Pricing bulk custom apparel orders is one of the most important decisions for print shops, clothing brands, and promotional product businesses. Set prices too low, and you risk losing profit. Price too high, and customers may turn to competitors. Understanding how to balance production costs, order volume, and customer value is key to building a sustainable business.

In this guide, you’ll learn exactly how to price bulk custom apparel orders, including cost factors, pricing models, pros and cons, and real-world examples. By the end, you’ll have a step-by-step framework to create profitable and competitive pricing for your business.

What is Bulk Custom Apparel Pricing?

Bulk custom apparel pricing refers to the process of setting a price for large-quantity orders of personalized clothing such as t-shirts, hoodies, hats, or uniforms. Unlike single-piece orders, bulk pricing usually involves discounts based on quantity, since higher volume often reduces production costs per unit.

For example, a screen printer may charge \$12 per shirt for 25 pieces but \$8 per shirt for 500 pieces. This strategy ensures that both the customer gets value for their large order and the business covers costs while making a healthy profit.

Bulk pricing requires careful calculation of:

  • Base garment cost (wholesale price of blank apparel)
  • Decoration costs (screen printing, embroidery, heat transfer, etc.)
  • Labor and overhead (setup time, equipment, utilities)
  • Profit margin (percentage added on top of costs)

Getting this balance right is critical for staying competitive in the custom apparel market.

How to Price Bulk Custom Apparel Orders Step by Step

Pricing bulk custom apparel orders requires a structured system that accounts for costs, customer expectations, and market positioning. Below is an expanded framework that combines foundational math with practical business strategy.

Step 1: Calculate the Base Garment Cost

The base garment cost is the starting point for any order. This is the wholesale price you pay for blank apparel before adding customization.

Factors that influence base garment cost:

  • Fabric type: Cotton is generally cheaper than polyester blends or performance fabrics. 
  • Brand: Budget-friendly brands like Gildan or Fruit of the Loom cost less than premium lines like Bella+Canvas, Comfort Colors, or Nike. 
  • Garment type: T-shirts are the most affordable; hoodies, jackets, and polos are more expensive. 
  • Sizing: Extended sizes (2XL, 3XL, etc.) usually cost more. 

Example:

  • Standard Gildan 5000 tee: $2.50 wholesale 
  • Bella+Canvas 3001 tee: $4.50 wholesale 
  • Midweight hoodie: $12.00 wholesale 

When quoting a bulk order, confirm exact garment type and availability with your supplier, since inventory shortages can affect cost.

Step 2: Add Decoration Costs

Decoration (customization) is often the biggest cost driver. Prices vary based on the method and complexity.

Common decoration methods:

  • Screen Printing 
    • Setup requires film, screens, and ink mixing. 
    • Cost depends on number of colors and locations. 
    • Most cost-effective for large orders. 
  • Embroidery 
    • Pricing is based on stitch count and logo size. 
    • More durable and premium than printing. 
    • Digitizing fee is usually added ($20–$60 one-time). 
  • Heat Transfer / Vinyl 
    • Good for small runs or specialty finishes (metallic, glitter). 
    • Costs more per unit compared to screen printing. 
  • Direct-to-Garment (DTG) 
    • No setup fee, unlimited colors. 
    • Best for small batches, but per-unit cost is higher. 

Example:
 A 2-color screen print on the front and 1-color on the back: $2.75 per shirt at 100 pieces.
 Embroidery of a 10,000-stitch logo: $3.50 per hat at 100 pieces.

Step 3: Factor in Setup and Labor

Every order, regardless of size, requires preparation. If you ignore setup and labor, your margins shrink quickly.

Typical setup costs include:

  • Artwork edits and proofing 
  • Screen burning or embroidery digitizing 
  • Machine calibration 
  • Cleanup after production 

You can charge these as a flat setup fee (e.g., $25 per screen or $40 per embroidery digitizing) or distribute across the order to make pricing more digestible.

Example:
 If a screen setup costs $50 and the customer orders 100 shirts, add $0.50 per shirt.

Step 4: Add Overhead Costs

Overhead covers expenses that aren’t tied to one job but keep your shop running:

  • Rent, utilities, insurance 
  • Equipment maintenance 
  • Staff salaries 
  • Marketing and admin costs 

Many shops build overhead into pricing by applying a fixed markup percentage (e.g., 10–15%) across all orders.

Tip: Track your monthly fixed expenses and divide them by average orders per month. This gives you an overhead-per-order figure.

Step 5: Apply Volume Discounts

Bulk pricing is attractive to customers because the cost per unit decreases as order size increases.

How to structure volume discounts:

  • Tiered pricing: Publish clear price breaks for 25, 50, 100, 250, 500+ pieces. 
  • Incremental discounting: Offer 3–10% off as order volume grows. 
  • Custom quoting: For very large orders (1,000+), negotiate special rates. 

Example Tiered Pricing (Screen-Printed T-Shirts):

Quantity Cost per Shirt Total Order
25–49 $12.00 $300–$588
50–99 $10.50 $525–$1,039
100–249 $9.00 $900–$2,241
250–499 $8.25 $2,063–$4,116
500+ $7.75 $3,875+

This pricing motivates customers to order more and maximizes machine efficiency.

Step 6: Add Your Profit Margin

Profit margins vary depending on business goals, location, and competition.

  • Low-margin, high-volume shops may work at 20–25% profit. 
  • Custom boutique shops often charge 40–60% for smaller, premium runs. 

Formula for selling price per unit:
 (Base Cost + Decoration + Setup + Overhead) × (1 + Profit Margin)

Example calculation for 100 shirts:

  • Blank tee: $3.00 
  • Printing (2-color): $2.50 
  • Setup (amortized): $0.25 
  • Overhead allocation: $0.50
     Total Cost = $6.25 per shirt 

With 40% margin:
 Final Selling Price = $8.75 per shirt
 Order Total = $875 for 100 shirts

Step 7: Adjust for Market Position and Customer Type

Finally, consider:

  • Target market: Corporate clients may pay more than student groups. 
  • Competitor pricing: Stay competitive but avoid unsustainable undercutting. 
  • Perceived value: Premium garments and specialty inks justify higher pricing. 
  • Customer loyalty: Offer special rates for repeat or high-value clients. 

Pro Tip: Always provide a professional quote breakdown. Customers appreciate transparency and are more likely to return.

 

Pros and Cons of Bulk Custom Apparel Pricing

Like any business model, bulk pricing has both strengths and limitations. Understanding these helps you decide when and how to apply discounts strategically.

Advantages of Bulk Pricing

  1. Increases Order Volume
     Customers are more likely to buy higher quantities if they see the per-unit price drop. This increases production efficiency. 
  2. Improves Machine Utilization
     Larger runs keep screen printing presses or embroidery machines running at full capacity, reducing downtime. 
  3. Boosts Customer Loyalty
     Offering bulk discounts encourages repeat business, especially for schools, nonprofits, and corporate clients. 
  4. Predictable Cash Flow
     Large orders generate significant upfront revenue, which stabilizes your business. 
  5. Lower Marketing Cost per Order
     Acquiring one bulk customer can be more profitable than managing many small ones. 

Limitations of Bulk Pricing

  1. Smaller Margins Per Unit
     Discounts reduce your profit margin, especially if costs aren’t calculated correctly. 
  2. Higher Risk Exposure
     A mistake on 500 shirts is far more costly than a mistake on 20. Quality control must be tight. 
  3. Cash Flow Strain
     Bulk orders often require large material purchases upfront. If the customer delays payment, your working capital suffers. 
  4. Competitive Pressure
     Many shops compete on price in the bulk apparel market, which can lead to unhealthy undercutting. 
  5. Storage and Logistics
     Handling, storing, and shipping large orders require more space and resources. 

Pros and Cons Comparison Table

Advantages Limitations
Increases order size and revenue Reduced per-unit margins
Improves production efficiency High risk if errors occur
Builds customer loyalty Large upfront material costs
Generates predictable cash flow Competitive market can squeeze prices
Reduces marketing costs Storage, handling, and delivery challenges

 

Advanced Pricing Tactics for Bulk Custom Apparel Orders

Beyond standard tiered pricing, there are advanced strategies you can apply to maximize both profitability and customer satisfaction.

 

1. Bundling and Package Deals

Offer bundled packages that include multiple items at a slightly discounted rate.

Example:

  • Package A: 100 printed t-shirts + 50 embroidered caps for $1,200 
  • Package B: 200 hoodies + free setup fee for $2,800 

Bundling encourages larger orders and simplifies decision-making for customers.

 

2. Upselling Add-Ons

Give customers the option to add small extras to their order. These have high margins and increase total revenue.

Examples of upsells:

  • Custom neck labels or inside tags 
  • Sleeve prints or back prints in addition to front designs 
  • Specialty inks (metallic, puff, glow-in-the-dark) 
  • Rush order fees for faster turnaround 

Upsells turn a $1,000 order into $1,200 without adding much extra work.

 

3. Seasonal and Event-Based Pricing

Adjust pricing based on demand cycles:

  • High season (spring/summer, school year starts, holidays): Demand peaks, so you can hold firm on pricing. 
  • Low season (January, late summer): Offer bulk promotions to keep machines running. 

This smooths cash flow and helps you avoid seasonal slumps.

 

4. Competitor Benchmarking

Study your top 3–5 local and online competitors. Identify:

  • Their base pricing for bulk orders 
  • Whether they charge for setup fees 
  • How they structure discounts 

Then decide:

  • Match their pricing to stay competitive 
  • Differentiate by offering better service, faster turnaround, or premium garments 

5. Loyalty and Referral Discounts

Encourage long-term business by offering returning clients or referral customers a small discount.

Example:

  • 5% discount for repeat orders within 6 months 
  • $100 credit for every referred client who books an order 

These programs build steady pipelines of bulk orders without heavy ad spend.

6. Minimum Order Requirements

Protect your profit margins by setting minimums. For example:

  • Screen printing: Minimum 24 shirts 
  • Embroidery: Minimum 12 caps 

This ensures each order is worth the production setup effort. For customers below minimums, offer alternatives like DTG or heat transfer.

7. Transparent Quote Breakdowns

One of the strongest sales tools is showing customers exactly what they’re paying for. A clear quote builds trust and reduces price objections.

Sample Quote Breakdown:

  • Blank garments: $450 
  • Printing (2-color, front + back): $275 
  • Setup fee: $50 
  • Overhead allocation: $100 
  • Total: $875 (100 shirts at $8.75 each) 

When customers see the math, they’re less likely to negotiate aggressively and more likely to value your service.

Case Study: Real-Life Pricing Example

Client: Local high school ordering spirit wear
 Order: 250 screen-printed t-shirts (2-color front, 1-color back)

  • Blank tees: $2.50 × 250 = $625 
  • Printing: $3.00 × 250 = $750 
  • Setup (4 screens at $25 each): $100 
  • Overhead: $150 

Total Cost = $1,625
 With 35% margin → $2,194 total ($8.78 per shirt).

The school accepted the quote because the per-unit cost was competitive compared to online suppliers, while turnaround time was faster.

(FAQ)

  1. How do you calculate the price for bulk custom apparel?

 Start with garment cost, add decoration, setup, and overhead, then apply a profit margin.

  1. Why is bulk custom apparel cheaper per unit?

Because setup costs are spread across more items, reducing the cost per piece.

  1. What is a good profit margin for bulk apparel orders?

Most shops aim for 30–50%, depending on order size and market competition.

  1. Should I always offer discounts for bulk orders?

Yes, but structure discounts carefully to maintain profit margins.

  1. How do competitors affect bulk pricing?

Competitor pricing sets market expectations, so benchmarking helps you stay competitive without undercharging.

  1. Can I charge extra for rush orders?

Yes, rush fees are standard and compensate for overtime labor and faster turnaround.

Final Thoughts

Pricing bulk custom apparel orders requires balancing cost control, competitive pricing, and profit margins. By following a structured process—calculating garment, decoration, setup, and overhead costs—you can set fair, profitable prices. Advanced strategies like tiered bundling, seasonal discounts, and transparent quoting make your business stand out while maximizing value for customers