Note: sorry about the sound quality in this episode, I will get better at recording in public.

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.

• 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

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

• 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

• 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

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

• 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

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.

Website: www.factoryfloorjewels.com

Instagram: www.instagram.com/factoryfloorjewels

Buyers: find Factory Floor Jewels on Faire by searching the brand name

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.

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.

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.