How I Earned an Extra $60K with To-the-Trade Vendors

When I first started my business, I thought the only way to make more money was to take on more clients or so I was told!

So I kept saying yes to everything - full projects, smaller ones, quick design consultations - thinking more work meant more income.

But after each project wrapped, I realized the same thing: I was spending SO MANY hours sourcing furniture and decor… and not actually getting paid for that time!

That part hurt - because sourcing is a huge part of what we do as designers.

Then slowly & finally I move up to the world of to-the-trade vendors - and everything changed!

Suddenly, I wasn’t just designing for clients; I was finally earning from the products I was already specifying.

By building vendor relationships and using a simple markup system, I brought in an extra $60,000 - without adding a single new client or working extra hours.

And honestly? My clients were happier than ever too because they got unique & custom items they could never source themselves!

Why So Many Designers Leave Money on the Table

Let’s be honest - most of us spend endless hours scrolling through websites, emailing reps, tracking shipping, and comparing finishes… all unpaid!

It’s not that we don’t want to be compensated - we just weren’t taught how to set it up.

Most designers skip out on profit because:

• They don’t realize how much time sourcing actually takes

• They feel uncomfortable charging a markup

• They don’t have an organized system for trade pricing

• They assume clients prefer to buy retail

But here’s the truth: your sourcing skill has value.

Clients hire you because they don’t want to do it themselves. They want your eye, your access, and your efficiency. Your sourcing expertise isn’t a free bonus - it’s part of your professional value.

The Turning Point: Treating Sourcing Like a Business

For a long time, I treated sourcing like shopping. (I was also told by other design coaches that we should away our trade discount! Ouch, a big NO NO!)

I’d find a beautiful piece, get it approved by client, make a purchase & cross my fingers it arrived on time & IN ONE PIECE!

Then one day, I decided no more! I am a BUSINESS and I am going to lead as a real business would from now on! 

That’s when it all clicked for me.

Sourcing wasn’t just part of the job - it was a revenue stream.

I started opening trade accounts, tracking my discounts, setting fair markups, and organizing all of it inside a simple system that worked for every project.

And it completely changed my business.

My Simple To-the-Trade System

Here’s exactly how I set it up - and how you can too:

1. Open trade accounts with reputable vendors (start small - 5 to 10 is plenty, select based on your aesthetics and price points).

   • Most offer 20–50% off retail for designers.

   • These aren’t just discounts; they’re partnerships that grow with you.

2. Track your pricing and terms.

   • Keep a spreadsheet or template with vendor names, discounts, shipping info, and product types. (OR purchase my Furnish & Flourish E-book with already curated vendors!)

3. Add a professional markup.

   • This covers your time, sourcing expertise, and purchasing risk.

4. Communicate clearly with clients.

   • Be upfront that your trade sources give them access to unique pieces and a smoother experience. (BE HONEST & open with your client - include your markup in the contract!) 

5. Reinvest part of your profit.

   • Use it to upgrade your tools, invest in training, or even take a breather between big projects.

When you source to-the-trade, you don’t just make money - you deliver a higher-end client experience.

How It Changed My Business

-I added over $60K in profit through trade sourcing on just 1 project! (on top of 75k design fees!) 
-My clients stopped “comparison shopping” because they trusted my sources.
-I built strong relationships with reps who now help me daily.
-I finally felt in control of my process - and my income.

On one project, my client said,

“I’ve never seen pieces like this before - where do you even find them?”

That moment reminded me that sourcing isn’t just admin work - it’s a creative superpower.

Introducing Furnish & Flourish

Once I saw how much potential was hiding inside trade sourcing, I wanted to help other designers do the same.

That’s why I created Furnish & Flourish - a practical sourcing playbook for designers who want to earn more without adding more clients.

Inside, you’ll get:
- A curated list of to-the-trade vendors Volume I-III (organized by category)
- Editable templates to continue growing your vendor list
- Pro Tips on how to add markup and profit 
- Tips for building long-term vendor relationships
- Brand spotlights and tested product lists

It’s everything I wish I’d had when I started - my real workflow, simplified for you.

Furnish & Flourish paid for itself within one project - and completely changed how I look at sourcing! 

The Big Picture: You Deserve to Be Paid for Your Expertise

For years, designers were told to be “creative first” and let the business part come later.
But the truth is - both matter.

Profit allows you to design with freedom.

It gives you time to think, create, and serve your clients without burnout.

Sourcing isn’t about selling furniture - it’s about owning your value.

You’ve already done the hard part: building your design eye.
Now it’s time to let it pay you back.

Ready to Turn Your Sourcing Hours Into Profit?

If you’ve ever felt like you’re doing a ton of sourcing work that goes unpaid, Furnish & Flourish was made for you.

Inside, I’ll show you exactly how to:
- Work confidently with to-the-trade vendors
- Present sourcing as a premium service
- Build a repeatable system that adds thousands to your yearly income

👉 Explore Furnish & Flourish here

You’re already putting your heart into every project.
Now it’s time to be rewarded for it.

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Love,

Ana 🌸