Episode #211: Starting a Wholesale Business as Your True, Authentic Self with Megan DiVincenzo founder of The Sis Kiss

What's up, guys? It's time for episode number 211 with Megan DiVincenzo, the founder of Siskis. And if you're into jewelry and you're wondering about what it's like to get started in wholesale and in manufacturing, this is going to be a great episode for you. Let's talk about your business strategy and the juicy details of what actually works, from mainstream fashion to fashion on Main street and the entire ecosystem behind it. How do we scale your company and do it with a balance and the happy that we all seek? Let's hear from those insiders, experts, and strategists that actually make it happen. I'm your host, Ashley Alderson from the Boutique Hub, and I can't wait to chat. So what happens when an ex criminal defense attorney decides that she just wants to have bracelets that fit her wrist already? Well, a great business is what happens. You know, isn't it funny? I don't know if you can relate to this in your own business, but a lot of times a successful business, whether it's wholesale or retail or some product that's invented in the market space, the greatest ideas come out of true need, right where you find someone who just could tweak their product a little bit or if something fit a little bit differently, or maybe if we looked at this problem through a new lens, we would find a great opportunity. And that's exactly what Megan and her sister accomplished with Assist Kiss. Now, they started with one product and now have eventually moved to a full product suite and found one product in particular that you're going to hear a little bit about today. That was like lightning in a bottle. And it was the letter necklace, the initials that are this adorable little chain gold choker necklace that we actually bought for our entire team at the Boutique Hub for Christmas this year because they're adorable. And what Megan's done has really mastered the art of influencer marketing on Instagram to make this product go viral. Now, not only is she a savvy businesswoman, she's a ton of fun and totally raw and authentic in everything that she does. But, man, she' a lot of fun to hang out with and knows what's happening in this industry. I'm excited for you to get to hear from Megan today to hear about her story of going from knowing nothing about wholesale to having a booming wholesale business and a thriving retail business at the same time with a complete line of jewelry, bags, and accessories. So let's get to it, shall we? We're about to Squirrel and have a lot of fun on this episode. So please help me welcome my friend, Megan. Hey, guys, As I sit down to record this podcast today with a very awesome guest, I have to tell you that I'm wearing probably one of my favorite necklaces of all time because at the boutique Hub for Christmas, we ordered several cute necklaces with names and initials on it. So I got the double A, like my bra size from my good friend Megan, who is the guest on the show today. So I can't wait to introduce you to the sis kiss and Megan DiVincenzo. So, hey, welcome to the show.

Hey. I'm so happy to be here and I'm so happy to hear you're wearing your necklace.

We just had a team call before we recorded the show and two of the other girls on our team were also wearing their necklaces.

That is a must have. Maybe you guys should get a team picture.

I think we should. That's the funny thing. We all live in different states, so we're only together, all of us, one time a year, and that's at the summit. So that will be our mission for sure.

Good. Yes, I would look forward to it.

Oh, man. So as we get started today, because we have a lot to talk about and I think some of it definitely has to do with the name and letter necklaces because that's a big part of your Instagram strategy. But if you could start by giving us a little bit of background. If anyone isn't yet familiar with Assist Kiss and what you're up to. Tell us the story of where you're at now, how people might know you and find you and how you got started in this process.

Perfect. Okay, well, I will make a very long story short, but I was practicing law as a criminal defense attorney, and my sister was a teacher, an elementary school teacher. And literally, we just have always been into fashion and trends. And while we were both doing our own careers, there were bracelets out that year, which was 2013, and they were bangle bracelets, and we were obsessed with them. I don't know if you remember, they had like wire wrapped stones on them, but they were all very large, so everywhere we would go, it was like one size fits all. And so they kept falling off of our wrists. So literally this business started because we have small wrists. And I said to my sister one day, you know, maybe you could just make me one, because she's actually very good at things like that and being very crafty. So we bought some wire and some beads and it took her A while, but she perfected them, and that is what brought us to where we are.

Isn't it funny how the best business has come out of pure necessity like that? Right. You find that unique niche.

Well, and like, somebody had mentioned. I did an interview before, and they were like, you solved a problem. And I'm like, I never even thought of it like that. Like, we took a problem that we had and we solved it, but because it was just a bracelet, I was never thinking of it as a big problem. But yeah, And I think a lot of times, businesses, it's a good, true way to start because we really wanted it.

Yeah. So tell me, how did it evolve after that? Because I'm assuming you started selling retail first, and now, I mean, you have a large wholesale operation. So how did that evolve?

So when she started making the bracelets for us, then our friends started to want custom bracelets as well. So we started, like, measuring their wrists and then making them all custom, and then they wanted to buy them for their friends, and it just kind of went from there. And we started retail very small. Facebook, you know. So it was like my mom's best friend buying a bracelet for, like, a long time, but we just kept going. And then I was introduced to the Boutique Hub from a very dear friend shop accessory lane. And, you know, she was like, you should start wholesaling your bracelets. And at the time, Ashley, I was like, what does wholesale mean? That's how lost I was. And I was still working. So she invited me to the Hub, and I joined it. And immediately I fell in love, because it was like everybody in the Hub was doing what I really wanted to do during the day. You know, I didn't want to go to court anymore. I wanted to talk fashion and talk trends and sell stuff. So it became a bigger thing than it was. And I'm so grateful for the Hub.

Oh, my gosh. You know, I didn't even know this part of your story. So you joined the Hub before all of this took off, and then now you've since quit your job as an attorney just to do wholesale?

No. Well, I definitely don't just do wholesale anymore. And in fact, retail has gotten so crazy that I'm looking for someone to hire to run my wholesale, because I'm sure, you know, when one part of your business is crazy, it's like something loses attention. And I don't want to lose any attention. I want to gain more steam. So I'm just actually looking for someone to help me with my wholesale.

Man, good for You. That's awesome. So how many products are in your wholesale suite today? Owners are shopping.

That's a really good question. So I have two different products I feel, you know, I design for retail and I design for wholesale. And I think they're two different, very different beasts. Like I don't cross over very much, to be honest. So right now you could probably shop a smaller amount on my wholesale, maybe eight to 10 pieces. And then obviously retail is a little bit larger.

Awesome. And what's your number one retail bestseller?

The name necklace, for sure.

So tell me, how did that all get started and kind of blow up for you? Because really, if there's anything I want our listeners to take away from this podcast today, it's that user generated content that you use so strongly in your strategy is so powerful. And the name necklace is really what's created that.

So, okay. It was last summer and I had already used a blogger. And I don't mean use a blogger, but I had been working with a blogger and she had rocked one of my purses and I loved her and the response I got. And we had kind of kept in touch via dm, just chatted here and there. And then I found out she was pregnant. And at the same time, my vendor had been working with me to create a custom necklace. And at the time I was just like, oh, just make me a Megan necklace. I'll take pictures, you know, and we'll see if it goes anywhere. And at the same time, the influencer got pregnant and I said, oh, and she's naming her baby Collins. So throw in a Collins necklace and I'll send it to the blogger as a gift. It wasn't even to like, it wasn't even a collaborator. I just wanted to say, congratulations, you're pregnant. We always loved working with you. So she was on a trip when I sent it to her, but when she came home, she opened it and must started doing stories on Instagram with my necklace on. And my phone literally would not stop ka chinging. I mean, it was like, ka ching, ka ching, ka ching. And since I didn't know she was posting, I'm like, what is happening? And literally, you know, three employees trying to get office space later, she's kind of started it all.

That is awesome. So did you reach out and let her know, holy smokes, look at what happened?

Yes, yes. We keep in close contact and she works with me quite often.

That's awesome.

She's an amazing influencer. And not even just because of the sales. I mean, she's Very authentic. And her followers love her. And I think that is so important.

So let's talk about that a little more because I know that's a question that boutiques ask so often is I really want to work with influencers, but I'm not sure where to start. Where would you give that advice?

Honestly, my advice is just to do it. You have to start because it's going to take. It's a learning curve. Not all influencers are going to fit your brand perfectly. So if you try one influencer and it doesn't work as well, it doesn't matter. I think you keep trying. And I also think if you hire an influencer, you have a collaboration and it doesn't get the sales that maybe you were looking for. I always look at it as it doesn't matter. You have more brand awareness now, you have more organic followers now. There's always something to be found from just being seen. And the way of the world is now people are being seen on Instagram. And I want my product to be where people's attention is. People's attention or an influence. So that's where you're gonna see my product? Absolutely. I think you just need to start and get outside of your mind, like, oh, it's so expensive. And it's like people that used to pay for TV ads or magazine ads, you know, that was the way you advertise. Now this is the way you advertise in my opinion.

I totally agree. It's a huge strategy. How did you. Do you feel like at the beginning, did it take off right away when people started, not just the influencers taking photos with your product, but then just user generated content from all of your custom. Did people see it as a trend and then just one followed the other and all of a sudden, bam. Your Instagram is filled with photos of your customers and your product?

Yes, yes. And I have, I'm sure you know Ms. Erin Dodd, she is not only one of my besties, but she does my brand management. And we quickly jumped on the wagon that we need to start branding this. So when people receive my packages, you know there's a certain hashtag and we're asking them to repost it and those are going to be a coupon. So we jumped on the wagon of we need to be seen everywhere. So now customers are following the instructions on their little coupon to take a picture and hashtag my tsklove and then they're just like the influencers. I post them on my website, I post them on my instagram stories. I post them on my Instagram page and I feel like they also feel like they're part of the trend.

Oh, man. So along with that, with all that user generated content, how many new influencers are you like seeking out or working with, say like on a monthly basis? And do you collaborate with them in more of a campaign fashion or a one time fashion?

Well, the awesome thing about the name necklaces are now they're reaching out to me. So I'm very lucky that it was kind of like how you just asked about the customers. But one influencer had my necklace, so then her friend the influencer wanted a necklace and then they kind of wear them all the time because it's not something like, oh, look at this necklace I got in the mail and then throw it to the side and move on with your stories. It's almost kind of something they put on and they maybe keep on for days or months. So it's always being seen and people are always asking again, where did you get your necklace? Where did you get your necklace? So it's kind of turned into a more constant thing than a one time campaign thing.

I could totally see that. I feel like mine, it's like the one piece of jewelry that I have on every single day. So it's like you've captured lightning in a bottle in a sense because you found something so personal and so unique.

Yes, but what's next, Ashley?

Oh, there's more. I know you've got some pretty sweet things happening over there.

Yes, but that's always in my head though. I mean, I'm a 24 7, what's next kind of girl. So I'm always at the tip of my tongue with what's next.

So tell me more about how you've handled some of that growth because I know there's people listening both in wholesale and retail that are going, man, yeah, I've had a viral product or I'm getting ready for a viral product. How do you start to prepare your actual business for that level of growth in terms of hiring and managing shipping and operations and just like all those things that you don't expect to come with it.

I hired somebody for the first time last October after the influencer had posted my necklace. I just knew I couldn't keep up with the shipping time and the demand and it was scary, but it was wonderful. And after her, I realized I couldn't keep up with the demand of the shipping. So we were shipping so many pieces a day, I hired someone to ship and then I couldn't keep up with the emails about when is my product coming. So then I heard someone to answer emails and every problem that I had, I just took it as, okay, let's find someone who can help me with it. Rather than taking the time to be like, can I afford it? Am I going to lose money from this? I just had to keep solving problems. And the problems that I was solving entailed getting help. And the help has helped me grow and grow and grow. And I mean, it's not like I didn't look at my budget to see make sure I could afford it, but I didn't stop to really worry too much about what if three months from now I can't pay them or what if three years from now it's just I just trying to solve the problem. And it has created so many good things, man.

That's the thing. It's so hard for people to delegate and to look at problems through the eyes of who else can do this right rather than me try to do it all. Did you ever fight that battle though? I mean, was that hard at all or did you just go for it?

My husband wants to strangle me because I hired someone to ship all my stuff for me. And now I'm like, I should go over and help her ship. He's like, would you stop? He's like, you have got to do what you're supposed to do now, which is design, speak with your vendors, negotiate prices, sign contracts. You know, if you stopped every 20 minutes to ship a new product, you know you're never going to finish a thought. So I do really. It took me a little bit to let go of the shipping because I'm sure, like many of your hub members can relate to. There was days and nights that I was crying on my office home floor at 3 in the morning, drinking a glass of wine, like, is this ever going to end? You know, it was hard to give up that sort of. It was like emotionally attached to me. Shipping. But now that I hired someone to do it, like, I never want to look at it again.

Yeah. Oh, man, that's such a hard moment when you're like slapped in the face of I'm the bottleneck of my business and way too much is riding on my shoulders.

Yes. And I'm not best served doing that. You know, I'm not, I'm not going to grow if I'm sitting on my basement floor. Shipping.

Exactly. Exactly. So how did you, you know, along with that growth, how did you start to find bal Even just taking care of you and your family.

I don't. I don't have that. I really don't. And, you know, so I'm. That's probably not the answer you really wanted to hear.

No, I think it's real, though.

Yeah. I turn to other people that I admire to listen to their balance. You know, podcasts that are in books and friends. You know, I do have a very supportive husband. I mean, he's amazing. So he's so understanding. Like, okay, you need to get your stuff done. I'm home now. I'll take the kids. Or, you know, make sure use the sitters to our availability. So he's very supportive of that. But I am on 24 7. Like, my mind is constant. I'm not ever sure if I would find a balance just because that's not who I am.

Yeah.

Yeah.

How old are your kids? Are they involved in this process? And are they like, holy smokes, look at what my mom is doing?

Well, my son's nine, and he swears to me that he coined tsk, which is the CIS kiss. Now we tsk everything. And he swears he started that, but I can't remember. Maybe he did, maybe he didn't. And then my daughter's, too, so she. He doesn't really know what's going on. But, yeah, my son loves it. And he's always like, yeah, no, he's so cute about it. Like, he's always telling his friends about it. And, like, when I get 3,000 pieces of packages on my doorstep, he's like, this is my mom's business. And it's fun to see that because I was miserable when I was an attorney, and I was miserable when I dropped him off at the sitters, and I was crying when I pick him up. And, you know, I don't think your kids should see that. I think your kids should see you happy and doing what fulfills you.

Oh, man, I feel like you should drop the mic because, you know, I think this is such a. This is such a question that, I don't know, it both inspires me, but it frustrates me because Instagram, as much as I love it, gives us this stupid false reality of you can have it all and do it all and.

It can be perfect.

And so then as working women and as business owners, we sit back and go, oh, gosh, I guess I should be cooking perfect meals and having all the laundry done and doing these things. Besides running a very successful company. That's not life. But you just have to decide, what do you want most and what do you want right now? And you choose accordingly. Right. How can my family be a part of the chaos that I have happening right now? But like you said, they see me happy in the process.

Well, and you kind of just hit something. If I were to take like a couple days or hours off of the cisches to get laundry done or to do a meal, I would be not myself and not happy. And I know that sounds ridiculous, but. But my kids are always around me when I'm working, and I'm always happy because I'm always in my space and the laundry will get done eventually. But I don't prioritize it because it doesn't make me happy. But I just like that he sees me happy and grateful. And I'm, you know, I'm always saying on the way to school, what are you grateful for today? And one of the things that I always say is my freedom, and this allows me my freedom. And there's money cannot buy that. Oh, man.

Well said. Well said. So one of the things I think that you're so great at, and I think it just shows in this conversation, even in the way that you approach this mentally, is just authenticity. Like, what you see is what you get. And you had mentioned something that I thought was spot on, and I would love for you to elaborate on, and that is that you are authentic to the point of even if that means you lose a customer, you are who you are.

Yeah, I'm pretty unapologetic, and I don't mean that in a rude way. I think if you don't know me, it could come off rude. But that's not true. I am actually the last person that would ever gossip or to talk about someone because I'm usually just worrying about what I got going on. But if I, you know, I have a potty mouth and I cuss if somebody comes to me on Instagram and they're like, this is terrible, and I don't respect it. I respect their opinion. I'm like you. Do you? That's cool. And thank you for reaching out. And if you want to not follow me, that's okay. And I respect their opinion, but I'm not going to change mine or the things that I say contrary to my mom's liking. But I just. What's the point? What's the point of me doing this and being free from things if I can't be who I am?

I love that. And do you think that people struggle with that today? Like, do you feel like you see that happening in the World around you, where people are too concerned with conforming to. I wouldn't say what other people think, but doing things that they think other people want them to. On Instagram and on social media, just not living their true, authentic selves.

Yes. Oh, my God, 3,000%. Which is why when I watch stories and people's, I don't ever think that that's perfect. If anything, I'm like, you know, I'm a hot mess today, but it's okay because I'm doing me. And actually, no, I think that everybody's looking into this world of perfection, and it's just not. Mm. So as someone who doesn't influence me, it's just who I'm just my head is always down. Like, I'm always just doing me. And so I can't speak to people who are, like, stuck on other people's perfection because I don't even look at it. I have my blinders on.

Yeah. Do you think that's why Instagram stories have taken off, like, with such popularity? Because the world is moving away from this idea of perfection, like, and people are seeking exactly what you're saying.

Yes. And, like, oh, my God, look what a hot, disheveled mess that blogger looks like this morning. We're like, look how funny she is. You know, I've gotten to know a lot of friends now that are influencers that I don't think I ever would have been friends with, because now I'm like, oh, my God, they're hilarious. Somebody today, just before you jumped on this call with me, she's an influencer, and she messaged me, and she's like, of course I posted something raunchy. And she's like, you are my best friend. You don't even know it. But I look to follow your stories because I know it's always gonna be something that makes laugh. And I'm like, oh, I didn't even know that I just posted because I like it. But you never know. You never know. Somebody else might be looking for a different sort of perfection.

Yeah, I like that. Do you? If you would say there's one greatest piece of advice someone has shared with you along this journey, that you were like, man, that really made sense, and I took it to heart. What would that be?

To start, like, stop getting inside of your own head and just do it. I feel like people take too many steps thinking, like, I need a spreadsheet and a graphic chart and 700 emails and a meeting about a meeting. But you don't just start, man.

And that's a huge testament to what you created. Right. And you just run with it.

Yeah. I mean, I started my business plan on a pizza box. Like, literally, I was just like, oh, and this and this. And I just started writing it down, and my dad started writing it down, and, you know, everybody was like, slow down. Do you think you should, like, make blah, blah, blah? And I'm like, no, we're gonna. We're making bracelets. It's not. We're not curing cancer. I got an order. We're gonna make the br. And you're going to make it, and I'm going to sell. Just started snowballing from there.

Oh, man. Was there any, like, huge hiccups or. I know you said you wouldn't count it as a failure, and neither would I, because I think you totally learn from every opportunity that's presented to you. But is there anything that happened along the way that you were like, oh, crap, if I could take that back, I might do it a little bit differently?

I really cannot think of one. I really. And I know that's a terrible answer for a podcast, but I really can't. Like, I'm thinking back at my journey, you know, I say, I wish I had quit my job sooner, my law job, but I'm really not, you know, because whatever that taught me, you know, that was a lesson of itself. So I always think, like, how much farther could you have been if you wouldn't have been practicing law for so long? But I don't think that's true. I think I'm supposed to be where I'm at now. So the only hiccup I can think of is at some point, we became too busy, and my sister was not physically able to hand make the bracelets anymore. And I thought, oh, oh, crap. Like, we're closing our doors. You know what I mean? Like, she made every piece of jewelry that we sold, and she couldn't physically do it anymore. She was like, this is too many. And it was giving everybody anxiety because you open up an order sheet and, hey, you gotta make 50 bracelets tonight. And she has a daughter and a traveling husband. So I thought, well, this is the end of the ciscus. But then I was like, no, forget this. Wait, hold on. Well, who else can make them for me?

Mm.

So I just started, you know, outsourcing, and, God, look where I am now. Like, I feel like some of my vendors I speak to more than I speak to my husband. I've flown to meet almost half of them. So it's just Amazing. Like, you just keep going and solving your problem.

You know, I think that's a topic that a lot of people don't talk about, and that is, you know, there's two ways to kill a business, obviously. No growth or too much growth to the point of you can't handle it because you aren't willing to delegate or you aren't willing to ask for help, which is, you know, kind of what you were teetering on right there. So then I commend you.

We had, like, handmade bracelets, and I thought, well, what are we gonna do without handmade bracelets? Yeah. You know, it's like, okay, maybe they don't need to be handmade. And then, like, I started getting, you know, pieces into the Ciska store, and everybody was like, oh, my God, I love that piece. And I'm like, all right, so I'm getting a reaction. And I just kept doing that. But I do like to design. Like, I don't want to sell what everyone else has, but I do like to stay on trend. So it's like teetering, that fine line of you having your own thing and staying on the trend that everybody else is looking for. Yeah.

So you mentioned when you came even just to the Boutique Hub, you hadn't started wholesaling yet, or you had to Google what wholesaling was. So for those that are listening, that are maybe new to wholesale, because there are a lot of times there's boutique owners that then make the switch into wholesale. Where did you start to learn that process? And even finding vendors? I know I see questions all the time. And by the way, I'm not saying, hey, Megan, who's your vendors? Could you please tell all the thousands of people listening today? But how do you even start the process, my friend?

I swear, it's like, I made a bestie in the boutique. And I'm sure all of the people listening can relate to that, too. I mean, where would you be without your boutique bestie? I'm sure everybody can think of who that is. And I just started asking questions, literally, like, what does wholesale mean? Where do you get your customers? Who makes your product? And just along the way of doing hours and hours and hours of research, especially for vendors. And then my friend who was my boutique bestie was like, just start your little own wholesale page for free on Facebook and go to the Boutique Hub and invite them to your page. And I was like, oh. And by that time, I think I had made, like, a leopard product. And I knew that a lot of the girls ran to Leopard. So I posted the Leopard product first and then was like, hey, come join me. And then. And I think that, you know, you guys are like an army. So the support was unreal because I feel like if you got the support of the Hub, then they start telling other people. And I credit 100% my wholesale business to the Hub.

Oh, my gosh, I'll slip you a 20 link.

I mean, literally, I have referred anybody that I know, and I think you're phenomenal. And I'm not just saying that. I've shouted you out on prior podcasts, but I wouldn't be anywhere in wholesale without you.

You're so sweet. You know, I like hearing that. It not because you're a making my head huge, you know. Thanks. It's now larger than the double A that I'm wearing on my neck. That is my bra size. But I love it because I look at the Hub as a gym membership. And whether you're boutique or your brand, it only works if you do. And you're someone who saw the opportunity and were like, man, okay, I'm watching what other people are doing. This is what gets a reaction. This is what people want, and you're truly serving the need of a customer. Whereas sometimes we have wholesalers join and they're like, gosh, I don't really know what the Hub is or how to use it, you know, or it doesn't work for me. And then they leave without really investing into the community. And I think that's why it's different than everything else is, because it's a community, it's not a sales channel.

Yeah, I totally agree with you. And, you know, I get this question a lot. Like, if somebody hires a branding manager or they have somebody redo their Instagram page, or they're a member of the Hub, like, nothing works in two weeks, one month, three months, sometimes not even six months. Ones. Everything is about repetition. Everything is about keep going, keep going. I feel like people quit things too soon.

Yes. Yes.

I mean, I'm addicted to the Hub. I would never quit now. But my point is I had to stick around for a while to understand the process, get to know the people, see the products people are looking for, so it doesn't just happen overnight. And I feel like if people look at money that they spend monthly and they're like, what can I get rid of? No, you know, how can I keep going? Yeah.

And we were just talking about this amongst the team. Overall, as a business strategy, you can't grow a business by cutting expenses. You can only grow a business by building new revenue. So what resources do you have that will allow you to build new revenue? Is always the question. So this leads me to just kind of your views in the last couple of years in business. Where do you see the wholesale side of the industry going? Because that is such a changing dynamic right now.

You know, you're gonna think this is hilarious, but literally when I think of wholesale, the only thing I think of is the hub. Like, I don't know anything else but the hub for wholesale. Like, I've never been the market. I've never ever. Like, people ask me all the time. I'm like, why I'm in the hub. Like, I don't have a need. So I can't answer that because I feel like I just believe in my head, you guys know it all. So I follow everyone. And I've never done any of your market or, you know, I know they're not your markets, but I've never been. So I don't know. I know. I just know that what you have going is super successful. And I do see it going in the way of it would be easier to buy things wholesale online rather than, you know, going to a market or like having a sales associate do sales. But I don't, I don't know. I really don't love to hear what you think.

Oh, man. Oh. No one ever asked me questions on this podcast. That's fun.

Well, I'm bossy.

I love it. Well, I like asking the question because, you know, traditionally it's always been a market based system, you know, or a rep system where there was a lot of road warriors and traveling and, you know, Ed and the hub, you know, Ed, living proof of that, someone who's on the road all the time, never home, you know, just doing wholesale. And I do think that that is going to change in the future. So I think there's a ton of e commerce happening in wholesale and it will continue to only grow, in my opinion. However, I do still think that that market experience and that face to face is experience really for two reasons. One is there are some products, especially women's apparel, that I think fit and quality can't always be shown through a computer screen. So I think as a buyer, if you're building an authentic brand for your retail store, you have to have like that firsthand experience of, I know how this is going to fit. I know it's going to, you know, fit my curvy customers. Well, I really can speak authentically about my backing of this product. So I think markets are great for that, number one. But number two, I think at least once a year going to a market also to build relationships are important. I bet you have built tremendous relationships with your boutique owners. Yeah, right. And that trust can't be replaced. And you want to do business with people you know like and trust, whether it's retail or wholesale. So I think that that piece is really important not to miss too.

And I honestly. You hit it right there. I think I try to design higher quality pieces which doesn't always go over so great on my wholesale page. And I think some people get used to paying a certain price for their products. I think that I would benefit at market with those pieces because they would see, oh, this is why it's 25 versus 12. Because the quality, the authenticity, you know, the leather. So I have thought about that a lot.

Yeah. Online you're spot on. And I wish if you and I could go on a rant together, if we could go on a little bit of a soapbox together, it would be that price doesn't sell products ever. And I think that's my one concern with the growing amount of just online only boutique owners today or the really easy accessibility it is today to start a boutique business online. Because a lot of people then just go after cheap products and they want to sell it at a cheap price. But that doesn't do anything to build the industry or a brand. And I think about, I bet you're in the same position I am now, you know, with kids. And my kids are finally to the point where they're not puking on me all the time. And so I can finally like wear nice things again. I don't want a $15 shirt. Like, I want something that I can wear and wash a number of times. So I'm looking for more quality, but I still don't want to break the bank. But what is that next price point level?

Yes. And I honestly think that that is missing. I don't know. That's part of the reason I kind of stepped back from wholesale a little bit when my retail got so busy. I mean, A, it was time, but B, it was like I wanted higher quality pieces and I don't see a lot of people wanting to pay for them. So yeah, I think a big piece.

Of that is just education, both for the consumer, I think, and for the boutique owner because the ones that are doing it are doing it really well. But there's, I would say a lot more people are on the cheap side of things in the industry. As a whole. But I do think that change is going to, like, that pendulum is going to start to swing back toward a little higher price point and better quality.

Yeah, no, I agree with you. And I do think now that we're talking, I'm just. My mind is going, like, you need to get to market. It just seems so overwhelming to me right now, like, getting everything there and showing up. But that's obviously something that everybody figures out. Oh, man.

Well, that's another conversation. We'll talk about that off the podcast. We'll get you set up. So. So a couple quick questions. We'll do some lightning round.

Okay.

Because I know you've got some awesome feedback to give. And first thing I want to ask in the lightning round, because I know you love fashion. Is your favorite trends at the moment?

Neon.

Neon. What else?

Snake print neon. You know, geometric jewelry. Those would be my big ones.

I love it. Trends you wish would die.

Clear purses, do you think? Probably because I just don't design them. So go away. There you go.

What's your take on biker shorts as a trend?

I think they're fantastic when you have killer legs. I want to wear them. I like them.

I like it. All right.

Favorite podcast, the Skin and Confidential.

Oh, are you in their Facebook group too?

Yes, I'm in everything. Love it. Yes.

All right. Mentor, Definitely.

Lauren Evans.

Tell me more about Lauren.

She's the skinny. Confidential. That's her podcast and her brand. And I know it sounds ridiculous, and I don't. She's a badass businesswoman. You know, she's got the daily grind. She always is listening to podcasts and trying to further herself. And she's turned a blog into a complete brand. And that's my goal. I don't want to be a piece of jewelry. I want to be a brand.

Yes. Oh, man. Well said. Well said. All right. Favorite book.

Crushing it by Gary Vaynerchuk.

Are you a huge Gary Vee fan?

I am.

I love Gary Vee.

My husband's like, is he on again? I'm like, yes, babe.

He's an F. Yes. That's what you said.

Probably what I said. Yes. Perfect.

All right. Your favorite quote.

I think just be authentic. Be unapologetically authentic.

Perfect. Okay. Daily routine. Do you have, like, a morning ritual or how do you start your day?

Yes. Well, I set my alarm or my husband wakes me up, you know, before 6:00am and he brings me hot coffee. That is a must.

He brings you coffee in bed?

Oh, yeah. I'm so spoiled.

Oh, my gosh. That's awesome.

And he brings me warmers. Like, he'll come up and keep warming my cup up. But I'm bad in the beginning because. And I know it's terrible to look at your phone in the first 30 minutes, but I have vendors all around the world, so they are awake. I want to catch them before they're not awake. So if we were working on a project, you know, three days before, and I need pricing or pictures and somebody in South Africa is going to go to sleep soon, I want to catch them. So I'm always talking to my vendors the first thing in the morning for about an hour. And then I get my son ready for school and my daughter ready for the sitters. And literally every day is different. You know, after they go to the sitters, into school, no day is ever the same. It's chaos, it's constant. It's everything. And then it's just kind of like that until, you know, I get my son comes home from school. But, yeah, it's just different. But my morning routine is always the same because I need to get to my vendors.

Is there one thing that you feel like you do throughout the day that makes you feel the most, like, accomplished?

Would you say I'm a hot mess? I am a hot mess. I have a different load of laundry in every room. Now, I know this podcast is gonna make it sound like I'm like. Like a disgusting pig, but I'm actually a neat freak. And, like, everything's gotta be perfect. Which is funny, because my laundry is in different piles, but they're hidden. So if you came over for coffee, you would never know what a hot mess I really am.

You run around with your hair on fire, but you hide the dirty piles of laundry. I mean, we all have secrets.

It's okay, like, I don't wash my hair for two weeks because I'm like, who's got time to wash their hair? But I take the time to hide the long hair.

I like it. All right, are there any apps that you use to help keep you more organized?

No, I'm not organized. No? No, I'm terrible.

Who on your team is the integrator? Right, Because I don't know if you've read the book Rocket Fuel, but every team, every successful growing company has traditionally a visionary, which is often the CEO or the founder, the person who's like, the wild idea person, and then someone is the integrator that comes up behind you and hides your laundry.

Yes. Well, I have an assistant who does customer service and shipping and she's fantastic, and I'm begging her to do it more, like, as a full time. I'm not sure she's ready to take that on. So I'm actually looking for someone to be my organizer. I just interviewed a couple people last week, so. To be determined.

I like it. All right, well, I am excited to ask you this last question. So I don't know if you've listened to the end of the podcast much, but we always end with the same question. And I feel like our time has flown by today, by the way. But as I ask you this last question, I want you to think about your business. 10, 20 years down the road, and your kids are grown and they're out of the house. They're adults themselves. And you're sitting on the front porch and you're talking about. You're drinking your warmed coffee from your husband and you're talking about the life that you live and the business that you created and what is the way as you're speaking to your kids and grandkids, that you want your life and business to be remembered the most?

That I made it my own, and nobody told me how to run it, and nobody told me when to start it, when to stop it. I have a feeling that when I'm telling my grandkids that I'll still be working, but, yeah, definitely that I made it my own and on my own terms.

I love it. Oh, my gosh. This was a ton of fun today. Thank you so much for coming on the show.

Yes. Thank you for having me.

We could have squirreled a lot more than we did. I feel like we stayed pretty on track. So we are definitely winning.

Yes. Which is good for me because, like, I have a thousand thoughts.

If anyone hasn't checked out the CIS Kiss yet, where's the best place to find you?

Instagram is definitely where I'm most active. So it's Hisiskis. And then obviously we have a Facebook page. I have a wholesale group. I'm on Twitter and. Yeah. And a website. Www.thesiskiss.com.

Awesome. Megan, thanks so much for all the awesome work that you're up to and for being so unapologetically authentic in all that you do. That's really appreciated. And thanks for being a big supporter of the Hub.

Yeah. Well, thank you for all you do. You are amazing. Seriously.

Thanks, girl.

You're welcome.

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