If I've shared anything repeatedly over the years it's the fact that running a small business is not for the faint of heart. It’s a path filled with challenges, massive learning moments and often difficult conversations. But, it’s also a journey that tests your resolve and pushes you to grow in ways you might not have anticipated (or even asked for). Over the past eight years, I’ve learnt that one of the most important aspects of running Farmer’s Son Co. has been recognizing when it’s time to stand up for myself and the values that matter most to my team and I, even when it’s uncomfortable or risks burning bridges.
For a number of years, I worked closely with a prominent stockist. It was a partnership that spanned years of growth for both of our businesses. They were my biggest and eventually, my only consignment partner. For years we had a good thing going - or so I thought. But things aren’t always as they appear on the surface and eventually, the cracks began to show.
When I first began working with this partner, it was early days of Farmer's Son Co. and I was excited about the opportunity. They were well-known in the community, with a reputation for supporting local artisans. They gave me a platform to introduce my candles to a wider audience, and for that, I’ll forever be grateful. So many of our clients discovered this little studio of mine through them. However, over the course of our relationship, I began to notice a troubling trend. Despite being one of their largest consignment vendors, my products were still only being taken on consignment. For those unfamiliar, consignment means that a store doesn’t pay for the product upfront - they only pay the vendor / artist after the item has sold.
At first, consignment seemed like a manageable arrangement. It allowed me to get my products into stores and in front of folks' noses. However, as Farmer’s Son Co. grew, so did the challenges associated with consignment. Holding inventory on consignment meant that I was essentially giving away my candles without guaranteed payment until they sold. This arrangement became increasingly difficult as the cost of holding inventory, storage, production and materials, quickly added up. The financial strain of managing so much product stock, trying to maintain sufficient inventory and waiting for payments was unsustainable for a growing business - especially one where there was no extra cash. I was bootstrapping everything. Every dollar that I was bringing in was going back into the business. As I scaled up production, the need for more predictable cash flow and a more sustainable financial model eventually became clear.
I let this continue on for a number of years, but knew I had to make a change. Consignment was no longer a viable option. It wasn’t just about the financial strain; it was about the respect and value of my work. I approached this partner a few times over the years about moving to a wholesale partnership but was met with a number of reasons why this couldn't happen. I'd continue to offer product on consignment as the money was good - we were selling a lot of candles and I was able to grow our selection of fragrances. But, the thought remained - how could I continue to pour my time, energy and resources into a partnership that didn’t value what I was bringing to the table? As a small business owner, I needed to move forward with partnerships that had my best interests at heart, not ones that saw my work as just a way to fill the shelves.
It was during an unexpected conversation a few holidays a few years back that things took an unexpected turn. The owner visited my studio to pick up an order, and during that visit, they shared an exciting new venture they thought I’d want to be a part of. That venture turned out to be an Amazon venture they had created, separate from their main business. I was kind of surprised, to say the least.
This stockist had always been vocal about supporting local makers and artisans. But here I was, hearing about how my candles could generate more profit for them on Amazon. It was a contradiction to everything they said they stood for. The offer they presented was that they’d be happy to purchase my candles wholesale, but specifically for this Amazon venture. It was a bitter realization - these candles, my life's work were suddenly valuable enough for wholesale, but only when they could be resold online for a higher markup, not within their brick & mortar shop itself.
Despite years of proving my products’ value through consistent sales, my requests for wholesale in the store had always been turned down.
I wanted to maintain a good rapport, and part of me believed things could change. But this conversation made it clear that my values and the stockist’s were no longer aligned. It was a hard moment of reckoning, realizing that what I had built and the work and energy that I was investing was not being valued in the way it deserved.
After I let it be known that I was upset and unhappy with how the situation had unfolded, particularly the localwashing and the sense that my work was only good enough for them if they could mark it up significantly online, I made it clear I wouldn’t stay silent. I think they got it—they realized that I was serious about my values and the respect I deserved. In response, they agreed to pay me out for everything on their shelves and, albeit reluctantly, they finally agreed to my wholesale terms.
After the shift, however, orders slowed down significantly. Product selection was cut back significantly. My most recognizable and most loved candle fragrances dropped from their assortment. Holiday product not ordered.
Eventually, they just quit ordering my product and I went from being a top performing consignment vendor to I guess, the guy on the outs. The one that spoke up and ruffled their feathers.
But, that’s the thing about standing up for what you believe in: sometimes it comes with setbacks. It forces you to face new challenges head-on. In this case, the challenge is finding other ways to continue growing and promoting Farmer’s Son Co. without relying on the visibility that shop provided. While I’ve lost a significant platform and that consistent income, I’ve gained something far more valuable - an unwavering commitment to building this business on my terms, in ways that align with my personal and professional values.
Far too many small business owners and creatives feel pressured to say yes to everything when they're first starting out, even when it’s not a good deal. When you’re starting out, the desire to create, build, and grow can make you vulnerable to being taken advantage of. I know this from personal experience - I was once in that position, eager to make things work and often settling for less than what I deserved or was worth. It’s easy to fall into the trap of compromising your values or accepting unfavorable terms because you’re focused on the bigger picture. But I’ve learnt that saying yes to everything isn’t a badge of honour; it’s a recipe for burnout and exploitation.
Standing up for yourself in business isn’t always easy, and it certainly doesn’t come without consequences. I’ve had so many uncomfortable conversations with a number of our clients who were used to finding my candles, diffusers, incense and kitchen linens in this shop. Explaining the situation without pointing fingers has been a delicate balance. But at the end of the day, the integrity of Farmer’s Son Co. means more to me than any individual partnership.
The truth is, change is inevitable.
As we grow and evolve, so too do our relationships—whether they’re personal or professional. Not every partnership will last forever and I'm okay with that. The important thing is staying true to myself and my vision. I've realized that I can't let the fear of ruffling feathers keep me from making decisions that are best for my business. Yes, there have many moments of discomfort, and yes, I may have burnt a few bridges along the way. But I firmly believe that by standing up for myself, I've made room for the right opportunities to come along.
As Farmer’s Son Co. moves forward, I’m excited about the partnerships I’m nurturing with people who truly believe in what our team is doing - people who are as invested in our team's success as much as we are in theirs. This experience has taught me to be more discerning, more confident, and more willing to walk away from relationships that no longer serve me.
And if there’s one thing I’ve learned through all of this, it’s that standing up for yourself and your business isn’t just about protecting what you’ve built—it’s about paving the way for an even brighter future.
D-
