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Wholesale Strategy

Wholesale Strategy

Wholesale overview

Useful Resources

Founded Outdoors workshops:

Community members have found the following resources helpful in building their wholesale strategy:

Recommended Tools

  • Faire – A platform for connecting with retailers and managing orders.
  • HubSpot CRM – Helps track retail leads and follow-ups.
  • OrderEase – Streamlines order processing and inventory tracking.
  • QuickBooks – Essential for invoicing and managing cash flow.

Founded Outdoors Community Tips and Insights

  • Finding the Right Retailers – Identifying retail partners that align with the brand’s vision leads to stronger long-term relationships. Many have found that working with smaller, niche retailers offers greater benefits than pursuing large, high-volume stores.
  • Setting Pricing and Terms – Establishing wholesale prices at sustainable levels is crucial. Some founders initially set prices too low and had to adjust them after realizing their margins were insufficient for profitability.
  • Managing Order Minimums – Setting minimum order quantities helps prevent small, unprofitable orders. It’s important to find a balance that ensures efficiency in shipping and handling without discouraging new retail partners.
  • Supporting Retailers – Retailers value brands that provide additional support. Supplying marketing assets, training materials, and seasonal promotions can enhance sales performance and strengthen relationships.
  • Navigating Cash Flow Challenges – Payment terms such as Net 30 or Net 60 can create financial strain. Some businesses have addressed this by offering discounts for early payments to improve cash flow stability.
  • Managing Inventory for Wholesale Orders – Keeping track of stock levels is critical for fulfilling wholesale orders efficiently. Using a dedicated wholesale platform can help prevent stock shortages and ensure timely deliveries.
  • Building Strong Relationships with Retailers – Consistent communication and reliable fulfillment practices contribute to trust and long-term partnerships with retailers, increasing the likelihood of repeat orders.
  • Providing Flexible Payment Options – Offering flexible payment structures, such as staggered payment plans or incentives for early payments, helps accommodate retailers' financial constraints and fosters stronger business relationships.
  • Creating an Effective Wholesale Pitch – A well-crafted pitch should clearly communicate the brand’s story, product benefits, and wholesale terms. Providing compelling visuals and clear pricing structures increases the chances of securing retail partnerships.
  • Handling Seasonal Wholesale Demand – Planning ahead for seasonal fluctuations ensures that inventory is well-stocked and order deadlines are established in advance, helping brands meet peak-season demand smoothly.

Vendors

  • Packaging Suppliers: EcoPack Solutions, GreenWrap Co.
  • Logistics Providers: Reliable Freight Co., Wholesale Ship Direct
  • Retailers:
    • Outdoor Retailers:
      • REI Co-op (REI Greenlight Program)
      • Backcountry
      • Public Lands (Part of Dick’s Sporting Goods)
      • Sierra Trading Post
      • Sportsman’s Warehouse
      • Cabela’s & BassPro
      • Eastern Mountain Sports
      • Mountain Equipment Company (Canada)
      • Title Nine (Women’s retailer)
    • Regional & Specialty Retailers:
      • Sports Basement
      • Gearhead Outfitters
      • JAX
      • Great Outdoor Provisions
      • Mountain High Outfitters
      • Garage Grown Gear (Ultralight, online-only)
 

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