No Price is fixed 

No price is fixed when you're dealing with a wholesaler. This is unlike a retail store, where prices are clearly marked and rarely changed by bargaining. The wholesaler is always charging different prices to different customers (based on their volume), so he is much more flexible in his pricing. 

Knowing that prices are not fixed is the basis for beginning any bargaining. 

Develop A Good Relationship with the Supplier. 

This one rule, developing a good relationship with the supplier, is probably the most important one you'll ever need, especially if you plan to do business with a supplier over a long period of time. 

The reason for this is simple. If a supplier likes you and sees you as one of its better customers, they will be more likely to let you know about special deals they have in the future, such as company promotions, overstocked items, or new hot products. Any time they have a special deal that is limited, they will offer it automatically to their best customers. If you're on that list, you'll end up saving more money than most other customers. Also, once you've established a relationship with the supplier, they will be very happy to give you the very lowest possible price they can afford, because they value your business. 

At times, it may be more important for you to put this relationship ahead of saving a few more dollars on a particular item, because the relationship will save you hundreds, even thousands of dollars over a long period of time. 

To develop a good relationship takes common sense. First of all, try not to be unrealistic in your demands. You have to recognize that the supplier needs to cover his expenses, and must make some profit. If you try to squeeze a supplier too much in demanding a better price, you can ruin the relationship. There's nothing more aggravating to a supplier than someone who is completely unrealistic in his demands.  

The best way to develop the relationship is to find one sales rep and stick with him or her. Making a personal contact will make everything much smoother for you, and will ensure that you get the best prices. Because the sales rep works on commission, he will do everything he can to help you do more business. He will take a personal interest in your business, because he knows his commission depends on how satisfied you are. If you are always talking to different reps, they will not know you and how much business you are giving them. People by nature are more conservative when dealing with strangers.  

Always ask for 5-10% off the First Price  

When you first contact a supplier, you can expect him to give you a price, which is about 5-6% more than what their regular customers get. This is because you are new to them and they need to make as much as possible on each sale. You should expect this and never accept the initial price offered. Start by asking for the 5% reduction, and then try for 10%. You need to persuade the supplier that you are very serious about his products, and that you expect to do large volume with him. Just say that now you are testing the waters with a small order, to see how the product works, how efficient the shipping is, and how reliable the company is. If you can convince him that you may give him a lot more business in the future, you can easily get that 5-10% reduction on your first order.  

Order in the Largest Quantity Possible  

Make yourself seen as a quantity buyer as much as possible. This means that it's better for you to order 1 dozen of an item once a week than to order 3-4 items each day. Even though the overall quantity you are ordering may be the same when you order on a daily basis, you are perceived as a larger buyer if your orders are for a dozen at a time. It is the high volume buyers that get the discounts, and it's therefore in your interest to make your orders as large as possible.