# Solbari hires dedicated US wholesale lead after eight years D2C-only—25% of Americans now seek daily sun protection *Australian UPF brand's first channel hire unlocks specialty retail after DTC revenue proved sustained sun-safe apparel demand beyond beach.* 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-2026-06-15t18-2 Subject: Solbari Tags: wholesale expansion, dtc to retail, distribution strategy, upf apparel, channel leadership, specialty retail --- Solbari appointed Grayson Davis as head of US sales and opened a wholesale channel eight years after launching direct-to-consumer, according to Business Wire. The Melbourne-founded UPF 50+ apparel brand sold exclusively online since 2014, proving a narrow category—certified daily sun-protection clothing—before investing in retail distribution infrastructure. The company is entering specialty retail with a dedicated channel lead rather than seeding product through reps or distributors. Davis will build retailer relationships and manage wholesale operations as a full-time employee. Solbari manufactures garments tested to Australian standards, blocking **98% of UV radiation**, and positions the line for daily wear rather than activewear or beachwear exclusively. The mechanic works because the brand used eight years of DTC data to validate a category retailers historically ignored. Sun-protective clothing existed mostly as rash guards and fishing shirts. Solbari documented repeat purchase behavior in everyday styles—tees, button-downs, dresses—among customers motivated by skin cancer risk, dermatologist referrals, and outdoor work requirements. That purchase pattern, sustained across years, justified hiring for wholesale before a single retail door opened. The appointment signals the brand has sufficient margin and order predictability to support a salaried channel role, not commission-based distribution. Davis brings retail relationships, but the structural advantage is the data Solbari carries into wholesale conversations. The brand can show retailers which SKUs reorder, which customer cohorts convert, and how frequently buyers return. A retailer evaluating a new sun-protection vendor sees evidence of consumer behavior, not a pitch deck. The category itself is expanding—according to the American Academy of Dermatology, **one in five Americans** will develop skin cancer, and **9,500 people** in the US are diagnosed daily. Specialty retailers in outdoor, wellness, and women's lifestyle segments now allocate space to sun protection as a year-round subcategory. A small physical-product brand copies this by **using DTC to underwrite wholesale, not replace it**. Sell direct for two to four years, long enough to identify your top **five SKUs by repeat rate** and your core buyer demo. Export Shopify or WooCommerce data into a simple one-page summary: product name, reorder rate, average order value, return rate, and customer lifetime value if you have it. Approach independent retailers in your category with that sheet and **one sample of your hero SKU**. Offer **net-30 terms, no minimum, returnable**. You are not asking them to bet on your brand. You are showing them a product their customer already buys, and offering a test with no penalty. Price wholesale at **50% of DTC retail** if your COGS allows it, or **60%** if you run tighter margin. Small retailers will test a single case if the data is clean and the terms are safe. Once three to five doors reorder, hire a part-time sales coordinator—not a rep—to manage logistics, invoicing, and account communication. That role costs **$2,000 to $3,500 per month** contract or fractional, and handles up to **twenty retail accounts**. You are building the same infrastructure Solbari built, but at a scale that pays for itself in **six months** instead of eight years. The broader pattern: wholesale is a capital and operations decision, not a branding decision. Solbari waited until DTC cash flow could fund a salaried employee and the fulfillment complexity of split shipments, retail packaging, and 60-day payment cycles. The hire came after the proof, not before. ## The takeaway Solbari used eight years of DTC data to justify a wholesale hire—small brands can compress that to two years and a part-time coordinator. --- ## 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