Let’s Talk Shop

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.

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.

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

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

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

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

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

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.

Why You Can’t Build a Business on Faire Alone

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

Start Before You’re Ready: Kate’s Wholesale Story

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