After Surtex there were about three weeks to do the show follow-thru, get ourselves organized and think about new artwork. Most of our current clients are in the papergoods market, i.e. paper tableware, stationery, shopping bags and greeting cards. We have a few clients in the home decor area like Evergreen, Burton and Burton and Robert Kaufman (fabrics).
At one of our meetings after the show we decided that we wanted to expand into the gift and home decor market. There are several reasons why. One is to increase our client base. Two, to develop products in a new market area. And three, to stretch the inspiration for our creativity. New markets equals new ideas. And did I mention to increase income?
So, we decided that I should go to the big Atlanta July Gift show to scout out new companies.
In order to do this I researched companies that we had visited in Atlanta in January 2012. Then I spent my mornings for three weeks making phone calls to set up appointments for the show. I was in a happy creative frenzy creating new designs. I was warming up to do a loose fun watercolor style that was different than the way I had been working. I always forget that there is a learning curve with watercolor whenever you try a new style.
I got impatient and frustrated. It just wasn’t working out. I knew what I wanted to do but it wasn’t happening as fast as I would have liked. You cannot rush or force watercolor to do what you want. It’s a watery flowing medium and unless you flow with it nothing works.
Dennis, on the other hand, is a steady worker. He gets his ideas and creative direction as he progresses on with a design. He knows that this is his process. I typically keep losing sight of my process. That’s my Aries nature. Always forgetting and running headfirst into that same wall. Experience and maturity have tempered it a bit. Whew!
The night before leaving I laid out my clothes for the trip, worked on a painting, and played with Maggie, our cat. I fell asleep around 2 am and got up at 5.
Said goodbye to Dennis, the kitties and Greenwich Village.
I love getting to the airport early enough to have time to stay relaxed about the check-in time. Shoes off, get patted down, explain away suspicious items like a nail file. The bonus is that I can browse the stores, read a paper and have my coffee and bagel before it is boarding time.
Ah, finally on the plane. Cramped, no leg room, but nice people to chat with and my iPad to keep me amused.
I was lucky to get a reservation at the Days Inn. Everything else downtown was booked. I’ll give you a few tips about booking and when to do it in the next couple of posts. Stay tuned! The nicest surprise was finding that I was just down the hill from the Gift Mart.
Too tired to walk up the hill to the show Thursday afternoon I spent the time between naps strolling downtown Atlanta. It was a nice surprise to find that it was a pretty little city and not just a downtown business district.
Friday morning I got up early and after a full breakfast (the kind I like) I headed up the hill with the crowds (mostly women buyers) to America’s Mart. The Mart is actually three 18-story buildings with connecting bridges on different levels. For those who are not familiar with this show it’s main purpose is for the manufacturers to take orders from the retailers who walk the show and shop for their own gift shops.
It takes a bit of navigating and sometimes you just go in circles and get frustrated and feel like yelling “Let me Out of Here!”
Building 1 consists of showrooms for manufacturers of bedding, rugs, furniture, lighting and more. More broadly it houses the home decor showrooms. Building 2 and its new wing 2W is where I spent most of my time. This is the Gift building and houses companies like the ones I will be featuring in my next two posts such as Enesco, Manual Woodworkers, Burton and Burton, Transpac, C & F and Evergreen Enterprises.
There are also are two sections that are fun and inspirational to walk through. They are the”Living Outdoor/Indoor Gardens (garden statues, furniture, art fountains, flags and wonderful food). The new Gourmet Food Section, in building 2 has cooking demos, books, kitchen products and food tastings. Yum! I made it to the Garden section and walked through with Lucinda who I’ll introduce a little further on.
And then there is building 3. I’d have to stay an extra day to walk through some of the showrooms there, but it would be such a treat. Building 3 houses The Fashion Accessories and fine Jewelry Showrooms. It is known as the Apparel Mart. And some of the showrooms let you shop at wholesale price. Bring your credit card!
Chris finally insisted on taking a photo of me just to prove to my readers that I was really at the Show. Well I was folks and I loved every minute of it.
I guess Roosevelt Bear missed me!
In the posts that follow this I will talk about the nuts and bolts of making calls for appointments. It’s important too to make calls for catching up on both personal and business stuff and finding out what a company is looking for and what is the time period to submit these designs. Then you need to organize all this information so it works for you! More on that in the next few posts. The calls and appointments are an important part of what you need to do when you want to start expanding into a new part of the licensing market. Or, to start out in the business.
I’ll also take you on a virtual tour of three large showrooms and walk you through a “Meeting”. For now I’ll tell you one very important thing I have learned: Networking is one of the most essential things you can do. And it’s fun and sociable. Keeps you out of the kind of trouble that can come if you become too isolated. And that trouble can be both personal and professional. I didn’t always like doing it, but the more you do the more comfortable you feel. You can make friends along the way with people you work with.
More to come about the Atlanta Show. Keep tuned and please send me your questions and comments.
8 responses to “The Atlanta July Gift Show, Part One”
Great narrative here, Andrea. I’m looking forward to hearing about your cold-call process at the show. You would think a word guy like me would have an easy time of this, but I don’t, so I can’t wait to hear what you have to say!
Hi Michael, Thanks for your nice comment on the Atlanta post.I am wondering if you posted your comment on the blog itself? A friend just e-mailed me and she couldn’t access comment from the e-mail she received. It would be helpful to know how you did it.
I did set up quite a number of appointments before hand. But then I probably made around 8 cold calls. It is very helpful to know that at least one reader is interested in cold calling at the show. Much appreciated.
It helps that I am by nature very chatty and very curious about people and things. But I didn’t always like doing this part of the business.
Next post coming very soon. Stay tuned.
Great post, Andrea! I love the pictures and the narrative. I’m looking forward to more of your posts, too.:-)
Like your friend, I too tried to reply/comment from my email subscription to your blog, but it took me to your site with a message of “page not found.” Because of that, I then clicked on your Two Artists Aloft page to get to this post, clicked on the 2 comments already left for you and was able to leave this reply. I guess we’ll have to iron out this bug when I get back to town…
Great blog, Andy!!!!
Bill & Bev
Nice to see some familiar faces! The show looks great, I hope it brings you lots of new business.
Thanks Val. The show was fun and lots of work too.Will keep everyone updated on results from the show.
VAL I wasn’t getting e mail notices of comments until now. I replied on the blog. Aren’t the Olympics exciting. I’m trying to watch as much as I can every day.
Sent from my iPad
I’m glad I finally found you! Looking forward to reading more of your posts!
I’ll have to link you to my blog too. 🙂
Thanks for following Jamie. He’s so excited!!