Trying to Scale While in the Red? Start Here.
If you’ve ever thought, “How can I scale my retail store when I’m barely making ends meet?” this one’s for you.
Because I’ve been there. I’ve stared at the numbers, wanted more for my store, and felt stuck wondering if growth would ever happen. But here’s the thing I had to learn (and trust me, I learned it the hard way):
👉 You can’t scale what’s leaking.
And in retail, scaling before you’re financially stable is like building a second floor on a house with a cracked foundation. It doesn’t hold. So let me walk you through what I did first and what I teach my clients to do now before we ever talk about growth.
Listen to this episode of the Richer Retailer podcast here:
Or watch the video here:
https://youtu.be/-5ovy46qs1s
Step 1: I Got Really Honest About My Numbers
Listen, I used to avoid my profit and loss report like it was the dentist. But once I faced it, everything changed.
I had to know:
- What was I really spending on rent and payroll?
- What debt was quietly eating up my cash flow?
- Was my inventory costing me more than it was bringing in?
And if you’re not confident in your books right now please, don’t sit in shame. Hire a bookkeeper. I promise you, it’s a game-changer. We even offer one inside RETAILMavens for this exact reason, click here. You deserve clear data to make clear decisions.
Step 2: I Fixed My Cash Flow
When I was in the red, I didn’t need more hustle, I needed better systems. Here’s what I changed:
- I priced for profit. No more apologetic pricing. I started aiming for a 60% initial markup (IMU) using a 2.5x multiplier. It felt bold at first but it gave me breathing room.
- I cleared the dead weight. I marked down inventory that wasn’t moving and turned it into cash. Lazy inventory = lazy cash flow. Period.
- I trimmed the right things. I looked at the big stuff: rent and payroll. Rent should be around 10% of your sales. Payroll shouldn’t weigh down a business that’s not yet profitable. That was a hard truth but one that saved me.
Step 3: I Focused on What Was Already Working
Once I stopped trying to “do it all,” I realised the gold was already in my store:
- I reached out to my best customers. They were easier to serve, more loyal, and they spent more. I got intentional about staying in touch with them.
- I stocked my bestsellers (and nothing else). Inventory management became a discipline. If it didn’t move, it didn’t get restocked.
- I increased items per sale. I looked at the data. If I sold 300 items in 100 transactions, that meant I had an average of 3 items per sale. That’s good but I knew I could do better. And when I focused on that one number, my average sales (and revenue) started growing.
REMEBER!
Scaling is not the goal. Stability is the goal. Profitability is the goal.
Growth comes after and it comes easier, smoother, and faster when you build on solid ground.
That’s what I want you to hear: That moment when I owned that truth? That was a Millie Moment. That was when I stopped trying to force growth… and started building it with intention.
Millie Moment
Here’s how to stabilize your store so you can scale with confidence:
- Review your P&L. Know exactly where your money’s going.
- Raise your IMU to 60%. Use value-based pricing, not fear-based pricing.
- Mark down and move old stock. Free up your cash.
- Trim rent and payroll if they’re weighing you down.
- Reconnect with your best customers.
- Track your items per sale and challenge yourself to improve it.
Let’s Create Your Retail Growth Plan Together
If you’re thinking, “Okay Cathy, I get it… now what?” I’ve got you. Book a free Game Plan Call and let’s map out your next steps. I’ll help you find clarity, identify the right levers to pull, and get your store on solid ground so you can grow with confidence.
And just in case no one’s told you lately…
💚 You are loved beyond measure.
💚 You are capable of building a wildly profitable business.
💚 And you don’t have to do it alone.
Don’t forget to join us in our Facebook community: Richer Retailer Facebook Group.