The formula for Wholesale Pricing: Unlocking Profitable Discounted Sal – Webinopoly ””

Let’s Discuss Your Project

Tell us a bit more about what you are working on, and let’s connect.

By entering your number, you agree to receive mobile messages at the phone number provided.* We do NOT sell or share your personal information.

Request a Quote

The formula for Wholesale Pricing: Unlocking Profitable Discounted Sales.

Table of Contents:

Contrast Between Wholesale and Retail Prices

Wholesale Price Unveiled

The Realm of Retail Price

Examining the Impact of Pricing on Consumer Choices

The Role of Wholesale Pricing Proficiency

Exploring Wholesale Pricing Strategies: 2 Methods for Determining Profitable Rates

Differential or Variable Pricing

Benefitting Your Ecommerce Enterprise: The Role of Differential Pricing

Valuable Insight:

Final Reflection

In the grand arena of e-commerce, the spotlight often falls solely on retail prices. However, the art of determining wholesale pricing holds equal importance, particularly as it serves as a powerful asset during festive seasons and special occasions.

E-commerce thrives at the intersection of skillful marketing and strategic pricing. If you hold the belief that e-commerce enterprises compromise their profit margins for the allure of increased sales through substantial discounts, prepare to be intrigued. It's fascinating to note that despite these alluring markdowns, these brands continue to reap profits from each transaction.

The magic lies in their mastery of wholesale pricing calculation, an intricate dance that harmonizes sales quantity and profitability in exquisite equilibrium.

Within the confines of this article, we're poised to impart the wisdom of wholesale price calculation, furnishing you with the prowess to elegantly reduce product costs without undermining your bedrock financial standing.

Contrast Between Wholesale and Retail Prices

The dynamic interplay of wholesale and retail prices orchestrates two pivotal functions in the realm of business. While one gears towards offering discounted goods, the other strategically seeks to optimize individual product sales for maximal profitability.

Let's embark on a deeper exploration of the essence of wholesale and retail pricing.

Wholesale Price Unveiled

At the heart of achieving an ideal wholesale price, manufacturers embark on a calculation journey that involves factoring in fixed costs and raw material expenses. This calculated sum is then elevated by a specific percentage—tailored to their desired pricing objective—to yield the wholesale price.

From a distributor's standpoint, their wholesale price hinges on the procurement cost from the manufacturer. Upon this foundation, they apply a certain percentage to deduce the wholesale cost extended to their customers, the retailers like yourself.

In simpler terms, the wholesale price is the advantageous figure bestowed upon you when acquiring products in bulk from your suppliers.

The Realm of Retail Price

Commencing from the wholesale pedestal, the retail price warrants consideration of fixed expenditures encompassing salaries, taxes, and operational outlays, intertwined with a designated markup.

Certain retailers gravitate towards a simplified approach: doubling the wholesale price—a strategy coined keystone pricing. Imagine procuring organic shirts from your supplier at $10 apiece. Embracing keystone principles, the retail value resonates at $20, twofold the wholesale rate.

Yet, within this simplicity, dwells inherent risks:

  • Possibility of an overly elevated retail price 
  • Deterring potential buyers
  • The potential slump in inventory turnover due to inflated retail pricing

While keystone pricing holds an alluring simplicity, businesses might find themselves lagging in the competitive pricing landscape.

Exploring Diverse Pricing Approaches

Instead of just thinking about wholesale (buying in bulk) and retail (selling individually), there are many different ways that businesses set prices for their products or services. It's like a complex pattern of pricing methods that they use:

Manufacturer’s Suggested Retail Price (MSRP)


  • Bundle pricing
  • Loss-leading pricing
  • Psychological pricing
  • Price skimming, and an array of other stratagems.

This symphony of pricing methodologies resonates across industries, guiding businesses in their pursuit of balanced profitability and market competitiveness.

Examining the Impact of Pricing on Consumer Choices

In 2021, Frontiers conducted an insightful study encompassing 500 university students in China, dissecting the influence of pricing on their purchasing decisions. Here's a glimpse into their discoveries:

While product pricing carries a more significant sway than product packaging in a buyer's decision-making journey (Pratama and Suprapto, 2017; Abdullah et al., 2021), the peril of elevated prices in a fiercely competitive market lies in the potential to alienate customers permanently due to escalated pricing effects (Kotler et al., 2012).

When a product saturates the market, pricing steps into the spotlight, exerting a critical role. Increased pricing can deter customers from making purchases. Conversely, during such market dynamics, reduced prices could catalyze a substantial surge in consumer buying.

Thus, the art of striking the perfect chord with your online retail price holds immense value. The consequence of overlooking this intricacy might entail losing customers to competitors, who extend a more enticing retail price for a product of parallel utility to the consumers.

The Role of Wholesale Pricing Proficiency

Though not explicitly denoted in the aforementioned discussion, it's apparent that the top two motives—Free Delivery and Coupons and Discounts—revolve around financial considerations.

Let's shift our focus to Coupons and Discounts.

As the second most pivotal incentive propelling online purchases, your e-commerce store should embrace these offerings to allure potential buyers. Nonetheless, it's unwise to advertise discounted rates arbitrarily, devoid of a methodical foundation.

In dire scenarios, when urgency dictates clearing inventory or recouping capital, aiming for a breakeven point becomes prudent.

Beyond these exigent scenarios, every transaction should translate into profitability.

Hence, a profound grasp of wholesale price calculation becomes paramount—a compass steering your course toward profit even amid discounted sales.

Exploring Wholesale Pricing Strategies: 2 Methods for Determining Profitable Rates

Let's now delve into the diverse strategies and formulas at your disposal to discern the optimal wholesale price for your endeavors.

1.1 Determining Cost of Goods Sold

Our first step is unveiling the Cost Price, an endeavor necessitating the calculation of the Cost of Goods Sold.

Cost of goods sold, frequently referred to as cost of sales, denotes the direct expenditures incurred for the inventory that a company has dispensed within a specific timeframe.


= ($1200 + $400) - $1120

= $1600 - $1120

= $480

1.2 Evaluating Overhead Costs

Overhead Costs

Shedding light on Overhead Costs is a straightforward feat: merely multiply the number of units sold by the set overhead cost per product, which stands at $3.

Overhead Cost

= 60 pieces x $3

= $180

1.3 Unveiling the Cost Price

Cost Price

The Cost Price materializes through the summation of your Cost of Goods Sold and Overhead Costs.

Cost Price

= $480 + $180

= $660

1.4 Engaging with Gross Profit Margin

Gross Profit Margin

The Gross Profit Margin emerges as the differential measure between the Cost of Goods Sold and net revenues, or net sales.


= ($1500 - $480) / $1500

= $1020 / $1500

= 0.68 or 68%

1.5 Wholesale Price via Absorption Costing

Wholesale Price (Absorption Costing)

With Cost Price and Gross Profit Margin now unveiled, the Wholesale Price materializes through the Absorption method.

Cost Price = $660

GPM = 68%

Wholesale Price

= $660 + 68%

= $1108.8

= $1108.8 / 60 (number of units sold)

= $18.48

In Closing

Upon meticulous calculations, we've pinpointed a wholesale price of $18.48 per shirt—a figure we can comfortably round up to $19 for ease of reference.

Considering each shirt's procurement cost from the supplier stands at a mere $8, it's evident that even with a marked-down retail price of $19, your e-commerce venture remains firmly in the realm of profitability.

Thus, a 20% discount still resides well within the realm of feasibility.

While this formula serves as the bedrock for wholesale pricing, its applicability extends to safeguarding your profit margin—useful, for instance, when considering markdowns for holiday sales in your online store.

Hence, the absorption method offers both advantages and drawbacks.


  • Secured profitability, given comprehensive expense integration
  • Relatively straightforward computation


  • Potential for a relatively high wholesale (discounted) price, which may deter 
  • Price-sensitive consumers, particularly in the context of e-commerce stores can slash prices by up to 50%.

Differential or Variable Pricing

Differential pricing surfaces as a strategy engineered to maximize potential profits, tailored according to variables such as location, customer segments, seasonal fluctuations, and other pertinent factors.

Synonymous terms encompassing this pricing tactic are:

  • Discriminatory pricing
  • Flexible pricing
  • Variable pricing
  • Multiple pricing.

Implementation of this strategy entails setting distinct prices contingent upon the aforementioned factors, with the law of supply and demand exerting its influential presence.


  • In fiercely competitive regions, prices are strategically lowered to remain price-competitive due to the abundance of alternative merchants.
  • In regions with scant competition, slightly elevated prices might be adopted to extract maximal profit, capitalizing on the scarcity of alternatives for customers.

Benefitting Your Ecommerce Enterprise: The Role of Differential Pricing

For e-commerce enterprises, the adoption of differential pricing holds the potential to fine-tune profitability, particularly when catering to a global audience.

Let's circle back to our earlier example: organic bamboo shirts.

While a $25 retail tag per shirt might seem reasonable to your US clientele, the perception of value for your product could differ significantly for your target audience in, let's say, Asia. Consequently, $25 per unit might pose a deterrent.

In this context, the differential pricing strategy emerges as a potent solution. It allows the establishment of diverse price points for distinct geographical locations, thus aligning with varying value perceptions.

Valuable Insight:

An invaluable tip: For those equipped with a Shopify Plus account, the opportunity arises to manage up to 10 storefronts, each catering to specific audience segments. This enables the creation of distinct virtual spaces for countries like the US, UK, India, or any chosen nation.

Formulaic Continuity

The absorption pricing formula, pivotal for wholesale pricing, seamlessly extends its utility to the realm of differential pricing. With individual retail prices already implemented across various storefronts, the transition merely necessitates substituting the retail price with its pertinent equivalent.

Pros and Cons


  • Robust strategy to address diverse audience preferences
  • Serves as an equilibrium between profitability and competitive pricing




  • Potential erosion of profitability, due to competitive price matching
  • Complexity can ensue when managing variable prices across numerous SKUs, posing potential accounting complexities.

Wholesale Ventures on Shopify: Illustrative Examples

Now that you're adept at calculating your wholesale price, let's explore a selection of Shopify stores that effectively integrate wholesale pricing into their product offerings.

Made In Cookware


Made In is a distinguished purveyor of premium stainless steel cookware catering predominantly to the restaurant sphere. Their clientele includes illustrious figures like Chef Grant Achatz, celebrated as one of the world's finest chefs.

The customer-facing facet of their website exhibits retail prices for individual purchases. However, navigating to Industry Pricing > Design Trade Program unveils a contact form tailored for interior designers, architects, and home stagers, seeking to incorporate Made In products into their projects.

Additionally, a separate B2B portal caters to retailers keen on integrating Made In products into their inventory. Industry Pricing > Dealer Inquiries grants access to a dedicated page where potential dealers can express their interest.



Taza, a Shopify store specializing in USDA-certified organic chocolates, diverges from conventional production methods. Embracing stone grinding over modern machinery, Taza champions minimal processing to yield bold flavor and texture.

Alongside its retail offerings, Taza opens its doors to wholesale customers. By navigating to Menu > Learn > Wholesale, visitors find access to a wholesale landing page. There, an email address facilitates requests for wholesale information, while a PDF file showcases their comprehensive wholesale catalog.

Tofino Soap Company


Tofino Soap Company embraces a commitment to natural, ethically sourced, and handmade products, spanning Natural Soaps, Ceramic Candles, and Essential Oils. Their dedication to simplicity and sustainability extends to smaller batch production.

Supplementing their offerings to spas and hotels, Tofino Soap Company extends a Business Inquiries menu. For retail partners, the Become a Retailer link serves as a conduit to inquiries.



Lunchskins, an eco-conscious brand specializing in eco-friendly snack bags and reusable pouches, introduces vibrant designs to snack storage solutions.

Locating their wholesale portal necessitates a scroll to the footer of their homepage, where the Wholesale link resides. By following this route, customers access discounted bulk purchases of their products.

Au Lit Fine Linens


Au Lit Fine Linens, a bastion of premium beddings crafted from linen, also features cotton towels, bathrobes, pajamas, and decorative pillows. With a focus on tradition and sustainability, Au Lit aligns itself with like-minded suppliers.

Scrolling to the footer of their homepage, the Trade link under Programs ushers interested parties to their wholesale page, granting access to an application form tailored for interior designers, stagers, and architects. Approved applicants gain privileged access to exclusive discount pricing and expert guidance.

In sum, these exemplary Shopify stores adeptly integrate wholesale pricing, offering valuable insights into effective wholesale strategies.

Final Reflection

In the realm of commerce, pricing is a nuanced interplay of creativity and calculation. A solid mathematical foundation is indispensable for establishing both wholesale and retail prices. Yet, the artistry lies in pinpointing the optimal point of equilibrium.

Set your product prices excessively high, and you risk alienating potential customers. Push them too low, and potential profits evaporate. The essence lies in finding that elusive sweet spot where price and profit harmonize seamlessly.

Now that you've grasped the mechanics of calculating wholesale prices, your pricing strategy gains unwavering confidence—whether navigating discount sales or introducing a B2B program to your Shopify store.

Delve into the showcased wholesale Shopify store instances we've shared, understanding how they thrive by catering to both retail and wholesale clientele. As you embark on implementing your strategy, you'll possess a roadmap of informed choices.

Take the time to immerse yourself in these valuable examples. They stand as a wellspring of insights, poised to guide you in orchestrating a business that adeptly serves diverse customer needs. Armed with this knowledge, you'll be poised to make the right moves when the time for execution arrives.

Contact Us

Searching for unparalleled support? Your quest concludes at Webinopoly! We stand resolutely by your side, offering unwavering assistance in navigating the dynamic realm of e-commerce. Our team of erudite specialists is at your disposal 24/7, ready to address your queries and furnish tailor-made solutions that align seamlessly with your distinctive requirements. Whether you're embarking on a nascent journey or you're a seasoned expert, consider us your ultimate sanctuary for triumph. Settling for mediocrity is not an option – opt for Webinopoly and revel in a transformative support experience!


Let’s Discuss Your Project