Pauline wanted to find a business that would combine her love of travel with her vision of a woman-owned business helping other women. She found a manufacturing cooperative owned and staffed by women in Vietnam to produce her bags.

Pauline called on over 400 stores and could get only a dozen to carry her bags. Pauline used her market research background to determine that cold calling would continue to result in a poor conversion rate.

Pauline was determined to change the sales dynamic so that she was not looking for buyers, but rather buyers were looking for her. She asked store managers what trade shows they attended and then called the trade shows to secure appropriate booth space. Contrary to advice she received, Pauline went to the regional tradeshows first in the non-major markets to learn the ropes and perfect her sales pitch. After honing her skills, Pauline went to bigger shows in bigger cities. Today, she attends 10-12 tradeshows a year that account for 80% of her sales and distribution. No more door to door.