Product Pricing Strategy for Wholesale and Retail

product pricing

Every retailer at one time or another has wrangled with the issue of product pricing, especially those who sell products direct-to-consumer and wholesale. If you’ve been struggling with this question lately, you’re not alone.

There are a number of mathematical formulas used in determining a product’s price, margin, markup, markdown, profitability, and sales history. Thankfully, there are only a few you need to know when pricing products for direct-to-consumer sales and wholesale.

Here, we’ll walk you through a few of those formulas and some steps you can take to create successful pricing strategies for your product, whether you sell wholesale, retail, or both.

Wholesale price vs. retail price

Wholesale and retail are two fundamentally different processes: wholesale involves moving goods from manufacturing to distribution. Retail involves acquiring goods and selling them to customers. 

Producers or distributors charge wholesale prices to retailers. Then, the retailer charges consumers for that same product at a higher price—the retail price.

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What is wholesale price?

Wholesale pricing is what you charge retailers who buy products in large volumes.

The goal of wholesale pricing is to earn a profit by selling goods at a higher price than what they cost to make. For example, if it costs you $5 in labor and materials to make one product, you may set a wholesale price of $10, which gives you a $5 per unit gross profit.

What is retail price? 

The retail price is what retailers set as the final selling price for consumers.

Retail pricing is all about the customer. What would they be willing to pay for your product? A retailer will mark up the price on wholesale ecommerce goods to earn a profit, but it shouldn’t exceed what the customer will pay for it.

This is the tricky part of retail pricing, as the answer to this question is typically fluid.

Retail prices are first set with knowledge of ‘what will the customer pay for it.’ It starts there. For me, if this came out to a 50% margin, I’d see what increasing the price to $28 or $30 would do. Once it feels good, I would leave it there.

Participant from Contextual Pricing study by Shopify

Say a retailer buys your product for $10 and wants a $10 gross profit, then they would charge $20 for the product in-store. This is also known as keystone pricing, or simply doubling the wholesale cost paid for a product. (If you are a wholesaler, you can recommend a suggested retail price (SRP) to retailers; they do not have to use it, but it’s helpful if they do. We’ll discuss more on this later.)

💡 TIP: Only Shopify Plus comes with built-in B2B features that help you sell wholesale and direct to consumers from the same website. Tailor the shopping experience for each buyer with customized product and pricing publishing, quantity rules, payment terms, and more—no third-party apps or coding required.

How to calculate wholesale price

Let’s look at how you can calculate a wholesale price for your products. 

1. Research your market

Before you set any product prices, determine your market segment and where you fit in. For example, are you a discount brand, a contemporary brand, or a designer brand? This also determines how your audience perceives you, which ultimately affects your pricing.

If a lower price point is your competitive advantage, keep that in mind while doing your research. Be cognizant of your break-even point, and use the break-even point formula to calculate this number. If your target customers are more budget-conscious or looking for a high-quality, high-end product, consider these factors when conducting market research.

READ MORE: Learn the ins and outs of your target market with our guide to market research for your small business.

2. Calculate your cost of goods manufactured

Cost of goods manufactured (COGM) is the total cost of making or purchasing a product, including materials, labor, and any additional costs necessary to get the goods into inventory and ready to sell, like shipping and handling.

A product’s COGM can be determined with the following calculation:

Total Material Cost + Total Labor Cost + Additional Costs and Overhead = Cost of Goods Manufactured

3. Set your wholesale price

When setting your wholesale price, first multiply your cost of goods by two. This will ensure your wholesale profit margin is at least 50%.

Profit margin is the gross profit a retailer earns when an item is sold.

Apparel retail brands typically aim for a 30% to 50% wholesale profit margin, while direct-to-consumer retailers aim for a profit margin of 55% to 65%. (A margin is sometimes also referred to as “markup percentage.”)

Let’s say you sell swimsuits. If you buy each swimsuit for $25 and sell them for $50 each, your retail margin per suit is $25, or 50%.

Retail margin percentage can be determined with the following formula:

Retail Price - Cost / Retail Price = Retail Margin %

In the case of the swimsuits: $50 (Retail Price) - $25 (Cost) / $50 (Retail Price) = 0.5, or 50% (Retail Margin)

How to price wholesale: Pricing methods

There are many different wholesale pricing strategies available, but don’t fret—it’s not helpful to learn all of them if you’re new to selling wholesale. 

Instead, let’s go over two simple and easy to use methods you can use today. 

Absorption pricing

Absorption pricing refers to factoring in all the costs associated, including fixed cost and profit margins, when determining your price. It’s called “absorption” because all the costs are consumed in the product’s final price. 

The formula for absorption pricing is as follows:

Wholesale Price = Cost Price + Profit Margin

Not sure how to calculate cost price? You’ll need to know your costs of goods sold (COGS) and your overhead costs. Here’s a little refresher:

  1. Calculate your cost of goods sold
  2. Calculate your overhead costs
  3. Add the two costs together. Once you have those two numbers, combine them to create your cost price for the formula

    Absorption pricing method pros

    • It’s easy to use and doesn’t require any training or complicated formulas
    • Your profits are almost guaranteed. If you can account for all expenses, you’ll likely turn a good profit

    Absorption pricing method cons

    • Pricing gaps are frequent, and it doesn’t take into consideration any competitor pricing
    • This method doesn’t account for value perception. You could charge too much, sending potential buyers to other providers

    Differentiated pricing

    Differentiated pricing is a wholesale pricing method used to optimize return on investment by calculating the demand for a product. In this case, different buyers in different situations pay different prices for the same product. 

    Also referred to as demand pricing or time-based pricing, this method is based on the idea that buyer acceptance determines the price on any given market condition. 

    For example, if you are selling bathing suits, you can sell at a higher price than the average market value during peak seasons. You’ll notice in retail stores the price of bathing suits can rise quickly at the beginning of summer season, then come back down after the demand drops off. 

    This also applies to areas where there is less competition and customers typically buy products at a higher price, such as a beach resort or an airport. 

    Using differentiated pricing, wholesalers can also offer products at a lower price. For example, if you have too much old stock on hand, you can run a flash sale last minute and walk away with some profit.

    📌 GET STARTED: With Shopify, creating discount codes is easy. Plus, they work for both online and in-store purchases. To find out how often your returns discount code is used, view the Sales by discount report in Shopify admin.

    Regardless, you need to set a price that buyers believe is fair for the product’s value and still earns them a healthy profit at the end of the day.

    Differentiated pricing method pros

    • This method can deliver maximum return on investment. It lets you take advantage of market scenarios in real time, keeps you competitive, and allows you to gain data on buyers
    • When there is higher demand for a product, buyers are often willing to pay a premium, which means more profit for you. You can use differentiated pricing to sell trending products and other items that are hard to find or extremely popular

    Differentiated pricing method cons

    • There’s a fine line between maximizing profit and overcharging wholesale customers. If you are perceived as opportunistic, or people get the sense you are price gouging them, it’ll hurt your brand’s reputation. You don’t want to be associated with this kind of greed because buyers will not come back and purchase from you.

    How to set a suggested retail price

    A suggested retail price (SRP), also known as a manufacturer’s suggested retail price (MSRP), is the price a manufacturer or wholesaler recommends retailers set for their product. 

    It’s important to make sure retailers follow or at least exceed your SRP, so they’re not undercutting you or your other retail partners.

    Retail price is calculated with the following formula:

    Wholesale Price / (1 - Markup Percentage) = Retail Price

    Here’s an example based on a wholesale price of $30 and a 60% markup percentage:

    • Convert the markup percent into a decimal: 60% = 0.6
    • Subtract it from 1 (to get the inverse): 1 - 0.6 = 0.4
    • Divide the wholesale price by 0.4
    • The answer is your retail price

      $30 (Wholesale Price) / (1 - 0.6) = $75 (Retail Price)

      Research your market to see how other comparable brands or retailers set their prices. Then you can work backward to see if your target retail price is feasible, based on the costs you incur to produce your products.

      For example, if your target retail price is $60 and you want to give your wholesalers a 55% retail margin and yourself a 50% wholesale margin, you can use this pricing formula to work backward and calculate the wholesale price:

      • Convert the markup percent into a decimal: 55% = 0.55
      • Subtract it from 1 (to get the inverse): 1 - 0.55 =0.45
      • Multiply 0.45 times the retail price
      • The answer is your wholesale price

        $60 (Retail Price) x (1 - .55) = $27 (Wholesale Price)

        Then, calculate your target cost price (cost of goods) to maintain a 50% wholesale margin:

        • Convert the markup percent into a decimal: 50% = 0.5
        • Subtract it from 1 (to get the inverse): 1 - 0.5 = 0.5
        • Multiply 0.5 times the wholesale
        • The answer is your target cost price

          $27 (Wholesale Price) x (1 - .5) = $13.50 (Target Cost Price)

          How to set a dual pricing strategy

          As demonstrated, if you wholesale your products to retail partners and sell direct-to-consumer through your website or pop-up shop, it's smart to create a dual pricing strategy to ensure you’ll still profit, regardless of whether you’re selling your products at wholesale or retail.

          A dual pricing strategy means you’ll create an external retail price for your products listed on your website that your direct customers see and a separate wholesale price you share with wholesale or potential wholesale accounts in the form of a line sheet.

          💡 PRO TIP: Check out the Shopify App Store for apps designed to help wholesalers determine pricing, create retail catalogs, make wholesale line sheets (PDF format), and more.

          When you sell wholesale, you’re likely selling a higher quantity in each order, which allows you to sell the products at a lower price.

          Here’s where the formulas come in handy. You can do the math to determine your margins and set wholesale and suggested retail prices for your products.

          For example, if you design and manufacture swimsuits and sell them via wholesale and retail, you’ll need to look at the following numbers:

          • Cost of Goods (COG): $15 to make one swimsuit
          • Wholesale Price: $30
          • Suggested Retail Price (SRP): $75

          Then, you’ll be able to calculate your wholesale and retail margins:

          • Your wholesale margin: 50% Wholesale Margin = $30 Wholesale - $15 COG / $30 Wholesale
          • The retailer’s margin when they use your SRP: 60% Retail Margin = $75 Retail - $30 Wholesale / $75 Retail
          • Your retail margin when you sell direct-to-consumer (D2C): 80% Retail Margin = $75 Retail - $15 COG / $75 Retail

          With the above wholesale and retail pricing strategy, you’re making a gross profit margin of 50% on your wholesale orders and 80% on DTC orders.

          Create your wholesale pricing strategy

          Now that you have a better understanding of the formulas used to calculate product pricing, it’s time to build your own pricing strategy. Create a spreadsheet that lists your products by style number and name and includes columns for the cost of goods, wholesale price, wholesale margin, retail price, and retail margin.

          Use the formulas above to create a costing chart you can plug numbers into each time you need to define pricing for a new product. 

          If you want to use Shopify to sell wholesale products to other businesses, you can sell on an online marketplace or create a password-protected storefront by adding the wholesale channel in your ecommerce store.

          This post was originally written by Alexis Damen and has been updated for accuracy and freshness by Michael Keenan.

          Stay on top of your finances

          With Shopify POS, it’s easy to create reports and review your finances including sales, returns, taxes, payments, and more. View your financial data for all sales channels from the same easy-to-understand back office.

          Wholesale pricing FAQ

          What is wholesale pricing?

          Wholesale pricing is the price retailers pay when they buy products from manufacturers in large quantities. The purpose of wholesale pricing is to earn a profit by selling goods at a higher rate than what they cost to make.

          What is the difference between wholesale and retail price?

          The retail price is the price set by retailers that’s the final selling price for customers. Wholesale prices are typically much lower than retail prices, because retailers are offered a discount in exchange for agreeing to purchase a large amount of product.

          What is a wholesale discount?

          A wholesale discount is a price reduction given to a customer who is buying a large quantity of goods from a supplier, usually in bulk. This type of discount is typically offered to businesses and is used to increase the volume of sales by encouraging buyers to purchase higher quantities of goods.

          How is wholesale pricing calculated?

          1. Research your market
          2. Calculate your cost of goods manufactured
          3. Set your wholesale price

          What is bulk discount?

          Bulk discount is an incentive offered to customers who purchase a large quantity of goods from a retailer. It is a way for retailers to reward customers for buying in bulk, and it can be used to increase sales and boost profits. Bulk discounts generally involve reducing the unit price when customers purchase more than a certain quantity of the same item.

          What is an example of bulk discounts?

          Bulk discounts occur when a customer purchases a large quantity of a product or service from a vendor. For example, a retailer may offer a 10% discount to customers who purchase 10 or more of a certain item.