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It probably went something like "we can do $5.00 per unit, sold in cases of 6"

"Ok, we'll order 6000 at that price"

Yes, but at some point a purchase order has to be drafted and a contract has to be signed. Those things should be spelled out in detail.

I'd think the big company would almost demand that or else the coffee roaster could ship 6000 zip lock baggies with 10 coffee beans in each. I know that's an absurd example but a PO and contract protects everyone against that and that's why any reasonable company doesn't proceed without defined terms.

Possibly this is the real reason the order was cancelled. Once the unit/case thing was figured out, the distributor realized they’d have to pay 6x more or the seller realized they were getting paid 6x less. The deal fell apart.

Sure, but when the order comes written down something would be wrong. Either you would have:

6,000 units @ $30 per unit

Or

36,000 units @ $5 per unit

You can't have:

6,000 units @ $5 per unit with the expectation that you're going to get 6,000 cases

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