What to put in your wholesale terms and pricing/order documents is a question that comes up a lot. It's not a one-size-fits-all, since every dyer is different, but there are fundamentals and things to think about. I've only done a couple trunk shows, and they were pretty casual affairs at local places, so this post is only going to be about general wholesale terms. Trunk show terms could be an excellent topic for a guest post, if anyone's experienced with those....
So, in no particular order:
1. Asking for legal documentation. This can range from asking for a resale license number, if in a state that charges sales tax like California, to an EIN (employer identification number) or federal tax number. It separates the wheat from the chaff; it would obviously be suspect if a shop that wanted to place an order didn't have anything. I've yet to hear of some crazy attempted scam, though, and it's pretty easy to check if a place is legit or not.
2. Payment terms. I have always asked for a non-refundable deposit of 50% up front, the remainder to be paid upon completion of order. (and, it should go without saying, not shipping until you've received payment.) This way, if something goes wrong, at least you have your materials covered. I don't carry a ton of undyed stock, so I use that deposit to purchase the materials for that order. You can ask for a higher or lower deposit, or even payment in full. Ask for something. I've routinely read (usually in the Etsy forums, and usually not about yarn) about people getting screwed because they didn't get anything up front. You don't need to have a shop sign something-- the payment of the deposit invoice is the contract. Also, if it's a brick and mortar store, you can literally walk in the front door and ask the buyer what's up. Obviously not if it's not close to you, but my point is that it's pretty easy to get in contact with a buyer if they're not responding to you, and they're probably aware of that. I will say, however, I've never had a problem, and it doesn't seem to be something that's rampant.
3. What methods of payment you'll accept. PayPal, credit card, checks...whatever works the best for you. If you accept checks, wait until they are cleared to start anything. One nice thing about checks that I didn't think about until my partner pointed it out, is that with checks you avoid having to pay any fees. However, you're also running the risk of them bouncing, getting lost on your desk, lost in the mail...with the other payments, you get the money instantly.
4. Invoicing. I use PayPal for the most part, so I will send invoices via PayPal, but you can also use Square or find a template online that you like. On the invoice, a good rule of thumb is to have each color of each product and the quantities listed, and the total amount for each color ordered. You could separate it by product or color. For instance, say a shop is ordering several different bases. For, say, an MCN base, that could be one section of the invoice, where under that base is listed the colors and quantities ordered, then the next base, and under that the colors and quantities ordered of that base.
5. Shipping methods. Something like, "We ship USPS; if you would like it shipped by a different method, contact us." Sometimes a shop wants to use their UPS or FedEx account, for which they will give you their account number to ship. I think most of the time the buyer knows that they will be paying for shipping, but you can state that in an oblique yet definite way; when I talk about the remainder deposit, I say something like, "remainder invoice plus shipping due on completion of order". That way I don't have to say "buyer must pay shipping!", because psychologically, if someone said to me, "You must pay shipping" I might think, huh, there are other options out there where I don't need to always pay shipping? It's how I like to do it, but you may prefer to do it a different way.
6. Minimums. Minimums are going to vary from dyer to dyer, but the basic idea is that you want your minimums to be enough to be worth your while. It can be a dollar amount or a number amount. For instance, when I wholesale my mini skein sets, I require them to be ordered in a multiple of 6, as that's the amount that I dye at a time. You can have a minimum requirement for an opening order and then no minimums for re-orders, or you can have re-order minimums as well. It's up to you.
The minimums can also vary due to product. For instance, something that you regularly carry, a stock color, might have lower minimums because you sell it regularly already. If it's something custom, then you might want to have higher minimums because it's not part of your regular stock.
7. Turnaround times. You should have a fairly good sense of the length of time it takes you to dye a certain number of skeins, but it's really going to depend upon the size of the order. So you could put something like 6-8 weeks (or less, or more), say, but that times will vary according to order size and your dye schedule.
8. Price list: What bases you are wholesaling and the wholesale price per base.
9. Colorways available for order. I would strongly advise against only offering "dyer's choice" for buyers to order. Shops know what colors sell and don't sell, and they want to be able to select exactly what colors they are ordering so that they're not stuck with yarns that don't sell. The company I know who does that is large enough and their yarns are popular enough that shops will accept that...but believe me, I've talked to many, and they are not too happy about it, they're just forced to accept it because it is a proven major seller. If you're not a proven major seller...there's really no reason why a shop will take a risk with you rather than buy from another dyer where they can select exactly what they want.
Keep it clean and simple. If you have too many additional requirements beyond the fundamentals, a buyer is likely to think it's just going to be a hassle working with you, and will go with another dyer.
I also want to say that I'm not affecting to be an expert on all of this content. I'm trying to provide as much good content and information as I can. That's why I'm looking forward to having guest posts-- this blog is not the Krista Knows Everything show.