Growing from Retail to Wholesale with Georgia McKenzie

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In this episode, I sit down with Georgia McKenzie, founder of Tiny Nest Studio, a nature- and Alaska-inspired brand whose products are now carried in over 100 retail stores. Georgia shares her journey from selling at small craft fairs to building a thriving wholesale business, the challenges she faced along the way, and the systems she uses to keep her operations running smoothly.

Whether you’re just starting out or considering making the leap from retail to wholesale, Georgia’s practical tips on pricing, product lines, catalog creation, and wholesale outreach will help you navigate the process with confidence.

What You’ll Learn in This Episode:

• The difference between retail and wholesale (and why wholesale can save you time)

• Georgia’s accidental start in wholesaling

• Common mistakes to avoid when approaching retailers

• How to set wholesale prices that cover costs, meet industry standards, and stay profitable

• The importance of catalogs, SKU numbers, and streamlined ordering systems

• Platforms and tools Georgia uses to manage wholesale orders

• How to approach wholesale trade shows and the value of networking

• Balancing business with caregiving and seasonal living in Alaska

• Why finding a “biz bestie” or mentor can be a game-changer

Resources & Mentions:

• Tiny Nest Studio Website

• Instagram: @tinyneststudio

• Platforms: Faire, Square, QuickBooks

• Programs: Proof to Product & Paper Camp

Episode Quote:

“Seek out some friends, join some classes, and get your foundations set up from the get-go. You won’t have to hit the brakes and reverse like I did.” – Georgia McKenzie

Profit First

Conventional accounting uses the logical (albeit, flawed) formula: Sales - Expenses = Profit. The problem is, businesses are run by humans, and humans aren't always logical. Serial entrepreneur Mike Michalowicz has developed a behavioral approach to accounting to flip the formula: Sales - Profit = Expenses.

Just as the most effective weight loss strategy is to limit portions by using smaller plates, Michalowicz shows that by taking profit first and apportioning only what remains for expenses, entrepreneurs will transform their businesses from cash-eating monsters to profitable cash cows.

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