# 002: Prototyping, Manufacturing & Selling a Men's Shirt Accessory

- Show: [Product Startup](https://hardwarepodcasts.com/podcast/product-startup)
- Published: 2016-03-09
- Length: 1h 08m
- Page: https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory
- Listen: https://theproductstartup.com/episode-2-david-frankel-with-perky-collar/

## Summary

David Frankel, founder of Perky, explains how he developed the Perky Collar, a collar support system for dress shirts, starting from a prototype made of his daughter's headbands. He details his decision to self-fund the $40,000 launch, secure a provisional patent, and manufacture the product in China to manage costs while maintaining 100% IP ownership. Frankel also describes his grassroots sales strategy using commission-based outside reps and his eventual entry into the Amazon Vendor Express program after initial rejection.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=0) Introduction: David Frankel and the Perky Collar
- [3:38](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=218) Ideation and Market Validation with Inventus
- [8:43](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=523) Patent Strategy and Prototyping Iterations
- [12:51](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=771) Manufacturing Decisions: China vs. USA
- [17:53](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=1073) Packaging Design and Retail Strategy
- [26:18](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=1578) Sales Rep Management and Commission Structure
- [35:37](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=2137) Amazon Vendor Express Journey
- [47:15](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=2835) Pricing Strategy and Value Proposition
- [59:45](https://hardwarepodcasts.com/podcast/product-startup/2016-03-09-002-prototyping-manufacturing-selling-a-mens-shirt-accessory#t=3585) Retail Expansion and Entrepreneurial Advice

## Topics

- [Prototyping & iteration](https://hardwarepodcasts.com/topic/prototyping)
- [Manufacturing partners & offshoring](https://hardwarepodcasts.com/topic/manufacturing-partners)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Crowdfunding & preorders](https://hardwarepodcasts.com/topic/crowdfunding)
- [Intellectual property](https://hardwarepodcasts.com/topic/intellectual-property)

## Most relevant to

early-stage companies

## Mentioned

- Perky Collar (product)
- Inventus (company)
- Amazon (company)
- J. Hilburn (company)
- Magic Trade Show (other)

## Related episodes from other shows

- [Episode 293: My pants are here!](https://hardwarepodcasts.com/podcast/making-it/2021-01-29-episode-293-my-pants-are-here) (Making It)
- [HIBT Lab! Universal Standard: Polina Veksler](https://hardwarepodcasts.com/podcast/how-i-built-this/2022-08-11-hibt-lab-universal-standard-polina-veksler) (How I Built This)
- [Questions on Outsourcing, Distribution Channels, and the Cost to Market](https://hardwarepodcasts.com/podcast/predictable-designs-podcast/2020-04-27-questions-on-outsourcing-distribution-channels-and-the-cost-to-market) (Predictable Designs Podcast)
- [Aviator Nation: Paige Mycoskie](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-01-01-aviator-nation-paige-mycoskie) (How I Built This)
- [Introducing: It's only a Prototype Podcast](https://hardwarepodcasts.com/podcast/its-only-a-prototype/2025-04-09-introducing-its-only-a-prototype-podcast) (It's Only a Prototype)

## Citing this page

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