opinion

Quantity vs. Quality

A major part of being a buyer in our industry is about keeping up on new product trends and new releases, as well as understanding the ins/outs of what each company has to offer. To do this we receive email blasts, product samples pour off our desks and we diligently leaf through industry magazines.

But the best way to really understand this industry and our place in it is to attend trade shows. It’s here that the best business is done – products are presented to you by the people who (in theory) know the most about them, you see everything that is being released and can therefore discern which products will work the best for your company and, most importantly, you get to take the time to meet with the people behind the products.

When I first began buying about 6 years ago there were four major U.S. shows each year… 2-3 of which we attended regularly. Over the past couple of years that 2-3 has grown to be about 9-10… all competing for manufacturers to attend and all trying to draw in buyers.

Honestly… it’s too many.

And yet, when another show is announced I am drawn to attend because maybe it will offer something different, maybe I will see something special and maybe the conversations I have there will make up for the travel, the time away from the office and the expense of just too many trade shows. I do this with the hope that next year (crossing my fingers) it will be better. Maybe shows will merge, maybe some will throw in the towel, and maybe (just maybe) people will realize it’s about quality over quantity.

With all that in mind I recently headed south to the recent XBIZ show not really knowing what to expect, a little cynical having just attended two rapid-fire trade shows and it being the weekend before Valentine’s Day. I didn’t have high expectations and truth be told I came away with something I didn’t quite expect.

The show was set up a little differently than most shows – there were seminars in the beginning of the day, exhibitions (show floor and suite-style) in the afternoon and events in the evening.

The exhibitions varied from well established companies (DVD and pleasure products), companies new to trade shows as well as service-oriented booths. But this is not where this show excelled. The exhibitors were great – it was just that I’d seen most of them once (if not twice) the month before, they didn’t have new products and we didn’t really have new business to talk about.

But the seminars… this is where the XBIZ Retail Expo excelled. I’ve attended panels and I’ve been on panels… and in general I appreciate what other people in this industry have to offer – the insight, history, suggestions etc… But these seminars were different. What stood out were people talking about the issues that affect our industry – politics, free speech, sex-negativity, fear, stigma, bigotry. These are issues that are discussed here and there – articles written and perhaps read. But listening to Larry Flynt talk… hear him say “apathy is the biggest enemy that Democracy has… the biggest enemy that business has” or quote Janis Joplin “Freedom’s just another word for nothing left to lose”. Just his being there was inspiring. And I was… I was inspired. Not inspired like “Yes! I have to add that vibe to our line” but on a deeper level… regarding the issues that affect our industry at large.

Then attending the Retail Law panel I saw this whole other side of our industry – people who look at everything through a legal lens and work behind the scenes to make sure we can do the business we do.

Not to gloss over the many differences in our industry and in our business styles, missions, values, practices… but leaving this show I had more of an understanding of the issues that bind us together rather than separate us. And that, to me, made this show worth attending. Because it’s not the new products or the business (and many times personal) conversations that make this industry what it is. That’s an important part of it. But another part is the history – those that have sacrificed their freedom and happiness to pave the way for us to have the rights we do. We are no different from other persecuted entities… we have rights because others fought for it. We can open stores and sell certain items because somebody paid a due. And I left the XBIZ Retail Expo feeling grateful that I got the chance to hear these people talk and listen to their stories.

As for the way-too-many shows? My hope, as a buyer, is that in 2011 some will merge, maybe some will throw in the towel, and maybe (just maybe) people will realize it’s about quality over quantity.

Copyright © 2025 Adnet Media. All Rights Reserved. XBIZ is a trademark of Adnet Media.
Reproduction in whole or in part in any form or medium without express written permission is prohibited.

More Articles

opinion

Rebranding Sexual Wellness Through a Self-Care Approach

As most of us in the industry already know, sexual wellness remains the black sheep of self-care. Discussions about wellness glorify meditation apps, skincare routines and workout regimens — but mention masturbation or using a sex toy, and most people shy away from the topic.

Hail Groo ·
opinion

Why Sex Toy Innovation Isn't What Shoppers Want Right Now

During my first year in the industry, the luxury vibrator on shelves was LELO’s Gigi, priced at $109. It was made with high-quality silicone, boasted an ergonomic design, a travel lock and a warranty. Soon after, Je Joue released its first product, SaSi, which employed “rolling ball” movements to simulate oral sex.

Sarah Tomchesson ·
opinion

How Adult Retailers Can Enhance Sales With Supplements

The supplement industry is big business. In 2024, Future Market Insights estimated it to be valued at $74.3 billion, and other market research firms anticipate that number will grow to upwards of $170 billion in just 10 years.

Rick Magana ·
opinion

Why It's Time the Pleasure Industry Got Serious About IPX Waterproof Ratings

As someone who regularly communicates with manufacturers, retailers and consumers, I’ve seen how this ambiguity can do a disservice to both the customers who use these products and the businesses that sell them.

Alicia Sinclair Rosen ·
opinion

Tips for Sexual Wellness Brands to Win Over Gen Z This Summer

As summer rolls around, the excitement in the air is palpable, especially for one particular demographic: Gen Z. College and university classes are over, vacations are booked and it’s time to let loose.

Naima Karp ·
opinion

Celebrating the LGBTQ+ Community With Inclusive Packaging Design

Pride Month is a time of visibility, joy and self-expression. In the pleasure industry, projecting that energy can start with something as simple as a box. Market research shows that 72% of U.S. consumers say product packaging influences their purchasing decisions.

Matthew Spindler ·
profile

WIA Profile: Pettus Ashley

Pettus Ashley brings her A game to the world of authentic adult branding, flitting between airports as the American face of U.K. brand Bathmate. As a company brand ambassador, Ashley personifies Bathmate’s dedication to the retail world, showering staff with equal amounts of appreciation and sales education.

Women In Adult ·
profile

Good Relations Fosters Sex Wellness, Positivity for 40+ Years

Melinda Myers, the founder and owner of Good Relations in Eureka, California, was still in college when she got invited to attend her first pleasure products home party.

Quinton Bellamie ·
opinion

Why It's Time for Pleasure Brands to Stop Ignoring B2C Marketing

For many B2B adult brands, marketing to consumers feels like a waste of time. I’ve heard it so many times: “We sell to retailers, not consumers. Why should we invest in B2C marketing?”

Hail Groo ·
opinion

The Midlife Movement Is Exploding; Is the Pleasure Industry Ready?

In marketing, there tends to be an emphasis on the younger generation — the trendsetters. The assumption is that appealing to the younger market has a halo effect on older consumers, who look to younger folks for what is on trend.

Sarah Tomchesson ·
Show More