Bulk Wholesaler Phenomenon

We work with Barbieri Uniti as a distributor in the EU, but they do not (and have never requested to) purchase entire batches of product to control price and availability. Our current shipment will include batches of product previously released (things like Midnight Special, Fougère Gothique, Lime, etc.) to be made available in the EU properly, but I've never heard of a distributor engaging in such a practice as you described. Who told you this, Marko?

Nobody says who this wholesaler is. Dragonsbeard mentioned that something would be bad for the market, but as members, we don't know what it is going on.

They are actually printed as an agent (which is different than a distributor) on one company’s soap.

They are actually printed as an agent (which is different than a distributor) on one company’s soap.

On ours too. They're the registrant for fragrance and base formula compliance.

We work with Barbieri Uniti as a distributor in the EU, but they do not (and have never requested to) purchase entire batches of product to control price and availability. Our current shipment will include batches of product previously released (things like Midnight Special, Fougère Gothique, Lime, etc.) to be made available in the EU properly, but I've never heard of a distributor engaging in such a practice as you described. Who told you this, Marko?

Hi Will, thanks for weighing in. There’s nothing like facts to illuminate a discussion. I was in the midst of typing the post above and hadn’t seen your post until afterwards. If there’s anything I posted there that appears argumentative with your post it wasn’t intended but just a lack of knowledge.

No worries! I just wanted to point out that, so far as I know, if such a situation exists, it is very much not the norm, and the folks at BU have been very much above board with us from the outset. They have helped us to get our products into the EU, something that we could not do ourselves and which has been very beneficial.

We work with Barbieri Uniti just like any other wholesaler. In the EU we need special certification for products, labels, ingredients and so on. Barbieri Uniti helps in the certification and the paperwork to be in compliance with the EU regulations.  BU has never insisted that we raise our prices or we restrict our products availability to the wider market in the US, Canada or the EU.  Happy to share more info.

I had a nice conversation with Sri of Wholly Kaw earlier this afternoon.  He walked me through the details of WK’s arrangements with Barbieri in Italy. It’s basically a much more efficient way for brands like WK to gain access to all of the EU markets with Barbieri handling regulatory permitting and related matters as well. It sounds like a practical way to expand the business and maintain financial viability.  Sri also was clear that at no time had Barbieri ever restricted where he could sell product and that the existing vendor arrangements in North America are continuing business as usual. 

I think this is all good news because if brands are able to grow their business then there’s a much better chance that those brands will be around for a long time to come.

I had a nice conversation with Sri of Wholly Kaw earlier this afternoon.  He walked me through the details of WK’s arrangements with Barbieri in Italy. It’s basically a much more efficient way for brands like WK to gain access to all of the EU markets with Barbieri handling regulatory permitting and related matters as well. It sounds like a practical way to expand the business and maintain financial viability.  Sri also was clear that at no time had Barbieri ever restricted where he could sell product and that the existing vendor arrangements in North America are continuing business as usual. 

I think this is all good news because if brands are able to grow their business then there’s a much better chance that those brands will be around for a long time to come.

It was great talking to you Marko. Appreciate your assistance to help clear the confusion!!

I don’t know which artisans and vendors are involved in this scheme nor who’s behind the wholesalers

I have no knowledge of details of any arrangements as I’m assuming they’re subject to confidentiality so I’m just speculating. I

So we're having an in-depth very detailed discussion about something you think might be going on, but since you have no information on any specific artisans or wholesalers, you're not really sure if it's actually going on?

I don’t know which artisans and vendors are involved in this scheme nor who’s behind the wholesalers

I have no knowledge of details of any arrangements as I’m assuming they’re subject to confidentiality so I’m just speculating. I

So we're having an in-depth very detailed discussion about something you think might be going on, but since you have no information on any specific artisans or wholesalers, you're not really sure if it's actually going on?

Yeah that’s basically it, or at least it was at the outset. What I was reading in members’ various posts sounded a bit disturbing so I started this thread to discuss and hopefully attract some members and/or soap makers that might actually have facts. I think the thread was successful in that regard as we’ve heard from Barrister and Mann and Wholly Kaw. I grateful for their response and their openness.

I don’t know which artisans and vendors are involved in this scheme nor who’s behind the wholesalers

I have no knowledge of details of any arrangements as I’m assuming they’re subject to confidentiality so I’m just speculating. I

So we're having an in-depth very detailed discussion about something you think might be going on, but since you have no information on any specific artisans or wholesalers, you're not really sure if it's actually going on?

Yeah that’s basically it, or at least it was at the outset. What I was reading in members’ various posts sounded a bit disturbing so I started this thread to discuss and hopefully attract some members and/or soap makers that might actually have facts. I think the thread was successful in that regard as we’ve heard from Barrister and Mann and Wholly Kaw. I grateful for their response and their openness.

I found it tremendously insightful, I appreciate Marko opening the thread along with B&M and WK’s communication with the community.