

      <h2 id="chapter_29157031">Handbag Industry Insights and Success</h2>


        <cite>Emily Blumenthal</cite>
      <time>0:00</time>
      <p>
          Hi   and   welcome   to   the   Handbag   Designer   101   podcast   with   your   host ,   emily   Blumenthal ,   handbag   designer   expert   and   handbag   fairy   godmother ,   where   we   cover   everything   about   handbags   from   making ,   marketing ,   designing   and   talking   to   handbag   designers   and   industry   experts   about   what   it   takes   to   make   a   successful   handbag .   Welcome ,   bobby   Williams ,   to   Handbag   Designer   101 ,   the   podcast .   Listen ,   we   are   talking   to   a   legend   today ,   bobby .   You   have   been   in   the   handbag   business   for   more   than   a   minute .   Right   now   you   are   the   president   of   Gurkha ,   with   an   H   for   those   who   don&#39;t   know ,   and   not   to   age   you ,   but   you   have   stood   the   test   of   time   where   most   people   run   away   from   the   industry   and   say   it&#39;s   dying ,   there&#39;s   nothing   left ,   and   there&#39;s   so   many   angry   people   within   handbags   saying   it&#39;s   the   worst   thing   and   the   last   thing   you   should   ever   get   into .   And   it&#39;s   such   a   pleasure   speaking   to   you   because   you   have   such   a   positive   outlook ,   especially   working   for   a   luxury   brand ,   in   recognizing   that   people   still   want   handbags   and   people   are   still   willing   to   pay .   

      </p>

        <cite>Bobby Williams</cite>
      <time>1:17</time>
      <p>
          Yes ,   I   mean   it&#39;s   an   honor   and   a   gift   to   get   to   work   with   Gurkha   and   the   team   that   we&#39;ve   assembled .   And   you   know ,   I   think   once   you   get   into   an   industry   you   know   it   sort   of   gets   in   your   blood ,   into   your   DNA   and   you   thrive   off   of   it .   And   I&#39;ve   been   very   blessed   to   be   involved   with   some   amazing   brands ,   amazing   people   and ,   of   course ,   we&#39;ve   created   amazing   product   and   branding   and   marketing   to   go   with   all   that .   So   I&#39;m   very   product   and   branding   and   marketing   to   go   with   all   that .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>1:47</time>
      <p>
          So   I&#39;m   very ,   very   fortunate .   So   you   started   in   handbags   and   travel   quite   a   few   years   ago .   Did   you   stumble   into   it ,   or   was   this   something   when   you   were   in   college ?   You&#39;re   like ,   if   only   I   could   work   for   a   handbag   brand ,   wouldn&#39;t   that   be   amazing ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>2:02</time>
      <p>
          Yeah ,   no ,   I   used   to   laugh   that ,   you   know .   When   I   was   in   college   I   studied   marketing ,   merchandising   and   finance .   So   you   know   I   was   very   fortunate   to   have   that   background   and   I   worked   retail .   You   know   I   spent   a   couple   of   years   playing   soccer   and   then   I   shifted ,   you   know ,   and   realized   I   was   going   to   have   to   get   a   degree   and   get   a   job ,   because   that   time ,   you   know ,   four   decades   ago ,   soccer   wasn&#39;t   a   lucrative   opportunity   for   Americans .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>2:31</time>
      <p>
          You   could   have   gone   abroad .   No   one   wanted   to ,   no   one   wanted   to   bring   you   to .   

      </p>

        <cite>Bobby Williams</cite>
      <time>2:35</time>
      <p>
          Madagascar   old   football   player .   His   son ,   kyle   Rowe   Jr ,   was   the   only   professional   American   at   that   time .   So   you   know   that   was   not   a   reality .   My   dad   made   that   abundantly   clear   to   me ,   and   so   I- .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>2:53</time>
      <p>
          Parents   can   be   good   for   that   right .   

      </p>

        <cite>Bobby Williams</cite>
      <time>2:54</time>
      <p>
          They   are ,   they   are ,   and   I   started   selling   men&#39;s   clothing   in   Columbia ,   south   Carolina ,   while   I   was   at   University   of   South   Carolina   and   Obviously   you   get   the   bug .   You   start   seeing   threads   and   you   know   as   we   call   it   in   the   business   and   dressing   with   instead   of   Baswegians ,   I   wore   Cole   Haan   shawl   loafers   and   pleated   slacks   and   tattersall   checks   and   so   I   really   got   into   the   men&#39;s   clothing   business   that   way   through   college   selling   clothing .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>3:25</time>
      <p>
          Was   that   just   a   job   that   you   were   like ,   okay ,   this   will   do .   Or   was   this   you   know   you   needed   to   work   and   you&#39;re   like ,   okay ,   I   can   do ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>3:31</time>
      <p>
          this .   It   was   a   part-time   job   but   I   had ,   you   know ,   friends   and   fraternity   brothers   that   work   in   the   same   stores   and   you   know   I&#39;m   still   in   touch   with   those   guys .   So   you   know   friends   on   Facebook   and   see   each   other   at   alumni   functions .   But   it   established   a   DNA   in   me   about   clothing   and   dressing   and   what&#39;s   right   and   what&#39;s   wrong .   And   you   know   there&#39;s   men ,   we   kind   of   wear   a   uniform ,   right .   You   know   my   dad&#39;s   a   retired   colonel .   I   was   raised   that   way .   I   saw   him   and   his   clothing   but   he   was   a   natty   dresser   and   it   kind   of   rubbed   off   on   me .   Both   of   my   sons   dress .   They   know   what   to   look   like   when   they   go   to   a   cocktail   party ,   to   a   wedding .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>4:14</time>
      <p>
          Not   a   wrinkle   in   sight .   

      </p>

        <cite>Bobby Williams</cite>
      <time>4:16</time>
      <p>
          Well ,   they&#39;re   outdoorsmen   so   they   have   wrinkles ,   but   when   they&#39;re   supposed   to   get   buffed   up   and   shined   up   they   do ,   and   that&#39;s   a   gift   and   I&#39;ve   actually   carried   that   on .   So   when   I   graduated   I   went   to   Atlanta   and   worked   for   Macy&#39;s   South ,   which   was   called   Davison&#39;s ,   and   I   did   kind   of   stumble   into   it .   I&#39;d   gotten   promoted   to   an   assistant   buyer   and   one   of   the   Hartman   luggage   reps   invited   me   to   the   luggage   luncheon .   It   was   a   seminar ,   so   I   hey ,   a   free   lunch   for   a   young   executive .   So   I   walked   over   at   the   Peachtree   Plaza   in   Atlanta ,   georgia ,   and   I   sat   next   to ,   as   fate   would   have   it ,   a   gentleman   named   Henry   Friedman   who   was   the   regional   VP   of   sales   for   Hartman .   And   about   a   month   or   two   later   he   called   me   and   we   had   an   interview   and   I   jumped .   Two   later   he   called   me   and   we   had   an   interview   and   I   jumped ,   made   the   jump   into   the   wholesale   side   and   never   looked   back .   

      </p>

        <cite>Bobby Williams</cite>
      <time>5:07</time>
      <p>
          I   had   18   years   with   Hartman   and   it   were   to   say   I   joked   that   it   was   a   master&#39;s   and   a   PhD   in   business   and   branding   and   luxury   and   trade   up ,   and   I&#39;m   just   really   blessed .   I   got   to   work   with   so   many   great   retailers   and   I   had   nine   positions   in   18   years .   I   just- .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>5:27</time>
      <p>
          Is   it   sorry   to   interrupt .   Is   that   one   of   those   things   that   do   you   think   and   I   attribute   so   much   to ,   obviously ,   who   you   know ,   because   without   that   fateful   moment ,   who   knows   what   could   have   happened ?   But   the   fact   is   you   and   this   sounds   so   trite   to   say   but   you   knew   how   to   be   polite ,   you   knew   how   to   be   courteous ,   you   knew   how   to   walk   the   walk   and   speak   and   obviously ,   whatever   you   imparted   with   him ,   he   was   impressed   enough   to   say   oh ,   that   kid   you   know .   Did   you   send   him   a   thank   you   note ?   I&#39;m   so   curious .   

      </p>

        <cite>Bobby Williams</cite>
      <time>5:58</time>
      <p>
          I&#39;m   pretty ,   yeah ,   I&#39;m   pretty   sure   I   did .   Back   then   there   was   no   such   thing   as   computers   big ,   massive   things   that   took   up   the   whole   level   of   the   store .   So   I   wrote   a   handwritten   thank   you   note   to   him .   I   couldn&#39;t   write   an   email   because   there   was   no   such   thing .   And   I   remember   flying   out   to   Nashville ,   tennessee ,   to   meet   Ira   Katz ,   the   legendary   owner   of   Hartman .   And   it&#39;s   actually   crazy   the   way   things   work .   Everything   is   supposed   to   happen   for   a   reason .   Ira   Katz   had   moved   Hartman ,   the   legendary   steam   trunk   company   that   presidents   had   used ,   and   all   that ,   and   he   moved   it   from   Racing   Wisconsin   in   the   early   50s   down   to   Lebanon ,   tennessee ,   racing   Wisconsin   in   the   early   50s   down   to   Lebanon ,   tennessee ,   which   is   a   suburb ,   if   you   would ,   of   Nashville ,   which   is   now   obviously   on   fire .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>6:51</time>
      <p>
          Very   hot   now   Back .   

      </p>

        <cite>Bobby Williams</cite>
      <time>6:52</time>
      <p>
          Then .   It   was   just- .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>6:53</time>
      <p>
          Must   be   because   you   moved   there .   

      </p>

        <cite>Bobby Williams</cite>
      <time>6:55</time>
      <p>
          Yeah ,   yeah ,   it&#39;s .   Obviously   it   was   a   country   music ,   the   center   for   Music   City ,   usa ,   et   cetera .   But   I   flew   up   and   I   met   with   Ira   Katz   by   myself ,   just   as   a   young   20-something-year-old   kid ,   and   he   was   just   amazing ,   his   dedication ,   and   he   was   a   Harvard   MBA ,   really ,   really   smart   man   and   knew   what   he   was   doing   and   he   had   built   this   brand ,   with   Hartman   coming   out   of   steamer   trunks   and   realizing   airline   flight .   And   he   actually   created   they   were   called   the   727s   and   the   747s .   They   were   garment   bags   and   carry-ons   that   were   what   guys ,   executives ,   had   to   carry   along   with   briefcases .   

      </p>

        <cite>Bobby Williams</cite>
      <time>7:39</time>
      <p>
          So   I   met   with   Berwyn   Mutch   who   had   just   come   over   from   Levi   Strauss   he   was   the   new   executive   VP .   And   I   met   with   Berk   Erwin   Mutch   who   had   just   come   over   from   Levi   Strauss .   He   was   the   new   executive   VP .   And   I   met   with   Dorothy   Penix   who   was   the   vice   president   of   production   and   manufacturing .   So   it   was   a   really   cool   experience .   And   Henry   Friedman   called   me   on   New   Year&#39;s   Eve   to   tell   me   I   had   the   job   of   1983 ,   believe   or   not .   So   I   started   in   84   and   I   just   got   it   was   so   fun .   

      </p>

        <cite>Bobby Williams</cite>
      <time>8:10</time>
      <p>
          You   know   I&#39;m   a   retailer ,   I&#39;m   a   merchant ,   so   I   never   considered   myself   a   salesperson .   I&#39;ve   always   thought   of   I&#39;m   gonna   work   with   xyz   retailer   to   help   them   grow   their   business   and   sell   Hartman   through   them .   And   I   never   sold   luggage .   The   last   thing   I   ever   want   to   do   is   lug   a   piece   of   anything   through   an   airport .   I   always   sold   the   brand   and   the   lifestyle   and   the   adventure .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>8:37</time>
      <p>
          Did   you   identify   with   it ?   Do   you   think   that&#39;s   why ?   Or   aspirationally ,   you&#39;re   like   this   is   who   I   think   I   can   be .   Oh ,   absolutely .   We   talk   a   lot   about   having   this   really   deep   dive   understanding   of   who   your   customer   is ,   down   to   what   they   eat ,   the   watch   they   wear   and   where   they   drive .   

      </p>

        <cite>Bobby Williams</cite>
      <time>9:00</time>
      <p>
          Our   first   ad   thing   when   I   started   was   you   are   what   you   carry   and   it   was   just   so   appropriate   as   it   is   today .   And   we   had   a   VP   of   sales   that   came   in   from   Halston   and   he   was   all   about   fashion   and   he   said   if   you&#39;re   spending   $1,000   on   a   suit ,   you   know ,   as   a   business   person ,   or   a   business   woman ,   man ,   et   cetera ,   how   can   you   carry   an   inferior   plastic   attache ?   You&#39;ve   got   to   carry   a   leather   bag ,   a   brief   bag .   At   that   time   Hartman   was   primarily   square   cornered ,   you   know ,   boxes   with   leather   wrap ,   traditional   attaches ,   and   we   launched   into   soft   briefcases ,   you   know .   So   that   was   a   huge   dynamic   and   it   was   really   exciting   to   be   a   part   of   that .   

      </p>

        <cite>Bobby Williams</cite>
      <time>9:51</time>
      <p>
          And   every   other   year   Hartman   always   had   a   new   opportunity   for   me ,   gave   me   a   new   challenge .   In   1991 ,   they   promoted   me   to   National   Accounts   Manager ,   which   has   a   lot   to   do   with   this   podcast ,   because   I   was   in   charge   of   launching   the   apartment   women&#39;s   handbag   collection   and   the   leather   goods   and   accessories   and   I   literally   did   two   and   a   half   million   dollars   in   nine   to   10   months .   I   traveled   all   over   the   country .   It   was   amazing   and   I   think   that   was .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>10:22</time>
      <p>
          That   really   speaks   to   the   fact   that   it   was   such   an   overlooked   market   that   you   know   to   be .   I   mean ,   what   I   teach   is   you   need   to   be   the   fastest ,   the   first   or   the   best .   And   there   were   plenty   of   women   who   were   business   travelers   and   I   worked   for   CNN   and   that   was   the   demographic   that   we   always   spoke   about ,   like   X   amount   of   wealth   traveled   this   much ,   stayed   in   these   hotels ,   and   you   know   those   are   the   ads   and   you   know   they   were   Marriott ,   they   were   this ,   that   and   the   other .   And   to   now   say   like   now   we&#39;re   creating   something   for   a   demographic   that&#39;s   been   overlooked ,   I   think   it   makes   sense   that   it   did   so  
      </p>

      <h2 id="chapter_29157032">Brand Evolution and Entrepreneurial Journey</h2>


        <cite>Emily Blumenthal</cite>
      <time>10:56</time>
      <p>
          well .   I   want   to   ask   you   something ,   because   Hartman   at   that   time   was   truly   an   elite   brand   and   it&#39;s   so   interesting .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>11:04</time>
      <p>
          I   believe   Tomom   right   now   is   having   a   competition   for   their   cases   to   reinterpret   them .   I   think   they&#39;re   doing   it   for   virtual ,   for   Web3   and   so   forth   and   all   these   hard   case   luggage .   Luxury   is   making   a   comeback   and   the   fact   that   Hartman   ended   up   getting   sold   to   Samsonite   was   so   interesting   to   me ,   because   Samsonite   is   the   antithesis   of   what   a   Hartman   person   was   Right ,   correct ,   totally   the   opposite .   

      </p>

        <cite>Bobby Williams</cite>
      <time>11:34</time>
      <p>
          Yes ,   they .   You   know   Brown   Foreman ,   lennox ,   china   and   Hartman .   In   1983 ,   which   was   when   they   were   trying   to   diversify .   Like   you   had   RJR   Nabisco   buying   Nabisco   to   diversify   into   consumer   goods   or   food   and   you   had   Sarah   Lee   diversifying ,   they   bought   Coach .   In   fact ,   sarah   Lee   was   going   to   buy   Hartman   and   Coach   and   apparently   there   was   an   issue   that   happened .   They   were   supposed   to   be ,   hartman   was   going   to   be   the   men&#39;s   brand ,   coach   was   going   to   be   the   women&#39;s   brand ,   et   cetera .   

      </p>

        <cite>Bobby Williams</cite>
      <time>12:08</time>
      <p>
          But   Brown   Forman   eventually   got   Hartman   and   they   also   bought   Lennox   and   that   changed   our   trajectory   because   Lennox   was   a   $400   million   business   and   Hartman   was   a   $25   million   business ,   so   we   weren&#39;t   at   the   top   of   the   charts .   It   was   only   until   the   late   90s   mid   to   late   90s   when   Peter   Lathrop ,   as   fate   would   have   it ,   an   ex-Samsanite   president   of   Europe ,   came   in   and   ran   Hartman   and   he   convinced   Brown   Foreman   into   bringing   Hartman   direct   as   a   division ,   like   Sarah   Lee   did   with   Coach ,   to   report   to   Brown   Formant .   And   that&#39;s   what   moved   me .   On   my   second   stint   of   accessories   and   leather   goods ,   I   came   in   from   sales   management   to   run   as   director   of   accessories   at   Hartman .   All   of   our   men&#39;s   wallets ,   belts ,   travel   kits ,   agendas   this   is   when   Palm   Pilots   were   coming   out .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>13:04</time>
      <p>
          I   miss   those   so   badly .   Give   me   a   BlackBerry   and   I   listen .   I   want   to   jump   a   little   bit   because   you ,   within   your   trajectory ,   ended   up   opening   up   a   brand   with   your   wife   and   we   all ,   you   know ,   one   way   or   another ,   have   a   significant   partner   that   comes   in   and   out   of   our   life .   What   was   that   like ?   In   terms   of   working   with   Connie ?   And   I&#39;m   so   interested   because   you   know   she ,   as   we&#39;ve   discussed ,   is   a   force   within   her   own   right ,   is   an   entrepreneur ,   has   done   a   lot ,   but   you   had   kids   and   I   don&#39;t   know ,   and ,   considering   you   traveled   so   much ,   I   can   only   assume   that   the   better   part   of   the   parenting   fell   on   her .   So   now   to   run   a   company   with   her ,   what   was   that   like ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>13:55</time>
      <p>
          Well ,   it   was .   You   know ,   quite   honestly ,   it   was   a   natural   thing   to   do .   We   had   gone   through   Connie&#39;s   you   know   entrepreneurial   period   in   87 ,   88 ,   89 ,   when   she   invented   the   bench   aerobics   step   concept .   We   went   crazy   with   all   that   with ,   you   know .   She   was   idea   international   dance   exercise   aerobic   person   of   the   year   and   we   had   three   videos   out   on   the   marketplace   and   I   was   all   along   in   my   buttoned   up   Hartman   conservative ,   you   know   corporate   thing .   I   would   show   up   to   events   and   literally   be   the   only   guy   that   was ,   you   know ,   look   like   a   business   person ,   you   know ,   right .   So   that   was   really   crazy .   And   then   we   had   kids   and   I   got   promoted .   We   moved   to ,   you   know ,   did   my   last   part   with   Hartman   here   in   Nashville .   We   moved   to ,   you   know ,   did   my   last   part   with   Hartman   here   in   Nashville .   

      </p>

        <cite>Bobby Williams</cite>
      <time>14:45</time>
      <p>
          And   then   I   branched   out   after   September   11th   in   2002 ,   and   I   invested   into   Lotus   Los   Angeles .   It   was   kind   of   a   to   me   knockoff   brand .   They   did   onyx   black   leather .   They   had   these   little   trolleys   that   were   office   on   wheels   and   I   cleaned   that   all   up   and   I   found   out   in   the   archives   that   Loewe   and   Diego   DeSantis ,   their   designer ,   had   invented   a   brand ,   a   creative   brand ,   called   Low   Dis .   That&#39;s   what   it   was   named   for .   I   was   like ,   oh   my   gosh .   I   took   a   brand   with   it .   We   jumped   into   the   women&#39;s   business .   Yes   Loaded   that ,   I   sold   that   and   then   I   licensed   the   brand .   Within   24   hours   I   met   an   executive   from   Johnson   Murphy   and   I   ended   up   being   everything   non-clothing   and   non-footwear   for   Johnson   Murphy .   Exploded   that   business .   I   then   went   into   business   with   the   original   founder   of   Toomey ,   charlie   Clifford ,   and   his   right-hand   man ,   larry   Lean ,   and   we   invested   and   bought   into   Nomo   London   in   England   and   exploded   that .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>15:53</time>
      <p>
          Oh ,   Nomo   with   a   K .   

      </p>

        <cite>Bobby Williams</cite>
      <time>15:54</time>
      <p>
          Yeah ,   with   a   K ,   k-o-m-o   knowledge   plus   mobility   Three   really   sharp   young   guys ,   south   African   expats   living   in   London ,   young   guys ,   south   African   expats   living   in   London .   And   we   just   exploded   that   business   with   Nordstrom   and   Bloomingdale&#39;s   and   Apple   and   then   I   ended   up   selling   out   of   that   and   in   2010 ,   I   just   kind   of   looked   at   my   wife   and   said   it&#39;s ,   you   know ,   she   encouraged   me .   I   mean ,   she&#39;s   crazy   and ,   you   know ,   does   the   whole   thing .   I   all   during   this   time ,   emily ,   I   coached   soccer ,   I   coached   basketball ,   I   did   Boy   Scouts .   I   would   literally   fly   back   from   China   coach   a   match   on   Saturday   and   then   go   do   the   camp   out   at   the   kids   thing .   And   I&#39;m   the   lazy   one   in   the   family ,   so   my   wife&#39;s   a   wonder   woman .   

      </p>

        <cite>Bobby Williams</cite>
      <time>16:42</time>
      <p>
          And   so   when   we   finished   all   that ,   it   wasn&#39;t   even   a .   I   mean ,   I   kind   of   hesitated   and   paused   for   a   second ,   like ,   do   we   want   to   enter   back   into   this   craziness   again ?   And   my   wife   said ,   no ,   I   believe   in   you ,   let&#39;s   do   it .   And   we   kind   of   create .   When   we   created   Bacani ,   it   was   a .   It   was   a   really   funny   story .   My   wife   and   I   and   the   boys ,   we   travel   everywhere   all   the   time .   We&#39;re   dog   people   and   we   had   friends   that   took   care   of   their   kids ,   took   care   of   our   dogs .   They   would   house   sit .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>17:14</time>
      <p>
          We   don&#39;t   believe   in   kenneling   them .   

      </p>

        <cite>Bobby Williams</cite>
      <time>17:14</time>
      <p>
          We   just   you   know ,   we&#39;re   in   our   Spaniels   and   we   had   these   young   women   that   were   high   school   kids .   One   went   off   to   college   and   the   next   one   took   over   and   they   would   always   be   talking   to   us ,   bobby   and   Connie   this   and   Bobby   and   Connie   that ,   and   they   would   say   it   so   fast .   The   grandmother   finally   says   why   don&#39;t   you   just   call   him   Bo   Connie ?   Because   you   say   that&#39;s   how   we   came   up   with   a   name .   It   sounds   Italian ,   we   use   Italian   leathers .   

      </p>

        <cite>Bobby Williams</cite>
      <time>17:40</time>
      <p>
          And   then   this   was   the   really   coolest   thing   my   team   that   had   been   with   me   for   Johnson   Murphy   through   Nomo ,   and   they   knew   who   I   was   a   family   guy   and   we   talked   about   it   and   the   names   of   our   collections   were   based   on   my   musical   interest ,   because   I&#39;m   a   huge   music   guy .   But   we   named   our   lines   like   they   were   friends   of   ours ,   like   they   were   kids .   So   my   first   collection   was   Hendrix ,   my   very   first   album ,   jimi   Hendrix .   Then   it   was   Tyler   for   Stephen ,   tyler ,   collins   for   Phil   Collins ,   and   it   was   all   my   sports   stuff   and   all   my   music   stuff   tied   up   into   a   very   familiar   family   orientation .   So   had   a   blast   with   it ,   it   was   a   lot   of   fun .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>18:27</time>
      <p>
          Was   it   difficult   because   at   some   point   you   sold   it   correct   Yep   To   Reebok .   

      </p>

        <cite>Bobby Williams</cite>
      <time>18:34</time>
      <p>
          No ,   I   sold   it   to   no .   Connie   sold   the   bench   step   thing   Right .   So   we   settled   with   Reebok   out   of   court ,   and   then   that   was   the   early   90s .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>18:47</time>
      <p>
          Yeah .   

      </p>

        <cite>Bobby Williams</cite>
      <time>18:48</time>
      <p>
          And   you   know ,   in   2017 ,   nordstrom   had   gone   through   a   really   rough   patch .   Their   fourth   quarter   15 ,   was   tough .   They   had   a   rough   16 .   Quarter   15   was   tough   and   had   a   rough   16 ,   and   it   really   changed   the   trajectory   of   Bacani   because   the   specialty   stores   meaning   travel   good   stores   were   shrinking   and   consolidating .   And ,   oh   my   gosh ,   so   many   of   my   best   friends ,   great   people   that   I&#39;ve   worked   with   for   decades   their   kids   didn&#39;t   really   want   to   run   the   business ,   so   they   were   were   closing   and   it   was   like   every   month   in   2015   and   2016 ,   it   was   another   mom   and   pop   shop   that   went   into   business .   So   I   became   so   much   more   Nordstrom   centric   that   when   Nordstrom   had   a   bad   patch ,   it   really   affected   me .   

      </p>

      <h2 id="chapter_29157033">Handbag Designer 101 Masterclass</h2>


        <cite>Emily Blumenthal</cite>
      <time>19:35</time>
      <p>
          If   you   ever   wanted   to   start   a   handbag   brand   and   you   didn&#39;t   know   where   to   start .   If   you   ever   wanted   to   start   a   handbag   brand   and   didn&#39;t   know   where   to   start ,   this   is   for   you .   If   you   had   dreams   of   becoming   a   handbag   designer   but   aren&#39;t   trained   in   design ,   this   is   for   you .   If   you   have   a   handbag   brand   and   need   strategy   and   direction ,   this   is   for   you .   I&#39;m   Emily   Blumenthal ,   handbag   designer   expert   and   handbag   fairy   godmother ,   and   this   is   the   Handbag   Designer   101   Masterclass .   Over   the   next   10   classes ,   I   will   break   down   everything   you   need   to   know   to   make ,   manufacture   and   market   a   handbag   brand ,   broken   down ,   to   ensure   that   you   will   not   only   skip   steps   in   the   handbag   building   process ,   but   also   to   save   money   to   avoid   the   learning   curve   of   costly   mistakes .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>20:16</time>
      <p>
          For   the   past   20   years ,   I&#39;ve   been   teaching   at   the   top   fashion   universities   in   New   York   City ,   wrote   the   Handbag   Designer   Bible ,   founded   the   Handbag   Awards   and   created   the   only   Handbag   Designer   Podcast .   I&#39;m   going   to   show   you   like   I   have   countless   brands   to   create   in   this   in-depth   course ,   from   sketch   to   sample   to   sale .   Whether   you&#39;re   just   starting   out   and   don&#39;t   even   know   where   to   start   or   begin ,   or   if   you   had   a   brand   and   need   some   strategic   direction ,   the   Handbag   Designer   101   Masterclass   is   just   for   you .   So   let&#39;s   get   started   and   you&#39;ll   be   the   creator   of   the   next   it   bag .   Join   me ,   emily   Blumenthal ,   in   the   Handbag   Designer   101   Masterclass .   So   be   sure   to   sign   up   at   emilyblumenthalcom   slash   masterclass   and   type   in   the   code   PINECAST   to   get   10%   off   your   masterclass   today .   

      </p>

        <cite>Bobby Williams</cite>
      <time>21:08</time>
      <p>
          So   I   ended   up   selling   the   end   of   17   to   Unified   Leather .   They   were   my   belt   licensees ,   so   they   did   Bacani   belts   made   Nidalee   and   we   felt   like   this   was   a   good   partnership .   I   took   on   the   challenge .   They   kept   me   as   president   and   exploded   the   business   in   18 ,   literally   almost   tripled   it   and   then   we   almost   doubled   that   in   2019 .   And   I   was   easily   going   to   double   it   again   in   2020   when   COVID   hit .   So   that   changed   everything   and   you   know ,   I   finished   up   my   step   with   them   in   2022 .   

      </p>

        <cite>Bobby Williams</cite>
      <time>21:46</time>
      <p>
          And   that&#39;s   when   I   kind   of ,   you   know ,   I   started   consulting .   I   was   like ,   should   I   retire ?   Blah ,   blah ,   blah .   I   kind   of   went   through   a   lot   of   different   things   and   I   joke   that   my   wife&#39;s   favorite   statement   is   don&#39;t   you   need   to   go   to   New   York   or   something .   I   joke   that   my   wife&#39;s   favorite   statement   is   don&#39;t   you   need   to   go   to   New   York   or   something   which   is   code   for   can   you   quit   rearranging   the   pantry   and   get   out   of   my ?   You   know ,   leave   me   alone   and   go   travel   and   do   your   thing .   So   when   John   Truex   and   I ,   leading   into   where   we   are   now   today ,   john   and   Richard   Lambertson   were   the   creative   directors   at   Hartman   in   the   late   90s ,   early   2000s   In   fact ,   I   was- .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>22:23</time>
      <p>
          Before   they   opened   up   their   own   brand .   

      </p>

        <cite>Bobby Williams</cite>
      <time>22:25</time>
      <p>
          No ,   no ,   no .   They   had   their   brand   and   they   were   on   fire .   They   were   the   darlings   of   fashion   history   and   they   built   on   that   by   signing   the   contract   to   go   in   with   Hartman   and   help   resurrect   the   luggage   and   business   case   side .   And   on   the   leather   goods   side ,   that   was   me   and   you   know   we   always   had   a   great   relationship .   You   know ,   whenever   it   came   up   in   board   reviews   and   product   meetings   they   would   ask   John   and   Richard ,   ok ,   what   about   accessories ?   And   the   standard   line   was   Bobby&#39;s   got   it .   You   know ,   okay ,   what   about   accessories ?   And   the   standard   line   was   Bobby&#39;s   got   it .   I   took   it   from   a   million   to   well   over   seven   or   $8   million   in   three   years   and   there   was   just   no   need   I   had   it   Can .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>23:08</time>
      <p>
          I   ask   you   a   question ,   sorry   to   interrupt .   You   say   a   lot   like   you   showed   up   and   it   was   this ,   and   then ,   within   a   year ,   it   was   X4 ,   x5 .   Why   do   you   think   you   are   this   person   who   has   the   capacity   to   take   what   already   exists ,   that   is   in   plain   view   of   everybody ,   that   allows   you   to   really   maximize   what   everybody   else   is   seeing ?   What   do   you   think   is   your   secret   sauce   for   that ?   What   do   you   think   is   your   secret   sauce   for   that ?   Because   you   know ,   because   trends   come   and   go ,   sales   come   and   go   and   handbags   went   into   the   tank   prior   to   COVID ,   and   the   only   part   of   handbags   that   truly   survived   COVID   before   novelty   came   made   a   comeback   on   the   heels   of   COVID   was   travel ,   and   it   was   domestic   travel .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>23:57</time>
      <p>
          And   that&#39;s   what   people   were   doing .   They   were   getting   out ,   they   were   driving ,   they   were   renting   cars ,   nobody .   What   people   were   doing   they   were   getting   out ,   they   were   driving ,   they   were   renting   cars ,   nobody   was   really   flying ,   but   they   were   getting   out   and   the   resuscitation   of   the   travel   business   I   mean ,   obviously   that&#39;s   your   sweet   spot   of   cases   and   luggage   and   so   forth ,   but   what   do   you   think ?   You   know ,   I&#39;m   so   curious   to   hear ,   because   there&#39;s   so   many   people   that   do   what   you   do ,   that   don&#39;t   do   it   or   couldn&#39;t   do   it   or   didn&#39;t   last .   So   why   do   you   think   you&#39;ve   been   able   to   stand   the   test   of   time   within   this   business ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>24:25</time>
      <p>
          Well ,   I   think ,   first   and   foremost ,   you   have   to   believe .   You&#39;ve   got   to   believe   that   you   have   it   within   you   and   that   the   brand   or   the   product   or   the   company   that   you&#39;re   working   for   you   know   there   are   a   lot   of   companies   that   don&#39;t   have   a   brand .   You   know   they   don&#39;t .   They   do   things   for   other   companies   or   they   do   things   for   other   brands .   Those   are   licensing   companies ,   things   like   that .  
      </p>

      <h2 id="chapter_29157034">Brand Loyalty and Creative Vision</h2>


        <cite>Bobby Williams</cite>
      <time>24:48</time>
      <p>
          You   know   my   dad   was   a   20-year ,   you   know   colonel   in   the   army ,   flew   helicopters   in   Vietnam .   He   was   very   dedicated ,   so   that&#39;s   in   my   DNA .   My   grandfather   was   a   colonel   in   the   army ,   so   I&#39;ve   got   that   kind   of   thing   in   me .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>25:04</time>
      <p>
          Were   you   supposed   to   go   in   the   army ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>25:06</time>
      <p>
          No ,   no ,   my   grandmother   wanted   me   to   go   to   West   Point   and   I   was   like   I&#39;m   not   washing   anybody&#39;s   toilets   and   doing   for   them ,   that&#39;s   not   my   gig .   Yeah ,   I&#39;m   a   70s   kid ,   you   know ,   so   that   was   never   my   thing .   I&#39;m   very   militaristic ,   I&#39;m   very   organized   and   all   that   type   of   stuff .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>25:24</time>
      <p>
          The   bed   gets   made   at   the   corners ,   the   everything ,   oh   yeah   yeah ,   I   make   the   bed   every   day ,   that   kind   of   thing .   

      </p>

        <cite>Bobby Williams</cite>
      <time>25:29</time>
      <p>
          So ,   yeah ,   my   wife   is   a   creative   and   I&#39;m   on   the   other   side .   Everything&#39;s   regimented   in   my   closet ,   stuff   like   that .   But   it&#39;s   really   funny .   I   think   it   has   to   be   a   core   dna   thing   inside   of   you   I&#39;m   dedicated ,   I&#39;m   loyal   and   I&#39;m   very   committed   and   I   believe .   So   you   take   that ,   then   you   add   passion   and   I   just   have   this .   

      </p>

        <cite>Bobby Williams</cite>
      <time>25:52</time>
      <p>
          I   don&#39;t   know ,   I&#39;ve   got   this   little   vision   thing   that   when   I   was   at   the   apartment   I   remember   looking   at   Ralph   Lauren   and   going   I   would   nail   it ,   I   know   exactly   what   I   would   do   with   leather   goods   bags   and   luggage .   And   I   would   see   some .   Really ,   you   know ,   their   clothing   is   amazing ,   right .   And   then   I   would   see   some   bag   that   was   at   that   time   in   the   80s ,   made   in   China ,   and   it   just   it   was   a   disconnect .   I&#39;m   a   disconnect   guy ,   I&#39;m   a   connect   guy .   I   see   it .   When   I   was   with   Lambertson   Truex ,   for   example ,   when   I   launched   the   men&#39;s   line   with   John   and   Richard ,   I   was   like   just   totally   obsessed   with   their   leather   choices ,   suede ,   the   linings .   And   John   he   knew   how   to   tell   the   story   but   he   needed   me   to   just   say ,   yeah ,   we   want   to   stay   focused   on   blacks ,   browns   and   cognacs   so   we   can   give   a   pop   of   color   on   the   inside .   Let&#39;s   do   a   touch   here   and   there .   That&#39;s   what   the   LT   brand   was   about .   Every   time   I   walked   out   of   their   showroom   I   would   call   my   wife .   It&#39;s   just   so   gorgeous ,   it&#39;s   so   sophisticated .   When   I   was   with   Nomo ,   it&#39;s   a   modern   brand .   They   were   young .   People   ride   trains   in   Europe ,   right ,   they   ride   trains   to   work ,   they   walk ,   they   ride   bikes .   So   our   photography   working   with   Benoit ,   our   creative   director ,   I   got   into   it   in   that   look   right ,   because   that&#39;s   what   was   right   for   Nelmo .   

      </p>

        <cite>Bobby Williams</cite>
      <time>27:25</time>
      <p>
          I   didn&#39;t   take   a   Johnson   Murphy   bag   and   design   it   for   Nelmo .   I   designed   with   Nelmo ,   correct .   And   then   when   I   was   at   Johnson   Murphy ,   that   was   pretty   easy .   I   had   a   Hartman   traditional   background   going   into   a   traditional   brand   like   J&amp;M .   Boom ,   I&#39;m   not   going   to   say   it&#39;s   easy ,   but   we   crushed   it .   I   created   things   like   I   was   on   an   airplane .   

      </p>

        <cite>Bobby Williams</cite>
      <time>27:47</time>
      <p>
          I   remember   exactly   where   I   was .   I   was   going   through   a   J&amp;M   catalog .   I&#39;m   very   tactile   and   so   I&#39;d   always   bring   three   or   four   magazines   and   I&#39;d   go   through   looking   for   things   that   inspired   me .   And   I   saw   on   the   J&amp;M   thing   they   had   a   picture   of   the   sole   of   their   shoe   that   had   a   waffle   print   on   it .   I   immediately   contacted   a   buddy   of   mine   who   was   a   designer   and   I   said   I   want   to   take   that   waffle   sole   and   I   want   to   create   it   and   put   it   as   bumpers   Instead   of   putting   feet   on   the   bottom   of   my   Johnson   Murphy   bags .   I   created   soul   bags   and   I   made   those   things   on   the   bottom   of   it   S-O-L-E   and   it   was   amazing ,   we   crushed   it .   So   it   was   a   lot   of   fun .   

      </p>

        <cite>Bobby Williams</cite>
      <time>28:31</time>
      <p>
          So   now   that   I&#39;m   at   Gurkha ,   I   have   John   Truex   as   a   creative   director ,   so   he&#39;s   doing   most   of   that .   John   Truex   is   a   creative   director ,   so   he&#39;s   doing   most   of   that ,   and   you   know .   But   I&#39;m   constantly   thinking   of   where   should   Gurkha   go ?   What   should   Gurkha   do ?   We   have   the   letters .   We   have   the   50   years   of   archives   Next   year   will   be   our   50th   anniversary ,   so   I&#39;m   already   into   it   and   thinking   about   things   like   that .   But   we   have   such   tangible .   You   know   people   would   die   to   have   Dirk&#39;s   brand   DNA .   I   mean   it&#39;s   just   field   and   string .   You   know   whether   you&#39;re   a   hunter   or   fisherman ,   it&#39;s   there .   We   have   that .   You   know ,   I   think ,   that   country   club ,   resort ,   leisure ,   we   have   that   DNA   with   our   bags .   You   know   the   business   traveler .   We   have   that .   So   we&#39;re   resurrecting   four-wheel   trolleys ,   which   Kirk   has   done   in   the   past ,   but   we&#39;re   going   to   update   it   and   do   it   to   where   it   fits   for   today&#39;s   consumers ,   so   very ,   very   exciting .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>29:33</time>
      <p>
          How   are   you   able   because   you   are   a   loyalist   to   the   brands   that   you   commit   to   and   it&#39;s   old   school   to   stay   at   companies   as   long   as   you   have   and   as   long   as   you   continue ?   It   just   is ,   people   don&#39;t   do   that   anymore   and   I   think   a   lot   of   it ,   you   know ,   obviously   has   a   lot   to   do   with   on   a   personal   level .   You   don&#39;t   feel   like   your   contribution   matters   or   your   view   doesn&#39;t   matter ,   or   you&#39;re   not   getting   the   same   respect ,   or   you   know ,   for   whatever   generationally ,   how   people   feel   and   what   leads   them   to   leave .   How   are   you   able ,   within   that   cycle   of   the   companies   that   you   ended   up   moving   from ,   how   are   you   able   to   say   OK ,   my   time   is   done .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>30:14</time>
      <p>
          How   are   you   able   to   make   that   segmentation ?   Because   to   who   you   are ,   it   seems   almost   off-brand   that   you   left   any   company .   

      </p>

        <cite>Bobby Williams</cite>
      <time>30:21</time>
      <p>
          Oh ,   yeah ,   yeah ,   it   was   challenging .   You   know ,   through   my   Hartman   career   it   was   like   every   other   year   Hartman   knew   I   was   getting   offers   from   Coach ,   from   Cole   Haan ,   from   Raleigh   Bicycles .   I   mean ,   I   had   them .   It   was   like   I   used   to   joke   OK ,   I&#39;m   the   flavor   of   the   month ,   meaning   flavor   of   the   year ,   and   Hartman   would   automatically   know   it ,   sense   it   and   promote   me   and   give   me   a   new   challenge .   And   so   leaving   Hartman   was   huge ,   but   it   was ,   you   know ,   four   months   after   the   trade   towers   went   down   and   the   horrific   9-11   events   and   the   attack   on   our   country   and   our   way   of   life ,   and   it   was   a   big   decision .   But   this   guy   from   Lotus ,   who&#39;d   owned   Lotus ,   he&#39;d   had   it   for   20   years   and   he   needed   help   and   at   the   same   time   he   had   offered   me   a   job   the   year   before   and   I   turned   him   down ,   said   only   if   it&#39;s   equity .   Well ,   he   called   me   and   said   you   got   your   equity   if   you   want   it .   So   I&#39;d   always   said   that   when   I   leave   Hartman   it&#39;s   not   going   to   go   to   Toomey   or   Coach   or   Cole   Haan ,   it&#39;s   going   to   go   to   a   company   where   I   can   have   a   stake   in   it .   So   that   ownership   stake   was   real   important   to   me .   But   I   think   you   know   I&#39;ll   sum   it   up   in   a   funny ,   you   know   kind   of   quirky   thing .   

      </p>

        <cite>Bobby Williams</cite>
      <time>31:36</time>
      <p>
          But   we   were   at   a   dinner   party   the   day   I   got   back   from   Los   Angeles ,   after   I   flew   out ,   cemented   the   deal   with   Lotus   in   January   of   2002 .   And   I   overheard   my   wife   telling   the   other   wives   in   the   kitchen ,   while   the   guys   were   having   a   bourbon   or   a   scotch   or   whatever ,   and   I   heard   her   say ,   you   know ,   they   were   all   like ,   oh   my   God ,   Bobby   was   Hartman ,   you   know ,   and   he   was .   He   believed   it .   And   she   said   Bobby   finally   realized   that   he   couldn&#39;t   say   Hartman .   And   it&#39;s   a   big   deal ,   you   know ,   for   me .   So ,   yes ,   loyalty   is   really   difficult ,   but   I   do   think ,   once   you   do   that   and   you ,   you   know ,   I   started   in   with   Lotus .   It   was   hard   do   that .   And   I   started   in   with   Lotus .   It   was   hard .   No ,   men   were   spending   money ,   Our   portfolios   were   shattered .   It   was   rough   in   2002 .   But   my   wife   was   like ,   hey ,   you&#39;ve   got   two   kids   and   me ,   you   need   to   go   out   and   go   do   something .   And   that&#39;s   when   I   started   creating .   

      </p>

        <cite>Bobby Williams</cite>
      <time>32:35</time>
      <p>
          And   we   were   in   a   Starbucks   in   Kowloon   for   the   leather   fair   in   March   of   2002   when   I   sat   down   with   Stanley   Bauer ,   my   expert   at   Lotus ,   and   he   said   okay ,   what   do   you   want   to   do ?   You&#39;ve   been   with   the   company   two   months   I&#39;d   already   opened   up   Elpertil   and   Bentleys   and   Mori   Luggage   and   all   the   different   accounts   and   we   were   on   a   roll   sales-wise   right .   But   he   said ,   what   do   you   want   to   do   product-wise ?   And   I   said ,   well ,   number   one ,   it&#39;s   women&#39;s .   We   have   got   to   get   into   the   women&#39;s   business   because ,   even   though   most   men   aren&#39;t   spending   money ,   women   are   still   accessorizing ,   yes ,   or   buying   leather   goods .   They&#39;re   buying   handbags   and   they   will   help   us .   

      </p>

        <cite>Bobby Williams</cite>
      <time>33:19</time>
      <p>
          And   we   had   one   small   little   division   of   wallets   that   we   were   selling   in   Southern   California .   The   buyer   was   in   Northern   California .   We   had   a   great   rep ,   Diane ,   and   she   was   begging   for   help   and   I   said ,   okay ,   we&#39;re   going   to   go   after   women .   And   I   talked   them   into   it   and   we   launched .   And   within   eight   months ,   in   one   month   when   we   launched   our   new   line ,   we   booked   more   than   Lotus   did .   In   one   month   we   booked   more   than   they   did   in   the   18   months   previous .   It   was   on   fire .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>33:54</time>
      <p>
          I   mean ,   I   think   that   just   goes   to   show   that   you   have   a   gift   of   seeing   where   gaps   are   in   the   market   and   I&#39;m   so   grateful   of   your   perspective   and   your   optimism   and   recognizing   that .   You   know   and   I   hate   saying   this ,   but   listen   there   are   I&#39;m   Garmento   offspring .   There   are   so   many   bitter   people   within   the   handbag   industry .   There   are   so   many   angry   people .   Ah ,   the   business   is   shot .   The   business   is   shot .   Oh ,   it&#39;s   terrible .   What   are   you   doing ?   Oh ,   it&#39;s   all   going   to   off   price ,   off   price ,   off   price .   And   I   that   is   a   curse .   

      </p>

        <cite>Bobby Williams</cite>
      <time>34:29</time>
      <p>
          Yeah ,   that   is   a- .   Everybody&#39;s   just   gone   away   from   China   and   gone   to   India   and   they&#39;re   just   it&#39;s   like   the   lowest   common   denominator ,   you   know .   And   why   are   we   doing   that   when   there   are   other   options ?   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>34:44</time>
      <p>
          And .   

      </p>

        <cite>Bobby Williams</cite>
      <time>34:44</time>
      <p>
          I   think   that&#39;s   where   it&#39;s   really   so   exciting   now   in   my   career   to   be   working   with   American   factories   and   an   American   brand .   We   are   an   American   luxury   leather   brand   and   I   challenge   people   I&#39;ve   been   saying   this   ever   since   I   jumped   back   into   this   in   May   of   2023 .   Name   another   American   brand   that   makes   bags   and   leather   goods   in   the   United   States .   That&#39;s   a   luxury   brand .   

      </p>

        <cite>Bobby Williams</cite>
      <time>35:14</time>
      <p>
          A   lot   of   a   raw ,   handcrafted ,   cottage   industry   vibe   that   was   out   there   a   decade   ago .   It&#39;s   kind   of   softened   now .   Most   of   those   companies   don&#39;t   exist .   Some   of   them   do .   But   you   know ,   I   really   Gurkha   makes   an   exquisite   American   product .   That   is ,   you   know ,   literally ,   we&#39;re   not   Louis   Vuitton ,   we&#39;re   not   Hermes ,   we&#39;re   not ,   certainly   not   Gucci ,   and   you   know ,   literally ,   we&#39;re   not   Louis   Vuitton ,   we&#39;re   not   Hermes ,   we&#39;re   not ,   certainly   not   Gucci ,   and   you   know ,   and   more   fashion   driven ,   but   we&#39;re   Gurkha .   And   when   you   know   Gurkha ,   you   know   it ,   it&#39;s   undeniable ,   it&#39;s   got   a   look   to   it   and   that&#39;s   gets   me   fired   up .   That&#39;s   what   I&#39;m   excited   about ,   it&#39;s   so   fun .   And   we   just   went   to   a   trade   show   in   Chicago   and   we   tweaked   the   show   booth   signage   where   you   know   we   normally   have   Gurkha   on   it ,   and   our   designer   said ,   you   know ,   we   told   him   this   story   that   people   just   keep   stopping   and   they&#39;re   just   like   they   stopped   dead   in   their   tracks   and   like   Gurkha .   And   we&#39;re   like ,   yes ,   Gurkha .   So   we   put   yes   in   cursive   with   an   apostrophe   above   the   Gurkha   logo ,   just   for   the   trade   show   to   kind   of   have   fun   with   it .   And   they   all   stop   and   they&#39;re   like   they   get   it ,   they&#39;re   like ,   oh   my   gosh ,   gurkha .   And   it&#39;s   so   fun   because   Gurkha   literally   owned   the   men&#39;s   store   business   literally   owned   the   men&#39;s   store   business .   

      </p>

        <cite>Bobby Williams</cite>
      <time>36:37</time>
      <p>
          They   were   the   quintessential   bag ,   briefcase ,   weekender ,   duffel ,   shave ,   kit ,   wallet .   If   you   were   in   the   men&#39;s   industry   over   5,000   stores   nationwide   you   carried   a   Gurkha   bag   or   a   Hart   bag ,   but   primarily   men&#39;s   stores   carried   Gurkha   because   it   was   natty .   It   was   more   different ,   it   had   a   little   style   vibe   to   it .   It   wasn&#39;t   corporate ,   hartman   was   corporate .   So   if   you   worked   at   Hewlett   Packard   or   IBM   you   carried   a   Hartman ,   but   if   you   worked   at   Saks   and   Blowingdales   or   at   these   men&#39;s   stores   you   carried   Gurkha .   So   it   was   really   cool .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>37:17</time>
      <p>
          I   just   want   to   ask   you   one   last   question   In   terms   of   understanding   your   customer   right .   It&#39;s   a   cross   section ,   because   you   still   have   people   like   you   who   are   still   working ,   still   traveling ,   still   have   a   certain   socioeconomic   level ,   and   then   you   have ,   as   always ,   a   newer ,   younger   generation   that   you   want   them   to   be   early   adopters   and   carrying   a   brand .   What   are   you   doing ,   and   what   do   you   think   that   needs   to   be   done   for   brands   like   Gurkha   to   have   an   appeal   to   a   newer ,   younger   audience ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>37:51</time>
      <p>
          Yeah ,   you&#39;re   correct .   There&#39;s   a   country   club   set ,   which   I   call   it ,   which   is   that   leisure .   You   know   they   carry   Gurkha .   I   always   use   the   expression   that .   You   know   there&#39;s   a   four-door   sedan   made   by   Chevrolet   or   Ford   and   then   there&#39;s   a   four-door   sedan   made   by   Mercedes   or   BMW   or   Porsche ,   and   that&#39;s   the   difference   in   a   Gurkha   and   a ,   you   know ,   entry-level   commercial   product .   And   so   there&#39;s   definitely   difference   there .   And   I   see   that   executive   is   he&#39;s   a   working   or   she&#39;s   a   working   person .   They&#39;re   getting   on   flights   and   they&#39;re   moving ,   They&#39;ve   got   board   meetings ,   They&#39;ve   got   sales   meetings ,   investors   meetings ,   et   cetera ,   presentations ,   and   then   you   have   that   club   set ,   which   is   more   field   and   stream   club   in   those   levels ,   which   is   more   I&#39;m   not   working ,   my   money&#39;s   working   for   me   and   this   is   the   way   I&#39;m   going   to   travel
      </p>

      <h2 id="chapter_29157035">Expanding Gurkha&#39;s Brand and Reach</h2>


        <cite>Bobby Williams</cite>
      <time>38:49</time>
      <p>
          .   

      </p>

        <cite>Bobby Williams</cite>
      <time>38:49</time>
      <p>
          We   just   brainstormed   this   in   my   second   month   on   the   job .   How   do   we   go   out   and   get   new   customers ?   How   do   we   sell   sons ?   How   do   we   sell ,   you   know ,   the   next   generation ?   And   there&#39;s   the   traditionalist   that   it&#39;s   handed   down   right ,   meaning   the   brand   son   or   daughter .   This   is   a   brand   you   like   like .   My   sister   introduced   me   to   gurkha .   She   was   into   gurkha   in   college   because   her   sorority   sisters   were .   That   was   a   clicky   brand   to   them .   It   was   very   cool .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>39:22</time>
      <p>
          So   what   was   the   end   result ?   To   say   what   can   we   do   to   get   this ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>39:26</time>
      <p>
          So   in   our   community   we   have   Marley   Hodson ,   our   founder&#39;s   original   smooth   chestnut   leather   and   smooth   black   leather ,   which   is   a   saddle   tan   leather   that   Marley   started   with   and   over   time   I   want   to   say   probably   in   the   late   80s ,   mid   80s   he   discovered   a   vintage   tannage   that   was   even   cooler   and   it   has   dominated   Gurkha&#39;s   look   for   the   last   30   plus   years .   So   this   smooth   leather   has   remained   as   a .   You   know   it&#39;s   been   in   leather   goods ,   it&#39;s   been   in   some   of   our   gifts .   But   you   know   we   as   a   team ,   john ,   had   created   an   initial   capsule   of   product   that   was   smooth   leather   and   nylon ,   which   is   a   new   vibe ,   a   different   look ,   much   more   modern   than   the   twill ,   traditional   twill   that   Gurkha   still   uses   and   sells   today .   So   we&#39;ve   created   a   new   collection   that&#39;s   going   after   a   younger ,   not   just   young   in   age   chronologically   but   young   at   heart   and   mind ,   and   it&#39;s   much   more   of   a   metropolitan   look .   It&#39;s   a   monochromatic   black   on   black ,   chestnut   on   chestnut   look .   We&#39;re   using   the   same   Gurkha   hardware ,   the   same   Gurkha   leather ,   but   it&#39;s   in   that   smooth ,   matte   finish   and   that   LaMonta   Italian   nylon   just   gives   it   a   lighter   weight   and   a   much   more   updated   look   and   we   think   that&#39;s   our   ticket   to   getting   into   the   next   generation   of   vibe   not   just   age   but   a   vibe   Like   I   would   love   to   carry   that   line .   

      </p>

        <cite>Bobby Williams</cite>
      <time>41:03</time>
      <p>
          That&#39;s   a   line   that&#39;s   faster ,   quicker   than   the   traditional   Gurkha .   We   call   it   original   collection   and   I   love   the   new   line   and   we&#39;re   getting   really   good   responses   on   it .   So   we   think   it&#39;s   going   to   be .   You   know ,   we&#39;ll   eventually   grow   into   leather   goods   and   accessories ,   handbags ,   things   like   that .   So   I   think   that&#39;s   the   other   part   is   the   vibe   that   you   create   with   that   new   collection   but   then   doing   more   entry-level   price   points ,   meaning   wallets ,   journals ,   card   cases ,   travel   items ,   travel   kits .   That&#39;s   their   great   graduation   gifts ,   their   groomsman&#39;s   gifts ,   things   like   that .   That&#39;s   how   we   start   introducing   younger   men   and   women   into   our   product   and   our   brand   younger   men   and   women   into   our   product   and   our   brand .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>41:52</time>
      <p>
          Bobby ,   this   has   been   the   most   action-packed   men&#39;s   driven .   I&#39;m   so   very   grateful   for   your   time   and   your   knowledge   and   your   contribution   to   handbags ,   because   you   are   valued   and   cherished   within   the   industry   and   I   hope   you   absolutely   never   stop .   How   can   people   get   their   hands   on   a   Gurkha   bag ?   Follow   Gurkha .   What   can   they   do ?   

      </p>

        <cite>Bobby Williams</cite>
      <time>42:18</time>
      <p>
          Oh ,   absolutely   Well .   Gurkhacom   is   our   website   and   we&#39;re   also   at   Gurkha   on   Instagram ,   facebook .   We&#39;re   very   active   in   the   social   channels .   We   have   an   amazing   following .   I   mean   we   have   consumers   that   have   been .   You   know ,   I   did   a   series   of   trunk   shows   with   my   new   team   on   the   sales   side   and   we&#39;ve   been   doing   trunk   shows   at   Stanley   Korshak   at   Hinton   Hinton   in   Oxford ,   mississippi ,   lyle&#39;s   Clothing   in   Raleigh ,   north   Carolina ,   and   it&#39;s   just   amazing   Jay   Michaels   here   in   Nashville ,   and   I&#39;ve   had   at   all   four   different   trunk   shows   that   I   personally   attended .   I&#39;ve   had   customers   walk   in   with   their   40   plus   year   old   Gurkha   bags .   So   it&#39;s   really   incredible   to   think   of   what   those   bags   have   seen ,   you   know ,   over   40   years .   So   it&#39;s   a   fraternity   and   a   sorority .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>43:15</time>
      <p>
          That&#39;s   open   to   all .   

      </p>

        <cite>Bobby Williams</cite>
      <time>43:17</time>
      <p>
          Yeah ,   that&#39;s   open   to   all   and   you   know   we   appreciate   everybody&#39;s   look .   We&#39;re   expanding   I&#39;ll   also   say   not   just   domestically   and   better   specialty   stores ,   but   we   are   now   up   to   four   retail   partners   in   Japan .   So   we   launched ,   with   Tomorrowland&#39;s   new   concept   store ,   maison   Voyage ,   which   is   all   about   travel ,   the   house   of   travel .   We&#39;re   launching   this   spring   with   Beams   Plus ,   so   we&#39;re   very ,   very   excited   to   be   expanding   the   brand   internationally   as   well .   So   Amazing   Plenty   of   places   to   find   Gurga .   

      </p>

        <cite>Emily Blumenthal</cite>
      <time>43:51</time>
      <p>
          And   this   is   G-H-U-r-k-a   gerga   correct .   Wonderful ,   thank   you .   Thank   you   so   much ,   bobby ,   it&#39;s   been   a   pleasure   emily ,   thank   you   thanks   for   listening .   Don&#39;t   forget   to   rate   and   review ,   and   follow   us   on   every   single   platform   at   handbag   designer .   Thanks ,   thanks   so   much .   See   you   next   time .   

      </p>