The Resilient Retail Game Plan

Why Strong Profit Margins Matter More Than Sales in Your Product Business

Let’s be honest. Selling more doesn’t always mean you’re making more. In this episode of the Resilient Retail Game Plan podcast I share why strong profit margins are the foundation of a sustainable product business.

I’ll walk you through how to calculate your real margins how to spot the most common mistakes including ones I’ve seen big retailers make and what you can do to improve your pricing without sacrificing sales.

In this episode I cover:

Hear that stockroom hum? Let's talk about it

Ever felt like you’re building your indie product business with one hand on the till and the other on the panic button?

This week on the Resilient Retail Game Plan, I’m cracking open five years of the Resilient Retail Game Plan podcast vault to bring you the biggest, most valuable independent retailer tips I’ve learned (and lived through) across 25 years in retail.

Whether you’re tripping over boxes in your spare room or juggling inventory management on Shopify, I’m sharing the core produ...

In this episode of the Resilient Retail Game Plan, I’m joined by Shopify web design expert Pip Hounslow for a deep dive into website conversion rates. 

We chat about what’s considered “normal”, why your conversion rate might be lower than you’d expect, and the small tweaks that can make a big difference to your sales. 

Pip also shares tips on improving your add-to-basket button, ensuring your website works beautifully on mobile, and why your founder story could be the key to connecting with customers. 

Whether you’re on Shopify or another platfor...

It’s no secret I’m a big fan of Bird & Blend, so chatting with co-founder Mike Turner at Retail ROAR was a real treat. From a single market stall to 25+ shops across the UK, Mike and his co-founder Krisi have built something truly unique.

In this episode—a sneak peek from our Retail ROAR 2025 summit—Mike shares how Bird & Blend grew from iced tea samples and hand-packed blends into a beloved national brand, all while staying people-focused and rooted in community.

We cover:<...

What if your next sale is hiding in your Instagram comments? This week on the podcast, I’m diving into social listening and social care with the brilliant Brooke Sellas, founder of B Squared Media and host of the Social Media CX Podcast.

We get into the real reason you need to respond to those “Do you ship to ___?” questions—and how your answers could be the tipping point for someone making a purchase.

Brooke shares practical, no-cost ways small business owners can start...

If managing your stock feels like a total guessing game, you’re not alone. And it’s not your fault. In this episode, I’m breaking down why so many product business owners feel completely overwhelmed by stock decisions and what you can start doing about it.

We’re talking about:

And if this hits home for you, I’ve got something that will help…

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Get a look at how one founder built a product business with staying power. This episode is a sneak peek into Retail ROAR, my free annual virtual summit for product business owners.

I’m joined by Claire Burrows, founder of Air & Grace. She shares how she built a values-led footwear brand known for comfort, quality, and loyal customers.

We talk about manufacturing setbacks, staying close to your customer, and why refusing to compromise on quality can fuel your long-term growth.

If you’d like early access to the next Retail ROAR, you c...

Storytelling gets talked about a lot, but what does it actually look like day to day?

With AI-generated content flooding our feeds, original stories are more powerful than ever. Today, Char Dixon is here to tell us why.

We talk about how to make your content feel more like a conversation, why your behind-the-scenes moments are more valuable than you think, and how to stop overthinking your posts and start sharing what’s already happening in your business.

If...

What do you do when your business looks like a success, but doesn’t feel like one?

Katie Glickman started Bibbilyboo after struggling to find a bib that worked for her own child. What began with a sewing machine at the kitchen table grew into an award-winning business, with over 64,000 bibs sold and stockists across the UK, including the country’s largest baby store.

But success doesn’t always feel the way we expect it to. After years of sewing, scaling, and saying yes to every opportunity, Katie hit a point where the busines...

As a product business owner, taking time off can feel like a luxury you simply can’t afford. There’s always something that needs your attention—customers, orders, stock, marketing. The idea of stepping away can feel more stressful than restful.

In this special 250th episode, I’m sharing a rare behind-the-scenes look at my own business. Last month, I took three separate trips, and it made me reflect on what success really means. Yes, turnover matters. But so does the ability to take a proper break without everything falling apart.

Today, I’m joined by luxury knitwear designer Genevieve Sweeney, who’s been part of both our Retail By Design mastermind and the Stock Doctors programme.

In this conversation, she shares how those programmes helped her move a long-held idea into action, which was bringing part of her production in-house after nearly a decade in business. It’s a shift that’s given her more control over stock, space to test new products, and the ability to respond to demand more quickly.

We also talk about planning around seasonal sales, building customer loyalty...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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What do you do when your business grows, but your pay doesn’t? It’s a common issue for product business owners. Today, we’re talking about how to pay yourself sustainably.

Paying yourself from your product business isn’t always straightforward. In this episode, I’ll explain why it’s more complicated than it seems and walk you through some common mistakes...

Join my Free Webinar - Scale To 7 Figures Without The Overwhelm on Wednesday April 30, 2025, at 10am UK time. Discover proven strategies that help you grow your business sustainably and profitably.

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In this episode, I’m breaking down a hard truth for product-based business owners: What got you here, won’t get you there. If you're a retailer stuck at six figures—or feel like your business is running you instead of the other way around—this one's for you.

I dive into the essential mindset and structural shifts that independent retailers need to make...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Thinking about using TikTok for your retail business, but unsure where to start—or if it's worth your time? In this week's episode, I talk to Penny Walker, TikTok strategist and founder of BarBrusa Social, about how to get started (or smarter) on the app.

She breaks down how TikTok’s search features are transforming how people shop, why you don’t need to dance or go viral...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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You don’t need a hefty budget to create displays that customers can’t resist.

How you present your products in a physical space can directly impact how customers shop and what they spend. Whether you’re running a brick-and-mortar store, setting up at pop-ups, or showcasing at events, visual merchandising is key to drawing customers in and driving sales.

In today’s episode, I’m joined by Michelle Sherrier. She’s a seasoned visua...

We’re in Q2 already! Time to take a step back, have a proper look at your numbers, and set yourself up for a strong second quarter.

In today’s episode, we’re going to chat about why it’s so important to know your numbers right now. Let’s review how Q1 went, make any necessary adjustments, and get you ready for the next 90 days.

For many of us, Q2 can be a bit quieter, which makes it the perfect time to dive into your metrics and make sure you’re on track fo...

How do you go from zero to over a thousand stockists in under two years? That is exactly what we are talking about today. I am joined by Andrew Kemp, co-founder of Bare Kind and Candid Founders, a YouTube channel helping businesses grow through wholesale. Bare Kind is not your average sock company. They sell socks that save animals, supporting 40 different charities along the way, and they have successfully expanded into over a thousand retailers. In this episode, we look at the strategies behind that growth—using B2B ecommerce platforms, targeting niche markets, and building trust through certifications.  Eve...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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For small businesses, every customer counts. But how do you turn a one-time buyer into a loyal customer? It’s not just in having great products, but it’s in your emails.

Today, I’m joined by Hannah Spicer, an email marketing strategist who knows what it takes to keep customers coming back. She’s worked with top luxury and premium brands, and she’s here to share what really works.

We’ll break down how email mar...

Signup for the Must-Attend Summit for Small Product Businesses - its FREE and designed for YOUR business!

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What if I told you that in just two days, you could completely transform the way you run your retail business? After working with countless retailers, I know one thing for sure—the right strategies can make all the difference. And that’s exactly why I created Retail ROAR. 

And now, it’s almost here! On the 20th and 21st of March, the Retail ROAR Summit is bringing together top experts, inspiring stories, and inva...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Why do big retailers manage stock so differently from small businesses? Their approach can seem like a completely different world, but there’s a lot to learn. Especially about cash flow and profitability.

Today, I’m joined by Paola Maggiulli, a merchandising expert and one of our Stock Doctors at The Resilient Retail Club. With years of big retail experience and her own business, she knows exactly how both sides think.

We’ll dive into how big...

Signup for the Must-Attend Summit for Small Product Businesses - its FREE and designed for YOUR!

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I couldn’t be more excited to introduce you to Retail ROAR 2025! If you run a product-based business, whether as an independent retailer, e-commerce seller, or brand, this is the event you cannot afford to miss.

Retail ROAR is a free, two-day online summit happening on March 20th and 21st, designed specifically for small product businesses. I created this event because I saw a gap—big retail summits cater to massive corporations, while small busin...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Social media moves fast. It can feel overwhelming to keep up with, especially when you're running a product business. But staying ahead of the trends doesn’t mean spending all your time online.

I sat down with Janine Hardy, freelance social media manager and owner of Connected Inspired, to cut through the noise and highlight what actually matters in 2025. We’re talking...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Have you ever found yourself wondering whether you’re truly making the most of your stock? Or perhaps questioned why a certain buying decision didn’t quite work out when that stock arrives? Then you’ll relate to Victoria Clark’s story today.

Victoria is the founder of Readymoney Beach Shop in Fowey, Cornwall. She turned an old public toilet block by a popular beach into a year-rou...

  Unleash your sales potential in 2025 with a tailor-made retail sales plan! Join the 5-day challenge - 10th - 14th February 2025 inside the Resilient Retail Club Membership!

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Do you have a plan for the year? If not, you're not alone. A lot of planning-your-year advice out there is geared toward service businesses that often suggest December as the time to plan, right when retailers are focused on the holiday rush.

That’s why I believe January and February are actually the perfect months to take a step back and plan ahead for the year...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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How does your mindset affect your sales? That’s what we’ll unpack in today’s episode with Sophie French. She’s a mindset coach and healer who works with women in business to overcome self-doubt and reach their full potential.

In this episode, we dive into how subconscious beliefs can hold you back, the fears of judgment and rejection that many business owners face, and practical strategies for building r...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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With Christmas behind us, you might think the big seasonal event of the year is over, and it’s back to business as usual. But today, I want to shine a light on the many seasonal opportunities throughout the year that can help you create excitement and drive more sales.

Seasonal events like Valentine’s Day, Mother’s Day, Easter, and Father’s Day are fantastic opportunities to connect with your audience in fresh, creative...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Can success be learned, or is it something you’re born with? That’s the big question we’re exploring today. I’m so excited to welcome back to the podcast, Annabel Gonifas, a coach who specialises in mindset. Annabel brings her wealth of expertise to today’s conversation, where we discuss how overcoming limiting beliefs and cultivating a growth-focused mindset can truly transform your business journey. We’ll also explore the power of reflection and the importance of having the ri...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Do you have more stock than you’d like but worry that discounting might harm your brand? If so, you’re in the right place. Today, we’re diving into one of my favourite topics: stock management. If you’re sitting on extra inventory, now is the perfect time to take action. January sales are a long-standing tradition—customers expect them. So, if you’re feeling hesitant about running discounts, rest assured that this is the prime time to clear excess...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Turning a passion project into a recognized brand isn’t easy. But Jamie Watkins of Divine Savages is here to share how they did it, including how they used PR and great imagery to stand out. Divine Savages is a bold and innovative interiors brand known for its striking wallpapers and fabrics. Jamie and his husband Tom turned their side project into a thriving business that has captured the attention of prestigious names like the Natural History Museum and Hea...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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The holiday rush is behind us, and if you’ve been busy running your business up until Christmas, you’re probably taking a well-deserved breather, pulling yourself together, and getting your sanity back. 

But before you get too comfortable, let’s take a moment to look ahead at what’s coming for 2025. In this episode, I want to talk you through what’s on the horizon for next year. 

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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In this episode, I’m joined by paid ad specialist Aggie Meroni to discuss everything about paid advertising in 2024 and projections for 2025. Aggie, founder of White Bee Digital, shares valuable insights on Meta ads, ad trends during Black Friday, and practical tips to enhance ad performance for retailers. The discussion covers how you should measure your ad performance against buyer behavior, the importance of being strategic with which products you put money behind, the evolving Meta platform, and the su...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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In this episode of the Resilient Retail Game Plan, I dive into the impact of effective PR for retailers with Fiona Minnett, the founder of Boss Your PR. 

We discuss various types of PR such as product placement, founder profiling, and leveraging expertise, as well as strategies specifically for brick-and-mortar stores. I also provide practical tips for integrating PR into business plans for 2025. 

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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If you have a website but wonder why you aren’t ranking on the first page of google search results. Or if you have a local shop, but can’t seem to get your customers to find you online? Then the answer might be its time to take a look at your SEO.

In this episode, I’m joined by Amy Cook of Mango&Wild, an SEO and...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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How would it feel if you could simplify your marketing efforts? Finding the time to focus on it and actually making it happen is one of the biggest challenges that many small business owners face. And that is the challenge that the software platform Constant Contact is aiming to solve with its services. We're joined by the UK general manager for Constant Contact, Erika Robinson. She's going to be telling us about her experiences as a s...

Grab your essential FREE guide - How to clear excess stock without damaging your brand.

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Have you ever felt overwhelmed by your business numbers?

Maybe it seems like there's endless amounts of information that you can get your hands on, but you don't actually know what you're supposed to be doing with it.

Maybe your cashflow has felt really tight and unmanageable and that sometimes you are just robbing Peter to pa...

Have you ever chatted with a bot on Instagram? Chances are if you connected on a post of mine and got a link sent to you in your DMs, then you've interacted with my Resilient Retail Club Instabot. 

But what is an Chatbot and how can it be useful for retailers?

In this episode, we are talking with Mel Eilers about the transformative potential of chatbots for retailers. 

We delve into the benef...

Do you have too much stock in your business right now? 

If you feel like a lot of money is tied up in stock and there is not quite enough in your bank account right now, you are not alone. 

So I thought with the Christmas season fast approaching I would give you some practical ideas about how you can change that fast. Particularly, I am going to focus on how you can leverage all the fuss around Black Friday to clear your...

It’s Halloween! And today’s episode is all about the horrors of customer service.

And I wanted to do it from both sides, not just from what you've experienced as business owners. And lots of you have shared your horror stories of what your customers have said and done, but also how it feels as a customer. 

And just reflecting a little bit on what great customer service looks like and how to navigate some of these things because it can be real...

In this episode of the Resilient Retail Game Plan podcast, I tackle the challenges retailers face from September to November, focusing on cash flow management and strategic stock handling. 

I delve into the reasons behind the cash flow pinch during this period, such as holiday season stocking and payment timing issues. I share practical advice on delaying expenses, collecting owed payments, and using detailed cash flow forecasts. I also introduce my 'Stock Doctor' service to help manage underperforming stock and emphasize the importance of balanced inventory year-round. 

We often hear headlines that the UK High Street is in decline and all kinds of scare stories for brick-and-mortar stores. So in today's episode, I wanted to take the time to go through some recent numbers so we can see what's actually happening in the UK high street. As well as share my thoughts about what's ahead for bricks and mortar.

I don’t think it is all sunshine and roses for the high street.

There are lots of challenges from rising costs and consumers shift to purchasing online does have some impact. But I...