How to Price Handmade Soap: Complete Pricing Guide for Soap Makers

Quick Answer

Price handmade soap using this formula: Wholesale Price = Total Cost × 2 (minimum); Retail Price = Wholesale × 2. Most handmade soap retails between $5-12 per bar. Calculate all costs first (materials, labor, packaging, overhead), then apply markup to ensure profitability.

Calculate instantly: Use our free soap cost calculator to find your true costs and get suggested retail prices with profit margins.

The Pricing Challenge for Soap Makers

Many soap makers underprice their products. They see cheap commercial soap at $2-3 and feel guilty charging more. This is a mistake.

Handmade soap is a premium product. It contains quality ingredients, is made in small batches with care, and offers benefits mass-produced soap can't match. Your pricing should reflect this value.

Step 1: Calculate Your True Costs

Direct Material Costs

Track every ingredient in your recipe:

Example: Basic Soap Batch (makes 8 bars)

Per bar: $7.53 ÷ 8 = $0.94

Packaging Costs

Labor Costs

Your time has value. Track hours spent:

Per bar: $30.00 ÷ 8 = $3.75

Overhead Costs

Monthly costs spread across production:

Total Cost Per Bar

Materials:    $0.94
Packaging:    $0.57
Labor:        $3.75
Overhead:     $1.85
───────────────────
Total:        $7.11

Step 2: Apply Pricing Formula

The Standard Formula

Wholesale Price = Total Cost × 2 (minimum)Retail Price = Wholesale Price × 2

Using our example:

• Total cost: $7.11
• Wholesale: $7.11 × 2 = $14.22 (round to $14)
• Retail: $14 × 2 = $28

That seems high, right? Let's look at why.

Adjusting the Formula

Many soap makers use lower labor rates or don't sell wholesale. Here's a simplified approach:

Material Cost Only (with markup):

• Materials + Packaging: $1.51
• Retail markup: × 4 to 5
• Retail price: $6.04 to $7.55

This ignores labor and overhead but produces "market rate" prices. It's not sustainable long-term but is common for hobby sellers.

Finding Your Middle Ground

Step 3: Market Validation

Your calculated price must work in your market.

Research Competitors

Check prices at:

• Local craft fairs and farmers markets
• Etsy (search your product type)
• Similar boutique brands online
• Local gift shops

Typical Handmade Soap Price Ranges

Step 4: Pricing Strategies

Cost-Plus Pricing

Calculate all costs, add desired profit margin. Most straightforward but ignores market conditions.

Market-Based Pricing

Price based on what competitors charge. Risky if your costs are higher than average.

Value-Based Pricing

Price based on perceived value to customers. Works for unique or premium products.

Tiered Pricing

Offer different price points:

• Basic bars: $6
• Specialty bars: $8
• Luxury bars: $12

Pricing for Different Sales Channels

Direct Sales (Farmers Markets, Website)

You keep all revenue. Price at full retail.

• Our example: $8-10 per bar

Wholesale to Retailers

Retailers need 50% margin (keystone markup). Your wholesale price must be 50% of retail.

• If retail is $10, wholesale to shops: $5
• Your cost must be under $2.50 to profit

Consignment

You keep 60-70% of retail price. Price accordingly.

• If retail is $10, you receive $6-7
• Your cost must be under $3-3.50 to profit

Common Pricing Mistakes

Mistake 1: Ignoring Your Time

Your labor has value. Even at $10/hour, time spent adds up quickly.

Mistake 2: Forgetting Hidden Costs

Market fees, gas to markets, website costs, insurance—it all counts.

Mistake 3: Racing to the Bottom

Competing on price alone is unsustainable. Compete on quality, uniqueness, and service instead.

Mistake 4: Pricing by Weight Alone

A 5 oz bar with expensive ingredients may cost more than an 8 oz basic bar. Price by cost, not size.

Mistake 5: Emotional Pricing

"I'd never pay that much" isn't relevant. Your customers aren't you.

Raising Your Prices

If you've been underpricing:

Immediate Raises (Small)

• 10-15% increases rarely lose customers
• Frame as "prices adjusted to reflect quality ingredients"

Gradual Increases

• Raise prices annually
• Match inflation at minimum

New Product Premium

• Launch new products at correct pricing
• Gradually phase out underpriced items

Frequently Asked Questions

How much should I charge for a bar of handmade soap?

Most handmade soap retails between $5-12 per bar, depending on ingredients, size, and market positioning. Calculate your actual costs and apply appropriate markup rather than copying competitors' prices.

What profit margin should I target for handmade soap?

Target minimum 50% gross margin on materials for sustainability. Ideally, your retail price should be 3-4× your material costs, leaving room for labor, overhead, and profit.

Should I charge the same price at farmers markets and online?

Generally yes—consistent pricing prevents customer confusion. However, you might offer farmers market "show specials" or online subscription discounts.

How do I price gift sets and bundles?

Price bundles 10-15% below the sum of individual items. This encourages bundle purchases while maintaining profitability.

What if my prices are higher than competitors?

Differentiate through quality, ingredients, story, and service. Some customers specifically want premium products and will pay more.

How often should I review my prices?

Review annually at minimum, and immediately when ingredient costs rise significantly. Many soap makers underadjust for inflation.

Conclusion

Pricing handmade soap requires honest cost calculation and courage to charge what you're worth. Too many soap makers underprice, work for free, and eventually burn out.

Track every cost—materials, packaging, labor, and overhead. Apply markup that ensures profitability. Validate against your market. Then confidently price your products to reflect their true value.

Soap making software can help by tracking costs per batch and calculating per-bar costs automatically, removing the guesswork from pricing.