ENTREPRENEUR OF THE YEAR: Katherine and Wayne Kleski, Take it to the people

In 1994, Katherine and Wayne Kleski only needed $3,000 and their living room to start a business that now boasts $8.1 million in annual sales.

Of the four employees with whom the husband and wife team began the business, three were family members. This year, Katherine's Collection at Silver

drastically different - the Kleskis employ 55 people and recently outgrew their facility in Twinsburg. The duo has a history of consistent growth, which seems likely to continue.

Wayne Kleski worked in the gift industry for 25 years before going into business with his wife. He creates original designs that Katherine sells through gift trade shows. Their line of dolls, decorative eggs, ornaments and other collectibles is recognized by agents for niche catalog companies and esteemed department stores.

"It can be grueling," Katherine Kleski says of the trade-show circuit. 'Well ship 8,000 to 10,000 pounds of product to a show."

After 30 hours of booth set-up, trade shows usually last four days. Kleski and her crew then clean and pack up the supplies and ship them on to the next show Despite the long hours, Kleski says the trade shows are important to customers because it is their only chance to buy Wayne's exclusive designs.

"We're usually the last ones out of the show," says Kleski. "Our booths are crowded because participants know we don't produce a catalog or have salespeople calling them. it creates an excitement - people know they can't buy our products later."

One reason behind the Kleskis' success is that they sell to retailers, not wholesalers. In effect, they have nearly 12,000 customers instead of 30, which allows them to control which stores sell their items.

"Too many people in the industry try to sell the same product to the mass merchants, the discount store and the regular gift store," says Wayne Kleski.

Their direct method seems to be working. The Kleskis plan to move into their new expanded location in Cuyahoga Falls in September

How to reach: Katherine's Collection, (330) 963-7788