Home Case Studies From Wholesale to Scale: How A Former Interior Designer is Keeping Up With Unexpected Demand

From Wholesale to Scale: How A Former Interior Designer is Keeping Up With Unexpected Demand

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It’s not unusual to come again from a trip with fond recollections and treasured purchases out of your vacation spot.

What’s considerably much less frequent is turning a favourite trip souvenir right into a thriving enterprise, however that’s precisely what Milicent Armstrong, founding father of Artemis Design Co, did after a visit to Turkey in 2007.

“I noticed Kilim sneakers and luggage the primary time I travelled to Istanbul,� says Milicent, referring to equipment crafted from repurposed Kilim carpets, a centuries-old conventional design in Turkey. “I simply fell in love with the thought of repurposing Kilim. I assumed it was such a cool idea, so I ended up shopping for one of many luggage.�

As a skilled inside designer, Milicent was drawn to each the aesthetic of one-of-a-kind Kilim carpets and the inventive canvas made potential by way of repurposing the material into equally distinctive equipment.

“I went once more in 2012, with a mission to discover an artisan workshop that was making kilim luggage. I bought actually fortunate and I discovered any person, they usually had been prepared to work with me to create a small batch of sneakers and luggage. I used cash from my financial savings to cowl the primary manufacturing run, and introduced them again to the U.S. with me.�

Equipped with the loafers and luggage, Milicent arrange store to begin promoting proper from her lounge.

“I was residing within the south finish of Boston, and I had my lounge simply full of those merchandise. I might have folks come over in the event that they wished to have a look at one thing or strive one thing on, and that’s how I made my first sale.�

Kilim smoking shoes and bag from Artemis Design Co
Kilim smoking shoes and bag from Artemis Design Co

Capturing preliminary curiosity and momentum

The factor about one-of-a-kind merchandise is that in every single place they go, they stand out. Word of mouth started to decide up steam as Artemis Design Co’s first consumers wore their finds round city.

“I felt like I used to be actually on to one thing,� says Milicent. “People cherished the sneakers and the baggage, and it wasn’t simply my family and friends. People would see them and ask once they may cease by to purchase a pair, or how to buy a bag. So I fairly rapidly positioned one other order with my provider.�

With momentum constructing, it wasn’t lengthy till Milicent expanded gross sales past the 4 partitions of her lounge, though her first forays past the condominium had been nonetheless rooted in in-person gross sales. “I did little trunk reveals right here and there,� she says. “My first on-line gross sales expertise was on Etsy, and it did not work properly as a result of my worth level was too excessive for what most customers search for on Etsy.�

Price level was impacting their conversions on Etsy, however above and past that, Milicent famous that even producing visitors for his or her on-line presence was a problem. In-person promoting was a lot simpler to capitalize on to start with. “The enterprise simply did not have traction but, so I wasn’t getting a whole lot of hits on our web site till possibly the second yr we had been in enterprise.�

However, whereas on-line progress might have been slower, extra alternatives to promote in particular person rapidly emerged as Artemis Design Co picked up traction.

A styled shot of Kilim loafers from Artemis Design Co
A styled shot of Kilim loafers from Artemis Design Co

Expanding the business’s in-person footprint

Selling even one product can instill wanted confidence in any new entrepreneurial enterprise, however promoting dozens at a time is the place issues get really thrilling. While Milicent was nonetheless promoting out of her condominium, a pal helped join her with consumers at Steven Alan, a sequence of high-end retail shops, which led to her first wholesale order.

“Steven Alan was my first massive wholesale order,� says Milicent. “I offered to a number of of their shops, after which launched the product line extra formally by doing a travelling trunk present at a number of Steven Alan shops the primary summer time I used to be in enterprise.�

That break put Artemis Design Co on a path towards securing extra wholesale offers. To capitalize, Milicent determined it was time to construct an internet presence that suited the model, and the merchandise, greater than their earlier Etsy store.

“I wasn’t even serious about promoting the sneakers and luggage on-line at that time, as a result of we had been targeted on our wholesale technique,â€� says Milicent. “What we initially wished was extra of a platform to showcase the sneakers and luggage, share images, and inform the story of our model and merchandise.â€�

Multiple Kilim bags from Artemis Design Co
Multiple Kilim duffle bags and loafers

Focusing on wholesale offers, and constructing a model to assist them, was the linchpin for Artemis Design Co’s continued progress. They persistently doubled yr over yr gross sales, and labored on collaborations with established manufacturers like Anthropologie, Madewell and others—together with some dream collaborations for an inside designer by coaching.

“One of the highlights for me was after we did a giant collaboration with Nate Berkus and his companion Jeremiah Brent. That was large as a result of they’re legends. Working with folks like that has made for some unbelievable moments. When you achieve the eye of somebody who you actually admire, that is at all times an incredible feeling.â€�

Thanks to the pairing of a deliberate wholesale technique and notable collaborations, the variety of folks seeing—and exhibiting off—Artemis Design Co’s distinctive kilim sneakers and luggage multiplied yearly, elevating the brand’s profile past what Milicent had initially deliberate. As extra clients got here looking for their very own one-of-a-kind equipment, Artemis Design Co’s direct gross sales started to flourish, surpassing the early success they present in retail.

“Our direct to shopper on-line gross sales are 85% or our income as we speak, and the remaining is by way of pop-ups and our wholesale clients. We’re doing an enormous quantity of our gross sales on-line, and I feel it’s as a result of the model grew to become recognized by way of our collaborations.�

New traction comes with its personal challenges

With direct gross sales on a breakaway trajectory, it grew to become clear to Milicent that a number of previous instruments and processes wanted to get replaced to assist the subsequent section of Artemis Design Co’s growth—the intent of their first web site, initially constructed on Squarespace, had been model storytelling, not promoting and transport a number of product strains and variations straight to clients.

Kilim slides in multiple patterns
Kilim slides in multiple patterns from Artemis Design Co

The bounce in direct gross sales additionally resulted in additional calls for and elevated complexity for his or her transport operations. To clear up these challenges and additional streamline their transport expertise, Millicent seemed to rent a success middle, however they rapidly ran right into a problem: most facilities didn’t combine with Squarespace websites.

“We simply moved to a success middle to extra effectively deal with our transport, and a lot of the firms that we labored with didn’t work with Squarespace,â€� says Milicent. “They wished us to use Shopify, and we would have liked to make a transfer for a number of reasons—so we did.â€�

Luckily, switching to a brand new ecommerce platform wasn’t one thing that got here out of left subject.

“We knew that if we had been going to go away Squarespace, it will be to go to Shopify. We had simply such heard nice issues in regards to the platform, we had learn blogs about it, and I’ve a whole lot of mates who use Shopify to energy their ecommerce companies.â€�

So Milicent reached out to her community of fellow Shopify retailers to discover a developer who may get Artemis Design Co arrange on the platform they wanted to take their enterprise to the subsequent level—and formally flipped the swap on their new website forward of the Black Friday Cyber Monday procuring season.

If you’re in search of an professional to arrange or scale your store, Shopify Experts is a market filled with designers, builders, entrepreneurs and extra who may also help.

A enterprise constructed for the long run

For Milicent and her workforce, the success middle was the preliminary impetus for altering platforms, however the advantages of the transfer went far past streamlining transport. With a number of merchandise and product strains, Shopify helps Artemis Design Co show and handle every little thing simply.

“With the quantity of stock that we’re conserving on the web site, Shopify provides us a a lot, a lot simpler method to handle our stock, add merchandise, and bulk edit objects,� says Milicent. “For the place we are actually, it is the best platform for us, and it is the best platform for rising sooner or later. We know Shopify isn’t going to be left within the mud with any essential, massive modifications which might be going to occur in ecommerce—we knew it will be a superb partnership for the long run.�

Kilim loafers in multiple patterns from Artemis Design Co
Kilim loafers in a number of patterns from Artemis Design Co

And whereas operations are essential, gross sales are what drive a enterprise. The query on everyone’s thoughts: How’s the brand new web site performing?

“We re-launched our web site two or three weeks in the past now, and we have seen a giant enhance to our numbers, as a result of the brand new web site is changing higher. So, that it has been amazing—it is so nice to see.�


Ready to make the transfer to Shopify? Start your free 14-day trial—no bank card required.

Start earlier than you’re feeling prepared

Over the years, Milicent has seen Artemis Design Co develop from a lounge operation to a thriving retail and on-line enterprise, one that’s doubled gross sales yearly. That’s a whole lot of progress and unfamiliar terrain to navigate for a first-time founder, so we requested: what would she suggest to others who is perhaps earlier on of their journeys?

“Just go for it,â€� she’s fast to say. “Just take an opportunity, simply go for it. You cannot actually put together for all of the stuff you’re going to study alongside the best way. The smartest thing to do is simply to give it a go and study as you go alongside.â€�

This isn’t shocking to hear from somebody who made a return journey abroad to pursue a definite inventive imaginative and prescient for her merchandise. But it’s Milicent’s unwavering confidence in promoting a completely outstanding product—and her willingness to deal with the long run what-ifs of entrepreneurship as they come—that underpins all of Artemis Design Co’s success.

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