Most factory quotes arrive as a single number per unit. It is easy to compare against another single number, which is precisely why suppliers like it, and it tells you almost nothing about whether the price is good or where you could improve it.
What the lines look like
On a mid-tier scrub set, the rough shape of the cost is consistent across the industry:
- Main fabric is the largest single line by a wide margin. It moves with composition, weight and colour.
- Cut-make-trim, the labour of actually producing the garment, is the next largest. It moves with pocket count and stitching complexity more than with size.
- Trims and accessories covers zippers, drawstrings, elastic, labels and tags.
- Packing and quality control covers inspection level, bagging and cartons.
- Factory overhead covers sampling, administration and compliance.
Why the split is the useful part
Because it tells you which lever to pull. If fabric dominates your cost, moving from a four-way performance blend to a poly-spandex stretch will do more for your landed cost than any negotiation on labour. If labour is unusually high, you are probably paying for a pocket configuration or a stitching detail that your customers cannot see.
Without the split, every conversation about price becomes a request for a discount, which is the least productive version of that conversation for both sides.
What else belongs on the quote
Branding should be priced separately, because it varies enormously between an embroidered logo and a full front print. Freight should be separate, because it is the line most likely to change between quote and shipment. And the sample cost should be stated, along with whether it is credited against the bulk order.
The one-line request
Ask for a cost breakdown sheet rather than a unit price. It is a normal request in apparel sourcing and a supplier who works this way will send it without hesitation. A supplier who refuses is not protecting a margin secret so much as avoiding a conversation about what you are actually buying.
What a proper itemised quote contains
| Line item | What drives it | Where you can save |
|---|---|---|
| Fabric | Composition, weight, stretch, finish | Right-size the weight to the role |
| Cut, make & trim (CMT) | Construction complexity, pocket count | Simplify non-essential detailing |
| Trims | Labels, tags, drawcords, zips, elastic | Standardise trims across styles |
| Branding | Embroidery vs print, stitch count | One logo placement, not three |
| Packing | Poly-bagging, folding, carton marking | Bulk-pack where site sorting allows |
| Freight | Weight, volume, shipping terms | Consolidate orders; confirm Incoterms |
The costs buyers forget
Three costs sit outside the unit price and surprise first-time buyers: sampling (often credited to the bulk order, but ask), freight and duties to your door, and the gap between a first run and a reorder, where set-up is already done. A quote that ignores these is not cheaper — it is just less complete.
Comparing two quotes fairly
Before you decide one supplier is cheaper, normalise the three things that move price most: fabric weight and composition, branding method and placement, and freight terms. Two quotes are only comparable once those match.
Frequently asked questions
What should a scrub quote include?
Fabric, cut-make-trim, trims, branding, packing and freight, each priced separately, plus any sampling cost and the shipping terms.
Why is one supplier so much cheaper?
Usually a lighter fabric, simpler construction or excluded freight and sampling. Normalise the specification before comparing.
What does CMT mean?
Cut, make and trim — the labour of turning fabric into a finished garment, separate from the fabric cost itself.
Related guides: MOQ per style vs per colourway · MOQs, sampling and lead times
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