Wholesale Foundations.
Strengthen Your Wholesale Pricing & Sales Terms
Before you pitch another store or spend one more hour wondering why Faire isn't working… I want you to audit your wholesale foundations. Pricing, terms, and your catalog aren't just housekeeping. They are often the reason that buyers say yes or skip over your brand quietly. Strengthening your wholesale pricing & terms will set you up for long-term success.
Based on your responses, it sounds like you're earlier in your wholesale journey — and that's completely okay. The brands who build the strongest foundations at this stage are the ones who scale the fastest later. But right now, there may be gaps in your pricing, your terms and conditions, or your wholesale catalog that would make it harder for a buyer to say yes even if they love your products.
The good news: this is the easiest problem to fix and usually requires only a few tweaks.
Run your wholesale numbers before you pitch anything.
Your wholesale price needs to do two things: cover your costs with real margin to breathe, AND align with what similar products in the market are priced at. Most product founders are underpricing, which means they're working hard and making less than they should on every single order. Pull up your production costs and your current (or planned) wholesale price and ask: is this profitable? If the answer is no (or you're not sure) that's your starting point.
Draft your wholesale terms before you send a single pitch.
Your wholesale terms and conditions tell buyers exactly how to do business with you: opening order minimums, reorder minimums, payment terms, turnaround times, etc. These aren't fine print — they're the guardrails that protect your profitability and set the buyer's expectations from day one. When your terms & conditions are missing, incorrect or vague, it raises red flags for buyers.
Make sure your wholesale catalog can speak for itself.
A buyer who opens your catalog should be able to tell, within 30 seconds, what you sell, what it costs, and how to order. If yours isn't there yet, that's the third thing to address before you start pitching.
Paper Camp is built for founders who are ready to get their foundations right.
Inside Paper Camp, we spend the entire first week strengthening your product line — your pricing, your profit margins, your terms and conditions — so that every wholesale order you accept is profitable from day one. You'll also use our templates to build out your must-have wholesale sales tools: a polished catalog and a pitch process that works.
This isn't a course where you watch videos and hope for the best. It's four weeks of live coaching, personalized feedback, and a community of product founders building wholesale alongside you. All of these questions — and more — are answered inside Paper Camp, with coaches who provide tailored support for your specific business.
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Want to go deeper right now?
The Retailer Roundtable Series is a great place to start.
