B2B overview
Getting started with wholesale on Katura.
Overview
Katura's wholesale system lets you manage B2B relationships with retailers and resellers. Track leads through a sales pipeline, manage wholesale accounts with custom pricing, and compare wholesale vs. retail performance.
Wholesale dashboard
The wholesale overview page shows:
- Total wholesale revenue — from settled orders only
- Wholesale order count and AOV
- Retail comparison — side-by-side with retail revenue
- Active accounts
- Pending leads
- Lead-to-account conversion rate
Note
Revenue calculations exclude pending and cancelled orders — only settled orders (Paid, In Production, Shipped, Delivered, Refunded) count toward wholesale metrics.
Wholesale sections
| Section | Purpose |
|---|---|
| Accounts | Active wholesale customer accounts with custom discounts, credit limits, and payment terms |
| Leads | Prospective wholesale customers — business name, contact, volume estimates |
| Pipeline | Visual sales pipeline for wholesale lead progression |
| Settings | Default discount percentage, minimum order amounts, resale certificate requirements, auto-approve toggle |
Wholesale accounts
Each wholesale account includes:
- Discount percentage — custom discount off retail prices
- Credit limit — maximum outstanding balance
- Payment terms — Net 30, Net 60, etc.
- Minimum order amount — per-account minimum
- Tax exempt status — with resale certificate tracking
- Total wholesale revenue — lifetime spending
Default wholesale settings
Configure system-wide defaults at Wholesale → Settings:
- Default discount — percentage off retail for new accounts
- Minimum order amount — minimum for all wholesale orders
- Minimum first order amount — higher threshold for first-time orders
- Require resale certificate — toggle whether accounts need a cert on file
- Auto-approve — automatically approve new account applications
B2B onboarding flow
Wholesale accounts go through a five-step lifecycle. Each transition is logged in the pipeline so the sales team and the principal always know where every prospect stands.
- Lead captured — application form on the storefront (linked from your footer or a dedicated
/wholesalelanding page) creates a Lead record. - Vetted — sales rep reviews business name, EIN, resale certificate, and prior buying history. Status moves to Qualified or Disqualified.
- Account created — Qualified leads convert to a Wholesale Account with assigned discount, credit limit, and payment terms.
- Catalog assigned — pick a price list (one of the catalogs you've built) for the account. Different tiers can see different SKUs and prices.
- Active trading — account places orders against the assigned catalog. Payment terms (Net 30 etc.) are tracked per invoice.
NET term mechanics
When a wholesale account places an order on Net 30 terms, Katura issues an invoice instead of charging immediately. The invoice has a due date 30 days from issue. Behind the scenes:
- Order moves to
Awaiting Paymentstatus, but ships on schedule. - Outstanding balance counts against the account's credit limit.
- If the credit limit would be exceeded by a new order, checkout blocks with a clear error and pings the assigned sales rep.
- Reminder emails fire at 7 days, 1 day, and 7 days past due.
- Aged-receivables report at
/admin/wholesale/agingshows 0–30, 31–60, 61–90, and 90+ buckets.
Catalog strategy
Most jewelers run 2–4 wholesale tiers — for example: Boutique (15% off retail, MOQ $500), Department (30% off, MOQ $5k), Distributor (45% off, MOQ $25k). Each tier is a catalog with its own price list, optionally a different product subset, and its own MOQ.