How to Get the Best Wholesale Pricing: A Complete Guide for Resellers, MSPs, and Dealers

Why Wholesale Pricing Matters

For resellers, MSPs, and dealers, margins are everything. The difference between breaking even and building a thriving business often comes down to how well you manage wholesale pricing. But in today’s competitive IT, print, and office technology landscape, simply asking for a discount isn’t enough.

To secure the best possible pricing, you need a strategic approach that combines research, forecasting, and strong vendor relationships. At Image Star, we’ve seen firsthand how resellers who take a proactive role in their purchasing strategy not only unlock better pricing but also build long-term business stability.

This guide breaks down the five core strategies to help you get the best wholesale pricing—and explains how Image Star supports partners with tailored solutions and pricing programs.

1. Do Your Research: Distribution Options Matter

The foundation of smart pricing starts with research. Not all distributors are created equal, and not all pricing structures are transparent.

Key steps in researching distribution options:

• Compare multiple distributors – Look at pricing structures, product ranges, and support services.

• Evaluate value-added services – Does the distributor offer training, marketing support, or financing options? These extras can impact your bottom line.

• Check reliability – Consistent fulfillment and inventory availability often outweigh the lowest upfront cost.

🔑 Pro tip: Choose a distributor that invests in your success. The right partner offers not just competitive pricing, but also strategic guidance, flexible programs, and growth incentives.

At Image Star, our role goes beyond fulfillment. We invest in reseller success through webinars, channel support, and reseller-first programs designed to drive long-term profitability.

2. Consolidated Volume = Better Discounts

Another proven way to unlock the best pricing is consolidation. Instead of spreading your orders across multiple vendors, centralize your purchasing power with one primary distributor.

Why consolidation works:

• Larger order volumes = stronger negotiating power

• Simplified logistics – fewer invoices, fewer freight costs, and better efficiency

• Eligibility for higher rebate tiers or volume-based discounts

Resellers often underestimate how much leverage they can gain simply by focusing their spend. For example, a dealer consolidating toner and IT peripherals with Image Star can unlock tiered pricing programs that wouldn’t be available if orders were spread thin across multiple suppliers.

3. Provide a Business Forecast

Distributors reward predictability. If you can forecast your purchasing needs and share them with your supplier, you’re more likely to get favorable pricing.

Why forecasting matters:

• Helps suppliers plan inventory – lowering their risk

• Positions you as a preferred partner – distributors will prioritize you when stock is limited

• Opens the door for special pricing agreements

Even a simple quarterly forecast can be enough to start a stronger negotiation. Imagine telling your distributor: “We anticipate ordering 1,000 toner units this quarter across X clients.” That transparency can lead to locked-in rates that competitors don’t get.

At Image Star, we encourage resellers to share their growth plans. Our account managers use this information to align pricing programs with partner demand—ensuring you never miss an opportunity.

4. Tap Into Channel Program Rebates & Vertical Incentives

Many vendors and distributors run rebate programs that reward volume growth, vertical expansion, or brand loyalty. These rebates can have a massive impact on your overall pricing structure.

Types of channel programs that matter:

• Vertical rebates – incentives for selling into certain industries (healthcare, education, government, etc.)

• Brand loyalty rebates – discounts or credits for committing to specific product lines

• Growth rebates – extra incentives when you exceed certain sales thresholds

Resellers who fail to track and maximize these programs leave money on the table. The challenge is that every vendor structures rebates differently, which can make them complex to manage.

That’s why Image Star provides program guidance and visibility. We simplify rebate tracking, ensuring partners never miss opportunities to earn back margin.

5. Leverage Deal Registrations & Large Opportunities

When large deals or enterprise opportunities arise, resellers often overlook deal registration or custom pricing opportunities. Registering your deal with a distributor or vendor can:

• Secure you exclusive pricing on that opportunity

• Block competitors from undercutting you

• Ensure lowest-available cost structures from vendors

Large opportunities often come with additional vendor investment—whether that’s deeper discounts, marketing development funds, or bundled services.

At Image Star, we actively work with partners to structure competitive bids, providing custom pricing support when it matters most. Our goal is to make sure our partners win—not just compete.

Bringing It All Together: Image Star’s Advantage

Securing the best wholesale pricing isn’t about cutting corners—it’s about strategy. By combining research, volume consolidation, forecasting, rebate programs, and deal registration, resellers can maximize both margins and long-term growth.

At Image Star, we act as more than just a distributor. We’re a partner who:

• Provides competitive, transparent pricing

• Helps partners navigate rebate and channel programs

• Supports deal registration and custom pricing requests

• Invests in reseller growth with education and resources

For resellers, MSPs, and dealers, pricing is power. And with Image Star in your corner, you gain both the pricing advantage and the partnership advantage.

In today’s market, success isn’t about who has the lowest cost on paper—it’s about who has the smartest strategy. By applying these five best practices and working with a distributor committed to your success, you’ll not only get the best wholesale pricing but also unlock growth potential for years to come.