The Reorder Tax Calculator: Faire vs Native B2B
Faire earns its discovery commission. The argument is about the reorder commission you keep paying on stockists you already own. This works out what that costs you a year, what native B2B would cost instead, and the order volume where the two lines cross.
Separate discovery from reorders. That is the whole exercise.
The commission on a buyer Faire genuinely found you is a customer acquisition cost. The commission on that same buyer's fourth reorder two years later is something else. Split them and the decision usually answers itself.
If you do not know the reorder split, pull it from your Faire order export by counting repeat buyer accounts. It is almost always higher than founders guess.
Rates change. Check your current agreement rather than trusting these defaults, then come back and change them here.
The migration rate is the field people get wrong. Assume the ones who found you on Faire and like browsing it will stay there.
Directional model for a planning conversation. It ignores the revenue you would lose from stockists who churn rather than migrate, the discovery value of remaining listed, and any contractual terms in your own marketplace agreement. Read your agreement before you act on this — some marketplace terms restrict how you may approach buyers you met there.
This is not an argument for leaving. It is an argument for knowing the number.
Discovery still dominates
If most of your volume is genuinely new buyers, the marketplace is doing the expensive part of the job and the commission is a fair acquisition cost. Leaving would be paying for reach you have not built yet.
Run both, deliberately
The usual right answer. Stay listed for discovery, move known repeat accounts onto your own terms, and let the marketplace keep doing what it is actually good at.
You are renting your own customers
When reorders dominate and the commission line exceeds the cost of running the channel yourself, you are paying a toll on a relationship you already own. That is when the build pays for itself.
Channel economics is one system of six.
The Channel Gap Scorecard scores where your wholesale engine sits against the other five. Eighteen statements, about ten minutes, no cost.