Markup vs margin: the difference that decides what you keep

↑ Part of the Pricing series · How to price a job and not lose money

Markup is the percentage you add on top of your cost. Margin is the percentage of the final price that you keep. They are never the same number: add a 20% markup and you keep a 16.7% margin. Trades who don't know the gap think they're earning 20% and actually earn less, on every single job.

It's the most common pricing mistake we see, and our guide to pricing a job only has room to touch it. Five minutes here, one small habit change, and the leak stops.

Part 1Why one word costs trades real money

---

Say a job costs you £100 and you add 20%. You charge £120 and you're happy: twenty per cent, tidy. But look at where the money actually sits. Your profit is £20 out of the £120 the customer paid, and £20 out of £120 is 16.7%. You said twenty. You kept sixteen and a bit.

On a £100 job the gap is small change. Scale it up and it isn't. Across a year of work priced at "20%" the missing few per cent is a holiday, a van payment, or the difference between a business that's building something and one that's treading water. And the trap is comfortable precisely because nothing looks wrong: the jobs come in, the invoices get paid, and the shortfall never announces itself.

Part 2What is markup, exactly?

---

Markup starts from your cost and works up. Take what the job costs you in materials, labour and the hidden costs, and add your chosen percentage on top. Cost £1,000, markup 25%, price £1,250. Simple to calculate, which is why almost everyone prices this way, and there's nothing wrong with that.

Your overhead recovery is a separate layer and it does not get marked up. Your day rate covers the cost of being open (van, insurance, phone, the hours you don't bill) and it is added to the job once, after the markup, because it is money you are getting back rather than money you are making. That matters for the next section: it sits in the price without being profit.

The problem comes from assuming the markup number describes what you keep.

Part 3What is margin, exactly?

---

Margin starts from the price and works back. It asks: of the money the customer hands over, what share is profit? Price £1,250, profit £250, margin 20%. Margin is the honest measure of a job, because it's expressed in the same money you'll actually bank, and it's the number an accountant, a lender or a buyer of your business would ask about.

So the two numbers describe the same profit from opposite ends, and margin is always the smaller one.

Part 4Markup to margin: the conversion chart

---

Find the markup you add in the left column. The right column is the share of the price you actually keep.

Markup on your cost	Margin you keep
10%	9.1%
15%	13.0%
20%	16.7%
25%	20.0%
30%	23.1%
35%	25.9%
40%	28.6%
50%	33.3%
60%	37.5%
75%	42.9%
100%	50.0%

Working the other way, start from the margin you want to keep and read off the markup that gets you there:

Margin you want	Markup to add
10%	11.1%
15%	17.6%
20%	25.0%
25%	33.3%
30%	42.9%
35%	53.8%
40%	66.7%
50%	100.0%

Two of those are worth memorising: to keep 20%, add 25%, and to keep a third, add half. For any figure not in the chart, treat the percentages as plain numbers: margin is the markup divided by 100 plus the markup, and markup is the margin divided by 100 minus the margin. A 30% markup is 30 ÷ 130 = 0.231, so a 23.1% margin. If you would rather not do it by hand, the markup and margin calculator does it as you type.

One warning about that chart. It assumes the price is only your costs plus your markup. On a real job it usually isn't, because your overhead recovery is in there too — and that is money you are getting back, not money you are making. It lifts the price without lifting your profit, so the margin lands lower than the chart says. A 25% markup is a 20% margin only on a job carrying no overhead recovery. Put two days of a £114 day rate into a £2,500 job at 25% markup and you keep £625 on a £3,353 price, which is 18.6%, not 20%. Nothing has gone wrong; there are simply three things in the price and only one of them is yours to keep.

Part 5A worked example, both directions

---

You've costed a bathroom at £1,000 complete, and you've decided the job should keep you a 20% margin. Don't add 20%. Convert first: 20% ÷ (100% − 20%) = 25% markup. Price the job at £1,250. Now check it backwards: profit £250, price £1,250, £250 ÷ £1,250 = 20%. The margin you wanted is the margin you'll bank.

Your cost, complete	£1,000.00
Markup at 25% of cost	£250.00
Price the customer pays	£1,250.00

Add 20% instead and you'd quote £1,200: fifty pounds lighter, and you'd never know where it went, because the quote still looked right.

Your cost, complete	£1,000.00
Markup at 20% of cost	£200.00
Price the customer pays	£1,200.00

TradeDraft does this sum on every quote, from your own markup, and shows you the margin before you send it. Price a job free →

Same job, same costs, £50 of profit gone. On one bathroom that is a rounding error you will never notice; across a year of jobs priced the same way it is a wage.

Part 6Which number should you actually use?

---

Use both, for the jobs they're good at. Price with markup, because it's quick and it builds naturally from your costs. Judge with margin, because it tells the truth about what you keep. The habit worth building is the conversion in the middle: decide the margin you want first, convert it to the markup that delivers it, and only then touch the quote.

And remember the markup only means anything if the cost under it is complete. A perfect 25% on a job missing £600 of hidden costs is still a loss dressed up as a profit.

None of this reaches the customer, by design. A real quote shows what they actually see: clean per-line prices, with the working-out kept to your side.

Common questionsMarkup vs margin: quick FAQ

---

Is a 20% markup the same as a 20% margin?

No. A 20% markup on cost leaves a 16.7% margin on the price. To actually keep 20% of the price, you need a 25% markup. Margin is always the smaller number of the two.

What margin is a 30% markup?

23.1%. Divide the markup by 100 plus the markup: 30 ÷ 130. A 40% markup is 28.6% and a 50% markup is 33.3%.

What markup do I need for a 30% margin?

42.9%. Divide the margin by 100 minus the margin: 30 ÷ 70. On a job costing £1,000 that is a price of £1,429, and the £429 profit is 30% of it.

How do I convert a markup to a margin?

Divide the markup by 100 plus the markup: a 50% markup is 50 ÷ 150, a 33.3% margin. To go the other way, divide the margin by 100 minus the margin: a 25% margin needs 25 ÷ 75, a 33.3% markup.

What margin should a UK trade aim for?

There's no single right number: it depends on your trade, your overheads and how strong your order book is. What matters is choosing your margin deliberately, converting it to the right markup, and checking real jobs against it, rather than inheriting a percentage you've never tested.

Does markup go on materials as well as labour?

Yes, on the whole completed cost of the job: materials, labour and the hidden costs together. Marking up labour but passing materials through at cost means the effort of buying, collecting, storing and guaranteeing those materials earns you nothing.

Why is my margin smaller than my markup?

Because the profit is measured against a bigger number. The markup percentage is measured against your cost; the margin measures the same pounds against the final price, which includes the profit itself. Same money, bigger denominator, smaller percentage.

This guide is general information for UK tradespeople, current to the best of our knowledge in 2026, and is not tax, accounting or legal advice. Rates, thresholds and how they apply to you change, so confirm your position with HMRC, a qualified accountant or a solicitor before relying on it. TradeDraft accepts no liability for decisions made on the basis of this guide. Questions: hello@tradedraft.co.uk.