Season 5 Episode 8: 'Sprinkling that Merchandising magic' with Anna Youngston

In this insightful episode, we welcome Anna Youngston, founder of Majury Merchandising and a former colleague from Accessorize, to talk through her inspiring journey from a thriving career in industry to a successful retail consultant. With over 20 years of experience in merchandising for major British fashion retailers, Anna offers a treasure trove of lessons for anyone interested in fashion, retail, entrepreneurship, or business strategy. 

We trace Anna’s path through her roles at iconic retailers such as Harvey Nichols, Principles, Accessorize, Warehouse, and Topshop, to her current role helping small businesses find clarity through merchandising. Whether you’re a retail buyer, a fashion founder, or a number-nerd, this episode gives you practical and strategic advice for thriving in today’s crowded and often unpredictable retail environment.

One of the biggest myths Anna busts is that merchandising is something only big businesses need. In reality, merchandising is often the missing piece for small brands trying to grow. Anna shares how small tweaks like understanding your stockholding, optimizing your product mix, or using a better sales forecast can lead to major gains. “Merchandising can take you from one level to the next in a way that businesses don’t anticipate. Many don’t even know what merchandising is let alone how transformative it can be.”

Her consulting work has shown her how many small businesses are sitting on huge amounts of untapped potential because they’re not using their data effectively. Whether it’s a pre-order model, planning for cash flow, or responding to changing customer behaviour, good merchandising isn’t just helpful it’s essential.  “No matter the size of your business or your range, there’s always something to learn from your numbers. It’s not about being perfect it’s about being prepared and ready to react.”

Anna dives deep into the importance of reactive agility. The best merchandisers aren't rigid planners; they're flexible problem-solvers. Whether you're stuck with too much stock or your new trousers line is stuck on a boat, it’s how you respond that matters. “Hoping sales will improve is not a strategy. Deal with the now, release that cash tied up in stock, and reinvest it wisely.”

She stresses that businesses need to make informed, data-driven decisions not emotional or assumptive ones. Being emotionally attached to a product, or clinging to an idea just because it felt right last season, can hurt the business. Pivoting with purpose and a plan is the skill that separates resilient brands from those that fold.

Throughout the episode, Anna returns to one central theme: know your numbers and build solid financial foundations. Whether she’s talking about pre-order strategies, seasonal planning, or cash flow management, Anna’s mantra is about understanding the "why" behind your business metrics. “You’ve got to know where your growth is coming from; New product category? Wholesale channel? You need to be able to quantify it.”

Takeaways from the Episode:

1. Merchandising isn’t just for big brands - it’s a game-changer for small businesses. 

2. Don’t be afraid to pivot, and don’t just rely on hope - it's not a good sales strategy!

3.  Know your numbers: You have to make sure you understand your forecasting, lessons learned, and your building blocks

Whether you’re a brand founder, a solo entrepreneur, or a retail team member trying to get a grip on your stock and strategy, Anna’s wisdom offers practical tools to build resilience, make smart decisions, and grow with confidence.

Connect with Anna Youngston or follow Majury Merchandising on Linkedin, or check out https://www.majurymerchandising.com/