Farm to Pet, a Chicago-based maker of single-ingredient dog and cat treats, began running wholesale outreach on Overjoy in March 2026. Six months later, the brand had opened 960 wholesale opportunities and added 56 new retail accounts, while Overjoy's Faire commission agent helped recover over $1,000 in commission across 74 orders the brand had earned itself, with significant ongoing commission savings expected.
About Farm to Pet
Farm to Pet started from a simple belief: pets deserve only the best treats, crafted from natural, wholesome ingredients and rich in proper pet nutrition. The brand makes single-ingredient, table-grade treats for dogs and cats, alongside deer antlers and meal toppers, using locally sourced proteins with no by-products, fillers, or preservatives. Buying locally keeps sourcing trusted and transparent and supports the farmers behind it, and the brand gives back through community and pet-wellness partnerships.
The Challenge
Farm to Pet had an established base of wholesale retail partners, and serving those accounts well takes real time. Growing into new stores meant adding prospecting, sample follow-up, and pipeline tracking on top of that work. Selling through Faire brought its own overhead, since recovering commission on orders from retailers the brand had brought in itself requires filing and following up on each dispute.
The Solution
Farm to Pet joined Overjoy in mid-2025 and brought its existing wholesale orders into the CRM. In March 2026 the team began running outreach at scale, reaching more than 3,500 independent retailers over the following six months.
Every reply landed in a single pipeline, where the team could see which stores wanted samples and which were ready to order. Samples proved an effective step: 30% of the retailers who received one went on to place an order. New accounts came in through outreach and through an interest form on Farm to Pet's website that sends inquiries directly into the pipeline.
On the Faire side, Overjoy's Faire commission agent identified orders from retailers Farm to Pet had sourced itself and filed commission disputes on the brand's behalf. 74 of those disputes were approved, recovering over $1,000 in commission to date and protecting margins on future reorders.
Results
In six months, Farm to Pet opened 960 wholesale opportunities and added 56 new wholesale customers, with outreach growing steadily month over month. The Faire commission agent delivered a second kind of return, recovering and protecting commissions the brand would otherwise have left on the table.
In six months we added 56 new wholesale accounts, and the Faire commission agent got 74 disputes approved for orders we'd brought in ourselves, recovering over $1,000. It's growing the business and protecting our margin at the same time.
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What's Next
With outreach now reaching more than 1,000 retailers a month, Farm to Pet has built a steady, predictable pipeline of new wholesale accounts alongside its established base. Each new store that places an opening order seamlessly joins the customer base managed in Overjoy, compounding the value of the partnership as those accounts reorder over time. Farm to Pet is looking forward to exploring additional Overjoy functionalities as they become available.