Glossary
Wholesale gift industry terms.
The vocabulary of the wholesale gift trade, in plain English.
- Case pack
- The smallest sellable unit from the manufacturer. A case pack of 6 means you order in multiples of 6.
- Drop ship
- Manufacturer ships individual orders directly to the consumer on the retailer's behalf. Common online; less common in traditional gift wholesale.
- Free freight minimum
- The order amount above which the manufacturer ships at no charge. Often $300 to $1,000.
- Keystone
- Retail markup of 100% over wholesale. A $10 wholesale product sells for $20 retail.
- Line sheet
- The manufacturer's wholesale catalog. Item numbers, dimensions, case packs, wholesale prices, MSRPs. Usually a PDF.
- MAP — Minimum Advertised Price
- The lowest price a retailer can advertise for a product. Different from selling price. Protects manufacturer pricing across channels.
- MOQ — Minimum Order Quantity
- The smallest order the manufacturer accepts. Expressed in dollars, units, or both. Opening order minimums are usually higher than reorder minimums.
- MSRP — Manufacturer's Suggested Retail Price
- The recommended consumer price. A suggestion, not a requirement.
- Net 30 / Net 60
- Payment terms. The retailer pays the invoice in full within 30 (or 60) days. New retailers usually pay credit card first; net terms come after a relationship is established.
- Opening order
- The first order with a new manufacturer. Often higher minimum, often paid by credit card.
- Rep / Rep group
- Independent sales representatives who sell manufacturer lines on commission, usually 15–20% of orders. The traditional middleman in gift wholesale distribution.
- Resale certificate
- State-issued document certifying the buyer purchases for resale and is exempt from sales tax. Required by most wholesale manufacturers before they'll open an account.
- Showroom
- Permanent or temporary trade-only space inside the major marts where reps display manufacturer products.
- Tearsheet
- A single-page promotional sheet for a product or product line, formatted for retailers to share with their staff or customers.
- Trade-only
- Restricted to verified resellers. Excludes consumers.
- Wholesale
- The price tier extended to retailers buying for resale. Usually 50% of MSRP.
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