How to Create a B2B Price Sheet
A B2B price sheet is the lean version of a wholesale catalogue — fewer images, more data, built for purchasing decisions rather than browsing. Where a full catalogue tells the product story, a price sheet answers: what can I buy, at what price, and what are the terms? Here's how to build one that works for the buyers who use it.
Price sheet vs catalogue vs line sheet
These terms overlap, and different buyers use them interchangeably, but the distinctions are useful:
- Price sheet. Primarily a price reference — products, variants, and prices. May include a thumbnail image, may not. Lean and fast to read.
- Catalogue. Image-forward. Sells the product visually. Broader audience, including end consumers and press.
- Line sheet. Wholesale-specific. Product image, variants, trade price, RRP, MOQ — the ordering document. More detailed than a price sheet.
A price sheet is what you send when a buyer asks "what do you have and what does it cost?" — before they've decided to order. A line sheet is what they order from.
What to put on a B2B price sheet
- Your name and contact details. Who to reach when they're ready to buy.
- Product name and SKU. Enough to identify each item without ambiguity.
- A small image. Not required, but a thumbnail helps buyers connect prices to products without a separate reference.
- Trade price. What they pay. Not your cost; not your retail.
- RRP. Their expected margin, at a glance.
- MOQ and terms. Minimum order, payment terms, lead time.
- Date. When this was produced. Buyers need to know if they're looking at a current document.
Formatting it
A price sheet is primarily functional. That said, it should still carry your branding: logo, brand colours, and a clean layout signal that you're a professional operation. A price sheet that looks like an unformatted spreadsheet undermines the impression before the buyer even reads it.
Keep it compact. A one or two-page price sheet for a focused range is easier to act on than ten pages of catalogue copy with prices buried in the text. Buyers want to scan, not read.
A price sheet doesn't need to sell — the product does that. The price sheet just needs to make ordering easy.
Keeping it current
A B2B price sheet that's out of date is actively harmful — buyers order from it and then have to renegotiate when invoiced at a different price. Keep the version date visible, regenerate after every price change, and consider whether a live shareable link (that always shows current prices) is a better send than a static PDF.