Let’s Talk Shop

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.

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/

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

Episode 1: Double Your Wholesale Sales Welcome back to Let’s Talk Shop. And if you’re new here, hello. I’m Therese, founder of Small Business Collaborative, and this season I’m shaking things up. In this first episode, I’m sharing what it really takes to double your wholesale sales without burning out or relying on luck, marketplaces, or non-stop product launches. I’ll also take you behind the scenes of why I care so deeply about this, the turning points I’ve experienced, and how I’m working differently in my own business this year. If you’ve been feeling stuck, tired, or unsure how to make wholesale work for you, this season is here to help. Let’s get started. Episode Timestamps 00:00 Introduction and Welcome 00:23 Changes in This Season 01:06 Doubling Your Wholesale Sales 01:47 The True Meaning of Success 03:17 Challenges and Strategies in Wholesale 04:53 Building a Business That Supports Your Life 05:47 Season Overview and Resources 06:59 Next Episode Preview In this episode Why doubling your wholesale sales isn’t just about money. It’s about freedom What I see product-based business owners really craving A behind-the-scenes look at how I’ve shifted my own business Why structure, not hustle, is the secret to sustainable sales What’s coming up in this short, bingeable podcast season Links and Resources Download the free Email Pitch Checklist and join the Sales Growth Lab Waitlist (and get first access and bonuses) → https://smallbusinesscollaborative.myflodesk.com/checklist Sales Growth Lab → https://www.smallbusinesscollaborative.co.uk/sales-growth-lab Visit my website → https://smallbusinesscollaborative.co.uk Follow me on Instagram → https://instagram.com/smallbusinesscollaborative If you found this episode helpful, please follow the podcast, share it with a friend, or send me a message to let me know what landed. Next up: If You’re Relying on Faire for Growth… Listen to This See you there.

Why Faire Won’t Save Your Wholesale Strategy If you’ve ever felt frustrated by low sales during a Faire market or discouraged by their commission rates, you’re not alone. But here’s the hard truth: if you’re relying on Faire to bring in all your orders, you’re handing over your power. In this episode, I share recent feedback from brand owners during the Faire Summer Market, and we unpack what it actually means to take responsibility for your sales — even when you’re on a marketplace platform. Because while Faire is a tool, your strategy is what drives growth. Let’s talk about how to work with Faire in a way that’s mutually beneficial, how to take back control of your sales, and how to avoid the trap of passive selling. Episode Timestamps 00:00 Introduction and Welcome 00:21 Discussing Faire Market Experiences 01:25 The Role of Faire in Your Wholesale Strategy 03:03 Taking Control of Your Sales 04:13 Interviews and Sales Growth Lab 05:12 Commission Structure and Pricing 06:51 Final Advice and Resources In this episode Links and Resources Download the free Email Pitch Checklist → https://smallbusinesscollaborative.myflodesk.com/checklist Join the Sales Growth Lab Waitlist (and get first access and bonuses) → https://www.smallbusinesscollaborative.co.uk/sales-growth-lab Visit my website → https://smallbusinesscollaborative.co.uk Follow me on Instagram → https://instagram.com/smallbusinesscollaborative If this episode sparked a mindset shift, please follow the podcast and share it with a friend. Next up: What retailers actually look for in a brand — and how to know if your business is wholesale-worthy. See you there.

Episode 4: Is Wholesale Still Worth It in 2025? If you’ve been wondering whether wholesale is still worth it — because it feels harder, slower, or less predictable than it used to — this episode is for you. The truth? Wholesale still works. But not if you’re treating it like it’s 2019. In this episode, I’m sharing: What’s really changed in the retail landscape. 3 key shifts that are shaping how buyers make decisions in 2025. Why wholesale is still one of the best ways to build predictable income — if you’re ready to evolve how you approach it. You’ll walk away with a clearer picture of what’s going on behind the scenes for buyers, and what you can do to stay visible, relevant, and top of mind (without being pushy). Because yes — your products are great. But if buyers are overwhelmed, distracted, and being pitched by 10 other brands… the best thing you can do is make it easy for them to say yes. And that’s exactly what I help you do inside Sales Growth Lab. Links and Resources Join the Sales Growth Lab waitlist & download the free Email Pitch Checklist: 👉 https://smallbusinesscollaborative.myflodesk.com/checklist Explore Sales Growth Lab: 👉 https://www.smallbusinesscollaborative.co.uk/sales-growth-lab Visit my website: 👉 https://smallbusinesscollaborative.co.uk Say hi on Instagram: 👉 https://instagram.com/smallbusinesscollaborative Timestamps 00:00 — Strong Hook + Intro 01:06 — What Wholesale Used to Look Like 02:07 — What It’s Like Now 03:26 — 3 Key Shifts I See Right Now 05:03 — Why Wholesale Still Matters 06:07 — Let’s Recap + What’s Next

Episode 5 — Your Wholesale Sales Style (And Why It Matters) If you’re not getting the wholesale sales you want — or need — the problem probably isn’t your products. It’s that you’re trying to sell in a way that doesn’t suit you. In this episode of Let’s Talk Shop, I’ll walk you through the five most common sales styles I see — and how each one can either help or hinder your wholesale growth. Whether you’re an overthinker, a spree seller, a ghost, a connector, or a hustler… you’ll leave this episode with clarity and next steps. Because when you understand how you naturally sell, it becomes so much easier to build a strategy that actually works for you — and finally stop second-guessing everything. In This Episode: 00:00 Introduction to Wholesale Sales Challenges 00:31 Meet Your Host: Therese 00:34 Overview of the Season 00:55 Introduction to Sales Styles 01:38 Sales Style 1: The Overthinker 02:53 Sales Style 2: The Spree Seller 04:12 Sales Style 3: The Ghost 05:08 Sales Style 4: The Connector 06:28 Sales Style 5: The Hustler 07:27 Why Your Sales Style Matters 08:21 Client Success Story 08:59 Sales Growth Lab: Your Path to Success 09:49 Conclusion and Call to Action 🔗 Links & Resources Get the Free Email Pitch Checklist → https://smallbusinesscollaborative.myflodesk.com/checklist Join the Waitlist for Sales Growth Lab → https://www.smallbusinesscollaborative.co.uk/sales-growth-lab Inside the program, you’ll also get access to my custom ChatGPT tool that helps you write a 6-part wholesale email funnel in 30 minutes — tailored to your products and buyers. Visit My Website → https://smallbusinesscollaborative.co.uk Follow Me on Instagram → https://instagram.com/smallbusinesscollaborative

Episode 6: 5 Big Mistakes I See in Wholesale Pitches If you’ve been sending pitches and hearing crickets — this episode is for you. Even with great products, unclear or hesitant emails will get ignored. In this episode, I break down the 5 most common (and fixable) pitch mistakes I see from product-based business owners — and what to do instead. We’ll talk about: Why vague pitches don’t work (even when your products are amazing) The “hope you’re well” trap — and what to say instead How to sound confident without being pushy Why clear next steps matter more than ever The truth about follow-ups (hint: you’re not being annoying) I’ll also share a real result from one of my Sales Growth Lab students — and how a simple pitch rewrite lead to two replies and one order right away. If you want to pitch with more confidence and finally start hearing back from stockists, this one’s a must-listen. 🧠 Timestamps 00:00 – Introduction: The Struggle with Wholesale Pitches 00:23 – Recap of Previous Episodes 01:05 – Today’s Focus: Improving Your Email Sales Pitch 01:26 – Common Mistakes in Email Pitches 02:01 – Mistake 1: Vague Pitches 03:13 – Mistake 2: The ‘Hope You’re Well’ Trap 04:06 – Mistake 3: Lack of Confidence 04:56 – Mistake 4: No Clear Call to Action 05:17 – Mistake 5: Not Following Up 05:42 – Success Stories and Final Tips 06:23 – Conclusion and Next Episode Teaser 🎯 Want to improve your pitches today? Join the Sales Growth Lab waitlist and I’ll send you my free Email Pitch Checklist right away. You’ll also be the first to know when the programme reopens and inside you get access to my custom chat gpt that helps you write a full 6-touchpoint email funnel in 30 minutes — tailored to your business. → https://smallbusinesscollaborative.myflodesk.com/checklist 🔗 Resources & Links Sales Growth Lab info: https://www.smallbusinesscollaborative.co.uk/sales-growth-lab Website: https://smallbusinesscollaborative.co.uk Instagram: https://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.

In this episode of Let's Talk Shop podcast, I speak with, buyer and owner Priya Aurora-Crowe of Lark London. Lark London is a wonderful chain of 18 independent brick-and-mortar stores in London and Surrey, that is owned by Priay and her husband Dominic Crowe. Priya shared her experiences and perspectives on the ever-evolving world of retail. Here are some of the key takeaways: We hope these insights from Priya have given you a fresh perspective on the world of product businesses. This episode wraps up another season of Let's Talk Shop, the podcast is all about empowering and supporting you on your journey to building a profitable product business through wholesale. https://www.larklondon.com/ https://www.instagram.com/lark_london/ My links https://www.smallbusinesscollaborative.co.uk/ https://www.instagram.com/small_business_collaborative/