Pricing is the single biggest lever in a removals business. Get it right and you build a profitable, sustainable operation. Get it wrong and you end up working long hours for less than minimum wage; or worse, turning away the jobs you actually want because your quotes are too slow or too vague.
This guide covers the three main pricing models, how to calculate your break-even, the surcharges you should be applying, and the quoting habits that separate profitable operators from those who are always chasing the next job. If you are just starting out, pair this with our guide to starting a removals business for the full picture.
The Three Main Pricing Models
Most UK removals operators use one of three pricing approaches. Each has strengths and weaknesses, and many successful businesses use a blend depending on the job type.
1. Hourly rate
Charge by the hour: typically £40 to £60 for one man and a van, or £60 to £100 for a two-man crew. Hourly pricing is simple for customers to understand and works well for small jobs where scope is unclear: single-item deliveries, helping someone load a van, or student moves.
The downside is risk. If a job takes longer than expected (traffic, awkward access, a customer who has not packed), you either absorb the extra time or have an uncomfortable conversation about overruns. Customers also dislike the feeling of a ticking clock, which is why most full-service removals companies have moved away from hourly billing for larger jobs.
Best for: man-and-van work, ad-hoc deliveries, small moves with unpredictable scope.
2. Fixed price
Quote a flat fee based on the inventory, distance, access, and any specialist items. This is the preferred model for full house moves: customers get certainty, you control your diary more effectively, and your profit per job is predictable as long as your surveying is accurate.
The key to fixed pricing is surveying well. Ask detailed questions about what is being moved, photograph or inventory bulky items, and always factor in access (stairs, narrow hallways, parking restrictions). Underquoting a fixed-price job eats directly into your margin; for more on this, see our post on common quoting mistakes that lose jobs.
Building a quote from an actual room-by-room inventory is far more accurate than eyeballing it. A quoting tool that lets you add items per room and auto-calculates volume and pricing takes the guesswork out of fixed-price quotes. You get consistent pricing, the customer gets a clear breakdown, and there are fewer surprises on moving day.
Best for: full house moves, office relocations (see our office removals quoting guide), long-distance moves.
3. Volume-based
Charge per cubic metre, per load, or per container. This model suits part-loads, long-distance moves, and storage delivery jobs. It is transparent and easy to justify: you are charging for the space used, not the time taken.
Volume-based pricing also works well when combined with inventory-based quoting. If you know a customer has 18 cubic metres of belongings, you can price the job precisely and allocate the right vehicle. No guessing, no half-empty vans eating into your profit.
Best for: part-loads, containerised moves, storage collection and delivery.
Calculating Your Break-Even
Before you set any prices, you need to know what it costs you to operate each day. This is your break-even point: the minimum revenue you must earn to not lose money. Every pricing decision should start here.
Add up your weekly fixed costs:
- Vehicle costs: finance payments, depreciation, servicing, MOT (divide annual costs by 52)
- Fuel: based on your average weekly mileage; this fluctuates, so review it quarterly (see our fuel cost calculator guide for help estimating this)
- Insurance: goods in transit, public liability, vehicle insurance (annual divided by 52)
- Software and phone: monthly subscriptions divided by 4.3
- Marketing: website hosting, Google Ads, lead generation platforms
- Your wages: what you need to take home to live on
- Contingency: set aside 5 to 10 per cent for unexpected costs: breakdowns, damaged items, refunds
A worked example
Suppose your weekly costs look like this:
- Vehicle: £120
- Fuel: £180
- Insurance: £65
- Software and phone: £40
- Marketing: £75
- Your wages: £500
- Contingency (8%): £78
Total weekly costs: £1,058. If you work five days a week, your daily break-even is roughly £212. Every job must earn at least that, or you are subsidising the customer out of your own pocket.
Once you know your break-even, add your target profit margin. 20 to 35 per cent is typical in UK removals. At 25 per cent margin on a £212 break-even, your minimum daily target becomes approximately £265. That is the floor; anything below it and you are working for free or at a loss.
Common Surcharges
Standard pricing covers a standard job. Non-standard elements need surcharges to protect your margin. Do not feel awkward about these: they are industry-standard and customers understand them as long as you communicate them upfront.
- Stairs: £10 to £30 per additional flight above ground floor
- Long carry: if the van cannot park within 20 metres of the door, add £20 to £50
- Specialist items: pianos, safes, hot tubs, gym equipment: £50 to £200 depending on weight and access
- Packing services: £20 to £40 per hour, or a flat fee per room
- Dismantling and reassembly: £10 to £25 per item for beds, wardrobes, desks
- Weekend and bank holiday premium: 15 to 25 per cent uplift
- Waiting time: if a customer is not ready when you arrive, charge after the first 15 to 30 minutes of grace
- Congestion and parking: Central London congestion charges, parking permit costs, or meter fees should be passed through at cost
Be transparent about surcharges. List them clearly in your quote so there are no surprises on moving day. Customers respect honesty far more than hidden costs discovered after the event. A good quoting system will let you add these as line items so the customer sees exactly what they are paying for.
Quoting Tips That Win Jobs
Speed matters
The first removals company to reply to an enquiry wins the job roughly 40 per cent of the time. Aim to send a quote within two hours of receiving an enquiry. If you cannot quote immediately, at least reply to acknowledge the enquiry and set expectations for when the quote will arrive.
Speed does not mean sloppiness. A quick quote built from a proper inventory is better than a slow quote and better than a fast guess. If your quoting workflow lets you build a room-by-room inventory on your phone and generate a branded PDF in minutes, you get both speed and accuracy.
Be specific and professional
A quote that says "About £300" in a text message loses to a properly formatted quote that itemises the service, states the date and time, includes your insurance details, and has clear terms and conditions. Professional quotes build trust, and trust wins jobs.
Your quote should include at minimum:
- A clear list of what is included (number of crew, vehicle size, estimated duration)
- Any surcharges and why they apply
- Your insurance cover and any limitations
- Payment terms and deposit requirements
- Cancellation and rescheduling policy
Collect a deposit to lock in the booking
Once a customer accepts your quote, take a deposit immediately. This reduces no-shows, protects your diary, and signals professionalism. A 20 to 30 per cent deposit is standard in UK removals. For more on this, read our guide to collecting deposits for removals jobs.
Follow up
If a customer has not responded within 48 hours, follow up with a brief, friendly message. Many people request multiple quotes and simply go with whoever makes it easiest. A quick follow-up can tip the balance in your favour. Keep it simple: "Hi [Name], just checking you received the quote I sent on Tuesday. Happy to answer any questions."
Price for value, not fear
Resist the temptation to undercut every competitor. Competing on price alone is a race to the bottom that squeezes your margins and attracts price-sensitive customers who are the hardest to please. Instead, compete on reliability, professionalism, and reviews. A customer who trusts you to handle their belongings carefully will pay 10 to 20 per cent more than the cheapest quote.
If you find yourself consistently losing on price, the problem is usually not your rates; it is your presentation, speed, or follow-up. Fix those before you start cutting your margin.
Common Pricing Mistakes
Even experienced operators fall into pricing traps. Here are the ones that cost the most money:
- Not surveying properly: guessing the volume of a three-bed house from a phone call is how you end up needing a second trip. Always get a detailed inventory, either in person, via video call, or through a structured form.
- Forgetting fuel and tolls: especially on long-distance jobs, fuel is a significant variable cost. Build it into every quote.
- Absorbing surcharges to seem cheaper: if a job involves four flights of stairs and a piano, those surcharges exist for a reason. Absorbing them to win the job means you are paying to work.
- Quoting from memory: "Last time a two-bed was about £350" is not a pricing strategy. Every job is different. Quote from actual inventory, not gut feel.
- Not reviewing prices regularly: fuel costs, insurance premiums, and living costs all change. Review your rates at least every six months.
We cover these and more in detail in our post on quoting mistakes that lose you jobs.
Putting It All Together
Profitable pricing is not about finding a magic number. It is a system: know your break-even, choose the right pricing model for each job type, survey accurately, apply appropriate surcharges, quote quickly and professionally, and follow up. Do those things consistently and your conversion rate and margins will both improve.
If you are still quoting from spreadsheets or text messages, consider switching to a purpose-built quoting tool. Move and Store gives you a room-by-room inventory builder that auto-calculates volume and pricing, generates branded PDF quotes, and lets customers view, accept, and pay their deposit through a customer portal. It is free to start and takes about ten minutes to set up.
Frequently Asked Questions
What is the average hourly rate for a man and van in the UK?
As of 2026, typical rates are £40 to £60 per hour for one man and a van, and £60 to £100 per hour for two men and a van. Rates are higher in London and the South East, and at weekends or bank holidays. Always check what competitors in your area are charging; pricing varies significantly by region.
Should I charge hourly or fixed price for removals?
Fixed pricing is generally better for full house moves because it gives the customer certainty and lets you control your margins. Hourly pricing works well for smaller, less predictable jobs like single-item deliveries. Most UK customers prefer a fixed price because it removes the anxiety of watching time tick away.
How do I calculate my break-even cost per day?
Add up all your weekly fixed costs: vehicle finance, insurance, fuel, phone, software, marketing, and your own wages. Include a contingency buffer of 5 to 10 per cent for unexpected expenses. Divide the total by the number of days you work per week. The result is the absolute minimum you must earn each day before making any profit.
How much should I charge for specialist items like pianos?
Piano moves typically carry a surcharge of £80 to £200 depending on the type (upright vs grand), access (stairs, narrow doorways), and distance. Always survey specialist items in advance and factor in any extra crew or equipment needed. Never fold this cost into a standard quote; list it as a separate line item so the customer understands the charge.