To price microgreens, choose a specific pack size and sales channel, measure the cost of a sold pack, then check whether the price covers labor, waste, delivery, and overhead. A farmers-market price and a restaurant price may differ because fulfillment costs and order size differ. There is no useful universal price per “package” without its weight, variety, location, and delivery terms.
Start with your own records and local buyer quotes. The dollar examples below are hypothetical arithmetic, not current market averages or promises of profit.
What belongs in your microgreens price?
- Crop cost: seed, medium, water, utilities attributable to a batch, failed trays, and unsold product.
- Harvest and packing: your time, food-safe supplies, label, container, and cold handling.
- Channel cost: market fees, card processing, sampling, delivery time, fuel, and returns.
- Fixed overhead: rent, insurance, permits, bookkeeping, equipment wear, and other monthly bills.
Measure saleable yield by crop and batch. Divide batch cost by the number of packs actually sold, not by a theoretical maximum from every tray. Record pack weight in ounces or grams and use the same unit when comparing competitors. The University of Missouri Extension microgreens planning budget is a useful cost framework, but its 2024 Missouri price assumptions are not a 2026 quote for your area.
Calculate contribution and break-even first
Contribution per sold pack = selling price − variable cost per sold pack. Break-even sold packs = monthly fixed costs ÷ contribution per pack. Round the pack count up. If contribution is zero or negative, more sales at that price will not cover fixed costs. This is the SBA’s break-even method.
| Illustrative monthly scenario | Direct sale | Restaurant order |
|---|---|---|
| Pack and channel | One specified retail pack | Equivalent pack in a standing order |
| Price per sold pack | $5.00 | $4.25 |
| Variable cost, including labor, expected waste, and channel fulfillment | $2.75 | $2.55 |
| Contribution per sold pack | $2.25 | $1.70 |
| Fixed monthly cost assumption | $225 | $225 |
| Break-even packs if this were the only channel | 100 | 133 |
The lower restaurant quote works only if its larger, predictable order really saves enough packaging, selling, or delivery cost. The two columns are separate single-channel scenarios; do not add their break-even counts together. At mixed volumes, sum contribution from each channel and compare that total with fixed costs. These figures exclude taxes, startup recovery, and financing. Use the profitability guide for a fuller net-income model.
How to quote a farmers-market or direct customer
Choose a clear variety, weight, harvest date, and pack format. Compare the price per ounce for an equivalent product at markets or shops your buyers actually use. Then count stall fees, travel, unsold packs, payment fees, and the time spent selling. A high shelf price can still return less than a modest preordered sale if waste and market time are high.
Test a price with a small batch and track paid purchases and repeat orders. If the price does not cover your measured costs, adjust the variety, package, production process, or sales channel. Do not assume a promotion will fix an uneconomic pack.
How to quote restaurants and wholesale accounts
Ask the buyer for the required variety, weight, weekly volume, delivery window, packaging, payment terms, and replacement policy. Quote the exact unit and delivery terms in writing. For example: “[variety], [weight] per pack, [packs] per order, delivered [day] to [area], at [price] each, payment due [terms].” This prevents a low price from silently absorbing extra trips or custom packaging.
A standing order may reduce marketing effort and waste, but slow payment increases cash needs. Calculate the route cost per stop and the contribution after all fulfillment expenses. Our restaurant sales guide covers buyer conversations and delivery expectations.
When does a volume discount make sense?
Discount only when a larger order reduces your cost or improves predictable sell-through enough to preserve contribution. In the hypothetical direct-sale column above, a 10% discount lowers price from $5.00 to $4.50. If variable cost stays $2.75, contribution falls from $2.25 to $1.75 per sold pack. With $225 in fixed costs, break-even rises from 100 to 129 packs. A discount can increase revenue while reducing profit if the extra volume does not compensate.
Set a minimum order, one delivery day, and a defined discount tier. Check crop capacity and safe handling before accepting recurring volume. Avoid claims such as “wholesale always means lower margin”; the outcome depends on the whole route and product mix.
Recheck the quote as conditions change
- Track sold packs, returns, unsold harvest, and hours for each crop and channel.
- Update seed, packaging, labor, market, and delivery costs when your actual invoices change.
- Compare contribution per order and per hour, plus repeat purchase rate.
- Review the price with buyers when pack size, variety, delivery terms, or costs materially change.
The microgreens business-plan template helps tie prices to a buyer and a pilot decision. If you are still choosing a sales route, start with the selling microgreens guide.
Pricing questions
Should every variety have the same price?
Only if their saleable yield, growing time, seed cost, packing, and buyer value support it. Track each crop separately before grouping them under one price.
Should I price by ounce, tray, or pack?
Quote the unit your buyer orders and define it precisely. Keep an internal per-ounce or per-gram calculation so different pack sizes remain comparable. A live tray includes a different product and fulfillment cost than harvested greens.
What is the minimum price I can charge?
There is no universal number. Your quote must cover the relevant variable costs and contribute enough toward fixed costs and owner compensation at a realistic sold volume. Test willingness to pay locally rather than copying a national figure.
Sources: University of Missouri Extension planning budget; Penn State Extension microgreens business planning; U.S. Small Business Administration break-even guidance. All dollar values in the comparison are illustrative.
