What the numbers say
Buy two, get one free: the customer pays $75.90 and takes three. Against selling two at full price, the free unit costs $12.16 per order: its unit cost, one more pick, and any change in the label for the extra weight.
Three for the price of two keeps $32.14 per order, against $44.30 for two at full price and $20.30 for one. The offer pays when it turns single-unit buyers into three-unit buyers; given to customers who were buying two, it only costs $12.16 an order.
Per visitor, it earns as much as selling one even if 36.8% fewer visitors buy.
Nature's Sunshine's Subscribe & Thrive takes 25% off every subscription order and ships it free. Nature's Sunshine, Subscribe & Thrive, read September 23, 2026
The cost structure, and where it comes from
| Price | $37.95, a bottle of supplements. Nature's Sunshine homepage, read September 23, 2026 |
|---|---|
| Unit cost | $10.47. From the reported gross margin: “Gross margin in 2025 increased to 72.4% compared to 71.5% in 2024.” Nature's Sunshine, fourth quarter and full year 2025 results, read September 23, 2026 |
| Pick and pack | $3.20 per order and $0.48 for each extra item. Fulfill.com, 3PL pricing benchmarks (The Fulfillment Advisor 2025 survey of 600+ warehouses), read September 23, 2026 |
| Shipping label | USPS Ground Advantage, commercial, Zone 5, by weight rounded up to the pound: 1 lb $8.74 · 2 lb $9.95 · 3 lb $11.57 · 4 lb $12.84 · 5 lb $13.48. Packed weight is an assumption: 0.5 lb per unit. USPS Notice 123, USPS Ground Advantage Commercial, Zone 5 (effective July 12, 2026), read September 23, 2026 |
| Card fees | 2.9% + $0.30 per order, a common online card rate. Shopify doesn't publish one rate: it depends on your plan and the card. An assumption. |
| Refund reserve | 5%, Offer Suite's default assumption for consumables. NRF's all-category figure for online sales is 19.3%, but consumables are rarely returned; use your own rate. |
| Gift | a travel-size bottle: unit cost $5.24, retail $15.00. A half-size bottle, costed at half the full bottle's unit cost. |
The offer document an agent would write
This is the offer as a document, the way an agent writes it for Offer Suite's API. It validates against the offer schema as it stands. Ids are placeholders; the discount is stated the way the offer states it, and Offer Suite checks with a real cart that checkout charges exactly the prices above.
Show the document offer.json · validates against the offer schema
{
"schema": "offer/1",
"recipe": null,
"identity": {
"code": "PB_SUPPLEMENTS_BUY_X_GET_Y",
"experience": "pb-supplements-buy-x-get-y-v1",
"campaign": "cmp_playbook",
"presell": null,
"signature": null,
"carrier": {
"cartAttributes": [
"_oe_offer",
"_oe_version",
"_oe_code"
],
"lineProperties": [
"_oe_option",
"_oe_role"
],
"orderTags": [
"offer:PB_SUPPLEMENTS_BUY_X_GET_Y",
"option:{optionKey}",
"v:{version}"
],
"passthroughKeys": []
}
},
"shop": {
"domain": "your-store.myshopify.com",
"market": {
"country": "US",
"currency": "USD"
}
},
"campaignRef": null,
"rulesRef": null,
"selectionMode": "exclusive",
"axes": [],
"picks": [],
"options": [
{
"key": "one",
"label": "Buy 1",
"isDefault": false,
"surfaced": true,
"axisValues": {},
"unitCount": {
"value": 1,
"source": "declared"
},
"fallback": null,
"groupKey": "one",
"lines": [
{
"role": "main",
"quantity": 1,
"required": true,
"bind": {
"resolveBy": "fixed_variant",
"productId": "gid://shopify/Product/900000101",
"variantId": "gid://shopify/ProductVariant/900000101"
},
"purchase": {
"type": "one_time"
},
"priceSnapshot": {
"price": 37.95,
"compareAt": null,
"at": "2026-09-23T00:00:00Z"
},
"cogsRef": "cost:variant/900000101"
}
],
"pricing": {
"promisedFirstCharge": 37.95,
"promisedRenewal": null,
"compareAt": {
"value": 37.95,
"basis": "copy"
},
"shipping": {
"free": false,
"statedValue": null
},
"mechanisms": []
},
"gifts": {
"mode": "inherit"
},
"checkout": {
"mode": "checkout_direct"
},
"economics": {
"retentionRate": null
}
},
{
"key": "three-for-two",
"label": "Buy 2, get 1 free",
"isDefault": true,
"surfaced": true,
"axisValues": {},
"unitCount": {
"value": 3,
"source": "declared"
},
"fallback": null,
"groupKey": "three-for-two",
"lines": [
{
"role": "main",
"quantity": 3,
"required": true,
"bind": {
"resolveBy": "fixed_variant",
"productId": "gid://shopify/Product/900000101",
"variantId": "gid://shopify/ProductVariant/900000101"
},
"purchase": {
"type": "one_time"
},
"priceSnapshot": {
"price": 37.95,
"compareAt": null,
"at": "2026-09-23T00:00:00Z"
},
"cogsRef": "cost:variant/900000101"
}
],
"pricing": {
"promisedFirstCharge": 75.9,
"promisedRenewal": null,
"compareAt": {
"value": 113.85,
"basis": "copy"
},
"shipping": {
"free": false,
"statedValue": null
},
"mechanisms": [
{
"type": "discount_function",
"discountRef": null,
"roles": [
"main"
],
"value": {
"type": "fixed_amount",
"amount": 37.95
},
"appliesTo": "first_charge"
}
]
},
"gifts": {
"mode": "inherit"
},
"checkout": {
"mode": "checkout_direct"
},
"economics": {
"retentionRate": null
}
}
],
"valueStack": [],
"relatedOffers": [],
"terms": {
"renewalDays": null,
"guaranteeDays": null,
"trialDays": null,
"returnWindowDays": null,
"maxPerCustomer": null,
"subscriptionDiscountPersistence": "first_order_only"
},
"economicsDefaults": {
"retentionRate": 0.7,
"cacTarget": 0,
"minGmPct": 0,
"costProfile": "dtc-us"
}
}