The brand ambassadors and sales executives who travel worldwide, representing their companies and educating on products and sexual wellness, are the hard-working individuals who play a vital role in the pleasure biz, earning their title as the industry’s “road warriors” by being fierce and tireless. Many retailers' only contact with a manufacturer is through the reps who visit their stores to connect with them and the communities they serve.
The camaraderie among the road warriors is not just a professional bond, but a deep sense of community that is palpable every time they convene at trade shows, pay touching homages to each other at award ceremonies and share their experiences road-tripping together on social media. The bond they share goes deeper than business. They have gone the distance together, providing support and companionship and turning what could otherwise be extremely taxing and lonesome trips into good times and fond memories.
“Studies show that going on the road for work helps your mind stay healthy as you age,” says Tracy Felder, product education director for premium pleasure products manufacturer COTR. “Work travel is a humbling and rewarding journey and works better for me than the cubicle, cash wrap or warehouse.”
Kristin Zuri, director of sales for Channel 1 Releasing, says the most rewarding part of being a road warrior is building relationships with retail partners and fellow brand reps across different regions.
“This industry is my family; I don’t know where I would be without them,” she says. “We are lucky to build wonderfully strong bonds with so many people. I get to spend their birthdays with them, enjoy meals together and attend each other’s weddings. We support each other through our most challenging moments and celebrate our successes.”
Cheri Curry, Tantus’ director of sales and marketing, shares that connecting with customers and colleagues on the road feeds her soul.
“I’ve held hands with people when they’ve shared a hard story, affirmed someone who came out for the first time and had that same kindness given to me,” she says.
Josh Ortiz, brand ambassador for XR Brands, finds the gratitude he encounters from retailers in unfrequented territories hugely rewarding.
“I love walking into the small one- or two-store chains in the middle of nowhere and watching the entire staff light up,” he says. “Those locations are often skipped if they are too far out to hit every store in the area in a day. I prefer to take my time and hit every store that is open, regardless of size or location. If I can get your one-shift-a-week employee excited about helping people experience pleasure in ways that affirm them, the money and sales follow.”
Kiiroo brand ambassador Kate Kozlova, a sex educator who hosts her YouTube channel, “InBedWithKate,” has trained in 25 states across the U.S. and has worked with more than 200 retailers nationwide. Having relocated to Los Angeles from Russia six years ago, Kozlova says she’s grateful for the opportunity to explore the country.
“Being a road warrior has been an eye-opening experience, allowing me to witness this country’s incredible diversity and uniqueness and immerse myself in its symphony of cultures,” she says. “After six years of traveling with my sex education and sex toy training all over the country, my knowledge of the states rivals that of many Americans.”
Of course, for most pleasure industry brand reps, the greatest reward for being on the road is seeing their hard work pay off.
“It’s a great feeling of accomplishment to revisit a store after six months to one year, see the growth of our brand and know that it is a direct result of spending time with the customer to cultivate the relationship and show them our new releases in person,” says NS Novelties Account Manager Tracy Tinsley.
Wicked Sensual Care Account Manager Johanna Weston believes that visiting stores is essential to understanding the retail industry's trends.
“We get to interact with retail employees besides managers, who can offer different perspectives,” she says. “It also allows us to learn what customers are asking for and what other brands are doing, both of which are important to staying competitive in our market.”
Hitting the Road
The path to becoming a pleasure industry road warrior varies widely among some of the best-known company reps. While Weston and Tinsley had some travel experience from previous roles, many others have had to hit the ground running.
One such rep is Doc Johnson Director of Sales Kerin De Francis, who had no work travel experience before joining the veteran manufacturer 20 years ago.
“When DJ had an opening for a rep, my friend Lavi Yedid, who was working at DJ then, offered me the position,” she says. “I’ve been on the road ever since!”
Before joining the Fun Factory team, Senior Sales Manager Sonny Farnsworth’s first job in the industry was handling purchasing for the store at the Museum of Sex.
“I had no experience with work travel beyond a few trips to trade shows — in fact, I didn’t even have my driver’s license, so I had to fast-track learning how to drive ASAP once I landed my new position,” she recalls. “It was a big adjustment to go from working 9-to-5 in an office to traveling all over the country, but I love the variety and balance my current road warrior position gives me.”
Fellow East Coaster Lucy Vonne D’Olimpio, who handles Evolved’s sales and education, also transitioned from retail to B2B sales.
“I realized I wanted to do more in the industry,” she says. “I had gone back and forth about moving to the West Coast to pursue that. When I met and started dating my now-husband, that gave me the last push to get out to LA. It just so happened that when I moved, Evolved was looking for a new sales rep, and I was lucky enough to get an interview with Greg Alves. This past April, I celebrated my 14th anniversary with the company.”
Rewards and Sacrifices
For those confined to an office, store or warehouse, the life of the pleasure industry’s “road warriors” may seem desirable as they jet from city to city and visit exotic locations. Nevertheless, these pleasure industry nomads reveal that traveling has plenty of downsides beyond the expected delays and lost luggage. Some are personal, others professional.
“One of the biggest challenges is maintaining stability and routine in your personal life,” says Eddie Romero, director of business development for Vibratex. “Constantly being on the move can disrupt sleep patterns, eating habits and the ability to exercise regularly. Hotel gyms can only provide so much of an outlet. It can also strain personal relationships due to prolonged periods away from home; you’ll miss birthdays and family events and sometimes feel like you’re letting someone down by missing something back home.”
Other reps echo that sentiment. D’Olimpio had to be away when one of her dogs was sick last year, and she still worries about her other senior dog. Ortiz has to miss his adult son’s birthday every year because it falls in July during ANME.
“Last year, I spent my birthday working on an open-to-the-public BDSM event,” Ortiz adds. “Would I change anything about what I do and who I get to do it for? Never! It’s just important to show the real side of roadie life. We’re either the center of attention or completely alone. There rarely is an in-between.”
Kozlova describes life on the road as an intense juggling act.
“Sometimes, after a day of traveling, meetings or training — or all of the above! — checking into the hotel to find your inbox full, your phone buzzing with 10 new messages and four missed calls, and realizing it’s already 10 p.m. can feel overwhelming,” she notes.
“But being able to travel across the country and elevate the level of sex education, inspiring salespeople about the incredible impact they have in helping people discover their sexual empowerment, is a significant enough goal to justify the inconveniences of delayed flights, uncomfortable seats, junk food and lack of sleep,” Kozlova adds. “The benefits outweigh the inconveniences when, rather than dwelling on the challenges, you concentrate on the unforgettable experiences, new business opportunities and connections you gain from the journey.”
COTR’s Felder emphasizes the importance of awareness for road warriors to thrive in various situations. She lists some common factors that can lead to burnout.
“Too many late nights, too much stimulation, not enough water,” she says. “If you’re not listening to your body, there can be a disconnect with your productivity on the road.”
Felder adds that accessibility needs for people with disabilities and neurodivergent or larger-bodied individuals can also pose challenges for business travelers. So can factors like race.
“Being BIPOC while traveling through white America poses one of the most significant challenges for me,” she says. “Yet I try my best to move away from microaggressions and threats by setting boundaries, listening to my intuition and being mindful of others.”
Be Prepared!
In addition to awareness and self-care, thoughtful preparation is vital for anyone who hopes to work efficiently, effectively and sustainably while on the road. That includes everything from making arrangements for personal responsibilities back home to being up to speed on the retailers you’re visiting to deliver the tailored support they need.
Tantus’ Cheri Curry says that includes knowing what consumer demographics the stores are targeting, who will be attending the training and how to create an environment where the teams feel welcome to express concerns and ask questions.
“Setting a warm tone every time, no matter how many trainings occur within a single day or trip, is essential to creating a valuable connection with the teams selling Tantus,” she says. “Before the trainings, I set my goals, even if it’s a review. I get my heart in a suitable space to be open and create an agile spirit ready for any question, critique, positive feedback, or places for improvement these teams bring to the training. I thrive on the high energy and excitement of being invited to come to train. It’s a beautiful buzzy feeling.”
Kim Card, Lovehoney Group’s team lead for the Americas, says trainings are the fun part of being a road warrior; the tricky part is the numerous considerations that go into planning each training.
“There are a lot of details that go into a successful trip on the road!” she emphasizes. “An itinerary must be planned, retailers and distributor reps need to be contacted about setting up the trainings, details on products carried need to be confirmed, goodies and swag for the trainings need to be ordered. Drive time between appointments and hotels needs to be figured out. Flight, hotel and car reservations have to be booked. Toss in a delayed or canceled flight now and again, and you have a job that requires you to pivot, problem-solve and maintain calm amid mayhem.”
Blanca Estrada-Gonzalez, senior sales account executive for lingerie brands Magic Silk and Male Power, notes that the road warrior lifestyle requires resilience, adaptability and a lot of behind-the-scenes effort that doesn’t make it to the social media highlight reel.
There is also the danger of falling behind on other work, since many road warriors’ commitments to various accounts don’t disappear while they’re traveling.
“Over the last 10 years, I’ve learned how best to keep an organized task list for myself, as well as how to get creative about when and how I make time in my schedule to make sure everything gets completed,” Farnsworth says.
According to Conde Aumann, director of sales for Nu Sensuelle, the road warrior life requires constant readiness.
“You have no choice but to be ‘on’ and put your best foot forward, no matter how you feel,” she says.
A Delicate Balance
Work/life balance can be elusive even when staying in one place. Finding equilibrium between one’s personal and professional life amid the rigors of a demanding travel schedule can be daunting even for veteran road warriors.
Exploring new locales, taking in the sights and fitting a mini-vacation into a work trip can help. Farnsworth has been able to work things she enjoys into her travel, whether attending concerts in the different cities she visits or eschewing flying to turn her multi-city itinerary into a scenic drive, which she finds soothing.
“I schedule my trips in ways that work for my personal preferences and physical rhythms,” she says. “I also love to include fun personal outings in my travels, as long as it doesn’t interfere with my work. If I can, I’ll add an extra night to my trip to be able to attend a fun show as a little reward for my hard work on the road.”
Brent Aldon, director of sales and marketing for Aneros, also takes time to stop and smell the roses — metaphorically and sometimes literally.
“Depending on the location, I try to take a couple of hours to enjoy a place,” he says. “Or even a couple of days, especially if I travel internationally.”
Channel 1’s Zuri also likes checking out the different places she visits.
“Being a road warrior creates many opportunities and memorable experiences,” she says. “I’ve been hiking in the mountains in Georgia and walked with our customers along the Riverwalk in Austin. I’ve enjoyed working a booth on a casino cruise for one of our customers’ events and running games at an annual Halloween carnival for another. I’ve even gone apple picking in the orchards in St. Paul and ridden the roller coaster on the Santa Monica Pier.
“However, the experience that sticks out the most for me while traveling for work was seeing New York City for the first time,” she confides. “I was in the city for a customer event and had a whole day in the city on my own. I walked through Times Square, rode the carousel in Central Park, got a dirty-water hot dog from a cart, rode the subway and met some friends for dinner. It was an incredible day!”
Zuri also touts the importance of self-care while traveling, including hiking or hitting up the hotel gym. Card also enjoys staying active and finds that a simple stroll serves the purpose.
“If it’s not too hot, I walk outside for at least an hour to get some fresh air away from my laptop,” she says.
Felder finds yoga essential to maintaining her balance.
“I find studios in the town where I’m training, take a drop-in class and connect with the community and my meditation practice,” she says.
Her team at COTR also helps her find her balance and motivation.
“We support each other constantly,” she says. “I love hearing a ‘You got this’ and ‘Go get ’em, Tracy’ from my squad!”
For Curry, having breakfast daily is an integral part of her road routine.
“It’s not about eating — or rather, it’s not just about eating,” she explains. “Breakfast requires me to slow down, get my head ready for that day’s training and ensure my energy is ready to roll.”
Curry also relies on coffee and travel music. She says she is usually “heavily caffeinated with a large, sugar-free almond milk cold brew” and makes Spotify playlists for each month’s road trips.
De Francis also values self-care. She is happy to share several things she keeps in mind when traveling for work.
“I’ve learned to listen to my body,” she says. “Try to take good care of yourself while on the road. Try not to eat unhealthily, try to get exercise in… and it’s OK to pass on a night out if needed!”
Card prefers to keep her nose to the grindstone while on the road so that she can relax later.
“When I’m on the road and alone, I try to knock out as much work as possible so that when I’m home, I can end the day more reasonably and not have a huge to-do list,” she shares.
Heather McNeely, a senior sales executive at XR Brands, has her priorities when she gets home: hanging out with her 20 pet goats and her house sheep, Just Jack. After all, research has shown that pet ownership positively affects one’s mental health — no matter what kind of pet.
Of course, it is also if you enjoy the job.
“When you have a passion for what you do, you do not consider it work,” Aldon says.
Family Matters
Of course, for many road warriors, a huge part of work/life balance is connecting with the people they care about.
“At one point, I felt I was the black sheep among my family and friends, since so many just stopped inviting me to things, knowing that I was on the road,” comments Aldon. “Now, I travel every other week, so I have time to be home surrounded by loved ones. I can create my schedule and find a happy medium.”
Not every road warrior can achieve that, but Zuri makes it a point to check in with her family daily, even falling asleep during bedtime FaceTime calls with her partner.
“I have my location shared with them so they always know where I am at — for safety and our comfort,” she says.
Ortiz stresses the importance of communication, pointing out that it’s essential in every relationship and family dynamic.
“Even though sometimes I’m away more than at home, my roles and responsibilities as a husband, dom, partner, dad, uncle, etc. far outweigh my professional ones as a roadie and educator,” he says. “I’ve learned a lot about quality over quantity, in friendships, in time spent with loved ones and in other aspects of life.”
Even after arriving home, Ortiz notes, finding balance and caring for one’s needs is essential. For the outgoing brand ambassador, that means letting his loved ones know when he needs time to recharge mentally and physically so he can be fully present for them when they need him.
“I communicate, fully and thoroughly, my limitations and needs or expectations,” he says. “I’ve been so lucky to have a polycule that is so supportive not only of my schedule but of me as a person.”
Estrada-Gonzalez says she, too, is grateful that her family helps her make it work despite the strain of a job that demands so much time away from home.
“I’m blessed to have my husband accompany me every so often; with him retiring from the military, he has the flexibility to pack a bag and book a ticket,” she says. “My daughter has joined the industry, and it’s been quite a bonding experience. As for my son, he waits for January and July when he gets to tag along to Los Angeles and spend a week with my parents.”
Like Zuri, she relies on technology when alone on the road.
“FaceTime is the best invention ever when traveling together is not an option,” she says.
Doc Johnson’s Kristen Denton and her family have devised a solution to ensure nobody feels neglected when she cannot be there on the exact date of a special occasion.
“We create a different day to celebrate,” she says. “The number on the calendar doesn’t matter to us; the only thing that matters is the time we spend together.”
Road Buddies
In the pleasure industry, it’s not unusual for road warriors to team up and train together. The time on the road together creates relationships that feel more like family.
“We are such a tight-knit family,” Wicked Sensual Care Account Manager Nicole Talley says. “Spending so much time together creates bonds that can’t be broken. I’ve had the privilege of finding some of my best friends within our industry, and those friendships are one of the greatest perks of the job.”
Aumann agrees.
“When you have someone who completely understands what you are going through and is experiencing all the same highs and lows, you get very close,” she says. “That helps make it so much easier to keep doing your thing and doing it with a smile.”
Evolved Novelties Executive Sales Director Steven Sav says that the community within the pleasure biz is unheard of in other industries.
“I’m fighting for as many spots as possible in a store or online, but I consider many of my competitors my friends,” he says. “We all watch out for one another, whether for restaurant recommendations, comparing airline and hotel status, letting someone borrow your USB 12-slot power port to charge their toys, or giving them your last Imodium.”
Whether traveling together or convening at various trade shows throughout the year, road warriors share a sense of purpose and collective goals.
“This alignment strengthens our commitment to achieving objectives and enriches overall experiences,” says Eddie Romero, director of business development for Vibratex. “Traveling and visiting various locations often involves spending extended periods together, creating opportunities for conversations that might not occur in a typical office setting. This fosters open communication, where ideas, concerns, and insights are freely exchanged in a relaxed environment, nurturing empathy, building trust and cultivating meaningful relationships.”
Fun Factory Junior Sales Manager Jeanelle Mena noticed the close friendships in the industry when she first began attending events and trade shows.
“All the reunion hugs, story-sharing and all-around warmth from colleagues made me excited to build on my own relationships with other reps and industry professionals,” she says. “I’ve made a lot of kind, fun and supportive connections. It’s wonderful to bond with others who understand our industry's pace, lifestyles, and goals. We learn a lot about and from each other.”
Felder highlights how road warriors often share their ideas and expand each other’s perceptions of the industry.
“I can find solace in safer spaces and share hugs, smiles and laughter whenever I’m in company with them,” Felder says. “The bond can be so expansive that you may find your authentic self or a new piece of yourself that just needed one or many persons to bring it out. And I’m forever grateful for it.”
McNeely sums up the vast network of relationships built by the brand heroes who cross paths while navigating the grit and grind of the road warrior life to empower retailers nationwide and beyond.
“We come from all over, with different backgrounds and beliefs, yet we are family, eager to share stories, tips and leads with each other,” she says. “Being family, we sometimes disagree, argue and cry with each other but also laugh, love, encourage and share unforgettable experiences while away from our families at home. We support each other with industry information and connections, and in our personal and family lives. We are family, and I wouldn’t have it any other way.”
