Let’s Talk Shop

Therese Oertenblad
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A weekly podcast for the small business owner and creative entrepreneur to help you grow your wholesale. Brought to you by Therese from the Small Business Collaborative. Find out how buyers select new products, what it takes to make a product successful, how to build a long-standing relationship with a retailer and what you can do to stand out.

  1. 01/12/2025

    How to Grow on Faire: From 0 to 1,000+ Stockists with Andrew Kemp

    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.

    36 min

  2. 17/11/2025

    Turn Black Friday Buyers into Regulars with Sarah Mathias from This Is Growth

    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.

    54 min

  3. 27/10/2025

    What Retail Buyers Are Searching for This Christmas with Anne-Claire from Faire

    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

    20 min

  4. 05/10/2025

    The Real Results Behind Sales Growth Lab

    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

    6 min

  5. 29/09/2025

    You Don’t Need Another Marketing Strategy, You Need This

    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

    8 min

  6. 28/09/2025

    What is Sales Growth Lab, and Is It Right for You?

    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

    8 min

  7. 22/09/2025

    How Moonshine Candle Co Grew to 60+ Stockists

    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

    31 min

  8. 19/09/2025

    Traditional Sales Skills Are Not Dead

    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.

    7 min
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About

A weekly podcast for the small business owner and creative entrepreneur to help you grow your wholesale. Brought to you by Therese from the Small Business Collaborative. Find out how buyers select new products, what it takes to make a product successful, how to build a long-standing relationship with a retailer and what you can do to stand out.

Information

  • Creator
    Therese Oertenblad
  • Years Active
    2019 - 2025
  • Episodes
    112
  • Rating
    Clean
  • Copyright
    © Copyright 2024 All rights reserved.
  • Show Website
    Let’s Talk Shop