Tumi’s Nancy Paige: Merchandising Strategist, Product Lover, and Passionately Optimistic

Nancy Paige is an expert on the finer points of retail and the product needs of professional women, and so, naturally, of course, she’s a die-hard fan of Sex And The City!   Nancy is the Director of Merchandising at Tumi, the luxe-meets-long-wearing luggage company, and co-founder of ja-vie flats, a shoe company that offers dainty, fashionable, and deliciously comfortable slip-on shoes, with a motto of “better than barefoot.”

During eight years in her previous position, as Director of Merchandising at Coach, she tripled sales of outlet stores to over $2 billion.  Nancy is fervent about delivering chic, nifty, and functional products to the modern professionally-focused woman – with a mission to wow that customer segment with an exceptional online experience and provide a compelling reason to visit brick-and-mortar stores.

Nancy flexed her entrepreneurial spirit, after leaving Coach, by co-founding ja-vie flats with a group of former colleagues to address the dearth of easygoing, stylish flats for woman (something this stiletto-loving, subway-taking New Yorker can immediately fathom!).  For Nancy, fashion should ideally reflect less about ephemeral trendiness and instead offer sophisticated, smart products that offer form and function, and are tailored to the busy, modern woman’s lifestyle.

Her measure of whether a product has been successful is charmingly simple: it’s when sees people carrying a Tumi product or wearing a ja-vie flat and telling her how much they love them!  Not surprisingly, when you meet Nancy, her natural curiosity about what you are wearing and carrying comes out. She wants to learn more about where you choose to shop and what you decide to buy. Basically, if you’re not wearing one of her products, she wants to know how to convert you!

Who are your heroes?
They are intelligent, stylish women who actively support other professional woman and empower the next generation of girls.

Three women who have personally inspired me and impacted my life positively: Heidi Messer of Collectivei, [a company that provides analytics and business intelligence for sales, marketing, and customer support]; Sara Holoubek of Luminary Labs, [an all-inclusive consulting organization that helps to transform other companies’ business models and goals]; and you Kelly Hoey, of course!

I met Heidi Messer at #CuriousChats Founders Breakfast. Heidi was the keynote interview and dispensed great words of wisdom in her talk; so after the breakfast, I worked up the courage to approach her to test-wear my ja-vie flats.  She did one better, allowing me to introduce the flats to a group of CEO-level woman and get their feedback at Heidi’s Women’s Entrepreneur Poker Night,  a networking event she created,  with proceeds supporting groups that empower girls (in this case, the United Nations’ Girl Up organization).

I also met Sara Houloubek, a co-sponsor of the event.  She is the CEO of Luminary Labs and the chairwoman of Step Up, another organization that supports young women. These people are my heroes because they are changing lives and trailblazing a path to make a difference, and utilizing their vast network of contacts to create opportunities for other females.

What is your current challenge? 
Generating brand awareness for stylish and functional products.  For ja-vie flats, it’s getting the word out that women can have smart, elegant and comfortable shoes!  For Tumi, it’s converting more professional woman to our products– for both travel and the daily workhorse bag.  For the first time in my life, I am now carrying a laptop daily;  I own over 100 bags, and the laptop won’t fit in most of them or the straps dig in or are non-adjustable. [See below for Nancy’s take on Tumi’s best solution to this issue.]

Regarding a personal challenge, it is technology/social media, and understanding how to use it appropriately.  I am embarrassed to admit that I have always been a late adopter.

Your greatest achievement? 
Following my passion and focusing on happiness

What is your motto?
“It’s tempting to wish for the perfect boss, the perfect parent, or the perfect outfit. But maybe the best any of us can do is not to quit, play the hand we’ve been dealt, and accessorize what we’ve got.”  (Carrie from Sex and the City)

Why are you an entrepreneur? 
I’m passionate about delivering stylish and functional products, and creating a ‘wow’ experience for women.  I love accessorizing the world and creating happiness one product at a time! 

What problem would you like solved? 
Fashion faux pas  – white sneakers with business suits or traditional “comfort” granny shoes.  All women should be in ja-vie flats!

Biggest regret? 
Wasting time and energy on negative people and egomaniacs.

Which talent would you like to have? 
The creativity of Kim Cullen Black, Creative Director of ja-vie.  Kim is former VP of Design at Coach, and built the outlet design team over the past decade.  She intuitively knows how to design for the modern woman and is always full of innovative ideas.

Best slap on the back you’ve ever received? 
Being told by a newly arrived manager that I was no longer part of the company’s future in an upcoming restructuring.  In hindsight, she was just a messenger providing a preview of what’s to come, and after I got over the initial shock, I felt relieved and knew it was time to move on.

Advice you wish you’d had (or had followed)? 
I believe in buying stylish, quality products that are well designed and remain classic, year-round.  All pieces of your wardrobe, both clothing and accessories, should makes you happy and confident every time you put them on.  It not about the initial price tag – but the ‘cost per wear’ – a $100 dress that you would only wear once, versus a $400 dress that you would wear over 10x.

Your pitch in 140 characters? 
“Aim for sophisticated and smart in all aspect of your life and the products you buy. Seek out new perspective and ideas, but always trust yourself.”

The Twitter follower you can’t live without?
Twitter newbie here….still learning how to tweet!

Your nails on a chalkboard moment? 
Being laid off, which turned out to be the best thing for me.

The job you’d actually love?
My current job: when I was in banking, I dreamed that one day I would be in merchandising!

Biggest misconception about being an entrepreneur? 
That you work less hours…it’s actually quite the opposite!  You are always thinking about how to get ahead; however, when you’re passionate about the business/product/customer – it’s feels like play.  [Author’s note – Nancy and I both love the Richard Branson quote “There is no separation between work and play, it is all living”] 

Inc. or Rolling Stone or…..? Which magazine cover? 
Vogue.

What are you reading? 
Lloyd Boston’s Book of Style  and every single thriller by James Rollins and Tess Gerritsen.

What book is your must read? 
The Power of Full Engagement – which teaches you how to manage your energy,  not your time.

If I wanted to do what you’re doing…what’s your advice? 
Demonstrate your curiosity and passion for retail. Love the product, the people that you work with, and your customers; it takes an army to put together a ‘wow’ retail experience.

What conference would you like to keynote? 
A Professional Woman’s Conference.  I’m still trying to figure out what those are!

Short cut, long route, road less travelled? What’s your roadmap? 
Go with the flow and trust your gut to do what’s right for you. When I was laid off last August – along with 200 people/11% of the company’s workforce, I knew that I wanted to take a year off. A time to renew and recharge, which includes spending time with friends/family and learning about things I have always been curious about (e.g. start-up, technology, venture capital). I would have never imagined that 10 months later – I would have launched ja-vie flats with my former co-workers at Coach and started a dream job at Tumi.

One place in time you’d like to visit?
My hometown of New York City 500 years from now – I wonder what the city would look like and what people would be wearing.

One last thing (what’s the question I should be asking you)? 
My favorite things!

• • • Favorite Designer – Catherine Malandrino
    • Tumi’s Sinclair Commuter Brief in Earl Grey– The perfect laptop bag:  stylish, chic and super-functional, with lots of pockets and an adjustable long strap. The grey-coated canvas and mahogany leather straps add rich texture.
    • Ja-vie flats in shimmering gold – a great neutral that goes with everything!
    • Philips Airfryer: Make perfect french fries and chicken nuggets…without the oil!  It “fries” in hot air, and tastes yummy!
    • Vitamix — I make green smoothies to wash down the fries…..it’s all about the balance!