Bare Kind, a bamboo sock company, has achieved remarkable B2B growth, reaching 1000+ retailers in two years. This episode unpacks their strategy, highlighting how they leveraged the B2B marketplace Faire, actively seeking out niche retailers like podiatrists and vets, and using Faire's incentives to attract them. It also delves into the operational specifics of running a successful B2B e-commerce business and practical tips for founders working with a spouse.
Key takeaways
Instead of solely relying on marketplace algorithms, actively identify and target niche customer segments (e.g., podiatrists for socks) who might not typically stock your product, then leverage marketplace incentives to onboard them.
When using B2B platforms like Faire, focus on acquiring new retailers through direct outreach and capitalizing on growth-focused incentives offered by the platform.
Optimize your listings for SEO and gather customer feedback to refine product offerings and acquire new shoppers.
If working with a spouse, clearly define roles and responsibilities to avoid overlap and maintain a healthy working relationship.
Themes
amazon & marketplacesdtc strategyfounder & leadershiporganic & seo
Andrew Kemp is the MD at Bare Kind, the animal saving bamboo sock company. Founded in 2017 and selling via Shopify and Faire they now do £700,000 a year, and sell into a 1,000 retailers. Hit PLAY to hear: How Bare Kind grew from 0 to 1,000 retailers in just 2 years Why trade shows are fading—and what works better for B2B sales The #1 mistake brands make on Faire (and how to fix it) A surprising niche that became Bare Kind’s biggest customer base The secret to turning first-time buyers into repeat customers Why SEO matters just as much for B2B as it does for DTC Key timestamps to dive straight in: [03:56] Lucy’s eco-friendly business success. [06:46] B2B growth via venture-funded platform. [09:43] Challenges of switching sales strategies. [13:48] Faire dominates B2B eCommerce. [18:12] Spring Fair attendance decline factors. [21:34] Decline in year two trade shows. [24:24] Listen to Andrew’s Top Tips! Sign Up Now to Faire Full episode notes here: https://ecmp.info/530..This podcast uses the following third-party services
What does this episode say about amazon & marketplaces?
Instead of solely relying on marketplace algorithms, actively identify and target niche customer segments (e.g., podiatrists for socks) who might not typically stock your product, then leverage marketplace incentives to onboard them.
What does this episode say about dtc strategy?
When using B2B platforms like Faire, focus on acquiring new retailers through direct outreach and capitalizing on growth-focused incentives offered by the platform.
What does this episode say about founder & leadership?
Optimize your listings for SEO and gather customer feedback to refine product offerings and acquire new shoppers.
What does this episode say about organic & seo?
If working with a spouse, clearly define roles and responsibilities to avoid overlap and maintain a healthy working relationship.
