Podcast Summary: The Product Boss – Episode 736

Title: Sell Premium Products Faster: Clarity, Visuals, Wholesale Prep | Live Coaching Call with Caprice Ericson
Host: Jacqueline Snyder
Guest: Caprice Ericson, Founder of Pajama Mama
Date: January 1, 2026

Episode Overview

This episode features a live coaching call between Jacqueline Snyder and Caprice Ericson, the founder of Pajama Mama, a luxury loungewear brand. The central focus is on practical strategies for selling premium products more effectively—improving product clarity, visual merchandising, and preparing for wholesale expansion. Jacqueline provides targeted, experienced guidance on overcoming the disconnect between beautiful packaging and clear customer understanding, both online and at in-person events. The coaching further touches on testing product bundles, refining visual cues, and demystifying the process of moving into wholesale.

Key Discussion Points and Insights

1. Product Clarity & Packaging Challenges

• Caprice’s Pain Point: Despite beautiful packaging, customers at in-person events often don’t grasp that the items in the bags are pajamas.
  • “They don't know what these are. They think they're iPad bags. Yeah, they don't get the connection.” — Caprice [02:18]
• Coaching Advice:
  • Merchandise at least one of every color and size on hangers so customers can see and feel the product.
  • Add clear visual aids, like illustrations or photos, to packaging showing the pajamas’ style and print—drawing inspiration from how pre-packaged pajamas or bundles of sheets are presented in stores.
  • “You can't sell what they can't see.” — Jacqueline [07:21]

2. Visual Merchandising for In-Person Events

• Solutions Proposed:
  • Use mannequins and hang samples to let customers see the fit and pattern.
  • Create an inviting, boutique-like display that makes the shopping experience intuitive and joyful.
  • Flat drawings or small photos on packaging can bridge the “what's in the bag?” gap.
  • “It's about helping your customer confidently say yes.” — Jacqueline [07:47]

3. Bundling and Offers to Increase Average Order Value

• Current Successes:
  • Bundling kimonos with pajama sets has proven effective, saving customers $12 and increasing sales.
    • “I started doing that this past weekend and that went really well. So they're saving $12 by bundling a pajama set and a robe.” — Caprice [07:59]
  • Robes sell particularly well as gifts since they are “one size fits all,” making them an easy purchase.
• Further Experimentation:
  • Mixing prints on mannequins sometimes influences customer purchases and showcases flexibility in the product range.
  • “People buy what they see on a mannequin. They buy the sample; they buy the look.” — Jacqueline [06:49]

4. Laying the Groundwork for Wholesale

• Caprice considering wholesale in 2026:
  • Concerns about how boutiques will merchandise her products; fears they won't “get” the giftable packaging.
  • Experienced advice: Retailers typically remove products from gift bags for display, using the bags as an add-on at checkout or attaching to hangers.
    • “They also don't wanna look through 300 SKUs of prints. So they're gonna want you to show them the seasons... They'll hang them and people will buy them like that or they'll fold them and they'll be on a table.” — Jacqueline [10:57]
  • Wholesalers order for future seasons; planning and production should be guided by pre-orders to minimize inventory risk.
    • “When you take your brand to wholesale, you're not just selling one product. You're selling an offering that's a curated experience to the retailer.” — Jacqueline [16:11]
• Wholesale Timing & Tactics:
  • Use the coming year to refine product offering and merchandising via markets and small batches.
  • Pre-order strategy: Develop samples and take orders before manufacturing large runs.

5. Mindset and Customer Experience

• Customer Testing and Feedback:
  • In-person events are invaluable for real-time feedback on what sells, which bundles work, and how customers interact with displays.
  • “Events are the perfect testing ground. They give you direct feedback in real time.” — Jacqueline [16:04]
• Clarity Sells Premium Products:
  • The primary barrier is clarity, not product quality.
  • “It's rarely a product problem. It's a clarity problem. And when people instantly understand what they're buying and why it matters, sales are going to get easier.” — Jacqueline [18:54]

6. Encouragement and Next Steps

• Caprice’s Readiness:
  • She feels empowered and encouraged to pursue wholesaling, knowing her foundation is strong and her approach is client-focused.
    • “That feels achievable to me.” — Caprice [17:21]
  • The big question moving forward: “How can I make it easy for them to say yes?”
• Advice for All Product Entrepreneurs:
  • Focus on visual clarity, easy shopping experiences, and listening to customer feedback.
  • Test in small batches, adapt quickly, and build relationships.

Notable Quotes & Memorable Moments

• “You can't sell what they can't see.” — Jacqueline Snyder [07:21]
• "Merchandising isn't just about making things look pretty. It's about helping your customer confidently say yes." — Jacqueline Snyder [07:47]
• “I started doing that this past weekend and that went really well. So they're saving $12 by bundling a pajama set and a robe.” — Caprice Ericson [07:59]
• “It's rarely a product problem. It's a clarity problem.” — Jacqueline Snyder [18:54]
• “How can I make it easy for them to say yes?” — Jacqueline Snyder [17:53]

Important Timestamps

• 01:51 — Caprice introduces her key challenges (packaging/clarity)
• 02:32–05:15 — Strategies for clear in-person merchandising and packaging visuals
• 07:14–07:47 — The importance of visual communication and merchandising psychology
• 07:55–08:22 — Bundling strategies and their impact on sales
• 09:01–09:45 — Experimenting with mixing prints and observing customer desires
• 10:57–14:15 — Coaching on wholesale readiness, merchandising for retailers, and seasonal buying cycles
• 16:03–16:39 — Using direct feedback from events to refine products before wholesale scale
• 17:15–17:23 — Caprice confirms her enthusiasm and confidence for next steps
• 17:55–18:13 — Focus on optimizing the customer shopping experience and clarity in sales

Conclusion and Call to Action

Jacqueline’s coaching emphasizes the value of making premium products instantly recognizable and easy to understand—visually and contextually—at every stage of the buying journey, whether direct-to-consumer or wholesale. Real-time feedback at markets is invaluable for refining offers and displays, ensuring continued growth and readiness for a strong, confident leap into wholesale. Caprice leaves the call with actionable advice and a renewed sense of possibility for Pajama Mama’s evolution.

Find Pajama Mama:

• Website: [shop–pajama–mama.com (with dashes)]
• Instagram: @shop_pajama_mama (with underscores)

For business coaching, resources, and community:

• theproductboss.com/bookacall

This summary provides structured, actionable highlights from the episode, capturing both tactical guidance and the empowering tone of The Product Boss podcast. Perfect for entrepreneurs looking to sell premium products with clarity and confidence.