Podcast 27: Jess Stern, Mustard Made

Listen to episode 27:

Show notes

Jessica Stern, Mustard Made

• Jess founded Mustard Made with her sister in 2018, their aim was to bring colour to people's homes through their custom lockers
• While Jess and Becca live on opposite sides of the world, they've always talked about starting a business together to bring themselves closer together
• Becca suggested they started a locker business – she had a collection of ones she'd got second hand or found on the side of the street
• Jess took a little persuading, but eventually was on board with the business idea
• Initially, Jess was still working a full time job
• Balancing the two was a tricky task but was essential for financing the first stages

Sorting a supplier

• Jess's previous jobs in the fashion industry meant she was used to talking to suppliers about products
• This helped a lot with sorting logistics
• They took a trip to China to suss out different factories, one stood out in particular – a modestly sized family owned factory who had excellent attention to detail

Attending a trade show

• Jess and her sister attended a trade show in Australia with just samples of their lockers, they had no business set up at that point
• Their product was unique and drew a lot of attention, with 50 stockists placing orders
• They were 'shell-shocked' at how well their product had done
• Once they discovered there was a clear demand for their product, everything else fell into place

Biggest challenges

• After initially launching in Australia, Jess and Becca did not expect the UK market to be so different
• After successfully selling their products to a range of stockists, they had to deal with a number of cases of damaged products as a result of careless couriers. Jess travelled to China and designed sturdier packaging to combat this issue
• Knowing how much stock to order has been tricky, getting the balance right is important to avoid keeping customers waiting

Marketing

• Mustard Made's lockers primarily target the 'Instagram mum', but their wide range of colours and sizes mean they can be for everyone
• They started their marketing organically, but also use influencers, Google, Facebook and Instagram ads

The big biz whiz quiz

• Jess scored 7/10

Brilliant or bonkers?

"I never lose an opportunity of urging a practical beginning, however small, for it is wonderful how often in such matters the mustard-seed germinates and roots itself."

– Florence Nightingale

Check out Mustard Made's lockers here!