Scenario · Wholesale / Retail & Wholesale
A wholesaler had accumulated trade-show contacts without visibility into first orders or replenishment. We clarified the category proposition, organized product-specific follow-up and connected account activation to subsequent retailer purchasing.
20 → 30
25% → 30%
40% → 60%
Comparable reporting periods
A wholesaler had accumulated trade-show contacts without visibility into first orders or replenishment.
The work focused on new retail accounts placing a first order, qualified-buyer-to-first-order conversion, 90-day account reorder rate. First and repeat orders were distinct transactions. Retail stocking orders did not prove shopper sell-through or consumer demand.
Which activity helped new retail accounts placing a first order, and what happened at the next decision?
What we did
The priority was new retail accounts placing a first order. The team used qualified-buyer-to-first-order conversion and 90-day account reorder rate to assess the next stages, with a clear distinction between activity and accepted outcomes.
We clarified the category proposition, organized product-specific follow-up and connected account activation to subsequent retailer purchasing.
The team compared new retail accounts placing a first order, qualified-buyer-to-first-order conversion, 90-day account reorder rate across the agreed reporting periods. First and repeat orders were distinct transactions. Retail stocking orders did not prove shopper sell-through or consumer demand.
New retail accounts placing a first order moved from 20 to 30. Qualified-buyer-to-first-order conversion moved from 25% to 30%. 90-day account reorder rate moved from 40% to 60%.
First and repeat orders were distinct transactions. Retail stocking orders did not prove shopper sell-through or consumer demand.
We calculated relative changes from the baseline and comparison values and reported conversion or retention changes in percentage points. We rounded displayed changes to one decimal place where needed. The figures did not establish that marketing caused the outcome.
Measurement window: Two comparable six-month wholesale buyer cohorts, with a 90-day reorder check.
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