Moyu successfully pivoted from a DTC-heavy model to a B2B and retail-focused sales strategy, achieving €1.5M in sales. The episode highlights their expansion into physical retail, personalized corporate gifting, and the operational shifts required to support this growth, including team restructuring and optimizing workflows. This offers a blueprint for brands looking to diversify sales channels beyond traditional DTC.
Key takeaways
To scale sustainably, identify and eliminate operational inefficiencies, especially in quoting, design, and production processes, which can save up to 50% of time and double work.
When diversifying into B2B, strategic partnerships (e.g., with large distributors) can enable wider reach with fewer internal resources, shifting from outbound prospecting to managing inbound leads.
Develop a "B2C2B" sales pipeline by leveraging existing B2C customers who love your product to introduce it to their workplaces for corporate gifting and bulk orders.
Facilitate B2B sales with a transparent website that provides pricing, delivery times, and design guidelines, even if the final conversion often involves offline interaction due to product sampling and relationship building.
Streamline your team structure by evaluating if certain roles can be handled more efficiently internally or through commission-based agents, especially for internationalization, allowing core teams to remain lean.
Roel Schatorjé is the Founder of MOYU, sellers of erasable stone paper notebooks, designed to reduce single-use paper and reforest the planet. Founded in 2019 they now sell via wholesale, and their Shopify store, in total sales are €1.5million a year. In this returning guest episode, Roel shares how the business has evolved over the last three years – shifting from DTC to B2B, streamlining the team, and expanding internationally in a far more sustainable way. It’s an honest look at what it really takes to scale an eCommerce brand without burning cash or adding complexity. Hit PLAY to hear: How Moyu turned everyday customers into high-value B2B clients 💼 The exact shift that helped them scale to €1.5M revenue 🚀 Why cutting their team from 10 to 4 actually made them MORE efficient ⚙️ The smart (and cheaper) way they’re expanding internationally 🌍 How sampling and real-world experiences are driving sales 🤝 The simple process fixes saving them hours of wasted time every week ⏳ Key timestamps to dive straight in: [04:42] Balancing current projects and development [07:30] Streamlining quoting and retail growth [11:53] Promoting the notebook via sampling [13:35] Corrugated stone paper packaging [17:31] Challenges of international expansion [21:24] Flexible work arrangements for agents [23:28] Listen to Roel’s Top Tips! Full episode notes here: https://ecmp.info/594---
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To scale sustainably, identify and eliminate operational inefficiencies, especially in quoting, design, and production processes, which can save up to 50% of time and double work.
What does this episode say about retail & omnichannel?
When diversifying into B2B, strategic partnerships (e.g., with large distributors) can enable wider reach with fewer internal resources, shifting from outbound prospecting to managing inbound leads.
What does this episode say about founder & leadership?
Develop a "B2C2B" sales pipeline by leveraging existing B2C customers who love your product to introduce it to their workplaces for corporate gifting and bulk orders.
What does this episode say about supply chain & operations?
Facilitate B2B sales with a transparent website that provides pricing, delivery times, and design guidelines, even if the final conversion often involves offline interaction due to product sampling and relationship building.
What does this episode say about dtc strategy?
Streamline your team structure by evaluating if certain roles can be handled more efficiently internally or through commission-based agents, especially for internationalization, allowing core teams to remain lean.
