The Handcrafted Podcast: The Business of making things

Paul Mencel
  • 4.1 (13)
  • Arts

The Handcrafted Podcast: The Business of Making Things" is where craftsmanship meets business strategy. Hosted by Paul, founder of Philadelphia Table Co. and The Handcrafted Network, this podcast dives into the mindset, pricing, marketing, and systems that help makers turn their craft into a thriving business. Whether you're a woodworker, artisan, or creative entrepreneur, you’ll learn the strategies to build a profitable, sustainable business—because great craftsmanship deserves great business strategy.

  1. 6d ago

    Your Style Is the Moat: How Makers Build Work That Can’t Be Compared

    Join Us Summary: In this episode, Paul reflects on attending the ICFF design show in New York and uses the experience as a jumping-off point to explore one of the hardest questions for makers: What is your personal style, and why does it matter? He discusses the tension between inspiration and imitation, custom work versus collections, and how developing a recognizable creative identity can become a competitive advantage. Drawing from his background in music, Paul compares furniture design to songwriting and cover bands—arguing that the goal isn’t to invent from nothing, but to reinterpret influences in a way that becomes unmistakably your own. The episode challenges makers to identify the “through line” in their work and build a brand around what makes them uniquely difficult to replace.  Key Takeaways: ICFF and creative reflection: Trade shows can inspire, but also reveal how much work in an industry starts to feel repetitive—and why standing out matters. Personal style creates defensibility: The easiest way to reduce competition is to create work with a distinct voice that clients can’t easily compare on price alone. Borrow, remix, reinterpret: Great creative work often comes from combining influences rather than inventing in isolation. The question becomes: What’s your version of the classic?Look for your “through line”: Review past projects and identify recurring themes, shapes, details, or philosophies that consistently show up in your work. Technical growth expands creative possibilities: Improving skills often opens new design directions that previously felt outside your comfort zone. Collections require clarity: Before investing heavily in branding, websites, or product lines, spend time refining what your creative identity actually is. Questions are valuable: Growth often comes less from receiving answers and more from asking better questions about your work and business. If this episode sparked something for you: What’s the through line in your work—and what would make someone instantly recognize it as yours? Join the Network

    14 min

  2. May 18

    What Interior Designers Actually Value: Survey Insights That Could Change Your Marketing Strategy

    Join the Network:  Article Here:   Paul breaks down findings from an interior designer industry survey and translates them into practical takeaways for furniture makers, woodworkers, and custom vendors. The episode focuses on where clients are willing to spend, what luxury buyers prioritize, and how makers can better position their businesses to work with interior designers and repeat clients.  The biggest takeaway: many makers may be spending too much time marketing things clients don’t actually value—and not enough time emphasizing what drives buying decisions like quality, lead times, and service.  Key Takeaways: Clients are willing to spend on furniture — you don’t need to sell the category. The challenge isn’t convincing people to buy furniture; it’s convincing them to buy from you. Marketing should focus on differentiation, trust, and why your company is the right fit. Quality matters more than sustainability. Survey respondents ranked quality of materials and finishes as a top priority, while sustainability ranked surprisingly low. Paul suggests makers may need to shift messaging toward craftsmanship, durability, and material quality rather than leading with eco-friendly positioning. Interior designers prefer vendors to come to them. Office visits significantly outperform virtual meetings. For makers doing cold outreach, bringing samples directly to designers’ offices may be more effective than asking for Zoom calls or showroom visits. Lead time transparency is one of the biggest competitive advantages. Designers care deeply about realistic production schedules and visibility into timelines. Better communication around lead times could be a stronger selling point than discounts or white-glove services. Trade discounts may matter less than expected. Designers appear to value reliability, responsiveness, and timeline clarity more than vendor discounts. Community creates leverage. Paul opens by sharing how both new members and his own business benefited from the Handcrafted Network—using the community for support, collaboration, and specialized expertise to complete projects. Closing Thought: The episode encourages makers to stop guessing what clients and designers value and instead use real data to refine marketing, improve service, and position their businesses around what buyers actually care about.  Join the Network

    14 min

  3. May 11

    Why Clients Don’t Choose You: The “Why Not?” Exercise That Can Transform Your Business

    Year of growth course.  Summary: In this episode, Paul dives into a powerful mindset shift that came from intentionally slowing down and creating space to think. While reflecting during quiet moments with his newborn son, he began exploring a question most business owners never ask deeply enough: not just “Why do customers choose us?” but “Why don’t they?” Using Philadelphia Table Company as a real-world example, Paul breaks down how identifying “why nots” can reveal the biggest growth opportunities in your business—from pricing perception and brand positioning to timelines, customer experience, and product structure. He also explores category positioning, luxury strategy, and how understanding your market tier can help you create a stronger competitive edge.  Key Takeaways & Highlights: The power of boredom and reflection Paul talks about intentionally creating mental space to think instead of constantly staying busy. Some of the best strategic insights come when you stop consuming and simply reflect. Ask “Why Not?” instead of only “Why Us?” Most businesses focus on why customers buy from them. Paul explains how identifying the reasons customers don’tchoose you uncovers the real friction points in your business. Common “why nots” for custom makers Paul shares real examples from PTC, including:Budget concernsClients not understanding the valueLong lead timesToo many custom choicesWeak brand perceptionBeing viewed as “too local” These become opportunities for improvement instead of frustrations. Why collections matter One major realization: fully custom can overwhelm customers. Paul compares it to sitting at a restaurant with a blank menu. Creating a collection gives customers direction while still allowing customization. Positioning yourself within your market tier Paul breaks down the furniture industry into tiers—from IKEA and Wayfair up through artisan luxury brands like BDDW and explains why understanding your category changes everything about service, branding, pricing, and expectations. Competing isn’t always about price Sometimes the answer isn’t lowering prices—it’s improving how you communicate value, experience, and differentiation. Trade programs and luxury positioning Paul references deVOL and their refusal to offer discounts, using it as an example of maintaining strong luxury positioning and price integrity. Own your category instead of chasing everyone else One of the biggest opportunities for small makers is recognizing that there are gaps in the market where highly branded, high-service custom businesses can dominate. Strategic thinking is work Paul closes with a reminder that sitting, thinking, journaling, and analyzing your positioning is real work—and often some of the most important work a business owner can do.  Join the Network

    14 min

  4. May 4

    AI for Makers: The Right Tool for the Right Job

    Join the Community Summary: Paul breaks down how he’s actually using AI tools inside his business—not hypothetically, but in real, practical ways that save time, improve communication, and support growth. The core takeaway: there’s no single “all-in-one” AI. Each tool has strengths, and understanding how to use them strategically is what creates leverage. He also reinforces a broader mindset shift—don’t wait for perfect. Whether it’s launching a podcast or adopting new tools, momentum beats perfection every time.  Key Takeaways: Progress over perfection: Don’t let “perfect” delay action—launch, iterate, improve later. ChatGPT = speed + clarity: Best for quick tasks like summarizing, visual explanations, client communication, and fast back-and-forth problem solving. Claude = deep work: Ideal for heavy lifting—financial modeling, spreadsheets, strategic planning, and thoughtful analysis. AI as a thinking partner: Tools like Claude can help structure decisions, ask better questions, and map out plans—even if they’re not perfect. Image/video AI tools (Gemini, Scenario, Pomelo, Artlist): Useful for enhancing or generating visuals, especially if your photo setup is limited. Leverage vs. replace: AI should enhance your workflow—not replace your brand voice or craftsmanship. Strategic positioning matters: Paul is intentionally limiting AI in brand-facing content to stay differentiated in a crowded, AI-heavy landscape. Rising tide mentality: Elevating your own business—and helping others do the same—raises the standard for the entire industry. Join the Network

    18 min

  5. Apr 27

    Office Hours: Pricing Fear, Better Clients, and Breaking Out of the Shop

    Join the Network Summary: In this Office Hours episode, Paul answers real questions from listeners navigating the transition from maker to business owner. The conversation covers skepticism about the Handcrafted Network, the mental hurdles of raising prices, the struggle to step out of production, and how to attract higher-quality clients. Throughout the episode, Paul emphasizes that the hardest part of building a craft business isn’t the craft—it’s the business side. He shares candid insights from his own current challenges, reinforcing that he’s still “in the trenches” alongside his audience.  Key Takeaways: Why Paul built the Network: It’s not a scam—it’s a response to a real gap. The business side of woodworking is underserved, and paid communities create accountability and better engagement.Charging more requires tolerance for discomfort: Raising prices means hearing more “no’s,” but the “yeses” become more valuable. Fewer, higher-quality projects can outperform a high-volume, low-margin workload.If your schedule is full, your prices might be too low: An overloaded queue is a signal to increase pricing—not hire immediately or keep grinding.You must force time to work on the business: Time blocking (even 1 hour daily) is critical. Staying busy in the shop can be disguised procrastination from higher-leverage work.Better clients come from better positioning, not luck:Stop fishing in low-quality channelsImprove photography and presentationEliminate “commodity” perceptionUse pricing filters (like budget selectors) to pre-qualify leadsBrand perception drives client quality: If your work looks cheap, you’ll attract price shoppers. If it looks high-end, clients will assume higher pricing before even reaching out.You don’t need to niche too early: Explore what you’re naturally good at selling. Sometimes the most scalable path isn’t what you initially expected.Closing Thought: The shift from maker to business owner isn’t about working harder—it’s about thinking differently, pricing strategically, and intentionally building the kind of business you actually want. Join the Network

    19 min

  6. Apr 20

    Pricing Is a Story: Why Value Beats Cost Every Time

    Join the Community Seth's Blog on Pricing. Summary: In this episode, Paul reflects on a powerful blog post by Seth Godin about pricing—and why most makers get it wrong. Instead of treating pricing as a simple equation based on cost, Paul unpacks the idea that pricing is deeply tied to perception, storytelling, and the value customers believe they’re receiving. Drawing from his own experiences at Philadelphia Table Company, Paul explores how underpricing often stems from a weak narrative—not a weak product. The episode becomes a real-time processing session, where he challenges his own pricing strategies and pushes listeners to rethink how they position their work in the market.  Key Takeaways / Highlights: Pricing is not math—it’s perception. It’s an exchange of value, but more importantly, it’s a story. The better the story, the stronger the price.Stop justifying price—differentiate instead. You don’t need to justify your price against the entire market—just against the next best option.Cost ≠ Price. Cost of production sets your floor, not your ceiling. The real question is: what is this worth to the customer?“Too expensive” = weak story. When someone pushes back on price, it’s usually not about the number—it’s about a mismatch between your story and your reputation.Luxury strategy: raise the price, then elevate the experience. Don’t discount—build a better narrative and a more valuable offering around the higher price.Asking “what’s your budget?” is the wrong move. Instead, uncover what the customer values, fears, and desires—then align your offer to that.Cheap customers are not loyal customers. Competing on price leads to a race to the bottom—and even if you win, you lose.Convenience is a hidden premium. Ease, communication, and experience are often just as valuable as the product itself.“It might not be for you” is a strength, not a weakness. Great brands are not for everyone—they are perfect for someone.The ultimate positioning: “You’ll pay a bit more, but you’ll get more than what you paid for.”Join the Network

    19 min

  7. Apr 13

    The Pricing Blind Spot: Reading the Client’s Hand

    Join the Community Summary: Paul reflects on a missed opportunity that reshaped how he thinks about pricing, client perception, and value in the custom furniture world. After quoting a large table and referring the client elsewhere, he discovers the project sold for double his price—forcing him to confront how his own assumptions limited the outcome. The episode explores the idea that pricing is less about cost and more about positioning, perception, and confidence. Paul begins rethinking how to attract high-end clients, better qualify leads, and “read the client’s hand” earlier—treating sales more like a strategic game than a fixed formula.  Key Takeaways: You may be underpricing based on your own beliefs Just because something feels expensive to you doesn’t mean it is for the client.Sales is like poker You don’t know the client’s budget—your job is to uncover it quickly and confidently.Attract the right clients through positioning Marketing should signal that your work is high-end so price-sensitive buyers filter themselves out.High-end clients value more than price They care about uniqueness, customization, and experience—not just cost.Qualify early, but don’t rely on surface signals Budget forms help, but clients may understate or misrepresent their true spending ability.Confidence wins bigger projects The makers landing high-ticket jobs are willing to “push the number” and risk hearing no.Pricing drives growth, not just profit Higher margins allow for better hires, equipment, and long-term flexibility.Your goal: get the client to show their hand early The faster you understand their true expectations and budget, the better you can position your offer.If you want help pressure-testing your pricing or positioning, shoot a note to paul@thehandcraftednetwork.com . Join the Network

    13 min

  8. Apr 6

    5 Moves That Actually Move the Needle This Week

    Join the Network Summary: In this episode, Paul shifts away from theory and focuses on immediate, practical actions makers can take to generate momentum in their business. Instead of overthinking strategy, he emphasizes simple, proven moves that directly impact revenue, positioning, and opportunity—many of which are already sitting right in front of you. The core message: you don’t need a full overhaul to grow—you need decisive action. By executing just one or two of these tactics consistently, makers can create meaningful progress in a matter of weeks, not months.  Key Takeaways: Follow up like a professional Most money is sitting in your inbox. Revisit quotes from the past 60–90 days and send thoughtful, low-pressure follow-ups that reopen conversations and create clarity.Raise your prices (without announcing it) Increase pricing 5–10% on new inquiries. This immediately improves margins, filters for better clients, and reinforces your positioning—without needing justification.Create content that actually sells Stop posting just to show work—create content that shifts perception. Talk on camera, explain the “why” behind pieces, and engage your audience in a way that attracts buyers, not other makers.Tighten one system causing chaos Don’t overhaul everything—fix one bottleneck. Whether it’s quoting, client communication, or production handoff, small system improvements reduce stress and unlock capacity.Ask for one strategic introduction One warm intro can change your entire quarter. Make it a habit to ask clients, peers, or your network for connections—especially in high-value circles like designers or hospitality.Join the Network

    12 min
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Ratings & Reviews

4.1
out of 5
13 Ratings

About

The Handcrafted Podcast: The Business of Making Things" is where craftsmanship meets business strategy. Hosted by Paul, founder of Philadelphia Table Co. and The Handcrafted Network, this podcast dives into the mindset, pricing, marketing, and systems that help makers turn their craft into a thriving business. Whether you're a woodworker, artisan, or creative entrepreneur, you’ll learn the strategies to build a profitable, sustainable business—because great craftsmanship deserves great business strategy.

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