Let’s Talk Shop

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.

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

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.

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