who are so
Speaker:eager and wanting to learn and be open to the whole
Speaker:process and really take value in what they're doing than somebody
Speaker:who's just kind of wanting to come in and get their
Speaker:hours Interesting.
Speaker:Because I would think that a lot of people would say,
Speaker:well, then you're going to be a future competitor of mine.
Speaker:Why would I even want to share what I'm doing?
Speaker:Yeah. I truly believe that the more support that you can
Speaker:give somebody,
Speaker:like you're not in control of what they're going to do
Speaker:in their future and they're not signing over their life to
Speaker:me when they sign a contract.
Speaker:So I really believe that people come to you for a
Speaker:reason. And I definitely believe in supporting,
Speaker:especially women supporting other women in their ventures as well.
Speaker:Absolutely. And abundance.
Speaker:I mean,
Speaker:there's enough business for all of us.
Speaker:Absolutely. And my product is going to be different from their
Speaker:product. And at the end of the day,
Speaker:we're sewing like lots of people.
Speaker:So a product,
Speaker:I usually relate this to the jewelry industry because like,
Speaker:if you love earrings,
Speaker:you're not just going to buy one style of earrings,
Speaker:your whole life.
Speaker:You probably have multiple different types of earrings,
Speaker:but you're an earring lover.
Speaker:So same thing with bags.
Speaker:Like if you love leather bags,
Speaker:you may have a couple of them to fit different colors.
Speaker:You know,
Speaker:if you're going to match her outfit.
Speaker:And so you might also have different styles,
Speaker:there's enough business for all of us.
Speaker:So it's a really good lesson,
Speaker:Jennifer, that you're sharing right in the beginning because you're bringing
Speaker:on people and teaching them skills and letting it be for
Speaker:all the things that you just said,
Speaker:whatever the future is,
Speaker:the future is because this is another really big sticking point
Speaker:for a lot of makers.
Speaker:They're very concerned about that.
Speaker:So, excellent example.
Speaker:Okay. Just one more question here on hiring.
Speaker:I heard a hesitancy when I talked about it initially,
Speaker:is there any advice or caution you would give to somebody
Speaker:who's thinking about bringing someone on to help?
Speaker:Oh, Okay.
Speaker:I have definitely had more success with people.
Speaker:Who've come to me via someone.
Speaker:I know.
Speaker:So people who are also in the area or own businesses
Speaker:themselves, and it's just somebody that they happen to know who
Speaker:they think,
Speaker:oh, I think this might be a really good fit for
Speaker:Jen's company and getting that introduction.
Speaker:Those are the two people who I have working for me
Speaker:right now.
Speaker:And I have hired over five people in the last year.
Speaker:So if that's possible,
Speaker:and again,
Speaker:it goes back to my firm,
Speaker:belief that things come to you for a reason that has
Speaker:been my most successful place,
Speaker:if that's not happening.
Speaker:And you're just having to put your ad out there,
Speaker:then I've been there as well.
Speaker:I think that vetting your vetting process just has to be
Speaker:really tight.
Speaker:You need to make sure that you're really doing your due
Speaker:diligence to find out what their background is,
Speaker:check their references.
Speaker:But also if there's a job on the list that they
Speaker:are, they have,
Speaker:and they haven't given you a reference for that,
Speaker:try to find out why there's always two sides to a
Speaker:story. But I just think to try to get a full
Speaker:picture of who you may be hiring.
Speaker:And then also very much have like a period of whether
Speaker:it's three or four weeks,
Speaker:like a month.
Speaker:Sometimes people do three months,
Speaker:but have that,
Speaker:just try out time to where both people realize this is
Speaker:a test to see if this is going to work.
Speaker:And if it's not working for whatever reason,
Speaker:no hard feelings.
Speaker:And we're going to move on.
Speaker:I do that with every hire,
Speaker:whether it's creating product,
Speaker:filling orders,
Speaker:whatever, and the way I'll say that is,
Speaker:let's see if it's a fit for both of us.
Speaker:You'll see how the work is.
Speaker:And if you like it,
Speaker:and we'll see if the way we're working,
Speaker:like if it's compatible.
Speaker:So it's not just like,
Speaker:well, I'm testing you to see if you're going to be
Speaker:any guards.
Speaker:It's I totally agree with that.
Speaker:Yeah. Because we,
Speaker:for example,
Speaker:for us,
Speaker:we're very organic work environment.
Speaker:You have to be able to be fluid.
Speaker:You have to be able to jump from one thing to
Speaker:the next,
Speaker:your week.
Speaker:Isn't set out and laid out strategically every week.
Speaker:It's not the same every week.
Speaker:There's multiple people working in the studio space.
Speaker:You have to be able to work in that kind of
Speaker:environment. And that's not for everybody.
Speaker:Right. And some people thrive on the variants.
Speaker:So it just depends.
Speaker:Yeah. Okay.
Speaker:This has been so informative and so interesting.
Speaker:And I absolutely love how you're putting the social gift back
Speaker:right at the top front and center.
Speaker:If someone is listening and they want to have a cause
Speaker:for their business,
Speaker:you know,
Speaker:they don't really know what it is for you.
Speaker:It's pretty obvious Jennifer,
Speaker:of course,
Speaker:but they don't really know,
Speaker:but they like the idea of giving back and they think
Speaker:that that could make sense for them.
Speaker:Do you have any recommendations or ideas because it needs to
Speaker:be authentic obviously.
Speaker:Yeah. I would say that there has to be a very
Speaker:strong, personal reason why you're choosing that social entity or that
Speaker:social cause.
Speaker:So hopefully there is some sort of a story that you
Speaker:have a personal experience.
Speaker:It could be a friend,
Speaker:it could be a family member.
Speaker:It could be an event.
Speaker:It could be something.
Speaker:And I think tying your own story and yourself to whatever
Speaker:that tipping point of,
Speaker:okay, now I'm going to choose this.
Speaker:I think that's the most important thing when you're going to
Speaker:have a social entity,
Speaker:because that's,
Speaker:what's going to resonate with,
Speaker:everybody wants to find out about you as the brand owner,
Speaker:founder, head designer,
Speaker:et cetera.
Speaker:And putting your story out.
Speaker:There is a big part of your brand.
Speaker:If you're going to have this social give back side of
Speaker:it. Right.
Speaker:And it needs to be something that you're thinking about doing
Speaker:longterm. Yes,
Speaker:absolutely. So that's why I think when you say it has
Speaker:to be something that is a personal story that really resonates
Speaker:with you because you'll be talking about it a lot.
Speaker:There's nothing wrong with doing some type of a promotion where
Speaker:the proceeds are going to a local shelter or something like
Speaker:that. That's different than what we're talking about here,
Speaker:where it really is integrated into your brand.
Speaker:Yeah. I mean,
Speaker:I have even just this past week I had somebody reach
Speaker:out from a couple of hundred miles away or 3000 miles
Speaker:away in Canada and they were just pouring.
Speaker:Their hearts are to be telling me about their own personal
Speaker:story. But the reason they felt comfortable doing that,
Speaker:it is because they specifically said,
Speaker:I can hear the way you talk about your mom and
Speaker:I can hear the way you talk about your story.
Speaker:So whether it's the writing on the website,
Speaker:like the copy,
Speaker:whether it's the messages and social media or any of the
Speaker:interviews or the lives,
Speaker:or however it is that I'm presenting,
Speaker:I can only present based on my personal experience,
Speaker:but that is red and people see the honesty and the
Speaker:vulnerability and that's what they pick up on.
Speaker:Because I think that if you didn't have that in your
Speaker:trying to support something,
Speaker:I think people pick up on that as well.
Speaker:Right? If someone has something,
Speaker:but they're concerned about,
Speaker:I'm thinking of one person,
Speaker:maybe two people who definitely would have a cause that they
Speaker:would support,
Speaker:but they've been shielding it from their customer base because they're
Speaker:not sure if people would appreciate it.
Speaker:They're worried that they might lose business.
Speaker:Now I know you don't necessarily have the experience in this,
Speaker:but I think you have more knowledge and insight than I
Speaker:definitely would have.
Speaker:What do you think about that situation?
Speaker:Should they just keep going the way they are or would
Speaker:you suggest that they do that?
Speaker:You know what?
Speaker:That's really interesting.
Speaker:I think that obviously jokes is going back to what we
Speaker:just said.
Speaker:If there is a very personal connection and reason,
Speaker:and they were passionate about wanting to raise this money,
Speaker:then I don't think they should shy away from it.
Speaker:I definitely think that they should do it because that's going
Speaker:to read through,
Speaker:in everything that they do from that point forward.
Speaker:But I could understand why there might be some in trepidation
Speaker:if they were open to the fact that maybe losing a
Speaker:couple of customers to gaining more customers,
Speaker:but with this new vision,
Speaker:you know,
Speaker:if they were okay with that then because that might not
Speaker:happen or it might happen.
Speaker:And then also,
Speaker:I can't imagine in this day and age that a customer
Speaker:would pull back from purchasing handmade product because they're supporting X,
Speaker:right. That would be baffling to me if that occurred.
Speaker:Well, that goes back to what you're talking about in the
Speaker:beginning, be kind to yourself.
Speaker:We would probably always say to ourselves,
Speaker:all of these things that could go wrong,
Speaker:but I am thinking this came to me as you were
Speaker:talking, tell me if you agree with me or not.
Speaker:The one reason why you shouldn't do this is as a
Speaker:tactic to grow your business.
Speaker:You need to do it because your heart is a hundred
Speaker:percent dedicated and focused and there for the cause.
Speaker:Absolutely. And it is like running two different businesses.
Speaker:The amount of work that we put into our blogs,
Speaker:the amount of writing I have to do the amount of
Speaker:work we put into those mental wellness boxes,
Speaker:the amount of work we put into finding the right organizations
Speaker:that we want to support and working with them and months
Speaker:out of a product launch.
Speaker:So like,
Speaker:it is a lot of work.
Speaker:If I just had the bag business,
Speaker:I probably wouldn't have been all last December,
Speaker:but it's why I get out of bed every day.
Speaker:And it's definitely something I refuse.
Speaker:Like there's absolutely no part of me that would not do
Speaker:it this way.
Speaker:So it's more about figuring out,
Speaker:making it work,
Speaker:not changing it.
Speaker:So I,
Speaker:a hundred percent agree,
Speaker:like first of all,
Speaker:it's going to be seeing very easily through anybody.
Speaker:Anybody's lens is going to pick up on that.
Speaker:And also it has to be such a big part of
Speaker:your, why that you are going to do it no matter
Speaker:what. And I think that's just a cautionary note to people
Speaker:who are listening is all,
Speaker:normally we're talking about how do you grow your business?
Speaker:How do you build it?
Speaker:This is not a strategy or a tactic.
Speaker:This is something that was there from the start.
Speaker:Like you were saying,
Speaker:Jennifer, before you even knew what your business was going to
Speaker:be, you knew already that they were going to merge together.
Speaker:So honestly,
Speaker:if you already don't know what that passion and causes,
Speaker:that's probably not something that you would add in except on
Speaker:an event by event basis.
Speaker:Like we were just talking about Yes.
Speaker:Lee event by event basis.
Speaker:Absolutely. Yes.
Speaker:You know,
Speaker:I would never recommend that to somebody.
Speaker:So look out into the future.
Speaker:Tell me what you think is coming up next.
Speaker:You've already talked about the website.
Speaker:What Else?
Speaker:Well, New collections.
Speaker:Yes. So new collections growing the brand for sure.
Speaker:Growing the team,
Speaker:growing the brands.
Speaker:We're very excited about getting ahead of the game.
Speaker:So having our 2023 line designed this year so that we
Speaker:can also get ahead and try to grow the brand with
Speaker:media and publicity.
Speaker:And on top of all of that,
Speaker:I created this company.
Speaker:So I could have a lifestyle of being able to have
Speaker:a business,
Speaker:but also very much have a life.
Speaker:And so that a big part of the Future goal.
Speaker:I love that this has been so fabulous,
Speaker:Jennifer. I'm really glad we know each other.
Speaker:Now I want to stay in touch and see where this
Speaker:goes. Oh thank you,
Speaker:sir. And I'm really excited to see your website cannot wait.
Speaker:I could talk to you for another two hours.
Speaker:This was fantastic.
Speaker:Thank you.
Speaker:It has been such a pleasure to have you on today,
Speaker:Being true to yourself and your life and taking your reality
Speaker:to help change someone else's experience now and even better using
Speaker:your handmade product as the pathway to do so.
Speaker:As you heard adding a social entity into your business,
Speaker:isn't the right thing for everyone.
Speaker:But if this show resonated with you,
Speaker:I'm proud to have given you something to think about next
Speaker:week. Don't like to be the reminder of not so fun
Speaker:things, but we're just over a month away from taxes.
Speaker:So I guess you could say we're in the middle of
Speaker:tax season right now.
Speaker:I can sense your reactions to all this way through my
Speaker:Mike in our upcoming show,
Speaker:we'll be talking about how to get the tax filing process
Speaker:under control.
Speaker:What can still be done now for this year and things
Speaker:that can make it easier for the future.
Speaker:Thanks so much for spending time with me today.
Speaker:If you'd like to show support for the podcast,
Speaker:let me know how it's helped you.
Speaker:Something new that you've learned or suggest a topic that you'd
Speaker:like to know more about.
Speaker:Just do this by adding it as a review in whichever
Speaker:podcast app you listen through.
Speaker:I read every single one personally,
Speaker:and absolutely use suggestions as guidance for new guests and topics.
Speaker:There are a lot of other ways to show support for
Speaker:the podcast to visit our merch shop for a wide variety
Speaker:of gift biz paraphernalia like mugs,
Speaker:t-shirts water bottles,
Speaker:and even more featuring logos and quotes to inspire you throughout
Speaker:your day.
Speaker:You can take a look at all the options over at
Speaker:gift biz,
Speaker:unwrapped.com forward slash shop all proceeds from anything that's purchased there
Speaker:helps me offset the cost of producing this podcast and now
Speaker:be safe and well.
Speaker:And I'll see you again.
Speaker:Next time on the gift biz unwrapped podcast.
Speaker:I want to make sure you're familiar with my free Facebook
Speaker:group called gift is it's a place where we all gather
Speaker:and our community to support each other.
Speaker:Got a really fun post in there.
Speaker:That's my favorite of the week.
Speaker:I have to say where I invite all of you to
Speaker:share what you're doing to show pictures of your product,
Speaker:to show what you're working on for the week to get
Speaker:reactions from other people and just for fun,
Speaker:because we all get to see the wonderful products that everybody
Speaker:in the community is making my favorite post every single week,
Speaker:without doubt.
Speaker:Wait, what aren't you part of the group already,
Speaker:if not make sure to jump over to Facebook and search
Speaker:for the group gift biz breeze don't delay.
