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Marginory

TikTok Shop Pricing Calculator

Enter your costs and target net margin to get a list price that still works after the referral fee, affiliate commission, seller-funded discounts, shipping you pay, ad cost per order and refunds. The channel table shows how much higher the price must be when sales come from creators or ads.

By Content reviewed

Product and costs

Referral fee category (US)

$

What one unit costs you (COGS).

$

Label or shipping fee per order.

$
How the sale happens
%

0 for sales without a creator.

$

0 if you don't advertise.

Advanced settingsDiscounts, refunds
%
%
Your goal
%

Profit as a share of what the customer pays.

Recommended list price

$31.70

Target margin 20% · $6.34 net profit per order

Break-even price
$23.36
Max ad cost / order
$10.34

Ad spend per order at which profit reaches $0

Max affiliate rate
35.0%

Commission at which profit reaches $0

Where the price goes

Sale price$31.70
Referral fee−$1.90
Affiliate commission15%−$4.76
Ad cost−$4.00
Refund allowance3%−$0.95
Product, packaging & shipping−$13.75
Net profit per order$6.34

Data sources

Referral rates are TikTok's published US reference rates; pick Confirmed account rate if Seller Center shows a different one. Commission, ad cost and refunds are your own numbers.

Price needed by sales channel

Same product and 20% target; only the acquisition cost changes.

ScenarioBreak-even pricePrice for 20%
OrganicNo affiliate, no ads$15.11$19.37
Affiliate15% commission$18.10$24.56
TikTok Ads$4.00 ads per order$19.51$25.00
Affiliate + AdsYour current inputs$23.36$31.70

How this is calculated

Sale price = List price × (1 − Seller discount%)
Net profit = Sale price − Referral fee − Affiliate% × Sale price − Refund allowance% × Sale price − Ad cost − Product − Packaging − Shipping
Recommended list price = lowest price where Net profit ÷ Sale price ≥ Target margin

Assumptions

  • TikTok Shop US. Referral rate from the selected category, or the rate you confirm in Seller Center
  • Referral fee and affiliate commission are calculated on the post-discount item price; buyer tax is excluded
  • Free shipping to the buyer: the shipping you pay is a cost, not revenue
  • Affiliate rate, ad cost and refund allowance are your inputs, not TikTok data

Source: seller-us.tiktok.com/university/essay · Last verified: 2026-10-11

Worked example: price for a 25% margin with creator commission

Product $11 plus $5 shipping you pay, free shipping to the buyer, 6% referral fee.

No affiliate10% affiliate20% affiliate
Price for 25% margin$23.19$27.12$32.65
Break-even price$17.02$19.05$21.62

A 20% creator commission raises the price needed for the same margin by $9.46. Decide the commission before setting the price, not after.

Cost inputs are illustrative; fees are calculated with the same rates as the calculator above.

Review the market, fee bases and exclusions shown with this tool. Published rates and illustrative cost inputs have different certainty. Compare your breakdown with an actual order statement. Sources and methodology.

Related Tools

TikTok Shop Profit CalculatorTikTok Shop Fee CalculatorTikTok Shop Break-Even CalculatorTikTok Shop Discount Profit CalculatorTikTok Shop Affiliate Commission CalculatorTikTok Shop Break-Even ROAS Calculator

Frequently Asked Questions

How do I price products on TikTok Shop?
TikTok Shop price = (Total cost) / (1 − referral% − affiliate% − target margin%). With a $12 cost product, the calculator's 6% referral assumption, 10% affiliate commission, and 25% target margin: $12 / 0.59 = $20.34. Replace the assumption with your confirmed Seller Center rate.
How much higher should my price be when creators sell it?
Every point of commission comes out of the same sale price as your margin, so the required price rises faster than the commission rate. The channel table above compares organic, affiliate, ads and affiliate + ads pricing for your inputs.
What price points work best on TikTok Shop?
Impulse-buy range converts best: most successful TikTok Shop products sit between $15 and $40. Below $15 the 6% fee plus shipping eats the margin; above $50 conversion drops because buyers research more. Price at $19.99–$34.99 with a healthy margin and use the affiliate rate as your growth lever.
How does the new-seller 3% referral promo affect pricing?
TikTok says new sellers enrolled in a promotional plan keep its rate until the promotion ends; the promotional rate and length are shown in Seller Center. Don't price around the promo — set prices assuming the standard 6% so your margin doesn't collapse when the promotional window ends. Treat any savings during the promo as launch budget for affiliate commissions or ads.
Should discounts come out of my price or my margin on TikTok Shop?
TikTok Shop is discount-heavy: flash sales, vouchers, and live-stream deals are normal buyer expectations. Build a 10–20% discount buffer into your list price — e.g., if your target selling price is $24.99, list at $29.99 and run a permanent 15%-off voucher. Referral fees are charged on what the customer actually pays.
Does TikTok charge the referral fee before or after discounts?
TikTok calculates the referral fee on what the customer pays for the item after seller-funded discounts, plus platform-funded discounts that TikTok reimburses, excluding tax. This calculator assumes no platform-funded discount; the fee calculator models both kinds.