About the Brand
An established natural body care brand specializing in handmade skincare products made with sustainably sourced, organic ingredients. With a loyal DTC following and a strong mission rooted in environmental responsibility, the brand had built a solid Faire presence over several years but was leaving significant wholesale revenue on the table.
The Challenge
Before partnering with The Prosper Lab, the brand's Faire channel was held back by heavy discount reliance and inconsistent reorder patterns. Discounted first orders accounted for 77% of new business, training retailers to wait for promotions rather than purchase at full price. The reorder cycle averaged a lengthy 180 days, meaning the brand was constantly chasing new retailers instead of growing with existing ones.
Metric | Before | After | |
Monthly Revenue | $15,057 | $28,744 | +91% |
Discount Reliance | 77% of first orders | 15% of first orders | -62 pts |
Reorder Cycle | 180 days | 91 days | 49% faster |
The Results
$807K in Wholesale Revenue During the Engagement — Generated across two strategic phases (optimization and full-service management) spanning nearly three years.
91% Increase in Monthly Revenue — Monthly sales nearly doubled from $15,057 to $28,744 under full-service management.
Discount Reliance Cut from 77% to 15% — A dramatic shift in first-order behavior, retraining retailers to purchase at full price instead of waiting for promotions.
Reorder Cycle Reduced from 180 to 91 Days — Retailers came back 49% faster, creating more predictable and compounding revenue flow.
Faire Market Growth from $22K to $47K — July Faire Market revenue more than doubled year-over-year under management.
Retailer Base Grew from 679 to 905 — Added 226 new retailers while deepening engagement with existing accounts.
How We Did It
Discount Strategy Overhaul: Systematically reduced reliance on Faire's promotional tools, retraining retailers to purchase at full price and protecting margin.
Reorder Cycle Optimization: Implemented systematic reorder campaigns to existing retailers through Faire's promotional tools, timed to natural replenishment patterns.
Listing & Catalog Optimization: Refined product listings, imagery, and storefront architecture to improve discoverability and drive stronger conversion.
Retailer Retention Focus: Shifted the channel strategy from acquisition-heavy to nurturing existing relationships for higher lifetime value.
Faire Market Preparation: Leveraged seasonal Faire Market events strategically to drive year-over-year growth without relying on deep discounts.
Full-Service Channel Management: Took over all Faire operations in the second phase, building on the optimization foundation laid during initial engagement.
The Outcome
This brand's transformation proves that sustainable wholesale growth comes from strategy, not discounts. By cutting first-order discount reliance from 77% to 15% while simultaneously growing monthly revenue 91% and compressing reorder cycles by 49%, the brand now runs a healthier, more profitable Faire channel. The combined results across optimization and full-service management phases generated $807K in wholesale revenue over the engagement period.
