In today’s episode, we speak with Winnie Lu, Co-Founder of Fly Tot, known for its pioneering travel products. Drawing from her own long-haul flights between Asia and California, Lu shares how she identified a gap in the airline industry and validated a widespread need from fellow parents for comfort devices. She reflects on building the product organically and iterating the initial business model for greater ease and a less cumbersome travel experience. Lu talks about the challenges of integrating her product globally into a restrictive airline industry while simultaneously leveraging the rise of social media campaigns at the time to market her product. With a long-standing interest in language and culture, Lu reflects how this deep passion became a natural gateway to international business and the traveling sector. She also discusses the important pursuit of obtaining a patent; despite the difficulty of fully preventing knockoffs (through a legal path), she offers insights into the reality of all sides to her business. Lu tells aspiring entrepreneurs to “believe in yourself and put in the hard work. You have the time. You have the energy to do it.”

0:00 Early Life and Introduction

2:06 Fly Tot and Company Mission

4:11 Iterating and Working with IATA ( International Air Transport Association)

6:16 Navigating a Restrictive Travel Industry

8:19 Lack of Airplane Comfort Devices

9:44 Customer Outreach, Testing Cycle, and Facebook Groups

10:56 Marketing to a Specific Audience

12:36 The Intersection of Her College Major and Company

13:14 Understanding Local Cultures and Languages 

13:54 Pursuing Patents and Global Protections

15:58 A Rewarding Journey and Concluding Stories