How to Price Santa Shop Gifts: At Cost or With a Markup?

Before you put a single price sticker on a gift, your committee needs to answer one question: is the shop a service to families, or a fundraiser? Both are good answers. They just lead to different prices.

Option 1: Sell at cost (a service)

You charge children what the PTO paid, rounded to an easy number. The shop breaks even and every child can afford to take part. This is the right choice if your goal is the experience — children choosing and giving gifts — and you raise money in other ways.

Option 2: Add a small markup (a fundraiser)

You add a little to each item. Because the gifts start so low, a small markup still leaves prices in pocket-money range: a pen that costs the PTO 35¢ can sell for 50¢ or $1, and a $2.50 mug for $3 or $4. Keep the markup modest — the shop only works if children can still buy for everyone on their list.

Rules that work either way

• Round to quarters or whole dollars. Young children (and volunteer cashiers) handle 50¢, $1 and $2 far more easily than 35¢ or $1.85.
• Use a few price levels, not dozens. Four or five price points — for example 50¢, $1, $2, $3 and $5 — make signs simple and the line fast.
• Remember what you paid beyond the gifts. If your order was under the free-shipping amount, or you bought bags and supplies, spread that cost across your prices so the shop does not lose money.
• Keep something on every table for under $1. No child should leave empty-handed because of what was in their envelope.
• Price the bin, not just the item. A clear sign on each bin or table section saves stickering hundreds of small gifts.

Decide what to do about children with no money

Many schools quietly set aside a few dollars per class, or let staff hand out “shop bucks,” so every child can buy at least one gift. Decide this before shop day and tell your volunteers.

Write your prices down

Keep a one-page price list at the cash table and give a copy to every volunteer. When a sticker falls off — and it will — nobody has to guess.

Planning your order? Start with how many gifts to order, then browse gifts under $1 to anchor your lowest price point.