Last week, we hosted another Mumble Upscale series on how to unlock the secrets to retail success with our exclusive master class, “How to Get Your Brand into Retail!” Whether you’re a startup or a more established business, the session was designed to help our members navigate the competitive world of retail, understand the buyer’s mindset, and position their brand for growth.
This unaided guide by retail expert Sara Arbelaez, former Head of Global Sales at Nails Inc and now founder of Business to Retail hub Monday Lifestyle Brands, offers over 13 years of experience in sales and retail across the beauty, fashion, and lifestyle industries. Sara has a proven track record of helping brands successfully navigate the retail landscape. Along with her team of industry experts, Sara dives deep into key areas such as pricing strategy, packaging, lead times, copywriting, and more. This master class provides invaluable insight into every facet of retail, making it your essential starting point to mastering the journey from concept to shelves. Missed our workshop? Don't you worry, we've got you covered with her best tips from the masterclass in a nutshell:
Can you share your Top 3 Mistakes Entrepreneurs Make When Launching Their Brand Into Retail.
1. Focusing Too Much on Creativity Over Marketability
While innovation and uniqueness are essential, not all aesthetically pleasing brands succeed in retail. Striking a balance between creative vision and proven market appeal is crucial. Products that lack timeless, evergreen qualities are often penalized by fleeting trends.
2. Delaying Retail Entry Until Digital Success
Many entrepreneurs wait to "make it big" online before entering retail, but this can backfire. By the time they feel ready, they may lack the necessary cash flow or digital momentum. Building a sustainable retail strategy alongside strong financial planning is key. It's better to start small—launching in a few stores with favorable terms—than to overextend into full distribution under poor conditions.
3. Over-Relying on Advice From Too Many Experts
Seeking guidance is important, but listening to too many voices can lead to costly mistakes. Conflicting advice often results in wasted time, money, and energy. Entrepreneurs should focus on curated, specialized expertise aligned with their goals.
How Can We Efficiently Launch a Brand Into Retail?
Launching a brand into retail doesn’t have to break the bank. While retail can be costly, it offers incredible payback when approached strategically. Here’s how to do it efficiently:
Stop Overextending for Investor Approval
Trying to overachieve to impress investors can be a recipe for burnout. Instead, focus on building your brand from the ground up while strategically expanding your reach.
Capitalize on Retail’s Lead Time
Retail buyers often work 6 to 18 months ahead. Use this time to refine your product, build your supply chain, and develop a sustainable strategy. Consistency and preparedness are what buyers want to see.
Avoid Risky Agreements
Be cautious with "sell or return" deals if buyers are over-ordering—you’ll end up responsible for unsold inventory. Negotiate terms that protect your brand’s financial stability.
Manage Cash Flow Strategically
Small businesses can’t afford to wait 60–90 days for payments. Consider taking a smaller margin in exchange for faster cash flow to keep your operations running smoothly.
Pitch Relentlessly
Don’t wait for everything to be perfect—start pitching early and often. Focus on securing Letters of Intent (LOIs) and get your product into the market. But don’t limit your range to a few products—offer a well-rounded lineup to maximize your chances of success.
Efficient retail launches come down to strategy, preparation, and persistence. Keep building momentum, stay flexible, and prioritize financial sustainability.
