What Is Multiple Unit Pricing?

By Thomas Bennett Financial expert at Priceva
Published on March 30, 2023
There is a large variety of pricing strategies that mostly evolve around price formation for a single product or service. However, if you want to grow your profits through increasing sales volume, you should opt for a multiple unit pricing strategy. This approach helps retailers liquidate unused stock, promote new or existing products, improve customer loyalty and, most importantly – elevate profits. This detailed guide explains how multiple unit pricing works, dwells upon its pros and cons, and how businesses can leverage it.

Overview of Multiple Unit Pricing

For the purpose of selling their goods and services, marketers employ a variety of pricing and discounting schemes. They have the option of selling their products for the stated price or less. However, the multiple units pricing method offers items at a lower cost if the buyer purchases more than one unit of the same item.

These days, multiple unit pricing is widely used in both brick-and-mortar and online stores: for example, you can see such special offers in supermarkets. This pricing approach is used to attract customers and move more goods off the shelves. Instead of paying the full cost for the items at regular prices, clients can pay considerably less if they get several units. Instead of one consumer purchasing one unit of the goods, retailers can sell multiple goods to one and the same buyer.

Multiple Unit Pricing Examples

The name “multiple unit” does not necessarily imply making bulk sales and offering discounts for a large number of units. Find out how this strategy can be implemented by businesses to increase profits through selling several services or products.

Two-Part Pricing

The two-part pricing strategy is used by sports clubs, time-share resorts, golf courses, and a huge range of "membership organizations" that provide goods and services. A typical two-part pricing tactic involves charging each user a set "membership" cost per month or per year in addition to a usage price per unit. Typically, a company increases profits by imposing a per-unit fee on each client equal to the marginal cost, plus a set fee equal to the surplus created by clients at that per-unit rate.

For example, two-part pricing for golf course memberships sometimes includes a hefty lifetime membership cost plus "greens fees" assessed for each game of golf played.

Monopoly Per-Unit Pricing

To implement any two-part pricing strategy, the seller must have at least some market power. In the absence of such competition, yearly membership fees would be reduced by rivals, and unit costs would be reached by pricing. Therefore, it is not surprising that urban regions, where golf courses with convenient locations are scarce, tend to have expensive golf membership prices. Large membership fees are usually relatively uncommon in remote or rural locations, where there are fewer rigorous regulations on the establishment of new golf courses.

Bundle Pricing

Bundle pricing is a form of two-part pricing used by companies with market strength to increase profits. The idea of bundle pricing is one that you are already familiar with if you have ever bought a 12-pack of soda, a year's worth of tax preparation services, or a "1+1=3" deal. Profits can be increased if products are bought as a single package or bundle of goods or services when there is a big customer surplus.

Bundles might consist of a single item, such as soft drinks or legal services, or they can be made up of several items and services that are closely tied to one another. For instance, "luxury packages" of new automobile features like power steering, power brakes, automatic transmissions, tinted windows, and others are frequently bundled by automakers. Similar to this, auto dealers frequently offer "special package prices" on services.

The ideal level of production is established by setting the price equal to the marginal cost and figuring out the quantity, much like in the case of two-part pricing. The whole area under the demand curve at that moment is the optimal bundle price, which is a single lump sum payment.

The best price for packages of related but distinct items is calculated in a similar way. Once more, when output is viewed as a collection of connected commodities or services, the total amount charged equates to the value of the complete area under the demand curve at the optimal production level.

Since businesses are unable to accurately predict the prices that various customers are prepared to pay for various items, bundle pricing is occasionally employed when related but not identical products are involved.

Managers might increase profits by closely linking the price charged to the value received by each client if they have precise knowledge of the worth of each unique product for each individual consumer.

Pros & Cons of Multiple Unit Pricing

A multiple unit pricing is not equally suitable for all services and sellers – it has certain peculiarities and comes with a few drawbacks that should be considered before you decide to use it.


First, let us quickly outline the major reasons to try multiple unit pricing:

  • Multiple pricing ensures a faster product turnover because goods can be consumed in larger amounts. Consequently, it leads to higher revenue.
  • The strategy uses a lower price per unit to help clients obtain a better value.
  • It allows innovative items to get traction on the market. The main emphasis is on providing consumers with attractive offerings at reasonable rates, as well as competitive advantages.


Consider these two disadvantages before you think of offering bulk purchase discounts or special offers:

  • The strategy lowers the product's profit margin for businesses because they have to provide discounts. It is also accomplished through lowering distributors' and retailers' revenue.
  • The method presents an issue for maintaining records because managing bundle sales is a little bit more difficult.
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Why Use Multiple Unit Pricing?

Now that you know how multiple unit pricing can be implemented with different services and products, you need to understand why it is so widely used by retailers and companies. Most likely, some of these reasons fit your own use case.

Higher Sales

Companies and merchants employ the multiple unit pricing technique to promote their goods and increase sales. Higher sales volumes help increase market potential and client conversion.

This is typically done on big sale days, which coincide with holidays or other shopping occasions like Black Friday. With a bulk purchase, the price is decreased, and the consumer is informed of the significant savings they will enjoy.

Getting Rid of Existing Stock

When businesses or merchants have stock that has been stored for some time and may be close to or already past expiration, they try to sell it off by the deadline using multiple unit pricing. This approach is often used to sell pharmaceutical products or other consumer goods, because expired stock results in losses for all parties.

Multiple unit pricing is employed to prevent these losses, and the stock is liquidated by making bulk offers.

Market Penetration With New Products

When a product is released, it typically has to compete with already existing items. Since they have been on the market for a while, current items have a larger and broader client base.

In order to compete with an established product on the market, sellers use a penetration strategy: this makes it possible to grow the customer base, boost sales of the product, and provide the company with a competitive advantage by gaining market share.

Hence, a market penetration strategy is used in conjunction with multiple unit pricing to promote new items and increase the share of current products on the market.

Penetration With Existing Products

Multiple unit pricing is offered when businesses seek to raise the current share of their products. This not only boosts revenue, but also brings in a large number of new clients and expands the market's current product share.

For instance, offers like “Buy 4 Get 1 Free” or “Buy 1 Get 1 Free” are often used by food suppliers to improve sales. However, any business can use the strategy to efficiently sell multiple units of its products.

Customized Deals

Multiple unit pricing is also applied to come up with personalized deals. When there are large orders and special promotions, buyers anticipate a lower cost for the goods. In order to lower the price per product and apply multiple unit pricing, a few free units are added to the order.

When dealing with supplier-manufacturer negotiations, multiple unit pricing is employed to provide some special deals. For instance, the agreement may state that whenever 100 units of a particular product are purchased, the supplier would receive 10 units free of charge. The buyer might offer a deal to acquire 1,000 units at once and ask for 150 units at no charge.


A multiple pricing helps retailers increase sales volume and get rid of unused stock much faster – it can be a win-win solution for both sellers and buyers. This pricing approach can also be used to promote new products and boost customer loyalty. If you want to leverage it for your business, it is crucial to calculate optimal prices: this will help you make sure to generate a sufficient income despite offering a discounted price.

Use price optimization software by Priceva to figure out the best prices. This tool will assist you with monitoring the market and competitors’ offers, and suggest the most optimal prices. No manual work required – automate price formation and enjoy growing revenue!


When should you use multiple unit pricing?

This strategy can be employed when a company wishes to boost sales of a certain product. Additionally, it can be used to get rid of the remaining inventory of goods that are still unsold.

What is the difference between bundled pricing and multi unit pricing?

Bundled pricing can be regarded as a part of the multiple unit strategy. While multi-unit pricing might imply charging extra for additional services and using two-part pricing, bundle sales always presuppose offering several products or services in a single package.

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Take charge of your pricing strategy with Priceva's powerful price tracking tools.
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