A per-bottle price is not a cost. Until a quotation names the specification, the quantity, the component list, the Incoterm and the named place, there is nothing to compare it against. This page works from the manufacturer's side of the quotation outward.
Why two quotations are rarely comparable
Buyers usually ask for a unit price and receive figures that cannot be placed side by side. The reasons are structural rather than evasive:
- Different Incoterms. EXW and DDP describe different commitments. Only landed cost at the same named place is a comparison.
- Different component sets. A bottle, pump, cap and carton chosen for one quotation are not the ones in the other. In a finished unit the pack often outweighs the concentrate.
- Different quantities against different minimums. Price steps at component minimums rather than sliding smoothly, so a quotation at 1,000 units and one at 2,500 sit on different steps.
- Sampling treated differently. Some quotations absorb revision rounds, some bill them. An unbudgeted revision loop is the most common overrun in a first project.
The minimums a quotation is built on
Minimum order quantity is set per component, not per project, and the binding figure is whichever component sits highest for your specification. These are this company's confirmed minimums per fragrance:
| Product | Minimum order, per fragrance |
|---|---|
| Perfume | 1,000 units |
| Cologne | 1,000 units in glass; 2,000 in plastic |
| Room fragrance | 1,000 units (diffuser); 500 (room spray) |
| Scented candle | 500 units |
Production runs approximately 4–6 weeks after approvals for standard products. That window starts when the formula, components, artwork and quotation are locked — not when the enquiry is sent.
Development fees, sampling charges and tooling for a custom mould are quoted per project rather than listed here.
Separate one-time and recurring costs
One-time lines can include design, formula development, tooling, print plates, safety assessment and initial setup. Recurring lines include fragrance compound, alcohol, filling, bottle, pump, cap, carton, inspection, freight and fulfilment. Mark which setup returns when artwork or supplier changes.
Model committed inventory
A production run may use fewer units than the minimum purchase for glass or cartons. Record finished stock and unused components separately. Cash tied in 1,000 printed cartons is still part of the launch even if only 500 bottles are filled. Apply write-off risk to market-specific or dated packaging.
Calculate landed unit cost
Start with ex-works goods, then add testing, compliance, export packing, dangerous-goods charges, freight, insurance, customs, duty, inbound handling and inspection. Divide by saleable units after expected rejects and samples. Keep recoverable taxes outside margin but inside cash planning where timing matters.
Add the cost of acquiring a perfume customer
Include discovery vials, sample cards, postage, content, marketplace fees, payment processing, pick-and-pack, returns and retailer margin. Calculate contribution for direct-to-consumer and wholesale separately. A product can show a healthy gross margin before sampling but lose money on the first order.
Use scenario gates
A lean case should minimize custom components, the target case should represent the intended launch and the contingency case should include delay, freight and conversion downside. Set a maximum cash commitment and a reorder trigger. Do not release a custom mould or large print run until the channel case supports it.
Project checklist
- Development and design
- Formula and filling
- Primary and secondary packaging
- Compliance and testing
- Freight and import
- Sampling and acquisition
- Working-capital contingency