Shelf Logic: how to set wholesale minimums and case packs for candles
October 10, 2026 · 3 min read
The short answer: set your wholesale minimum so that one order covers its own pick, pack, shipping and admin time with margin left over, and set case packs to match the shipping cartons you actually use. Many small candle brands use a dollar-based opening minimum, a lower reorder minimum, and case packs of 4 or 6 per scent — but those are common patterns, not rules. Run your own numbers first.
Three numbers every wholesale program needs
| Term | What it means | What it protects |
|---|---|---|
| Opening minimum | Smallest first order you accept | Covers onboarding, line sheet and first-shipment effort |
| Reorder minimum | Smallest repeat order | Keeps reorders easy so partners come back |
| Case pack | Units per scent per order line | Matches cartons, reduces breakage and picking time |
Work out your order floor
Example only: if each wholesale order costs you $30 in packing time, cartons and admin, and you earn $7 gross profit per candle at wholesale, you need about 5 units just to cover the order itself. A 24-unit opening minimum leaves real profit; a 6-unit minimum barely breaks even. The know-your-floor margin math shows where that $7 comes from.
Fictional example: $7 gross profit per unit minus $30 fixed cost per order. Your figures will differ.
Chart data
| Item | Value ($) |
|---|---|
| 6 units | $12.00 |
| 12 units | $54.00 |
| 24 units | $138.00 |
| 36 units | $222.00 |
| 48 units | $306.00 |
Choosing case pack sizes
- Match the dividers you already buy — a 6-cell divider makes a case pack of 6 natural.
- Smaller boutiques often prefer 4 per scent so they can try more scents within the same budget.
- Use larger packs only for proven sellers; slow scents in big packs sit on partner shelves and hurt reorders.
- State case packs on the line sheet so buyers do not order quantities you cannot pack cleanly.
Packing in proper dividers also reduces breakage. The candle shipping guide covers carton and fill choices that suit case-packed orders.
Dollar minimums vs unit minimums
Dollar minimums (for example, a set opening order value) let buyers mix candles, melts and accessories freely. Unit minimums are simpler to understand when you sell one size. Either way, write the terms on your line sheet with payment terms, lead time and shipping policy. Retail partners compare terms across brands, and clear terms reduce back-and-forth before the first purchase order.
WaxLogic's wholesale line sheet tool shows wholesale prices from your product records, and orders flow into batch planning so a large reorder becomes a pour plan instead of a scramble. For growth beyond the first accounts, read how to grow from markets to wholesale and the retail follow-up guide.
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