Wia Profile Kelsey Harris

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 both 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 tricky 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.