INTELLIGEMS Intelligems brings A/B testing to business decisions beyond copy and design. Test your pricing, shipping charges, free shipping thresholds, offers, SaaS tools, and more by clicking here: https://bit.ly/42DcmFl. Get 20% off the first 3 months with code FARIS20. RICHPANEL Cut your support costs by 30% and reduce tickets by 30%—guaranteed—with Richpanel's AI-first Customer Service Platform that will reduce costs, improve agent productivity & delight customers at http://www.richpanel.com/partners/ajf?utm_source=youtube. // Most DTC teams want wholesale but treat it like a black box. In this episode, Jared Mehr (Pura Vida) lays out the exact path he used to build a $35M wholesale program—from first doors to trade shows to rep groups—without blowing up margins or ops. What you’ll learn: - Readiness checklist before you call a buyer: inventory, UPC/SKU hygiene, pricing, 3PL capabilities, and wholesale order flow - The real margin model (retail 50 / brand 50), why big boxes demand an extra 10–20% off wholesale, and how to price with future sales-rep commissions - Why “permanent promo” DTC tactics kill retailer interest—and what to do instead - Cash-flow realities: net-30/60/90, chargebacks, AR risk, and why a mom-and-pop baseline protects you when majors change POs - How to get your first accounts: outreach scripts, sampling, store-locator lead lists, and door-to-door tactics that still work- Operational must-haves: displays that drive sell-through, starter packs, minimums, and a reorder cadence that compounds - When wholesale beats ecom on profit, and how channels can lift each other rather than cannibalize - Scaling playbook: when to add trade shows, inside sales, and regional rep groups—and how to vet the right partners - Merch & forecasting: use pre-booking data to decide what to actually make (and what not to) If you’re feeling margin pressure, stagnant growth, or rising CAC, this episode gives you a practical, de-risked way to add a meaningful revenue channel—complete with the numbers, sequences, and pitfalls to avoid. No hype. Just a clear plan to get into stores and sell through. // CHAPTER TITLES: 00:01:36 - The Retail Experience: Should I Do It For My Brand? 00:02:18 - How Jareds Got His Start In The Retail Business 00:04:54 - Why It’s Important To Establish A Brand Online 00:08:24 - Good $ Starting Point For A Brand To Turn Retail 00:12:14 - First Things To Do 00:16:10 - How Profit & Margin Work In Retail Relationships 00:23:31 - Wholesale Vs Ecommerce 00:25:57 - The Sales Process 00:32:47 - The Hotel Gift Shop 00:35:38 - In Store Merchandising 00:41:25 - What Sales Pitch Worked For Me 00:45:13 - How To Be Successful Once You Are In Stores // SUBSCRIBE TO MY CHANNEL FOR 2X/WEEKLY UPLOADS! // ADMISSION Get the best media buying training on the Internet + a free coaching call with Common Thread Collective's media buyers when you sign up for ADmission here: https://www.youradmission.co/andrew-faris-podcast // FOLLOW UP WITH ANDREW X: https://x.com/andrewjfaris Email: podcast@ajfgrowth.com Work with Andrew: https://ajfgrowth.com
