BJC

Case Studies

Portfolio

Three wins that show how I work — the context, the actions I took, and the measurable outcomes.

Wholesale Program Build

Waypoint Outdoor

2019 – 2026

$80K → $5M

Wholesale revenue

350 → 1,000+

Retail doors

3 → 25

REI locations (D_b_)

Building Waypoint Outdoor's U.S. Wholesale Program

Context

Sunski had a rudimentarty U.S. wholesale infrastructure when I joined with fewer than 350 doors and $80K in wholesale revenue. Working with the Co-Founders, In-house CSO, Marketing and Operations, we built wholesale programs to attract new accounts, simplify on-boarding and support sustainable business with existing accounts

What I did

  • Designed and launched a wholesale strategy from the ground up — pricing architecture, terms, and channel segmentation
  • Built and managed a national network of 20+ independent sales representatives
  • Opened and developed relationships with key accounts including REI, Sports Basement, and Evo Gear
  • Contributed to product line architecture and in-store presence initiatives to improve market share and sell through

Outcome

Grew wholesale revenue from $80K to $5M and expanded the retail footprint from 350 to 1,000+ doors across the U.S.

Market Development

Arc'teryx Equipment

2010 – 2019

$5K → $2.5M

Latin America revenue

5

New markets opened

200+

Community event participants

Opening Latin America for Arc'teryx

Context

Arc'teryx had minimal presence in Latin America — a region with a growing outdoor and active lifestyle market and no established distribution infrastructure. The business was generating just $5K in the region when I took on the Latin America Commercial Manager role.

What I did

  • Conducted market research and identified priority countries: Mexico, Argentina, Chile, Uruguay, and Ecuador
  • Recruited, onboarded, and managed distributor partners in each market
  • Traveled extensively to build relationships with local retailers and train sales teams
  • Produced a community trail running event around Iztaccihuatl Volcano in Mexico, attracting 200+ participants and raising funds for a regional Mountain Rescue Team
  • Aligned Latin America go-to-market plans with global brand strategy and seasonal product launches

Outcome

Grew Latin America revenue from $5K to $2.5M and established a sustainable multi-country distribution network.

Key Account Management

Arc'teryx Equipment

2001 – 2010

$100K → $15M

Account revenue

150x

Revenue growth

Top tier

E-commerce partner status

Scaling the Backcountry.com Partnership at Arc'teryx

Context

E-commerce was an emerging channel for premium outdoor brands. Backcountry.com was a growing platform but Arc'teryx's presence there was modest — a $100K account with significant untapped potential.

What I did

  • Developed a long-term account strategy focused on assortment depth, seasonal buys, and digital merchandising
  • Collaborated with Backcountry.com buyers and merchandisers to build category authority for Arc'teryx
  • Negotiated seasonal buys and managed inventory flow to maximize sell-through
  • Coordinated with Arc'teryx marketing to align brand storytelling with Backcountry.com content
  • Grew the account steadily over multiple seasons through trust-based relationship management

Outcome

Grew the Backcountry.com account from $100K to $15M, making it one of Arc'teryx's most significant e-commerce partnerships.

Want to talk through any of these?

I'm happy to go deeper on strategy, process, or results — whatever's most useful for you.

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