The upholstery pricing formula
Every quote you send should be built from these five parts. Guessing, or copying someone else's prices, is how new upholsterers end up working for far less than minimum wage.
Step 1: Cost your materials
List everything the job needs: fabric, calico, wadding, fibre, foam, webbing, springs, twine, tacks or staples, piping cord, trims and bottom cloth. Remember:
- Pattern matching and large repeats can add significantly to fabric meterage.
- Allow for wastage and offcuts.
- All filling and cover materials must meet UK fire safety requirements, so factor in compliant materials from the start.
- If the customer supplies their own fabric, agree in writing who is responsible for quantity and suitability.
Step 2: Estimate your hours honestly
Beginners almost always underestimate time. Include every stage:
- Assessment and quoting
- Stripping back (often the slowest part)
- Frame repairs, re-webbing and re-springing
- Stuffing, calico and top cover
- Finishing: piping, trims, buttons, bottom cloth
- Collection, delivery and admin
Time yourself on every project, even the ones you do for yourself. After a few pieces you'll have real data to quote from.
Step 3: Set your hourly rate
Work backwards from what you need to earn. Decide how many hours a week you can genuinely spend at the bench (not including admin), then what you want to take home. Your rate should reflect a skilled trade, not “pocket money for a hobby”.
Step 4: Add your overheads
Tools, blades, compressor and staple gun upkeep, workspace costs, insurance, fuel, phone, website and marketing. Add up a year's costs and spread them across the jobs you expect to do.
Step 5: Add a margin and send a clear quote
Add a profit and contingency margin, as old furniture often hides surprises under the cover. Then send a written quote that states:
- What's included (and what isn't, e.g. frame repairs if needed)
- Fabric quantity and who is supplying it
- Deposit required and payment terms
- Estimated turnaround time
Common pricing mistakes
- Charging only for materials “because it's a friend”
- Forgetting stripping time
- Not taking a deposit for fabric
- Competing on price instead of quality and story