# Solbari Hired One Sales Director and Opened U.S. Wholesale, Proving Distribution Beats DTC Alone *Australian sun-protection apparel brand moved from direct-only to specialty retail with a single hire.* By **Jenny Huang Goodman MPA MSc MHSA, Principal** — The Stash Edge, Hako Shikin LLC. Published 2026-06-15. Canonical: https://www.pops4.com/stash/articles/solbari-2026-06-15t15-3 Subject: Solbari Tags: wholesale, distribution, sun protection, specialty retail, dtc expansion --- Solbari, the Melbourne-based UPF 50+ sun-protection apparel brand, appointed Grayson Davis as head of sales and launched U.S. wholesale distribution to specialty retailers, according to Morningstar. The brand, which had operated direct-to-consumer since founding, entered the wholesale channel as demand for certified daily sun-safe clothing grew across U.S. specialty retail. Solbari made the channel shift by hiring one experienced sales director and opening wholesale accounts with specialty retailers carrying health, outdoor, or sun-safety product assortments. The brand positioned its UPF 50+ certification — a textile rating for ultraviolet protection comparable to SPF in sunscreen — as a differentiated product attribute that justified shelf space in stores where customers already shop for sun care. The wholesale play let Solbari reach buyers who do not discover or convert through digital ads but who trust category-specialist retailers to curate functional apparel. The move worked because certified sun-protection apparel occupies a narrow, underserved category in physical retail. Most UPF-rated clothing sits in outdoor or activewear sections with general performance claims, not daily-wear sun safety as the lead benefit. Solbari's clinical UPF 50+ standard — blocking **98 percent** of UV radiation — gave retail buyers a clear product story and a reason to allocate space separate from standard apparel. Wholesale also solved customer acquisition cost: a specialty retailer with established foot traffic and trust delivers Solbari to shoppers at zero media spend per unit, while DTC requires perpetual paid social or search to sustain volume. A small physical-product brand runs the same play by identifying **one specialist retail channel** where your product solves a documented customer need better than the incumbent assortment. If you sell reusable food storage, target zero-waste general stores. If you make grip-assist kitchen tools, approach stores serving aging or arthritis customers. Write a **two-paragraph email** to store buyers: first paragraph names the customer problem and your product's certified or measurable advantage; second paragraph offers net-60 terms, a **4-unit minimum** opening order, and free freight on the first shipment. Budget **$800** for samples and shipping to **20 targeted accounts**. Close **three to five** initial placements, then use those as social proof in the next **40 emails**. Wholesale margin runs **40 to 50 percent** of retail, but the retailer owns discovery, so your customer acquisition cost drops to the sample and freight investment per door. The broader pattern: DTC-native brands hit ceiling when paid acquisition costs rise and organic discovery flattens. A wholesale channel with the right retail partner transfers discovery cost to the retailer's existing traffic and editorial voice, letting the brand scale unit volume without scaling ad spend at the same rate. ## The takeaway One sales hire and targeted specialty retail distribution let a certification-driven brand escape DTC margin squeeze. --- ## Publisher **Hako Shikin LLC** — Virginia Beach, Virginia. Founded 1997. ASI 217876 · DUNS 18-204-6339. Principal and author: **Jenny Huang Goodman MPA MSc MHSA**. - Author: https://www.huanggoodman.com/about - LLM context: https://www.pops4.com/stash/llms.txt - MCP endpoint, for AI agents: https://mcp.pops4.com/mcp - Client dashboard: https://dashboard.pops4.com/ - Catalogue: 70,000+ products, 200+ brands