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

In 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 asking
• Pricing your product for where you want to be, not where you are today
• Using trade shows and incubators to get in front of retail buyers
• When 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 Maxx
• Why visibility, honesty, and relationships matter in retail growth

Whether 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/