Proof to Product

Recent episodes

1. Quick Hit: Why Are Systems So Important to Wholesale Success?

   Jul 30, 20267 min

   Today's episode is a short excerpt from a previous conversation I had with one of our amazing Paper Camp students. I really love using this podcast to spotlight the incredible things that our students are doing because there is so much value in hearing how other product brands are navigating wholesale in real time. These episodes are also a great reminder that there is no singular path to success when it comes to selling wholesale. You get to decide what works best for you and your brand. Today you're getting an inside look at how one brand does things which will surely spark ideas for you. You can listen to the full episode with Rachel Kroh of Heartell Press here: http://prooftoproduct.com/346 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

2. 451 | Listening to Customers Without Letting Every Opinion Dictate your Direction with Kirstie Lee, A Jar of Pickles

   Jul 28, 202637 min

   Today's conversation is all about growing your business intentionally, experimenting with new ideas, and building a brand that evolves alongside you. Today's guest is Kirstie Lee, the founder of A Jar of Pickles , a product company that creates playful gifts and accessories that celebrate Asian appetites. Kirstie's been in business for 12 years, starting as an Etsy hobby while she was in college, and she kept it running alongside her corporate job for 8 years. Then, she went full-time about 5 years ago after having her kids. Her brand now sells online, at craft shows, and through wholesale partnerships. Last year alone, she managed 43 retail markets across 4 states. Kirstie has been part of our Proof to Product community for more than a decade, and it has been such a joy to watch her business grow. In this episode, we talk about everything from balancing a corporate career while building a product brand to hiring your first employee, expanding into wholesale, building a devoted direct-to-consumer audience, and why treating your business like one big experiment has opened doors to opportunities that Kirstie never even planned for. I especially love Kirstie's perspective on listening to customers without letting every opinion dictate your direction and how staying curious has helped her continue growing year after year. If you are wondering what the next stage of growth could look like for your business and you're looking for encouragement that there is not one specific pathway to take for that success, then I think you're really going to enjoy today's episode. Today's episode is brought to you by our Is Wholesale Right for You workshop ! Wholesale is not the only way to grow a product brand, but it's definitely my favorite. If you are curious about selling to retail stores, or maybe you've hit a wholesale plateau and aren't sure what to do next, then this free on-demand workshop will help you identify your next best step along with action items to do that. SIGN UP You can view full show notes and more at http://prooftoproduct.com/451 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

3. Quick Hit: Does Cold Mailing Your Products to Retailers Work?

   Jul 23, 20268 min

   Today's episode is a short excerpt from a previous conversation I had with one of our amazing Paper Camp students. I really love using this podcast to spotlight the incredible things that our students are doing because there is so much value in hearing how other product brands are navigating wholesale in real time. These episodes are also a great reminder that there is no singular path to success when it comes to selling wholesale. You get to decide what works best for you and your brand. Today you're getting an inside look at how one brand does things which will surely spark ideas for you. You can listen to the full episode with Alex Gagné of Chez Gagné here: http://prooftoproduct.com/106 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

4. 450 | When Your Business Outgrows Its Space: Navigating Storage & Warehouse Options with Samantha Rubenstein, WareSpace & Jodi Kostelnik, The Neighborgoods

   Jul 21, 202642 min

   Today's conversation is for anyone who has ever looked around their home, their studio, or their storage unit and thought: “we officially have too much inventory and we are running out of space.” Today we're talking about what happens when your business starts to outgrow your space and how to know when it might be time to make a move. Whether you're currently packing orders from your dining room table, juggling multiple storage units, or debating if a warehouse or even a 3PL is the step for your business, then this episode is going to highlight some options for you. I'm joined by two guests, returning guest Jodi Kostelnik of The Neighborgoods , who shares candidly about her experience moving from a multiple floor studio space into a warehouse space that was much better suited for supporting her team, her inventory and her business's growth. Jodi is a longtime Proof to Product member and a Paper Camp alum, and she shares generously in this episode like she has before. We're also joined by Samantha Rubenstein of WareSpace , a company creating flexible warehouse solutions that are specifically designed for small businesses and specifically designed for product brands that are shipping and storing inventory. We talk about the operational bottlenecks that happen as a product brand grows, the shifts in mindset that come with investing more money in space and logistics, and the practical considerations around things like cost, logistics, staffing, and general scale. One of the things I really appreciate about this conversation is that it highlights something I talk about a lot here on the podcast, that there is no one specific way to grow your business. There's no one specific roadmap to follow for success. Different businesses need different solutions and have different challenges. Today's episode highlights what has worked for Jodi as she has grown. I love that she's sharing the different things that she's done along the way to help her business grow even faster. If you have been feeling squeezed by your current setup or you're wondering what's next in your stage of growth, what that might look like for your brand, then I think today's episode will give you a lot to think about. If you would like to set up a tour of WareSpace locations in your city, head to http://prooftoproduct.com/warespace . Proof to Product listeners can get 2 months free rent when they sign a 12 month lease agreement if you use our link. Today's episode is brought to you by our Is Wholesale Right for You workshop ! This free 25 minute workshop will help you decide whether wholesale is a good next step for your specific business. After listening, two things will be true. You'll know whether you want to pursue wholesale for your product business, and you'll have the confidence and action steps to get started with wholesale. Sign up for the workshop today! SIGN UP You can view full show notes and more at http://prooftoproduct.com/448 This episode contains affiliate links. You can view our affiliate disclaimer here . Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

5. Quick Hit: What Are Some of the Biggest Benefits of Exhibiting at Trade Shows?

   Jul 16, 20264 min

   One pattern I've noticed time and time again after working with thousands of product brands across lots of different categories, is that while our products might be different or our tools and platforms might change, all of our core business foundations and fundamentals are not changing. And that's exactly why I wanted to share this short clip from the archive, something that I think is worth revisiting because the takeaways still hold true today. Maybe listening will spark an idea or help you take action on a decision that you've been sitting on. Really, the goal here is to help you take your next intentional step in business. That's what I want for you. Enjoy this clip! You can listen to the full episode here: http://prooftoproduct.com/256 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

6. 449 | Why Wholesale Customer Retention is Important Yet Often Overlooked with Katie Hunt

   Jul 14, 202620 min

   Did you know that it costs up to seven times more to acquire a new customer than it does to retain a current customer? Yes, seven times! We spend so much time, money and energy chasing new customers, new followers, new email subscribers, new stockists. And meanwhile, we have people who already bought from us, the ones who already know us and like us. They trust our brand and most of us are barely talking to them. So today we're going to fix that and talk about why customer retention is so important. Today's episode is brought to you by our Paper Camp program. Paper Camp is our wholesale coaching program where we teach you everything you need to know to build strong wholesale foundations. Over the course of 4 weeks, we tackle your product line, sales tools, and marketing plan, and we even talk about how to exhibit at trade shows if that's what you want to do. We start with your product line and go into everything from how often you should be releasing new products to ensuring that your numbers are sustainable for the wholesale market and their price for profit. Then we move into sales tools you must have for selling wholesale so you make a strong first impression with buyers like catalogs and your terms and conditions. Then, we cover marketing strategies and ways to reach various store owners. Each week's teachings build on the previous week, and we host weekly live engaging coaching calls to answer all of your questions. We will open enrollment for our next round of Paper Camp soon, and we sell this program out every time we run it. Join the wait list and you’ll get early access to enroll. SIGN UP FOR THE WAITLIST You can view full show notes and more at http://prooftoproduct.com/449 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

7. Quick Hit: What Makes a Retailer Say No to Buying Your Product?

   Jul 9, 20266 min

   Today's episode is a short excerpt from a previous conversation I had with one of our amazing Paper Camp students. I really love using this podcast to spotlight the incredible things that our students are doing because there is so much value in hearing how other product brands are navigating wholesale in real time. These episodes are also a great reminder that there is no singular path to success when it comes to selling wholesale. You get to decide what works best for you and your brand. Today you're getting an inside look at how one brand does things which will surely spark ideas for you. You can listen to the full episode with Ginger Diaz of Feliz Modern & Rancho Diaz here: http://prooftoproduct.com/303 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

8. 448 | How Many SKUs Should You Have with Katie Hunt

   Jul 7, 202619 min

   Today I want to talk about SKU numbers because a question that I often get asked is how many SKUs should I have before I start selling wholesale ? Unfortunately, the answer is it depends. Which I know you all want like a solid number and we do give some solid recommendations and guidance for like how much we want you to have in Paper Camp and also how many you should have before you start exhibiting at trade shows. But I wanted to do this solo episode on the podcast about this topic because there is a lot of nuance and I want to break down what that nuance is and so you can apply it to your own business. Today's episode is brought to you by our Paper Camp program. Paper Camp is our wholesale coaching program where we teach you everything you need to know to build strong wholesale foundations. Over the course of 4 weeks, we tackle your product line, sales tools, and marketing plan, and we even talk about how to exhibit at trade shows if that's what you want to do. We start with your product line and go into everything from how often you should be releasing new products to ensuring that your numbers are sustainable for the wholesale market and their price for profit. Then we move into sales tools you must have for selling wholesale so you make a strong first impression with buyers like catalogs and your terms and conditions. Then, we cover marketing strategies and ways to reach various store owners. Each week's teachings build on the previous week, and we host weekly live engaging coaching calls to answer all of your questions. We will open enrollment for our next round of Paper Camp soon, and we sell this program out every time we run it. Join the wait list and you’ll get early access to enroll. SIGN UP FOR THE WAITLIST You can view full show notes and more at http://prooftoproduct.com/448 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

9. We're on Summer Break!

   Jun 30, 20261 min

   The Proof to Product team is practicing what we preach and we are going on summer break for the next two weeks! We will be back in your ears soon and we are so excited about our upcoming episodes! In the meantime, we are gearing up for another round of our Paper Camp program which will start soon. We only run Paper Camp twice a year, so if you are wanting to learn how to start with wholesale, click here to join the waitlist (we sell out every time!). Have a great week and we'll see you soon!

10. Quick Hit: What Does Your Brand Story Have to Do With Wholesale Success?

    Jun 25, 20267 min

    Today's episode is a short excerpt from a previous conversation I had with one of our amazing Paper Camp students. I really love using this podcast to spotlight the incredible things that our students are doing because there is so much value in hearing how other product brands are navigating wholesale in real time. These episodes are also a great reminder that there is no singular path to success when it comes to selling wholesale. You get to decide what works best for you and your brand. Today you're getting an inside look at how one brand does things which will surely spark ideas for you. You can listen to the full episode with Lauren te Velde of Paper Farm Press here: http://prooftoproduct.com/311 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

11. 447 | Embracing Change in Business & What It’s Like to Close Your Retail Shop with Audrey Woollen, Urbanic

    Jun 23, 202632 min

    This week I'm sitting down with returning guest Audrey Woollen of Urbanic and we're talking about navigating a huge business transition. About a year ago, Audrey decided to close her retail shop and we'll talk about that today. Audrey opens up about the difficult decision it was to close after being open for nearly two decades. We talk about the challenges and emotions of stepping away from something that you've built from the ground up. We talk about hustle culture ane the process of rediscovering creativity and purpose outside of traditional business models. We also talk about what she does and does not miss about running an in-person store, the pressures of being responsible for a large payroll, and the power of pausing to reflect on what you really want in both life and business. Friends, if you are grappling with any sort of change, if you're feeling stuck or questioning your next move, then I really feel like this episode is kind of a permission slip to follow your intuition and to honor your evolving needs and really kind of just explore what's possible when you give yourself the space to grow. This episode is brought to you by our Proof to Product LABS coaching program . We are doing something new coming up in LABS in July, it’s called CEO Week. We're going to help you lock in your focus for Q3 and give you the steps you need to take immediate action on things that really have been requiring your attention for a while. We're going to push your business to the next level and we’d love to have you join us. We start in mid-July! REQUEST YOUR INVITATION You can view full show notes and more at http://prooftoproduct.com/447 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

12. Quick Hit: What Should I Do When I’m Not Motivated To Finish The Tasks I Need To Finish?

    Jun 18, 20269 min

    One pattern I've noticed time and time again after working with thousands of product brands across lots of different categories, is that while our products might be different or our tools and platforms might change, all of our core business foundations and fundamentals are not changing. And that's exactly why I wanted to share this short clip from the archive, something that I think is worth revisiting because the takeaways still hold true today. Maybe listening will spark an idea or help you take action on a decision that you've been sitting on. Really, the goal here is to help you take your next intentional step in business. That's what I want for you. Enjoy this clip! You can listen to the full episode with Skye Waterson of Unconventional Organisation here: http://prooftoproduct.com/396 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

13. 446 | How To Have a Successful First Wholesale Trade Show with Karen Sawyer-Meehan, Pier Six Press

    Jun 16, 202637 min

    Today's episode is a really practical conversation for anyone that is preparing for wholesale trade shows, especially if you're newer to exhibiting or you're trying to decide whether trade shows are the right next step for your business. I'm joined by Karen Sawyer-Meehan of Pier Six Press . She is a longtime Proof to Product client, a seasoned trade show exhibitor, and also one of the co-chairs of the Noted trade show which is done through the Greeting Card Association. In this episode, we're talking about what actually makes a booth stand out on the show floor, why product cohesion matters more than having a huge product line, how buyers are making snap decisions as they walk the aisles of a trade show, and why your trade show booth needs to communicate your brand point of view within seconds. We also talk about booth setup, product placement, trade show etiquette, and how to make the most of those in person conversations without feeling like you're coming across as pushy or awkward. We also talk about how having a positive mindset when exhibiting at trade shows is absolutely critical. There's a lot of tactical advice here packed into this episode, but also a lot of perspective around what it takes to build wholesale relationships over time and how trade shows are just one step in that journey. It's an optional step, but it is one step that a lot of folks are taking and seeing success from. Whether you're actively preparing for a show right now or starting to think about whether wholesale trade shows are for your future, I think you're going to get a lot from this conversation with Karen. Today's episode is brought to you by our Is Wholesale Right for You private podcast ! This free 12-part audio series will help you decide whether wholesale is a good next step for your specific business. After listening to this audio series (in less than an hour), two things will be true. You'll know whether you want to pursue wholesale for your product business, and you'll have the confidence and action steps to get started with wholesale. Sign up for the private podcast today! SIGN UP You can view full show notes and more at http://prooftoproduct.com/446 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

14. Quick Hit: Is Selling Wholesale Only For Large, Established Businesses?

    Jun 11, 20264 min

    I know you have a lot on your plate right now. You've got products to make, orders to ship, and about a hundred decisions that you're making every day. I do not take it lightly that you are spending time with me today and I want to thank you for being here. Today's episode is a short, focused, throwback episode designed to give you one thing that you can do today to move your business forward. No fluff, no filler, just ideas that we've shared in the past that will benefit you today. Let's dive in! You can listen to the full episode here: http://prooftoproduct.com/281 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

15. 445 | What Indie Retailers Want in Their Stores Right Now with Kimberley Yurkiewicz, Measure Twice

    Jun 9, 202640 min

    Today I'm joined by my friend Kimberley Yurkiewicz, owner of Measure Twice , an independent gift shop in Brooklyn, New York. Kimberley has worn a lot of hats in the consumer gift industry. Over the years, she worked retail managing large gift shops. She had a successful career as a sales rep. She worked closely with brands behind the scenes, mentoring them as they made decisions about their product line and pricing and more. And for the last seven years, she's owned and operated her successful brick and mortar shop Measure Twice, alongside her husband. Last time we had Kimberley on the podcast was 2024 , so it has been a minute. In this episode, we are catching up about buying patterns, rising product costs, what brands are getting right and wrong when pitching stores, and why industry standards still matter. As wholesale sales strategies continue to evolve, we also get into a really important conversation about pricing. If you have been nervous about raising your wholesale prices, Kimberley shares some incredibly honest perspective from the retailer side that I think will be reassuring for a lot of you to hear. Towards the end of the episode, we also talk about what independent retailers are craving right now, specifically what she is craving. Products with personality, points of view and brands that aren't afraid to stand out in the marketplace. It was really great catching up with Kimberley and having this candid but fun conversation about her shop, the state of the industry, and more. Today's episode is brought to you by our Is Wholesale Right for You private podcast ! This free 12-part audio series will help you decide whether wholesale is a good next step for your specific business. After listening to this audio series (in less than an hour), two things will be true. You'll know whether you want to pursue wholesale for your product business, and you'll have the confidence and action steps to get started with wholesale. Sign up for the private podcast today! SIGN UP You can view full show notes and more at http://prooftoproduct.com/445 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

16. Quick Hit: How Can I Gain a More Holistic Understanding of What My DTC & Wholesale Customers Want?

    Jun 4, 20269 min

    Over the years, we've had hundreds of conversations on this podcast about what it means to build a sustainable, profitable product brand. And some of those conversations are just too juicy. They're too good to live in the archives. Today, I'm bringing one back. What you're about to hear is a short clip from a past episode. It's a topic that has stuck with me and still feels very relevant today. These throwback episodes are intentionally short and to the point because sometimes you don't need a full deep dive. All right, let's dive in. You can listen to the full episode with Monica Sharma-Patnekar of Business with Monica here: http://prooftoproduct.com/283 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

17. 444 | Don't Call It Art with Austin Kleon

    Jun 2, 202632 min

    Today I am joined by best selling author Austin Kleon , the author of Steal like an Artist , Show Your Work , Keep Going , and his newest book, Don't Call It Art . This conversation feels timely because I've been hearing from so many people lately who are just feeling creatively exhausted. They've built businesses around something that they once loved making, but somewhere along the way the creativity started to be replaced by running the business. Those production schedules, the marketing plans, inventory, emails. All the things, right? Austin and I talk about that tension that a lot of people feel in this episode. How easy it is to lose the playfulness and the curiosity that got us into business in the first place. We talk about the pressure to always be professional, the fear of looking stupid or not knowing everything, and why staying curious actually matters so much as we grow our businesses and ourselves as creative leaders. We also talk about creating like children do. Experimenting, playing, making bad art on purpose, working with your hands, getting outside, taking walks, journaling. There's a really interesting conversation here about how creativity doesn't always come from sitting and thinking harder. Sometimes it comes from movement, from changing your environment, from using your hands or stepping away long enough for your brain to reconnect the dots in the background. Today’s episode is brought to you by our Proof to Product resource library . It’s where you can get your hands on our free resources to help you start, streamline and scale your business in your own way and at your own pace. GET FREE ACCESS You can view full show notes and more at http://prooftoproduct.com/444 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp This episode contains affiliate links. You can view our affiliate disclaimer here .

18. Quick Hit: How Do I Differentiate My Products from Everyone Else?

    May 28, 20267 min

    One pattern I've noticed time and time again after working with thousands of product brands across lots of different categories, is that while our products might be different or our tools and platforms might change, all of our core business foundations and fundamentals are not changing. And that's exactly why I wanted to share this short clip from the archive, something that I think is worth revisiting because the takeaways still hold true today. Maybe listening will spark an idea or help you take action on a decision that you've been sitting on. Really, the goal here is to help you take your next intentional step in business. That's what I want for you. Enjoy this clip! You can listen to the full episode with Biff Ulm of Nice Enough Stickers here: http://prooftoproduct.com/361 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

19. 4 Ways To Increase Your Product Profit Margins with Katie Hunt [Replay]

    May 26, 20266 min

    Hey, friend. I'm pulling an amazing episode from the archives with over 440 episodes here on the Proof to Product podcast. There is a gold mine of information for you to help you grow your business, and, frankly, it can be hard to take it all in. Today's episode is a look back at a solo episode about how to increase your product profit margins. This episode is important now more than ever with inflation and rising prices of practically every good out there. I will walk you through everything that you need to know about profit margins from a micro-level. As a business owner, you'll want to observe the profit margins for many reasons but it can be especially important when it comes to knowing what sells, what should be discontinued and to help fuel your strategic decision-making. You can view full show notes and more at https://www.prooftoproduct.com/podcast-episodes/4-ways-to-increase-your-product-profit-margins-with-katie-hunt Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp

20. Quick Hit: Do I Really Need Wholesale Terms & Conditions?

    May 21, 20264 min

    One pattern I've noticed time and time again after working with thousands of product brands across lots of different categories, is that while our products might be different or our tools and platforms might change, all of our core business foundations and fundamentals are not changing. And that's exactly why I wanted to share this short clip from the archive, something that I think is worth revisiting because the takeaways still hold true today. Maybe listening will spark an idea or help you take action on a decision that you've been sitting on. Really, the goal here is to help you take your next intentional step in business. That's what I want for you. Enjoy this clip! You can listen to the full episode with here: http://prooftoproduct.com/284 Quick Links: Free Wholesale Audio Series Free Resources Library Free Email Marketing for Product Makers PTP LABS Paper Camp