businessproductizationentrepreneurship

From Stove to Scalability: What Therapists Can Learn from a DIY Cocktail Brand

mmasseur

2026-01-29

10 min read

Learn how Liber & Co.'s stove-to-1,500-gallon story helps therapists scale signature balms and oils without losing craftsmanship.

From treatment room to product line: how to stop losing clients to 'out-of-office' needs

Feeling stuck turning your signature balm, oil, or blend into a reliable revenue stream? Many therapists know how to deliver results with their hands — but when it comes to productization and scaling, the path from kitchen test to consistent wholesale orders looks intimidating. If you’ve ever wished you could bottle your craft without losing control or compromising quality, Liber & Co.’s journey from a single pot on a stove to 1,500-gallon tanks offers practical lessons for 2026 small businesses and independent therapists.

Why Liber & Co.'s stove-to-scalability story matters to therapists in 2026

When Chris Harrison and friends launched Liber & Co., they started with a stove-top test batch and a do-it-yourself ethos. Today their syrups ship worldwide, but the culture of experimentation, stringent flavor standards, and hands-on manufacturing stayed central. That arc — from DIY craft to structured manufacturing — mirrors the trajectory many massage therapists aim for when they develop signature blends like balms, oils, and aromatherapy roll-ons.

"It all started with a single pot on a stove." — Chris Harrison, Liber & Co.

That sentence is shorthand for a core lesson: you can maintain craftsmanship while scaling, but only if you translate intuitive, sensory craft into documented systems, safety practices, and business-ready processes. Below are the concrete lessons therapists should adopt — with step-by-step actions, regulatory checkpoints, and pricing strategies tailored to 2026 realities.

Core lessons: adapt Liber & Co.'s playbook to your therapy practice

1. Prototype with clients — then document everything

Start small. Liber & Co. began with test batches and customer feedback; you should too. Use client sessions to trial scents, absorption, textures, and outcomes. Record formulas, batch weights, and client reactions in a simple lab book or digital spreadsheet.

Run 4–8-week trials with 20–50 clients to collect real-world feedback.
Log ingredient sources, lot numbers, and sensory notes for each batch.
Create a master formula and a version control system to track iterations.

Actionable: Prototype checklist

Patch test protocol for every new formula
Consent + allergy screening added to intake (see "Intake" section)
3 replicate small-batches to confirm repeatability
Client feedback form: immediate, 48-hour, and 2-week

2. Convert craft into Standard Operating Procedures (SOPs)

Craft cannot scale without standardization. Liber & Co. moved from intuition to repeatable processes when volumes grew. For therapists, that means writing SOPs that cover basic manufacturing steps, hygiene, storage temperatures, and clean-in-place procedures if you increase batch sizes.

Draft SOPs for weighing, emulsifying, heating, filling, and labeling.
Include sanitation, PPE requirements, and cleaning schedules.
Train one assistant or a contracted co-packer on your SOPs before scaling.

3. Know the regulatory floor — then stay above it

Topical products live at the intersection of cosmetics and, if you make therapeutic claims, medical/OTC regulation. In 2024–2026 regulators increased scrutiny on labeling, ingredient transparency, and safety testing. Don’t base product safety on feel alone.

Check FDA guidance on cosmetic vs. drug claims (U.S.) — avoid therapeutic claims unless you have approvals.
Confirm state cosmetology and health department requirements for manufacturing in a shared workspace.
Obtain product liability insurance and keep MSDS/SDS sheets for each ingredient.
Plan for stability and microbial testing as you move from shelf samples to retail.

Actionable: Licensing & labeling checklist

Business registration and EIN
Local health/cottage industry permit (if required)
Product liability insurance quote (general and product-specific)
Accurate ingredient declaration and net quantity labeling
Directions for use, warnings, batch code, and contact info

4. Choose the right manufacturing model: in-house vs. co-packer

In 2026, the market offers flexible partners: micro co-packers for 100–1,000 unit runs, and traditional co-packers for larger minimums. Liber & Co. kept much in-house early to protect flavor profiles — therapists may do the same for signature scents and feel. But plan the transition.

Use in-house for pilot runs, R&D, and small-batch premium lines.
Consider a co-packer when monthly demand exceeds your production capacity by 30%.
Audit co-packers for GMP, allergen controls, and lot traceability.

Actionable: Co-packer vetting questions

What is your minimum run size and lead time?
Can you handle my packaging format and fill volumes?
Do you provide stability and microbial testing services?
Do you offer small-batch or pilot production lanes?

5. Pricing: cover costs, honor craft, and scale profitably

Pricing isn’t just math — it’s a brand decision. Liber & Co. sells to bars and consumers at different price points. Therapists can use a similar multi-channel pricing model: premium in-clinic retail, subscription DTC, and discounted wholesale for spas or retailers.

Basic pricing formula:

Unit cost = ingredients + packaging + labor + overhead + testing amortized per batch

Retail price = Unit cost / (1 - desired margin) (e.g., unit cost $6, desired margin 60% → retail ≈ $15)

Wholesale = retail * (1 - 0.40 to 0.60)
Subscription discounts: 10–20% off retail with auto-ship
Use tiered pricing for salons/studios ordering larger volumes

Actionable: Quick pricing calculator

Calculate per-batch ingredient and packaging cost.
Add labor: time × hourly rate × number of units.
Add overhead: rent, utilities, amortized equipment per batch.
Add testing and compliance amortized monthly.
Apply margin and test price sensitivity with an A/B test.

6. Preserve craftsmanship through segmentation

One trap when scaling is homogenizing your product so it’s easy to manufacture. Liber & Co. balanced large-batch consistency with small-batch artistry. Therapists can do this by offering a core, reliably manufactured line for retail and limited-edition handcrafted runs for clients who want bespoke blends.

Core Line: stable formulas, co-packer-friendly, predictable inventory.
Artisan Line: in-clinic small batches, higher price, premium packaging.

7. Client intake: convert care into product sales — ethically

Selling your product to clients requires integrating it into intake and aftercare. Add product-specific consent and allergy screening to your intake forms. Keep treatment records that reference product recommendations and outcomes — this supports both safety and marketing claims.

Include a product use consent with contraindications and patch-test guidance.
Record when a product is applied during a session and any client reactions.
Automate post-session emails with product education and reorder links.

Actionable: Intake form items for product sales

Known allergies and sensitivities
Skin conditions and current topical medications
Consent to use and sell product, and post-treatment follow-up preferences

8. Quality control & traceability: build trust, reduce risk

Batch records and lot numbers are non-negotiable when you sell to others. Liber & Co.’s move to larger tanks introduced lot tracking and QC samples. For therapists, simple QC measures prevent costly recalls and protect your reputation.

Keep retained samples for every batch for 6–12 months.
Record source, lot number, and supplier invoice for every ingredient.
Implement a basic recall protocol and communicate it publicly on your site. Use data and simple analytics to track returns and complaints so you can act early.

9. Packaging, labeling, and sustainability in 2026

Packaging influences perceived value. Recent trends (late 2025 to early 2026) show consumers expect recyclable, refillable, or compostable options, and certifications like FSC or post-consumer recycled (PCR) content help with positioning. Liber & Co. prioritized packaging that supports bar and retail use; therapists must balance aesthetics, functionality, and compliance.

Use tamper-evident seals and clear batch codes for safety.
Offer refill pouches or concentrates for sustainability-conscious clients.
Test dispensing functionality: dropper, pump, or roll-on to match use-case.

10. Sales channels & brand growth: diversify like Liber & Co.

Liber & Co. sells to bars, restaurants, coffee shops, and consumers. Therapists can replicate this diversification: in-clinic retail, online DTC, subscription, wholesale to spas/retailers, and B2B partnerships with corporate wellness programs.

Start with direct sales to clients (highest margin, lowest friction).
Use subscription models for recurring ballast: reorders every 30–90 days.
Pitch local studios and wellness centers for wholesale placement.

Practical 12-month roadmap: from stove-top prototype to consistent revenue

Use this timeline to plan launch and scale without losing your craft.

Months 0–2: Prototype and client pilot. Run small batches, collect feedback, log formulas.
Months 2–4: Build SOPs and intake updates. Secure basic licensing and insurance.
Months 4–6: Formalize branding, packaging, and labeling. Price your product and test A/B offers.
Months 6–9: Launch DTC and in-clinic retail. Start subscription pilot and local wholesale outreach.
Months 9–12: Evaluate demand. Decide on co-packer or expanded in-house production. Implement QC and batch traceability.

Case study: hypothetical therapist — "Maya’s Muscle Melt"

Maya is a licensed massage therapist who created a signature balm to help clients with trigger point soreness. She started by making 50 jars a month in her treatment room, logging client results, and selling at $24/jar. By month 6 she documented SOPs, added patch-test consent to intake, and partnered with a micro co-packer for 500-unit runs.

Key outcomes:

Revenue from product sales increased clinic revenue by 18% within 4 months.
Subscription reorders stabilized cash flow with a 25% retention rate after 3 months.
Maya kept an artisan line for bespoke blends at premium pricing, maintaining craft and client loyalty.

2026 trends that will shape your product plan

Looking ahead, here are trends to integrate into your strategy:

Personalization at scale: AI-assisted formulation tools and modular base blends let therapists offer semi-custom products without exploding costs.
Micro-manufacturing: More co-packers provide low-minimum pilot lanes in 2025–2026, making early scaling feasible without huge capital.
Sustainable packaging regulations: Policy updates across states and retailers pushed brands toward refillable and PCR options in late 2025; plan packaging upgrades sooner rather than later.
Direct-to-consumer fulfillment specialization: Third-party logistics (3PLs) with cold-chain or small-packet expertise made it easier for small brands to serve subscriptions efficiently in early 2026.

Common mistakes and how to avoid them

Skipping testing: Don’t sell widely before stability and microbial testing. It’s a reputation and legal risk.
Underestimating overhead: Many therapists price to cover ingredients only. Include labor, testing, and packaging in unit cost.
Losing the story: Liber & Co.’s origin story sells because it's authentic. Keep your narrative visible — it’s part of the product.
Overcomplicating SKUs: Start with one or two SKUs (e.g., regular and unscented) before expanding.

Quick tools & templates you can use today

Prototype log template: date, batch #, ingredients, client feedback, stability notes.
Basic SOP template: step name, materials, time, quality check, person responsible.
Pricing spreadsheet: input ingredient costs, packaging, labor, overhead, margin.
Intake addendum: product consent, allergy checklist, patch-test instructions.

Final takeaways: how to think like a maker and run like a business

Liber & Co. shows that a DIY brand can scale if the founders translate sensory craft into systems. For therapists, the goal is the same: preserve the qualities that make your signature blends special while building the processes, compliance, and partnerships that let you grow without compromising safety or brand integrity.

Start with prototypes and client feedback. Document every step. Secure the correct licenses and testing. Decide early whether to stay in-house or partner with a co-packer. Price for sustainability, not just survival. And most importantly, keep a small-batch lane to protect the artisanal roots of your work.

Ready to take the next step?

If you’re a therapist with a signature balm, oil, or blend and want a practical roadmap, download our free Productization Toolkit or book a 30-minute business review on masseur.app. We’ll walk through your formula, compliance gaps, and a realistic scaling plan tailored to your practice.

Turn your craft into a product line that earns and endures — without losing the hands that made it special.

masseur

Contributor

Senior editor and content strategist. Writing about technology, design, and the future of digital media. Follow along for deep dives into the industry's moving parts.