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Wholesale strategy

Wholesale strategy

Wholesale overview

1. Useful Resources

Founded Outdoors workshops:

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

2. Recommended Tools

Wholesale businesses often require specialized tools for operations. Here are some that members have found particularly useful:

  • 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.

3. Founded Outdoors Community Tips and Insights

Insights from community discussions highlight key lessons and best practices in wholesale:

  1. 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.
  1. 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.
  1. 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.
  1. Supporting Retailers – Retailers value brands that provide additional support. Supplying marketing assets, training materials, and seasonal promotions can enhance sales performance and strengthen relationships.
  1. 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.
  1. 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.
  1. 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.
  1. 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.
  1. 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.
  1. 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.

4. Vendors

Community members have also recommended vendors for key wholesale needs:

  • 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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