Case Study: How a Global Athletic Retailer Scaled Its B2B Resale Program Without Sacrificing Channel Control

Strict requirements around buyer eligibility and where inventory ends up typically come with a tradeoff on recovery. This program is proof that it doesn't have to work that way.

Facing a pending acquisition with non-negotiable channel control standards, this global footwear and athletic apparel retailer needed to overhaul how it moved aged overstock — without losing the recovery rates the business depended on.

This case study breaks down how they replaced an informal jobber network with a vetted, export-only B2B resale program that scaled across three distribution centers in six months while enforcing compliance on every transaction.

Results within the first six months:

• 47% improvement in recovery for apparel vs. legacy solution
• 40% improvement in recovery for footwear vs. legacy solution
• 10x+ inventory volume growth from pilot to full program
• 150 curated buyers, export-only requirements enforced across all transactions

Download the case study to see how they scaled without making channel control a tradeoff.