Pricing

How to Price Wholesale Customers Differently Without the Manual Math

Stowed team · Updated September 2026

Almost no small wholesale business charges every customer the same price. A account that orders every week gets a different rate than one that orders occasionally; a long-standing relationship gets a different rate than a new one. That's normal, healthy wholesale pricing -- the problem is how most small businesses actually manage it.

Where customer-specific pricing usually lives (and why that's a problem)

Ask a small wholesale business owner "what does this customer pay for this product" and the honest answer is often "let me check" or, worse, "I just remember." The actual negotiated price lives in one of a few unreliable places: a note in someone's phone, a memory that the person who handles orders has to carry around, or a stale price list that hasn't been updated since the last renegotiation.

None of these scale past a handful of customers. Every order becomes a small research project, and every research project is a chance to get the price wrong -- undercharging a customer, or worse, overcharging one and damaging the relationship.

What good customer-specific pricing actually requires

The price lives on the customer, not the order. Set it once when you onboard or renegotiate with an account, and every future order should pull from that record automatically -- nobody should be re-typing or re-deriving it.
It's visible to whoever needs it, and hidden from whoever doesn't. An employee packing an order doesn't need to see margins; a manager creating an order does need to see the customer's actual price. Role-based access matters here as much as the pricing data itself.
It updates cleanly when terms change. Wholesale pricing isn't static -- volume tiers shift, contracts renew. Changing a customer's price should take one update, not a hunt through every order template that mentions them.

How Stowed handles it

In Stowed, customer-specific pricing is set once per account and applies automatically to every order after that -- available starting on the Starter plan, not locked behind an enterprise tier. Combined with role-based access (owner, manager, employee), the right people see pricing and the right people don't, without a separate system to manage.

Set each customer's price once. Every order after that gets it right.

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FAQ

What is customer-specific pricing?

It's the practice of charging different wholesale customers different prices for the same product, based on volume, relationship length, or negotiated terms, rather than one list price for everyone.

What's the most common mistake with wholesale customer pricing?

Keeping the actual negotiated price in a person's memory or a side note instead of attached to the customer record, which means it has to be re-derived -- and can be gotten wrong -- on every single order.

How does Stowed handle customer-specific pricing?

Each wholesale account's negotiated price is set once on the customer record in Stowed. Every order after that applies the right price automatically, on the Starter plan and up.