How to price custom furniture (worked example, 2026)
By Olusegun Osunrinde, Founder, Sentralbee · Published
To price custom furniture, add up the lumber and hardware at what you paid, the finish, your shop time at a full hourly rate, and delivery. That is the true cost. Then divide by one minus your margin. Our example dining table costs $2,350 to make and deliver, so selling it for $2,300 loses $50, and a 30% margin means about $3,360.
The short version
Most makers price from the lumber and a gut feeling. Lumber is the biggest material cost, but not the only cost. Hardware, finish, shop days and delivery add up fast.
True cost = lumber + hardware + finish + shop time + delivery. Then add your margin on top.
What materials and labor cost in 2026
| Item | Figure | Source |
|---|---|---|
| 4/4 FAS black walnut | $10.00 to $13.25 per board foot | Woodshop News, February 2026 |
| Cabinetmakers and bench carpenters, median pay | $46,680 a year (about $22.44 an hour) | US BLS, May 2025 |
| Furniture finishers, median pay | $44,540 a year | US BLS, May 2025 |
Use these as a reality check. Price every piece at what you actually paid.
A worked example: a custom dining table
These are example figures. Your sizes, species and days will differ.
| Cost | Amount |
|---|---|
| Hardwood top | $780 |
| Apron rails | $160 |
| Legs | $290 |
| Hardware | $45 |
| Finish and sanding | $85 |
| Shop time, 3 days at $280 | $840 |
| Truck delivery | $150 |
| True cost | $2,350 |
At $2,300 the table loses $50. It looks like a fair price because it easily covers the lumber, but the shop days and the truck aren't free.
The $280 shop day is $35 an hour over 8 hours. That's above the BLS median wage on purpose: it also has to pay for the shop, the tools, the power and your unbilled hours.
To keep a 30% margin: $2,350 ÷ 0.7 = $3,357, so about $3,360.
Common mistakes
- Pricing from the lumber alone. Shop time is often the biggest line.
- Forgetting the finish. Several coats of good finish, plus sanding supplies, is real money.
- Free delivery. A truck, fuel and two people to carry a table is a cost.
- Old prices. Lumber prices move. Re-cost your standard pieces when you buy at a new price.
Take a deposit that covers the lumber
Before you buy material for a custom piece, take a deposit that covers it. See how to take deposits for custom orders.
How Sentralbee helps
Sentralbee works out each piece's true cost from its lumber, hardware, finish and shop time, keeps it up to date when your material prices change, and warns you when a price falls below cost. A production board tracks each build through milling, assembly, finishing and delivery. See Sentralbee for furniture makers or try the free true cost calculator.
Sources
- Woodshop News, Black walnut sales stay steady, 4 February 2026.
- US Bureau of Labor Statistics, Woodworkers: Occupational Outlook Handbook, May 2025 wage data, page updated 27 August 2026.
Questions
What hourly rate should a furniture maker charge?
More than a wage. The US Bureau of Labor Statistics puts the median pay for cabinetmakers and bench carpenters at $46,680 a year (May 2025), about $22.44 an hour. Your shop rate also has to cover rent, power, tools, insurance and the hours you spend quoting and delivering, so it is usually well above that.
How much does walnut cost?
Woodshop News reported 4/4 FAS black walnut selling at $10.00 to $13.25 per board foot in February 2026. Prices vary by region, grade and supplier, so cost each piece at what you actually paid.
Should I include offcuts and mistakes in the price?
Yes. You paid for the whole board, not just the parts that made it into the piece. Add your typical waste, often more than people guess on figured hardwoods.
How much deposit should I take for custom furniture?
Enough to buy the materials. Many woodworkers take 50% to start and the rest on completion. See our guide to deposits for custom orders.