The most common question among nail techs is “how much should I charge?” And the most common answer is looking at a competitor’s price list. The problem: they have different costs, different rent and different income goals. The right price for you comes from a simple calculation, and that is what we will do here.
The price formula
It looks like a lot, but it is only three questions: what do the materials cost, what does my time cost, and how much do I want left over?
Step 1 — Add up the materials for one appointment
List everything used in one appointment: polish or gel, base, top coat, files, cotton, remover, gloves, tips. Divide the product price by the number of appointments it provides. A bottle that costs 30 and lasts 15 appointments costs 2 per appointment.
Don’t forget the small items: they add up. More on that in the article on inventory control.
Step 2 — Find your hourly cost
Your time is not free. Add the income you want per month to your fixed expenses and divide by the hours you work in a month. The full walkthrough is in what your hour is worth.
Then multiply by the service time. If your hour costs 25 and the service takes 2 hours, labor is 50.
Step 3 — Set a profit margin
Margin is what is left for the business on top of your income: equipment replacement, courses, surprises, growth. 20% to 30% is a common starting point; adjust it to your goals.
Step 4 — Include card fees
If clients pay by card, part of the amount goes to the processor. Ignore it and your profit shrinks without you noticing. That is why the fee sits in the denominator.
Full example
| Item | Amount |
|---|---|
| Materials per appointment | 18.00 |
| Hourly cost × 2 h | 50.00 |
| Total cost | 68.00 |
| Desired margin | 30% |
| Card fee | 3% |
| Suggested price | 68 ÷ 0.67 ≈ 101.50 |
The numbers are only an example: your own hourly cost and materials will change the result.
What if the price is higher than the market?
Before lowering it, look at the components: can you shorten the service, lower the material cost per appointment, or fit more appointments in a day? Charging below your cost only works if the math still closes. If it does not, differentiate the service (finish, experience, nail art) instead of competing on price.
Review it regularly
Costs change. Redo the math every few months or whenever rent and supplies go up. See also how to raise prices without losing clients.
