You Can’t Sell Fresh Air” – The Missing Link in E-Commerce Growth

In this episode of Abandoned Cart, Adam sits down with Laura Harrison, founder of LH Retail and former senior leader at Argos, to unpack why merchandising is one of the most overlooked but critical functions in e-commerce.

Laura shares decades of retail experience, breaking down how brands can move beyond just driving sales and start focusing on what really matters: cashflow, stock planning, and sustainable growth. From the fundamental principle of “you can’t sell fresh air” to the importance of forward planning, she reveals why many brands struggle when they scale—and how to fix it.

The conversation dives deep into the relationship between marketing and merchandising, highlighting how misalignment can lead to wasted ad spend, poor customer experience, and lost revenue. Laura also sheds light on why so many founders overlook merchandising early on, and how bringing in the right expertise at the right time can unlock serious growth.

If you’re an e-commerce founder, marketer, or operator looking to scale smarter not just faster this episode is packed with practical, no-fluff insights.

Key Topics Covered

• Laura’s journey from traditional retail to launching LH Retail and working with scaling brands
• Why “you can’t sell fresh air” and the importance of having the right product at the right time
• Cashflow vs. revenue: why cash is king in retail and e-commerce
• The real role of merchandising in protecting profit and guiding stock decisions
• Why e-commerce brands lose customers when product availability doesn’t match marketing
• The importance of aligning marketing and merchandising for better conversions
• Forward planning vs. reactive decision-making in scaling a business
• Common mistakes brands make when they grow too quickly
• How to use e-commerce data effectively to drive smarter decisions
• The rise of fractional teams and why hiring specialists can accelerate growth
• How customer behavior has evolved and what brands need to do to keep up
• Identifying gaps in product, pricing, and strategy through data

Connect with Laura Harrison

LinkedIn: https://www.linkedin.com/in/laura-harrison-retail-development/

Connect with &Allies

To discuss how we can help your brand grow, visit:

https://www.andallies.co.uk