How to Price Joinery Work in 2026 — A Practical Guide

Pricing joinery work is the single most important skill a workshop owner needs — and the one most joiners never formally learn. Nobody teaches you how to calculate whether a kitchen is worth making at a given price or whether you will quietly lose money on it.

Step 1: Know Your Workshop Hourly Cost

Fixed Overheads (Monthly)

Add up everything you pay whether or not you are making anything: rent, rates, insurance, electricity, equipment finance, vehicle costs, accountant, software, your own salary. For a typical UK workshop with 4-6 staff, this is usually 8,000-15,000 per month.

Direct Labour Cost

For each worker: hourly wage + employer NI (13.8%) + pension (3%) + benefits. A joiner earning 18 per hour actually costs about 21-22 per hour.

Step 2: Estimating Labour Hours

Break down by phase, not by total. Do not estimate "this kitchen will take two weeks." Break it down: setting out (4h), cutting (8h), machining (12h), assembly (24h), sanding (8h), spraying (6h), final assembly (8h), delivery and install (16h). Total: 86 hours.

Add 10-15% contingency. Always. After each project, compare estimated vs actual hours — this is the only way to improve estimating over time.

Step 3: Material Costs

Include: timber, ironmongery, glass, adhesives, finishing products, fixings, packaging, delivery charges. Add 15-20% waste factor for hardwood, 10-15% for sheet materials.

Step 4: Pricing the Job

Labour hours multiplied by charge-out rate, plus material costs including waste, plus subcontractor costs, plus delivery, plus margin. Most sustainable workshops aim for 15-25% gross margin.

Common Pricing Mistakes

1. Pricing by the Linear Metre

Works for repetitive production. Fails for bespoke work. Two metres of complex cabinetry takes three times longer than two metres of simple base units.

2. Forgetting Installation Time

Site conditions are worse than expected, access is difficult, walls are not plumb. Budget more installation time than you think.

3. Not Charging for Design

Detailed drawings take hours. Consider charging a design fee deductible from the final price if the client proceeds.

4. Matching Competitor Prices

If a competitor quotes significantly less, they are either more efficient or undercharging. Compete on quality and reliability, not on being cheapest.

Using Software to Improve Pricing

The biggest improvement is better data. Track actual labour hours and material costs against quoted values on every project. After six months, you will know exactly how long your workshop takes to build a standard door set, a sash window, or a fitted wardrobe.