Let’s Talk Shop

Faire Wholesale Success: Growing to 1,000+ Retailers with Andrew Kemp In this episode of Let's Talk Shop I'm joined by Andrew Kemp from Bare Kind and Candid Founders. We talk about how Bare Kind grew from a product idea into a wholesale brand stocked in over 1,000 retailers, why Faire became such a big part of that growth, and how Andrew now helps other brands do the same through his Faire-specialist agency. We dig into what it really takes to succeed on Faire, why being value-driven is good business, and how to think about delegation, hiring and getting yourself out of the weeds as a founder. In this episode, we cover: How Bare Kind started and why donating 10% of profits is central to the brand The shift from DTC to wholesale and the role Faire played in that growth What retailers actually need from you on Faire to feel confident buying The power of reviews, product photography and clear USPs on the Faire platform Why founders need to stop trying to do everything themselves When it makes sense to hire a Faire specialist agency vs keeping things in-house Top tips for optimizing your Faire storefront and growing wholesale sales Episode timestamps 00:00 Introduction to Let's Talk Shop 00:40 Meet Andrew from Bare Kind 01:30 The Journey of Bare Kind 03:03 The Power of Delegation in Business 05:10 Value-Driven Business Philosophy 09:12 The Impact of Faire on Bare Kind 12:46 Strategies for Success on Faire 19:07 The Importance of Personal Messages in Customer Relations 20:08 The Role of Templates in Streamlining Communication 21:00 The Journey of Bare Kind and Faire 23:33 Top Tips for Optimizing Your Faire Presence 25:50 Who Can Benefit from Our Services? 27:15 The Value of Specialized Agencies 30:44 Proudest Moments and Reflections 32:53 Where to Find Us and Final Thoughts   Links mentioned Bare Kind Socks that save animals: 👉 https://barekind.co.uk Bare Kind on Faire: 👉 https://barekindsocks.faire.com Candid Founders (Andrew's Faire-specialist agency) 👉 https://candidfounders.com Small Business Collaborative (host Therese) Website: 👉 https://www.smallbusinesscollaborative.co.uk Instagram: 👉 https://www.instagram.com/small_business_collaborative If you enjoyed this episode and want to grow your wholesale business on Faire, tag me and Andrew on Instagram with your biggest takeaway, or share it with a founder who needs to hear this.

Today we are diving into the questions every small product business is asking in mid November. Am I ready for Black Friday. Is it too late to plan. What should I focus on if I do not have much time. How do I reengage a quiet list. How do I stand out in a crowded inbox. And once the weekend is over, how do I turn those new customers into repeat buyers. This episode is packed with practical, commercial advice to help you stay focused and profitable during the busiest season of the year. I am joined by Sarah Mathias, founder of This Is Growth. I have long admired Sarah’s straight talking business advice and I am so excited to bring her to the podcast. Sarah helps product brands become more profitable and more memorable through smart, commercial marketing that brings the whole picture together. She blends brand, email, content, ads and conversion strategy in a way that feels clearer, more strategic and more doable for small product businesses. If you have been feeling behind, overwhelmed or unsure where to put your energy, this episode will help you get focused fast. Timestamps 00:00 Introduction and Black Friday Readiness 01:01 Meet Sarah Mathias: E-commerce Expert 02:29 Current State of Black Friday Preparations 04:19 Effective Last-Minute Strategies 07:12 The Power of Email Marketing 09:33 Consumer Behavior and Email Frequency 17:36 Alternative Black Friday Strategies 19:21 Value-Based Campaigns and Brand Perception 27:29 Big Brands vs. Small Businesses 30:07 The Genius of Brand Recruitment 31:13 Navigating Black Friday Dilemmas 33:26 Effective Email Marketing Strategies 37:39 Post-Black Friday Customer Retention 46:13 Planning and Organizing for Success 51:28 Final Thoughts and Workshop Invitation In this episode we cover What to do if you feel behind What is still possible in mid November and what is not worth your time.   Where to focus when time is short Why email is the fastest way to generate revenue and how to use segmentation to warm up your best buyers.   How to reengage a quiet email list Who to email first, what to send, and why no one is judging you for going quiet.   How often you can email during Black Friday Why most small brands send far too few emails, and why unsubscribes are not the problem people think they are.   What to do if you cannot offer a big discount Alternative strategies that still convert, including bundles, gifts with purchase and value based messaging.   How to write subject lines that stand out Why your subject line needs to be clear, bold and unmissable during Black Friday week.   How to turn new customers into repeat buyers Why Q1 is critical for retention and the simple offers that bring customers back quickly.   Short term planning for December Why gifting, last shipping dates and customer expectations matter more than you think.   What brands who are thriving right now have in common Planning, simple strategy and a trading calendar that keeps everything moving. If you only do one thing this week Email your list. Email outperforms social at every turn in Q4 and most small brands are not emailing nearly enough. Links mentioned Small Business Collaborative Website: https://www.smallbusinesscollaborative.co.uk/ Instagram: https://www.instagram.com/small_business_collaborative/   Sarah Mathias, This Is Growth Instagram: https://www.instagram.com/thisisgrowthecom/ Website: https://www.thisisgrowth.co.uk/ Free Workshop: From One Time to Lifetime If you are listening in real time, Sarah and I are hosting a free workshop together this week.   From One Time to Lifetime: How to turn your seasonal customers into returning customers Date: Thursday 20 November Time: 12 pm UK time Register free: https://smallbusinesscollaborative.myflodesk.com/retention   You will learn: • How to identify your highest value customers • How to bring Q4 customers back quickly in Q1 • The key retention levers that work for small product brands • A simple plan you can follow for the next three months   Come live if you can. It will be a practical, high value session. If you enjoyed this episode Share a screenshot while you listen. If you are packing orders or making products, tag both of us on Instagram so we can cheer you on. Thank you for listening to Let’s Talk Shop.

In this episode of Let’s Talk Shop, I’m joined by Anne-Claire Morel, International Marketing Manager at Faire, to uncover what’s trending in wholesale and retail buying ahead of Christmas 2025. We dive into the data-driven insights behind what retailers are actually searching for and buying right now – from vintage Christmas décor and cosy classics to the rise of the “little treats” trend. Whether you’re a brand selling on Faire or looking to reach more stockists, this conversation will help you understand how buyers think, what’s performing well, and how to make your products easier to discover.   You’ll learn: What’s driving Christmas 2025 wholesale trends The top product categories and colour palettes performing on Faire How to optimise your listings with keywords and filters Why low minimum orders and seasonal refreshes matter How to use Faire Direct and marketing tools to grow your wholesale sales Perfect for product-based business owners, makers, illustrators, and designers who want to increase wholesale orders, attract more retail buyers, and plan a strong Q4 sales strategy.   Timestamps 00:00 – Introduction and Guest Welcome 02:10 – Overview of Faire and Its Role 02:56 – Defining and Identifying Trends 03:48 – Global Trends and Regional Differences 04:40 – Christmas Trends and Popular Products 07:02 – Little Treats Trend 10:48 – Using Filters and Keywords Effectively 15:57 – Faire Direct and Marketing Tools 18:00 – Conclusion and Final Thoughts Links Mentioned Download the Faire Forecast – the latest trend report for brands and retailers: https://fairewholesaleinc.sjv.io/VxX7Pa Retailers: Get 50% off your first order (up to £100) when you sign up via this link: https://fairewholesaleinc.sjv.io/qzdYjN Brands: Join Faire and start selling to more stockists: https://fairewholesaleinc.sjv.io/19AJYx Follow me on Instagram: https://www.instagram.com/smallbusinesscollaborative Learn more and work with me: https://www.smallbusinesscollaborative.co.uk

If you’ve ever wondered how to make wholesale work for your product business, this episode is for you. In this behind-the-scenes look at Sales Growth Lab, I’m sharing real results from real brands including how they moved from feeling stuck and inconsistent to becoming confident, organised, and fully in control of their wholesale strategy. You’ll hear stories from makers, illustrators, and designers who have: Doubled or even quadrupled their stockists Built repeatable systems for pitching and follow-up Grown wholesale sales by up to 900% Gained confidence at trade shows and in buyer conversations Made wholesale the main part of their business We’ll talk about what changed when they decided to give wholesale the attention it deserves, and why this shift is the key to building a more consistent, sustainable income from retail partnerships.   00:00 The real reason wholesale keeps getting pushed down your list 01:05 What Sales Growth Lab actually is and who it’s for 02:20 Kate from Factory Floor Jewels: from uncertainty to 50% wholesale growth 03:45 Deb from Tall Order: from Etsy-dependent to confident seller with 900% sales growth 05:10 Sarah from Little Black Cat: 20 to 300 stockists in under three years 07:00 Antje from Soloko: finding structure, clarity, and confidence in outreach 08:35 Kate from It’s Our Planet Too: finally giving wholesale the focus it deserves 09:45 Catherine, Elizabeth, and Charlotte: doubling, tripling, and finding consistency 11:10 What really makes Sales Growth Lab different 13:00 Final reflections and what happens when you give wholesale the attention it deserves 14:00 How to apply and take your wholesale growth seriously   Ready to give wholesale the attention it deserves? Apply now for Sales Growth Lab or book a free discovery call to see if it’s the right fit for you.   Apply to Sales Growth Lab → https://www.smallbusinesscollaborative.co.uk/sales-growth-lab Book a Free Discovery Call → https://tidycal.com/smallbusinesscollaborative/sgl

If your Instagram strategy is not converting, your SEO is not bringing sales, and your email marketing feels pointless, this episode is for you.   I am Therese Oertenblad, founder of Small Business Collaborative and host of Let’s Talk Shop. After 17 years in the home and gift industry, I have seen hundreds of product businesses struggle with the same cycle: chasing one marketing strategy after another without ever building consistent sales.   Here is the truth that no one talks about. None of those strategies will work until you can sell.   In this episode, I share: Why marketing strategies fall flat without sales skills How selling actually teaches you what buyers want The mindset shift that makes selling feel natural, not pushy The ripple effect of mastering sales on your content, emails, and website How Sales Growth Lab helps you build a repeatable wholesale system   Applications are open now. Apply here: Sales Growth Lab Watch the behind-the-scenes walkthrough video: Sales Growth Lab Walkthrough   Timestamps: 00:00 Introduction: Why Your Marketing Strategies Aren’t Working 00:13 Meet Therese: Your Guide to Wholesale Success 00:50 The Problem with Constant Learning and No Sales 01:51 The Importance of Learning How to Sell 03:14 Overcoming the Fear of Selling 03:52 The Benefits of Mastering Sales 04:27 Introducing Sales Growth Lab 04:48 Taking Action: The Key to Success 05:45 Sales Growth Lab: What You Will Learn 06:43 How to Apply and Join the Community 07:14 Conclusion: Take the Next Step

You’ve already sold to shops. Maybe you’ve got a handful of stockists, or you’ve had some one-off wholesale orders that felt exciting at the time. But now things feel inconsistent. Reorders are patchy, outreach slips to the bottom of the list, and wholesale doesn’t feel like the steady revenue stream you thought it would be.   If that sounds familiar, this episode is for you.   I’m Therese Oertenblad, founder of Small Business Collaborative and host of Let’s Talk Shop. In this episode, I’m pulling back the curtain on Sales Growth Lab, my 12-month group programme designed to help product-based business owners grow their wholesale sales in a clear, structured, and sustainable way.   You’ll learn: What Sales Growth Lab actually is and how it works Who the programme is for (and who it’s not for) Why wholesale often feels unpredictable and how to fix that The results and transformations past students have achieved The role of community, accountability, and feedback in building wholesale momentum   Applications are open now. Apply here: Sales Growth Lab Watch the behind-the-scenes walkthrough video: Sales Growth Lab Walkthrough   Timestamps: 00:00 Introduction 01:15 Who Sales Growth Lab is for 04:30 What Sales Growth Lab includes 09:10 Student results and transformations 12:40 The community and ongoing support 16:20 How to apply and next steps

Let’s Talk Shop: How Moonshine Candle Co Grew to 60+ Stockists   Episode summary   Catherine, founder of Moonshine Candle Co in the Orkney Islands, shares how she grew from roughly 30 stockists to 60+ in just a year. We talk about elevating her brand, smart risks like custom screen-printed bottles, what trade shows really do for a small brand, how consistent follow up turns maybes into orders, and the systems that let her take a three-week trip in November without derailing Christmas.   Meet the guest   Catherine — Moonshine Candle Co Design-led home fragrance inspired by the wild beauty and calm moments of island living. Small-batch candles, diffusers, wax melts, organic soaps, and those much-loved car perfumes.   What we cover The brand refresh that unlocked confidence to pitch and sell Taking a calculated risk on custom packaging and why it paid off Trade shows as insight and relationship builders, not just order days Faire optimisation, email pitching, and the power of follow up Prepping for time off in peak season with wholesale systems Growing beyond the local market and thinking seasons ahead Simple POS that helps retailers merchandise and sell more Reorders, relationship building, and why silence is not a no   Links mentioned Website: moonshinecandleco.com Instagram: @moonshinecandleco Faire Direct: https://moonshinecandleco.faire.com 📍 Upcoming Workshop I’m hosting a free workshop on Wednesday 24th September at 11:00 AM UK time called Cracking Christmas. It’s all about creating your sales plan for the final quarter of the year so you can really smash your wholesale. Sign-up here.   Catherine is part of my program Sales Growth Lab, and doors will open again right after the workshop. Attendees get first access on the 24th before it opens up to everyone else on the 25th.   👉 Find out more about Sales Growth Lab here Timestamps 00:00 Introduction and Guest Introduction 03:00 Catherine’s Business Journey 07:00 Branding and Wholesale Growth 12:00 Challenges and Risks in Business 17:00 Trade Shows and Expanding Reach 23:00 Preparing for Time Off 28:00 Building Relationships with Stockists 34:00 Future Plans and Product Development 40:00 Proudest Moments and Final Thoughts 45:00 Conclusion and Upcoming Workshop

Are you relying only on emails, Faire, or Instagram to grow your wholesale sales? In this episode of Let’s Talk Shop, I’m sharing why traditional sales skills are making a big comeback - and why buyers are craving human connection more than ever. I’ll walk you through what I’m seeing in the home and gift industry right now, and how you can use simple, old-school sales actions to stand out from the noise, win more stockists, and build repeat wholesale orders. Episode Timestamps 00:00 – Introduction: Why traditional sales skills matter today 01:12 – What sales looked like when I started in 2008 (fax orders, handwritten notes, manageable inboxes) 03:05 – How digital has changed wholesale sales and why buyers feel overwhelmed 04:32 – Why trade shows feel quieter - and what buyers are really looking for 06:15 – The comeback of human connection in wholesale 07:48 – BookTok, physical books, and what this trend teaches us about selling wholesale 09:10 – The emotional side of sales: trust, familiarity, and connection 11:22 – Handwritten notes, catalogues, and why they still work 13:04 – Curated pop-ups, markets, and the rise of experiential retail 15:37 – What Korea teaches us about retail theatre and brand activations 18:45 – How UK farm shops, garden centres, and big destinations use small brands to drive discovery 21:12 – Examples of activations: Molly Mae’s coffee van, Jellycat pop-ups, and why they work 23:08 – Action steps: how to bring a more human touch to your wholesale sales this week 25:00 – Invitation to Cracking Christmas free workshop on 24th September 26:10 – How Sales Growth Lab can help you build a repeatable wholesale system What you’ll learn in this episode Why buyers are overwhelmed by digital pitches and inbox clutter How traditional sales actions like handwritten notes, phone calls, and catalogues can cut through Examples of curated pop-ups, markets, and brand activations shaping retail trends The emotional side of wholesale sales - why trust, familiarity, and human connection drive orders Practical ways to blend modern sales tools with personal, relationship-driven wholesale strategy Free Workshop: Cracking Christmas On 24th September, I’m hosting a free live workshop called Cracking Christmas: Build Your Sales Plan for Your Best Q4 Yet. We’ll map out 5 proven moves to boost your wholesale sales, reconnect with buyers, and finish the year strong. Sign up here   Ready for Steady, Predictable Wholesale Sales? If you’re ready to stop relying only on third-party platforms and finally create a wholesale sales system that works every single month, come and join me inside Sales Growth Lab.

Why You Can’t Build a Business on Faire Alone   Note: sorry about the sound quality in this episode, I will get better at recording in public.   Timestamps and Episode Overview   00:00 Introduction: The Risks of Relying on Faire If Faire disappeared tomorrow, would your wholesale sales stop too? It’s a confronting question, but one worth asking. In this episode, I explore why relying on one platform is risky and what you can do to create wholesale sales that feel steady and predictable.   01:35 Why Faire Feels Tempting There’s no denying that Faire makes things easy. From streamlined admin to surprise orders, it can feel like wholesale is “working” without much effort. But this ease can create a false sense of security.   04:22 The Risks of Relying Solely on Faire High commissions, shifting algorithms, crowded categories, and the reality that buyers belong to Faire, not you, all make it a fragile foundation to build your business on. When you don’t own the rules or the relationships, you’re leaving your future in someone else’s hands.   09:18 Building a Sustainable Wholesale Business The strongest businesses combine platforms like Faire with direct relationships and systems. That means structured outreach, consistent follow-up, supporting your stockists, and building your own buyer list. With this foundation, your wholesale sales remain steady no matter what happens with Faire.   14:52 Invitation to Free Workshop If this episode struck a chord, I’d love to invite you to my free workshop: Cracking Christmas – Build Your Sales Plan for Your Best Q4 Yet, happening online on 24th September. You’ll learn the exact steps to plan your wholesale sales for the busiest season, so you can finish 2025 strong and set yourself up for a thriving 2026. Sign up here.   16:30 Teaser for Next Episode Make sure you subscribe so you don’t miss next week’s episode: Why Traditional Sales Skills Are Not Dead. In a digital-first world, it’s the old-fashioned touches that are helping brands stand out.   Links and Resources Sign up for my free workshop: Cracking Christmas – Build Your Sales Plan for Your Best Q4 Yet (24th September) Follow me on Instagram Learn more about Sales Growth Lab

In this episode of Let’s Talk Shop, I’m joined by illustrator and calligrapher Kate, the creative mind behind Peggy and Kate. Kate’s nostalgic, story-led cards, prints, and wrapping paper all begin as hand-painted illustrations, capturing the small glimmers of happiness in everyday life.   We talk about how she’s grown her wholesale to around 50 stockists, the reality of doing just one trade show a year, and why she’s never really felt “ready” – but started anyway. From learning the ropes at her first Top Drawer, to creating visual cues (including her “f*** it button”) to push through fear, Kate shares how imperfect action and small steps built her confidence and her brand.   If you’ve ever hesitated to pitch, felt vulnerable about sharing your work, or wondered whether you need to wait until you’re “ready” – Kate’s story will resonate. And if you want support to take bold action this season, make sure you join me for my free workshop Cracking Christmas: Build Your Sales Plan for Your Best Q4 Yet on Wednesday, 24th September at 11 AM UK time.   👉 Sign up here: smallbusinesscollaborative.co.uk/workshop   Timestamps   00:00 Welcome to Let’s Talk Shop 00:28 Meet Kate: The Illustrator Behind Peggy and Kate 01:02 Kate’s Journey into Illustration 01:57 Navigating Wholesale and Trade Shows 03:07 Starting the Business: Challenges and Learnings 07:56 The Evolution of Social Media and Marketing 08:56 Lessons from the First Trade Show 13:22 The Importance of Honesty and Learning on the Job 14:45 Overcoming Vulnerability in Sharing Work 14:54 Building Confidence Through Imperfect Action 15:54 The Power of Sharing Work in Progress 18:54 Visual Cues and Overcoming Fear 21:43 The Importance of Pushing Yourself 25:03 Starting Small in Wholesale 26:43 Proudest Moments in the Wholesale Journey 28:59 Where to Find and Buy My Work   Links and Resources Kate’s website: katepeggycronk.com Follow Kate on Instagram: instagram.com/peggyandkate Wholesale on Faire (direct link, no commission): faire.com/direct/peggyandkate Sign up for Cracking Christmas: smallbusinesscollaborative.co.uk/workshop   Connect with Me My website: smallbusinesscollaborative.co.uk Follow me on Instagram: instagram.com/smallbusinesscollaborative

Over the weekend, my Instagram account was hit with thousands of spam followers and over 1,000 spam comments – right as I was gearing up to launch my free Cracking Christmas workshop.   In this short solo episode, I share: What actually happened and how Meta responded (spoiler: not well) Why the experience reminded me never to rely too heavily on one channel The importance of owning and nurturing your own audience What I’m doing differently for my launch – and why I’m not changing my big goal   If you’ve ever felt stuck depending on social media, or worried about what happens if things go wrong on a platform you don’t control, I think this will resonate.   And if you want to feel more confident and in control of your wholesale sales this Q4, join me for my free workshop:   🗓 Wednesday, 24th September ⏰ 11 AM UK time   Cracking Christmas: Build Your Sales Plan for Your Best Q4 Yet Sign up here: https://www.smallbusinesscollaborative.co.uk/workshop     Timestamps   00:00 Introduction: My Instagram Nightmare 00:49 The Spam Attack Unfolds 01:15 Meta’s Disappointing Response 01:48 The Emotional Impact of Spam Comments 02:29 Reflecting on Social Media 03:05 Support from the Community 03:42 Turning a Crisis into an Opportunity 04:08 Upcoming Workshop: Cracking Christmas 04:53 New Initiatives: Telegram Channel 05:37 Staying Resilient and Adapting 07:10 Final Thoughts and Future Plans   Links and resources Sign up for Cracking Christmas: https://www.smallbusinesscollaborative.co.uk/workshop Follow me on Instagram: instagram.com/smallbusinesscollaborative My website: smallbusinesscollaborative.co.uk

In today’s episode, I’m joined by Kate Stewart, founder of Factory Floor Jewels. Kate creates contemporary jewellery using mixed metals and reclaimed materials, with stories that trace back to her childhood and her father’s engineering background.   We dive into: How storytelling shapes her collections and makes them stand out to buyers The role trade shows have played in building trust and long term stockist relationships Why persistence (without pushiness) is key to reorders How markets and events feed into product development and retail insights Kate’s proudest wholesale moments, from landing major galleries to seeing her work in Tate Modern   This is a brilliant listen if you want insight into building a strong wholesale brand that retailers remember and reorder from.   Timestamps 00:00 Welcome and introduction 00:23 Upcoming free workshop: Cracking Christmas 01:29 Meet Kate from Factory Floor Jewels 02:50 Kate’s journey and inspiration 04:02 Wholesale and retail strategies 07:16 Trade shows and branding 11:45 Storytelling in jewellery collections 16:08 Building relationships with retailers 18:55 Persistence and motivation 24:17 Proudest moments and conclusion   Free Workshop: Cracking Christmas Build Your Sales Plan for Your Best Q4 Yet 📅 Tuesday 24 September, 11:00 AM UK time 🎟 Free to join: www.smallbusinesscollaborative.co.uk/workshop   If you’re feeling behind on Christmas, this session will help you reset, refocus, and create a simple, realistic wholesale sales plan for your busiest quarter.   We’ll cover how to: Put your existing stockists at the heart of your Q4 strategy Scale your outreach using your AW range Map out a follow up plan that feels natural (and gets replies) Create a wholesale marketing calendar you’ll actually follow   Join live for access to a Wholesale Toolkit with time saving templates, live mini audits, and Q&A.   Connect with Kate Website: www.factoryfloorjewels.com Instagram: www.instagram.com/factoryfloorjewels Buyers: find Factory Floor Jewels on Faire by searching the brand name   Work with me I’m Therese Oertenblad, founder of Small Business Collaborative, and I help product based business owners grow their wholesale with clarity and confidence.   Website: www.smallbusinesscollaborative.co.uk Instagram: www.instagram.com/smallbusinesscollaborative Free workshop: Cracking Christmas — www.smallbusinesscollaborative.co.uk/workshop

In this episode of Let’s Talk Shop, I’m joined by Sarah Wilson, founder of Little Black Cat Illustrated, a Manchester-based paper goods brand creating quirky, folksy prints, greeting cards and stationery.   Sarah shares how she grew from her very first wholesale order in 2023 to now being stocked in over 300 shops worldwide.   We dive into the funding, systems, and platforms that supported her growth — and the lessons she’s learned along the way.   Timestamps: 00:00 Introduction and Guest Welcome 00:26 Sarah’s Business Journey 01:42 Wholesale Growth and Challenges 04:40 Securing a Business Loan 06:59 Success on Faire 10:34 Diversifying Income Streams 18:10 Balancing Business and Wholesale 23:45 Proud Wholesale Wins 26:50 Conclusion and Contact Information   What you’ll hear in this episode: The moment Sarah decided to take wholesale seriously. How she funded her growth with a £6k small business loan. The systems that helped her manage scale without burning out. The strategies that made Faire a powerful sales channel for her brand. Why SEO, product photography, and stockist relationships have been key to her success. Her future goals: licensing, trade shows, and breaking into larger retailers like Selfridges, Liberty, and Oliver Bonas.   Connect with Sarah: 🌐 Website: littleblackcatillustrated.com 📸 Instagram: @littleblackcatillustrated 🛒 Faire: Little Black Cat on Faire   Links & Resources: ✨ Website: Small Business Collaborative 📸 Instagram: @small_business_collaborative 🚀 Sales Growth Lab: Learn more here 📊 Free Freedom Sales Calculator: Download here   Do you know how many stockists you need to make the income you want? If not, grab the Freedom Sales Calculator — it will show you exactly how many stockists you need, how many to pitch to, and how much traffic to drive to your website.

How Morena Built Kodes Through Wholesale and In-Person Pitching   In this episode of Let’s Talk Shop, I’m joined by Morena Fiore, the founder and designer-maker behind Kodes, a bold jewellery brand known for statement pieces, Art Deco influences, aromatherapy diffuser jewellery, and her popular glasses chains.   Morena shares her journey of turning a personal story into a thriving brand, how she rebranded with a strong “why,” and how wholesale has helped her grow in ways she never expected. From pitching in person to opticians, to standing out at 100% Optical with a bright and disruptive stand, Morena has taken a less traditional wholesale route and made it her own.   We also talk about how to push past discomfort when selling, managing business growth alongside ADHD, balancing two businesses, and why wholesale can provide both validation and resilience in a changing retail landscape.   If you have ever felt nervous about pitching in person or wondered if wholesale could work for your brand, this conversation is full of practical tips and encouragement. Time Stamps 00:00 Welcome and Introduction 00:52 Morena’s Journey into Jewelry Making 02:09 The Importance of Personal Expression 04:15 Support and Community for Alopecia 05:31 Diving into Wholesale and Trade Shows 07:52 Overcoming Sales Challenges 11:39 Tips for Successful In-Person Sales 17:57 Staying Motivated and Inspired 18:40 Exciting Wholesale Opportunities 19:08 Turning Competitiveness into a Game 19:42 Mapping Success and Motivation 20:17 The Importance of Follow-Ups 22:11 Managing ADHD in Business 24:23 Balancing Two Businesses 26:37 Wholesale Growth and Challenges 33:09 Proudest Wholesale Moments 37:02 Where to Find Us Connect with Morena Website: kodes.me.uk Faire direct link: https://faire.com/direct/kodes?utm_source=widgetv2&widgetToken=bw_fj8t66jzfw Instagram: @kodes_accessories Website and SEO services: morenafiore.com   Resources mentioned Sales Growth Lab: smallbusinesscollaborative.co.uk/sales-growth-lab Elevate Your First Trade Show: smallbusinesscollaborative.co.uk/elevate-your-first-trade-show Free Resource for Listeners Want to send stronger, more confident wholesale emails? Download my Email Pitch Checklist: smallbusinesscollaborative.myflodesk.com/checklist Connect with me Website: smallbusinesscollaborative.co.uk Instagram: @small_business_collaborative   Subscribe to Let’s Talk Shop on Spotify, Apple Podcasts, or wherever you listen.

How Onneke Grew Her Illustration Brand to 350 Shops Across the UK   In this episode of Let’s Talk Shop, I’m joined by illustrator and brand founder Onneke, whose coastal and nature-inspired designs have found their way into 350 shops across the UK. From her beginnings in Sussex with a gift shop and a small collection of greeting cards, to building a nationwide wholesale business stocked everywhere from city boutiques to island gift shops, Onneke’s journey is both inspiring and practical.   We talk about the realities of scaling wholesale, the power of collections, how innovative products like her logbooks transformed her business, and what it takes to plan strategically while staying true to your creative roots.   If you have ever wondered how to grow wholesale beyond a handful of stockists, this conversation is packed with lessons and encouragement. Time Stamps 00:00 Welcome and Introduction 00:39 Meet Onneke: The Journey of a Coastal Brand 03:21 Expanding the Brand: From Local to National 05:47 Challenges and Growth in Wholesale 08:25 Innovative Products and Market Response 15:35 Strategic Planning and Future Goals 21:22 Reflecting on Smaller Shows 21:36 Preparing for Top Drawer 21:52 Product Design and Market Trends 23:52 Wholesale Business Strategy 26:36 Advice for Aspiring Wholesalers 32:46 Proudest Wholesale Moments 36:11 Where to Find My Work Connect with Onneke Website: onneke.uk Faire direct link: faire.com/direct/onneke Instagram: @onnekestudio Wholesale website: onneke.orderspace.com Free Resource for Listeners Want to send stronger, more confident wholesale emails? Grab my Email Pitch Checklist. It is quick, clear, and helps you pitch without second-guessing every sentence. Download the checklist Connect with me Website: smallbusinesscollaborative.co.uk Instagram: @small_business_collaborative   Subscribe to Let’s Talk Shop on Spotify, Apple Podcasts, or your preferred podcast platform.

From zero to 40 stockists in a year – How Lisa from House of Payne has grown her business   In this episode of Let’s Talk Shop, I’m joined by Lisa Payne, the owner of House of Payne – a colourful art print and greeting card company known for its vibrant designs and unique Riso printing technique.   Lisa shares how she’s grown from starting wholesale just over a year ago to working with 40 stockists, including Oliver Bonas, and why she’s kept her range intentionally small. We talk about building relationships with buyers, navigating production challenges, and the mindset shifts that helped her grow quickly without waiting for everything to be “perfect.”   Whether you’re just starting out or looking to grow your wholesale, Lisa’s story is full of encouragement and practical takeaways.   📍 Episode Timestamps: 00:00 Introduction and Welcome 00:14 Meet Lisa Payne: Owner of House of Payne 01:07 Lisa’s Wholesale Journey 03:13 Challenges and Strategies in Wholesale 04:54 The Unique Riso Printing Technique 10:01 Building Relationships with Stockists 13:40 Overcoming Challenges and Growing Confidence 17:12 Advice for Aspiring Wholesalers 19:00 Proudest Moments and Conclusion   📥 Free Resource: Want to send stronger, more confident wholesale emails? Grab my Email Pitch Checklist — it’s quick, clear, and helps you pitch without second-guessing every sentence. 👉 Get it here   ✨ Find House of Payne: Website: houseofpaynemcr.com Instagram: @houseofpaynemcr   👋 Connect with me: Website: smallbusinesscollaborative.co.uk Instagram: @small_business_collaborative   🎧 Subscribe for more guest interviews, solo sales episodes, and behind-the-scenes support to help you grow your wholesale with confidence.

In this first guest episode of the season, I’m joined by Charlotte from Another Loop — a beautifully designed hot-foiled stationery brand based just outside Newcastle, co-founded with her partner Tom.   Charlotte shares how they grew from just 5 to 24 stockists in under a year, how they used local grants to fund mentoring and equipment, and why wholesale felt like a more sustainable way to grow — without the pressure of going viral on Instagram.   We talk about pitching, getting ghosted, creative flyers, and what it really takes to build a product business with momentum and meaning.   📥 Free Resource: Want to send stronger, more confident wholesale emails? Grab my Email Pitch Checklist — it’s quick, clear, and helps you pitch without second-guessing every sentence. 👉 https://smallbusinesscollaborative.myflodesk.com/checklist   ⏱️ Timestamps: 00:00 – Welcome to Let’s Talk Shop 00:33 – Meet Charlotte from Another Loop 00:47 – Starting the business and running it with her partner 03:06 – Why they pivoted into wholesale and how it changed their growth 06:30 – Overcoming the fear of silence and rejection 09:02 – How she built confidence with pricing and wholesale conversations 11:45 – Creative outreach: making flyers and sending physical mail 14:20 – Why little touches (like handwriting and stamps) still matter 15:27 – Using local grants to fund mentoring and buy equipment 19:30 – How to approach your council for support (and what to say) 20:01 – Building relationships with stockists and gaining confidence 22:44 – What surprised her about wholesale vs. selling DTC 23:55 – Lessons from Faire: it’s not the be-all and end-all 26:01 – Big goals ahead: Liberty, Oliver Bonas, international growth 28:00 – Proudest moments and stockist feedback that made it all worth it 30:00 – Where to find Another Loop online   ✨ Find Another Loop: Website: https://www.anotherloop.co.uk Instagram: https://www.instagram.com/another_loop   👋 Connect with me: Website: https://www.smallbusinesscollaborative.co.uk Instagram: https://www.instagram.com/small_business_collaborative   🎧 Subscribe for more guest interviews, solo sales episodes, and behind-the-scenes support to help you grow your wholesale with confidence.

Your Sales Aren’t Inconsistent - Your Strategy Is   If you’ve ever thought, “I just need to be more consistent,” or “Why do I keep falling off the sales wagon?” — this episode is for you.   Because the truth is: it’s not about discipline, motivation, or even confidence. It’s that you’re likely trying to grow your wholesale without a system that actually works for you.   In this episode, I’ll walk you through the real reason your wholesale feels chaotic, the emotional toll of winging it, and what a structured sales strategy can do for your confidence and momentum. Plus, I’ll introduce the P.A.R.T.Y. Framework — the five-part structure we use inside Sales Growth Lab to turn guesswork into growth.   📌 This is the final solo episode of the season — interviews with product-based brands are coming next! ⏱️ Episode Breakdown:   00:00 — Introduction: Overcoming Inconsistency in Wholesale 00:40 — Meet Therese: Your Wholesale Consultant 01:22 — Understanding the Inconsistency Cycle 02:42 — The Importance of a Structured Strategy 04:13 — Introducing the PARTY Framework 05:56 — Sales Growth Lab: A Path to Consistency 06:57 — Review and Reflect on Your Wholesale Strategy 09:11 — Final Thoughts and Upcoming Interviews 💡 Quick Action Tip: Take 10 minutes today to review your current wholesale strategy. What’s working? What’s missing? Are you relying on hope… or a plan? 🔗 Links & Resources:   ✨ Join the Sales Growth Lab waitlist and get the free Email Pitch Checklist: https://smallbusinesscollaborative.myflodesk.com/checklist   🌐 Learn more about Sales Growth Lab and the P.A.R.T.Y. Framework: https://www.smallbusinesscollaborative.co.uk/sales-growth-lab   📱 Follow Therese on Instagram: https://instagram.com/smallbusinesscollaborative

What Retailers Actually Look for in a Brand   If your wholesale growth has slowed — and you’ve started wondering things like: “Is my range big enough?” “Do I need to do a trade show?” “Should I wait until I have something new to share?” …you’re not alone.   In this episode, we’re clearing up some of the most common doubts that product-based business owners have — and getting to the truth of what retail buyers actually look for when choosing new brands.   It’s probably simpler (and more doable) than you think.   Plus, I’ll share a simple action you can take today to restart momentum — even if you feel stuck.   Time Stamps:   00:00 Introduction and Podcast Overview 00:56 Common Challenges in Wholesale Growth 02:30 What Buyers Really Look For 04:15 Addressing Doubts and Taking Action 05:28 Success Stories and Sales Growth Lab 08:15 Final Thoughts and Next Episode Preview   Resources and Links:   Sales Growth Lab Waitlist and Email Pitch Checklist → https://smallbusinesscollaborative.myflodesk.com/checklist   Sales Growth Lab → https://www.smallbusinesscollaborative.co.uk/sales-growth-lab   Website → https://www.smallbusinesscollaborative.co.uk   Instagram → https://www.instagram.com/smallbusinesscollaborative/

Episode 7: Why Your Stockists Don’t Reorder (And How to Fix It)   You worked hard to get that first wholesale order — so why aren’t they reordering?   In this episode, we’re talking about one of the most common gaps in wholesale: the follow-up. Because most buyers don’t ghost you on purpose — they just haven’t heard from you. And staying visible is what keeps you relevant… and keeps the reorders coming in.   We’ll cover why reorders are the easiest sales to make (and often the most overlooked), how to follow up without feeling pushy, and what kind of visibility actually builds trust and gets results.   💡 Real-life result: One client shifted her follow-up strategy and turned a quiet stockist into a consistent monthly buyer — without discounting or chasing.   Episode Breakdown:   00:00 — Introduction: Why Customers Don’t Reorder 00:28 — Meet Therese: Your Wholesale Growth Guide 00:37 — Season Overview: What’s in Store 00:56 — The Importance of Follow-Up for Reorders 01:30 — Overcoming the Fear of Following Up 02:13 — Building a Solid Reorder Strategy 02:23 — Staying Visible: Tips and Tricks 03:31 — Real-Life Success Stories 03:56 — Shifting Your Strategy for Consistent Reorders 04:29 — Join the Sales Growth Lab 04:57 — Conclusion: What’s Next? 🔗 Links & Resources:   ✨ Join the Sales Growth Lab waitlist and get your free Email Pitch Checklist: https://smallbusinesscollaborative.myflodesk.com/checklist   🌐 Learn more about the Sales Growth Lab program: https://www.smallbusinesscollaborative.co.uk/sales-growth-lab   📱 Follow Therese on Instagram: https://instagram.com/smallbusinesscollaborative ✅ If you enjoyed this episode, don’t forget to follow Let’s Talk Shop so you never miss a new one. Interviews with product-based brands are coming soon — and they’re packed with practical wholesale tips you won’t want to miss.