What does a retailer check before opening a wholesale account?
They check the range and real stock availability, the minimum order value and trading terms, and delivery lead time. Stock availability is the whole proposition of a distributor, so publishing it honestly is more valuable than presenting a wide catalogue.
A retailer is deciding whether an account is worth opening for the volume they can realistically commit.
Reviewed 4 August 2026
Scope and specifications
- Product categories and brands carried
- The core of the offer.
- Stock availability
- Real availability, not catalogue breadth.
- Minimum order value or quantity
- Determines whether the account is viable.
- Trading terms
- Payment terms and credit account availability.
- Delivery lead time and coverage
- Operational fit with the retailer.
- Pricing structure
- Trade tiers and volume breaks.
- Returns and warranty handling
- Who deals with a faulty item.
Documents buyers may need
| Document | What it proves | Where it belongs |
|---|---|---|
| Trade account application requirementsAsked at: first contact | What is needed to open an account and how long it takes | Publish it |
| Product catalogue with stock statusAsked at: ordering — the core of the offer | The range with real availability | Publish it |
| Trading terms documentAsked at: account opening | Payment terms, credit limits and pricing structure | Publish it |
| Delivery schedule and coverageAsked at: ordering | Lead times and delivery areas | Publish it |
| Returns and warranty policyAsked at: before ordering — a frequent dispute | How faulty and unwanted goods are handled | Publish it |
| Product compliance documentationAsked at: regulated goods | Certification for the goods carried, passed through from suppliers | Name it, share on request |
| Authorised distributor confirmationAsked at: brand-sensitive categories | That you are authorised for the brands you carry | Publish it |
Details for a useful enquiry
- Business type and location
- Determines account eligibility and delivery.
- Categories and brands of interest
- The commercial fit.
- Expected order size and frequency
- Sets the terms.
- Trading terms required
- Credit account or prepayment.
- Delivery requirements
- Frequency and lead time needed.
- Existing suppliers
- Reveals what you would be displacing.
Questions suppliers ask
Should stock levels be published?
Real-time availability, or at least an in-stock indicator, is the single most valuable thing a distributor can publish. Retailers order from whoever can confirm availability, and a catalogue without it forces a phone call that a competitor has already removed.
Why publish minimum order values?
Because retailers assess whether an account is worth opening before they apply. Publishing the minimum attracts the businesses whose volumes fit and prevents applications that were never viable, which saves both sides an unpleasant conversation.
How should the returns policy be presented?
Plainly, including timeframes, condition requirements and who pays carriage. Returns cause more wholesale disputes than pricing does, and a distributor with a clear published policy is easier to trade with and argues less.
Check which documents and standards your buyer needs; requirements vary by market, customer and contract.
Plact Research. Plact's editorial desk for buyer-evidence research. Industry standards, documents and buyer questions are researched and drafted with Plact's AI tools, then reviewed by Praveen Kavuri before publication. Every claim cites the standard, regulation or public source it rests on.
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