eComFuel The 30-minute Wholesale Crash Course that Will Free You from Meta, Amazon and Google
Aug 29, 2025
Join Jared Mehr, Sales Director at Pura Vida Bracelets, who scaled the brand's wholesale channel to over $35 million. He discusses how moving from direct-to-consumer can unlock explosive growth. Jared shares insights on building major retail accounts, prepping for trade shows, and managing wholesale operations effectively. He highlights the common pitfalls brands face in wholesale and provides actionable strategies for engaging retail buyers while safeguarding profit margins. Dive into the dynamics of navigating retail marketplaces and mastering cold calls for success!
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From Garage Start To Wholesale Powerhouse
- Jared joined Pura Vida early and built their wholesale channel from near zero to just under $35M annually over 15 years.
- He described it as an "amazing journey" that sold a lot of bracelets and lifetime sales over $150M.
Lead With A Retail-Focused Elevator Pitch
- Craft an elevator pitch that explains why your product will sell in a retailer's store rather than pitching e‑commerce metrics.
- Focus on in-store benefits like touch/feel, influencer backing, or recurring drops to resonate with buyers.
Check Margins Before Wholesale
- Ensure your product margins support wholesale pricing plus rep commissions and operational costs before pursuing retail.
- As a rule of thumb, sell retail-$20 product to buyers for at least $8–$10 to give sufficient margin.