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Single layer works. Two-ply doesn’t.
They buy at Pakistan prices. $13.50 is the number we are actually up against, and twelve of our sixteen styles can carry it. The four that can’t are all the same kind of garment — which is what makes this solvable.
One number explains the whole book
Sort our sixteen styles by landed cost and they fall into two groups with nothing in between. The split isn’t men’s versus women’s, or game versus practice. It’s how many layers of fabric are in the garment.
Close enough to $13.50 that the upgrade is a conversation about a few dollars. Jerseys, shooters, shorts, skirts.
Double the fabric means double the penalty for using a better one. Pinnies and reversibles — the garments nobody judges on quality.
Where the increase is justifiable
Every style against what LAXU actually pays today, at a 22% margin to us. The last column is the one that matters in the room — what it does to a real 24-piece team order.
There is no cheap Pakistan version of these three. Their only current option is already a premium one at $22.00–$24.50 — including the Nike Elite jersey. We come in under it at full margin.
| # | Product | They pay now | We quote | Change | Per 24-pc team |
|---|---|---|---|---|---|
| 4 | Men’s Single Layer S/S Jersey1-ply · lands $15.00 · LU Raglan $24 · Nike Elite $28 | $24 | $19.23 | -20% | −$114 |
| 13 | Women’s Cap Sleeve Style Shirt1-ply · lands $13.00 · China version only | $24.50 | $16.67 | -32% | −$188 |
| 16 | Women’s Skirt (Nike Cut Style)1-ply · lands $14.00 · China version only | $22 | $17.95 | -18% | −$97 |
Single-layer garments where we land within a couple of dollars of Pakistan. The increase is real — +12% to +28% — but small in actual dollars on a team order.
| # | Product | They pay now | We quote | Change | Per 24-pc team |
|---|---|---|---|---|---|
| 7 | Men’s Long Sleeve Shooter Shirt1-ply · lands $14.00 | $16 | $17.95 | +12% | +$47 |
| 15 | Women’s Skirt (Cheaper Style)1-ply · lands $12.00 | $13.50 | $15.38 | +14% | +$45 |
| 6 | Men’s Short Sleeve Shooter Shirt1-ply · lands $13.00 | $13.50 | $16.67 | +23% | +$76 |
| 12 | Women’s Short Sleeve Shooter Shirt1-ply · lands $13.00 | $13 | $16.67 | +28% | +$88 |
No LAXU equivalent exists at any price. Nothing anchors these, so they carry full margin without an argument.
| # | Product | They pay now | We quote | Change | Per 24-pc team |
|---|---|---|---|---|---|
| 5 | Men’s Single Layer Sleeveless Jersey1-ply · lands $15.00 | none | $19.23 | — | — |
| 10 | Women’s 2-Ply Reversible Racerback2-ply · lands $17.00 | none | $21.79 | — | — |
These work — but only quoted against the better version LAXU already buys, not the $13.50 base. Put them next to the wrong product and the number looks absurd.
| # | Product | They pay now | We quote | Change | Per 24-pc team |
|---|---|---|---|---|---|
| 2 | Men’s Sleeveless Field Rev Jersey2-ply · lands $18.00 · vs their $32 China version | $32 | $23.08 | -28% | −$214 |
| 8 | Men’s Lacrosse Shorts1-ply · lands $16.00 · vs their $22 China version | $22 | $20.51 | -7% | −$36 |
| 14 | Women’s Lacrosse Shorts1-ply · lands $16.00 · vs their $17 Speed Short | $17 | $20.51 | +21% | +$84 |
Two-ply pinnies and reversibles with no premium version anywhere in their line. +39% to +57% before we make a normal margin. No discount or story fixes this.
| # | Product | They pay now | We quote | Change | Per 24-pc team |
|---|---|---|---|---|---|
| 1 | Men’s Reversible Tryout Pinny2-ply · lands $16.00 | $13.50 | $20.51 | +52% | +$168 |
| 3 | Men’s Standard Reversible Pinny2-ply · lands $17.00 | $13.50 | $21.79 | +61% | +$199 |
| 9 | Women’s Reversible Tryout Pinny2-ply · lands $16.00 | $13.50 | $20.51 | +52% | +$168 |
| 11 | Women’s Reversible Sleeveless Jersey2-ply · lands $18.00 | $13.50 | $23.08 | +71% | +$230 |
The answer to “can they justify it”
On the seven focus styles where a comparison exists, the three that save them money more than cover the four that cost them more.
Not an increase — a saving. The jersey, cap sleeve and kilt land 18–32% under what they pay now, and that more than absorbs the shooters and the skirt going up.
Women’s short sleeve shooter on a 24-piece order. That is the largest number we have to defend anywhere on the focus list, and it buys a materially better shirt.
The four we should not quote
Tryout pinnies and standard reversibles. This isn’t a negotiating position — it’s arithmetic.
The cheapest margin is the kind we don’t negotiate for
Our single-layer book averages $14.10 landed. Every dollar off that number moves a style from the park list to the focus list — without conceding anything to LAXU.
What happens next
In order. The first two happen before anyone from Lacrosse Unlimited is in the room.
- 01
Re-quote the factory on the single-layer bookbefore anything else
Our ten single-layer styles average $14.10 landed. Every dollar off that number moves a style from the park list to the focus list. With 91,838 combined units on the table, this is the cheapest margin available to us.
- 02
Take the four pinnies off the quoteinternal call, you and Stephanie
Don’t walk in with a number we can’t defend. Either re-spec them to a tryout-grade fabric near $11.50 landed, or tell them plainly to keep Pakistan on those four.
- 03
Get their unit mix by SKUone email
We know they buy 49,990 units a year. We do not know how much of that is pinnies. If the parked four are 40% of their volume, this is a much smaller program than it looks on paper.
- 04
Lead with the three that save them moneythe meeting
Open on the jersey, the cap sleeve and the kilt, where we come in 18–32% under what they pay now. Establish that we are not the expensive option before a single number goes up.