A B2B Growth Guide for Emerging Brands
Launching your wholesale business on RepSpark is more than just getting set up. It’s about building a strategy that makes the most of your tools, creates a strong foundation, and positions your brand for scalable success.
This guide is designed to help emerging brands launch smoothly, serve retailers better, attract new accounts, and grow strategically. Step by step, you’ll build wholesale knowledge, refine your approach, and unlock smarter growth with confidence.
Product Knowledge + Brand Basics
In this section, we will share the details to prepare your RepSpark site for launch and make it polished and ready for buyers.
Congratulations—you’ve just made the best investment in your business. As you onboard your brand on RepSpark, you’ll work side-by-side with your dedicated Account Manager in weekly sessions to get your B2B storefront fully functional and ready to accept orders. Along the way, you’ll build the wholesale knowledge that sets you up for long-term success.
Why Wholesale Matters
Wholesale isn’t just a sales channel—it’s a growth engine. It builds recurring revenue, deepens retailer loyalty, and provides predictable cash flow.
The Difference Between B2B and DTC
If you’ve been successful with DTC, then scaling your wholesale channel is the next best move. However, the strategy you used to grow your DTC channel, is going to be different for B2B. From messaging to KPIs to track, their a fundamental differences you need to know.
Listen to a webinar we presented with AGM (Association of Golf Merchandisers) where we unpack the real differences between DTC and wholesale, where brands often stumble, and how to build a wholesale strategy that sticks.
The Top 3 Metrics to Track
- Order Volume – measure sales consistency.
- Retailer Retention – keep current buyers engaged.
- Sell-Through Performance – understand product movement at retail.
For a deeper dive into these metrics, watch this video.
The 5 Key Features to Learn First
Your Admin Panel
This is your control center for your B2B site on RepSpark. You can manage users, your Community tile listing, and so much more.
Product Page
You can optimize your individual product pages for selling and highlight all the best selling features like you would on a DTC site.
Assortments
Build custom assortments to sell the right product to the right retailers.
Shoppable Catalogs
Share your brand story using lifestyle images and videos that showcase the products retailers can shop.
Branded Landing Pages
Make it easy for retailers to navigate your B2B site with a home page that directs them to best sellers, new collections, marketing assets and more.
🔥 A Suggestion to Spark Sales
Create Assortments and Shoppable Catalogs by best sellers, category, or full line. This mimics your DTC site and gives buyers a clear, shoppable view of your brand.
Building Stronger Retailer Relationships
In this section, we will share best practices to equip your brand to pitch, segment, and manage wholesale accounts effectively.
With your storefront live, your focus shifts to sales strategy. Continue to meet with your Account Manager to balance two priorities: preparing to onboard and better serve your current retailers while expanding into new ones.
Retaining Existing Retailers
Your best growth engine is the retailers you already have. Serve them well, and they’ll keep coming back. Here are proven strategies to onboard and better your existing retailers.
Start with these 5 tips to improve your relationship with your retailers and become their favorite brand.
Focus on quality over quantity in your retailer mix.
Protect trust with a smart return strategy that supports both sides.
🔥 A Suggestion to Spark Sales
Send an announcement email to your current customers. A guide is available here to help you invite your retailers easily.
Expanding to New Retailers
Finding new accounts doesn’t mean endless cold calls. RepSpark helps you onboard and qualify new buyers quickly. But you need to have a strategy in place to support the growth.
Here are a few action items that will make a difference when focusing on expanding your retailer network:
- Assign a point person for retailer onboarding.
- Approve new buyers with a simple process.
- Book intro calls, build assortments, and present your line.
- Follow up to close and turn interest into orders.
- Create custom assortments for a new buyer to test your product. You can make a small, medium and large package based on their store size and budget. This way you can protect your brand story and their investment with a curated collection to test your brand.
Driving Buyers to Your Storefront
Your storefront is live, but to keep orders flowing, retailers need reminders of where to shop. This stage is about creating a marketing engine that drives buyers back to your B2B site again and again.
Share the Link to your B2B Site
The key is to be everywhere your buyers are. In your Admin Panel, you can access the link to your site as well as a QR Code that can be used on print material.
Here are a few ways you can promote your B2B site link on RepSpark:
- Add a “Become a Retailer” or “Access Wholesale Site” link on your DTC site. It’s a simple step that makes it easy for potential accounts to find your wholesale channel without extra outreach.
- Include it in your email signature.
- Print QR codes for trade show print material
- Add to your business card
- Post it on LinkedIn and social media when announcing new collections or drops.
- Share it in your retailer newsletters with curated product highlights.
- Share an email to your current customer base with a link to shop on your B2B site
🔥 Suggestions to Spark Sales
Offer a “perk” or discount for when retailers place their 1st order on RepSpark to help speed up adoption. You can enable a tiered discount option in the Admin Panel of our RepSpark site.
Include a link to our Retailer Playlist on YouTube to guide them on how to place orders on RepSpark.
Messaging that Converts
Email Campaigns
- Announce new assortments, pre-books, and best-sellers.
- Share “Last Call” emails to drive urgency before cut-off dates.
- Spotlight top-performing products with quick reorder links.
- Don’t just send one announcement—build a regular cadence. Share updates that highlight shoppable catalogs or curated assortments to keep your buyers engaged.
SMS Marketing Campaigns
- Send short, timely updates for new drops and restocks.
- Alert buyers when prebooking is starting or about to close
Smart Segmentation
- Match products to the right retailers: swim shops vs. ski shops, golf pro shops vs. resort boutiques.
- Tag retailers based on region, seasonality, or buyer history.
- Share custom digital catalogs and/or assortments filled with the product specific retailer groups will want to look at.
- Market the segmented retailers with lifestyle images of their area. For example, if you have a ski collection, use lifestyle images of enjoying the snow in your gear.
Multi-Channel Promotions
Trade Shows & Markets: Showcase QR codes on booth signage, line sheets, or giveaways.
Social Media: Use LinkedIn or create a private Facebook group to remind buyers where to place orders and new collection drops.
Paid Ads (Retargeting): Run simple retargeting ads reminding current buyers to order through your storefront.
In-Person: Host a pop-up show with using a RepSpark Microsite as a top retailer location to introduce a new product or test a new location before they invest your brand.
Leverage Your Branded Landing Page
Your storefront is more than a wholesale portal—it’s your digital showroom. Every touchpoint should reflect your brand and make it easy for buyers to shop, learn, and connect.
Ways to maximize your storefront:
- Use assortments to highlight curated collections for key accounts or seasonal buys.
- Add marketing banners to announce promos, drops, or bestsellers.
- Upload your existing catalogs into RepSpark and tag them to make them digital and fully shoppable—letting retailers browse as they would in person, but with instant ordering built in.
- Link to your social channels so retailers can stay inspired by your brand’s lifestyle content.
- Add tutorials and FAQs to answer ordering or product questions right where buyers shop.
- Embed YouTube videos to bring your products to life—show fit, features, or merchandising ideas.
- Showcase charities you support to build emotional connection and brand loyalty.
- Link catalogs, terms & conditions, and policies so your retailers have everything in one place.
- Link to your Marketing Assets for retailers to have the right assets to market your brand
- Include fillable forms for credit applications, reorders, or special requests.
- Feature assortments and lookbooks that show how to style or merchandise new lines.
- Add an “About Us” section to humanize your brand and tell your story.
Track & Optimize
- Connect your B2B RepSpark site to GA4 Analytics. You can learn more about that here.
- Use RepSpark analytics to see what campaigns actually drive logins and orders.
- Compare open rates, clicks, and order conversions from different channels.
- Double down on what’s working; adjust messaging where engagement is low.
👉 Net result
Instead of a one-time storefront launch, you’ve got a living, breathing marketing engine that keeps buyers coming back and keeps your sales pipeline full.
Scaling Your Strategy
By this point, you’ve built a foundation, refined your sales process, and launched marketing. Now it’s time to scale your visibility and reach.
Keep Scaling in Wholesale
Wholesale growth multiplies when you layer in visibility, smarter selling, and community engagement.
Leverage Community to Grow
Boost Visibility in RepSpark Community: Be seen by thousands of active buyers.
Become a Featured Brand: Spotlight your story and products in the RepSpark Retailer Newsletter and in RepSpark Community.
Tag your Brand: Use the right keywords to tag your brand so retailers can easily find your via Search in RepSpark Community.
Maximize Trade Shows
Use QR codes and strategies in this video to convert more leads at trade shows.
Support in-person experiences with Microsites
From pop-up shop to sporting events, gather your customers together and make it easy to support event merchandise revenue with Microsites.
You can also test new retailers with Microsites by testing new doors without the risk.
Serve your top accounts with a curated, private shopping experiences for their customers when products or collections drop
🔥 A Suggestion to Spark Sales
Now that you have built your growth foundation, keep the cycle repeating itself by making it easy for retailers to access your brand.
Add a “Become a Retailer” or “Access Wholesale Site” link on your DTC site. It’s a simple step that makes it easy for potential accounts to find your wholesale channel without extra outreach.
Let's Scale Wholesale
Wholesale is an ongoing effort with tremendous upside once you get the machine running. Each stage layers in knowledge, strategy, and tools that make your wholesale business stronger every week.
By following this growth path, you’ll have:
- A B2B site that’s ready for buyers to experience your brand story.
- A sales strategy that balances retention and growth.
- A marketing engine driving consistent traffic.
- A scaling plan that leverages data, trade shows, and RepSpark’s community.
With RepSpark, you’re not just managing wholesale—you’re scaling it smarter.
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