How to Price Your Clothing Products (Without Guessing)
Pricing is where clothing brands quietly win or lose. Too low and you can't fund growth; too high and nothing moves. Here's a simple way to price that isn't a guess.
Start with your true landed cost
Your landed cost is everything it takes to get one finished unit to you — production, trims, and shipping/duties. A DDP (delivered duty paid) quote makes this easy, because customs and freight are already folded into one number. You can't price properly until you know this figure.
The markup rules brands use
A common starting point: wholesale at about 2× your landed cost, and retail at about 2–2.5× wholesale (often called "keystone" pricing). So a unit that lands at $10 might wholesale around $20 and retail around $45–50.
- Landed cost: $10
- Wholesale: ~$20
- Retail: ~$45–50
Don't price from your cost alone — price from your customer's perception. A strong brand earns the right to charge more than the maths suggests.
Price for your market, not just your spreadsheet
Cost-plus is the floor, not the answer. A premium, considered brand with a real story (organic fabrics, transparency, design) can and should charge more than a generic blank. Look at where you sit in the market and price to match the promise you're making.
Leave room for reality
- Discounts and sales
- Returns and faulty units
- Marketing and platform/transaction fees
- A margin healthy enough to reorder and grow
Want an accurate landed cost to price from? Send us your product and we'll come back with an indicative DDP figure. Related: how much it costs to manufacture clothing.
Have an idea? Let’s make it.
We manufacture from 100 pieces per style, with GOTS-certified organic options and photos at every stage. Send a sketch or a sentence — we’ll reply within a day.