Buyers are interested
You need a credible wholesale proposition and clear next steps before an encouraging conversation becomes a missed opportunity.
DTC to wholesale & retail
Your brand has demand.Give it a place on the shelf.
Online traction gives you a starting point. Retail growth requires a buyer-ready proposition, the right distributor relationships and an operation that can keep its promises.
ESI connects retail entry with the business behind it: channel selection, wholesale economics, packaging, buyer conversations, supply and account execution. We help you pursue the right doors and build the capacity to support them.
Consumer demandWholesale fitBuyer accessRetail execution
Recognize the situation
The next channel changes the business.
The DTC model is under pressure
Paid acquisition and individual-order fulfillment are pushing you to diversify how the brand reaches consumers.
You need a route into retail
Distributor selection, broker activity and direct-account outreach need to work toward the same channel priorities.
Where ESI makes the difference
Access opens the conversation. Readiness moves it forward.
A strong online brand is not automatically a workable retail proposition. The buyer needs a reason to give it space. The distributor needs an assortment and service model that fit. Your business needs margin after freight, partner economics, promotions and deductions.
ESI brings distributor and retail relationships into a coordinated entry plan. We connect the commercial pursuit to packaging, supply and sell-through support so the opportunity is backed by a business ready to execute.
The objective is meaningful shelf presence your brand can support and grow.
An industry event can support a focused retail-entry plan. Explore trade-show buyer preparation and activation →
What ESI takes ownership of
One team across the move into retail.
Choose the commercial path
Prioritize the channels, accounts and distributor relationships that fit the product and available resources.
- Channel and target-account priorities
- Distributor, broker and direct-sales roles
- Wholesale pricing and margin requirements
Make the assortment buyer-ready
Connect product differentiation to the pack, case and merchandising formats the channel expects.
- SKU and price-pack architecture
- Case packs, CDUs and display requirements
- Buyer materials and launch presentation
Coordinate access and activation
Turn the plan into focused outreach, buyer preparation and coordinated account follow-through.
- Distributor and retail business development
- Buyer-meeting preparation and follow-up
- Promotional, sampling and field-execution planning
Support the first orders and reorders
Align fulfillment, inventory and commercial activity around the account commitments being made.
- Service and replenishment readiness
- Launch inventory and forecast alignment
- Sell-through and account-performance review
Senior-led. Cross-functional.
One coordinated team around the work.
ESI connects commercial, creative and operating leadership with the specialist resources the engagement requires. We work alongside your existing team with defined responsibilities and direct senior accountability.
Meet ESI’s leadership →Strategy & commercial leadershipProduct & creative executionSupply & operating controlDistributor & retail development
What the work puts in place
Retail entry backed by a ready business.
A viable retail proposition
Target channels, assortment and wholesale economics that fit together.
A coordinated entry effort
Clear ownership across buyer pursuit, distributor activity and launch preparation.
A plan beyond placement
Supply, merchandising and replenishment tied to account performance.
The first conversation
Start with retail readiness and unit economics.
Bring your current assortment, pricing, channel activity and the retail opportunity you want to pursue. We identify what is ready, what needs to change and where ESI should take ownership first.
What makes the work effective
If the economics cannot support wholesale or supply is not ready, we address those constraints before pushing for more doors.
Can ESI help us reach distributors and retail buyers?
Yes. Distributor and retail business development is a core part of this work. We align outreach with the brand’s readiness and target channels. Buyers and distributors make their own decisions; ESI does not guarantee listings or purchase orders.
Do we need to stop selling direct to consumers?
No. The work is to make the channels support one another through appropriate assortment, pricing, inventory and customer experience. DTC can remain an important part of the business.
The capabilities behind this work