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A wholesale price is not a discount off retail. It is the number that has to leave enough margin for you at your real landed cost and enough margin for the retailer at the price a shopper will pay — and it is set once, at the start, when changing it is still cheap.
Start at the price a customer will pay, take out the retailer's expected margin, and what remains is your wholesale price. If that number does not cover your landed cost and your own margin, the problem is the product or the cost, not the negotiation.
Margin computed on what you paid the factory ignores freight, duty, insurance, handling and payment fees. That gap is where apparently profitable lines lose money on every unit, quietly, at scale.
Net 60 is a loan you are making at your own cost of capital. Sixty days of float on a large order is a real number, and it belongs in the price or in a discount for paying early — not absorbed silently.
You will be asked for a first-order discount, a volume tier, marketing support and eventually a chargeback. A price with nothing in it for any of those has only one direction to move.