Pricing, Scaling & Trade Shows: Lessons from Kim Brown, Founder of CocoXo

Send us Fan MailIn this episode of Shelf Talks, host Roberta sits down with Kim Brown, founder of CocoXo Body Care Love, to break down what it really takes to build a product-based brand that’s ready for retail and stay on shelf.Kim shares her journey from making body butters in her kitchen to landing in independent retailers, TJ Maxx, Macy’s, and retail channels, all without shortcuts. This conversation is packed with real-world insight on pricing for retail, scaling production, navigating trade shows, working with manufacturers, and being honest with buyers so you don’t oversell and burn bridges.If you’re an emerging or established founder trying to understand how buyers think, how to prepare for national retail, and how to build a brand that can grow sustainably, this episode is a must-listen.In this episode, we cover:How Kim got her first retail placement by simply askingPricing your product for where you want to be, not where you are todayUsing trade shows and incubators to get in front of retail buyersWhen to move from handmade to manufacturing (and how to do it right)What it really takes to stay on shelf at retailers like Macy’s and TJ MaxxWhy visibility, honesty, and relationships matter in retail growthWhether you’re pitching buyers, preparing for your first trade show, or trying to scale without losing margin, this episode delivers actionable insight you can apply immediately.CocoXo Website: https://cocoxos.com/CocoXo Instagram: https://www.instagram.com/cocoxos1/ Support the showEvent Partner: Nourish Summit & Expo (Oct. 5-7, 2027 | Baltimore) - Use code SHELFTALKS10 for 10% off full registration https://bit.ly/4sx0ZbaLooking for more? Visit our Linktree for the latest episodes, free resources, retail tips, and ways to connect with the Shelf Talks community.https://linktr.ee/shelftalkspodcastLove what you hear on Shelf Talks? You can now support the podcast. Every contribution helps bring more indie voices to the mic. Thank you for being part of this journey! ✨https://www.buzzsprout.com/2411532/supportContact us via email: [email protected] Reach out if you know of a female founder with an impactful brand and retail story and leave a review if you found value in this episode! [email protected] the book Shelf Talk: A step by step guide to launching your product in Retail Stores by Roberta Townes Buy Book