Selling and marketing
Cakes Wholesale Bakery: Price and Margin (2026)
A clear way to price cakes for wholesale so your cafe or restaurant order pays you.
On this page
- What a wholesale cake order looks like
- What goes into your cost per cake
- How to set a wholesale price that leaves a margin
- Mistakes that cost you money on wholesale cakes
- What to check before you commit to a wholesale order
- How to handle delivery and packaging for wholesale cakes
- How to find cafes and restaurants for your wholesale cakes
What to remember
- Your cost per cake has three parts: ingredients, labor, and overhead.
- Overhead includes your $20 monthly Brevl fee and any packaging.
- A wholesale price must cover all three before you add profit.
- Check the order size before you quote a per cake price.
When a cafe asks for a cakes wholesale bakery quote, you are not selling one cake. You are selling a repeat order. That changes how you count your time and your packaging.
What a wholesale cake order looks like
A wholesale order is not a single cake for a birthday. It is a standing order for a cafe, a restaurant, or a corner store. They may want 10 cakes a week or 50 cupcakes a day. The exact numbers depend on their menu and their foot traffic. You set a price per cake or per dozen.
The key difference is repeat business. A retail customer buys once. A wholesale customer buys again and again. That means your price must be low enough for them to make money, but high enough for you to make money too. You find that balance by knowing your cost per cake.
What goes into your cost per cake
Your cost per cake has three parts. The first is ingredients. That is the flour, sugar, eggs, butter, and any flavoring or filling. The second is labor. That is your time to shop, bake, cool, decorate, and pack. The third is overhead. That is everything else you pay to run your business.
Overhead includes your $20 monthly Brevl fee, your boxes, your cake drums, your labels, and your utilities. If you drive to deliver, add gas and wear on your car. Overhead is easy to forget because you do not pay it per cake. But you must count it per cake to know your true cost.
To find your overhead per cake, add up all your monthly overhead costs. Then divide by the number of cakes you sell in a month. Brevl costs $20 a month, so that is part of your overhead. The more cakes you sell, the lower your overhead per cake.
How to set a wholesale price that leaves a margin
Start with your cost per cake. Then add your profit. A common approach is to multiply your cost by a number you choose, like 2 or 3. That gives you a wholesale price. You can also work backwards from what the cafe will pay. If their price is too low, you may need to simplify the cake or find a cheaper ingredient.
Add up ingredients for one cake
List every ingredient and its cost for a single cake.
Add your labor
Decide an hourly rate for your time and multiply by the hours per cake.
Add overhead per cake
Divide your monthly overhead, like the $20 Brevl fee, by the number of cakes you sell.
Add your profit margin
Multiply the total cost by your chosen margin, such as 2 or 3.
Check the order size
A larger order may lower your cost per cake, so adjust your price.
Mistakes that cost you money on wholesale cakes
The biggest mistake is forgetting your labor and overhead. If you quote a price that only covers ingredients, you are not paying yourself. Another mistake is not asking about delivery. If you drive 30 minutes each way, that time and gas must be in your price. For a full pricing sheet, see bakery pricing template.
A third mistake is not setting a minimum order. If a cafe wants 2 cakes a week, your setup time may not be worth it. Set a minimum number of cakes or a minimum dollar amount. A fourth mistake is not tracking your actual costs. Keep every receipt and update your numbers every month.
A fifth mistake is not raising your prices when your costs go up. Flour, butter, and eggs change price. If you do not check your costs every few months, your margin shrinks. Set a reminder to review your prices quarterly. Tell your wholesale customers in advance if you need to adjust.
What to check before you commit to a wholesale order
Before you say yes, check the delivery distance, the order frequency, and the packaging cost. A weekly order for 10 cakes is different from a one time order for 2. Ask about their payment terms and whether they will pick up. If you are new to wholesale, start with how to sell cakes wholesale.
Also check your state rules. Some states allow home bakers to sell wholesale. Others do not. Check with your state’s cottage food program or your local health department. They can tell you what is allowed from your home kitchen. This is not legal advice.
Check if you need business insurance. Some cafes will ask for a certificate of insurance before they buy from you. That is a cost and a step. Check with your state and your insurance agent. Also check if you need a food handler card. These rules vary by state.
How to handle delivery and packaging for wholesale cakes
Delivery is part of your cost. If you drive, you need to charge for your time and gas. You can build delivery into your price per cake or charge a separate delivery fee. Packaging is also part of your cost. You need boxes that stack and protect the cake. Cake drums and boxes add to your cost per cake.
If the cafe picks up, you save the delivery cost. You can offer a lower price for pickup. Always confirm who is responsible for the cake once it leaves your kitchen. A simple written order form can prevent confusion. You can use a notebook or a simple invoice.
How to find cafes and restaurants for your wholesale cakes
Start with places you already visit. Your local coffee shop, deli, or restaurant may want a dessert they do not have to make. Bring a sample and a price list. Be ready to explain your cost and your margin. If they say no, ask what would make it a yes.
You can also post in local business groups or ask other home bakers for leads. Once you have one wholesale customer, ask them for a referral. A good wholesale relationship is built on reliability. Deliver on time and keep your quality consistent.
For more on selling to cafes, read wholesale cakes for cafes. For restaurants, see wholesale cakes for restaurants.
You can also read more selling guides on our selling topic page.
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Common questions
How do I price a wholesale cake for a cafe?
Start with your cost per cake. Add ingredients, your labor, and your share of overhead like the $20 monthly Brevl fee. Then add your profit margin. A common approach is to multiply your total cost by 2 or 3. Check that the cafe will pay that price before you commit.
What is the difference between retail and wholesale cake pricing?
Retail is one cake to one person. Wholesale is many cakes to a business. Wholesale prices are lower per cake because the order is larger and repeat. You make your money on volume and on saving time. You must still cover all your costs and your labor.
How do I calculate my cost per cake for wholesale?
List every ingredient for one cake and add the cost. Add your time at an hourly rate you choose. Add overhead per cake by dividing your monthly costs, like the $20 Brevl fee, by the number of cakes you sell. The total is your cost per cake.
What is a good margin for wholesale cakes?
A good margin is one that pays you for your time and leaves money to grow. Many bakers aim for a price that is 2 to 3 times their cost. That is not a rule. It is a starting point. You must check what your local cafes will pay.
Do I need a license to sell cakes wholesale?
We cannot give legal advice. Rules vary by state and by whether you sell to a business. Check with your state's cottage food program or your local health department. They can tell you what is allowed from your home kitchen.
General information, not legal or tax advice.