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Wholesale glossary

Plain-English definitions for the terms you will run into when buying and selling wholesale.

A

ATS (available to sell)ATS is the quantity of a product a brand can still sell after existing commitments are deducted from physical and incoming stock.

C

ConsignmentConsignment is an arrangement where a brand places goods with a retailer but retains ownership until the goods are sold to a consumer.

D

Delivery windowA delivery window is the agreed date range within which an order must ship, defined by a start date and a cancel date.

F

Fill rateFill rate is the share of ordered units a brand actually ships, measured against what the buyer originally ordered and confirmed.

L

Landed costLanded cost is the total cost of getting goods to their destination, including the unit price plus freight, duties, insurance, and handling.LinesheetA linesheet is the priced, orderable list of a collection, showing every style, colourway, and size a buyer can order, with wholesale and retail prices.

M

MOQ (minimum order quantity)MOQ is the smallest quantity a brand will accept on an order, set per style, per colourway, or across the whole order.MSRPMSRP is the manufacturer’s suggested retail price, the consumer price a brand recommends its retail partners sell at.MultiplierThe multiplier is the factor between the wholesale price and the retail price, and it is how buyers judge whether a product earns its place on the floor.

N

Net termsNet terms are the credit terms on an invoice, stating how many days after invoicing the buyer has to pay — Net 30 means payment is due in thirty days.

P

Pre-orderA pre-order is an order placed before the goods exist, committing a buyer to quantities ahead of production so the brand can produce against confirmed demand.PrelineA preline is an early showing of part of a collection to selected buyers, held before the main selling season opens.

S

Sell-in vs sell-outSell-in is what a brand sells to its retail partners; sell-out is what those retailers sell to consumers.Sell-through rateSell-through rate is the share of received units sold within a given period, and it is the clearest measure of whether stock is performing.Stock orderA stock order is an order placed against inventory a brand already holds, shipping immediately rather than after a production run.

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