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Clean Break

A trade show spurred their soapy sales.

By April Y. Pennington

Opinions expressed by Entrepreneur contributors are their own.

Sometimes opportunity knocks; other times it slips in the backdoor. When Faith and Scott Freeman, both 44, got the opportunity toexhibit their Primal Elements soaps at the New York InternationalGift Fair in 1996, they jumped at the chance. They wondered whatkind of crowd they'd draw beyond their beach-side store in LongBeach, California's Belmont Shore neighborhood.

A vendor offered Scott a booth at the fair, letting the Freemansskip the fair's long waiting list. Back then, thehusband-and-wife team made their soaps in the kitchen ofFaith's mother's house. "We scraped everythingtogether [for] this show," Faith says. The response? "Itwas phenomenal. We were backing people up in the aisles, just tostop and smell the soap."

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