From Hobby to Side Hustle: What Toy and Craft Sellers Can Learn From a DIY Syrup Brand

From Stove-Top Tests to Store Shelves: A Toy Seller's Playbook Using the Liber & Co. Case Study

Hook: You started making custom toys or crafts because you loved the process — but now you’re stressed by questions about production, branding, and finding retail partners. Sound familiar? Many parent entrepreneurs and hobbyist makers hit the same wall: how to turn a beloved DIY hobby into a reliable side hustle that scales without burning out the family.

The short version — why Liber & Co. matters to toy and craft sellers

Liber & Co., the Austin-area craft syrup brand that began with “a single pot on a stove,” grew to 1,500-gallon tanks and worldwide distribution by keeping a DIY ethic while systematizing processes. That transition holds practical lessons for small-scale toy and craft sellers in 2026: standardize your product, document your processes, design retail-ready packaging, and build wholesale relationships on predictable terms.

"It all started with a single pot on a stove... we learned to do it ourselves." — Chris Harrison, Liber & Co. (Practical Ecommerce)

The 2026 context: why now is the best (and hardest) time to scale a hobby

Late 2025 and early 2026 brought a few powerful trends that affect craft retail and toy sellers:

• Retail consolidation and format diversity: Big retailers keep consolidating, but convenience and curated independent stores are expanding (more pop-ups and local chains). Retail partners are selective — they want proven sellers with data.
• Non-alcohol and family-first products are booming: Inspired by Dry January momentum and sustained demand for nonalcoholic options, complementary categories (like family-friendly syrups, sensory toys, and craft kits) have stronger seasonal windows.
• AI and automation in marketing: Content personalization and automated ad creative generation accelerate discovery, but you still need authentic storytelling and social proof.
• Sustainability and transparency: Parents increasingly value safe materials, clear sourcing, and eco-packaging; retailers require compliance documentation.
• Faster logistics expectations: Retailers want vendors who can deliver quickly and forecast reliably — gaps in capacity hurt partnerships.

What Liber & Co. teaches hobbyists: 8 transferable lessons

• Start DIY, then document: The Liber & Co. founders did everything themselves at first. That hands-on experience translates into detailed process knowledge you can later hand to a co-packer, assistant, or partner.
• Standardize recipes and tolerances: For a toy seller, this means consistent parts, colors, finishes, and safety checks — repeatability builds retailer confidence.
• Design retail-ready packaging early: Packaging communicates value on a shelf. Liber & Co. moved from jars to consistent bottling and labeling — toy sellers should invest early in a packaging prototype that meets retail barcodes and shelf rules.
• Own multiple channels: Liber balanced DTC ecommerce, wholesale, and international buyers. For you: maintain a storefront (marketplace or your site) while pitching local boutiques.
• Keep a learning loop: The team stayed hands-on even after scaling — continue sampling, iterating, and collecting feedback from kids and parents.
• Prioritize food-grade/safety compliance analogs: For toys, meet CPSIA, ASTM, and local toy safety standards. Documentation shortens buying cycles with retailers.
• Plan capacity before you promise: Don’t accept a retailer deal you can’t fulfill; Liber expanded tanks and processes before big wholesale pushes.
• Tell a local-to-global story: Retail buyers love provenance. Liber’s Austin roots became a brand asset — you can leverage your maker story to earn curated retail space.

A step-by-step scaling playbook for toy and craft sellers (0 to 18 months)

Month 0–3: Validate and document

• Create 5–10 consistent product units. Test variations with real parents and children.
• Document build steps, materials, suppliers, and quality checks in a single operations document.
• Confirm safety testing requirements for your category and start scheduling tests if needed.
• Set up basic DTC: a simple ecommerce site, one marketplace (Etsy or similar), and product photography.

Month 3–6: Systematize and brand

• Refine a single SKU family to scale initially. Avoid launching dozens of variations.
• Design retail-ready packaging and secure barcodes (UPC). Consider eco-friendly materials aligned with 2026 expectations.
• Map out cost of goods sold (COGS) per unit and calculate wholesale vs. DTC margins.
• Collect and publish social proof: video demos, parent testimonials, and third-party reviews.

Month 6–12: Prepare for wholesale and partnerships

• Develop a simple wholesale catalog and line sheet with minimum order quantities (MOQs) and lead times.
• Start small local consignment or pop-up partnerships with boutique retailers to test reorder rates.
• Create a forecasts and capacity spreadsheet. Add buffer weeks to lead times for safety.
• Invest in a limited paid trial marketing push to prove sell-through metrics for buyers.

Month 12–18: Scale operations and expand retail reach

• Negotiate first wholesale contracts: net 30 terms, PO minimums, and return policies. Be conservative on inventory commitments.
• Consider a co-packer or small-scale manufacturer to increase throughput while maintaining specs.
• Publish sell-through case studies from your local partners when pitching larger retailers.
• Expand to curated online marketplaces and regional store chains; aim for predictable replenishment rhythms.

How to position your brand like Liber & Co. (without becoming a syrup company)

Brand building is not only aesthetic — it’s operational and emotional. Liber & Co. mixed craft authenticity with manufacturing credibility. Here’s how to adapt that to toys and crafts:

• Authenticity + process: Share short behind-the-scenes videos that show your creation process and quality checks. Parents trust makers who show safety and care.
• Design a strong retail pack: Ensure clear usage instructions, age guidance, and care symbols. Retailers look for shelf-ready presentation and child-safe labeling.
• Tell a consistent origin story: “Made by a parent in [city]” or “teacher-designed” resonates. Liber’s regional story helped buyers connect; yours can too.
• Collect data, then promote it: Keep metrics on return rates, reorder cadence, and average sell-through for retailer conversations.

Finding and winning retail partners in 2026

Retail buyers are busy gatekeepers. You need proof you’ll move product and be an easy vendor. Use a two-track approach:

1. Local-first test & prove: Start with boutique toy stores, museum shops, and local parenting co-ops. Use pop-ups and farmers’ markets to collect purchase data.
2. Leverage data and a compelling line sheet: When pitching regional buyers, present real sell-through numbers, pictures of your display in-store, and a clean wholesale PDF with MOQs and lead times.

Outreach template — first email to a boutique buyer

Use this editable script when you email a store buyer:

Hi [Buyer Name], I’m [Your Name], a maker of [product category] in [City]. We’ve been selling at [local markets / your site] and recently showed a 30% week-over-week sell-through in a local boutique pop-up. I’d love to discuss carrying a small initial run at your store. Attached: wholesale line sheet, 2–3 product photos, and a 60-second video showing assembly and safety checks. Our terms: MOQ 24 units, net 30, typical replenishment lead time 3 weeks. We can ship sample units this week. Best, [Your Name] — [Brand]

Wholesale terms, pricing and margin rules of thumb

• Retail price = keep it competitive in your niche and aligned with parent budgets.
• Wholesale price = typically 40–60% of retail for small makers (aim for a 50% keystone starting point).
• Factor in shipping, packaging, and returns into your wholesale pricing.
• Offer gentle PO discounts for larger quantities, but protect your lowest-margin SKUs.

Operational must-dos (safety, testing, and documentation)

Retail buyers will ask for safety documentation. Treat this like free insurance for scaling:

• Complete necessary toy safety tests (CPSC, ASTM or regional equivalents). Keep certificates handy.
• Maintain a supplier list with lot codes and lead times. Use an operations binder (digital is fine).
• Set up a basic quality control checklist you perform on every batch/order.

KPIs to watch as you scale

• Sell-through rate: % of units sold within a replenishment period in retail accounts.
• Reorder frequency: How often retailers reorder from you — the best signal of fit.
• Return rate: Lower is better — indicates quality and correct expectations.
• Customer acquisition cost (CAC) for DTC: Know this to compare channel profitability.
• Lead time variance: Measure how often you miss promised ship dates — retail buyers hate variability.

Case study quick hit: Liber & Co.'s tactical moves you can copy

• Started small and learned every process personally; then documented it for scale.
• Maintained a strong sense of craft and flavor expertise — translated to product trust.
• Balanced channels — DTC helped test products while wholesale drove volume.
• Invested when demand was proven (bigger tanks, co-packers) rather than chasing scale too early.

2026-specific tactics to win buyers and customers

• Use short-form video to show safety and play patterns: 15–30 second clips perform well on social platforms and are persuasive evidence for retailers.
• Offer limited edition drops tied to seasons: Retailers like exclusive SKUs they can promote during gift seasons in 2026.
• Leverage AI for product descriptions and targeted ads: Use AI to generate multiple ad creatives and A/B test quickly, but keep your maker voice authentic.
• Get listed on curated marketplaces: Retail buyers scout platforms for trending makers — presence helps discovery.

Practical checklists

Retail-ready checklist

• UPC code for each SKU
• Clear age labeling and safety warnings
• Retail pack with shelf-ready display option
• Wholesale line sheet and sample units
• Quality control and testing certificates

Partner outreach checklist

• Personalized email to buyer with 3 metrics (sell-through, reviews, demo video)
• Clear MOQ and lead time on line sheet
• Shipping options and packaging dimensions
• Terms for returns and damaged goods

Final thoughts: scale like a maker, sell like a brand

Liber & Co.’s journey from a single pot to industrial tanks shows that scale doesn’t require losing your maker identity. For parent entrepreneurs and craft-focused toy sellers, the playbook is clear: learn by doing, then systematize; build retail-ready products and documentation; and use local proofs of performance to win retail partners.

In 2026, buyers want the mix of authenticity, safety, and predictable supply. If you combine a maker’s hands-on care with the operational discipline of a small brand — documenting processes, investing in packaging, and presenting solid sell-through data — you can go from hobby to side hustle to a full-time small business without losing what made your products special.

Actionable next steps (do this this week)

1. Document a one-page operations summary for your top SKU.
2. Create a simple wholesale line sheet PDF with MOQs and lead time.
3. Record a 30-second safety/process video and add it to your product page.
4. Reach out to one local boutique with the outreach template above.

Want help turning your craft into reliable retail revenue? We curate toy and craft sellers for boutique placement and provide operational checklists based on 2026 retail standards. Click through to download our free Retail-Ready Checklist or contact our team to review your line sheet.

Sources: Practical Ecommerce interview with Liber & Co. founders (2022) and industry reporting from late 2025–early 2026 on retail trends.

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