On this episode of the To-The-Trade  podcast, Laurie Laizure and Nile Johnson sit down with Philadelphia-area independent rep and company owner, Jason Levy, who grew up in the trade through a Kravet family franchise and now blends residential and commercial support for designers. He positions himself as a solutionist, a rep who turns twenty conversations into one, sourcing options fast, handling specs, stock, codes, and finishes so designers stay in the profitable part of the project.

Speed and availability are Jason’s edge. He answers after hours, which once landed a Saturday emergency call that grew into a career-defining, multi-scope project. He aims to be known as the fastest rep alive, using technology and solid CRM habits to keep designers moving.

Jason also meets designers where they are, literally and digitally. Rather than over-visiting during a busy summer, he invested in humorous video content with a pro videographer to connect with emerging designers while staying valuable to seasoned pros, showing new programs like a domestically made, quick-turn machine-tufted rug line.

The conversation addresses industry consolidation, the customer experience, and how effective communication, empathy, and product knowledge foster trust. Jason urges representatives to thoroughly research firms and project types, then provide precise, code-smart solutions, whether for hospitality, healthcare, or senior living. Forecasting, he says, starts with watching what firms publish and remembering preferences at the designer level.

A heartfelt moment: Jason’s outlook was shaped by his late mother, a beloved rep whose clients became family, and by a hospitality mindset inspired by “unreasonable” service. Takeaways for the business of interior design, client management for designers, and operations, all anchored in getting answers fast and caring deeply.

Beth Dotolo and Carolina V. Gentry of Pulp Design Studios explain how they manage a firm across Dallas and Seattle, sharing goals, standardized processes, and similar revenue profiles. Their rule of thumb for hiring is straightforward: when leadership spends too much time on high-value design work, they hire or reassign to ensure the right people handle the right tasks. They prioritize investing in team compensation and career paths to maintain their culture and output.

Their main theme is building wealth beyond just fees. Instead of spending on flashy things, Pulp invests surplus funds into assets, like purchasing their Dallas building and a Palm Springs property they renovated into an Airbnb. The focus is on long-term stability, not quick fame. The showhouse segment also provides a creative perspective, where constraints led to memorable design features, such as a secret door and a moody lounge, which generated industry buzz and new business.

Decision-making is structured. Beth tends to approve, Carolina assesses feasibility, and both rely on documented five- to fifteen-year plans with a strategist. Operationally, the team is comfortable working remotely, using cloud-based systems and simple communication tools so both offices can support each other during workload spikes. The episode offers interior designer tips on partnership, pricing strategy, resource planning, and marketing through action, not just posting.

Filmmaker Jude Charles joins the To-The-Trade podcast to explain how docuseries content helps designers sell the real value of their work. Instead of chasing a viral post, he urges designers to create a human, long-form story that shows process, judgment, and personality, so clients start with trust. His journey began with a three-part series for a Pompano Beach designer who needed more than portfolio photos to explain his team’s value, and it accelerated after a project with LuAnn that highlighted a deep appetite for narrative in our field.

The strategy is simple: let prospects meet you before they actually meet you. Include the docuseries in your inquiry and consult the flow. This approach shortens the time to a positive response and smooths projects because clients already understand how you think and lead. Jude’s three rules of authentic storytelling—lived experience, emotion, and evidence keep the content honest and persuasive. He demonstrates this by sharing his own burnout and recovery story, including a parking lot emergency that redefined his identity beyond work.

A notable example is builder Brad Leavitt. Even with a solid platform, Brad needed to understand how a docuseries fit into his business. The series begins with his Father’s Day stroke, a human moment that garners attention and empathy before highlighting the work. Laurie notes that design is a high-stress, high-stakes service, and a docuseries can prepare clients to be patient when schedules slip, which helps with better client management for designers.

Design pros, this is your playbook for integrating technology into the experience and the business of interior design. Katye McGregor Bennett explains why the integrator, your behind-the-walls systems partner, belongs at the table before drywall. That early involvement lets lighting, audio, networking, and security serve the design vision, and it keeps you out of tech support. Pair with a proper service plan and remote monitoring, and the integrator handles issues while you lead the relationship.

Start every project with the network, the home’s digital foundation, then layer categories like motorized shades and high-performance displays. A solid network reduces glitches, supports heavy use when the household is active, and future-proofs for growth. Watch power quality too; a stressed grid can cause flicker and crashes, and an integrator can diagnose and stabilize.

Lean on the Home Technology Association’s Integrator Finder, assessment form, and budget calculator to vet partners and start transparent, experience-focused conversations with clients. Test tech at home or in your studio to build language and confidence, then position it as part of wellness, aging in place, and daily joy.

Bottom line, curate two to four trusted integrators, align on aesthetics and communication, scope realistically with HTA tools, and let tech elevate the client’s lifestyle and your margins.

Laurie Laizure, Nile Johnson, and Phyllis Harbinger get practical about the business of interior design. Phyllis outlines her transparent purchasing model, where clients pay vendors directly, while her team manages the logistics. She charges a 35 percent cost-plus purchase management fee over net on everything. Her contract states she is not responsible for vendor malfeasance or damages, and if a replacement is needed, she manages it for the same fee.

She avoids the term “retainer,” opting instead to collect a defined design fee at signing, a choice reinforced by legal guidance that “retainer” can require refunds if projects end early. She also protects IP and has clients initial every page.

Day-to-day, Phyllis relies on daily team huddles, shared agendas, minutes, and Zoom recordings, which make approvals traceable and keep clients accountable. Design-wise, it is FFF, form follows function, with a deep understanding of how clients actually live and work.

Expect mindset gems too, from positive expectation resets to a reality check on TV budgets versus trade economics

Host Laurie Laizure sits down with Lee Hershberg, founder of Design Edge, a traveling, invite-only trade event created exclusively for interior designers. Drawing on decades of experience with KBIS, High Point, and Las Vegas Market, Lee designed the event to close the gap between manufacturers and the many designers who can’t attend large markets.

Design Edge is intentionally smaller and more focused, making it easier for designers to connect with senior brand leaders, exchange feedback, and find new products without the overwhelm of large show floors. The event features three parts: brand booths, a Maker Stage for product storytelling, and an Education Stage with sessions on contracts, luxury clients, and profit growth.

Laurie and Lee highlight shifting from a “product” mindset to a “product partner” approach, fostering collaborative relationships where brands understand and support a designer’s unique needs. They share real-life examples of successes and failures, encouraging designers to come prepared to ask questions, provide feedback, and discuss what’s working and what’s not.

With stops planned across the U.S., Design Edge offers a high-impact, low-cost way for designers to source smarter, partner better, and ultimately grow their businesses.

Episode 44 of To-The-Trade features Ariene Bethea of Dressing Rooms Interiors Studio in a lively chat with Laurie Laizure and Nile Johnson. Known for her fearless use of color, love of vintage, and warm personality, Ariene shares her winding journey from HR to interior design.

She recalls the pivotal moment when redesigning her boss’s office revealed her passion for the trade, explaining why rigid design “rules” from school didn’t fit her style. After a stint at Bassett Furniture, she expanded her Etsy vintage shop into a retail store. While the shop attracted clients, not all shared her bold style, teaching her to only showcase the work she truly wants to do. They discuss client management, why “products lead to projects,” and why high-pressure sales tactics don’t belong in luxury design. Laurie and Nile encourage Ariene to consider writing a book that blends her maximalist aesthetic with a sustainable, anti-fast-furniture message. Ariene also previews her growing lampshade line and future lighting plans. The conversation is rich with business insights, design philosophy, and encouragement for creative entrepreneurs to stay true to their style.

Julie Sellers of @ellevatedoutcomes joins Laurie Laizure on the To-The-Trade podcast to talk about what really holds designers back from growing and how to fix it. From solopreneurs to firms with 25 employees, Julie shares why so many creatives become the bottleneck in their own business and what it takes to scale sustainably.

With a team of high-level strategists—including CFOs, COOs, and legal experts—Elevated Outcomes helps design professionals move from feeling overwhelmed to being organized, using systems and strategies that align with their personal goals. They explore pricing strategies for designers, debunk the myth of passive income through accolades, and explain why profit is not the same as salary.

This is a must-listen episode for any interior designer who aims to grow intelligently, not just extensively.

In this episode of the To-The-Trade podcast, Laurie Laizure chats with Jenny Warner, founder of J Thomas Designs, about her evolution from a hands-on childhood in construction to leading a profitable interior design firm with confidence and clarity.

Jenny shares the pivotal moment she realized she was undervaluing her time, and how that realization helped shift her mindset around billing and profit. With 24 years of experience under her belt, she now advocates for designers to understand every layer of a project, from tile installation to taxes, and to never lose sight of their value.

Jenny also reveals how she intentionally built her team, starting with a bookkeeper and later hiring part-time help that suits her business rhythm. Her leadership style blends flexibility with professionalism and includes thoughtful touches, such as spa rewards after intense installations.

The conversation also touches on legacy planning and future growth. Jenny and Laurie explore how to refine your client pipeline, resist the temptation of vanity projects, and invest in the right kind of support for long-term success.

This episode is packed with candid insights and practical strategies for design entrepreneurs navigating the business of interior design.

In this episode of To-The-Trade, Laurie and Nile are joined by Jenna Gaidusek, founder of eDesign Tribe and eDesign U, for a conversation about digital entrepreneurship in interior design. Jenna shares how her military lifestyle inspired her to build a location-independent design career and how she shifted from traditional interior design to creating a virtual design empire.

Jenna explains how she built a strong online community and educational platform to help designers grow. She shares automation tools, tips for confidently pricing services, and her belief that designers should embrace authenticity and modern workflows. She also discusses integrating technology platforms like MyDoma to make the design process more efficient.

The conversation is filled with honest insights about balancing creativity with entrepreneurship, building scalable systems, and redefining what success means. Jenna’s energy is practical, motivating, and rooted in real experience. Her message encourages designers to adopt new business models and craft a future on their own terms.