Success Stories Listing

Online marketplace Faire the perfect fit for Powder Design’s US growth

Online marketplace Faire the perfect fit for Powder Design’s US growth

An introduction to online B2B marketplace Faire has seen Edinburgh-based clothing designer Powder Design receive orders from 230 new wholesale retail customers and expect to generate £250,000 of additional US sales in their first year of trade on the platform.

Online marketplace Faire the perfect fit for Powder Design’s US growth

An introduction to online B2B marketplace Faire has seen Edinburgh-based clothing designer Powder Design receive orders from 230 new wholesale retail customers and expect to generate £250,000 of additional US sales in their first year of trade on the platform.

Faire.com connects small businesses and independent brands with 170,000 retailers in the US so they can buy and sell wholesale products.  B2B marketplaces such as Faire have seen huge growth over the past year as retailers have had to find new ways to source products and discover new international brands during the Covid-19 pandemic. 

Powder was able to take advantage of the links established by Scottish Development International’s (SDI) Consumer Industries team, who helped them register on the platform and start selling quickly to customers across the USA.

Sara Medina, SDI’s Consumer Industries Trade Specialist for the US, says: “B2B trading platforms like Faire have seen a surge in popularity over the past year.  The ongoing travel restrictions and the fact there are fewer trade shows happening, means that retailers are having to rely on these platforms to discover new products and new brands for their customers. They also provide Scottish companies with a low-cost, low-risk way to engage with independent and speciality retailers in the US, cutting out the need to have a distributor in-market.  If companies dedicate time and resource to managing their presence on these platforms, they could see real success and sustainable growth in the US market, just as Powder Design has demonstrated.”

Our Consumer Industries team can help you get set up with online B2B marketplaces and currently have a live market opportunity for B2B ecommerce in the US.

Visit the market opportunities page to register your interest.

For more general support on ecommerce, including guides to online marketplaces, check out our dedicated pages

Getting started with B2B marketplaces

Although a new and uncharted concept for Powder, the company saw a good fit between their products and the Faire site’s aesthetic and range of wholesale clients.  Getting set up was straightforward:

“The platform is simple to use and the backend dashboard isn’t over-complicated, so uploading products was quite a simple process, mirroring how we upload products on to our own website”, said Powder’s founder, Lisa Beaumont. “Because of its ease of use to the buyer it encourages a regular flow of lower value orders, which is great for ourselves and for clients alike, where we don’t need to face huge spikes in demand and retailers don’t need to order and store large amounts of stock.”

Diversifying and increasing sales

Like many online marketplaces, Faire offers users plenty of tools to boost their profile and reach, including marketing and promotions features, customer messaging, analytics and reviews. “We regularly use the messenger function to engage with prospective clients and to answer their queries, which often leads to orders and great relationships”, adds Lisa. It has also helped Powder diversify their client base, and they now supply a wide range of retailers, from holiday and gift shops to women’s boutiques, florists and bookstores.

Powder’s sales have increased steadily ever since they set up on the platform and orders through the site have become a steady and reliable revenue stream – the company report repeat customers growing into the hundreds with exponential increases month-on-month. They’re projecting a first-year turnover on Faire of around £250,000 and are aiming for 50% growth in years two and three as their customer base continues to grow.

"Because of its ease of use to the buyer it encourages a regular flow of lower value orders, which is great... if you spend time building up good relationships with clients, the reorders combined with great testimonials and reviews mean that you will see growth"

Lisa Beaumont, Founder

Logo

Pursuing further opportunities

Being based in Scotland has also helped Powder attract new sales via the platform. “Retailers are always aware that we are Scottish and promote this to customers on our behalf. It helps us stand out from the crowd and really creates a talking point – we have seen this mentioned in our customer testimonials multiple times”, says Lisa. (pictured right)

Powder’s identity has proved such an advantage internationally that they have been encouraged to sign up with other ecommerce and B2B trading platforms, Lisa confirms: “We are looking to expand into other geographic areas where perhaps we have lower brand presence, as going with a reliable platform definitely helps build brand confidence in new regions. That way we can use our Scottish identity as an advantage, whilst still offering buyers the confidence to shop with us through a partner they already trust and are familiar with.”

 

Powder have found Faire to be the perfect fit and assure Scottish companies considering listing on marketplaces that it’s worth dedicating the time and resource for the initial set up. “Orders won’t come flooding in straight away, but if you spend time building up good relationships with clients, the reorders combined with great testimonials and reviews mean that you will see growth”, says Lisa. Interacting with clients and keeping on top of their message, inventory and new products, as well as the appearance and quality of their listings has allowed Powder to build up a database which is hugely valuable, and allows them to notify existing and potential customers about new collections and in-platform promotions.

Support for Scottish businesses


Help is at hand for any businesses thinking about selling online and via B2B marketplaces – Scottish Enterprise offers online workshops and masterclasses, covering appropriate online marketplaces, product listing and promotion, considerations for selling in certain countries and digital strategy, to companies looking to trade internationally using ecommerce.  Our team of in-market specialists based overseas can also connect you with international marketplaces to get you started.

Our series of ecommerce webinars include sessions on particular marketplaces, guiding attendees through the registration processes and explaining how to become successful.

See Events Listings

For companies with a specific ecommerce need, we can also offer one-to-one support to help make the digital switch, including how to digitise processes, supply overseas markets and adopt ecommerce for the first time.

You can see the range of support available to Scottish business by visiting our ecommerce pages.