📈 How To Grow Wholesale eCommerce Revenue Without Growing The Workload | Sawyer Frank - RepSpark | E720

Links & Deets Guest: Sawyer Frank, SVP of Sales at RepSpark Website: https://www.repspark.com Episode Overview In this episode of THE ECOMMERCE EDGE Podcast, host Jason Greenwood sits down with Sawyer Frank, SVP of Sales at RepSpark and a renowned B2B eCommerce authority. Sawyer details his career trajectory from collegiate athlete and safety glove territory manager to leading sales at Elastic Suite, OroCommerce, and now RepSpark. Together, Jason and Sawyer dismantle the complexities of modern B2B wholesale distribution across apparel, footwear, and golf. They explore the shift from COVID-driven panic adoption to strategic digital infrastructure, why vertical specialization beats generic platforms and how RepSpark's strategic alignment with the PGA of America powers a 14,000 dollar average lift per member-guest golf tournament. They also discuss RepSpark's 22 million dollar private equity backing, headless conversational AI across Slack and Teams, and why embedded supply chain infrastructure is redefining the B2B buyer-seller relationship. Timestamps [0:00:00] - Welcome Sawyer Frank, SVP of Sales at RepSpark and B2B eCommerce authority [0:01:10] - From collegiate athlete to industrial safety glove rep: Sawyer's origin story [0:03:15] - Entering B2B tech: Scaling Elastic Suite, OroCommerce, and transitioning to RepSpark [0:05:38] - The silver tsunami and COVID-19: Catalyst moments forcing digital shift in B2B [0:08:56] - Decoding RepSpark: Solving wholesale procurement for apparel, footwear, and accessories [0:11:25] - Dominating golf wholesale: Strategic alignment with PGA of America and B2B2C tournament models [0:14:42] - Independent pro shops vs. big box retail: Why the big B wins in EDI [0:18:50] - High-end white-glove customization: Embroidery, embellishments, and unified buyer portals [0:22:20] - Vertical specialization vs. generic platforms: Faster time-to-value without heavy customization [0:28:50] - The future of RepSpark: 22 million dollar PE backing, M&A strategy, and network effects [0:33:00] - Becoming embedded infrastructure: How B2B2C models (PCNA, Granger) protect market share [0:38:35] - Conversational AI and headless B2B: Conducting commerce over WhatsApp, Slack, and Teams [0:44:50] - Beyond the screen: Two kids under two, car collecting, and swapping Alfa Romeo transmissions [0:46:37] - Flipping the script: Sawyer asks Jason about getting locked in a karaoke security room THE ECOMMERCE EDGE Podcast Home⁠ - https://www.greenwoodconsulting.net/podcast