After 48 years in business, Northwest Custom Apparel maintains pricing that ensures both sustainability and fair value. Our $30 customer-supplied embroidery pricing is not negotiable—it represents the true cost of quality service, skilled labor, and business continuity.
A 5% discount destroys 50% of our profit margin.
When operating at 10% profit margins, every discount directly threatens our ability to maintain quality, pay fair wages, and invest in equipment.
These principles guide every pricing decision and customer interaction
Every job receives the same attention to detail, whether it's 12 pieces or 12,000. Our reputation is built on consistency.
Our team members deserve living wages. Discounts come directly from their paychecks and our ability to retain talent.
Quality requires investment. Our pricing maintains equipment that produces superior results.
We choose profitable relationships over volume. 100 profitable customers beat 1,000 unprofitable ones.
Our pricing is clear, consistent, and fair. No hidden fees, no surprise charges, no games.
We compete on service, quality, and reliability—not on being the cheapest option.
We build partnerships, not transactions. Our pricing ensures we're here for decades to come.
Understanding why "just a small discount" can destroy a business
| Discount Given | Profit Lost | Additional Sales Needed to Break Even | Real Impact |
|---|---|---|---|
| 5% | 50% | +100% more volume | Must double sales to maintain profit |
| 10% | 100% | +∞ (impossible) | Working for free |
| 15% | -50% | N/A | Losing money on every order |
On a $30 job with 10% profit margin ($3 profit):
Would you work for half pay? Neither should we.
The hidden costs and risks of customer-supplied items
Customer-supplied jobs take 40% longer to process than standard orders:
Total: 70 minutes extra per job = Higher cost
Professional responses that protect margins while maintaining relationships
How to increase value without destroying margins
"I can't reduce the price, but I can throw in free embroidered beanies with your order. These retail for $25 but cost us $8. You get $25 in value, we protect our margins."
"Place this order at full price, and I'll waive the $75 digitizing fee on your next order. That's like getting $3 off per piece on a 25-piece order."
"At our standard pricing, I can guarantee 3-day turnaround on your next rush order—that's a $200 value when you need it most."
"While we can't reduce the price, I can offer NET 45 payment terms, helping your cash flow without affecting our costs."
"Order at standard pricing, and I'll include 3 free samples for your sales team—that's $90 in value at no charge."
Protecting team morale and company profitability
"I don't think we're the right fit for your needs. Our pricing and processes are designed for customers who value quality and reliability over the lowest price. I'd be happy to recommend [competitor] who might better match what you're looking for."
Remember: Firing bad customers makes room for good ones.
Why discounting is a death spiral for service businesses
One discount becomes expected forever. "You did it last time" becomes your new price.
Discounted customers refer other price-shoppers. You attract the wrong clientele.
Less profit means cutting corners. Quality drops, reputation suffers, good customers leave.
Team knows discounts come from their raises. Good employees leave for better-paying companies.
Lower margins mean no cash reserves. One bad month becomes bankruptcy.
No profit means no new equipment. You fall behind competitors who invested wisely.
Discounts → Less Profit → Worse Service → Lost Customers → More Discounts → Bankruptcy
This cycle has killed thousands of print shops. We will not be one of them.
Rolling out the new pricing defense strategy
All AEs receive pricing defense training and scripts
Send pricing policy updates to all active customers
Begin using new scripts and value-add strategies
Team meeting to share experiences and refine approach
We are not the cheapest. We will never be the cheapest. We are the best value.
After 48 years, Northwest Custom Apparel stands for:
Our prices ensure we'll be here for your grandchildren's orders. That's our promise.
Every time you defend our pricing, you're defending:
Stand firm. Stand proud. Stand together.