Tiered Wholesale Pricing Formula: How to Set MOQ & Carton Discounts for Resellers
Learn how distributors and wholesalers structure Minimum Order Quantities (MOQ) and volume break tiers (1 pc, 6 pcs, 12 pcs, 1 carton) without eroding profit margins.
Well-designed volume breaks reward buyers for taking inventory holding costs off your warehouse floor. By spacing discounts at 6 units (-6%), 12 units (-10%), and 24 units (-15%), you maximize total gross profit dollars per transaction even at a lower percentage margin.
Bulk vs. Unit Price Comparator (per 100g / 100ml)
Compare two package sizes or multipacks to see which option truly costs less per 100 units.
You save $0.30 for every 100g/ml purchased.
Retail & Wholesale Profit Margin + Tiered Price Ladder
Enter your unit COGS and target markup to generate profitable 1-pc, 6-pc, 12-pc dozen, and 24-pc carton prices.
| Volume Tier | Unit Price | Bundle Total | Margin |
|---|---|---|---|
| Single Retail (1 pc) | $14.50 | $14.50 | 31% |
| Half-Dozen Pack (6 pcs) | $13.63 | $81.78 | 26.6% |
| Dozen Reseller (12 pcs) | $13.05 | $156.60 | 23.4% |
| Master Carton (24 pcs) | $12.33 | $295.92 | 18.9% |
Custom Store Price List & Dual-Tier Wholesale Sheet (A4 PDF)
Edit your store title and product rows directly in the table below, then click Print / Save A4 PDF to generate a clean counter catalog.
| # | Product Name / Description | Unit Size | Retail Price (1 pc) | Wholesale Price | Wholesale MOQ |
|---|---|---|---|---|---|
| 1 | |||||
| 2 | |||||
| 3 | |||||
| 4 | |||||
| 5 | |||||
| 6 |
1. Why Total Gross Profit Dollars Matter More Than Percentage Margin on Bulk Orders
New merchants often hesitate to give resellers a 15% carton discount because they fear dropping from a 30% margin to a 17% margin. However, a single retail customer buying 1 item at $10.00 (COGS $7.00) earns you $3.00 in gross profit, whereas a reseller buying a 24-pack carton at $8.50/unit earns you $1.50 × 24 = $36.00 in immediate cash profit in a single 30-second transaction!
Because cashier labor, packaging time, and rent are fixed per transaction, turning inventory 12x to 24x faster dramatically boosts your monthly Return on Invested Capital (ROIC).
- Single Unit Tier (1–5 pcs): Protects high percentage margin to cover retail browsing and handling time.
- Small Bundle Tier (6–11 pcs): Captures large families and shared office buyers.
- Reseller Dozen Tier (12–23 pcs): Gives neighborhood stall owners enough spread to resell at your single-unit retail price.
- Master Carton Tier (24+ pcs): Unlocks fastest warehouse turnover with zero repacking labor.
2. Protecting Your Margin Floor Against Discount Stacking
The golden rule of B2B wholesale pricing is establishing a hard Margin Floor—typically COGS + 8% for ultra-fast FMCG staples, or COGS + 18% for general merchandise—below which no quantity discount or coupon code can ever stack.
- Never Offer Percentage Coupons on Top of Carton Tiers: Carton prices should already be net-final.
- Require Full Prepayment or Verified Credit Limits on B2B Tiers: Margin on wholesale cartons is too thin to absorb bad debt.
- Use Automated Tier Billing: Avoid manual calculator errors at the register by using our Tiered Pricing Calculator or Toko Grosir POS.
✅ 5-Step Actionable Implementation Checklist
- 1Calculate your exact landed COGS per unit (invoice price + freight + unloading labor).
- 2Set your 1-unit Retail Price so that a 10% Dozen discount and 15% Carton discount still leave healthy net profit.
- 3Ensure resellers buying at your 12-pc or 24-pc tier can earn at least 12%–18% when reselling at your 1-pc retail price.
- 4Publish your 4-tier price ladder clearly on your counter and WhatsApp catalog.
- 5Use Toko Grosir (grosir.aldianapps.com) to automate quantity-break invoicing.
Frequently Asked Questions (FAQ)
How much discount should I give between retail and wholesale dozen prices?
Across FMCG and general retail, a 6% discount for 6 units, 10% for 12 units (1 dozen), and 15% for a full master carton (24–48 units) is the proven industry sweet spot.
What is MOQ in wholesale?
MOQ stands for Minimum Order Quantity—the smallest number of units or total order value a buyer must purchase to qualify for wholesale tier pricing.
How do I communicate price changes to resellers when supplier costs rise?
Generate an updated A4 PDF price sheet using our Printable Catalog tool on this page and broadcast the dated PDF to your reseller WhatsApp list.