Case study · 2024
Raindrops: scaling B2B candy sales 300% in 14 months
A premium European candy brand entered the US through a single specialty retailer. Then 200 more retailers wanted in — and the back-office wasn't ready.
300%B2B GROWTH
B2B is different
DTC orders are 1 box, 1 label, 1 carrier. B2B is 24 cases, a master BOL, a pallet plan, and a retailer compliance manual that varies by chain. Raindrops' early growth was bottlenecked at order entry: every PO meant a re-keyed spreadsheet and a 4-day cycle.
The fix
- EDI integration with the 5 largest retailer customers
- Pallet-aware kitting (build mixed flavors per retailer)
- Compliance label automation
- Cross-dock lane for fast-moving SKUs
- Weekly variance + EDI-rejection report
Results
From 14 active retail accounts to 60+ in 14 months. EDI rejection rate dropped from 8% to under 1%. Carrying cost per case dropped 22%.