CASE STUDY · B2b growth & wholesale launch
A wholesale growth engine, built from the ground up for a PFAS-free ski brand entering retail.
Dynamic Wax was ready to move into wholesale with no B2B foundation underneath it. I owned the California wholesale channel end to end: the research, the target universe, the outreach model, the field relationships, and the sales materials a buyer actually needs to say yes. Not asset production. The system that turns a good product into shelf space.
the challenge
A wholesale launch with no B2B foundation.
The brand had a real product and a real window: a PFAS-free, snowpack-safe wax entering retail for the 2026/27 season. What it didn't have was the infrastructure to sell into shops. No target list, no read on the buying cycle, no competitive picture, no retailer-facing materials, no outreach model.
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The brief wasn't "make us collateral." It was "build the channel we can grow on."
01 - The build
The channel, built from zero.
I built the wholesale foundation piece by piece: a scored target universe of California shops, seasonal buying-cycle research so outreach lands when buyers actually order, a competitive benchmark mapping the wax landscape shop by shop, and an outreach model that tiers every account HOT, WARM, or COLD for sequencing.
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On top of the pipeline sits the sales layer: retailer-facing one-sheets across the product line, a sample-kit program, and battlecards that arm the conversation at the shop counter. Every shop in the universe was scored for fit and reconciled from scratch, so the brand isn't guessing which doors to knock on. It's working a prioritized list.
02 - in the field
Boots on the mountain, not just a deck.
The strategy isn't written from behind a screen. A Mammoth test run proved the model on the hill and at the counter, and the full field rollout follows this fall, sequenced market by market until it covers the entire scored universe ahead of the 26/27 season.
March 2026
Mammoth test run. 12 on-mountain rider interviews and 12 shop visits, 24 touchpoints that validated the model and produced the first rider footage and retailer intelligence. That footage is in post-production and will be released during the 26/27 season.
The full field push begins: Mammoth and Tahoe, roughly 54 shops.
September 2026
October 2026
Big Bear and the surrounding SoCal mountains, roughly 17 shops. Together, the fall waves carry outreach across the full scored universe.
By the numbers
70
shop California wholesale universe, built and scored
4
regions mapped from zero: Mammoth, North & South Tahoe, Big Bear
11
competitor benchmark, verified shop by shop
24
touchpoints in the Mammoth test run
Complete B2B launch playbook. Target lists, seasonal buying-cycle research, competitive battlecards, and a sample-kit program, packaged so the brand can run it.
The throughline
A channel, not a campaign.
The work moved as one system, not a stack of deliverables. Research defined which shops and when, the field trip proved it on the ground, and the sales materials made the pitch repeatable.
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The asset isn't a logo pack or a set of ads. It's a wholesale engine the brand can keep running: a scored pipeline, a proven outreach motion, and the materials to work it, season after season.
The transformation
No B2B foundation
A complete wholesale launch playbook
A cold start
a 70-shop universe scored across four regions
No competitive picture
an 11-brand benchmark mapped shop by shop
Guesswork on timing
outreach mapped to the buying cycle
Sales pitch deck
a phased field rollout, shop by shop
capabilities demonstrated
Wholesale channel strategy
B2B launch infrastructure
Target-account research & scoring
Competitive benchmarking
Field research & retailer intelligence
Sales-enablement collateral
Outreach & pipeline modeling
Brand & messaging
The creative lives on its own page.
Dynamic Wax's consumer-facing work has its own home: the campaign videos, the problem and solution ads, and the on-mountain photography that sit alongside this wholesale build.