One Sales Associate, Eight Reorders

One of our first stockists, The Crafted Stag, has reordered eight times in 8 months. When I ask what's driving that, it's not a bigger marketing push or better shelf placement. It's one person: a sales associate named Chad.

Chad's become the store's go-to on cologne. When a customer wanders over to that section, he's the one who walks them through it, asks what they're looking for, and points them toward Ruth+Bo specifically.

He also wears it himself, every night, out and about. From what he tells me, people stop him and ask what he's wearing. He tells them Ruth+Bo. When they ask where to get it, he sends them straight back to The Crafted Stag.

That's basically the whole strategy. No incentive program, no special training I'm aware of. Just one associate who genuinely likes the brand, knows it well enough to talk about it comfortably, and wears it himself.

If you've got someone on your floor who could be that person, even just someone curious about fragrance and willing to learn, it might be worth pointing them at Ruth+Bo specifically. Give them samples, let them wear it, let them get good at explaining it. It doesn't need to be complicated. It just needs to be someone.

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