Holiday Products President Ken Sahn tiptoed his way into the adult world in the ‘80s with five trendy, risqué retail locations in major malls, which he co-owned in suburban Detroit. With retailer experience and natural people skills, Sahn’s career in wholesale distribution burgeoned as a jack-of-all trades during a long stint an adult novelty distributor.

Now as an executive at Holiday Products, Sahn employs his wealth of knowledge and industry relationships to methodically rebrand and rebuild the company as a solid distribution channel for retail stores, websites, and home party planners.

Sahn obtained a Bachelor of Science degree in psychology and a minor in business from Wayne State University before entering the retail business.

“[I graduated] never realizing that my psychology degree would be more valuable to me in business than the business degree,” Sahn said. “Even in this technological age, people are still the number one resource for businesses. Managing them properly can be the key to success or failure.”

Sahn recalls another event, in which a software company CEO spoke at a seminar on the importance of human resources that further validated his belief that business relationships are key.

“Managing employees and relationships can be very trying and difficult at times,” Sahn said. “However, it can also be extremely rewarding. Anyone can read management books and regurgitate proper techniques. To be successful you have to execute those strategies. I am lucky because it actually comes easy to me. You have to be a really good listener, have tremendous patience, treat your coworkers and employees with respect, be honest, to the point, don’t play games and most importantly lead by example through action and integrity.”

Sahn began his 19-year run at a Michigan-based adult distributor in 1990, where he served as division manager and vice president of sales and marketing. He said he was given the freedom to decide which route to take in moving the company forward after legalities restricted the sale of smoking accessories.

“I took a look at our product mix and just started adding more and more product to each category,” Sahn said. “We carried sunglasses, mugs, T-shirts, Zippo lighters, some risqué novelties and a small line of adult items. Our timing was perfect, and we rode the wave of the adult industry growth. At one time we had three catalogs: adult, risqué and gift. Our sales motto was ‘Adulting the gift world and gifting the adult world,’ and the combination worked.”

In 2009, a friendship that began as a business relationship led to an opportunity for Sahn at Holiday Products, based in Chatsworth, California.

“At the International Lingerie Shows [Holiday Products Founder and CEO] Moe Levy’s booth was always near ours and we immediately had a great, fun relationship,” Sahn said. “At some point we started talking much more. I had a lot of respect for him and what he had created with Holiday and Classic Brands but our personal friendship and camaraderie became even stronger than the business. Eventually, our wives got involved and that just solidified the relationship. I had also become very close with his son Loren who is now President of Classic Brands. So when we seriously talked about me joining Holiday Products, it was very quick and easy to make the deal.”

While spearheading the restructuring and growth of Holiday Products, Sahn said it felt like déjà vu.

“Although the times and challenges are different, this is exactly what I had done in the past,” he said. “I came into a company with a nice foundation, and I was brought on to improve upon that. In the first six months we made great strides in many areas, and but there was still a long way to go.”

Since then, Holiday has grown to stock over 8,000 items showcasing the Best of the Industry. Other changes Ken has overseen are onboarding additional Account Managers, expanding both the Purchasing and Graphics departments, implementing systems changes to streamline operations, creating a regular published catalog program, and the update to Holiday’s state-of-the-art website.

“Ultimately, I am responsible for everything that happens with Holiday Products. Specifically, I oversee the sales, purchasing and graphic arts departments. I have very competent people working with me and every day is new and fun for me.”

Excerpted from On Holiday by Ariana Rodriguez, which originally appeared on XBIZ

Molly Romeo says it was Holiday Products’ customer base that convinced her to join the growing distribution company in 2005. Fifteen years later, Romeo is still inspired by her clients and her passion has made her Holiday Products’ go-to product guru, copywriter and so much more. The spirited sales pro says that her motto is to “keep going” no matter what, and this determination has made her not only invaluable to the Holiday team, but to her clients that see her as a partner in their retail endeavors.

What is your role and responsibility as an account manager for Holiday Products?

I have all the traditional duties of a senior account manager — managing, maintaining and expanding my current customer base, presenting customers with new products, facilitating customer order placement, procuring new business, and general customer care and service. I go the extra step and offer my customers business consulting, whether they have an online boutique, own a brick-and-mortar store or stores, sell in third-party venues like Amazon or eBay, have a catalog company, a subscription box company, or do home pleasure parties. I help them with promotion ideas, provide product info so they can make the best selections to complement their current inventory, give them product presentation ideas, and troubleshooting tips to help them better service their customers. I’ve even been known to build or help build a website or two.

I also do the social media for Holiday, including our active Facebook, Twitter, Pinterest, and Instagram accounts. Additionally, I write our blog, The Resource by Molly, where I feature a different item or series of items on weekdays. Plus, when there’s a press release in the works, I’m Kenny’s (Holiday’s president) go-to girl for copy.

I am known around the office as the product guru/specialist and make it a point to learn all that I can about every item, collection or brand. This allows me to help the rest of Team Holiday with product knowledge, assist purchasing in making selections that fit our “Softer Side Of Adult” inventory, help create catalogs (like our signature retail catalog, LoveLines) and help to keep our website —HolidayProducts.com — one of the best organized distribution sites out there.

How did you get into the business?

In 2005, I had just left the laser toner manufacturing industry, and was not really looking to get back into the workforce just yet. I received a call from an employment agency rep. She had seen my resume online, and based on my history of sales, customer service and management experience, thought I would be a great fit for a position at an adult novelty distributor who was looking to add to their team.

I thought, “Hey, why not?” and scheduled an interview at Holiday Products.

At the time, Holiday’s main customer base consisted mainly of home pleasure party companies, but it was the way that market segment was described that drew me in: I was told that my customers would be mostly women who were independent go-getters looking to support their families and themselves by selling pleasure products in a home party setting similar to a Tupperware party. I was also told that these customers didn’t just sell sex toys, but they helped enhance intimate relationships and even save marriages. Whoa! That was totally something I wanted to be a part of.

I guess the sales supervisor felt the same way about me, because my phone was ringing as soon as I walked in the door after that interview, and the employment agent told me I could start right away. I have been here at Holiday ever since.

What challenges have you confronted in your career and how have you overcome them?

Keeping up with all the trends and product advancement! That’s a good thing, though. It’s fun and helps keep things fresh.

What is the most rewarding part of your job?

There are SO MANY parts! I’ll just pick my top few.

I feel blessed to be part of such fantastic group here at Holiday. Our veteran team has anywhere from five to thirty-plus years in the industry, and everyone supports one another, which is pretty amazing.

I also take great joy in the fact that my customers trust me and think of me as a partner in their operations. I love nothing more than helping a startup or a current partner try something new, watching them succeed, and helping them celebrate that success.

Additionally, I’m pretty proud of what Holiday has become. When I started, we carried about 1,500 items. When Kenny came on board, his mission was to reinvent us as a true wholesale distribution company, and we have done that and then some. I love that we have our own spin on this side of the business — offering a mix of the top-selling items from many different types of manufacturers, from the major to niche brands and everything in between — because I feel like this really helps our customers pick the best products. Our curated inventory of about 8,000 items is entirely hand-picked by the sales team and purchasing based on our experience and product knowledge, and that truly sets us apart from the pack.

What is your personal motto or mantra that you live by?

Keep moving, keep growing, keep going. You have to stay current with the consumer trends, the technology and with the industry in general in order to stay relevant and to continue to provide your customers with the tools they need to be successful. That’s what makes this Industry so much fun, don’t you think?

What career accomplishment are you most proud of?

If I have to pick just one, I would have to say I’m most proud of my reputation within the pleasure product industry. I’ve been told by mere acquaintances that they’ve heard I have integrity, provide spot-on advice, and give my customers great service.

What are your professional goals for 2020?

Keep moving, keep growing, keep going. [Smile.]

WIA Profile: Molly Romeo originally appeared in XBIZ

Holiday Products’ Director of Purchasing and Inventory Susanna Molina entered the adult novelty industry at the ripe age of 18 and after gaining experience at two top novelty manufacturers, moved on to Holiday Products in March 2010. In her current role, Molina participates in many facets of the company’s operations from supporting sales and the graphic arts department to executive decision making with Holiday Products President Ken Sahn. Driven by passion and professionalism, Molina says she looks forward to keeping the momentum going for Holiday Products into the future.

What is your role and responsibility at Holiday Products?

My title is Director of Purchasing and Inventory but my role is far greater than just that. I am responsible for everything related to product. This includes vendor relationships, new product, product fill rate, all ordering, pricing, budgets and maintaining proper inventory levels. I also facilitate the sales department with special order and communication as a liaison for our vendors. I work very closely with Kenny [Holiday Products President] in product direction and inventory analysis. I work directly with Graphic Arts assisting in production of our catalogs, email blasts, brochures and images for our website.

Describe a typical Monday at your desk.

Holiday Products is a great place to work so I actually look forward to coming to work on Monday. There is pressure to perform well but not a pressure cooker atmosphere. When I get to work on a Monday morning I check email voicemail, run inventory reports, check stock levels, check the calendar for upcoming meetings that we will be having that week and prep myself for those meeting, which are for the most part vendor meeting/sales meeting and purchasing meetings.

How did you get into the business?

Pipedream Products — it sort of just landed in my lap, I started at Pipedream when I was just of legal age to work in the adult industry. Then I went on for a brief stint at Stockroom and was actually prepared to move into another field when I got the call form Kenny and we both felt it was such a good fit he hired me on the spot.

What prepared you for what you are doing now?

I am not sure that anything prepares you for being in the adult industry. But my experience at Pipedream certainly was a big factor in preparing me for my work at Holiday. With that said, I brought a lot to the table for our team but I have learned so much since being here and that is exciting to still be learning and growing in your field.

What do you see as the challenges of working in adult novelty sales? How do you overcome them?

Being a woman in the adult has been somewhat difficult especially at the beginning of my career now that I have 19 years under my belt it has definitely gotten a lot easier, but I honestly have to say the most difficult thing about being in the adult business is trying to explain to my two boys — ages 18 and 22 — what I do for a living.

Do you have a personal motto or mantra that you live by?

“Live life with passion — love what you do, do what you love.”

What are your goals for Holiday Products in 2020?

Personally, I just want to keep on contributing and adding to our success. I joined the company in March of 2010, just four months after Kenny joined the company. Since then we have seen such enormous growth, added so many great members to our team and are having so much fun while doing this. My goal is to do my part to keep the momentum going!

WIA Profile: Susanna Molina by Ariana Rodriguez originally appeared on XBIZ