These deep dive case studies are a slightly different format for us.

Rather than showing results after the fact, we break down a real brand, walk through exactly what we’re seeing, and share what we’d do next to scale them — so you can apply the same thinking to your own account.

This particular brand came through as a consulting client, and honestly, there was so much value in the call that I wanted to unpack it properly.

We covered everything from acquisition and conversion through to repeat orders and operational blockers — the kind of stuff that actually moves the needle on Faire.

Context (Where This Brand Was At)

We recently sat down with a premium kitchen appliances brand doing ~$700k annual revenue, with a strong presence across Amazon and wholesale.

They’d already built a solid foundation:

• ~300 wholesale orders
• ~$230 AOV
• Strong product quality + reviews
• Clean branding and decent photography

But the challenge was clear:

👉 Growth had plateaued on Faire

They weren’t sure:

• Why traffic wasn’t scaling
• What the algorithm actually rewards
• How to turn first orders into repeat revenue

And this is the key shift most brands miss…

The Big Insight: Faire Is a Repeat-Purchase Engine

One of the first things I shared (and something we’ve seen across every account we’ve scaled):

Faire doesn’t reward brands that get one off orders.

It rewards brands that create reordering retailers.

We’ve seen accounts where:

• 90%+ of revenue comes from repeat customers
• Repeat buyers order more frequently + higher value

Yet this brand didn’t know their repeat rate at all.

That’s usually the first unlock.

Diagnosis: What Was Holding Growth Back

1. Strong Conversion, Weak Traffic

From the initial review:

• Sales were “decent”
• But unique visits were low

This usually means:

👉 The product converts

👉 But the algorithm isn’t pushing you

And on Faire, visibility = everything

2. Under-leveraged Existing Customer Base

They had:

• 1000+ past customers

But:

• No structured re-engagement
• No consistent email strategy
• Limited messaging

This is a huge missed opportunity because:

👉 Existing customers are your fastest growth lever

(We push weekly emails + daily messaging for this exact reason )

3. Lead Generation Had Stalled

They’d tried outsourcing lead gen before…

But results plateaued.

This is common when:

• Leads aren’t niche enough
• Follow-up isn’t consistent
• Messaging isn’t value-driven

Because one email ≠ growth

👉 It’s persistence + relevance that wins

4. Friction in the Buying Experience

A few key blockers:

• $80 MOQ limiting visibility
• No clear POS (point of sale) support
• Limited objection handling in listings

Simple truth:

👉 If you don’t make it easy to buy, retailers move on

5. Operational Bottlenecks Impacting Performance

This one’s overlooked but critical:

• Shipping delays due to process setup
• Late shipment signals
• Suboptimal fulfilment flow

These directly affect:

👉 Ranking

👉 Trust

👉 Repeat purchases

The Strategy: How We’d Unlock Growth

We broke this into four core levers (our usual framework):

1. Acquisition (Get More Right Traffic)

Key plays:

• SEO optimization across all listings (titles + descriptions)
• Removing MOQ to increase search visibility
• Scaling targeted lead generation (cafes, tea shops, boutiques)

👉 The goal: feed the algorithm with the right buyers

2. Conversion (Turn Visits Into Orders)

Even strong brands leave money on the table here.

Improvements included:

• Adding FAQ-style objection handling
• Upgrading product storytelling
• Expanding visual content (especially video)

Because great listings:

👉 Answer questions before they’re asked

3. Nurturing (Turn Orders Into Reorders)

This is where the real growth happens.

System we recommended:

• Weekly emails (best sellers, restocks, trends)
• Direct messaging via Faire
• Review requests + responses

Why?

👉 Reviews alone can increase conversion by ~10%

👉 And consistent communication drives repeat orders

4. Retailer Sell-Through (The Hidden Multiplier)

This is the big one most brands ignore.

We pushed heavily on:

• POS displays
• Retail merchandising support
• Direct founder conversations with retailers (Calendly link)

Because:

If your product sells well in-store…

Retailers reorder. Simple as that.

Quick Wins We Identified (Immediate Impact)

These were the fastest levers:

• Remove MOQ → unlock search visibility
• Start weekly emails → re-engage 1000+ customers
• Fix shipping settings → avoid late penalties
• Add POS support → improve sell-through
• Turn on structured messaging → boost repeat orders

Bigger Strategic Shifts

1. Focus Market = US First

Rather than spreading thin:

👉 Double down where demand is highest

2. Shift From Passive to Active Growth

Before:

• Waiting for Faire traffic

After:

• Driving their own leads
• Training the algorithm

(This is one of the biggest mindset shifts we make with founders)

3. Treat Faire Like a System, Not a Channel

We outlined:

• 80+ point audit system
• Ongoing performance tracking
• Weekly → monthly optimisation cycles

Because growth isn’t one change…

👉 It’s consistent iteration

What This Case Study Really Teaches

If you’re a product brand on Faire, this is the takeaway:

👉 Most brands don’t have a product problem

👉 They have a system problem

The winners:

• Drive their own demand
• Nurture retailers consistently
• Optimise for repeat purchases

The rest:

• Rely on the marketplace
• And plateau

Final Thought

I actually said this on the call, and it’s worth repeating:

“The goal isn’t just to sell on Faire —

it’s to dominate your category.”

Because once you get:

• Traffic
• Conversion
• Repeat orders

Working together…

👉 Growth compounds very quickly.

Sound like your brand needs a consulting call to find your next growth levers? You can book a one off consulting call in Andy’s diary right here.