Packing supplies can be more than an add-on. This article shows moving company owners how to think about boxes, crates, referral offers, trade pricing, and fleet packages so the offer makes financial sense.

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How Movers Can Sell Packing Supplies for Profit

Jacob Kaskey of Move Mate explains how moving companies can turn packing supplies into a profitable revenue stream by pricing add-ons correctly, incentivizing crews, and choosing the right referral, trade pricing, or fleet model.

Packing supplies are not just something your moving company “also offers.” They can become a real revenue stream if the pricing, incentives, and sales process make sense.

The problem is simple: if a new product does not help your moving business make money, your team will not push it. That applies to cardboard boxes, reusable crates, wardrobe boxes, labels, dollies, and other packing add-ons.

This playbook shows how to think through packing supply revenue, B2B partnerships, referral offers, and crate programs before you roll them out.

Why Should Moving Companies Care About Packing Supplies?

Many moving companies make money on labor, but they can also make money on packing supplies. Smart companies sell boxes and supplies whenever the customer needs them.

The basic idea is simple: buy supplies at a lower bulk price and sell them to the customer at a higher price.

• Boxes: A moving company may buy boxes in bulk and resell them during the move.
• Packing jobs: If your team packs the home, supplies can be part of the job.
• Special products: Reusable crates or wardrobe boxes can be positioned as a premium option.

If your crew sees that a customer needs boxes or packing materials, they should know how to offer them. This is part of a moving company sales process, not just operations.

How Do You Know If a Packing Product Is Worth Selling?

Before adding any new packing product, ask one question: does it create enough value for the mover, the company, and the customer? If reusable crates start acting like a premium protection option, it also helps to understand how to price crating services before you treat every packing add-on the same.

A referral fee alone may not be enough. If a moving company can buy a cardboard box cheaply and resell it at a profit, a new product has to compete with that margin.

What Partnership Models Can Work With Moving Companies?

The transcript discussed three ways a product company can work with movers. Moving company owners can use the same thinking when deciding what partnerships to accept.

1. Refer and Earn

The mover gives the customer a discount code. If the customer books, the mover receives a referral fee.

This may work better for smaller operators if the product helps speed up the move or adds value without adding work.

2. Trade Pricing

The moving company buys or hires the product at a discounted trade price. Then the company adds its own margin when charging the customer.

This model can work for packing jobs where the mover controls the packing process and can explain the value to the customer.

3. Fleet Package

A larger moving company keeps a fleet of crates or supplies at its own warehouse and pays a monthly fee.

This can fit companies doing enough volume to use the product often. The key is having enough moves to justify the monthly cost.

How Should You Sell a New Packing Option to Customers?

Not every customer will pay more for reusable crates or premium packing products. Some will choose the cheapest option. For customers who care more about protection than the cheapest option, this is part of how moving companies sell more high-value jobs.

But some customers will pay for better protection, easier packing, or a cleaner process. Your job is to know when to offer it.

• Packing service customers: Offer crates or premium supplies when your team is packing and unpacking.
• Office moves: Crates can be useful when employees pack their own items before relocation.
• Higher-care moves: Present the product as an option for customers worried about protection.
• Flat-rate moves: Speed can matter more when the job is not hourly.

If your jobs are hourly, speeding up the move may not always feel like a direct benefit to the company. If the move is flat rate, faster completion can be more valuable.

Quick Win

Pick one packing product you already sell. Write down your cost, your selling price, and when your crew should offer it. If the crew needs a repeatable script, use the same thinking you would use to train moving salespeople to follow your process.

How Can You Market a Better Packing Product?

If a product is better, customers and movers need to see why. Do not expect people to understand it just by looking at it.

In the transcript, durability testing was suggested as a strong marketing idea. For example, compare a reusable moving crate against a cheaper store-bought tote.

• Show durability: Demonstrate how the product handles stress.
• Show convenience: Explain features like attached lids or no need for tape.
• Show comparison: Compare it to common alternatives from retail stores.
• Use video: Many people need to see the product in action.

If customers are already asking to buy the product, that is a sign of demand. Consider whether direct-to-consumer sales through a platform like Amazon could also make sense.

Common Mistakes

• Offering referrals with weak incentives: A small referral fee may not beat the profit movers make from regular boxes.
• Ignoring the crew’s role: If movers are not trained or motivated to sell supplies, the offer will sit unused.
• Assuming every customer wants premium packing: Some customers will not pay more, so offer it where the value is clear.

How to Apply This This Week

1. Review your current supplies: List what you buy, what you pay, and what you charge customers.
2. Check your margins: Identify which packing supplies are actually profitable.
3. Choose one add-on to improve: Pick boxes, crates, wardrobe boxes, labels, or dollies.
4. Create a simple crew script: Tell movers when and how to offer the product.
5. Test one partnership model: Try referral, trade pricing, or a small fleet setup before going bigger.

This article was based on ideas discussed in Episode: 197 - Let’s Talk Moving - Move Mate Pt. 2. Watch the original video at YouTube and visit the Let's Talk Moving Podcast channel for more moving industry conversations.

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