Secrets of a 21-year-old CEO

Thursday, October 14th, 2010 6:08 pm

When Stephanie Kaplan was a college senior, she didn’t have much time to savor those last months before hitting the work world; she was already in it. Stephanie and two fellow Harvard students, Windsor Hanger and Annie Wang, had founded hercampus.com and were negotiating media partnerships and meeting with their lawyer in between going to classes and sorority meetings.

The trio became friends while working on a campus fashion magazine, and thought that creating a similar publication online could meet an unmet need for publishing-savvy college gals nationwide. They entered their proposal for Her Campus in a Harvard business plan competition, and won. As a prize, they took the free office space in Cambridge, but not the funding, so they could retain as much control of the company as possible. “For now, we are holding off on raising money,” says Stephanie. “We are definitely bootstrapping, but our revenues should be able to cover our expenses. We’re excited to pay ourselves salaries for the first time after all the work we have put in!” Currently, Her Campus gets more than 600,000 hits per month and has more than 500 contributing writers at 65 colleges around the country. What’s life like for this 21-year-old CEO?

Tips for living well on a young entrepreneur’s salary: “Kill two birds with one stone by attending networking events that offer free food! And I love coupons. I sign up for email lists of all the restaurants I go to, all the stores I shop at, and Groupon, BuyWithMe, LivingSocial, Tippr, etc.”

Social media addiction:Cotweet.com! It makes tweeting SO much easier.”

Secret to running a business with your friends: “We became close friends through working together, not the other way around, which I think makes a big difference.  We make sure keep communication between us completely open at all times and to be frank with one another about how we are feeling, so that interpersonal issues don’t escalate and can be resolved right away.”

Anti-procrastination strategy: “Make yourself so busy that there is just literally no time to procrastinate.”

Workout routine: “Last spring I trained for and ran a half-marathon, which was a really satisfying goal to work towards. Recently I’ve just been hitting the elliptical machine and weights at the gym for a half hour to an hour a few times a week. I keep five and 10 lb. hand weights at home so I can do my arm exercises even if I don’t make it to the gym.”

Power snack: “Orville Redenbacher’s 100-calorie microwave popcorn bag. I keep these at the office.”

Lesson learned from a favorite mentor: “Cathy Cranston (Executive VP at Mansueto Ventures, which owns Fast Company and Inc. magazines) taught me to believe in my ideas and not be afraid to shake things up and go against the flow. She always stresses that the media industry is screaming for innovation and change and that young people have ideas worth sharing.”

To learn more about Stephanie, visit www.hercampus.com.

Why Chinese Women Don’t Go Broke

Wednesday, September 29th, 2010 1:09 pm

Are there really cultural differences in how we approach money and success? Giovanna Pang Garcia came to the U.S. from Hong Kong at the age of 16 with no friends, no family, and barely speaking English. She later taught herself how to build a computer, started a custom computer sales business, and became a self-made millionaire before the age of 40. She says the reason why Chinese women don’t go broke has to do with a mindset: more farming, less drive-through. I recently spoke with Giovanna about her experiences and upbringing, which led to her book, Chinese Women Are Not Broke.

After high school, you say you lost your way for a time. What turned you around?

It’s the kind of story that happens a lot. I was on my own, and started working immediately after high school to survive. I found myself in an abusive relationship, was married and divorced by the time I was 20. After my divorce, I was working at department stores, doing retail sales, and was always among the top 10 sales clerks. But I needed to do something more. Growing up in Hong Kong, I’d worked in my parents’ family business. I saw working for somebody would only get me so far, and felt I deserved my own shot at the “holy grail”, so to speak.

Why did you decide to go into the computer business?

It was still early, and IBM and Compaq had almost all the market share. I saw an opportunity in custom building computers for a cheaper price. At the time, my [second] husband and I were newlyweds. He was working at a company that sold computers and would help them build computers at night-so he knew how to put them together. We were young and poor, and had just enough money to buy one computer. I would just take the computer apart and put it back together again, and my husband taught me how to trouble shoot what was wrong if it didn’t work.

It was two months of intensive training-kind of like in the movies where you see [new soldiers in the military] training to take apart their rifles and put them back together as fast as possible! It was my day job for those 2 months. I ate, drank and slept computers-and read only computer magazines. Then, since there’s only so much you can take apart and put one computer back together again, I decided it was time to take leap and try to get some clients.

You started by making 100 cold calls a day. That seems like a lot.

I was always in sales, even when I was a kid, since age 7. I knew sales is a numbers game-unless you are a Slick Willie! You need a lot of “no’s” before you’ll get a “yes.” I treated it like a business. I was working at home, but I would get up, put on makeup, pantyhose, like show up to my living room like it was an office. I figured, if I was doing an actual sales job, that’s what I would be told to do: 100 calls a day. I also knew I didn’t have a lot going for me. I had no storefront, no advertisements, not a lot of skills even. All I had going for me was my time and elbow grease, and I had to use that to the best of my ability.

What was it like making those calls?

It was hard. The first seven calls, people were rude, cursing at me. I put down the phone and just cried! I don’t know why I was so shocked. I called my husband, and said ‘Honey they’re so mean!” He says, “Honey, you just need to get back on the phone.” I didn’t like what I heard, but I remember I just wiped my eyes and made 93 more calls. By the end, [the reaction on the other end] no longer bothered me.

Once you step into acceptance and tell yourself ‘this is what needs to be done’ and really embrace it, then it’s not as difficult anymore. I suggest people get to that moment of acceptance as quick as you can– instead of asking “why is this happening?” and those useless questions. I had my first client after two weeks of making those calls.

So, why don’t Chinese women go broke?

There’s more than one reason, but mainly, it’s our mindset. We are able to look at longterm goals and have a farmer mentality. We’re not into the quick fix. The idea of the drive-through or “on demand” this or that… those are all American things. Those values are great when it comes to consumer products, but becomes virus in day-to-day life. We were taught to think of day-to-day action, the good of the team. You don’t call in sick. You make the 100 calls for 2 weeks. You farm everyday knowing that it’s for the end of the year for harvest time.

How was this message instilled in you?

Growing up my grandmother–who was from the old country [China]– always told me, ‘You’re lucky to be alive. Don’t waste your life away.” With the single child policy, a lot of girls don’t see daylight. I always took that to mean I needed to earn my place and make myself useful, and many [Chinese businesswomen] I interviewed said same thing. Also, in Chinese culture itself, we are very big on teaching children to plan for the future. No immediate gratification.

One of my family businesses was a toy store. I helped out in the store, so as I child saw toys were for livelihood, not just for fun! Parents would bring their kids in and the child would pick up different toys and say “Can I have it?” The parents would turn to the kids and say “Do you have the money?” and kids would pull out their wad of cash and count it. Most of time the kid didn’t have enough and the parents would say, “Well, what can you do to earn more money?” but ultimately parents just walked off without buying the toy! In our culture, there is always a way for children to earn money. In some families, it is getting A’s in school, others it is for chores, always ways in household to earn money. That helped us not to have that entitlement.

You often talk about your how your English is still imperfect, yet you never let that hold you back.

I’m not a psychologist, but I think a lot of people let the idea of being “perfect” trap themselves. People sometimes use excuse of being perfectionist as a way out. For example, ‘I didn’t turn in the business plan because it’s not perfect.’ It sounds better to say you’re a perfectionist instead of saying “I’m just scared!” You can’t achieve anything if you never fail. When I interviewed the first Chinese-American congresswoman [Judy Chu], she spoke about Abraham Lincoln-how he suffered from depression, and failed bunch of campaigns before he ever got anywhere in politics. Failure is really just a setback.

What do you see as the American dream?

Ironically, the American dream is not, to me, about ‘get rich quick’. The media highlights end result. They zoon in camera take the close up and runner wins the medal, or when entrepreneur makes million! Nobody zooms in when that same entrepreneur was eating ramen for years to get business off the ground! My definition of the American dream is weathering the storm and the hardship. None of our ancestors came here for drive-through food and on demand movies. We need to remind people of that.

Are Americans today lazy in your opinion?

No, but you have to have a clear vision: what is it exactly that you want? What does it mean to have what you want? If you think, okay ‘I want to have my own business and have 3 kids and home school them’ well there’s not enough hours in the day for that. Or if you want to be an actress, you have to be able to travel. People don’t think about what it takes and the [trade-offs] of certain life decisions. Not everyone is lazy, but there’s an internal conflict or contradiction: I want business for freedom, but don’t want to work the 60 hours a week to get it off the ground. To be successful, you need to be really clear about what you want and honest with yourself. I also think you should pay your dues and keep humility. No matter how much you think you have “arrived,” you don’t know what’s around corner. You might encounter one more speed bump.

Was there a point when you thought, “Okay, now I’m successful?”

When I decided that I was going to  write the book, I thought ‘I am successful, now it’s my turn to help others.’ Ironically, the fact I said that to myself put me in position of forgetting my humility-thinking I’m almost immune to disappointment. That’s not a good place to be. No matter how well we’re doing, we should always have a package of Top Ramen now and then to remind us that day of struggle might come around the corner. Don’t ever be too comfortable.

A Real Glass Act: Kathleen Plate

Friday, September 3rd, 2010 7:54 am

Growing up in a tiny town in Washington state, Kathleen Plate developed a knack for creating something out of nothing. Her childhood money-making schemes included collecting recyclable cans to pay for summer camp and selling handpicked blackberries. In grad school studying English lit, she made a pair of earrings as a party gift, and by the end of the night had a handful of orders for more. It was the beginning of her company, Smart Glass Jewelry, in which Kathleen transforms discarded glass bottles into imaginative earrings, necklaces, bangles, and recently launched, furnishings.

In business for 18 years, she’s seen the highs and lows of entrepreneurship, and thinks it isn’t for everyone. “If you believe in scarcity and fear, then you’re probably better off having a desk job because you’ll be motivated by security,” she says. “But if you believe in adventure and look at the world as full of opportunity, then you’ll be more suited to entrepreneurship.” Below, a few insights into her Go-Getter Girl mindset.

Daily ritual: Driving to work, she sets her intention for the day. “Sometimes it might be business-related, such as securing the purchasing order from a new client. Other times, I just hope something quirky happens that day.”

On time-management: “When you run your own business, you’ll try a locked door a few times, but you can’t waste time banging on it when there might be three open doors right next to you.”

Stress relief: A four-mile jog around a lake. “Exercise clears your mind so that what you know can emerge.”

Can’t live without: Travel, in the last year to Peru, Italy, Tahiti, Jamaica, and Mexico. “It’s good for the soul.”

To learn more about Kathleen, visit Smart Glass Jewelry or kathleenplate.com.

Spotlight: Susan Fales-Hill

Friday, August 27th, 2010 8:18 am

Susan Fales-Hill knows how to make an entrance. While a senior at Harvard, she had a fortuitous meeting with Bill Cosby– and arrived with a parody script and audio tape she’d prepared. “I knew you don’t just go meet someone and show up with nothing but a smile,” she says. “I thought, this is an opportunity; show him your stuff!” That performance earned her a job as a writer’s apprentice on The Cosby Show.

She went on to work for A Different World–becoming its head writer/co-executive producer– followed by 15 years as a television producer and writer. Next, she shifted to prose, writing the critically-acclaimed memoir, Always Wear Joy, about her late mother, actress and performer Josephine Premice. Now, she’s turned to fiction. Her debut novel, out this month, is One Flight Up, a juicy, fun-filled take on the lives of four multi-cultural girlfriends. Think Sex and the City, with an international twist.

Here, Susan shares a few of her secrets in work and in fashion (she’s been named to the International Best Dressed List Hall of Fame).

Inspired by: friendships; textiles; books by Charles Dickens; the painting of her mother in the mezzanine at the New York Public Library (her go-to writing spot).

Style trademark: blouses with dramatic poet sleeves; bias cut gowns for evening

Writing motto: Don’t get it right; get it written.

Work look: “I get dressed to write: slacks, dresses, maybe even a suit.”

On following your bliss: “Don’t think you’ll necessarily become a multi-millionaire by doing what you love. You might just have the gift that you get to do what you’re passionate about. It’s a risk you’re taking.”

Footwear: Flats by Tod’s. “I don’t believe in wearing flip-flops– except at the beach or leaving the nail salon!”

Fitness routine: Reformer pilates, three times a week.

Beauty must: Perfume. “My first love is Amazone by Hermes.”

To learn more about Susan (and peek inside her swoon-worthy “closet”), visit www.susanfales-hill.com.

Designer Rachel Roy on Looking Rich for Less (and more)

Thursday, June 3rd, 2010 11:37 am

The designer of several eponymous collections–including her new affordably-priced Rachel Rachel Roy line at Macy’s– shares a bit of what she’s learned about work, life, and looking great.

What elements does an item of clothing need to look expensive even when it’s not?

As a shopper, you should look for good fabric–how it feels when you touch it–and try the piece on to see how it’s constructed. You still might have to get it altered for a little more cost, but tailoring helps the piece look richer right away. Also, check the stitch. If a designer uses a very thin thread, it looks much cheaper than a nice, thick thread. You hear about thread count with sheets, and it’s the same with stitches. If the thread is thicker, I find it makes the garment look richer. Those are little touches I try to give to my [Macy's] collection.

What did you learn back as an intern at Rocawear that prepared you for running your own business?

I learned so much! I think when you work in every department, even departments you don’t like, you learn to appreciate every position.  Working in, for example, the mailroom and in marketing, I learned seemingly little things like how much messengers cost and what time FedEx closes. But those are the things that you actually need to know to run your own company. Also, I’m used to the long hours because I did intern. Now, I don’t mind the hours because I’m working for myself.

You recently told Vogue that you don’t make the gym an utmost priority given your busy schedule as a mom of two daughters.  How do you keep it all together, so to speak?

It’s not easy. I do take it one day at a time, and try to make time for myself, literally just “mind-melting.” Some people call it meditation; I call it mind-melt. Everyday for a few moments (not even 10 minutes if I don’t have it) I either talk to myself or, since I’m a bit spiritual, I talk to God, just trying to put everything into alignment. I also do deep breathing. All of these things sound so corny that I hate kind of listing them, but if you try it when you’re alone–just a deep breath, or sitting up straight–it works. It calms me, and I’m able to be more present for the people that deserve it, like my two little girls.  They deserve a really active, present mom. So, that’s what keeps me going.

To learn more about Rachel, visit www.rachelroy.com.

Photo Credit: Barry Williams