Jinx Scales from $0 to $100M in Revenue with SPS Fulfillment and Revenue Recovery
Jinx makes premium dry food, wet food, treats, and toppers for dogs and cats, formulated without corn, soy, or wheat. Three former Casper Mattress team members founded the Los Angeles-based brand in 2020, launching direct-to-consumer during a wave of pandemic-era pet adoption. In 2022, Jinx moved beyond digital shelves and won its first major retail commitment: roughly 1,000 Walmart stores, an unusually early entry point for a young CPG brand. Jinx products are now sold through Walmart, Amazon, Chewy, Target, and other national retailers.
The challenge:
A blank-slate supply chain had to be ready for Walmart’s first order.
The solution:
SPS Fulfillment automated orders into NetSuite and out to Jinx’s 3PL warehouse.
The result:
$100M in revenue now moves through the network with a three-person team.
The Challenge
When Joe Bartmess joined Jinx in the summer of 2021, the brand was purely direct-to-consumer: a small West Coast operation shipping individual bags straight to pet owners. Then Jinx landed a retail commitment few young CPG brands ever get this early, roughly 1,000 Walmart stores, while still operating as a direct-to-consumer company with no store-shelf sales history to point to.
Bartmess had six months to build a wholesale supply chain from nothing. There was no ERP in place, only QuickBooks sitting mostly unused, and no accountant dedicated to the business. The direct-to-consumer warehouse Jinx relied on picked individual bags for individual customers; it had never handled the full cases and full pallets a retailer the size of Walmart requires. Every process, from item setup to invoicing, had to exist before the first Walmart order arrived, and a retailer that size does not wait for a young supplier to catch up.
The Solution
Bartmess replaced QuickBooks with NetSuite, a system he had implemented before. SPS Fulfillment was already connected to Jinx through an earlier relationship, which gave the team a running start.
From there, automation came in phases. First, orders started flowing in from Walmart. Then those orders began importing straight into NetSuite with no manual entry. Then orders started routing automatically to the 3PL warehouse that handles Jinx’s fulfillment.
Each phase removed a manual touchpoint between an order landing and a case reaching a warehouse floor. Cross-referenced item data, kept accurate between Jinx, NetSuite, and its trading partners, let new connections go live in days instead of months. As Jinx added Amazon, Chewy, Target, and more, that same foundation scaled with the business. Today the network handles 20 active retail connections.
“SPS automation and integration with our core systems are the only reason we can run a business this size with three people. Without SPS, we’d need a team of 15 to 20.” — Joe Bartmess, VP of Supply Chain, Jinx
Jinx also runs SPS Revenue Recovery to manage the deductions that come with selling into Walmart at volume. Selling to a retailer at Walmart’s scale means absorbing a constant stream of deduction claims for shipping, labeling, and compliance issues. Without a system built to catch and dispute those claims, revenue can’t be recovered.
SPS Revenue Recovery works by matching Jinx’s own order, invoice, and shipment data against incoming deduction claims. It is built to flag the operational patterns behind most deductions, such as labeling errors, timing issues, and mismatched ASNs, before they turn into disputes.
“Revenue Recovery pays for itself. It’s money we’ve already earned, and now we actually keep it.”
— Joe Bartmess, VP of Supply Chain, Jinx
The Results
Jinx will close the year around $100 million in revenue, run by a supply chain team of three people. That ratio, per the customer, is only possible because SPS Fulfillment absorbs the order volume that would otherwise require a much larger team.
The network has scaled alongside the business. What started as a single connection built for Walmart in 2022 has grown into 20 active retail trading partner connections, including Amazon, Chewy, and Target, each brought online using the same automated foundation rather than a one-off build. Onboarding a new retailer, once a multi-month project, now typically takes days.
“SPS allows us to scale thoughtfully and make the process as efficient as possible with each retailer we bring on.”
— Joe Bartmess, VP of Supply Chain, Jinx
Jinx’s next chapter is international expansion, a move that introduces new currency handling, dual-language packaging, and a new set of retail requirements the network will need to absorb the way it has absorbed every new domestic connection.
Lessons Learned
Joe Bartmess built Jinx’s entire supply chain from a blank slate before its first Walmart order shipped. His advice for other operators scaling a young brand into a major retailer:
- Understand your retailer and your competition before you build. Study what has worked for others in your category first. You don’t need to reinvent the wheel.
- If a process, a partner, or a tool isn’t working, that is the business telling you to change it. Move on from what isn’t working rather than defending it out of habit or sunk cost.
- Look at your P&L to decide what to fix first. Whatever line is dragging down the business, whether it is a cost, a person, or a system, that is where the next investment should go.
To learn more about SPS Commerce solutions, request a demo today.
There’s no way we could operate at this level of efficiency without an EDI solution like SPS Commerce in place. It would be impossible.
— Joe Bartmess, VP of Supply Chain, Jinx