Because there comes a moment when it’s not just about making cute stuff at your kitchen table anymore

Let’s set the scene.

You’re pumping out orders faster than your label printer can beep, your back is in a permanent craft-hunch, and your partner is gently hinting that “maybe the dining table could be used for eating again.”

You’ve maxed out your market calendar, your Instagram shop is holding steady, and you’re starting to get DMs from boutiques asking, “Do you do wholesale?”
Cue: panic, excitement, a spreadsheet attempt, and a half-hearted Google search for “what the heck is a linesheet.”

If this is you, it might be time to stop thinking like a hobbyist and start stepping into the wholesale or trade show world. But don’t worry — we’re going to break it down like we’re sipping coffee and plotting your empire together.

First: Let’s Talk About What Scaling Really Means

Scaling your artisan business doesn’t mean turning into a product-churning machine with a warehouse and fluorescent lights (unless you want that).

It means:

• You stop being the bottleneck

• You produce in larger quantities, with help

• You’re building systems so your business can grow without burning you out

• You shift from one-by-one sales to bulk orders, recurring revenue, and long-term retail relationships

That’s where wholesale and trade shows come in — as tools for serious growth. But only when you’re ready.

Signs You’re Ready to Explore Wholesale or Trade Shows

Let’s get tangible. If more than a few of these sound like you, you’re probably ready to level up.

1. You’re Already Getting Wholesale Inquiries
If stockists are reaching out on their own — even just asking — that’s a major green flag. Bonus points if they ask for a line sheet or wholesale pricing and you’ve awkwardly replied with “Uh, I’ll get that to you soon!”

2. You Can Confidently Produce in Volume
If you can’t imagine making 50 units of your bestseller without needing a therapy session after, you’re not ready yet. Wholesale means repeatable production. If you’re scaling, you need systems, helpers, or a manufacturer that can help you deliver on time — and without weeping.

3. Your Pricing Has Margin to Support Wholesale
This is a big one. Wholesale pricing is typically 50% of your retail price. If your current prices barely cover materials, labor, and a kombucha fund, it’s time to redo the math before you take a bulk order that makes you money-negative.

4. Your Branding, Packaging, and Display Are Consistent
Wholesale buyers want to see a brand that looks put-together and shelf-ready. Your hangtags, labels, and overall vibe should look like it belongs in a store. If your packaging is “whatever I have on hand,” put a pin in scaling and tighten it up first.

5. You’re Bored or Bottlenecked at Your Current Level
If you’ve plateaued at markets, DTC orders are steady but not growing, and you’re craving a new channel — this is your sign. Wholesale lets you sell more without having to market constantly.

Metrics That Matter Before You Scale

1. Your Bestsellers Are Clear
Don’t enter wholesale with 42 products and no idea what people actually buy. Narrow it down. A tight, proven line of 6–12 SKUs is ideal.

2. You Know Your Cost Per Unit
Down to the penny. How much does it cost you in time, materials, packaging, and help? This lets you build sustainable wholesale pricing that doesn’t put you underwater.

3. You Can Hit Production Timelines
Buyers expect a lead time (usually 2–6 weeks). If your production schedule is “I stay up until 2 a.m. and panic-print labels,” it’s time to streamline.

4. Your Profit Margins Can Handle 50% Off
This is non-negotiable. Wholesale buyers resell your goods at retail. You have to make money at that 50% wholesale rate — or scaling will just be a fast track to burnout.

What About Trade Shows?

Trade shows are next-level wholesale. They’re not for beginners — but they are for brands that are ready to grow big and fast.
Think: being seen by hundreds of buyers in a weekend, often from national or international stores.

You Might Be Ready for a Trade Show If:

• You have a catalog, line sheet, and ordering system in place

• You can comfortably produce hundreds of units per season

• Your price point and branding stand out in a competitive space

• You want to expand your stockist list quickly

• You’re ready to invest upfront (booths can run $2k–10k+) and want real ROI

Pro Tip:
If trade shows feel too big right now, consider virtual wholesale platforms like Faire, Abound, or Bulletin. You can ease in, learn how stores order, and still grow at your pace.

How to Prep Before You Say Yes to Wholesale

Here’s your “before I jump in” checklist:

• Build a line sheet (prices, MOQ, shipping terms, order form)

• Create or order consistent packaging and product photography

• Streamline your production process — even if it means bringing on help

• Run the numbers and be sure you’re profitable at wholesale rates

• Consider batch production days, fulfillment systems, or even outsourcing steps (yes, you’re allowed)

Final Thoughts: Know Your Timing, Trust Your Direction

Wholesale isn’t just for big brands. It’s for ready brands. The ones who’ve outgrown their current structure and are ready to shift from hustle mode to scale mode.

But you don’t have to rush it.
You’re not late.
You’re not behind.
You’re just growing — and when the foundation is solid, growth gets a whole lot more exciting.

So when your kitchen table turns into a production line, and your weekends are permanently booked for markets, take a breath. Then ask:

Do I want to keep building one order at a time — or am I ready to multiply my reach, simplify my systems, and sell in bulk?

If the answer is yes, wholesale is waiting. And we’re here cheering you on, with display tips, booth setups, and the real-world systems that help makers grow without losing their minds.

Let’s make this scale season actually sustainable.