Diary of an Underwear Dream (Chapter 7) Pivot to Wholesale & Our First NYC Trade Show After our catalog catastrophe, we knew we needed a Plan B. With product already produced for catalog orders, we found ourselves up to our ears in inventory. So we hit the streets of Miami and knocked on the doors of some of our favorite retailers. It wasn’t an easy sell at first—after all, we were pitching sleepwear, pajamas, and a few intimates. But thanks to our gorgeous Sea Island Cottons and plush terry velour, our pieces had a ready-to-wear vibe. Two of our favorite boutiques took a chance on us, and soon we were moving inventory like never before! Buoyed by this momentum, we knew we had to expand our reach. That’s when we set our sights on a trade show in NYC. We called, pleaded, and somehow convinced the organizers to let us in—albeit at the very last minute. With last-minute registration came less-than-ideal positioning; instead of a prime spot, we were assigned to a shared hotel room space with a brand that sold $1000 cashmere robes- because that was all that was left. How in the world were buyers going to find us? Back to our direct marketing roots, we got our hands on the attendee list and created a bold postcard announcing our NYC debut, which we mailed to every single account. Three long, miserable days in that cramped space passed with hardly a peep—until, suddenly, a fashionable New Yorker walked in, postcard in hand. She scrutinized our racks, jotted down notes, and then sat down. In a moment that took our breath away, she placed a huge order—multiples of our signature pieces. And then she said, “Double it—I have two stores!” We nearly fell off our chairs. In that moment, we realized we were officially in the wholesale business. Laina Jane, owner of two incredible lingerie stores in the city, had put us on the map—and we’re forever grateful for that turning point.