At
sister
distribution
brands
Nalpac
and
Entrenue,
one
woman
is
in
charge
of
leading
customers
in
the
right
direction:
Director
of
Sales
Kelsey
Harris.
Since
Michigan-based
Nalpac
took
the
reins
of
Arizona’s
Entrenue,
Harris
has
led
both
sales
teams
from
her
home
base
in
Oakland
County,
Michigan.
Perhaps
now
more
than
ever,
distributors
provide
an
invaluable
lifeline
to
manufacturers
and
retailers.
As
the
pleasure
space
grapples
with
new
business
costs
and
financially
cautious
consumers,
knowledgeable
distribution
associates
help
their
client
partners
navigate
an
unfamiliar
landscape.
We’re
seeing
an
exciting
wave
of
innovation
by
women
for
women,
and
it’s
pushing
the
industry
forward
in
fresh,
meaningful
ways.
In
her
management
role,
Harris
is
the
link
between
pleasure
product
creators
and
adult
stores,
creating
an
easy,
enjoyable
experience
for
product
providers
and
vendors,
no
matter
the
state
of
the
market.
At
her
core,
Harris
is
a
true
businesswoman.
Her
brain
has
a
knack
for
numbers,
and
when
she’s
not
crunching
trend
figures,
she’s
putting
her
authentic,
“people
person”
attitude
into
play
with
clients
and
colleagues.
Though
a
love
of
data
got
her
into
the
game
of
sales,
the
folks
she
encounters
at
trade
shows
and
store
visits
keep
her
feet
firmly
planted
in
the
adult
sector.
This
month’s
Women
in
Adult
profile
highlights
Kelsey
Harris
for
her
drive,
dedication
and
endless
passion
for
the
pleasure
industry
and
the
people
who
make
it
work.
XBIZ:
How
did
you
initially
enter
the
pleasure
space?
What
drew
you
here?
Harris:
Like
so
many
in
our
industry,
I
found
my
way
here
by
chance.
In
2019,
my
family
made
the
move
from
Ventura
County,
California,
to
Oakland
County,
Michigan.
While
job
hunting,
I
came
across
a
posting
for
Nalpac,
and
my
curiosity
was
piqued.
During
my
interview,
I
met
Steve
and
Andy
Craig,
and
after
hearing
their
vision
for
the
company,
I
was
completely
sold.
Their
passion
and
forward-thinking
approach
made
it
clear
that
Nalpac
was
the
perfect
place
for
me
to
grow.
XBIZ:
What
was
your
transition
into
the
industry
like,
and
how
have
you
navigated
the
changes
since
then?
Harris:
Nalpac
was
my
introduction
to
the
industry,
but
I
wasn’t
new
to
sales
and
distribution.
My
background
was
primarily
in
managing
distribution
sales
teams
in
the
textile
industry,
as
well
as
toys
and
collectibles,
so
I
often
joke
that
I
went
from
selling
kids’
toys
to
adult
toys!
Starting
at
Nalpac
in
2019,
I
had
no
idea
I
was
stepping
into
one
of
the
most
unpredictable
periods
in
modern
business.
When
the
world
shut
down
in
2020,
I
got
to
witness
firsthand
how
resilient
and
tightly
knit
this
industry
truly
is.
It
was
incredible
to
see
businesses
supporting
one
another,
not
just
professionally
but
personally.
Those
moments
reinforced
my
appreciation
for
the
people
in
this
space.
They’re
genuine,
passionate
and
always
looking
out
for
each
other.
Nalpac
has
been
around
since
1971,
and
I
feel
incredibly
fortunate
to
be
part
of
its
renaissance.
We’ve
undergone
exciting
changes
in
the
past
few
years,
including
the
acquisition
of
Entrenue.
When
our
Entrenue
team
joined
us,
it
felt
like
a
family
coming
together,
and
I
couldn’t
be
happier
to
have
them
as
part
of
our
journey.
XBIZ:
Can
you
share
a
bit
about
a
typical
day
in
the
life
of
a
sales
director?
Harris:
As
the
director
of
sales
for
both
Nalpac
and
Entrenue,
I
oversee
our
sales
team
and
ensure
we’re
providing
the
best
possible
experience
for
our
customers.
My
role
revolves
around
building
strong
relationships
—
not
just
within
our
team,
but
also
with
our
customers
and
manufacturing
partners.
I
make
it
a
priority
to
spend
as
much
time
as
possible
with
our
customers.
Understanding
their
challenges
and
needs
firsthand
helps
us
create
solutions
that
make
a
real
impact.
I
also
travel
frequently
to
visit
stores
because
there’s
nothing
quite
like
walking
the
floor
and
seeing
things
from
the
retailer’s
perspective.
XBIZ:
What
do
you
find
the
most
fun
about
your
job?
Harris:
Without
a
doubt,
the
people!
The
adult
industry
is
a
fascinating
mix
of
personalities,
and
while
it’s
a
global
market,
it
often
feels
like
a
close-knit
community.
I
love
the
energy
at
trade
shows,
where
we
get
to
connect,
collaborate
and
celebrate
the
work
we
do.
The
relationships
I’ve
built
in
this
industry
are
truly
special,
and
that’s
what
makes
this
job
so
fulfilling.
XBIZ:
Out
of
all
the
industry
sectors
you
could
have
chosen,
why
do
you
enjoy
working
in
distribution?
Harris:
I’ve
always
had
an
analytical
mindset,
and
distribution
is
all
about
data
and
problem-solving.
My
team
takes
a
solutions-based
approach
to
sales.
We
don’t
just
push
products;
we
work
with
customers
to
understand
their
challenges,
whether
it’s
inventory
availability,
ordering
processes
or
staff
training.
Then
we
tailor
solutions
to
help
their
businesses
thrive.
I
was
the
annoying
kid
in
math
class
who
loved
word
problems,
and
now
I
get
to
solve
new
ones
every
day.
XBIZ:
How
can
women
use
their
unique
perspective
to
influence
the
future
of
this
industry?
Harris:
Women
have
an
innate
understanding
of
what
drives
female
consumers.
In
the
U.S.,
women
influence
70-80%
of
purchasing
decisions,
according
to
Capital
One
Shopping
Research,
and
65%
still
prefer
shopping
in-store
over
online.
That’s
a
huge
opportunity!
We’re
seeing
an
exciting
wave
of
innovation
by
women
for
women,
and
it’s
pushing
the
industry
forward
in
fresh,
meaningful
ways.
The
more
women
step
into
leadership
roles
and
product
development,
the
more
we’ll
see
products
and
experiences
that
truly
resonate
with
female
consumers.
XBIZ:
Amid
all
the
current
political
craziness,
how
do
you
hope
to
create
a
superior
experience
for
your
clients
this
year
as
they
navigate
the
business
world?
Harris:
Our
approach
remains
the
same:
transparency,
integrity
and
unwavering
support
for
our
customers.
That’s
what
has
always
set
us
apart
and
will
continue
to
guide
us
through
whatever
changes
come
our
way.
No
matter
what
happens
politically
or
economically,
our
customers
can
count
on
us
to
navigate
challenges
together.
Whether
it’s
adapting
to
local
regulations
or
addressing
national
industry
shifts,
we’ll
be
right
there,
working
alongside
them
to
find
solutions.
Each
month,
XBIZ
spotlights
the
career
accomplishments
and
outstanding
contributions
of
Women
in
Adult.
WIA
profiles
offer
an
intimate
look
at
the
professional
lives
of
the
industry’s
most
influential
businesswomen.