How to price your products for wholesale without a pricing formula

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You might have been retailing your products for a while and everyone around you are telling you that your products need to be in John Lewis or in other big shops but you’re not sure if you and your products are ready or if it’s the right direction for your business.
As a small business that produces your products in-house or in small batches knowing what retailers expect and how to price your products for wholesale can be really difficult at the start. Many smaller brands feel like they can't offer retailers the margin they need to take on a new brand and it’s why there are so many different modules to trade with a shop. I feel like this is where the divide starts between them (retail buyers) vs. brands and makers. I often get a sense of resentment from