Episode 161: How to Get Your Products into Top Wholesalers Like Faire w/ Moni Ainslie
Ever wondered what a shopping editor looks for in products to feature in a story? This episode is a must listen if you want to get featured in top tier media so you can get in front of more customers this holiday season and get more sales.
Here’s What We Cover and More:
Effective strategies for small businesses to pitch products to editors.
Role and responsibilities of a shopping editor in selecting products for features.
Significance of high-quality product presentation and website design.
Tips for crafting a compelling and unique pitch.
Timing considerations for pitching, especially for seasonal gift guides.
Follow-up etiquette and best practices after initial pitches.
The value of offering product samples to enhance coverage chances.
Building genuine relationships with editors and journalists for better outreach.
Remember, successful pitching is all about relevance, a unique angle, and a touch of that genuine connection. Whether you’re offering a thoughtfully crafted product or reaching out to editors who share your story, there are always ways to make an impact!
Product Businesses! Download my free HOW TO GET INTO A GIFT GUIDE/PRODUCT ROUND UP roadmap for free HERE to get more sales and traffic to your site this season.
If you want to land your first feature for free without any connections, I want to invite you to watch my PR Secrets Masterclass, where I reveal the exact methods thousands of bootstrapping small businesses use to hack their own PR and go from unknown to being a credible and sought-after industry expert. Register now at www.gloriachoupr.com/masterclass.
Resources Mentioned:
Join the PR Secrets Masterclass
Join the Small Biz PR Pros Facebook Group
DM the word “PITCH” to us on Instagram to get a pitching freebie https://www.instagram.com/gloriachoupr
Connect with Gloria Chou on LinkedIn https://www.linkedin.com/in/gloriaychou
Join Gloria Chou's PR Community https://www.facebook.com/groups/428633254951941
Visit Moni Ainslie’s social media pages: Website: https://www.koopslieconsulting.com/
LinkedIn: linkedin.com/in/monikakupczakainslie
Additional Resources:
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Transcript
00:00:00 Gloria: What's up, Small Business Heroes? Welcome back to Small Business PR, where we make marketing and PR super accessible for the everyday small business underdog.
00:00:07 Gloria: Now I have my friend, Moni Ainslie. She is a retail expert. And also, if you've ever heard of the platform Faire, you're going to want to listen up because we're going to dive into what is Faire as a platform and how do you get your products into wholesalers, right? This is a lot of what's going to generate a lot of revenue. And we haven't had anyone on the podcast to talk about this topic. So welcome to the show.
00:00:28 Moni: Thank you so much for having me.
00:00:30 Gloria: So I love that you were a member of our PR community and you've had so much experience. You've had your own product thing that you had, you said over 600 stores. So you really scaled that. Can you tell me a little bit more about your experience and kind of like, why did you choose Faire as a platform to kind of teach other people how to navigate it?
00:00:47 Moni: So yeah, I had my own fashion business for 10 years. So I learned a ton about wholesale and I actually didn't really focus on D2C very much. Like it was all about B2B for me. I wanted to get into retail. And once I sold that business, I started helping other brands get their products into stores.
00:01:06 Moni: And the reason I started, like in the first place, is because when I had that business and I was in so many stores, I was winning awards. I was like, featured in a ton of media. So people knew about me and they were always coming to me and asking me, how did you do that, Moni? Like, how did you get into all those stores? So I knew there was a need for it.
00:01:23 Moni: And I started, so I started helping brands. I had a course at one point. And then I did a little bit of freelance work for a friend of mine who has an Amazon agency. And I just learned so much about how to make brands successful on Amazon. And I got this idea that, you know, this, all these learnings from Amazon can actually be applied to Faire. Like, so I took my experience in wholesale, this work in Amazon, and I combined those two together to come up with a completely different way of selling products on Faire.
00:01:56 Gloria: Oh, I love that. So for those of us… So I don't have a physical product. I love products. So I love, you know, like supporting our small businesses. Can you just tell us what is the benefit of selling, you know, direct to consumer on like, my Shopify versus, like a retailer like Marshalls or Target or on a platform like Faire? Let's break down all those different buckets.
00:02:14 Moni: You know, I think when it comes to direct to consumer, I mean, it's always great because you're right in front of your customer and you get to learn a lot more about them. And I think when it comes to wholesale, you just get to like expand on that. So instead of getting in front of one customer, you get in front of, you know, a hundred or a thousand that that store that you're dealing with is already dealing with.
00:02:38 Moni: So it's like, you can grow your business, I think a lot faster selling, you know, to retailers. The thing about Faire is that Faire makes it really easy for brands to get in front of buyers that they would have never been able to find before. There are so many unique retailers on Faire like small shops that, you know, maybe not, don't travel to the big New York now shows or like the buying shows in Vegas for a long time.
00:03:05 Moni: There wasn't something, like there. So brands, if they wanted to get into retail, had to go to shows, had to spend a lot of money and had to hope that those retailers would find them. And now with Faire, it's like you have access to so many retailers across the country. In fact, across the world because Faire is in the states and in Canada, in Australia, in the UK. So it's like you just have access to so many more retailers and you can grow your business, I think a lot faster and easier, you don't have to travel to trade shows.
00:03:33 Gloria: Yeah, I did hear that this was kind of a bleak year for trade shows. We have a lot of product founders in our Facebook community for my PR program. And they all said that this year was, there wasn't a lot of people like on the floor and for a lot of money to travel and set up. It's really great that there's a platform like Faire where you don't have to spend tens of thousands of dollars getting your whole team there and setting up a booth for just a couple people to come by. So it's F-A-I-R-E, right?
00:03:58 Moni: Yeah, exactly. Yeah, exactly. I think that's actually a really great point, Gloria, is that buyers are also loving Faire. So they're realizing we don't have to travel to shows because there's this amazing platform where we can find really cool products, right? And it's so much less time consuming for them because they also have to spend money to travel and stay somewhere, and be away from their business. So just Faire makes it so much easier for them.
00:04:21 Gloria: Oh, I love anything that's democratizing something and making us be able to reach people in different ways. I mean, PR is one example. So let's talk about the 101. Obviously, Faire is the biggest player. They make it very, very good. What is the, I don't want to say catch, but what is the commission split? Or what should someone consider? Because it's not free, right? What should someone consider before they recognize that Faire is something that they should pursue this season?
00:04:47 Moni: I get this question all the time, and people often wonder about commission on Faire. And I think first, I would even take Faire out of the equation. If you want to do wholesale, you need to have enough profit in your products because you're going to be spending money in other ways. Even if you're not on Faire, you're going to have to get reps or hire people to help you. So there's going to be money that you're going to need to spend.
00:05:11 Moni: So Faire takes, they have a bit of a unique structure. So they take a 15% commission for any retailers that come to you through the Faire platform that you don't have a relationship with. So if you show up on search in Faire and that retailer buys your products, then Faire takes a 15% commission plus $10 for the first order. And then every order after that, you pay a 15% commission to Faire.
00:05:40 Moni: Again, just as you would if you had a sales rep, most sales reps actually take 15%. So it's very, I think the commission structure is very, like normal in the industry. And then if you send retailers through your Faire direct link, so you get this special links that's special to you, if your retailers come through that link, then you pay 0% commission for that order, for that customer, for their lifetime.
00:06:07 Gloria: Ooh, I love that. Okay. So it seems like it's not more or less than anything else. So it's kind of like whether or not you're ready to do it. So who is Faire great for and who is it not for?
00:06:18 Moni: Well, I see Faire being great for so many different brands. I work with brands in fashion, CPG. There's just so many, different… I think there's so many different products that could be successful on Faire. I think Faire isn't great, or at least it's changing. It's not great for people who don't have the funds to do wholesale and who kind of just like, see it as a money suck. There are definitely people who I see look at it that way. I think
00:06:46 Moni: it's great for brands who are ready to grow, who have the money to invest in growing their wholesale, who can, you know, who can pay the commission without it being, you know, without it taking away from their business. So I think those kinds of brands do really, really well. And I think brands who look really professional, you know, it's like very similar to Amazon. When you're shopping on Amazon or anywhere really, you need to be able to visually see the product in a way that's going to make you say like, yes, I need this product.
00:07:15 Moni: And so you need to make sure that your product looks great. You need to have great photos, but also amazing packaging, because packaging is incredibly important on retail, whether you're in Faire or not, you need to have great packaging. So I think there's a lot of things that brands need to get ready to be successful in wholesale in general, because Faire is not some magic tool that's going to all of a sudden make all those things go away and not necessary. Like you still need to be really ready for wholesale.
00:07:44 Gloria: Yeah. So can you give us some specifics, right? Like at what point is it a percentage? Is it my percentage of annual revenue growth? Like how do I know when I'm ready? Because, you know, like, do you have, like a ballpark number?
00:07:57 Moni: Not really. I think if you, like, if you're pricing, like if you look at your wholesale price and in your pricing, you have the margins. I think it makes sense to go to Faire because, you know, like I said, for me, I never really focused on direct to consumer anyways. There are brands out there who do direct to consumer plus wholesale plus other things plus Amazon for me. When I had my business, I only focused on wholesale.
00:08:19 Moni: So I knew from the beginning that my pricing needed to be set up in such a way that there was, you know, that there was profit in there. And I started with basically at one point, I just did wholesale. I didn't do anything else. That actually helped me scale my business because I was just focusing on one thing and doing it really, really well.
00:08:39 Gloria: Do you recommend that the split is like you start with direct-to-consumer and then if it's working well, and then you go to wholesale and then maybe you start letting go of the direct-to-consumer? What are you seeing as a common journey, a thread?
00:08:51 Moni: I think it's been changing a lot, especially during the pandemic. I think a lot of brands went back to direct-to-consumer because they saw it as a more profitable lower cost way to make sales. But I think people are realizing once you start adding up all of your fees and returns and all these other things that is, actually, for a lot of brands actually cheaper to do wholesale in the first place. It really depends on the brand.
00:09:18 Moni: There are brands who are doing amazing in DTC. And so then of course it makes sense for them to expand in retail, but there are brands on Faire that are only doing wholesale and don't even want to touch direct to consumer and I know brands who are doing really well in both of those areas.
00:09:34 Gloria: I love that. You talked about Faire. You've convinced me on Faire. Now I think, oh God, it's going to be a crapshoot like on Etsy. I'm going to be showing up on page 100. How can small businesses actually stand out on Faire? What is your advice of someone who maybe doesn't have a lot of money to boost it onto the first page? How can they stand out so that they can actually get discovered by wholesalers?
00:09:54 Moni: Yeah. Well, actually boosting is extremely new. It's like a month and a half. It's only been around for a month and a half. So before that, there was not even a way for people to run ads or to show up in search other than organically. So I think it's really important to, you know, to give Faire the attention that it needs. What I see a lot of people do is they'll take their Shopify listings, like there's an integration between Faire and Shopify.
00:10:20 Moni: So they'll just take everything over from Shopify, set it up in Faire and then walk away. And then some people actually do really well with that, but some people don't. And a lot of people can't figure out like, I've reached my max and how come I can't grow or how come I'm not growing at all. And the reason I think for that is because when you think about the things that you're saying to people on Shopify is totally different than what you need to tell retailers, right?
00:10:47 Moni: So the way that I look at it and the way that I looked at it with my fashion business, and I think the reason that it got so, like that it grew so quickly and got into so many stores is because I led with a very, like specific retailer focused pitch. I think a lot of brands aren't doing that. They're not telling retailers why they need to buy those products in the first place, right? So there's that piece.
00:11:15 Moni: And to me, that's the piece that I always lead with whenever I talk to people, I ask them like, this is a great question to ask yourself. What do you want retailers to think when they come across your page, like your Faire store or your product listings? And is that very clear to them when they're looking at your listing? And oftentimes, I think it isn't. And so once you figure that piece out, then I take the Amazon learnings and I apply it to, like the way that I think about it is like, you need to apply it to the whole store.
00:11:48 Moni: So there is, there's three things that need to happen. So the first one is you need to show up in search, right? So in order for anyone to really know about you, like any new retailer, you need to show up in search. And so in order to do that, you need to have, you know, you need to be using the right keywords. And those are different keywords than you would be using on Shopify because buyers are looking for different things.
00:12:11 Moni: And then once you show up, you're showing up with all these other brands. And so you need to think about the main image for the product that shows up in search needs to look different. It needs to look amazing. It needs to catch attention amongst all of those other products, just like when you're shopping on Amazon, right? You like, you choose based on stuff that's on the first page and that you like the photo of.
00:12:35 Moni: And then once they click into the listing, the listing itself also needs to, you know, educate the retailer and further. I don't want to, say convince them, but show them why they need to carry your product, why they should care about your brand, your product, why they should add to cart. Most people are not doing that. And I think that's one of the reasons why, you know, it's not working or it's not working as well as it could be.
00:12:58 Moni: So I'll give you this example of this client of mine. So they came to me, but they were actually doing really well on Faire. So they were doing well. They're a cracker brand. They're called Better with Buckwheat. So they were doing really well, but they wanted to grow and because they had just copied their Shopify over to Faire, they didn't know what they could do to make it better, but they knew there's gotta be someone out there.
00:13:22 Moni: So they found me on Google. They reached out and we worked together and I optimized their store, went through that whole process. And their sales, like within launching their new assets, their new store, their sales increased by 71.5% in 30 days and they were already doing well. Like I think huge things can happen if people put the effort into it. It's not just a, just like you wouldn't go to a trade show and just stand there, right? You prepare for the trade show. You should prepare for Faire.
00:13:52 Gloria: Yeah. So give us some specifics, right? You talked about the image, you talked about words. Can you give us things that you shouldn't do and things that you should do so that people can kind of tangibly understand exactly what you're talking about?
00:14:03 Moni: Well, I think the first thing again is really getting into the, almost like into the head of the retailer and trying to understand what would make them say yes to your product. For me, when I had this headband business that I was trying to take off the ground, I talked to a lot of buyers. I talked to a lot of retailers. And because I used to sell other products to them, I also really understood them. So I understood that trends were really important to them.
00:14:31 Moni: So I got this idea to show them just how popular headbands were right now, because they were at, like on all the fashion runways, they were at Coachella. A lot of people were wearing them and no one was talking about them. So I decided to lead with that kind of an angle to show them, hey, this is a big trend and it really caught their attention. So I think you need to think from that perspective. So you need to think of, like, a very strategic way that you can show up for buyers.
00:14:59 Moni: And, you know, it doesn't have to be a trend. It could be something else that just makes you unique because otherwise if you have crackers and someone else has crackers and you, just both showing a bunch of, you know, like just showing, I don't know the nutritional facts of your crackers and photos of your boxes. Like why should they pick your crackers?
00:15:18 Moni: When it comes to the main image, so Faire has some like recommendations that my recommendations are actually different than theirs, and we've noticed that they work really, really well. They recommend you put your products on a white background, which is what on Amazon, that's a requirement. Your product needs to be on a white background, but on Faire, it doesn't. It's only a requirement.
00:15:38 Moni: So what I like to do is look at the category that, like, let's say I'm right now, I'm working with a coffee brand. So I look at, you know, I search up coffee on Faire and I want to see what all the other coffee brands are doing. And then I start coming up with different ideas and different ways that I could make my clients coffee brand stand out and catch attention in that, like when they're coming up in search.
00:16:03 Gloria: So good. Okay. A lot of technical things. What about like the words, right? Because we get really personal about, we want to put every single adjective, but what have you found that works that really captures the attention of a retail? Let's say candles, right? There's so many different candles. Everyone thinks your packaging is amazing. How do you actually stand out? You already talked about the photos, but from a verbal perspective, what kind of words are standing out?
00:16:27 Moni: So Faire actually has, there's a page that they have of trending words. So there's like that piece. We also do research into, like what keywords are coming up for that brand outside of Faire because there's nothing that you can do in terms like in Faire. Then just part of it for me, I think is like, I just understand the market really well. And I understand where the client is trying to go. So based on that, we'll come up with a list of keywords that we want to infuse into there.
00:16:56 Moni: Like you can put keywords into your brand story, into your collections, as well as into your product listings. So we just will come up with a list of keywords and then figure out, like how do we want to infuse these keywords into, you know, into our listing. So when it comes to candles like, for example, I would say, you know, candles make a great gift, right. So if your candle is, you know, a great gift, you may, you might want to mention that. If your candle is a great gift under $25, you might want to mention that. If it's a great gift for Mother's Day like, you know, you might want to mention that or Valentine's Day or Christmas.
00:17:36 Moni: So actually the other thing is it's important to understand that keywords change, right? Right now, let's say October, November, retailers, maybe even September, I would say too, retailers are already shopping for Christmas items. So I would say making sure that you have some of those keywords in your listings already, right? And obviously when January comes, you wanna take them out because you wanna start focusing on the next thing that you want to be focusing on, not Christmas anymore.
00:18:07 Gloria: Awesome. Okay. So stay relevant. What you're saying is very similar to kind of, my pitching strategy is you always want to be relevant to the season and out of all your products, like which one is the best for the season? So I love what you touched upon. So you talked about photos, white background, packaging-wise different. Is there anything else that we can do to make it stand out? I mean, there's no, like outreach, right? Like, can we directly outreach through the wholesaler or is it very passive, kind of a one-way conversation?
00:18:32 Moni: You can reach out to retailers, I mean, all the time. And if you have a great cold pitch strategy, then you can definitely do that. I know some people will pitch retailers on Instagram or through emails. So there's definitely things that you could be doing. And then once you have the client, once you have the retailer, I also recommend people nurture that relationship. So Faire has an email, like they have an email, it's not a CRM, it's like a mini CRM, you know, where you can email retailers, you can see different things, like if they have things in their cart, you can, you know, send them a message.
00:19:10 Moni: They haven't ordered in over 60 days. There's like an automation that you can set up. So there's a lot of different ways that you can, you know, you can, once you have those retailers to continue nurturing the relationship. And I think that's another thing most people, most brands don't do. They don't communicate with their retailers regularly. They're like, I don't want to bother them, but you're sending two or three emails a week to consumers and that's fine, right?
00:19:32 Moni: So you have to think about that, that fact that retailers are busy just because they don't get back to you. It doesn't mean they don't want to buy your stuff. Doesn't mean they don't like you. They're not that scary. They're just business owners and they're busy. And if you continue to reach out to them, you're going to stay top of mind. It's like the way that I see email is, like every time you send out an email, it's like an ad impression. And when they're finally ready to buy, they're going to buy, you know, you're going to be top of mind versus someone who's not emailed them or emailed them once when they're having a sale. Right. So.
00:20:02 Gloria: Yeah. Yeah. I mean, I email my people like three to four times a week and you can always unsubscribe, but it's really in this attention deficit world. Like we just need to, as much as possible, as long as it's value driven. So that brings me to another thing. There's nothing that's to me as valuable as having third party validation through, like a PR feature. Right. So how do, if let's say someone got featured, where do I put that? Or if I have like, maybe I haven't gotten featured, but I have tons of five-star reviews or maybe this famous celebrity, like can I put that in my Faire shop to get the attention or?
00:20:33 Moni: Yeah, absolutely. So there's actually a lot of different things that you can do. So on your brand page, you can select media features. So a lot of the major medias are there. So when you select them, all these logos will show up on your brand page, which is amazing. Another thing that you can do, and I've done this for another client of mine. They've been featured in a lot of media in their product listing, I actually created a graphic that shows all their media. It's such an easy, fast way to show social proof, to show the media that you're featured in.
00:21:08 Moni: So for us, we were really leading with a trend and they were also riding this amazing wave of a trend and they were featured in a lot of media for that. So we led with the trend and showed the media, the different media outlets that they worked with. But it doesn't even, you don't even have to be, you know, riding the wave of a trend. If you have some great media, you can add it, like you can create its own graphic with media, or you can just, like add it to other photos, just to really showcase.
00:21:34 Moni: People are so visual, you know, we're all so visual. We consume information visually and, like, much faster. We can process things much faster. So instead of, you know, writing about it in your product description, somewhere at the bottom, like make a graphic, tell me right away so that, as a retailer, I don't have to think about it. I already, oh, you know, they've been in style and this and this cool. Like all of a sudden I trust this brand a lot more.
00:21:59 Moni: You can do the same thing with reviews. If you have really amazing reviews, you can create graphics to showcase visually, you know, that customers love your reviews. And there's also reviews on Faire. So retailers can give you reviews like five stars and, you know, and testimonials. So those are really important to use as well.
00:22:16 Gloria: So obviously with Canva, it's so easy, right? We have someone who makes electric flossers. And on the product photo, there's different logos, like as seen in, like men's health, women's health. So it's a very easy way to do it. What about getting as many testimonials and reviews as possible? Will that bump up my visibility in Faire?
00:22:33 Moni: It will. If you are getting, I mean, there's like a bunch of different things that I think would help you. So getting more reviews, if you get a certain number of reviews and you meet some other criteria, you can also get the top shop status so that when you show up in search and your store shows up as top shop, A, it shows a bit more trust to retailers that you're not just a regular shop, you're a top shop. That means that you've been more vetted. They can also filter by top shop. So if they might only want to shop top shop, so that can definitely help you.
00:23:04 Moni: So having those reviews, you need to have a certain number of reviews to be a top shop. And then the other thing is like when you have amazing reviews, it shows how many reviews you have, how many five star reviews you have. So immediately if a buyer comes to your shop and they see, you know, oh, you have 200 five-star reviews and someone else I was looking at has five, immediately your brand looks a lot more appealing and they can go read the reviews, see what people say. It can really help sell your line to them without you even having to do a lot.
00:23:36 Gloria: Okay, one thing I love to geek out on is pricing, right? We know that there's many levers to push. Obviously PR is one of them, but also with pricing. And we know that with customers, if you're selling directly to consumer, there's free shipping thresholds, there's bundle discounts. What kind of interesting ways to do the pricing or offer optimization that really gets people great results on Faire?
00:23:57 Moni: Yeah, so there are a few different ways that you can offer promotions on Faire. And it's definitely something to consider, but I would say to use sparingly. Retailers love free shipping. I don't know what it is about it. They love free shipping. So when Faire market comes around, actually for most of my clients, I advise them not to discount until, fair market, which happens twice a year, unless there's a new product launch, just because we don't want people to get used to getting all those discounts all the time.
00:24:26 Moni: But when, fair market comes around, there's like these different tiers that you can set. So for example, if you offer customers, like, a 5% discount, the cool thing about, market is Faire also gives an extra five. So they get 10% off. So you can say, like, let's say for tier one, they have to spend 200 bucks and they get 10% off. Then for tier two, you would just make it, you can give them 15% off, but maybe they have to spend $500.
00:24:54 Moni: And then for another tier, you basically want to show each tier is better. And then you want to kind of walk them up that ladder to the last tier where you want to give the best discount and free shipping. Free shipping, like I said, is just, retailers love it. They've loved it, always, I think maybe because if they buy your product and then they have to pay for that shipping, they don't typically include it in their cost. If they buy it for 10, they sell it for 20. So they're losing on… That shipping eats into their profit. But if you cover that for them, it's very appealing to them.
00:25:28 Gloria: [Kind of like] you're speaking my language. I love myself a free shipping as a consumer. So that totally makes sense. You've given us so many tips. This is kind of a masterclass on Faire. I kind of wish I had a product to put on Faire. It seems so cool. I love the UX of it. Is there anything that we haven't covered before we sign off here?
00:25:44 Moni: You know, I think I was thinking about this podcast actually before. And I was thinking about, kind of like my journey and how, you know, my journey as a product founder and this one story popped into my head. So I… My very first business, I started selling baby hats and I didn't know anything about baby hats. I came from a, I was a senior IT project manager. So like, I didn't know anything.
00:26:10 Moni: And I was trying to figure it out. I was working with a lot, you know, I was asking a lot of questions, asking lots of different people. And I came across this woman who had a baby hat line, who was selling her baby hats to hundreds of stores. She was literally where I wanted to go. And she's… She gave me a bunch of advice. She got on a few calls with me and she really helped me. And then she said to me one day, she's like, you know, I can't keep helping you for free. Like I'd love to work with you, but I'm going to have to charge you for this consulting time.
00:26:39 Moni: And it wasn't even a lot of money, like looking back at it, but to me at the time it was a lot. And I said, that's not gonna work for me. I'm gonna figure this out on my own. And it took me years and so much more money to figure out what she probably could have taught me in a couple of weeks. So I think the lesson for me was that whenever you can, seek out help of experts, of people who know what they're doing, instead of always trying to do it yourself and do all the things. Just like, you know, don't pitch media until you talk to Gloria. Right?
00:27:15 Moni: Like, you know, you want to like, you want people who can show you the way instead of sending your pitch to 100 reporters and not knowing what you're doing and annoying them and maybe getting on a like their blacklist or something. So I think it's really important to, you know, to work with people who can help you, who like, are experts in that area.
00:27:39 Gloria: Awesome, do you have any free resources that people can get started and find you and kind of get into your world?
00:27:44 Moni: Absolutely, yes. I have a really amazing video training, it's like 15 or 16 minutes on how to get more sales on Faire and I go through what we talked about, but in a lot more detail, there are examples of different stores and of what things look like. So it's a super valuable training, highly recommend it. And then I'm also pretty active on LinkedIn. I love connecting with people on LinkedIn as well. So those are the two main places for me.
00:28:16 Gloria: Awesome, thank you so much. I mean, you've given us, lesson on Faire and to get us started. So I, so appreciate you coming on the show.
00:28:22 Moni: Well, thank you so much for having me.