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A Melbourne winter. A real gap in kids’ wool headwear. A founder with a finance brain and a product heart. That is how Acorn Kids began. In this episode, Fiona Savaris shares how a winter beanie line turned into a year-round headwear brand that stockists love, why wholesale still wins for volume, and how she just launched swimwear by leveraging prints, suppliers, and existing demand. If you care about cash flow, indent, stockist relationships, and direct-to-consumer growth, you will love this founder story.

• Learn how to use indent orders to protect margins and place smarter production bets
• See how a wholesale-first strategy can fuel longevity and repeat stockist revenue
• Steal the exact assets that help retailers sell more hats, beanies, and swim hats
• Hear the behind-the-scenes of a category expansion into swimwear that makes sense

• The spark: Fiona could not find warm, design-forward kids hats in Melbourne. She starts winter-only with wool beanies, mittens, and scarves made through a women’s collective and Brunswick production.
• The shift: Summer hats unlock smoother cash flow. Parents need hats for daycare and kinder. Kids lose hats. Heads grow. DTC sells summer all year.
• The engine: Wholesale remains the volume play. Disciplined launch timing, no constant discounting, and shared lifestyle photography keep stockists profitable.
• The system: Present ranges on Brandboom, take indent orders, back winners, manage MOQs for healthy margins, and hold core SKUs for reorders.
• The expansion: From swim hats to swimwear. Same brand prints. Specialist makers. A product customers already asked for.
• The team: Two full-time. Outsourced specialists for Klaviyo email marketing, Meta ads, photography, design, and sales support. Agents plus trade shows to reconnect face-to-face.
• The real life: Growth is not linear. Family health, market swings, and pacing. How to keep building without burning out.

Timestamps
00:00 Origin story in Melbourne. Wool headwear that kids actually want to wear
06:30 Winter-only to summer hats. The cash flow unlock
12:15 Wholesale first. Protecting stockists and full price sell-through
18:20 Indent explained. Sizing curves, MOQs, and backing winners on Brandboom
24:05 Printing your own fabrics. Reusing prints across styles
27:00 New swimwear launch. Why timing and supply chain mattered
32:40 Who buys and why. Repeat purchases and lifetime value in kids headwear
3

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I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.

Send us a text

Your product might be beautiful, high-quality, and everything your customer needs… but here’s the truth: that alone isn’t enough to grow a profitable business.

In this episode, I’m diving into the mistake so many founders make, putting 99% of their energy into the product itself and forgetting the bigger picture. Because while your product matters, what matters more is how you get it into people’s hands.

We’ll cover:

• Why “build it and they will come” is a dangerous mindset for product-based founders
• The role of retailers, stockists, and partners in helping you grow
• The power of distribution and getting your product in front of more people
• Why supporting your stores and stockists is just as important as landing them in the first place
• The shift second-time founders make that first-time founders overlook
• What else matters more than the product itself (pricing, marketing, visibility, and customer experience)

By the end, you’ll know exactly where to shift your focus so your product doesn’t just sit pretty on a shelf - it actually sells.

✨ Free Training Alert: Want to build a 90-day roadmap for more sales and consistent profit (without relying on social media)? Join my upcoming live training here → https://www.thelotco.com/trainings

Support the show

I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.

Send us a text

What if one partnership could change your entire brand trajectory? Meet Vania Truchsess—Venezuelan-born, New Zealand-based jewelry designer whose handmade pieces landed in Karen Walker stores and unlocked a flywheel of credibility, stockists, and DTC growth.

In this episode, we cover:

• How Vania went from babysitting to building a handmade jewelry label in NZ
• Why wholesale increased her direct-to-consumer sales (not the opposite)
• Pricing, margins, and range editing (and why you must revisit them yearly)
• Trade shows as a one-good-stockist play (LTV thinking > vanity order counts)
• Using markets, email (Flodesk), and workshops to fuel DTC demand
• Collaborations that borrow audiences and build brand equity
• Balancing creativity with cash flow, admin, and sustainable routines
• The mindset that keeps her shipping: perseverance (and a bracelet to prove it).

SAVE YOUR SPOT IN MY NEW FREE LIVE TRAINING HERE: https://www.thelotco.com/trainings

Vania Truchsess is the founder of Vania, a handmade jewellery brand inspired by nature and gemstones. Her ranges span everyday unisex pieces to woven “Daydreamer” earrings and gemstone necklaces using freshwater pearls and 14k gold-filled elements.

Timestamps:
00:00 Meet Vania + what the brand stands for
02:20 Early making roots in Venezuela + family influences
04:45 Markets, morphing to the Kiwi aesthetic, and first “real job” detour
08:30 Range, pricing, and staying differentiated in a saturated category
09:50 The Karen Walker moment—and how credibility compounds
12:40 Why wholesale boosts DTC (yes, really)
14:50 Seasonality, Australia expansion, and realistic timelines for conversion
16:45 Trade shows: playing the long LTV game
18:20 DTC levers: email, paid/organic, markets, and beading workshops
21:10 Risks, bulk buying, duties, and owning what you do
27:40 What success looks like beyond revenue (impact stories that matter)
32:10 Evolving into fine jewelry; skills, vision, and authenticity
34:00 Creative vs. CEO time: routines and grace over perfection
41:20 Long-term partners > one-night collabs
43:15 Final advice: perseverance + smart risk

Support the show

I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.

Send us a text

Andrew from Mennie Brand is back for part two, and we’re cracking open the real trade show debrief from his first time exhibiting at Melbourne Life Instyle. We talk expectations vs reality, what actually moved the needle (hello, SMS follow-ups), and why visuals + storytelling at your stand matter more than you think. Andrew shares hard numbers, how he organised setup on a budget (including the furniture plot twist), and what he’s changing next time to turn browsers into buyers faster.

In this episode:

• The honest verdict: pride, perspective, and the big-brand imposter syndrome that didn’t stick
• The rollercoaster after the show (and why day-10 texts lit everything up)
• Why your pitch + story need reps (and how to avoid sounding “salesy”)
• Stand strategy: show the brand world (lookbook, lifestyle shots, POS) not just products
• Relationship ROI you can’t quantify: neighbours, buyers, and in-person feedback
• Logistics on a budget: flying with stock, painting the stand, marketplace furniture backup plan
• What’s next: considering Sydney (Feb) where Life & Style and Reed combine—and how different buyers = fresh opportunities
• Collabs & customs: ~200 unit MOQs with options to split across brands

Mentions & resources:

• Book: Building a StoryBrand by Donald Miller
• Find Andrew: Instagram @menniebrand | Stockist & custom enquiries
• Want help planning your own show? Check out my Trade Show Bootcamp and Wholesale program.
• Retailers: want the comfiest socks your customers will rave about? Reach out to @menniebrand for stockist info or custom collabs.

Support the show

I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.

Send us a text

Abundance Mindset Isn’t Woo — It’s Your Business Superpower

Is “abundance” just another fluffy buzzword? Nope. In fact, your mindset may be the difference between giving up on your product business too soon or building one that actually pays you.

In this episode, I’m breaking down:

• What abundance mindset really means (hint: it’s not about ignoring reality).
• The difference between abundance vs. scarcity thinking — and how each shows up in your day-to-day business.
• Real examples from launches, wholesale pitching, and sales that prove why scarcity spirals kill momentum.
• Practical tools to rewire your thinking — journal prompts, affirmations, gratitude practices, and the “not yet” reframe.
• Why combining mindset + numbers (aka your data) gives you clarity, stamina, and resilience when sales feel slow.

If you’ve ever found yourself refreshing your Shopify dashboard on repeat, comparing yourself to competitors, or assuming “no one wants this,” this episode is for you.

👉 Grab my free Abundance Mindset Journal Prompts + Affirmations here, and stay tuned for the upcoming 30-Day Abundance Challenge.

Because mindset alone isn’t enough. Mindset + strategy is how you build a profitable product business that lasts.

Support the show

I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.

Send us a text

If you’ve ever felt like freight is a dark art shrouded in mystery, you’re not alone.
In this episode of thelotco Business Podcast, I sit down with Christine Kanin from Pivot Freight Solutions to unpack (pun intended) the real world of freight and logistics and why getting it right can save your product business thousands of dollars (and a whole lot of headaches).

Christine has over a decade in the freight forwarding industry, helping small and medium-sized businesses confidently navigate the messy, unpredictable world of importing and exporting. She’s here to pull back the curtain on what really happens between “my product is ready” and “it’s on my doorstep.”

We cover:

• The biggest misconceptions product-based businesses have about freight
• Why relying solely on your supplier’s shipping quote can be an expensive mistake
• The acronyms and terms (like Inco terms and HS codes) every founder must know before signing anything
• The real process your goods go through — from packing at the factory to clearing customs and quarantine in Australia
• How to decide between sea freight, air freight, and couriers (and the hidden cost traps in each)
• Landed costs: what they are, how to calculate them, and why they should guide your pricing from day one
• Seasonal and global events that can blow your shipping timelines out of the water (literally)
• Christine’s unique “She Freights” tours to India, helping women find manufacturers and products while learning the freight side from the ground up

Whether you’re placing your very first order with an overseas supplier or managing multiple containers a year, this episode is packed with practical tips to help you stay in control, protect your margins, and avoid costly surprises.

📦 Listen in to finally get freight and logistics off your “too hard” list — and onto your “nailed it” list.

Resources & Links Mentioned:

• Pivot Freight Solutions → find here
• She Freights Tours → here
• Austrade Go Global Toolkit → here
• BICON (Biosecurity Import Conditions System) → here

If freight has been one of those “I’ll deal with it later” areas in your business, now’s the time.

Hit play, take notes, and share this with another product founder who’s ever had

Support the show

I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.

Send us a text

In this episode, I’m giving you the ultimate insider scoop from the recent Australian trade show circuit Life Instyle, Reed Gift Fairs, and AGHA.

Whether you were there, thinking about exhibiting next time, or wondering what the heck goes on behind those branded stands, this one’s for you.

From the buzz on the floor and real sales numbers, to the unexpected brand collaborations and cringe-worthy mistakes I saw some newbies make—I'm breaking it all down.

I’ll talk about what really makes a trade show successful (spoiler: it’s not just the orders), the importance of shelf-ready packaging and smart starter packs, and why connection not just conversion is your secret weapon.

I also dive into the question I get asked all the time: Which show should I do? Life Instyle vs. Reed vs. AGHAvand the truth about what suits who.

If you’re a brand looking to grow through wholesale or a retailer wondering how to make smarter buying decisions, this episode is packed with gold. Think of it like your own private trade show debrief, minus the sore feet and overpriced food.

What I cover:

• The real results exhibitors experienced.
• Common mistakes I saw brands make (and how to avoid them)
• How to make your booth unforgettable (even upstairs!)
• Why shelf-ready packaging and starter packs are non-negotiables
• The unquantifiable wins—like friendships, packaging hacks, and collabs
• A comparison between Life Instyle, Reed, and AGHA shows
• Why showing up is more than just standing at a booth

Bonus tip: If you're prepping for your first (or next) trade show, I share how to turn this opportunity into long-term revenue—and how to avoid becoming the brand that buyers forget the minute they walk away.

Mentioned in this episode:
Trade Show Bootcamp – My mini-course to help you prep, pitch and profit from your next show Transform Your Wholesale Program – Learn how to build a wholesale strategy that works long-term
✨ Product Business Growth Club – My membership for product-based businesses that want to grow without burning out

Rate & Review:
Enjoying the podcast? Leave a review and tell me what your biggest takeaway was from this episode!

Support the show

I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.

Send us a text

Let’s talk about one of the most underrated, powerful tools in your business toolkit REVIEWS. They cost you nothing but can absolutely skyrocket your credibility and sales. And yet… so many of you forget to ask for them, or don’t know how to use them to their full potential. Sound familiar?

In this episode, I’m diving into:

• Why reviews are way more powerful than any marketing copy you could write yourself
• How they boost your website conversions, SEO, and even wholesale success
• The exact tools I recommend to automate the whole process (no awkward follow-ups needed)
• Where to put reviews on your website to maximise their impact
• Clever ways to ask for them (without sounding desperate or robotic)
• And why YOU need to be giving reviews too—not just asking for them!

Whether you’re selling direct-to-consumer, through retail stores, or wholesaling to stockists, reviews matter. And if you’re not collecting them (and using them!) you’re leaving money and trust on the table.

🛠 Tools I mention in the episode:

• Trustpilot
• Judge.me
• Loox (perfect for visual reviews with customer pics)
• Stamped.io
• Yotpo
• Google Forms for post-program feedback

💬 Quick reminder:
If you’ve ever listened to an episode and thought “Omg that helped so much,” please scroll down in Apple Podcasts and leave a review. It means the world to me and keeps this podcast going. Plus, I read every single one!

🎯 This episode is for you if:
→ You’re running a product-based brand or retail store
→ You want to build trust fast and boost your online sales
→ You need better copy but don’t have time to write it—use your customer words instead!

Let’s get those reviews working for you.

Take 30 seconds to scroll down and leave a review on Apple Podcasts—it’s free for you and priceless for me!

Support the show

I'm Mel Robbins! from @thelotco

Want a Roadmap to Building a Profitable Product Business head here for directions!

Looking for ongoing support to grow your brand and sell more of your product? Join the Product Business Growth Club here.

Find more details at https://www.thelotco.com.au/

Business Coach for product-based businesses. Teaching creative business women how to build a scalable and profitable million-dollar product business whether a physical Retail store or Brand.

Over 25 years as a Retail and Wholesale Strategist (Sales and Marketing for Brands).

Grab my 8 step checklist on building a profitable product business.