Supplier My Mom Knows Best Sees Retail Success with ECRM 8/8/2017
My Mom Knows Best was formed in 2005 to bring time saving products to the marketplace, making life easier for moms, schools and children. gLovies are the first multi-purpose disposable gloves developed to keep children’s’ hands clean during a variety of activities, such as arts and crafts, baking, science projects, potty training, and are also beneficial for kids with sensory needs.
ECRM followed up with Josephine Geraci, Founder and President of the Huntington, N.Y.-based company, to discuss her experience at ECRM’s Educational Supplies EPPS, held earlier this year.
ECRM: What drove your decision to attend the Educational Supplies EPPS?
Geraci: As a small business owner, I had to think long and hard whether my company was in the position to make the investment to attend the Educational Supplies EPPS show. The deciding factor to attend was the day I received the list of participating buyer companies. Each and every one of the more than 75 companies could be a potential customer of mine, I thought. It would have cost me so much money and time to have traveled to each one of these companies on my own, so I made the conscious decision to take my business to the next level and I signed up for the session.
ECRM: What were your expectations from the EPPS, and how did ECRM meet/exceed them?
Geraci: As with any big show, I started preparing from the very first moment I signed up. My goal was to come home with 10 percent of new clients from among those I met with. From the moment I arrived at the airport, the ECRM experience began. I was greeted by a host that whisked my bags and myself into the shuttle filled with other suppliers and buyers. It was so great to meet other small business owners who were doing exactly what I was doing---bringing a brand new product to the marketplace. I couldn't believe how much I learned just from chatting with these entrepreneurs during ride to the venue. It was so refreshing to pull up to a first class hotel. I was so impressed that everything was so organized.
ECRM: Describe your experience in working with the ECRM Account Managers for the EPPS Prep, and how it helped you get ready for your meetings.
Geraci: It was a really good feeling showing up at the conference knowing I was fully prepared due to the great assistance I had from my personally assigned account manager. Kelsee was so patient and was such a huge help. She walked me through the entire EPPS preparation website. It's such a great system.
ECRM: Did you use the Connect App?
Geraci: I did use the Connect app. I reached out to buyers before the show to let them know I was looking forward to meeting them. I also used it to rate each meeting. This helped me tremendously with my follow up.
ECRM: Describe your meeting experiences, and the successes that have come from them.
Geraci: My meetings went better than I could have ever imagined. At first I will admit, I was nervous. The night I arrived ECRM put on a beautiful dinner. It was super bowl Sunday--and was so much fun. After dinner, I looked up and noticed there were free chair massages being given to attendees. I walked over and as I was waiting in line a buyer started talking to me. I couldn't believe the ease of access to a huge buyer. As we were chatting I mentioned I was a little nervous, but she relaxed me and told me that I had a great story to tell and should share it with everybody. That's all I needed to hear. I had a wonderful massage and I was refreshed ready for a great show.
When I arrived home, I was still on a high...but things got even better when I sat at my computer and received more POs! I will admit, when you have to followup with so many companies, it could seem pretty overwhelming. I had to take each company one at a time and make them a happy customer.
My goal of getting 10% of new customers was way off...it was much, much more!
ECRM: What recommendation would you give other suppliers considering attending an ECRM EPPS?
Geraci: If you are on the fence as to whether or not to attend an ECRM show, just ask yourself if you are ready for your business to rise to the next level...it's almost a guarantee. You must be willing to do the work and the followup can be brutal but as we all know hard work pays off.
ECRM: Do you have any other recommendations for other suppliers:
Geraci: Make sure you have plenty of inventory on hand because you will be going through it pretty quickly. Also, take the time to meet other suppliers at the show. I have made lifelong friends from attending ECRM sessions, friends like no others, since they understand the ins and outs of my industry.