Wholesale marketing has several advantages over the other ends of the supply chain for which it provides good and services. It requires no fixed location other than that required to store inventory, if needed, and it does not require expensive manufacturing equipment. A wholesale firm, in fact, may be only one individual whose principal starting capital is their relationships with both retailers and manufacturers.

To get into this business, one needs a few basic tools. First and foremost, one must understand the economics of supply and demand and how much of a profit one can realistically expect to make on a given item. This makes certain that the wholesaler doesn't price themselves out of business by offering too much for too little or vice versa.

A wholesale merchant must also have a relationship with a manufacturer from whom they can purchase the goods that they will provide to retailers. Oftentimes, this is the first part of getting into the business as the wholesaler may be engaged by a particular manufacturer to sell their goods to various retail clients. In this case, the wholesaler is largely a salesperson who serves as a liaison between the client and the manufacturer.

The pharmaceutical industry is a good example of a very profitable, very demanding wholesale sector. The industries that manufacture the drugs on which doctors rely to provide treatment for their patients often have specialized, extremely well-trained representatives that work as wholesalers to individual doctors, hospitals and drug store chains. These wholesale representatives work with the retailers to determine what goods they're likely to need in the near future and put those orders in with the manufacturer. In a particularly bad year for pneumonia, for example, the retailers may anticipate an increased need for antibiotics. They would communicate this to the representative who would then forward the appropriate order on to the manufacturing facility. This example makes it clear that a representative must have an extensive knowledge of the products they sell.

The final thing one must have to realize profit in the wholesale industry is an enthusiasm for the products they sell. In this regard, honesty is important. Choose a product in which you see a great potential for retail profit and help the manufacturer get that product to market. In this way, the wholesaler helps both the retailer and the manufacturer succeed and, thus, ensures their own success.