# Pricing for B2B Supply in Kenya: Landed Cost, Margin and Volume

Business buyers compare prices but they also value reliability. Price with a method so you do not guess.

**Quick answer:** Calculate landed cost, add a category margin, check market prices, price volume carefully and review monthly as costs change.

## Landed cost

Buying price + transport + packaging + duties or fees + payment cost.

## Margin by category

Fast, commodity items take slimmer margins; specialised items can carry more.

## Volume

Give discounts only when your costs really fall.

## Review

Update prices when your supplier or exchange rate changes.

## A pricing worksheet

For each product, record: purchase price, transport per unit, packing per unit, payment fee estimate, return allowance, target margin and the resulting minimum price. Then add the current market price you see in shops and online. If the market is below your minimum, either find a cheaper source or drop the line.

## Review on a schedule

Set a reminder on the first of every month to review prices. Currency movements, supplier increases and new competitors can change your landed cost quickly. A price list that is three months old is probably wrong.

## Different prices for different buyers

It is fine to offer a different price for a bulk order than for a single unit, provided your cost per unit really falls. Consider packing, transport and handling savings. Do not offer a bulk price just because a buyer asks. Offer it when the numbers justify it.

## Communicate value, not just price

Mention warranty and testing. Mention availability and delivery date. Mention what is included in the box. Mention your reliability record. Business buyers often pay a little more for certainty.

## A typical scenario

A vendor builds a sheet with landed cost, floor margin and market price for twenty lines, and updates it every month. Illustrative example based on common cases, not a named vendor.

## Common mistakes

Guessing. Never reviewing. Ignoring fees.

## Quick checklist

Compute landed cost. Set floors. Review monthly.

## FAQ

**How much margin is right?** It depends on category and competition.

**Should I list the same price everywhere?** Not necessarily.

**What about exchange rates?** Review often.

**Use the payout calculator.** See the payout calculator guide.

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