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Getting pricing right is the difference between a sustainable decorated apparel business and one that works hard for thin margins. Here's a framework built around DTF economics.
Blank cost: The garment before decoration. Gildan 5000 tee runs $4–$7 depending on quantity from Canadian distributors. Bella+Canvas blanks run $8–$14. Know your blank cost per unit at the quantity you're ordering.
Transfer cost: Your DTF transfer cost per piece. For a left-chest logo on an efficiently packed gang sheet, plan on $1.50–$3 per transfer depending on design size and sheet density.
Labour/press time: The time it takes to press, peel, and cure one garment. At $25/hour shop rate, pressing takes 3–5 minutes per piece including setup = $1.25–$2 per piece.
Overhead contribution: Equipment depreciation, packaging, shipping materials, shop rent allocated to production. Typically $0.50–$1.50 per piece depending on your operation.
For a standard left-chest logo on a Gildan tee: $5.50 blank + $2.00 transfer + $1.50 press + $1.00 overhead = $10 cost. A 2x markup yields $20 retail. A 2.5x markup yields $25. Most decorated apparel operators target 2–2.5x markup for single pieces, with lower margins on large quantity runs (where efficiency offsets the lower margin per piece).
Offer quantity breaks to encourage larger orders. A simple three-tier structure: 1–11 pieces at full retail ($25), 12–23 at 10% off ($22.50), 24+ at 20% off ($20). Your costs per unit drop with quantity (gang sheet efficiency improves, blanks cheaper in bulk) so you can offer these breaks while maintaining margin.
Don't race to the bottom on price. The customers who push hardest on price are the hardest to work with and the least loyal. Price for the middle market — fair, transparent, with clear value in turnaround speed and quality. "We're not the cheapest, but we're the most reliable" is a defensible position.
Build a spreadsheet with your cost formula and quote generation takes 2 minutes. Blank cost (by size/colour) + transfer cost (by design size and quantity) + press labour + overhead = cost. Apply markup. Round to a clean number. Send the quote same day you receive the inquiry — speed of response wins more jobs than price.