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Napa Valley, California, is everything you want it to be—from the exquisite food to the rolling vineyards and winery interiors, which are classically cool and refined without being stuffy. Since 2000, Napa Home & Garden has epitomized that casual elegance, selling a range of home goods that includes candles, vases, lanterns, topiaries, planters and more. Napa curates its collection with care, sourcing items like Burmese rattan and handmade Italian ceramics to help customers elevate everything from the front hall to the back garden.
The home-decor company has a flagship showroom in Atlanta and additional locations in Dallas and Las Vegas, all of which are key markets. Sales representatives meet customers face-to-face where possible, and to complement that coverage, Napa was looking for a way to offer retailers a flexible wholesale shopping experience with favorable purchase terms.
While looking for partnering opportunities to grow the business, Kim Golden, VP of Sales Operations, found a fit with Faire. “We wanted to ensure our choice didn’t compete with our reps, and Faire was a great option,” she says. “We started seeing sales to prove it almost immediately.”
We saw a meaningful lift in sales our first year using Faire. This year we’re projected to double the sales of year one, and in year three, we plan to double again.
Kim Golden, VP of Sales Operations, Napa Home & Garden
Expanding its reach to high-quality, independent retailers
Around the globe, hundreds of thousands of retailers tap into Faire to find products their customers love. The caliber of retailers that buy on Faire ensures Napa Home & Garden reaches only the highest-quality wholesale shoppers. Today, its roster of more than 1,300 Faire customers includes everything from independent home-furnishing boutiques to family-owned garden centers, gift shops, and cafés across the United States and Canada.
“Faire is a great channel that allows us to appeal to retailers that may not have physical sales representatives in their area,” Kim says. “We gain access to so many more retailers than we would if we were just pounding the pavement.”
Napa offered its entire catalog on the Faire marketplace from the get-go. This meant more opportunities for retailers to search for and discover its products on Faire, which has been a key to the company’s success. The brand was so well received that its team continues to add each new line as it comes out. “We saw a meaningful lift in sales our first year using Faire” says Kim. “This year, we’re projected to double the sales of year one, and in year three, we plan to double again.”
We wanted to ensure our choice didn’t compete with our reps, and Faire was a great option. We started seeing sales to prove it almost immediately.
Kim Golden, VP of Sales Operations, Napa Home & Garden
Leveraging Faire benefits to convert prospects
Before Faire, onboarding a smaller, independent retailer was challenging. Massive, high-maintenance spreadsheets required time-consuming care. “If you uploaded customer details or product data and it didn’t match perfectly, you’d get all these errors,” Kim says. “Now it’s all streamlined in Faire.”
In addition to 60-day payment terms and 0% commission on existing retailer relationships via Faire Direct, Napa is now able to offer independent retailers another carrot through Faire: free returns on opening orders. “We’ve never been able to offer a special program [like free returns],” says Kim, who sees this benefit as a key reason retailers on Faire are giving Napa Home & Garden a try.
“If we can gain a new customer with Faire, and we perform the way we’re supposed to, we’ll keep that customer,” Kim says. “That’s a level of acquisition that we wouldn’t be able to get just by knocking on doors.”
