Real invoice costs (Vitelle #39881), LBJ-approved Ladder B prices, and the commissions that work. This is the math behind the launch — updated after the Aug 19 call.
Yes — comfortably. The four SKUs land at $31.81–$32.66 each (Vitelle finished product, shipped from Canada to Indianapolis). At LBJ's approved Ladder B prices, gross margins run 66–80%. Even after Carrie's 15% commission, Sonolusso keeps 41–57% on every SKU, and 49% on the Ritual Set.
The margin question is settled. The question that remains is volume — roughly one set sale a day clears $50K net.
We own the sleep skincare category — the only brand combining certified organic botanical skincare with sleep science and ritual. The price has to reflect that. — LBJ, Intake Form 2026-07-02
Every number comes from a real invoice — Vitelle Dermatology Laboratories Invoice #39881, paid February 18, 2026, $773.60 total for 24 units (6 of each product). No estimates, no benchmarks. This is what we paid — finished product, boxed, shipped to Indianapolis.
| Product | Mfg Cost | Packaging | Inbound Ship | Landed (Indy) | Ladder B Retail | Gross Margin |
|---|---|---|---|---|---|---|
| Chamomile Serum (1oz) | $24.95 | $1.25 | $6.46 | $32.66 | $135 | 75.8% |
| Hibiscus & Ceramide Soufflé (1.7oz) | $24.10 | $1.25 | $6.46 | $31.81 | $155 | 79.5% |
| Cucumber Comfort Crème (2oz) | $24.25 | $1.25 | $6.46 | $31.96 | $115 | 72.2% |
| Calendula Apricot Cleansing Lotion (8oz) | $22.55 | $3.50 | $6.46 | $32.51 | $95 | 65.8% |
Inbound shipping ($155) covers Vitelle in Vancouver, BC to our packing center in Indianapolis. Customer-facing outbound shipping is additional — modeled at $6/unit, $9/set.
The four-piece Ritual Set — the complete sleep ritual in one box — is the hero product. At $425 with 15% bundle discount off the $500 sum, it's where the margin lives: $273.05 contribution per sale (64.2% net), $209.30 (49.2%) after Carrie's 15% commission.
At $425 retail, each set generates $273 in contribution after all costs — landed, outbound shipping, and processing. Pay Carrie 15% ($63.75) and Sonolusso still keeps $209.30 — a 49.2% net margin.
To reach $50,000 in profit through sets alone: 279 sets a year with Carrie's commission — about 23 per month, roughly one a day.
DTC carries the margin. Ambassadors carry the reach. Spas carry the credibility. Each channel has its own price point and margin — all verified profitable at the real cost basis.
All channels profitable at the real cost basis. The thinnest cell anywhere is Calendula at 20% commission (36%) — the one reason to push the Set through ambassadors, not the singles.
| Channel | Price | Profit | Margin | To $50K |
|---|---|---|---|---|
| DTC — Ritual Set | $425 | $273.05 | 64% | 214 |
| Carrie — 15% commission (set) | $425 | $209.30 | 49% | 279 |
| Carrie — 20% commission (set) | $425 | $188.05 | 44% | 311 |
| Spa wholesale — 25% off (set) | $318.75 | $189.82 | 60% | 308 |
| Spa wholesale — 30% off (Conrad) | $297.50 | $168.57 | 57% | 347 |
| Serum DTC (single) | $135 | $91.89 | 68% | 635 |
| Serum after 15% comm | $135 | $71.64 | 53% | 815 |
| Serum after 20% comm | $135 | $64.89 | 48% | 900 |
| Lotion DTC (single, thinnest) | $95 | $53.36 | 56% | 1,094 |
| Lotion after 20% comm | $95 | $34.36 | 36% | 1,699 |
First 100 buyers get a lifetime discount on future orders. 20% flat keeps 46–66% margins on singles, 56% on the set. 30% at 6+ units (gifts, bulk) still nets $150/set — and a 6-set bulk order is $1,785 in one transaction.
| Founders Club discount | Set price | Contribution | Margin |
|---|---|---|---|
| 20% — member (recommended) | $340 | $190.85 | 56% |
| 30% — bulk (6+ units) | $297.50 | $149.75 | 50% |
Subscribe & Save is separate — refills at 20% off vessel for everyone, never stacked with the Founders Club code. Refill margins: 47–67%.