About the Brand
Portland Bee Balm crafts all-natural, beeswax-based lip and skin care products in Portland, Oregon. With a loyal following among eco-conscious consumers, the brand had a solid Faire presence but was leaving significant wholesale revenue on the table.
The Challenge
Before partnering with The Prosper Lab, Portland Bee Balm’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 257 days, and fifth-order retention sat at just 16% — meaning the brand was constantly chasing new retailers instead of growing with existing ones.
Metric | Before | After |
Monthly Revenue | Baseline | +57–91% Growth |
Discount Reliance | 77% of first orders | 15% of first orders |
Reorder Cycle | 257 days | 180 days |
5th-Order Retention | ~16% | Improving |
The Results
1. $787K in Lifetime Wholesale Revenue — Built through two strategic phases spanning optimization and full-service management
2. Discount Reliance Cut from 77% to 15% — A dramatic shift from promotion-dependent sales to organic, full-price purchasing
3. 57–91% Revenue Growth Across Phases — Consistent acceleration in both the optimization phase and the full-service management period
4. Reorder Cycle Reduced from 257 to 180 Days — Retailers came back 30% faster, creating more predictable revenue flow
5. 29% Decrease in Discount-Driven Revenue — Shifting the revenue mix toward sustainable, margin-preserving sales
6. Compounding Growth Between Phases — Early optimization work continued delivering results even during a gap period before full-service management began
How We Did It
Discount Strategy Overhaul: Systematically reduced reliance on Faire’s promotional tools, retraining retailers to purchase at full price
Reorder Cycle Optimization: Implemented proactive outreach campaigns timed to each retailer’s natural replenishment cycle
Catalog & Pricing Refinement: Optimized the product lineup and pricing tiers to maximize margin while maintaining competitive positioning
Retailer Retention Focus: Shifted from acquisition-heavy strategy to nurturing existing relationships for higher lifetime value
Faire Market Preparation: Leveraged seasonal events strategically to acquire new retailers without relying on deep discounts
Full-Service Channel Management: Took over all Faire operations in the second phase, building on the foundation laid during initial optimization
The Outcome
Portland Bee Balm’s transformation proves that sustainable wholesale growth comes from strategy, not discounts. By cutting discount reliance from 77% to just 15% while simultaneously growing revenue, the brand now has a healthier, more profitable Faire channel. The compounding effect of early optimization work — which continued delivering results even during a gap between engagement phases — demonstrates the lasting impact of getting the fundamentals right.
