The Voice of Retail

Retail Readiness 101 with Liza Amlani, retail expert and author of the brand new book The Whole Sale: Profitable Wholesale Strategies For Brands

Episode Summary

In this episode, I sit down with retail expert, fellow NRF Top Voice, and ReThink Top Retail Expert Liza Amlani to discuss her new book, The Whole Sale: Profitable Wholesale Strategies for Brands. We explore retail fundamentals, wholesale growth strategies, brand partnerships, getting and keeping listings with retailers, merchandising strategies and insider tips, and how direct-to-consumer brands can successfully scale into physical retail while maintaining profitability.

Episode Notes

Retail success isn't just about having a fantastic product—it's about understanding the business of selling. On this episode of The Voice of Retail, I welcome Liza Amlani, renowned retail strategist and co-author of The Whole Sale: Profitable Wholesale Strategies for Brands. Liza shares insider insights from her 20+ years in buying, merchandising, and retail consulting, helping brands navigate the complexities of wholesale expansion.

In a rapidly changing marketplace, many direct-to-consumer (DTC) brands struggle to break into wholesale partnerships, unsure how to negotiate terms, optimize product placement, or manage markdown strategies. Liza outlines the critical retail fundamentals that brands must master to thrive in major retail environments like Walmart, Target, and specialty stores.

During this insightful conversation, Michael and Liza discuss:

• The most common mistakes brands make when entering wholesale and how to avoid them.
• Why strong retail partnerships are the key to long-term success.
• How to negotiate product placement, pricing strategies, and markdown terms with major retailers.
• The role of merchandising strategy in maintaining shelf space and increasing sales.
• The wholesale vs. direct-to-consumer debate—why it's not just about margins, but about growth and exposure.

With firsthand experience as a buyer for iconic brands like Ralph Lauren, Holt Renfrew, and Club Monaco, Liza brings a wealth of knowledge on what it takes to get "retail ready." She explains how emerging brands can scale strategically, leverage retail insights, and position themselves for long-term profitability.

If you're a brand looking to expand into wholesale—or a retailer aiming to strengthen vendor relationships—this episode is packed with actionable advice to help you succeed in today's competitive retail landscape.

🔹 Get Liza Amlani's book The Wholesale on Amazon.ca and visit Retail Strategy Group for more insights.

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