How Our Wholesale Pricing Works (Tiers, Ranges and What Changes the Number)
We do not publish wholesale prices, and the reason is not secrecy: the number depends on four variables that are specific to your order — mix, packaging, customization and freight — and a published price would be wrong for almost everyone who read it. What we do publish is the structure: three quantity tiers, and the exact levers that move the quote.
This page explains the structure so you can budget before you ask, and compare quotes honestly once you have them.
Why are wholesale prices not public?
Three reasons, all practical:
- The product is not one product. A blended incense bead bracelet and a single-bead pendant differ by material mass, hand-finishing time and packaging — by several multiples, not percentages.
- Mix matters more than quantity. An order of 24 pieces across 6 designs costs more per unit to make than 24 of one design, because setup repeats.
- Customization is open-ended. A stock formula in stock packaging and a custom formula in custom packaging are two different projects.
A published “from $X” price would be accurate for maybe one configuration and misleading for the rest. So: structure public, number quoted.
What are the quantity tiers?
| Tier | Order total | Pricing treatment |
|---|---|---|
| Entry | 12–23 pieces | entry quotation |
| Mid | 24–99 pieces | mid-volume quotation |
| Volume | 100+ pieces | volume quotation or project quote |
The tier applies to the order total across mixed designs, not to a single design. Two clarifications we always give, because they are the source of most misunderstandings:
- No public percentage is promised. The written quotation controls until the cost model for that order is confirmed.
- The order band is not the only lever. Packaging, mix and freight mode can move landed cost more than quantity alone.
What actually changes the price?
In rough order of impact:
| Lever | Effect | Notes |
|---|---|---|
| Custom formula | Large | Development, sampling and a minimum batch |
| Custom packaging | Large | Tooling, print setup, higher MOQ |
| Design mix | Moderate | More designs at the same total quantity = higher unit cost |
| Material substitution | Moderate to large | A sandalwood base and an agarwood base are not the same order of cost |
| Metal components | Moderate | Brass fittings are priced by weight and finish |
| Net weight | Moderate | Bead diameter is the hidden variable; 10 mm and 12 mm are different products |
| Freight mode | Moderate | Sea vs air vs duty-inclusive courier |
| Quantity tier | Small to moderate | Quoted by order band; no public fixed percentage |
How is the cost built?
A short version, because knowing the components makes a quote readable:
- Material — aromatic powders, binder, cord, metal parts
- Labour — hand-shaping, drilling, finishing, stringing
- Loss — breakage and reject rate in hand-worked production
- Packaging — box, insert, card, barcode
- Overhead and QC — the part that makes the difference between a cheap supplier and a reliable one
- Margin — the supplier’s, and it is smaller than most buyers assume in this category
If a quote is dramatically below the category, one of those six has been removed or reduced — usually material grade, loss, or QC.
What margin should a retailer expect?
At typical boutique pricing, this category supports a keystone (×2) to ×2.5 markup on landed cost for a considered, story-led product. Below ×2, the shelf space is hard to justify; above ×3, the product needs a strong brand or a strong location.
Three cautions on that:
- Landed cost, not unit price. Duty, freight and packaging add up; a ×2 on FOB is not a ×2 in the shop.
- Incense jewellery is a considered purchase. It sells on material and story, not on price comparison — which supports a higher multiple than commodity accessories, if the story is real.
- Do not benchmark against mass-market incense sticks. Different category, different economics.
How do I compare two quotes honestly?
| Check | Why |
|---|---|
| Same specification? | Bead diameter, net weight, number of beads, packaging |
| Same Incoterm? | FOB and DDP are not comparable numbers |
| Same quantity split? | Total pieces and pieces per design |
| Test report included? | A quote without testing is not the same product |
| Lead time components? | Production vs total |
| Payment terms? | Deposit percentage changes your cash cost |
| Sample policy? | Contents, freight and whether any credit is explicitly written |
Two quotes that differ by 30% are usually not the same product. Find the difference before negotiating — often it is net weight or packaging, and often the cheaper quote is cheaper because it is smaller.
Do you offer samples, and is the cost credited?
Eligible B2B wholesale buyers may request one complimentary standard sample set and pay USD 9.90 freight. The standard set contains 5 blended-incense beads and 5 stick-incense scent samples and is sent through a duty-inclusive cross-border small-parcel service.
The limit is one standard set per wholesale buyer. Once dispatched, the buyer remains responsible for destination-market admissibility and for the consequences of customs inspection, detention, seizure or return. The USD 9.90 freight for the standard set is not automatically credited against a later bulk order. Fees for non-standard or custom samples may be credited against a subsequent bulk order only when that credit is stated in the written project quotation.
Frequently asked questions
Can I get a price list? We quote per project. Send the designs, quantities per design, packaging requirement and destination, and you will get a written quotation with tiers, Incoterm and lead time.
Do prices include shipping? No. Bulk quotations commonly use FOB Tianjin or FOB Ningbo, as stated in writing; a duty-inclusive carrier line is available for eligible small parcels and is quoted separately.
Is there a discount for a first order? The tier structure applies from the first order. We do not run separate first-order discounts, because the tier is already the volume mechanism.
Why is a custom formula so much more expensive? Because it involves development, sampling rounds, and a minimum batch that has to be produced and held. The unit cost only becomes competitive at volume.
Can I mix designs to reach a tier? Yes — tiers apply to the order total across designs. The per-design minimum still applies to each SKU.
Next steps
- MOQ, lead time and shipping terms explained
- Private label and OEM: three levels of customization
- How to order samples and evaluate quality
Request a written quotation with tiers, Incoterm, lead time components and validity date. → Request Wholesale Pricing