profitable orders

Making Custom Heat Transfer Orders Profitable

jennifer cox

Jennifer Cox operated a family embroidery business beginning in 1990. She is one of the founders of the National Network of Embroidery Professionals (NNEP), a national organization that supports embroidery and apparel decoration professionals with programs and services designed to increase profitability and production. Cox is currently the president of NNEP.

For whatever reason, we sometimes get as many “sideways” orders, requests, and situations as we get “normal” requests. A sideways request might be for a very small quantity of products with a custom transfer or rhinestone design. For example, your minimum order might be 10 while a customer is asking for pricing on five shirts.

Here is one solution. Sell the customer the five shirts they want, but when you price out the shirts, include the total cost for the order of transfers. And then say something along the lines of this, “By the way, if you could use 10 shirts (or whatever the order minimum was for the custom transfers), I can give you an even better price.”

Build out the price to your customer for the five shirts like this:

Cost of garment + profit on garment + cost of transfer order divided by 5 + profit on transfers = retail price

Build out the price to your customer for the 10 shirts like this:

Cost of garment + profit on garment + cost of transfer order divided by 10 + profit on transfers = retail price