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The most competitives markets on earth? >> and then i think also the black with the gray. >> what do they understand about american retail that even many of us who live and work here don't know. keith says much of it boils down to three key decision points. >> first point is the product itself. does the product draw me into the booth with its visual attributes, with some sense of quality, with some sense of originality, with some sense of freshness? >> the first thing many of these regional entrepreneurs understand is the importance of researching the american market. >> what have people done ...

To ask questions, and be humble, because criticism is always constructive. >> karen says there's something else you can learn from the buyers. the buyers who don't stop at your booth. >> look at your customer list. what kind of customers are you attracting. is that the kind of customer you want to have? if not, how do you need to adapt your product collection to sell more to that customer that's coming into your booth. >> while you must have a great product, a great product alone isn't enough to seal the deal. according to keith and karen, if the price isn't right, the product won't sell. >> i...

Beautiful product at the right price, mind you, but it's the third component in selling. somebody who can incorporate that into how they sell their product are the ones that are really setting themselves apart. >> while a good story won't sell a weak product, these regional entrepreneurs are learning that an engaging story can turn an eye-catching product at a fair price into a love affair. but wait, there's one more thing. even an irresistible product at a great price with a wonderful story still won't sell, according to karen and keith, without a solid answer to one last buyer question. >> w...

Consulting and a 20-year plus veteran of the home industry. >> so tell me, what's doing well? >> the sleeping animals have been very popular. >> this week, she's at the new york now gift trade show, advising these entrepreneurs from these distant outposts. >> this is a really international and intensely competitive environment. >> keith wrecker is founded iffer and editor of new york-based "hand-eye" magazine. he's also a well known agent in the home furnishings industry. keith knows many of the hundreds of buyers prowling through here from places like crate and barrel, bloomingdale's and targ...