 Welcome back to why in the morning, if it's Tuesday, you know how you do, it's entrepreneurship Tuesday. At Y244 channel, Zojka Fender, so close all our social media handles at Michelle Lashira and Zojka family. Across all my social, in this particular session, we dive into an interview that looks at the children fashion industry. And in studio, I am joined by Irene Adiambo and she is the founder of Timeless Kid Wear. Thank you very much, Irene for creating time to be with us today. Thanks for having me. You look fabulous. Thank you. All right, so they say that one of the best ways to make a child happy is just be good to them, make them feel good and one of the ways is actually dress them well. Yes, and it also helps build their confidence from an early age. Oh, I see. Yes. Irene, your background is in account, you're an accountant by profession. Exactly. And here you are, diving into entrepreneurship. So how did that happen? First, starting out right after clearing university, jobs were a bit hard to come by. I got to work in a few places but didn't get an opportunity to practice accounting. And in 2014, I had my daughter and fortunately or fortunately, I lost my job then when going for the maternity leave. So I went back home, started doing part-time jobs, mainly online jobs, online writing, and then I also did casual jobs like cooking chapattis to get a little income to feed the baby because unfortunately, the dad had abandoned us. So I was the one to take care of the baby and people used to notice how I dressed my daughter. So I would always get compliments, someone asked, where did you buy this? And I saw that as an opportunity. Why not start it as a business to make income and be able to provide for myself and the baby? So that's how Timeless Kids Wear was born. Fantastic. Yes. How were you able to raise capital? Because at this particular time, you have guys, friends who are asking you, where can I get an outfit like how you dress in your child? How did you raise the capital? I would like to say, unfortunately, to have a very supportive family. My parents came through after we were abandoned. So my parents took me in and my dad sponsored part of my, when I was going to start out afresh, he sponsored part of the cash I used. He gave me some rent money and I took part of that rent money, 2K, 2,000, because I deal in second-hand kids' outfits. So in second-hand, you don't have to have a lot of cash to start. So I just did 2,000, went to the market, bought a few outfits and that's how I started off. Alright. So what is your value proposition when you look at the space that you're into? Sorry? Your value proposition. What is your niche in this market space? Mostly, I would say, my best part of it is the new bonds, mainly I drive so much in the new bond sector, though we also sell for other ages like up to 13 years, sometimes even upon request, we'll do to 15 years, but mostly we thrive in new bond outfits. Okay. And when guys head on to your online space, which is timeless, kids will ride across all social media handles? Yes, on Instagram and Facebook. Okay. So how do you guys, where do you outsource your outfits from? Our outfits from Korogosha Market and from Gikomba Market. Oh, but they're good quality, are they? Exactly. Good quality. Yes. How about the prices? Our prices are quite affordable, our lowest is 50 shillings and the highest is 900 for the outfits and I also deal in kids' shoes. So for kids' shoes, the maximum price is 1500, yes. So for how long have you guys been running the business? We started in 2016 June, so by June this year we'll be turning five. Okay. For someone who is watching this and they're interested in getting in this special kind of a business, what would be your couple of tips on how to go about getting into the thrift market space? First tip is you'd rather start small. The best advice I would give someone is start small because when starting out, you're not so sure what your clients want. You could just buy a few outfits, figure out which one moves faster, then maybe when restocking the next time, you'll now do it in bulk. And the other thing I would also say is push or stop the mentality of let me try and see how it goes. Once you want to start, just give it your all. Do it fully, not doing it to try and see how it goes. You're doing this full time? Yes, that's my full time job. Oh, someone who is watching this and they're wondering, when you're doing for someone who's watching this and they're wondering, when it comes to, you know, the place where you outsource it, do you go and just like pick specific things for yourself or do they come as a bulk? For me, I've always been picking specific. Yeah, that works for me for the online market. Yes. All right. And what are the most important consideration when it comes to children's clothing? Number one is the kind of fabric. Children, mostly cotton is the most favorable fabric for children, especially babies, cotton is the best. I'm sorry. And also to add colors, the brighter the colors, the better. Oh, yes, that's so true. And I've actually seen that for a couple of my nieces. And like when you put a put on, when they put on brighter colors, if they are so jovial and exactly, I don't know, does it's like it excites them, it's excites them. Yeah, the colors excite them. Your background is in accounts, right? And I would like to find out from that particular point of view, when is the right time to seek out a loan when it comes to just injecting into the business, because most people don't really understand when is the right time to put in to go for a loan actually. And yeah, probably can tell us more about that. If one must go for a loan for the business, I would advise go for a loan to boost the business, not going for a loan to start a business. Because you see, with boosting, you already know how to go about it. Once you're going for that loan, you know where you're going to put it into use, where exactly. But for someone who's starting, it's a whole, you might be shocked. You might think maybe I'll take this loan and be able to clear by six months, but maybe probably by six months, you shall not even have break even, broken even. So you might not be in a position to repay the loan in good time. The interest will accrue, will end up in even more and more debts, and you'll be unable to clear to pay for the loan. And you might also be unable to continue funding your business. I want to take you back. When starting the business back five years ago, almost five years ago. What a couple of mistakes that she did in this particular space. Because I'm sure even though you have a background in your in accounts, this is a new space you're getting into. And I would just find out, I would like to find out a couple of mistakes that you, the pitfalls that you go into for the sake of our viewers who want to get into the same space. There was a time I overstocked. You see, you go to the market, everything is just too cute. You overstock. You're overstocking, not considering what the clients want, not what you want, or rather not what you like. That was one of the mistakes I made in starting out, I would overstock. But nowadays, I introduce packages with packages, a client orders, and they give me the specific order of the outfits they want. So it's easier when I go to the market. I know once I pick this pair of jeans, I'll take it to Michelle. This other dress, I'll take it to so and so. So chances of overstocking are quite minimal. So it helps you move the stock quite fast and gives you, there's no room for lots of dead stock. So it also saves you cash. A lot of businesses actually had to go back to the drawing board, just restrategize the whole thing, especially due to COVID-19. How was 2020 for you as a company? 2020, we were also affected because if you can recall, at some point, there was a ban on importation of second-hand outfits. So it also affected us badly because on the other end, it led to the rising, the cost of the bills. So even outfits, we had to increase the prices. And we got affected since some of our clients had lost their jobs. So with the increased prices, the sales were a bit high. Low, because clients lost their jobs. And now here is a case where by the outfits, the bills have increased in prices. A difference of even 10,000 Kenyan shillings. So at the end of the day, you have to increase the price to so as to make some profit. So that you can cover it all. But thank God that things are slowly looking good right now. And what does it take to actually build a cloth, a children's clothing sort of kind of a brand? What does it take? We'll say number one, honesty. Especially for someone dealing in online. I'm talking mainly because of I'm in online business here. Honesty. And it also takes a lot of sacrifice. Oh, yeah. Yes. Because if you don't deliver, when you say you'll deliver credibility, that's the issue. That's the issue. A client gives an order from Malindi, maybe you don't deliver. Or here is a case whereby they are specific about the fabric because of the weather in that place, they want pure cotton material. And then you don't you're not open with them on the type of fabric. You see, once they get the outfit chances of them coming back for more are quite low because you are not honest enough. So I've done my best to be as transparent as possible. I just tell the client outright that this is cotton or this is not pure cotton. So it's upon the client to decide. And also you sacrifice because at the market to spend hours, since I don't buy the best I select at the market to spend hours selecting the best outfits, preparing for the packages. Also, you have to give it your best shot because for a newborn, for instance, for a newborn package, newborns are sensitive. So the mom wants the best for the baby. Yes. So you must get something that is as good as new. Yes. And it's actually from that you get referrals in a good quality, good service. So speaking about referrals and everything, what is your marketing strategy when it comes to this particular business that that is? Number one, I use kid models. Yes. You see, when someone sees an outfit on a kid, one of my outfits on a kid before they even buy, they have an idea of how cute the outfits are. And number two, I decided to offer convenience by doing the packages. So with the packages, once you order, you get everything all at once. You don't have to keep coming back and checking. OK, this time I buy jeans, next time I buy this. OK, couple of financial lessons that you have learned along the way. Number one, I learned you count the cash once you have it. With online, you only count it as sale has been made once you have the cash at hand because there are also as much as people complain of con buyers, con sellers. There are also con buyers out there. And number two, I've learned that it's good to save the little you make. Yes, for the rainy days, because like a case where we had Corona that time, when there were no bills completely, yeah, savings could savings came through. Yeah. And speaking about con, we call them con buyers. Yeah, there are people who have been saying online sellers are scammers. Yeah, they're not legit. Which is true, there are some who do that. So how do you deal with how do you curb the situation whereby when you're doing deliveries? So how do you curb that? Because you guys deliver a countrywide. So what is up to the to the point whereby you ensure this is a legit client? Since we are based in Nairobi, for any client outside Nairobi, you have to send cash full amount first plus for the parcel fee before we send out your outfit. And for a client in Nairobi, you pay cash on delivery. And if you want to reserve an outfit, you're also paying full to reserve an outfit. Oh, yes. Then trust is a real big thing here. Yeah, it's a really big thing. Because if you're not careful, you might end up, you lose the cash and also lose the clothes. So it's a double loss. OK. Yes. So how big is the children's clothing market? I would say quite, quite big. In fact, like my case, I've been there for four years plus, but I'm not able to cover everything or rather cover everyone. Yes, because number one, the kids outgrow their outfits quite fast. That's very true. Yes. They grow quite very fast. Yeah. All right. So let's look at a couple of challenges that you're facing in the business. The challenges number one is getting a first class first time client. Though nowadays, at least that one is it gets better with time. The more you are in the industry, the more people find you to be legit. Yes, getting someone to trust you for the first time, someone to send you cash for an outfit they've not seen. Yeah. And how do you build the aspect of credibility in your clients? Good. For me, I tell you outright, the fittings and everything. And then I also let you know about the fabric, the color. You know, at times the camera can distort the color of the outfit. So a client may not be sure. And I also allow room for exchange. Just in case we deliver an outfit, it doesn't fit your baby. As long as you inform us within 24 hours and it's not washed, we allow room for exchange. So that one also makes the client comfortable to come back for more because they know in case of anything or in case they don't find the outfit appealing to them as far as maybe the prints. They can always return even for those outside Nairobi. OK, yes, enough, enough. So let's look at the future. What is the vision like down? I don't want to give you a time frame. What's the future like looking for the, you know, timeless kids? In future, I would like to have like kids store at a kid's supermarket that mainly stocks the thrifted outfits in the major towns. Because at times online, we've experienced we've had a good time or rather we've had we've had some lessons along the way we've had. We created lots of customers. We have had lots of followers online, but also we love to have a physical shop or rather a major physical in major towns whereby someone can just work in at any time by the outfit immediately and go with it home immediately. So we're looking at opening stores. And I feel like that is so much possible. Yes, but still continue doing it online. Yes, for those who can't make it to the store. That's what I believe it's actually it can be done. Yes, can be done. So what would be your advice for people who are keen into getting into business? Number one, patience, business. You don't open a business today and become a millionaire by tomorrow evening. Patience is key because you find different types of clients. So you have to deal with them. You have to find a way to deal with them to tolerate some of them. Patience is all you need. And number two, also consistency, because consistency I would say is what has mainly kept me in business. I keep updating my stock or rather I keep I've always been restocking, posting new outfits every week. So with consistency, at least it builds the confidence of the clients that you are there in business to stay. Not someone will see you online today. And then after two weeks, you've disappeared again. You are so consistency, patience and working smart. And most importantly, God prayers. Yeah, as you always say, so do you work alone or do you have a team? I have a team. Yes, I have. I have a team of three. One of them is my dad. And then to support all the way. Yes, he helps with the deliveries. And then to two to two riders who help with the deliveries. Yes. Nice. So for someone who is watching us and they've been following up with this conversation and they would like to be part in this business, they might just want to ask a few questions to you, Irene. So how can they find you across all the social media handles? Even potential clients. On Facebook, we are Timeless Kidswear. On Instagram, it's at Timeless Kidswear. There, you'll find all our contacts and I'll be ready to answer. Oh, I thank you very much for creating time to be with us and speaking about, you know, the children's fashion, you understand what it's all about. And the market that that is there for young people to actually get into. Thank you for having me, too. And looking forward to many more. Absolutely. I'm looking forward to that supermarket, though. Yes. So that is Irene Aviamboshi is the founder of Timeless Kidswear. We were talking about the children's fashion industry and the market gap that is there that you as a young person can tap into and make good money in it. So I'd like to offer channels so you can find us across all our social media handles at Michelleashira, so you can find me across all my socials. So make sure you don't touch that dollar. Be right back with so much more online in the morning.