Wholesale & B2B
What payment terms should I offer a new wholesale account?
Start tighter than you expect to finish. Prepayment or a card on the opening order, moving to net 30 once payment history exists, is standard for independents. Large retailers dictate their own terms and will not negotiate much, so the question there is whether you can fund the gap rather than what you would prefer.
Every day of terms is working capital you supply. Offering net 60 to win an account means financing that account, and the cost of doing so belongs in the margin calculation for it.
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