Wholesale & Retail

Retail sells to people. Wholesale sells in larger amounts to businesses that resell. Learn the words first.

• Terms: SKU, stock, margin, markup, supplier, lead time, minimum order, reorder point.
• A SKU is one exact item, such as a blue shirt in size M.
• Retail roles: sales, buyer, stock clerk, manager. Wholesale roles: sales rep, buyer, warehouse, driver.
• Visit a shop and list what sells fast and what sits.
• Compare markup and margin: markup is on cost, margin is on price. Work one example of each.
• List the difference between a retail price, a wholesale price and a cost price for one item.
• Learn the shop words for the floor: shelf facing, display, aisle, till, back room.

Activity. Visit a shop and list ten items with price, shelf place and whether stock looks low.

Standard to meet. Task: write a shop observation note. Condition: one visit with permission. Standard: ten items listed, terms used correctly, one gap identified.

Goods move through a chain. Delays and errors at any step cost money.

• Steps: choose product, order from supplier, receive, check, store, sell, deliver, handle returns.
• Check delivery against the order: item, quantity, damage, price.
• Lead time is the days between ordering and getting stock.
• Record each step so you can find mistakes.
• Write the name of the person who does each step in your chain.
• Note how a late delivery changes your sales: what do you tell the customer?
• Plan a place and a rule for returned goods so they are checked and put back or set aside.

Activity. Draw a goods flow for one product and note where it could be late or damaged.

Standard to meet. Task: draw a goods flow chart. Condition: for one real product. Standard: all steps shown, lead times estimated and three risks marked.

Stock records must match what is on the shelf.

• Count stock on arrival and sign for exceptions.
• Label shelves and keep like with like. Put older stock first.
• Count a small sample every week and a full count each month.
• Fix the cause of each difference, such as wrong picks or theft.
• Use a pick list for each order and tick items as they are taken from the shelf.
• Store heavy items low and keep walkways clear; lift with the right method.
• Keep damaged and returned goods in a marked place until they are checked.

Activity. Complete a count of twenty SKUs, compare with records and explain each difference.

Standard to meet. Task: stock count and match. Condition: twenty SKUs. Standard: accuracy at or above 95 percent, and each difference explained in writing.

Selling in Canada means following tax, labelling and consumer rules that vary by province.

• Collect and pay sales tax once your taxable sales pass the small-supplier limit. Rates and rules differ by province. Check the current rules with the tax agency.
• Many packaged goods need bilingual labels, and some products have extra safety rules, such as goods for children. Check the current rules.
• Consumer protection laws on returns, refunds, warranties and price display are provincial.
• Imported goods can face duties and border rules; check with the border agency before you order.
• Ask the tax agency when you must register for sales tax and how often you file.
• Check which labels are needed for your goods: contents, size, origin, and language.
• Write your return and refund policy in plain words and post it where customers can see it.

Activity. Build a rules table for your product and province with enforcer, action and date checked.

Standard to meet. Task: build a rules table. Condition: official pages only. Standard: each row has a dated source and action; unclear cases say to check with the authority.

Make sure each sale earns more than it costs and that you do not run out or overstock.

• Margin per unit = price minus cost. Margin percent = margin divided by price.
• Include fees, shipping, packaging and returns in cost.
• Reorder point = daily sales times lead time plus a safety amount.
• Break-even = fixed cost divided by margin per unit.
• Work out the margin per order by taking the price and subtracting the product cost, shipping and fees.
• Set a minimum price below which you do not sell, based on cost plus a small margin.
• Review slow items each month and cut price, bundle or stop buying them.

Activity. Build a spreadsheet for five SKUs with cost, price, margin, reorder point and break-even.

Standard to meet. Task: build a pricing and reorder sheet. Condition: real supplier quotes. Standard: formulas visible, units shown, three what-if cases including a 15 percent cost rise.

Steady routines keep customers happy and money safe.

• Open and close with checklists for cash, locks and stock.
• Answer customer messages within one working day.
• Track returns by reason and fix the most common cause.
• Record every sale with date, price, tax, fees and shipping.
• Check cash in the till against sales at close and write any difference.
• Rotate stock and check dates on goods that expire.
• Hold a weekly team check of top sellers, low stock and customer messages.

Activity. Keep a four-week log of sales, stock counts and returns and choose one improvement.

Standard to meet. Task: keep a four-week operation log. Condition: real or practice shop. Standard: weekly pages complete; improvement dated and result noted.

Customers find you in many ways. Choose two or three routes and do them well.

• Routes: own store, marketplace, own website, wholesale to other shops.
• Write honest titles, clear photos, size, condition and delivery cost.
• For wholesale, give a price list with minimum order and payment terms.
• Keep a customer list only with consent and follow the privacy rules.
• Write product titles with the key words a buyer would type.
• Show the total price, including shipping, before the buyer pays.
• Reply to each wholesale inquiry with a price list within one working day.

Activity. Write one listing and one wholesale sheet, share both and log responses for two weeks.

Standard to meet. Task: publish offers and track results. Condition: two weeks. Standard: listing is honest, price list is clear, results recorded with one change.

Prove the model small, then grow in steps.

• Risk register: supplier failure, price swings, theft, damaged goods, bad reviews, cash shortage.
• Keep a cash buffer for slow months and insure stock where it makes sense.
• Pilot for 60 days with a stop rule, for example a minimum number of orders.
• At the end of the pilot, write a review of what the numbers showed and a 12-month plan.
• Rank the risks by cost and likelihood, and assign an owner to each.
• Plan for a slow month: what spending do you cut first?
• Ask three customers what almost stopped them from buying and list the answers.

Activity. Run the pilot, write the register, review and plan, and present to a panel of three.

Standard to meet. Task: pilot a small selling operation. Condition: real orders. Standard: measures tracked, rules followed, decision backed by numbers.

L1: Commerce aware learner. You can define: name the main terms, people and rules of wholesale & Retail. Focus module: Know the retail and wholesale words and roles (Understand, 6 h). Retail sells to people. Wholesale sells in larger amounts to businesses that resell. Learn the words first. Key points: Terms: SKU, stock, margin, markup, supplier, lead time, minimum order, reorder point. A SKU is one exact item, such as a blue shirt in size M. Retail roles: sales, buyer, stock clerk, manager. Wholesale roles: sales rep, buyer, warehouse, driver. Visit a shop and list what sells fast and what sits. Compare markup and margin: markup is on cost, margin is on price. Work one example of each. List the difference between a retail price, a wholesale price and a cost price for one item. Learn the shop words for the floor: shelf facing, display, aisle, till, back room.

Speaker notes. Teach: open with the worked example. Markup of 100 percent on a cost of 10 gives a price of 20. The margin is (20 - 10) / 20 = 50 percent of the price. A markup of 50 percent on the same cost gives 15, and a margin of 5 / 15, about 33 percent. Then set the activity: Visit a shop and list ten items with price, shelf place and whether stock looks low. Mark against the standard: Task: write a shop observation note. Condition: one visit with permission. Standard: ten items listed, terms used correctly, one gap identified. Check at this level: What is a SKU? Model answer: One exact item, such as a size and colour of a product. Level note: Start here if new. Evidence: a one-page glossary and a visit or interview note.

L2: Shop or order assistant. You can describe: explain how wholesale & Retail works from first contact to result. Focus module: Explain how goods flow from supplier to customer (Apply, 6 h). Goods move through a chain. Delays and errors at any step cost money. Key points: Steps: choose product, order from supplier, receive, check, store, sell, deliver, handle returns. Check delivery against the order: item, quantity, damage, price. Lead time is the days between ordering and getting stock. Record each step so you can find mistakes. Write the name of the person who does each step in your chain. Note how a late delivery changes your sales: what do you tell the customer? Plan a place and a rule for returned goods so they are checked and put back or set aside.

Speaker notes. Teach: open with the worked example. Order 100 units on day 1; they arrive on day 15; lead time is 14 days. If you sell 5 units a day, the 14 days of waiting uses 14 x 5 = 70 units, so you must order before stock falls below 70. Then set the activity: Draw a goods flow for one product and note where it could be late or damaged. Mark against the standard: Task: draw a goods flow chart. Condition: for one real product. Standard: all steps shown, lead times estimated and three risks marked. Check at this level: What is lead time? Model answer: Days between placing an order and getting the stock. Level note: Evidence: a flow chart and a two-minute spoken explanation.

L3: Seller or buyer. You can apply: carry out a routine task in wholesale & Retail to a written standard. Focus module: Receive, count and shelve stock to a standard (Apply, 10 h). Stock records must match what is on the shelf. Key points: Count stock on arrival and sign for exceptions. Label shelves and keep like with like. Put older stock first. Count a small sample every week and a full count each month. Fix the cause of each difference, such as wrong picks or theft. Use a pick list for each order and tick items as they are taken from the shelf. Store heavy items low and keep walkways clear; lift with the right method. Keep damaged and returned goods in a marked place until they are checked.

Speaker notes. Teach: open with the worked example. Records say 40 units but the shelf holds 37. Check the last receipts and sales. Found: three units were returned but not added back, since 37 + 3 = 40. Fix: add a returns step to the receiving checklist. Then set the activity: Complete a count of twenty SKUs, compare with records and explain each difference. Mark against the standard: Task: stock count and match. Condition: twenty SKUs. Standard: accuracy at or above 95 percent, and each difference explained in writing. Check at this level: Why count stock on arrival? Model answer: To catch missing or damaged items before you pay or sell. Level note: Evidence: a supervised task record that meets the standard once.

L4: Store or channel manager. You can analyse: diagnose why a wholesale & Retail result missed its target and fix it. Focus module: Follow Canadian sales, labelling and consumer rules (Evaluate, 8 h). Selling in Canada means following tax, labelling and consumer rules that vary by province. Key points: Collect and pay sales tax once your taxable sales pass the small-supplier limit. Rates and rules differ by province. Check the current rules with the tax agency. Many packaged goods need bilingual labels, and some products have extra safety rules, such as goods for children. Check the current rules. Consumer protection laws on returns, refunds, warranties and price display are provincial. Imported goods can face duties and border rules; check with the border agency before you order. Ask the tax agency when you must register for sales tax and how often you file. Check which labels are needed for your goods: contents, size, origin, and language. Write your return and refund policy in plain words and post it where customers can see it.

Speaker notes. Teach: open with the worked example. A shopper wants a refund on an item bought online. You check your posted policy and the provincial consumer rule, and write the answer the same day. If the item cost 48 CAD and the rule requires a refund, the refund is 48 CAD plus any tax charged. Check the provincial rule for shipping costs. Then set the activity: Build a rules table for your product and province with enforcer, action and date checked. Mark against the standard: Task: build a rules table. Condition: official pages only. Standard: each row has a dated source and action; unclear cases say to check with the authority. Check at this level: Who sets return and refund rules? Model answer: Mainly the provinces under consumer protection law; check yours. Level note: Evidence: a fault or gap analysis with a fix and a repeat test. This course targets this level.

L5: Senior merchandiser. You can evaluate: judge options for wholesale & Retail against cost, risk and quality. Focus module: Run the shop or warehouse every day (Create, 6 h). Steady routines keep customers happy and money safe. Key points: Open and close with checklists for cash, locks and stock. Answer customer messages within one working day. Track returns by reason and fix the most common cause. Record every sale with date, price, tax, fees and shipping. Check cash in the till against sales at close and write any difference. Rotate stock and check dates on goods that expire. Hold a weekly team check of top sellers, low stock and customer messages.

Speaker notes. Teach: open with the worked example. Returns log: 12 returns this month, 7 'wrong size'. That is 7 / 12, about 58 percent. Fix: add a size guide on the page and next to the shelf. If returns fall to 6 next month, you have halved the problem. Then set the activity: Keep a four-week log of sales, stock counts and returns and choose one improvement. Mark against the standard: Task: keep a four-week operation log. Condition: real or practice shop. Standard: weekly pages complete; improvement dated and result noted. Check at this level: Why track returns by reason? Model answer: To fix the most common cause. Level note: Evidence: an options paper with numbers and a recommendation defended to a panel.

L6: Head of commerce. You can create: design and pilot a new offer or process in wholesale & Retail. Focus module: Sell through shops, online and to other businesses (Evaluate, 6 h). Customers find you in many ways. Choose two or three routes and do them well. Key points: Routes: own store, marketplace, own website, wholesale to other shops. Write honest titles, clear photos, size, condition and delivery cost. For wholesale, give a price list with minimum order and payment terms. Keep a customer list only with consent and follow the privacy rules. Write product titles with the key words a buyer would type. Show the total price, including shipping, before the buyer pays. Reply to each wholesale inquiry with a price list within one working day.

Speaker notes. Teach: open with the worked example. Wholesale terms: minimum order 200, payment within 30 days, free delivery over 1,000. A buyer who takes 200 units at 6 CAD pays 1,200 CAD, which is over 1,000, so delivery is free. Another who takes 100 units pays 600 plus delivery and misses the minimum. Then set the activity: Write one listing and one wholesale sheet, share both and log responses for two weeks. Mark against the standard: Task: publish offers and track results. Condition: two weeks. Standard: listing is honest, price list is clear, results recorded with one change. Check at this level: What does a wholesale price list include? Model answer: Prices, minimum order, payment terms and delivery. Level note: Evidence: a pilot with measured results over at least 30 days.

L7: Retail or marketplace owner. You can lead: run a team or business in wholesale & Retail and develop others. Focus module: Manage risk, pilot and grow (Create, 8 h). Prove the model small, then grow in steps. Key points: Risk register: supplier failure, price swings, theft, damaged goods, bad reviews, cash shortage. Keep a cash buffer for slow months and insure stock where it makes sense. Pilot for 60 days with a stop rule, for example a minimum number of orders. At the end of the pilot, write a review of what the numbers showed and a 12-month plan. Rank the risks by cost and likelihood, and assign an owner to each. Plan for a slow month: what spending do you cut first? Ask three customers what almost stopped them from buying and list the answers.

Speaker notes. Teach: open with the worked example. Result at day 60: 180 orders, 6 percent returns. Returns are 0.06 x 180 = 10.8, about 11 orders. Decision: drop two slow SKUs and add two best-selling variants. Check the next 60 days for fewer returns and more orders. Then set the activity: Run the pilot, write the register, review and plan, and present to a panel of three. Mark against the standard: Task: pilot a small selling operation. Condition: real orders. Standard: measures tracked, rules followed, decision backed by numbers. Check at this level (this question is covered in module 6: Run the shop or warehouse every day): Why track returns by reason? Model answer: To fix the most common cause. Level note: Evidence: a record of results over a year and of people you have coached to a higher level.