What makes a toy go viral - Planet Money

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[00:01]
A
Just over a year ago, Congress eliminated more than a billion dollars in funding for public media, yet we have not backed down. When you donate to independent nonprofits that make up the NPR network, we hold the powerful to account together. It's the kind of journalism democracy requires that we, the public, need to protect. Don't wait. Join the community of people who power this work before the month is out. Head to donate.NPR.org hi. Quick update on one of our projects. Do you remember the the Planet Money board game that we've been designing? Well, it is now in some stores and it is filled with your suggestions. We will have an episode about all of this in a few weeks, but in the meantime, if you see it, send us a note. We would love to know where you spotted it. And you can send those to planetmoneypr.org and if you did buy it, you know, why not leave us a rating or review? Okay, full updates in a few weeks. But here's today's episode.
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This is Planet Money from npr. The other day I got on the line with someone who, at least at her middle school is kind of a big deal. I hear that you are like legendary among squishy dumpling collectors.
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C
Yeah, I have a lot.
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B
Well, I got this is Juliana Juju to her friends and and she is counting all her squishy dumplings which she has assembled on her kitchen table. Squishy dumplings are these rubbery, stretchy squishy dumpling toys, just the right size to squeeze in your hand.
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C
It's like kind of like rubber with just like gel in it.
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Each one has a little puckered top, like a real dumpling, plus a smiley face and comes in its own plastic steamer basket. These little guys are some of the latest toys to go viral, and Juju is one of the experts we called to help us understand exactly how a little Squishy blob has sold so many millions over the past few months. She told us. For her, the allure started a few months ago when she was swiping her way through TikToks and she saw someone pulling a squishy dumpling out of its package for the first time.
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Three Something like this one.
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C
You actually got the tea of water.
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D
No way.
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C
Oh, I really want one of those. It matches my nails.
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The exciting part wasn't just a toy. It was that the tiktokers didn't know what color it would be or what special qualities it would have.
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C
The part of like unboxing it and not knowing what you get is like pretty fun.
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She had to have one. But Juju is 13 years old, so actually she had to convince her parents that she had to have one.
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I'm Leela. I am Juliana's mom. Squishy supplier.
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Juju got her squishy supplier to take her to the store.
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And then we, like, turned down an aisle, and then, like, there was just, like, the bin stacked full of them.
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They bought a few, and then Juju came home, set up her camera on a table, and placed dumpling number one in front of her, still in its little beige steamer basket with a lattice top, just like the bamboo ones, but plastic. She looked into the camera and started recording her own own TikTok.
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C
Okay, so I think I'd want, like, pink or the purple one or like, the galaxy.
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She pulls off the packaging, closes her eyes.
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C
3, 2.
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And lifts the lid off of the steamer bag.
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C
Oh, my God.
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So the very first one you ever bought happened to be, like, the super rare blue glitter?
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C
Yeah.
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B
What are the odds?
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C
It's like, I don't know, but it's, like, pretty rare.
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Pretty soon, her friends all see her video.
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C
Okay, so now this time I want the pink.
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Then they see the stumpling in real
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life or the, like, green, and they
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want to get one. And then they make their own videos. And then we found the new shark. Gazillions of other people are making their own videos. Hopefully we get the orange blue and the squishy dumplings and videos of people opening the squishy dumplings goes viral, and people are lining up to buy them.
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Line at our five below.
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Stores are rationing. How many can be sold? There is a booming resale market, and Juju's collection is still growing. What is that?
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C
I think I just got another glitter one.
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Wait, while you're talking to me?
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C
Yeah, I just opened one, so. Whoa.
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Hello, and welcome to Planet Money. I'm Erica Barris. The squishy dumpling is clearly speaking to something in the American psyche. But its viral success is not just the market meeting our weird desire to squeeze something cute. It is also the result of a very specific set of savvy business strategies. Today on the show, a quest to squeeze out the business lessons from this viral sensation. Where does a trend like this come from and why? How do you build a supply chain that's ready for viral success? And are you the person behind the Squishy Dumpling?
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I am, yes.
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Support for this podcast and the following message come from Anthropic. Claude is the AI for minds that don't stop at good enough. It's the collaborator that actually understands your entire workflow and thinks with you. Whether you're debugging code at midnight or strategizing your next business move. Claude extends your thinking to tackle the problems that matter. For problems worth solving, get started with Claude@Claude.AI money this message comes from Ethos.
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First, we wanted to know exactly how big a deal are these Squishy dumplings? Are Squishies big right now?
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Yes, they are.
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So we called up Kristin McLean, who calls herself a consumer zoologist and she's actually a toy industry analyst. And she says 2026 has been a great year for toys, and squishy toys are one of the fastest growing categories.
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Squishies and fidgets. Anything having to do with sensory, soothing, squishing slime, things that you play with with your hands.
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Squishy slimy fidget toys. Walk into a store and you'll see scented, squishy fruits and vegetables, Jello cubes that smell like different flavors of Jell O. Then there's the neato squishes. Those are incredibly popular and near impossible to get right now. There's also a squishy stick of butter and little squishy animals. Just think stress balls but cuter. Kristin says just since January this year, Squishy toy sales have grown 279%. Why? Why are Squishy sensory slimy things so big right now?
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I think that it has to do with the fact that people, not just kids, adults too, are looking for things that make them feel hopeful, playful, joyful. Also things that calm them down, things that address their anxiety. Right now, it doesn't show any signs of slowing down. So I'm very bullish on this. Certainly going into the holiday season this year.
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To me, these plastic sacks of goo all look the same, but not to the Squishy dumpling aficionados like Juju. We're not using her last name because she's a kid.
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The real ones on the bottom will have it'll say, like rms. You can't really see, but it's like there.
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Oh, I totally see it. Yeah. The Squishy dumplings people seem most excited about are made by rms. It stands for really magical stuff. And right now, it's one of these up and coming toy companies that is kind of shaking up the way big toy makers like Mattel or Hasbro do business. But that wasn't the case back when Zack Barber first started working there in the uk, where he's from.
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As you can tell from my accent,
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you are the person who made this happen. That's pretty cool.
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Yeah. I mean, that's definitely something that we can hang our hat on that we made this happen, which is really cool.
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How did Zach make that happen? What are the secrets to viral success? Zach told me part of it was luck. Another part of it was a game changing shift in the way he gets toys to market, but that we'll come back to. But in the beginning, it was just a series of smart business lessons he picked up along the way. The first to make a hit toy, you don't have to be some kind of wild inventor or creative genius. You just have to be someone who can figure out how to tweak an existing toy in a way that makes it trendy. Zach has seen this trick work many times over his 20 years at his toy company. He actually started out driving the forklift back in the uk. Then he designed packaging for RMS toys.
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I would design a sticker book or it would be a pencil case with a new cool design on and maybe there's mermaids or maybe these dinosaurs.
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But then he moved into toy development and the first toy he developed was a simple tweak that seized on a Trend. It was 2008, and there was this super popular show in the UK called Super Nanny. She'd give out rewards when kids were good.
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Well, that show was trending, so we put that trend onto that product.
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Zach created a reward sticker book and everybody wanted it.
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Just something so simple.
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Was it like, did you have to get the IP or anything from the show or you just.
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No, no. We didn't call it Super Nanny. We just called it a reward chart.
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Oh, tweak. For their small company that mostly sells small, inexpensive toys. It was a hit. Zach says they sold like 10,000 of these sticker books. And the next time Zach remembers that tweak model really working for them was a decade later, in 2018, after RMS had expanded to the U.S. they came out with their own tweak on a poppet. You know, the poppet, that silicone tray thing with bumps that when you're fidgety, you can push them in and they make a little pop sound like this. And Then you can push them back from the other side. Very viral. A few years ago now, RMS didn't invent the poppet. Theirs is called a pop er. And this is a key part of how their company works. Because there is this place, this buzzing manufacturing city in China called Yiwu. And in that city is this, like, endless bazaar for toy companies. There are thousands of sellers with what are called open market toys.
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So imagine walking down that road, you've got tables left and right, and you've got all the street vendors trying to sell you these light toys that they're throwing in the air, or bouncy balls that they're trying to get your attention with.
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Oh, my goodness. Like a living commercial of people on the sides just, like, playing you with toys.
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Yeah. So through that market, a lot of these, like, knickknacks, we'll call it. For the purpose of this conversation, that's where you're going to find them.
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That was where he found a popper. This one was a simple silicone square. And he was like, hear me out. What if we do something trendy with it? Make it in the shape of a butterfly and glittery. And this time, he says, they sold millions.
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I call it innovation with a small eye. It doesn't need to be the next big thing. It just needs to do. Do something. To turn the dial a little bit.
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I asked Zach, is that how the Squishy Dumpling came about?
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Yeah, it is. It's exactly what happened.
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One of his colleagues caught sight of it in those long aisles in iwu.
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Basically, this item similar to the Popper. Like, if you just sold it as is, it's gonna sell, and it's kind of cool, and it's okay.
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This first version, the as is Squishy Dumpling, made its debut in 2020, and it didn't flop, but it languished, lounged on the shelves, sold like 100,000. Then a few years into squishy dumplings life, in 2023, Zach picked up on a huge trend. He was looking around the toy landscape and he was like, duh, people are really into surprises. Or as he calls it, mystery.
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We started to adjust our business model and go, well, how do we make it cool? How do we make it trendy?
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By this time, Zach was CEO of RMS in the US and this is the second big lesson he says he learned about how to create a viral toy. How do you make it trendy? You add, surprise.
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This one, we just thought, it comes in this really cool basket. Why tell them what color? And that's when we turned it to a mystery.
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Yeah, they put a little suspense into it. And for many people, like 13 year old Juju, the suspense is key. Like if I just gave you a pile of them unboxed with, would that matter?
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I mean, like, I'd still be happy. Cause like it's like a bunch of toys. But like, I feel like the opening part and like not knowing what you get is like part of the fun.
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Why do you think that is?
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Cause like, I don't know, I feel like if they just like displayed which ones it were, it wouldn't be as fun because then you just get to like pick which ones you want and then it would be kind of boring just like getting the same thing or, you know, but like when you open it and you don't know what it is, there's like a chance that you might get something else.
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Even Juju's mom, Lila gets it. When she was a kid, the things she absolutely had to have were these trading cards.
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I collected those garbage pail kids.
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Oh yeah, cards.
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You know, the cards. Yeah. I wasn't into sports so I didn't collect baseball cards. But I feel like it's that same kind of thing where you don't know what you're gonna get and you keep getting the same ordinary ones, but you're looking for that one rare card.
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Garbage Pale kids were a phenomenon back in the 1980s, a spoof on another viral toy, the Cabbage Patch Kid. But like the grossest and yes, politically incorrectest version of them. There were cards like Snooty Sam, which was a nose picking Uncle Sam, and Broad Mod, a very large doll surrounded by candy bar rappers. And those are just the ones I feel quasi comfortable sharing on the air. The psychology behind really all trading cards is you keep buying them at a really inexpensive price with the hope that you'll get the one you really want. And these toys share a lot with casino slot machines. They're all playing with the brain's reward system. Like you're chasing a specific outcome. You're so close. So close. In psychology, it's called variable ratio reinforcement, where you don't know when the reward is coming. And that uncertainty is keeps you going for Zach's squishy dumpling. The mystery propelled things forward. In one year, they more than doubled their sales. And then Zach was like, you know what else people like? This may sound counterintuitive, but they like it when things are hard to get. People are driven by scarcity. That is the third lesson. Zach says his squishy Dumpling Journey made clear. He and his colleagues were like, what if we release different series of these dumplings? You'd still buy just one at a time, but the dumplings in each new series would run out eventually.
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And I know they came out with like a shark series where they're like all blue and then the like rare one is kind of like clear with a little shark inside the gel. Oh, fun. And I know they came out with a green apple scented one.
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And then what if we include one super special mystery dumpling in each series?
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Yeah, so there's like a Galaxy one where the like rare looks like this and everything.
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So you don't just get six of these things and move on with your life. You have to keep buying dumplings until you get all six in the series. And if you want the super special ones, well, just keep going, keep buying.
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And then there's like a holographic series.
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They're like sneaker drops. So if you're into squishy dumplings and there's a limited drop at say, the budget store Five Below, you don't want to have fomo. You don't want to miss out. Juju's mom says it definitely worked on her daughter.
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I'd get home from work and she would be here and say, can you take me to 5 below? And I, like, hadn't even taken my jacket off yet.
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You know, Are your parents always willing to drive you to get them?
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Like, not always, but like, I'll convince them because if they're like, no, I don't really want to drive them, I'll just be like, well, they have them just for right now. Like, what if they're never here ever again?
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While she's talking, she actually looks at her mom with this hopeful smile.
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Like, it's kind of easy.
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It's reasonable for the first couple. But after a few different trips, I was like, you know, this is like $5 every time. And then it starts turning into a financial discussion. Like, you know, the craze is only because they, they've hooked you on this cheap piece of plastic. And yet I kind of found myself getting excited too. I fell into it because she would be looking for these special rare ones. So there was one day I was driving home from work and I passed a Five Below. So I was like, oh, I'll just stop in and check.
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Oh, you're a good mom.
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If they have any dumplings in stock. That's probably my most embarrassing moment. The one day that I stopped at 3 or 4 on my home from Work.
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I should be embarrassed to say that Zach agrees. Not embarrassing, because it's all by design.
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The thrill of the chase is. Is exciting for people. It's a dopamine hit. Like, people get bored. Like, you got to do different things. So, you know, we're playing into the attention span.
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And keeping the store shelves stocked with the exact right number of toys isn't just math. There's a lot of psychology involved.
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If you don't have stock shelves, people get bored because they can't find it. So they get bored if they can't find it. They get bored if they can't find it. What's that? Happy Medium Ground. The Happy medium ground is special release drops constantly. Now, once that rainbow sherbet's gone, it's gone. That's it. Sorry.
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B
This kind of artificial scarcity is not a move Zach invented.
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F
That model exists because of Beanie Babies. They are the pioneers. 100%, yes.
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Beanie Babies, those small stuffed animals.
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I was selling toys when Beanie Babies came around.
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Kristin McLean, the consumer zoologist, was working at a toy store in Boston in the 90s when people became obsessed with them.
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We would get these boxes into the store, and they would have a seal on them that said, do not open until this date. And that was the drop date for those Beanie Babies in the store, and
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people lined up for them. And Kristen says this was the very beginning of people obsessively collecting limited drops,
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limited editions, special releases, you know, time boxed.
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Zach was reaping the benefits of all these lessons with his squishy dumplings. And then came a moment, kind of the moment where the squishy dumpling took on a life of its own. He and his colleagues were in the office, and they went online.
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We were like, oh, my God, there's like 500 million views of these people going crazy over the dumplings. They love the unboxing experience of finding the glitter one. And it went nuts. It was regular people that were promoting our product without being asked to because they loved it.
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So while last year, Zach says they've sold millions of squishy dumplings, he says so far in the first half of this year, they've sold 10 times that in the tens of millions. It's one thing to go viral. It's another to keep pace with it. Like, how do you make tens of millions more squishy dumplings? Exactly. And only when customers want them. That's after the break.
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the thing Zach says he never really thought about before that day he saw so many tiktokers unboxing his dumplings was how much what people did with them mattered.
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It's the experience. It's not necessarily the dumpling itself. It's the reaction to the dumpling that everybody is hooked on.
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I'm so excited to open these.
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They also have Everybody wants a piece of that.
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Let's attempt to create a lesbian Pride flag inspired custom dumpling. Yes, you are probably the first in your bloodline to ever heard that sentence, but I have childlike wonder and grown folks money, So I bought 10 of them. The idea that there is this massive marketing apparatus that they didn't even have to pay for, zach says that was a huge stroke of luck. What was not luck was how well prepared to go viral his business was. To keep up with social media, Zach would have to orchestrate a super nimble supply chain, which RMS had already cultivated. Zach had for years struggled to get his toys into the major retail stores in the US So instead he focused on stores that sell inexpensive impulse Toys like 5 below. And he built a lot of his business around trends, which meant short orders and fast production. So his supply chain already looked different from a lot of other companies. RMS was perpetually ready to ramp up or ramp down production.
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F
We work out our production schedules by week, so let's just say Factory a can produce 100,000 in a week. That means that we will officially give that Factory A nod. The week before we're supposed to go into production, they'll have it all ready to go. But we don't have to produce millions at a time. We're producing based on the orders that need to go out, you know, relatively close to the ship dates.
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B
So on Monday, and you call and you're like, press the button. It's squishy dumpling time. Does every toy company operate like that?
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F
I think that what most toy companies would think is the smart thing to do is to get ahead of it and to produce in advance and have the samples ready and to have the stock ready.
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B
They present prototypes of new toys to retailers more than a year before they're in stores. The retailers put in their orders, and then lots of toys get manufactured and they're kept in storage.
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F
But I. I just don't think like that. I think that, like, when do I need to produce? What's the very last moment to limit my liability for everybody? There's a lot of risk with it. There is, but it works for us.
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B
In the US RMS does not warehouse anything. They have zero domestic stock. So it's delivered straight from the factory where it's made direct to the retailers. And if there's a downtrend, Zach is not sitting on a whole season's worth of toys, just one week's worth. It's like the fast fashion version of toys, essentially. He's trying to never be left holding the bag.
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F
Retailers want you to have stock because they want you to have the liability, not the retailer. So, for example, Walmart will say, we'll order a million, but we're only taking 100,000. You need to warehouse 900,000. And I'm just like, no, I'd rather not have the order in the end,
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because the squishy dumpling is such a big success. Zach says the major retailers are calling him up and asking to sell his toys anyway. They're adapting to his model. And Kristin says big companies are also trying to become more nimble, like hiring people whose job it is just to pay attention to what's going viral.
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D
There's a whole new department that you need to have that's like, what is breaking on TikTok today was easier or
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B
harder to be a toy manufacturer before.
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D
I think it's a little bit more difficult now to figure out how to get to your customer. Mainstream toy brands that have been around for a really long time are suddenly finding that the tried and true rules of their business have shifted radically, and they are worried about little companies coming up and taking their shelf space. They're worried about, where is my customer? Which platform are they using? Who are they listening to? There are no rules that seem to stay the same for even a year. Right now.
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B
RMS doesn't actually have someone officially working as a social media watcher with an eye on squishy dumpling traffic, but we at Planet Money do.
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C
It's been kind of dying down, but there's like some people who still post about it, but, like, not that much. So I'm guessing, like, sooner or later it's gonna be like they're gonna die down and then there'll be something else and then they'll be like, really easy to find.
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B
Are you still, like, going to get them regularly?
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C
Not as often.
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B
Her latest obsession, also thanks to TikTok, she's gotten super into making sourdough bread. You know, the squish of it all, which is great for her family, but maybe not so much for the toy industry. Listeners. A lot of you have been reaching out to tell us you missed out on something we offered like NPR shop discounts or live event announcements or an episode that you have been waiting for. Well, you know how to keep up with all of our announcements. Hit the follow button. It doesn't cost you anything and it helps the show and even juices the algorithms to show us off to future listeners. We think we're not actually totally sure how the algorithms work. This episode of Planet Money was produced by Emma Peasley. It was edited by Marianne McCune. It was fact checked by Sierra Juarez. It was engineered by Sina Lofredo. Alex Goldmark is our executive producer. Thank you to Jess Jiang for flagging the squishy dumpling mania and Waylon Wong for being our on the ground dumpling reporter. I'm Erica Barras. This is npr. Thanks for listening.
[28:17]
D
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Summary5 min read

Planet Money – "What makes a toy go viral"

Air date: July 31, 2026
Host: Erica Barris (NPR)
Main Guests: Juliana (“Juju”) & her mom Leela, Zack Barber (CEO, RMS Toys), Kristin McLean (toy industry analyst/“consumer zoologist”)

Episode Overview

This episode dives into the meteoric rise of squishy dumpling toys—a toy trend that swept the U.S. in 2026. Through the eyes of young collectors, industry insiders, and experts, Planet Money unpacks how toys go viral, what business strategies fuel these fads, and how the toy industry is adapting to the breakneck speed of internet-driven trends. The conversation explores psychology, marketing, supply chain innovation, and lessons learned from icons like Beanie Babies and trading cards.

Key Discussion Points and Insights

1. The Squishy Dumpling Phenomenon: How it Began

The episode opens with 13-year-old Juju, a self-described squishy dumpling collector, describing her obsession and unpacking the magic of the toys:
- "It's like kind of like rubber with just like gel in it." – Juju (01:36)
- Key to allure: Social media “unboxing” videos — part of the fun is the mystery and surprise with each toy (02:29).
Her first experience: pulls a “super rare” blue glitter dumpling, which spikes her interest and fuels her collecting.

2. The Social/Mental Pull: TikTok and Virality

The unboxing experience, posted to TikTok, sparks interest and envy among friends, then hundreds of thousands online (04:11).
Quick virality leads to lines at stores, item rationing, and thriving resale markets.

3. Big Trends in Toys: Sensory Play & Viral Hits

Kristin McLean, toy industry analyst, explains 2026’s surge in squishy, sensory toys—both in sales (+279% from January) and in emotional resonance:
- “People, not just kids, adults too, are looking for things ... that calm them down, things that address their anxiety.” – Kristin McLean (07:27)

4. The Makers: RMS Toys’ Approach to Viral Trends

Zack Barber shares how RMS operates differently from big legacy brands. Key lessons:
- Innovation is often small & reactive: Take an existing toy idea and tweak it to ride a trend (“innovation with a small i”) (11:50).
  - Example: RMS didn’t invent “poppers” but made one shaped like a butterfly, adding glitter for a viral edge.
- The Mystery Factor: The major breakthrough was making color and design a surprise—kids/dealers don’t know what they’ll get (12:44).
  - “We just thought, it comes in this really cool basket. Why tell them what color?“ – Zack Barber (13:01)
- Scarcity Drives Demand: They create limited series, rare editions, and cycle availability, mimicking sneaker drops and Beanie Babies (15:46).

5. The Psychology of Collecting: Reward Systems and Scarcity

The episode draws parallels to trading cards, Garbage Pail Kids, and slot machines—using “variable ratio reinforcement,” where the possibility of a ‘rare’ win keeps people buying:
- “It’s the same kind of thing where you don’t know what you’re gonna get and you keep getting the same ordinary ones, but you’re looking for that one rare card.” – Leela, Juju’s mom (13:58)
Parents get drawn in, too, hunting for rare dumplings at multiple stores (16:40).

6. Supply Chain: Going Viral Without Going Bankrupt

RMS’s business model is nimble by design:
- Weekly production scheduling, with no large inventories or warehousing, allowing rapid scaling (23:35).
- “We work out our production schedules by week … We don’t have to produce millions at a time.” – Zack Barber (23:35)
- Refusal to bear retailer risk: RMS only makes what’s ordered, not holding extra in warehouses (25:08).

7. The Impact: How Virality Changes the Business

Social media virality created massive unpaid marketing: 500 million TikTok views by “regular people” (19:49).
Even big retailers adapt to RMS’s production style, and legacy companies now hire trend-watchers to keep up (25:44).
Rapid cycle means toy lifespan shrinks—a hot viral product can fade as quickly as it appeared.

8. Trend Burnout & What’s Next

Juju notes the craze is already declining among peers:
- “It’s been kind of dying down … I’m guessing like, sooner or later … there’ll be something else and then they’ll be really easy to find.” – Juju (26:34)
Her new obsession? Sourdough, inspired by TikTok—the “squish of it all” continues.

Notable Quotes and Memorable Moments

On the thrill of surprise
- “The part of like unboxing it and not knowing what you get is like pretty fun.” – Juju (02:29)
On what drives toy trends
- “People are driven by scarcity.” – Zack Barber (14:06)
On business agility
- “What’s the very last moment to limit my liability for everybody? There’s a lot of risk with it. There is, but it works for us.” – Zack Barber (24:30)

Timestamps for Key Segments

01:16 – Meet Juju, squishy dumpling collector, and discovery via TikTok
02:29 – The unboxing/mystery effect and virality kicks in
06:25 – Toy market context with analyst Kristin McLean
08:31 – How RMS “tweaks” toys for trendiness (Zack’s model)
11:50 – “Innovation with a small i” approach explained
13:09 – Adding mystery and surprise
15:46 – Scarcity; limited edition ‘series’ and its impact
19:49 – 500 million TikTok views; unpaid viral marketing
23:35 – RMS’s nimble, just-in-time supply chain
25:44 – How toy giants are shifting business strategies
26:34 – Fading craze and the relentless churn of trends

Closing Thoughts

This episode is an energetic and insightful look into the inner gears of toy virality, showing how classic retail psychology, ruthless attention to social trends, and agile manufacturing are reshaping an industry. The squishy dumplings sensation offers a case study in modern consumerism, social media’s marketing prowess, and the fleeting nature of hype. Even as the trend wanes, the lessons endure—today’s fidget toy could be tomorrow’s sourdough starter.

Memorable takeaway:
"It's the experience. It's not necessarily the dumpling itself. It's the reaction to the dumpling that everybody is hooked on." – Zack Barber (22:22)

Loading summary

Transcript140 lines

[00:01]
A
Just over a year ago, Congress eliminated more than a billion dollars in funding for public media, yet we have not backed down. When you donate to independent nonprofits that make up the NPR network, we hold the powerful to account together. It's the kind of journalism democracy requires that we, the public, need to protect. Don't wait. Join the community of people who power this work before the month is out. Head to donate.NPR.org hi. Quick update on one of our projects. Do you remember the the Planet Money board game that we've been designing? Well, it is now in some stores and it is filled with your suggestions. We will have an episode about all of this in a few weeks, but in the meantime, if you see it, send us a note. We would love to know where you spotted it. And you can send those to planetmoneypr.org and if you did buy it, you know, why not leave us a rating or review? Okay, full updates in a few weeks. But here's today's episode.
[00:59]
B
This is Planet Money from npr. The other day I got on the line with someone who, at least at her middle school is kind of a big deal. I hear that you are like legendary among squishy dumpling collectors.
[01:17]
C
Yeah, I have a lot.
[01:18]
B
Well, I got this is Juliana Juju to her friends and and she is counting all her squishy dumplings which she has assembled on her kitchen table. Squishy dumplings are these rubbery, stretchy squishy dumpling toys, just the right size to squeeze in your hand.
[01:36]
C
It's like kind of like rubber with just like gel in it.
[01:39]
B
Each one has a little puckered top, like a real dumpling, plus a smiley face and comes in its own plastic steamer basket. These little guys are some of the latest toys to go viral, and Juju is one of the experts we called to help us understand exactly how a little Squishy blob has sold so many millions over the past few months. She told us. For her, the allure started a few months ago when she was swiping her way through TikToks and she saw someone pulling a squishy dumpling out of its package for the first time.
[02:13]
D
Three Something like this one.
[02:16]
C
You actually got the tea of water.
[02:17]
D
No way.
[02:19]
C
Oh, I really want one of those. It matches my nails.
[02:21]
B
The exciting part wasn't just a toy. It was that the tiktokers didn't know what color it would be or what special qualities it would have.
[02:30]
C
The part of like unboxing it and not knowing what you get is like pretty fun.
[02:33]
B
She had to have one. But Juju is 13 years old, so actually she had to convince her parents that she had to have one.
[02:41]
E
I'm Leela. I am Juliana's mom. Squishy supplier.
[02:47]
B
Juju got her squishy supplier to take her to the store.
[02:51]
C
And then we, like, turned down an aisle, and then, like, there was just, like, the bin stacked full of them.
[02:56]
B
They bought a few, and then Juju came home, set up her camera on a table, and placed dumpling number one in front of her, still in its little beige steamer basket with a lattice top, just like the bamboo ones, but plastic. She looked into the camera and started recording her own own TikTok.
[03:14]
C
Okay, so I think I'd want, like, pink or the purple one or like, the galaxy.
[03:20]
B
She pulls off the packaging, closes her eyes.
[03:24]
C
3, 2.
[03:25]
B
And lifts the lid off of the steamer bag.
[03:28]
C
Oh, my God.
[03:30]
B
So the very first one you ever bought happened to be, like, the super rare blue glitter?
[03:37]
C
Yeah.
[03:38]
B
What are the odds?
[03:39]
C
It's like, I don't know, but it's, like, pretty rare.
[03:42]
B
Pretty soon, her friends all see her video.
[03:45]
C
Okay, so now this time I want the pink.
[03:48]
B
Then they see the stumpling in real
[03:49]
C
life or the, like, green, and they
[03:52]
B
want to get one. And then they make their own videos. And then we found the new shark. Gazillions of other people are making their own videos. Hopefully we get the orange blue and the squishy dumplings and videos of people opening the squishy dumplings goes viral, and people are lining up to buy them.
[04:12]
C
Line at our five below.
[04:13]
B
Stores are rationing. How many can be sold? There is a booming resale market, and Juju's collection is still growing. What is that?
[04:26]
C
I think I just got another glitter one.
[04:28]
B
Wait, while you're talking to me?
[04:30]
C
Yeah, I just opened one, so. Whoa.
[04:37]
B
Hello, and welcome to Planet Money. I'm Erica Barris. The squishy dumpling is clearly speaking to something in the American psyche. But its viral success is not just the market meeting our weird desire to squeeze something cute. It is also the result of a very specific set of savvy business strategies. Today on the show, a quest to squeeze out the business lessons from this viral sensation. Where does a trend like this come from and why? How do you build a supply chain that's ready for viral success? And are you the person behind the Squishy Dumpling?
[05:15]
F
I am, yes.
[05:22]
G
Support for this podcast and the following message come from Anthropic. Claude is the AI for minds that don't stop at good enough. It's the collaborator that actually understands your entire workflow and thinks with you. Whether you're debugging code at midnight or strategizing your next business move. Claude extends your thinking to tackle the problems that matter. For problems worth solving, get started with Claude@Claude.AI money this message comes from Ethos.
[05:52]
H
It's easy to put off getting life insurance until something unexpected happens that makes you realize your family needs you covered. Ethos makes it easy. It's 100% online. No medical exam, just a few health questions. Apply in minutes and get same day coverage up to 3 million. Get your free quote today@ethos.com money that's ethos.com money. Application times and rates may vary.
[06:18]
B
First, we wanted to know exactly how big a deal are these Squishy dumplings? Are Squishies big right now?
[06:25]
D
Yes, they are.
[06:27]
B
So we called up Kristin McLean, who calls herself a consumer zoologist and she's actually a toy industry analyst. And she says 2026 has been a great year for toys, and squishy toys are one of the fastest growing categories.
[06:40]
D
Squishies and fidgets. Anything having to do with sensory, soothing, squishing slime, things that you play with with your hands.
[06:49]
B
Squishy slimy fidget toys. Walk into a store and you'll see scented, squishy fruits and vegetables, Jello cubes that smell like different flavors of Jell O. Then there's the neato squishes. Those are incredibly popular and near impossible to get right now. There's also a squishy stick of butter and little squishy animals. Just think stress balls but cuter. Kristin says just since January this year, Squishy toy sales have grown 279%. Why? Why are Squishy sensory slimy things so big right now?
[07:28]
D
I think that it has to do with the fact that people, not just kids, adults too, are looking for things that make them feel hopeful, playful, joyful. Also things that calm them down, things that address their anxiety. Right now, it doesn't show any signs of slowing down. So I'm very bullish on this. Certainly going into the holiday season this year.
[07:51]
B
To me, these plastic sacks of goo all look the same, but not to the Squishy dumpling aficionados like Juju. We're not using her last name because she's a kid.
[08:01]
C
The real ones on the bottom will have it'll say, like rms. You can't really see, but it's like there.
[08:07]
B
Oh, I totally see it. Yeah. The Squishy dumplings people seem most excited about are made by rms. It stands for really magical stuff. And right now, it's one of these up and coming toy companies that is kind of shaking up the way big toy makers like Mattel or Hasbro do business. But that wasn't the case back when Zack Barber first started working there in the uk, where he's from.
[08:32]
F
As you can tell from my accent,
[08:33]
B
you are the person who made this happen. That's pretty cool.
[08:36]
F
Yeah. I mean, that's definitely something that we can hang our hat on that we made this happen, which is really cool.
[08:41]
B
How did Zach make that happen? What are the secrets to viral success? Zach told me part of it was luck. Another part of it was a game changing shift in the way he gets toys to market, but that we'll come back to. But in the beginning, it was just a series of smart business lessons he picked up along the way. The first to make a hit toy, you don't have to be some kind of wild inventor or creative genius. You just have to be someone who can figure out how to tweak an existing toy in a way that makes it trendy. Zach has seen this trick work many times over his 20 years at his toy company. He actually started out driving the forklift back in the uk. Then he designed packaging for RMS toys.
[09:23]
F
I would design a sticker book or it would be a pencil case with a new cool design on and maybe there's mermaids or maybe these dinosaurs.
[09:33]
B
But then he moved into toy development and the first toy he developed was a simple tweak that seized on a Trend. It was 2008, and there was this super popular show in the UK called Super Nanny. She'd give out rewards when kids were good.
[09:47]
F
Well, that show was trending, so we put that trend onto that product.
[09:52]
B
Zach created a reward sticker book and everybody wanted it.
[09:56]
F
Just something so simple.
[09:58]
B
Was it like, did you have to get the IP or anything from the show or you just.
[10:01]
F
No, no. We didn't call it Super Nanny. We just called it a reward chart.
[10:05]
B
Oh, tweak. For their small company that mostly sells small, inexpensive toys. It was a hit. Zach says they sold like 10,000 of these sticker books. And the next time Zach remembers that tweak model really working for them was a decade later, in 2018, after RMS had expanded to the U.S. they came out with their own tweak on a poppet. You know, the poppet, that silicone tray thing with bumps that when you're fidgety, you can push them in and they make a little pop sound like this. And Then you can push them back from the other side. Very viral. A few years ago now, RMS didn't invent the poppet. Theirs is called a pop er. And this is a key part of how their company works. Because there is this place, this buzzing manufacturing city in China called Yiwu. And in that city is this, like, endless bazaar for toy companies. There are thousands of sellers with what are called open market toys.
[11:09]
F
So imagine walking down that road, you've got tables left and right, and you've got all the street vendors trying to sell you these light toys that they're throwing in the air, or bouncy balls that they're trying to get your attention with.
[11:22]
B
Oh, my goodness. Like a living commercial of people on the sides just, like, playing you with toys.
[11:28]
F
Yeah. So through that market, a lot of these, like, knickknacks, we'll call it. For the purpose of this conversation, that's where you're going to find them.
[11:35]
B
That was where he found a popper. This one was a simple silicone square. And he was like, hear me out. What if we do something trendy with it? Make it in the shape of a butterfly and glittery. And this time, he says, they sold millions.
[11:51]
F
I call it innovation with a small eye. It doesn't need to be the next big thing. It just needs to do. Do something. To turn the dial a little bit.
[12:01]
B
I asked Zach, is that how the Squishy Dumpling came about?
[12:04]
F
Yeah, it is. It's exactly what happened.
[12:06]
B
One of his colleagues caught sight of it in those long aisles in iwu.
[12:10]
F
Basically, this item similar to the Popper. Like, if you just sold it as is, it's gonna sell, and it's kind of cool, and it's okay.
[12:18]
B
This first version, the as is Squishy Dumpling, made its debut in 2020, and it didn't flop, but it languished, lounged on the shelves, sold like 100,000. Then a few years into squishy dumplings life, in 2023, Zach picked up on a huge trend. He was looking around the toy landscape and he was like, duh, people are really into surprises. Or as he calls it, mystery.
[12:44]
F
We started to adjust our business model and go, well, how do we make it cool? How do we make it trendy?
[12:49]
B
By this time, Zach was CEO of RMS in the US and this is the second big lesson he says he learned about how to create a viral toy. How do you make it trendy? You add, surprise.
[13:01]
F
This one, we just thought, it comes in this really cool basket. Why tell them what color? And that's when we turned it to a mystery.
[13:09]
B
Yeah, they put a little suspense into it. And for many people, like 13 year old Juju, the suspense is key. Like if I just gave you a pile of them unboxed with, would that matter?
[13:22]
C
I mean, like, I'd still be happy. Cause like it's like a bunch of toys. But like, I feel like the opening part and like not knowing what you get is like part of the fun.
[13:30]
B
Why do you think that is?
[13:32]
C
Cause like, I don't know, I feel like if they just like displayed which ones it were, it wouldn't be as fun because then you just get to like pick which ones you want and then it would be kind of boring just like getting the same thing or, you know, but like when you open it and you don't know what it is, there's like a chance that you might get something else.
[13:48]
B
Even Juju's mom, Lila gets it. When she was a kid, the things she absolutely had to have were these trading cards.
[13:55]
E
I collected those garbage pail kids.
[13:58]
B
Oh yeah, cards.
[13:58]
E
You know, the cards. Yeah. I wasn't into sports so I didn't collect baseball cards. But I feel like it's that same kind of thing where you don't know what you're gonna get and you keep getting the same ordinary ones, but you're looking for that one rare card.
[14:16]
B
Garbage Pale kids were a phenomenon back in the 1980s, a spoof on another viral toy, the Cabbage Patch Kid. But like the grossest and yes, politically incorrectest version of them. There were cards like Snooty Sam, which was a nose picking Uncle Sam, and Broad Mod, a very large doll surrounded by candy bar rappers. And those are just the ones I feel quasi comfortable sharing on the air. The psychology behind really all trading cards is you keep buying them at a really inexpensive price with the hope that you'll get the one you really want. And these toys share a lot with casino slot machines. They're all playing with the brain's reward system. Like you're chasing a specific outcome. You're so close. So close. In psychology, it's called variable ratio reinforcement, where you don't know when the reward is coming. And that uncertainty is keeps you going for Zach's squishy dumpling. The mystery propelled things forward. In one year, they more than doubled their sales. And then Zach was like, you know what else people like? This may sound counterintuitive, but they like it when things are hard to get. People are driven by scarcity. That is the third lesson. Zach says his squishy Dumpling Journey made clear. He and his colleagues were like, what if we release different series of these dumplings? You'd still buy just one at a time, but the dumplings in each new series would run out eventually.
[15:47]
C
And I know they came out with like a shark series where they're like all blue and then the like rare one is kind of like clear with a little shark inside the gel. Oh, fun. And I know they came out with a green apple scented one.
[16:00]
B
And then what if we include one super special mystery dumpling in each series?
[16:05]
C
Yeah, so there's like a Galaxy one where the like rare looks like this and everything.
[16:11]
B
So you don't just get six of these things and move on with your life. You have to keep buying dumplings until you get all six in the series. And if you want the super special ones, well, just keep going, keep buying.
[16:24]
C
And then there's like a holographic series.
[16:27]
B
They're like sneaker drops. So if you're into squishy dumplings and there's a limited drop at say, the budget store Five Below, you don't want to have fomo. You don't want to miss out. Juju's mom says it definitely worked on her daughter.
[16:41]
E
I'd get home from work and she would be here and say, can you take me to 5 below? And I, like, hadn't even taken my jacket off yet.
[16:50]
B
You know, Are your parents always willing to drive you to get them?
[16:53]
C
Like, not always, but like, I'll convince them because if they're like, no, I don't really want to drive them, I'll just be like, well, they have them just for right now. Like, what if they're never here ever again?
[17:04]
B
While she's talking, she actually looks at her mom with this hopeful smile.
[17:08]
C
Like, it's kind of easy.
[17:11]
E
It's reasonable for the first couple. But after a few different trips, I was like, you know, this is like $5 every time. And then it starts turning into a financial discussion. Like, you know, the craze is only because they, they've hooked you on this cheap piece of plastic. And yet I kind of found myself getting excited too. I fell into it because she would be looking for these special rare ones. So there was one day I was driving home from work and I passed a Five Below. So I was like, oh, I'll just stop in and check.
[17:48]
B
Oh, you're a good mom.
[17:51]
E
If they have any dumplings in stock. That's probably my most embarrassing moment. The one day that I stopped at 3 or 4 on my home from Work.
[17:59]
B
I should be embarrassed to say that Zach agrees. Not embarrassing, because it's all by design.
[18:07]
F
The thrill of the chase is. Is exciting for people. It's a dopamine hit. Like, people get bored. Like, you got to do different things. So, you know, we're playing into the attention span.
[18:19]
B
And keeping the store shelves stocked with the exact right number of toys isn't just math. There's a lot of psychology involved.
[18:27]
F
If you don't have stock shelves, people get bored because they can't find it. So they get bored if they can't find it. They get bored if they can't find it. What's that? Happy Medium Ground. The Happy medium ground is special release drops constantly. Now, once that rainbow sherbet's gone, it's gone. That's it. Sorry.
[18:47]
B
This kind of artificial scarcity is not a move Zach invented.
[18:52]
F
That model exists because of Beanie Babies. They are the pioneers. 100%, yes.
[18:58]
B
Beanie Babies, those small stuffed animals.
[19:01]
D
I was selling toys when Beanie Babies came around.
[19:04]
B
Kristin McLean, the consumer zoologist, was working at a toy store in Boston in the 90s when people became obsessed with them.
[19:11]
D
We would get these boxes into the store, and they would have a seal on them that said, do not open until this date. And that was the drop date for those Beanie Babies in the store, and
[19:20]
B
people lined up for them. And Kristen says this was the very beginning of people obsessively collecting limited drops,
[19:28]
D
limited editions, special releases, you know, time boxed.
[19:34]
B
Zach was reaping the benefits of all these lessons with his squishy dumplings. And then came a moment, kind of the moment where the squishy dumpling took on a life of its own. He and his colleagues were in the office, and they went online.
[19:50]
F
We were like, oh, my God, there's like 500 million views of these people going crazy over the dumplings. They love the unboxing experience of finding the glitter one. And it went nuts. It was regular people that were promoting our product without being asked to because they loved it.
[20:12]
B
So while last year, Zach says they've sold millions of squishy dumplings, he says so far in the first half of this year, they've sold 10 times that in the tens of millions. It's one thing to go viral. It's another to keep pace with it. Like, how do you make tens of millions more squishy dumplings? Exactly. And only when customers want them. That's after the break.
[20:44]
H
Support for NPR and the following message come from Rippling. These days, you can chat with AI about almost any business problem, but Rippling AI is designed to actually solve them. That's because rippling AI is built on your live global workforce data, so it doesn't just uncover insights into your business, it uses them to take complex actions across your departments or ready for AI that isn't all talk. Head to Rippling AI money and get AI that turns insight into action. That's rippling. Sign up today.
[21:23]
G
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H
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[22:11]
B
the thing Zach says he never really thought about before that day he saw so many tiktokers unboxing his dumplings was how much what people did with them mattered.
[22:22]
F
It's the experience. It's not necessarily the dumpling itself. It's the reaction to the dumpling that everybody is hooked on.
[22:32]
C
I'm so excited to open these.
[22:33]
F
They also have Everybody wants a piece of that.
[22:35]
B
Let's attempt to create a lesbian Pride flag inspired custom dumpling. Yes, you are probably the first in your bloodline to ever heard that sentence, but I have childlike wonder and grown folks money, So I bought 10 of them. The idea that there is this massive marketing apparatus that they didn't even have to pay for, zach says that was a huge stroke of luck. What was not luck was how well prepared to go viral his business was. To keep up with social media, Zach would have to orchestrate a super nimble supply chain, which RMS had already cultivated. Zach had for years struggled to get his toys into the major retail stores in the US So instead he focused on stores that sell inexpensive impulse Toys like 5 below. And he built a lot of his business around trends, which meant short orders and fast production. So his supply chain already looked different from a lot of other companies. RMS was perpetually ready to ramp up or ramp down production.
[23:36]
F
We work out our production schedules by week, so let's just say Factory a can produce 100,000 in a week. That means that we will officially give that Factory A nod. The week before we're supposed to go into production, they'll have it all ready to go. But we don't have to produce millions at a time. We're producing based on the orders that need to go out, you know, relatively close to the ship dates.
[24:02]
B
So on Monday, and you call and you're like, press the button. It's squishy dumpling time. Does every toy company operate like that?
[24:09]
F
I think that what most toy companies would think is the smart thing to do is to get ahead of it and to produce in advance and have the samples ready and to have the stock ready.
[24:19]
B
They present prototypes of new toys to retailers more than a year before they're in stores. The retailers put in their orders, and then lots of toys get manufactured and they're kept in storage.
[24:30]
F
But I. I just don't think like that. I think that, like, when do I need to produce? What's the very last moment to limit my liability for everybody? There's a lot of risk with it. There is, but it works for us.
[24:43]
B
In the US RMS does not warehouse anything. They have zero domestic stock. So it's delivered straight from the factory where it's made direct to the retailers. And if there's a downtrend, Zach is not sitting on a whole season's worth of toys, just one week's worth. It's like the fast fashion version of toys, essentially. He's trying to never be left holding the bag.
[25:08]
F
Retailers want you to have stock because they want you to have the liability, not the retailer. So, for example, Walmart will say, we'll order a million, but we're only taking 100,000. You need to warehouse 900,000. And I'm just like, no, I'd rather not have the order in the end,
[25:24]
B
because the squishy dumpling is such a big success. Zach says the major retailers are calling him up and asking to sell his toys anyway. They're adapting to his model. And Kristin says big companies are also trying to become more nimble, like hiring people whose job it is just to pay attention to what's going viral.
[25:44]
D
There's a whole new department that you need to have that's like, what is breaking on TikTok today was easier or
[25:52]
B
harder to be a toy manufacturer before.
[25:54]
D
I think it's a little bit more difficult now to figure out how to get to your customer. Mainstream toy brands that have been around for a really long time are suddenly finding that the tried and true rules of their business have shifted radically, and they are worried about little companies coming up and taking their shelf space. They're worried about, where is my customer? Which platform are they using? Who are they listening to? There are no rules that seem to stay the same for even a year. Right now.
[26:24]
B
RMS doesn't actually have someone officially working as a social media watcher with an eye on squishy dumpling traffic, but we at Planet Money do.
[26:35]
C
It's been kind of dying down, but there's like some people who still post about it, but, like, not that much. So I'm guessing, like, sooner or later it's gonna be like they're gonna die down and then there'll be something else and then they'll be like, really easy to find.
[26:48]
B
Are you still, like, going to get them regularly?
[26:51]
C
Not as often.
[26:53]
B
Her latest obsession, also thanks to TikTok, she's gotten super into making sourdough bread. You know, the squish of it all, which is great for her family, but maybe not so much for the toy industry. Listeners. A lot of you have been reaching out to tell us you missed out on something we offered like NPR shop discounts or live event announcements or an episode that you have been waiting for. Well, you know how to keep up with all of our announcements. Hit the follow button. It doesn't cost you anything and it helps the show and even juices the algorithms to show us off to future listeners. We think we're not actually totally sure how the algorithms work. This episode of Planet Money was produced by Emma Peasley. It was edited by Marianne McCune. It was fact checked by Sierra Juarez. It was engineered by Sina Lofredo. Alex Goldmark is our executive producer. Thank you to Jess Jiang for flagging the squishy dumpling mania and Waylon Wong for being our on the ground dumpling reporter. I'm Erica Barras. This is npr. Thanks for listening.
[28:17]
D
Foreign
[28:21]
H
this message comes from Capital One. Capital One offers checking accounts with no fees or minimums. What's in your wallet? Terms apply. See capital1.com bankguy for details. Capital1 NA Member FDIC this message comes from Instacart.
[28:38]
G
Instacart knows not all bananas are created equal. Some want them green, some ripe. Some want them ready Right now with Instacart's preference picker, available at most retailers, you can choose preferences like avocado ripeness or deli thickness before your shopper starts. So instead of hoping for the best, you get groceries picked the way you would pick them. Download the app and get bananas just how you like with Instacart.
[29:02]
B
Zendaya and Tom Holland are back in Brand New Day, and the movie has a more grounded tone than we've seen from the franchise. But does it strike the right balance of fun and darkness? We'll talk about it on NPR's Pop Culture Happy Hour. Listen via the NPR app or wherever you get your podcasts.