Catherine, founder of Moonshine Candle Co in the Orkney Islands, shares how she grew from roughly 30 stockists to 60+ in just a year. We talk about elevating her brand, smart risks like custom screen-printed bottles, what trade shows really do for a small brand, how consistent follow up turns maybes into orders, and the systems that let her take a three-week trip in November without derailing Christmas.

Catherine — Moonshine Candle Co

Design-led home fragrance inspired by the wild beauty and calm moments of island living. Small-batch candles, diffusers, wax melts, organic soaps, and those much-loved car perfumes.

The brand refresh that unlocked confidence to pitch and sell

Taking a calculated risk on custom packaging and why it paid off

Trade shows as insight and relationship builders, not just order days

Faire optimisation, email pitching, and the power of follow up

Prepping for time off in peak season with wholesale systems

Growing beyond the local market and thinking seasons ahead

Simple POS that helps retailers merchandise and sell more

Reorders, relationship building, and why silence is not a no

Website: moonshinecandleco.com

Instagram: @moonshinecandleco

Faire Direct: https://moonshinecandleco.faire.com

📍 Upcoming Workshop

I’m hosting a free workshop on Wednesday 24th September at 11:00 AM UK time called Cracking Christmas. It’s all about creating your sales plan for the final quarter of the year so you can really smash your wholesale. Sign-up here.

Catherine is part of my program Sales Growth Lab, and doors will open again right after the workshop. Attendees get first access on the 24th before it opens up to everyone else on the 25th.

👉 Find out more about Sales Growth Lab here

00:00 Introduction and Guest Introduction

03:00 Catherine’s Business Journey

07:00 Branding and Wholesale Growth

12:00 Challenges and Risks in Business

17:00 Trade Shows and Expanding Reach

23:00 Preparing for Time Off

28:00 Building Relationships with Stockists

34:00 Future Plans and Product Development

40:00 Proudest Moments and Final Thoughts

45:00 Conclusion and Upcoming Workshop