{"id":119,"date":"2014-02-06T20:35:21","date_gmt":"2014-02-06T20:35:21","guid":{"rendered":"http:\/\/blog.nowinstore.com\/?p=119"},"modified":"2026-08-27T03:45:08","modified_gmt":"2026-08-27T03:45:08","slug":"how-to-sell-your-products-wholesale","status":"publish","type":"post","link":"https:\/\/www.nowinstore.com\/blog\/how-to-sell-your-products-wholesale\/","title":{"rendered":"How to Sell Your Products Wholesale"},"content":{"rendered":"\n

Wholesale is not retail with bigger numbers. It is a different buyer, a different margin structure and a different set of paperwork, and most brands discover that halfway through their first conversation with a stockist.<\/p>\n\n\n\n

This is the order to do it in, and what you need ready at each stage.<\/p>\n\n\n\n

Before you approach anybody<\/h2>\n\n\n\n

Can you actually make the volume?<\/h3>\n\n\n\n

A single stockist can order more in one go than you sell direct in a quarter. Work out honestly how many units you can produce in a month, how long your lead time is, and what happens if two shops order at once. Winning an order you cannot fulfil is worse than not winning it \u2014 retailers plan their floor around delivery dates.<\/p>\n\n\n\n

Decide which products go wholesale, too. It does not have to be everything. A tight, coherent range is easier to sell in than a full catalogue of everything you have ever made.<\/p>\n\n\n\n

Price it properly, before anything is printed<\/h3>\n\n\n\n

This is where most brands lose money, and it is very hard to fix later \u2014 raising a wholesale price on an existing stockist is a conversation nobody enjoys.<\/p>\n\n\n\n

Your wholesale price has to cover materials, labour including your own<\/em>, and overhead, and still leave profit \u2014 typically at roughly double your breakeven. The retailer then usually doubles again to reach shelf price. If the number that falls out the far end is more than your market will bear, the problem is in your costs, not your pricing. Our guide to wholesale pricing, keystone and margin<\/a> walks through the arithmetic.<\/p>\n\n\n\n

Build a line sheet<\/h3>\n\n\n\n

A buyer will ask for your line sheet, and it is not the same document as a lookbook. It needs item numbers, wholesale and retail prices, size runs, case packs, minimum order and delivery windows \u2014 everything required to raise a purchase order without emailing you a single question. Our field guide to what belongs on one<\/a> covers it field by field.<\/p>\n\n\n\n

Find the right stockists<\/h2>\n\n\n\n

Not every shop that could<\/em> carry you should<\/em>. Before you add a name to the list:<\/p>\n\n\n\n