Let’s Talk Shop

Your Wholesale Sales Style - and Why It Matters

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. Whether you’re an overthinker, a spree seller, a ghost, a connector, or a hustler… you’ll leave this episode with clarity and next steps.
 
Because when you understand how you naturally sell, it becomes so much easier to build a strategy that actually works for you — and finally stop second-guessing everything.
In This Episode:
 
00:00 Introduction to Wholesale Sales Challenges
00:31 Meet Your Host: Therese
00:34 Overview of the Season
00:55 Introduction to Sales Styles
01:38 Sales Style 1: The Overthinker
02:53 Sales Style 2: The Spree Seller
04:12 Sales Style 3: The Ghost
05:08 Sales Style 4: The Connector
06:28 Sales Style 5: The Hustler
07:27 Why Your Sales Style Matters
08:21 Client Success Story
08:59 Sales Growth Lab: Your Path to Success
09:49 Conclusion and Call to Action
🔗
Links & Resources
 
Get the Free Email Pitch Checklist
→ https://smallbusinesscollaborative.myflodesk.com/checklist
 
Join the Waitlist for Sales Growth Lab
→ https://www.smallbusinesscollaborative.co.uk/sales-growth-lab
 
Inside the program, you’ll also get access to my custom ChatGPT tool that helps you write a 6-part wholesale email funnel in 30 minutes — tailored to your products and buyers.
 
Visit My Website
→ https://smallbusinesscollaborative.co.uk
 
Follow Me on Instagram
→ https://instagram.com/smallbusinesscollaborative

Is Wholesale Still Worth It in 2025?

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 how buyers make decisions in 2025.
Why wholesale is still one of the best ways to build predictable income — if you’re ready to evolve how you approach it.
 
You’ll walk away with a clearer picture of what’s going on behind the scenes for buyers, and what you can do to stay visible, relevant, and top of mind (without being pushy).
 
Because yes — your products are great. But if buyers are overwhelmed, distracted, and being pitched by 10 other brands… the best thing you can do is make it easy for them to say yes.
 
And that’s exactly what I help you do inside Sales Growth Lab.
Links and Resources
Join the Sales Growth Lab waitlist & download the free Email Pitch Checklist:
👉 https://smallbusinesscollaborative.myflodesk.com/checklist
 
Explore Sales Growth Lab:
👉 https://www.smallbusinesscollaborative.co.uk/sales-growth-lab
 
Visit my website:
👉 https://smallbusinesscollaborative.co.uk
 
Say hi on Instagram:
👉 https://instagram.com/smallbusinesscollaborative
Timestamps
00:00 — Strong Hook + Intro
01:06 — What Wholesale Used to Look Like
02:07 — What It’s Like Now
03:26 — 3 Key Shifts I See Right Now
05:03 — Why Wholesale Still Matters
06:07 — Let’s Recap + What’s Next

What Retailers Actually Look for in a Brand

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 retail buyers actually look for when choosing new brands.
 
It’s probably simpler (and more doable) than you think.
 
Plus, I’ll share a simple action you can take today to restart momentum — even if you feel stuck.
 
Time Stamps:
 
00:00 Introduction and Podcast Overview
00:56 Common Challenges in Wholesale Growth
02:30 What Buyers Really Look For
04:15 Addressing Doubts and Taking Action
05:28 Success Stories and Sales Growth Lab
08:15 Final Thoughts and Next Episode Preview
 
Resources and Links:
 
Sales Growth Lab Waitlist and Email Pitch Checklist
→ https://smallbusinesscollaborative.myflodesk.com/checklist
 
Sales Growth Lab
→ https://www.smallbusinesscollaborative.co.uk/sales-growth-lab
 
Website
→ https://www.smallbusinesscollaborative.co.uk
 
Instagram
→ https://www.instagram.com/smallbusinesscollaborative/

Why Faire Won’t Save Your Wholesale Strategy

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 actually means to take responsibility for your sales — even when you’re on a marketplace platform.
Because while Faire is a tool, your strategy is what drives growth.
Let’s talk about how to work with Faire in a way that’s mutually beneficial, how to take back control of your sales, and how to avoid the trap of passive selling.
 
Episode Timestamps
00:00 Introduction and Welcome
00:21 Discussing Faire Market Experiences
01:25 The Role of Faire in Your Wholesale Strategy
03:03 Taking Control of Your Sales
04:13 Interviews and Sales Growth Lab
05:12 Commission Structure and Pricing
06:51 Final Advice and Resources
 
In this episode
Real insights from brands who’ve experienced very different results during the Faire Summer Market
Why Faire is responsible for their sales — and you’re responsible for yours
How to shift from passive to proactive selling
Why commission complaints are often a distraction from the real issue
What a fair, strategic partnership with marketplaces should look like
How your wholesale sales system can help you build predictability and resilience
Links and Resources
Download the free Email Pitch Checklist
→ https://smallbusinesscollaborative.myflodesk.com/checklist
Join the Sales Growth Lab Waitlist (and get first access and bonuses)
→ https://www.smallbusinesscollaborative.co.uk/sales-growth-lab
Visit my website
→ https://smallbusinesscollaborative.co.uk
Follow me on Instagram
→ https://instagram.com/smallbusinesscollaborative
If this episode sparked a mindset shift, please follow the podcast and share it with a friend.
Next up: What retailers actually look for in a brand — and how to know if your business is wholesale-worthy.
See you there.

Double Your Wholesale Sales

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 scenes of why I care so deeply about this, the turning points I’ve experienced, and how I’m working differently in my own business this year.
If you’ve been feeling stuck, tired, or unsure how to make wholesale work for you, this season is here to help. Let’s get started.
Episode Timestamps
00:00 Introduction and Welcome
00:23 Changes in This Season
01:06 Doubling Your Wholesale Sales
01:47 The True Meaning of Success
03:17 Challenges and Strategies in Wholesale
04:53 Building a Business That Supports Your Life
05:47 Season Overview and Resources
06:59 Next Episode Preview
In this episode
Why doubling your wholesale sales isn’t just about money. It’s about freedom
What I see product-based business owners really craving
A behind-the-scenes look at how I’ve shifted my own business
Why structure, not hustle, is the secret to sustainable sales
What’s coming up in this short, bingeable podcast season
Links and Resources
Download the free Email Pitch Checklist and join the Sales Growth Lab Waitlist (and get first access and bonuses)
→ https://smallbusinesscollaborative.myflodesk.com/checklist
Sales Growth Lab
→ https://www.smallbusinesscollaborative.co.uk/sales-growth-lab
Visit my website
→ https://smallbusinesscollaborative.co.uk
Follow me on Instagram
→ https://instagram.com/smallbusinesscollaborative
If you found this episode helpful, please follow the podcast, share it with a friend, or send me a message to let me know what landed.
Next up: If You’re Relying on Faire for Growth… Listen to This
See you there.

Buying for 18 independent retail stores with Priya from Lark London

In this episode of Let's Talk Shop podcast, I speak with, buyer and owner Priya Aurora-Crowe of Lark London. 
 
Lark London is a wonderful chain of 18 independent brick-and-mortar stores in London and Surrey, that is owned by Priay and her husband Dominic Crowe. 
 
Priya shared her experiences and perspectives on the ever-evolving world of retail. Here are some of the key takeaways: 
 
Previews and Prototypes: Priya expressed her love for getting early glimpses of new ranges and products. It's like Christmas for her team at Lark! They enjoy opening boxes, reading emails and letters, and examining samples. These previews allow them to stay ahead of the curve and make informed buying decisions. 
 
Supporting Small Businesses: At Lark London, community support and finding hidden gems are at the heart of their buying process. Priya and her team review applications from local businesses on a weekly basis, selecting small businesses to support and help grow. This aspect of their job is particularly fulfilling and inspiring. 
 
Dealing with Challenges: Priya shed light on the challenges they face, including the unfortunate issue of shoplifting. They have been experiencing thefts at their stores, resulting in frustration and concern. Priya emphasised the need for more effective actions to deter shoplifters and prevent such incidents that ultimately affect both businesses and local consumers. 
 
Dividing Responsibilities: Priya and her partner, Dom, have wisely divided their responsibilities to ensure a harmonious relationship and to run Lark London efficiently. While Priya oversees buying, staffing, social media, and merchandising, Dom takes care of managing the shop, handling fit-outs, and dealing with legalities and maintenance tasks. 
 
Importance of Branding: Good branding and packaging are vital for standing out in a competitive market. Priya highlighted the significance of products having a story and visually cohesive branding for effective merchandising. Strong branding and packaging can truly make a product shine on the shelves of Lark London. 
 
We hope these insights from Priya have given you a fresh perspective on the world of product businesses. 
 
This episode wraps up another season of Let's Talk Shop, the podcast is all about empowering and supporting you on your journey to building a profitable product business through wholesale. 
https://www.larklondon.com/
https://www.instagram.com/lark_london/
 
My links
https://www.smallbusinesscollaborative.co.uk/
https://www.instagram.com/small_business_collaborative/

Balancing Growth and Steady Progress: Perspectives on Scaling a Product-based Business

In this episode of Let’s Talk Shop, I speak with, Jake and Freya from Studio Wald. This is the second time Jake and Freya comes on the podcast and a lot have happened in their business since last time.
 
They have now got over 1000 stockists who bought from them, with over 300 buying regularly, and they now employ a team of 4. 
 
In this episode, we dive into the challenges and triumphs of running a product-based business, focusing on wholesale strategies, production quality, and market conditions. Here are three key takeaways from our conversation:
 
1️⃣ Balancing growth with life: We chat about that it’s not always about growth in business. Sometimes, it’s more about maintaining business so you can achieve a good life-work balance. It’s a nice reminder that we’re building our businesses for us, and they need to fit into our life. 
 
2️⃣ Attention to production quality: Maintaining high production quality is crucial for success, and this always creates new challenges. Studio Wald’s bestselling flower press used to be made with Birch Ply, but since the war in Ukraine, this is now sanctioned as it is mainly produced in Russia, which meant resourcing and switching to maple veneered MDF.  This in turn, meant working with a new material, and having to balance the increased costs with maintaining affordability to the customer.
 
3️⃣ Adaptability and growth mindset: Jake and Freya shared how their approach to product releases has evolved over time. They moved from a perfectionist mindset of waiting until everything was ready to an organic and agile approach. By building a stock of adaptable photos and embracing flexibility, they were able to release designs more quickly. 
About Studio Wald
Freya and Jake, are the owners and creatives behind Studio Wald.  Freya and Jake met while studying a degree in 3D design. And now they have 3 children and a busy Leeds city-centre studio where they make or compile their products. All paper products are printed and finished in England, mainly in their home county of Yorkshire, using either 100% recycled or FSC certified paper. 
All their products are made in the UK with care & attention to ideas, pattern & process.
 
Jake and Freya have been on the podcast before, so I’m excited to have them back to hear how they have grown their business since we last spoke. Plus, when I ask paper-based business owners who they look up to, quite often Studio Wald comes up, so I know you’re just as keen to hear from them.
 
https://studiowald.co.uk/
https://www.instagram.com/studio_wald/
 
My links
https://www.smallbusinesscollaborative.co.uk/
https://www.instagram.com/small_business_collaborative/

From Cafe to Wholesale: The Journey of Glosters Pottery

In this episode of Let’s talk Shop, I had the pleasure of talking to Myfanwy Gloster from Glosters Pottery. Mev and her husband Tom founded Glosters Pottery, with Tom being the potter and Mev handling the day-to-day operations. They started with a café and gradually transitioned into a craft pottery shop, which has now become a thriving wholesale business.
 
During the conversation, Mev shares their journey of starting small, how the business grew throughout the pandemic, and how they this year decided to start to wholesale. She discusses their decision to exhibit at their first trade show, and the incredible response they received from buyers. In fact, they went from having only ten stockists to over seventy within a short period of time. Mev also talks about the challenges and learnings from the trade show experience, as well as their plans for expanding their workshop space and adding new products.
 
If you're a product business owner looking to grow through wholesale or are curious about the world of trade shows, this episode is a must-listen. Learn from Mev's firsthand experience and gain valuable insights into building a successful brand.
 
[00:00:00] Podcast for product businesses, retail buyers, brand owners. Joined by Mev from GlosterPottery, discussing their wholesale and business expansion.
[00:05:36] Stockists and growth; Kew Gardens reordered.
[00:07:23] Trade shows are hard work, underestimated busyness.
[00:11:25] Creating an easy and efficient wholesale process.
[00:13:33] Planning Autumn, ordering complementary items, Christmas preparations.
[00:17:41] Summary: Relocation, more space, shop visibility, mug painting.
[00:19:48] Challenging journey, but great team and experience.
[00:25:49] Thanks for listening to the podcast!
About Glosters
 
Glosters Pottery was founded by Myfanwy Gloster and her husband Tom Gloster. Tom is the potter, and Myfanwy runs the day to day of their busy Porthmadog based pottery workshop and shop. 
 
Glosters designer ceramics are made from stoneware clay and they use a range of glazes inspired by their local surroundings and the changing seasons in North Wales.
https://www.glosters.co.uk/
https://www.instagram.com/glosterspottery
My links
https://www.smallbusinesscollaborative.co.uk/
https://www.instagram.com/small_business_collaborative/

How Partner In Wine got stocked in Selfridges

You’re going to want to get your notebook out for this one. 
 
In this episode of Let’s Talk Shop, I had the pleasure of interviewing Lucy Hitchcock, the founder of Partner in Wine. We discussed her experience in building a successful brand and her insights on packaging, pricing and wholesale. Here are three key takeaways from our conversation:
 
1️⃣ Build a strong brand: Lucy emphasized the importance of getting your brand right before anything else. Consistency is key - from your packaging to your social media presence. This means aligning everything you create with your brand's image and message.
 
2️⃣ Pricing with purpose: Don't let negative comments on social media platforms like TikTok make you doubt your pricing decisions. Consider the value and positioning of your product, like luxury brands do, rather than solely focusing on cost. Remember, pricing should align with your target customer's perceived value.
 
3️⃣ Start strong, and stay persistent: Lucy shared her experience working with retailers and stressed the importance of being persistent. Don't be discouraged if stockists don't reply. Timing is crucial, so be mindful of when you approach retailers with new products or collaborations.
 
00:03:00 Successful branding led to stock in Selfridges.
00:06:30 2020 lockdown, wine in sad cooler bag.
00:09:47 Entrepreneur shares business journey on Instagram.
00:11:16 Love, document, story, brand, marketing, launch
00:14:38 Self-employed at 23, helping others market businesses. Working for 7 years before launching.
00:22:35 Focusing on margins to determine product pricing.
00:24:26 TikTok opinions on costs.
00:28:52 "Build strong brand identity; prioritize branding."
00:31:51 Homemade look won't sell in stores. Stand out and stay consistent with branding.
00:35:06 Building anticipation for a launch: watch, learn.
00:38:21 Lucy's amazing podcast is a must-listen.
 
Lucy Hitchcock, the founder of Partner in Wine and digital marketing agency Sassy Digital. 
 
Partner in Wine is a brand that aims to keep your favourite drinks perfectly chilled on the go. The story behind Partner in Wine is a tale of serendipity – it all started with the quest for a chilled rosé on a sunny day.
 
Sassy Digital is a digital marketing agency helping brands with their ongoing website, e-commerce, social media and marketing support, plus, Lucy is the host of The Winging it podcast where I’ve also been a guest.
 
Lucy’s links: 
Partner in wine: https://www.partnerinwine.co.uk/
Sassy digital: https://www.sassydigital.co.uk/
Lucy’s Instagram where she shares her business tips and behind the scenes: https://www.instagram.com/lucyhitchcock_/
Partner in wine Instagram: https://www.instagram.com/partnerinwineuk/
Sassy Digital Instagram: https://www.instagram.com/sassydigital/
 
Listen to the episode I was a guest at on the Winging it Podcast: https://open.spotify.com/episode/1SF4M3LHuCQlEXshk3mnGr?si=25bd76cf2655459e
 
My links
https://www.smallbusinesscollaborative.co.uk/
https://www.instagram.com/small_business_collaborative/

Navigating the Challenges: Helping Independent Businesses Thrive in the Retail Sector

🎙️ Welcome to Let's Talk Shop, the podcast where we dive into the fascinating world of retail and small businesses. In today's episode, we have a special guest joining us, Rebecca, the visionary behind a unique shop that champions handmade and local products. 
 
Rebecca shares her insights on the growing appreciation for handmade goods in the wake of the pandemic, as well as the challenges she faces in competing with well-known brands. With her extensive network of makers and years of experience, we explore how Rebecca has cultivated a collaborative journey, nurturing relationships with artisans to create high-quality products.
 
But it's not all smooth sailing for Rebecca. We delve into the difficulties small businesses face, particularly in the Bristol area, where business rates relief removal threatens their survival. Rebecca's passion for supporting independent ventures leads her to seek solutions, already connecting with influential figures like Holly Tucker and Mary Portas to raise awareness and find a way forward.
 
Throughout the episode, we uncover Rebecca's dedication to promoting small businesses and Bristol-made products to offer her customers something different. She shares personal anecdotes, from her unexpected path to opening a shop to the challenges she's encountered along the way.
 
Join us as we explore the impact of business rates, the importance of clear brand identity, and the quest to keep Prior - Rebecca's beloved shop - afloat. We also dive into the exciting projects and initiatives Rebecca has undertaken, from workshops and gallery space rentals to innovative product development.
 
Get ready for a deep dive into the trials, triumphs, and inspirations that drive Rebecca's commitment to celebrating the power of small businesses on Let's Talk Shop! 🛍️🎧
 
00:00:00 Podcast discusses retail business and sustainability.
00:05:42 Handmade business competes with big brands.
00:10:20 Improved inventory system, automated notifications for makers.
00:15:32 Differentiate, investigate, engage, passion, innovation, honesty, visuals.
00:19:49 Deep connection through engagement on social media.
00:21:37 Larger shops are busier, more information helps.
00:25:25 Council mismanagement, potential illegality, seeking charity status.
00:30:48 Small businesses unite to fight unfair rates.
00:33:59 Prior made expands, new store, staff creations.
00:38:30 Website team edits content, explores revenue options.
00:41:37 Thank you for listening and watching, bye!
 
Rebecca Prior, is the owner of award-winning independent store Prior Shop in Bristol and her own independent brand, Prior Made.
 
Rebecca’s centrally located shop is filled to the brim with 150 sustainable designer, and a whopping 70% of them are local to Bristol. 
 
As a non-profit creative arts hub, and eco-consious retail shop, workspace and gallery Rebecca operates Prior shop a little bit different to the usual designer / shop keeper sort of relationship and in this episode we find out all about it.
 
Petition: https://www.change.org/p/save-bristol-s-non-profit-organisations-and-bring-back-discretionary-rates-relief
The shop website: https://www.priorshop.uk
Instagram: https/www.instagram.com/priorshopbristol
Blogs about the shop - why I only stock unique products, why community retail is important, mission and values etc etc: https://www.priorshop.uk/blogs/our-mission-vision-and-values-here-at-prior
My links
https://www.smallbusinesscollaborative.co.uk/
https://www.instagram.com/small_business_collaborative/