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Nearly 27 years ago, Clare Harris left her job at IBM to sell… paper napkins. Not just any napkins: the kind that transform an ordinary midweek dinner into a memorable occasion, and bring a smile at the till.
Today, Talking Tables, started from her kitchen, generates £25 million in annual revenue and sells partyware in 60 countries. The brand has expanded its offer: cake decorations, serving dishes, board games. And despite its growth, it has preserved the personal touch that first won over its retailers.
“Talking Tables is about products that bring people together and, as the name suggests, spark conversations around the table,” explains Clare, who wanted everyone to be able to create inspiring, memorable tables.
The figures speak for themselves. Since joining Faire in 2019, Talking Tables has quadrupled its revenue with independent retailers in the US. Each month, 50 new retailers join the brand. At the most recent Faire Market, it won 123 new US clients, more than double the previous year.
But growing without losing its values is about more than figures. Talking Tables has found a way to combine efficiency and quality of service so that every retailer feels valued.
The B Corp that said no to plastic and yes to people
Among the first companies in its category to be certified as a B Corp, Talking Tables made a radical choice: eliminating plastic from 98% of its latest collection. No greenwashing, but a genuine effort to make a structural change.
“Sustainability is part of our DNA,” says Clare. “We don’t use plastic. We rethink our packaging, favouring recycled materials.”
They audit their factories. They choose their materials carefully. In their UK offices, they recycle wherever possible. It’s not a marketing ploy: it’s who they are.
This authenticity also shows in the way they manage growth on Faire. Every new customer receives a personal message from Naz Khan, who manages the US accounts. Not an automatic reply, but a real human exchange.
“Faire customers get to know me, and I get to know them,” says Naz. “It’s essential to build those relationships because it builds trust.”
The team segments its customers so each receives tailored attention. They use Faire’s messaging system consistently, following up on abandoned baskets with what Clare calls “the Naz treatment”: a personal touch that turns a transaction into a lasting relationship.
“Human relationships will always be essential for understanding products better or discovering new ranges,” Clare adds. “These direct contacts often lead to larger orders. If we can combine the convenience of Faire with a bit of the Naz treatment, we truly get the best of both worlds.”
Reaching unexpected customers
Before Faire, Talking Tables’ US expansion followed traditional channels: supermarkets, party shops, gift shops. Nothing surprising for a tableware brand. Then things changed.
“We’re seeing more and more niche shops approach us,” says Naz. “That can range from a restaurant to an art gallery, well beyond our usual target.”
By making discovery easier, they’ve expanded their definition of a potential customer. A gallery in SoHo? It might want napkins for its private views. A restaurant in Austin? Perhaps it wants a special touch for its dinners.
All this has led to fourfold growth in the US over the past five years. Their TopShop status on Faire, with a 4.8 rating and very few cancellations, has become a strong mark of trust.
“When people see the TopShop badge, they know we’re a reliable brand,” says Naz. “It gives them the confidence to buy from us.”
Talking Tables has also improved accessibility by adding Faire Direct to its website. The widget gives retailers instant access to its catalogue, and Naz uses it strategically: sending links to prospects every few weeks, creating buyer accounts at trade shows, and even closing sales directly.
“We’re finding we attract quality customers who come straight to us,” he says. It’s another tool for meeting retailers where they’re ready to buy.
Saving time to reinvest elsewhere
Talking Tables has gone from a platform once considered “clunky” to the integrated Faire ecosystem.
“The Shopify integration with Faire is fantastic,” says Kieran Clark, Head of Operations. “The process is now really efficient. It takes us almost no time to move an order through our system to the warehouse.”
On the logistics side, Faire’s shipping rates consistently outperform their previous options. Pre-orders, which the brand began trialling this year, have transformed how retailers plan their stock: they can secure Christmas inventory as early as summer, smoothing their cash flow while ensuring availability.
But the biggest impact is seen at Faire Market, with 123 new customers at the most recent event. The team had a clear strategy: campaigns launched a month ahead, weekly reminders across multiple channels, including the newsletter.
“It’s incredibly valuable,” says Naz. “Bringing all these new customers into the funnel through Faire is a real opportunity.”
The brand has even found the right balance between digital and in-person. At a recent show in Atlanta, it invited its digital prospects to meet them in person. Many had already filled their Faire baskets, met the team, then finalised their orders. This efficiency frees up more time for human connections. Every minute saved on order management is a minute Naz can dedicate to customer relationships.
Keeping a seat at the table
Throughout its journey, Talking Tables has never forgotten it’s about people selling to people. It has accelerated its US growth while staying true to its B Corp values. It has found customers among florists and bakeries, not just gift shops. It has optimised operations while strengthening human connections.
“These are people who might stay with us for 20 years. It’s a truly authentic relationship because it’s their passion, their selection,” Clare says of her retailers. “We love the challenge of meeting their expectations, of not letting them down.”
For other large brands, Talking Tables offers a real model. It uses technology to do even better what it has always done well. Every automation frees up time for a call, a personal note, a relationship that can last decades.
And for a business born of the conviction that any dinner deserves to feel special?
It proves that when you stay true to what matters, growth follows. And sometimes, the best strategy is simply to spark conversation around the table.
