Episode 81
Why Small-Batch Makers Lose Margin in Traditional Retail Channels
The 50% Distribution Margin Problem Facing Small-Batch Fixture Makers
About This Episode
Most handmade lighting brands don’t fail because of design — they fail because of distribution math.
In this episode, Avner Ben-natan of Light Texture explains why selling through traditional retail channels doesn’t work for small-batch fixture makers. With retailers taking up to 50%, the choice becomes simple: double the price or lose the margin. Instead, Light Texture chose a direct-to-consumer model, keeping control over pricing, production, and customer relationships.
This is a conversation about channel economics, manufacturing constraints, and why some product companies must avoid wholesale to survive.
Turn the conversation into completed work.
The Manufacturer's Magic Wand helps us understand what manufacturers are carrying. Chris helps with defined office work that can be researched, organized, monitored, drafted, or prepared through email. Give Chris one real job and evaluate the result before you pay.
Start freeHow Chris works