Internal. Costs and margins inside. Don't forward.
Team meeting brief · Sep 30, 2026 · after the call with Matt Sencenbaugh
Wrestling IQGear Store
Wrestling IQ wants Compound as a launch vendor inside its club app, next to Cliff Keen. Nearly 500 clubs, our exact buyer. This brief answers three things for the meeting: is it worth it, what the pricing has to look like so it pays for the work, and what we owe Matt in the next two weeks.
The prize is distribution: our brand at checkout in front of hundreds of club coaches and their parents, with no sales rep time spent to get there. Wrestling IQ takes the store build, payment, sales tax, fundraising payouts and first-line parent questions off our plate. Design is the one manual step we keep. The deal works if five things are true:
- 1A smaller dealer discount, with a price ceiling.The 40% on our dealer sheet pays a dealer to sell, design and manage the account. We keep the design and account work here, so Wrestling IQ gets less: about 30% off MSRP on the core line with our placeholder effort numbers. Wrestling IQ can't list above what a club pays us direct. Club fundraising goes on top.
- 2A locked catalog.Three preset packages built from the style guide. Anything custom, and any bulk order without a store, goes to a Compound rep with a referral fee back to Wrestling IQ.
- 3Complete design intake before we schedule a designer.Logo file, Pantone colors, style number, roster names. One proof and one revision round in this tier.
- 4Account protection in writing, both ways.Our existing clubs stay ours. Wrestling IQ clubs that come to us direct earn Wrestling IQ a referral fee for a set term.
- 5Paid at close.Wrestling IQ pays us for each store when it closes, before production starts.
What they'reproposing
From the call. Wrestling IQ acts as the dealer. Stores run inside the app, orders ship in bulk to the club, and Wrestling IQ is the merchant of record.
Wrestling IQ handles
- The store inside the app: storefront, cart, checkout, coach's live order view
- Payment and state sales tax as marketplace facilitator
- Club fundraising add-ons and the payout to the club
- Bundles with per-item sizes (Matt committed to building this)
- Collecting the club's logo and first-line parent questions
- About one staff person on gear this season. Ray Blake just joined them.
Compound handles
- The catalog, three package templates and the price list
- Design and mockups from the style guide
- Production, then sorting and bagging by athlete
- One shipment to the club, not to individual homes
- Second-line support: defects, misprints, wrong items
- Taking the custom and bulk work Wrestling IQ won't do
Out of scope for the platform: custom packages, bulk orders with no store, shipping to homes. Matt wants those routed to us.
Our dealer sheetdoesn't fit this deal
Our dealer sheet is 40% off MSRP on every item. The trouble is that our MSRP sits well above what clubs pay us today. If Wrestling IQ buys at dealer price and sells at MSRP, their parents pay 36–60% more than a parent on our own store, on a screen right next to Cliff Keen's prices.
| Package | Our price today | MSRP | Dealer (40% off) | Parent pays: sheet | Parent pays: parity |
|---|---|---|---|---|---|
| Singlet PackOur Home / Away bundle: 2 Pro Series Singlets | $100 | $160 | $96 | $160 (+60%) | $100 |
| Team PackageOur Elite bundle: Momentum ¼ Zip, Performance Short Sleeve, Fight Shorts, Singlet | $210 | $285 | $171 | $285 (+36%) | $210 |
| Spirit PackOur Promo Practice bundle: tee, long sleeve, hoodie, dri-fit short (SP/DTF) | $65 | not on sheet | not on sheet | n/a | $65 |
| Pro Series Singlet, singleOur store average $61.61 (2,788 sold across 167 stores, 2025–26) | $50–62 | $80 | $48 | $80 | ~$60 |
Dealer pricingadjusted for our work
This is our dealer sheet: 34 items, MSRP, landed cost, and the 40% dealer price. A normal dealer does the selling, design direction and account work, which is what the 40% pays for. Wrestling IQ won't. We'll still need a designer and an account rep on every order, so the discount has to shrink. Set the effort for each role below and see which items still hit our margin. Amber numbers are placeholders to set in the meeting.
Margin left after landed cost, commission, fees and the people on the order.
Our median club and teamwear store runs 30–47 units. Labor spreads across every unit.
| One typical order | Normal | Wrestling IQ |
|---|
What the order is
| Item | MSRP | Landed cost | Sheet dealer | WIQ price | People / unit | Our profit | WIQ margin | Normal margin | Max discount |
|---|
Landed cost and MSRP from Compound_Dealer_Pricing_40_GP.xlsx. "Max discount" is the deepest cut off MSRP that still leaves that item at the target margin on a Wrestling IQ order. The sheet covers the sublimated line only. Decorated blanks and personalization still need prices.
Where the workactually goes
Every step from a club saying yes to a box on the coach's porch. Amber rows are manual work on our side. Design is the only one we can't automate.
- 01Club picks one of three packages in the appWrestling IQIn app
- 02Design intake: logo file, Pantone colors, style number, roster namesWrestling IQForm
- 03Mockups from the style guideOur designersManual
- 04Proof approval through our Printavo proofing link, color swatch includedCompoundPrintavo
- 05Store-ready product imagesOur designersManual
- 06Store build, countdown, parent emails, fundraisingWrestling IQOff our plate
- 07Progress to minimums, alert two days before closeSharedFeed
- 08Order file at close lands in Printavo as a work orderOur developerImport
- 09Payment for the storeWrestling IQAt close
- 10Production: 14 days SP/DTF, 21 with embroidery, 25 with sublimationCompoundStandard
- 11Sort and bag by athlete, one shipment to the clubCompoundStandard
- 12Status and tracking back to the app, parents notifiedSharedFeed
- 13"Where's my singlet" and size questionsWrestling IQTier 1
Every order file needs
- Store ID, club name, open and close dates
- Ship-to: coach name, address, phone
- Per athlete: name, package ID, each item by our style code, size, color, qty
- Personalization per item (name on the singlet only, for example)
- Price paid and fundraising amount, as separate fields
- The approved proof number the order was built on
CSV at close is enough for the pilot. An API or webhook can come later.
What we send back
- Status per store: received, in production, sorting, shipped
- Tracking number and ship date
- Short-ships or remakes, by athlete
Printavo tags already drive our statuses. Mapping a handful of them to Wrestling IQ's order view is what keeps parents from calling.
What came upand our answer
Getting priced out
"You don't want people being like, man, 150 bucks for a singlet."
Price parity. Before we send numbers, pull Cliff Keen's club pricing on singlets, fight shorts and warm-ups. We'll be on the same screen.
Clubs call us direct next year
"The coach the first year is going to order through your site, and then the next year they're just going to call us."
Put it in writing. Swap client lists up front. Tag every Wrestling IQ club in HubSpot as source "Wrestling IQ". Off-platform orders from those clubs pay Wrestling IQ a referral fee and the rep a reduced commission.
Design eats the margin
"When I'm burning through 3–4 hours of their day for one t-shirt or singlet design, that gets pricey."
Style guide only, intake first. No designer time until intake is complete. One proof and one revision round. Second-season stores reuse approved art.
Stores miss minimums
"You launch the store and you only got five t-shirts that somebody bought."
Packages are the core. Every athlete buys the same pieces, so the uniform clears minimums. Wrestling IQ shows the coach live progress. We still need a rule for items that fall short.
"Where's my singlet?"
"Did you not read? The store is going to be open for another week and a half."
Dates at checkout. Close date, countdown, and the production window from close. An extension restarts the clock and Wrestling IQ emails everyone who already bought.
Maroon vs cardinal
"Our maroon is not going to be the same as Cliff Keen's maroon."
Pantone at intake, our swatch on the proof. Approving the proof approves the color.
Wrestling IQ processing payment
"Sounds like a terrible idea."
It works for us. Since the 2018 Wayfair ruling, marketplace-facilitator laws put sales tax on the platform. We sell to Wrestling IQ wholesale on a resale certificate and skip tax filing on these orders. Confirm with our accountant.
Wrong sizes and remakes
"Give me my kid's singlet in the right size."
Our error, we remake. A wrong size ordered is a new order at the store price. Custom gear is final sale, and checkout says so.
Decide inthe meeting
In order. The first four have to be settled before anything goes to Matt. Checkmarks save in your browser only.
- Cliff · Stephanie
Wrestling IQ discount off MSRP and our margin target
Set the real hours and commission in the dealer tool first. With the placeholders, about 30% off keeps the line where a normal order lands, and 23% keeps every item at 35%. The full 40% leaves 17 of 34 items under 35%. Matt said 30–40% is typical for dealers. Decide whether the high-cost jackets get a smaller discount or stay out of the catalog.
- Stephanie
Wrestling IQ price list
One price per package plus single items. Add what the Midwest sheet lacks: decorated blanks (Sport-Tek, Gildan, Bella+Canvas, Port & Company, Badger) and name personalization.
- Max
Account protection
Existing client list, referral fee percentage and how long it lasts, and rep commission on Wrestling IQ referrals.
- Stephanie · Account managers
Minimums on these stores
Sublimated 6 or 12? DTF 12? And what happens when an item falls short: the club tops it up, we refund it, or we run it anyway above a floor.
- Art director
Design scope for this tier
Recommend style guide only, one proof, one revision round, and a set hours cap per club. Past the cap, it becomes a custom job for a rep.
- Max · Cliff
Our one contact for Wrestling IQ
Cliff suggested a single go-to person. Choose between Jamil, who already knows everyone, and an account manager who handles the order flow.
- Stephanie
Payment terms and remakes
Paid at store close before production. Remake policy as above.
- Our developer
Order file into Printavo
CSV for the pilot, API later. Settle the field list above.
- Cliff
Marketing the stores
Offer our Store Launch Kit for their stores, and ask Wrestling IQ to push an in-app notice to members at open and three days before close. Coaches won't market the store themselves.
Planof action
Built backwards from Matt's target: pilot announced in about two weeks. Clubs start ordering after football, so the first stores open in late October.
- Thu Oct 1 – Fri Oct 2 · Whole team
Internal meeting. Settle decisions 1–4. Cliff emails Stephanie and copies Matt, as promised on the call.
- By Tue Oct 6 · Stephanie
Pull Cliff Keen's club pricing. Finish the Wrestling IQ price list, including blanks and personalization.
- By Wed Oct 7 · Cliff · Stephanie
Send Matt a term sheet (pricing model, protection, payment, minimums, turn times, support split) plus the catalog with images, three package templates, and two live stores to click through.
- By Fri Oct 9 · Developer · Art director · Account managers
Agree the order-file spec with Wrestling IQ. Build the CSV import into Printavo. Put the design intake form live.
- By Tue Oct 13 · Both teams
Test one dummy club end to end: intake, proof, store in the app, close, file into Printavo, tracking back to the app.
- About Wed Oct 14 · Wrestling IQ
Wrestling IQ announces the pilot to its clubs.
- Late Oct – Nov · Our Wrestling IQ contact
First pilot stores open. 15-minute weekly check-in with Wrestling IQ. Designers log actual hours for each club.
- By Fri Dec 11 · Cliff · Stephanie · Max
Once about five stores have closed, compare real numbers to this model. Adjust the fee, minimums and design rules before going past 20 clubs.