IF NOBODY
TOLD YOU ANY OF THIS.

Reference

Most of what wholesale expects you to know is not written down anywhere. It travels through networks — a parent who ran a business, a first job at a brand, a friend who explains what a chargeback is before you get one. If you are not in those networks the information is not hidden from you, it is simply never offered.

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What to know

The things assumed on day one

Every one of these is a thing a buyer expects you to already have when they ask. None takes long. All of them are embarrassing to be asked about for the first time in a meeting.

A linesheet with prices, case packs, MOQs and ship dates
A seller's permit in your home state
A resale certificate to give your own suppliers
Terms you have decided in advance, not on the call

What you are allowed to ask for

First-time founders under-ask systematically, and the people on the other side of the table are not surprised by any of it. A deposit on a first order from an account nobody can vouch for is normal. So is running a credit check, asking for shorter payment terms, and declining an order whose terms lose you money on every unit. Being new is not a reason to accept worse terms — it is the reason to decide them in advance and say them plainly, because terms you did not set are terms somebody else set for you.

The mistakes that cost the most

Not any single decision — the pattern of agreeing to things whose cost is invisible on the day and obvious a year later. Each of these looks like flexibility at the time and reads as a structural problem once there is volume behind it.

Pricing off invoice cost instead of landed cost
Agreeing net terms without pricing the float
Consignment, which moves all the inventory risk to you
No resale certificate on file, which makes the sale taxable to you

What GRAJ is for

The glossary, the calculators, the tax position and the agent for your role exist because this knowledge is a gate and gates are what GRAJ is against. Ask the stupid question. The version of it you find out about later is expensive.

Where to go next

GLOSSARY

Every term on GRAJ, defined in plain words.

Open

WHOLESALE CALCULATOR

A free tool — it works in your browser, no account needed.

Use it

PRICING FOR WHOLESALE.

A wholesale price is not a discount off retail.

Read it

THE FIRST HOUR.

Most of what stops somebody selling wholesale is not difficulty — it is not knowing which four things to do first.