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-special...

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, commerc...

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...

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 designe...

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 ano...

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 Oertenb...

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...

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...

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 platfo...

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...

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...

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 t...

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 gro...

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 r...

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 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 stockist...

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 —...

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 sce...

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 a...

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 r...

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...

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. Whe...

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 (e...

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 c...

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...