Usually they don't want to buy the same large quantity, but want to buy smaller amounts as the product sells. Would anyone like to share what they do in this instance that works for them?
I'm not sure why you think that. Did they tell you that? Because that does not seem like a good buying practice for a store. Typically stores will order x qty, and if it sells they will restock not the amount that sold, but the amount that the supplier offers - whether it's by the case, dozen, or whatever. If it doesn't sell for the store, they discount to move stock and don't reorder.
I do wholesale for a couple breweries, and I set one order qty: my minimum wholesale batch size is 18 bars, which is the largest batch that I make, which is what I determined to be the smallest amount I could do and still be profitable (I include my time in addition to COG).
You need to determine 1) Cost of Goods (COG) make sure you include packaging 2) costs not in COG (this is things like the disposable gloves, freezer paper for lining mold) 3) Your time. (1+2+3)*2=wholesale. For me, it isn't worth doing wholesale for 9 bars (my next smallest batch size) and it isn't worth it to my buyer either, as it tends to be more expensive. For example for 18 bars, I spend 30 minutes making, 15 minutes cutting, beveling, stamping, 15 minutes making and printing labels, and 30 minute packaging. So roughly 1.5 hours * $12/hour which is what I decided my hourly rate is (I'm cheap labor haha). For a 9 bar batch, I have a slight reduction in time spent packaging, and probably cutting/beveling/stamping... but my entire time doesn't drop in half, it only drops by about 15 minutes.
So labor for 18 bars = 1.5*12=$18
labor for 9 bars = 1.25*12=$15
So my 1+2+3 = 16+.20+18 = 21.40 *2 = $42.80 per 18 batch (2.37/bar)... or 8+.20+15=46.4 per 9 batch (5.15/bar).
If your buyer wants to pay a higher price for smaller qty size, then that's what you have to do, you can't offer it to them at the same price, you'll be short changing yourself.