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

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.

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

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

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

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.

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.

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

• 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

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.

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:

1. 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.

1. 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.

1. 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.

1. 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.

1. 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/

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/