187: How to Succeed in Wholesale: Expert Tips and Tricks with Guest Katie Hunt

In this episode of The Professional Creative, I’m thrilled to welcome Katie Hunt, founder of Proof to Product and a true expert in wholesale. Katie has dedicated her career to helping creative entrepreneurs get their products into stores, and today she’s sharing her best insights with us. If you’ve ever wondered whether wholesale is right for your business, or if you’ve tried it but struggled to get traction, this conversation is packed with essential guidance to set you on the right path.

We begin with Katie’s journey into wholesale—starting with her own product-based business and her realization that so many talented makers needed guidance on the business side of things. Her early experiences inspired her to create Paper Camp, a comprehensive program that’s now helped thousands of creatives navigate wholesale successfully.

Katie shares the key indicators that signal it’s time to explore wholesale, including the importance of having a robust product line and understanding pricing for profitability. We also discuss the rise of online wholesale platforms like Faire, and why you can’t rely on algorithms or platforms alone to grow your business. Katie encourages listeners to approach wholesale intentionally, avoiding the trap of letting outside forces dictate their business strategy.

One of the most eye-opening parts of our conversation is Katie’s four-step decision-making matrix, which helps you evaluate every opportunity through the lens of heart, money, time, and impact. This framework is incredibly useful for making confident, data-driven decisions in every area of your business.

Katie also shares insights from her 2024 industry survey, revealing surprising statistics, like how 15% of product-based businesses aren't using email marketing at all—a missed opportunity for sustainable growth. We wrap up by talking about the power of trade shows, the rise of regional shows, and how creative entrepreneurs can maximize in-person sales.

If you’re curious about wholesale or thinking about how to grow your product-based business, this episode will give you clarity, encouragement, and a concrete action plan. Katie’s wisdom and experience are second to none.

You are working far too hard in this industry to not be making any money. -Katie Hunt

Key Takeaways

• Know when you’re ready for wholesale: You need a substantial product line (not just a few SKUs) and a clear understanding of pricing to ensure profitability.
• Don’t let platforms dictate your business model: Use platforms like Faire to support your strategy, not define it. Be intentional about the choices you make.
• Adopt Katie’s decision-making matrix: Use heart, money, time, and impact to evaluate every business decision.
• Data-driven decisions matter: Reassess your marketing and revenue streams regularly. Don’t just “do what you’ve always done.”
• Email marketing is a must: If you’re not using email marketing, you’re missing out on one of the most powerful ways to connect with customers and increase revenue.

Resources:

• Proof to Product – Learn more about Katie Hunt’s work helping creatives succeed in wholesale.
• Paper Camp – Join Katie’s four-week program to learn everything you need to know to succeed in wholesale.
• Proof to Product Podcast
• Katie Hunt on Instagram
• 2024 Wholesale Survey – View the full survey results on wholesale industry trends.

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Review of the week: 

EXACTLY WHAT I NEEDED!

I am on episode 5 and I am so motivated and on fire! Thank you so much for sharing your knowledge and making room for more! Your truly an inspiration

— JenniferSimien

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