STEP INTO WHOLESALE – Where to start
So many creative business owners are incredibly talented at making beautiful products… but when it comes to wholesaling and getting those products onto shop shelves, it can feel a little daunting. Knowing where to start, how to price, and how to approach retailers isn’t always intuitive — and that’s completely normal.
If you’re creating a product to sell, it’s important to first understand the difference between retail and wholesale, because this will shape how you price, present and grow your business.
Retail is when you sell small quantities of your products directly to the public for their own use. To make money in retail, you sell fewer items at a higher price per unit.
Wholesale, on the other hand, is when you sell larger quantities of your products to shops for the purpose of resale. With wholesale, the key word is volume. You’re earning less per item, but the retailer is ordering more — which can significantly increase your overall income and exposure.
A simple rule to remember: If you sell a product directly to the public for R100, the shop should also retail that product for R100. Consistent pricing protects your brand and keeps your retailers happy.
If you’re a creative and feel ready to start approaching shop owners, here are a few practical tips to help you step into wholesaling with confidence:
- Know your prices inside out. Be clear, confident and comfortable communicating your wholesale price.
- Understand percentages and mark-ups. Retailers expect to talk in margins, so being fluent in this builds credibility.
- Review your pricing regularly. Look for ways to improve production time or reduce component costs — being smart here means more profit in the long run.
- Set a minimum order quantity. For example, a retailer must order at least five of each item, or the total order must be a minimum of R2000. This makes wholesaling worthwhile for you the seller.
- Offer a small incentive for first orders. A slight discount or a reduced minimum order can help a new retailer take that first step.
- Be flexible and honest. Let retailers know you genuinely love what they do and are excited about working with them — this opens the door for respectful negotiation.
- Always get full payment upfront before starting production. This protects your time, cash flow and energy.
- Deliver the first order by hand if possible. It saves courier costs, allows you to check everything is perfect, and helps build a personal connection from the start.
Wholesaling can feel like a big leap, but with the right foundations in place, it can become a powerful and sustainable way to grow your creative business.
Want to learn a little more? Get in touch and book a 1-1 consultation with me, for a small consult fee. We can create a focused buzz session tailored to you and cover exactly the areas where you need guidance.