Landing first orders wasn’t the hard part.
Any brand can land a first order on Faire. The brands that grow are the ones that turn first-time buyers into loyal wholesale accounts, and build the operations to serve them at scale.
When this lifestyle brand came to us, three problems were holding its wholesale channel back.
Low marketplace visibility
Listings were buried in Faire’s search results. In a crowded marketplace, that made it nearly impossible to attract new wholesale buyers organically.
One-and-done orders
Sales spiked without clear attribution. With no predictable revenue, inventory planning was unreliable and growth stalled.
Operational bottlenecks
High shipping costs, slow delivery, and manual fulfillment meant that taking on more orders would have cost the brand margin.
Acquisition and retention, built as one system.
We moved beyond basic account setup and built a program that put as much effort into keeping buyers as into finding them. It had four parts.
Listing optimization
Overhauled keywords for Faire search, added high-quality lifestyle photography that shows how the products look on a shelf, and repositioned the brand in the marketplace to improve conversion.
Retention and loyalty
Introduced reorder incentives, personalized follow-up after each purchase, and loyalty programs designed to build long-term wholesale relationships.
Full-funnel advertising
Balanced campaigns that reached new buyers with retargeting for engaged prospects, improving return on ad spend overall.
Logistics
Partnered with reliable fulfillment providers and streamlined shipping, which cut costs and delivery times and gave buyers a smoother experience.
“The brands that win on Faire aren’t the ones that land the most new buyers. They’re the ones that build systems to keep buyers coming back.”
Reorders went from a bonus to a baseline.
Repeat purchases became a consistent share of monthly sales rather than occasional upside. That gave the brand a reliable revenue baseline and made planning possible for the first time.
Buyer retention held above 30% all year, a major improvement over the erratic rates of 2024, and buyers ordered more deeply across the catalog: average order value rose more than 50%. Month-over-month sales growth reached 2.6x and held through 2025, and annual revenue grew 1.2x from 2024 to 2025. The brand kept a 4.9-star average rating on Faire, with 88% of reviews at five stars.
| Measure | Reported result |
|---|---|
| Month-over-month sales growth | 2.6x |
| Annual revenue growth, 2024 to 2025 | 1.2x |
| Buyer retention rate | 30%+ all year |
| Average order value | 50%+ higher |
| Average Faire rating | 4.9 stars |
| Five-star reviews | 88% |
These measures describe different parts of the channel’s performance. They shouldn’t be added together.
About these numbers
Figures are reproduced from Parker-Lambert’s original case study for this engagement. They’re reported relative changes, and the brand isn’t named.
The source doesn’t publish starting or ending dollar amounts, order counts, or a month-by-month series, and none have been inferred here.
The work combined listing, retention, advertising, and logistics changes. This channel-level comparison doesn’t isolate the contribution of each one.
Growth on Faire comes from buyers who return.
Acquisition alone isn’t enough. The brand already had traffic. What it needed was a system that turned new buyers into repeat partners.
Operations turned out to be a growth lever, too. Faster, more accurate fulfillment built buyer trust, which led to higher ratings and more reorders.
Full-funnel advertising compounded the effect, bringing more buyers in while retention kept more of them. And better listings did more than improve visibility. Professional photography and keyword-focused content signaled credibility to buyers judging how the products would look on their shelves.
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