Best Cheese Pricing: Wholesale Cheese Businesses Strategies

Joanna Okedara
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    Often times than most, cheese connoisseurs and cheese mongers that venture into opening a cheese shop tend to focus on the art of cheese making or cheese pairing. While it is awesome to grow your cheese craft, in the long run, the business takes a hit when efficient business systems are not in place.

    In order to be successful in the cheese industry, it is important to put a number of things in place. From writing your eCommerce business plan and developing your cheese marketing strategies to strategic sourcing of top wholesale cheese distributors and choosing the right cheese storage, there’s a lot more to starting a cheese business than cheese making.

    Key Takeaway: One essential ingredient that can determine the success of your cheese venture is the cheese pricing strategy. Yes, pricing! That one topic no one wants to talk about.

    Finding the sweet spot between maximizing your profit margins and staying competitive is crucial for a flourishing wholesale cheese enterprise. As a wholesale cheese entrepreneur, setting the optimal wholesale vs retail prices for your offerings can make or break your business. 

    When setting your cheese price or bulk cheese price, there are a lot of factors to consider. In this blog, we’ll look at these factors, and give you tips on how to create your pricing strategy.


    Cheese Pricing Strategies: How to Price Wholesale Cheese

    Pricing plays a pivotal role in the cheese industry, as it can directly impact consumer perception, demand, and brand positioning. With countless cheese varieties available, consumers often rely on price as an indicator of quality, taste, and craftsmanship. 

    Consequently, establishing an appropriate pricing structure can help your cheese wholesale business maintain a competitive edge. Your pricing can even form part of your unique selling proposition (USP).

    Developing an effective pricing strategy is vital to maximize profits and maximize revenue in your wholesale cheese business. Your pricing strategy should be included in your eCommerce business plan. A lot of things can go wrong if you don’t have your strategy ready in the early stages of your business.

    A well-executed strategy helps business owners achieve their eCommerce accounting and financial goals by accurately capturing the value of their products. Another great thing about having a cheese pricing strategy is that it gives room for flexibility.


    You can continually evaluate and adjust your cheese pricing strategies based on market trends, production costs, and customer data feedback. Let’s look at some of the best cheese pricing strategies, their advantages, disadvantages, and tips on how to price cheese.

    1. Cost-Based Cheese Pricing

    Cost-based pricing, also known as cost-plus pricing, is a pricing strategy where the total cost of making a product or delivering a service is calculated. The desired profit margin is then added to determine the final selling price.

    This approach considers the costs of cheese making and cheese making accessories and ensures that you get your desired profit margin.

    Calculating the Cost of Cheese Production

    • Direct Costs (e.g., raw materials, labor)

    Direct costs are expenses that can be directly attributed to the production of cheese. These include the cost of raw materials, such as dairy milk, rennet, and cultures. It also considers labor costs associated with cheese making. To implement a cost-based pricing strategy, it's essential to have a clear understanding of the total direct costs involved in producing each cheese variety.

    • Indirect Costs (e.g., overhead, marketing)

    Indirect costs are those spendings that cannot be directly linked to cheese production but are still essential for running the cheese business. These include overhead costs like rent, utilities, and equipment maintenance, as well as cheese business marketing expenses like advertising, cheese packaging materials, and promotional activities. 

    To calculate the overall cost of cheese production accurately, indirect costs must be factored into the equation.

    How to Determine Your Desired Profit Margins

    Once the total cost of production is calculated, it is possible to determine your desired profit margins. This can be based on your financial goals and market positioning. 

    Factors like the perceived value of the product, target customer segments, and the level of competition in the market are some of the things you should consider before setting your desired profit margin.

    1. Value-Based Cheese Pricing

    Value-based pricing is a pricing strategy that sets prices based on the perceived value of a product or service to the customer. Unlike cost based pricing, value based pricing considers more than just the cost of production or market competition. 

    How much is a customer willing to pay for my cheese offering?

    Value-based pricing is all about your unique selling point (USP) and perception. The way your target customers perceive the value your cheese product or cheese subscription box is everything when it comes to value based pricing.

    Before implementing this strategy, it's essential to understand the factors that contribute to the perceived value of your specialty cheese products. These may include quality, taste, uniqueness, brand reputation, and any other attributes that customers find appealing. 

    You can understand these factors by conducting market research, customer surveys, and gathering feedback. 

    1. Market Penetration and Skimming Cheese Pricing Strategies

    Market penetration and skimming strategies are two different approaches to cheese pricing that wholesale cheese businesses can use when introducing new cheese products. So what are these strategies about?

    If you’ve ever wondered why a new business with seemingly high-demand products set low prices for their goods, then market penetration pricing is your answer. Market penetration pricing is a strategy in which a business initially sets lower prices for its products or services to attract customers and gain market share

    Breaking into the market first and asking questions later is the what this approach is all about. The plan is to entice price-sensitive customers, create a buzz around the new product, and stimulate rapid sales growth. 

    By offering lower prices, you can quickly establish a customer base and build brand recognition in the market.

    On the other hand, market skimming pricing, also known as price skimming, is a strategy in which a business sets higher prices for its products or services. This will work if your target customers are those that are willing to pay a premium for exclusive or innovative offerings. 

    Market penetration pricing will help you gain a significant market share by attracting a large number of customers to your brand. As your business grows and establishes a strong presence in the market, you can gradually raise cheese prices to more sustainable levels or even introduce higher-priced products or services to capitalize on customer loyalty and brand reputation.

    With market skimming pricing, you can maximize your profit margins by capturing the highest possible value from customers who are less price-sensitive. Over time, as the market matures or competition increases, you may lower prices to appeal to a broader customer base.

    1. Psychological Cheese Pricing Strategies

    Psychological pricing techniques are pricing strategies that businesses use to influence consumer perception and behavior. You can take advantage of your customers’ cognitive biases and psychological tendencies and set your prices based on this. 

    Sounds difficult, but let’s give it a bit more perspective. Here are some common psychological pricing techniques:

    • Charm Pricing (e.g., $9.99 instead of $10): Charm pricing, also known as odd pricing, is when you set prices slightly below a whole number to create the perception that the price is lower than it actually is. Customers often focus on the first number when making price comparisons, so a price of $9.99 can seem more affordable than $10.
    • Price Anchoring and Reference Prices: You must have seen where a price label has two price figures - the regular price and the discount price. Yes, that’s price anchoring. The strategy allows you to present a higher reference price alongside the actual selling price to create the perception of a discount or a better deal. Customers feel that they are getting more value for their money and encourage them to make a purchase.
    • Bundle and Volume Pricing Strategies: Bundle and volume pricing strategies is when you offer discounts or incentives for customers who purchase multiple products or bulk cheese. For example, offering a discount when purchasing a cheese assortment or providing a lower price per unit when buying a larger quantity can entice customers to spend more and increase the overall sales volume.
    • Decoy Pricing: Decoy pricing, just like the name, is when you add a third, less attractive option to make the other two options seem more appealing. For instance, a business might offer three subscription plans: a basic plan, a premium plan, and an overpriced plan with similar features as the premium plan. Customers are more likely to choose the premium plan over the basic plan, as the overpriced plan makes the premium plan seem like a better value.
    1. Dynamic Cheese Pricing Strategies

    Optimizing your cheese pricing strategy according to market demands is important. For instance, say a competitor down the street of your brick and mortar cheese shop runs a promotional discount during Black Friday. It’s only logical that you adjust your pricing if you don’t want to lose your customers.

    This is where dynamic pricing comes to play.

    Dynamic pricing is a pricing strategy that allows you to adjust cheese prices in real-time based on various factors such as demand, competition, and market trends. This pricing strategy can optimize your business for increased revenue generation and growth opportunities, if you play your cards right.

    With dynamic pricing, technology plays a crucial role. It’s not possible to know what’s going on in the market per time, every time. Except you have some James Bond 007 brand of cheese somewhere.

    Advanced software solutions, artificial intelligence (AI), and machine learning algorithms can help you monitor market conditions and predict demand fluctuations. You can keep track of customer data, automate pricing updates, and make informed pricing decisions quickly.

    Here are some practical examples of dynamic pricing for your cheese business:

    • Seasonal Demand Fluctuations: Certain cheese varieties might have higher demand during specific seasons, holidays, or events. For instance, a particular cheese may be more popular during the holiday season, while another might be favored during the summer months. With dynamic pricing, you can adjust prices in real-time to capitalize on these seasonal demand fluctuations, increasing prices when demand is high and lowering them during periods of lower demand.
    • Competitor Pricing: Dynamic cheese pricing can help a cheese business stay competitive by monitoring and reacting to competitor pricing changes. For example, if a competitor runs a promotion on a specific cheese variety, you can quickly adjust prices to match or undercut the competitor's offer, retaining its customers and potentially attracting new ones.
    • Inventory Management: Say your cheese business has excess inventory of a particular cheese variety. And this cheese variety is just about to expire, dynamic pricing can be used to lower the price of that specific cheese temporarily. This price reduction can encourage customers to purchase the product, helping the business clear out the inventory more quickly.
    • Time-based Pricing: You can offer special discounts or promotions during specific times of the day, week, or month to drive sales during slow periods. For example, you could lower prices on certain cheese varieties during weekday afternoons when foot traffic is typically lower, encouraging customers to make purchases and boosting sales during off-peak hours.

    Frequently Asked Questions About Cheese Pricing

    How are Cheese Prices Determined?

    Cheese prices are determined by the following factors:

    • Cost of production
    • Demand and supply
    • Quality and aging
    • Regional factor
    • Market competition

    What's the Markup on Cheese?

    The markup on cheese for wholesale distribution businesses is usually between 30-50%. Retailers may have higher markups, ranging from 50-100% or more.

    Which Cheese is Highest in Price?

    The highest-priced cheese in the world is Pule cheese. Pule is a Serbian cheese made from the milk of Balkan donkeys. Pule cheese can fetch prices of around $600-$1,000 per kilogram or more.

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