Minimum batch and multiplicity: how to set the rules for ordering in wholesale

“Minimum order – from 10 000 rubles”, “shipped in boxes of 12”, “from 50 pieces” – three restrictions that are often written by comma, although they solve different problems. To confuse them means either to ship yourself at a loss, or to lose customers on the spot.

Three limitations

Minimum batch The smallest amount of one product that can be ordered: “from 50 pieces”. Protects against an order that takes more work than it brings.

Conciseness. The step with which the number can be increased: “12 pieces”, that is, 12, 24, 36. Tied to packaging: the supplier does not open the box and does not report the placer.

Minimum order amount - the threshold for the entire order: "from 10 000 rubles." It covers the fixed costs of assembly, documents and delivery, which do not depend on the composition.

They are combined: the goods are sold in boxes of 12, at least two boxes, and the entire order is not less than 10 000 rubles.

How to calculate the minimum order amount

The logic is simple: the profit from the order should cover the cost of its processing.

For example, the assembly, documents and work of the manager cost 600 rubles. to order, margin - 20%. Then the order pays off from the amount of 600 / 0.2 = 3,000 rubles. Below this amount, each shipment is unprofitable.

You need to count from margin, not from margin: this is the share of the price that remains for you. What is the difference in the article Surcharge and margin: what is the difference and how to count one into another, to calculate Markup and margin calculator.

Free shipping is a separate threshold, usually higher: the cost of the flight is added to the cost of the order.

How to choose multiplicity

• Factory packaging. The 12 box is a multiple of 12.
• By unit of shipment. Cable in the bays of 100 meters, tiles - packs of 1.44 square meters. m.
• Safe and sound. Glass and fragile goods are not sold by placer, even if technically possible.

If the placer is ready to sell, but it is more expensive, make two prices: per piece and per box. The buyer will choose the box.

How to link to the price

Price levels and multiplicity should coincide. If the box is 12 pieces, the steps “from 12”, “from 60”, “from 120” read naturally, and the step “from 10” creates an order that can neither be collected nor evaluated.

The same with the minimum batch: it should be the first step of the price, and not a separate condition in small print. On price columns - in the article Different prices for different dealers: how to build price columns and not get confused.

How to inform the buyer

The restriction, which the buyer learns after placing an order, looks like a refusal. Therefore:

• multiplicity and minimum batch should be visible in the product card and price;
• the amount in the order should be rounded up to a multiple, and not give an error;
• The remainder to the minimum amount should be shown in the basket: “Add another 1,200 rubles.”

How to enshrine in a contract

The quantity condition is essential for delivery: without it, the contract is not considered concluded (Articles 455 and 465 of the Civil Code). In a framework contract, the number is determined by orders or specifications, and the rules - the minimum batch, multiplicity and minimum amount - are written in the contract itself or in an annex to it.

Then the order that does not comply with the rules, the supplier has the right not to accept, and this will not be a violation. You can collect a specification for a particular batch online - Specification to a supply contract; what should be in it - in the article Specification of the supply contract: what it should be.

In the supplier's catalogue

In Kup2B, the multiplicity and minimum quantity are set in the product card, the price of the quantity is set in steps, and the minimum amount is set in the delivery method. What does the catalog for the buyer look like on the page B2B portal for wholesale customers.

Frequent questions

Does the supplier have the right to refuse an order less than the minimum batch?

Yes, if this condition is in the contract or in the offer to which the buyer has agreed. A wholesale supplier is not required to enter into a contract with each applicant - unlike a retailer.

What happens if the customer needs less boxes?

Options: sell the placer at a higher price, offer to get another product to the minimum amount or send to a dealer who works with small lots.

Does the minimum amount count with or without VAT?

As you agree, but it should be written directly. The buyer understands the amount with VAT - the one that will be in the account.

What about weight and measurement goods?

Multiplicity is set in the unit of sale: meters, kilograms, square meters - by packing or cutting step.