We began 2025 by introducing you to incredible visionaries in gift and stationery, including retailers, showroom managers, designers, sales reps and executives. Their stories are as diverse as our industry, and we want to continue to share their expertise and narratives with all of you.

We asked, they answered, and we now share with you some of their insights.

What first drew you to the gift, home, and/ or stationery industry, and what has kept you passionate about it?

ERIK LEGENHAUSEN, Owner, Noble Mick’s & Lotus Jewelry Studio: The people! We started in wholesale and never looked back. Some of my best friends are people I met at trade shows years and years ago. I meet someone new every single season and now feel like I have friends from all over the country!

LIESEL CALLAHAN, Business Owner, Artist & Designer, Liesel Anne Studios: I’ve always loved the art of gift-giving — it’s truly one of my love languages. I believe that the perfect gift is a balance of three things: practical, personal and fun, which is exactly what a beautiful notepad or a set of personalized stationery embodies. I also always loved making gifts for friends and family — a handmade gift can be even more special and meaningful because you’ve taken the time to create something unique just for them. That naturally led me to love creating gifts for others to give, combining thoughtfulness with creativity in a way that feels so fulfilling.

LAUREN HAWKINS, Showroom Director & Senior Creative Specialist, CTW Home Collection: I have always had an artistic flair, creating from a young age in the attic of my grandmother’s home. It was my very own “art studio.” That love for creativity naturally led me to the wholesale home décor industry, where I was immediately captivated by the behind-the-scenes world of design and trend forecasting.

ANGELA SCHMOOK, Vice President of Operations & Marketing, Road Runners: I’m not the typical industry story — I didn’t grow up in a family of reps or retailers, and honestly, I had no idea this industry even existed. I was working in corporate America, overseeing a small gift shop. I randomly applied for an independent rep job posting, and once I got my foot in the door, I was hooked. What kept me intrigued was the people. This industry is built on relationships, creativity, and entrepreneurship. Now, as VP of Operations and Marketing at Road Runners and co-founder of Reps Are Local Too, I’m even more passionate about supporting independent sales reps and retailers. The impact this industry has on local economies is massive, and I’m proud to be part of a movement that highlights the value of independent sales reps in connecting brands and retailers.

DILLON WOMACK, Co-Founder, Specialty Wholesale Talent Association (SWTA), and Business Systems Analyst at Wondersign: I am one of those “legacies” born into the industry and spent a great deal of my childhood in the Denver Merchandise Mart. The many different businesses, and the people within, are what keep me passionate. Coming up with efficiencies to help solve problems related to the process. From order capture to delivery of order to the ultimate merchandising of the shipment. For me being more of a “techy” guy, I am always racking my brain on how parts of the process can be done better, while remaining the same.

What are the biggest challenges facing the industry today, and how are you adapting to stay ahead?

RYAN MARTZ, Owner, Fire & Pine: Clearly the biggest challenges right now are tariffs and, to a lesser degree, shipping costs. We are in a fortunate position that we make our products here in the USA. However, many in our industry do have a much heavier import portfolio of products. Tariffs will hit every one of us in one way or another. We all just need to be as flexible as possible with our pricing and transparent with our customers. Hopefully there is minimal disruption.

CHRISTINA HALL, Sales Representative, Daniel Richards: My biggest challenge is Faire. It is taking the rep and showroom out of the equation and not protecting stores close to each other from having the same lines/products.

DELANEY WOMACK, Co-Founder, Specialty Wholesale Talent Association (SWTA) and Vice President of NEST: A big challenge facing the industry today is the lack of awareness of the wholesale world behind the stores. As online sourcing continues to grow and technology that rep groups use is not performing seamlessly, we do worry about what the future of wholesale sourcing looks like. This challenge alone is why we started SWTA, to make those who worked a “dead-end” retail job know that behind it is actually a world full of opportunity and innovation.

HAWKINS: One of the biggest challenges is navigating the balance between rising production costs and maintaining high-quality, trend-forward designs that remain accessible to retailers and consumers. Supply chain disruptions, fluctuating material costs and increasing demand for sustainable practices add further complexity. To stay ahead, I focus on adaptability — sourcing materials strategically, building relationships with artisans and manufacturers who prioritize quality and efficiency.

LEGENHAUSEN: For most, it’s going to be importing issues. For us, it’s rising costs of both materials services and labor. Everyone is pushing on us, the vendors. We are expected to do it all! On top of that, we are expected to offer specials and discounts and free shipping — it’s not sustainable while not raising our prices.

SCHMOOK: The gift and home industry is facing some significant challenges right now, with one of the biggest being the changing landscape of how retailers buy and brands go to market. The rise of digital technology has made it easier for brands to connect directly with retailers. Still, it has also created a disconnect between personal relationships and product knowledge — two things that have always been the backbone of our industry.

CALLAHAN: One of the biggest challenges facing the industry today is the impact of inflation and the overall increase in the cost of goods. From materials to packaging to shipping, everything is more expensive, making it harder to maintain accessible price points while still delivering high-quality, beautifully designed products. I’m focusing on creating timeless, high-quality products that truly resonate with my customers — pieces that feel special, personal and worth investing in.

How do you foster meaningful connections with customers in an era where both digital and in-person retail experiences exist?

HALL: I have longtime relationships that took time to cultivate. My stores know that I am not here for the one-time sale. I am interested in helping my stores bring in products that will sell well and know that I care about their success.

HAWKINS: In today’s fast-paced world, fostering meaningful connections with customers requires a balance of both digital engagement and in-person interactions. My role allows me to bridge both worlds — I have the opportunity to create engaging social media content and advertisements while also assisting customers face-to-face at trade shows.

CALLAHAN: Fostering meaningful connections with customers is at the heart of everything we do. Whether through digital or in-person experiences, I prioritize creating a sense of joy and personal connection. Online, I strive to engage with my audience authentically — sharing behind-the-scenes moments, responding to messages and comments, and creating interactive content that invites conversation. In person, I work to embrace opportunities to connect through pop-ups, local collaborations and community events.

DELANEY: We all love market, and that is because when we are all together in person, those in-person relationships are what matter most. At NEST, we love making our buyers feel like they are the most important people on the face of the earth, regardless of store size. Free food, free drinks and friendly staff always ready to assist! Relationships with our customers matter the most.

SCHMOOK: Fostering meaningful connections today requires balancing digital convenience with the personal touch that defines our industry. Our reps will meet their customers where they wish to be met — whether in the showroom, at their store, online, via video chat or on the phone, really however they want to work.

MARTZ: Our team focuses on giving our customers a great social experience during shows, while keeping it down to business away from shows. Customers often attend shows to let their hair down and have some fun — break the monotony of their daily jobs. We strive to provide that fun and inviting atmosphere. But during non-show times, we keep our communications with our customers short and sweet. We know how busy they are and we want to respect their time and commitments.

DILLON: It’s all about making that in-person experience something that heavily outweighs the digital experience. Digital has its place, but I truly believe in-person experiences should be more meaningful every time. Getting to know people more than just the surface level. It bringing a customer their favorite could be small things like lunch when you have an appointment scheduled around lunchtime, or calling a vendor partner to wish them a happy birthday. This business is relationship driven.