2
Understanding The Competition
While it’s important to know what others are charging, every quote should be based on your unique setup, experience, and goals for your trade business.
Business Builder
Getting your pricing spot on can make all the difference – not just for winning work, but for making sure the job’s worth doing in the first place. It’s about being fair, competitive, and making sure you’re not short-changing yourself. In this article, you’ll get advice from Tom Easter – a two-time Kitchen Fitter of the Year – who’s been there, done it, and knows what really works. Tom breaks down how to calculate your costs, factor in overheads, and make sure your labour’s priced right. No jargon – just straight-up advice from someone who knows the job inside out.
Meet
Tom Easter
After spending a few years as a maintenance worker, I eventually found my calling - fitting kitchens. I'm now a director of my own company, T&N Developments, where I need to combine the top craftsmanship my customers expect with competitive prices that keep them coming back. I've been lucky enough to win Kitchen Fitter of the Year at the On The Tools Awards not once, but twice, in 2022 and 2024. I've also had one of my kitchens in the top 4 of “Howdens Kitchen Of The Year”. Now, I'm sharing my tips and what I've learnt with you.
-
16 Years
Experience in the Trade -
Over 10 Years
as a Business Owner -
192
Kitchens Completed -
2022/24
Kitchen Fitter of the Year
In this video, I explain how to price jobs competitively, while making sure they are worth doing and running a profitable business. This is real insight from someone who's done it day in, day out.
Download the factsheet
1
Estimating Material Costs
Getting your material estimates right is a crucial part of quoting any job. It keeps
costs under control, helps avoid nasty surprises, and gives you a better shot at turning a profit.
Material Lists
From timber and worktops to screws, fixings and adhesives, listing everything out upfront in a spreadsheet
or notebook helps avoid those last-minute runs to the merchant and keeps my quotes accurate.
Hidden Costs
It's not just the materials. Extras like fuel, insurance, or storage can sneak up on you. Build them into
quotes to make sure you’re covering the full picture. You want to give the best price for your
customers, but it needs to help you grow.
Price Check
According to TradeBrain, 26% of UK tradespeople think they're likely to be impacted by material
availability or price increases in 2025. I regularly compare suppliers and look for trade or bulk
discounts to keep jobs profitable.
Wastage
Materials can get damaged during transit or on-site, especially timber, which needs cutting to size. I
recommend adding a 10–15% buffer for waste, which helps to keep margins safe and avoid dipping into
your pockets.
3
Profit Margin
A healthy margin isn’t a bonus — it’s what keeps your business going. Understanding your margin is key to long-term success. It helps cover your risks, supports future growth, and makes sure every job you take on is actually moving your business forward.
Know Your Bottom Line
Work out what you need to earn before you price a job. You should know the minimum profit you need to cover day-to-day costs, running the business, and replacing tools over time. If your quote doesn’t cover that, you’re working for less than you’re worth.
Future Work Costs
Small jobs can open big doors. If a job leads to long-term work, big contracts, or repeat business, I always suggest that you be a little more flexible with your margin – as long as it still makes sense for your bottom line.
Price For Skill And Demand
Your knowledge, experience, and specialisms add value. Jobs that require more expertise, specialist tools, or are harder to come by should reflect that in the quote. If fewer competitors can do the work well, that’s why it should be priced higher.
Flex Your Pricing
Some work takes more time, comes with more pressure, or happens outside the usual hours. In these cases, it’s fair to charge a bit more for the added effort, skill, or urgency. It helps make sure the job is worthwhile for you and clear for the customer.
4
Estimating Labour
Labour is often one of the biggest costs - and an easy one to get wrong. Estimating it properly helps protect your profit, manage time better, and keep jobs running smoothly.
Hours
Don't just guess the time - break it down. Factor in every part of the job: setup, travel, actual work, clean-up — the lot. This gives a more realistic estimate and helps sole traders make sure their own time is fully accounted for in the quote.
Labour Rates
Put the right people on the right tasks. If you've got a team, make sure everyone's working to their strengths and rates. It keeps things efficient and stops higher-paid trades from getting stuck on jobs someone else could handle.
Tom's trade tip
If work's a bit quieter - maybe it's the time of year - look for smaller jobs to keep things ticking over. Fitting a door, doing a bit of joinery, or picking up a bedroom installation can fill the gaps and keep cash flowing.
Business Builder Series
Whether you're looking to start a new business or already have one, running a trade business can be tricky. To help you build something worthwhile, we cover the basics – from knowing how to invoice to getting savvy on social media. Each topic will advise on best practices and how to run things correctly to set you up for success.
