This question should be interested in entrepreneurs at least for two reasons.
FirstlyIt is necessary to establish adequate competitive prices for our own goods before selling (to hold pricing).
Secondly - Calculate the price correctly on which competitors are purchased.
Markup for goods - This is a surcharge to the cost of goods, which forms the final price. Properly designed charge gives an entrepreneur the opportunity not only to cover the cost of organizing a business, but also to get the expected income. Typically, the trading margin is set as a percentage of the cost of goods.
What depends on the goods for the goods
The level of charge depends on:
- the goods itself, its consumer properties, quality and demand, the competitiveness of the manufacturer, who produces goods;
- expenses related to the organization of sales (storage, transportation, delivery of goods to the final consumer);
- from the tax amount. The percentage of tax is usually added to the markup on the goods, thanks to which the company will save itself from losses.
How to make a margin on goods correctly
The ultimate cost for which you will offer your goods, first of all should arrange buyers. Therefore, there are no strictly installed coefficients in the trade, which must be adhere to during pricing. But there are average indicators for segments that can be repelled.
For instance:
- clothes & Footwear: from 40 to 105% markings
- souvenirs, Accessories and Jewelry: More than 100%
- car spare parts, Auto and Moto Accessories: 30 - 55%
- household goods, Stationery: 25 - 65%
- cosmetics: 25 - 75%
Example: Your supplier sold you spirits at a price of $ 50. Cosmetics surcharge can vary from 25 to 75 percent. Suppose you chose 40%.
50$ * 40% = 20.
Your vacation price in this case:
50+20=70$
We consider the markup:
40/25-1 = 60%
How to learn the purchase price of competitors
You, as an entrepreneur, may be interested in purchasing prices of competitors for a simple reason: you have one supplier, and you wish to determine if a competitor uses any privileged conditions from the supplier. Simply put, whether the supplier sells goods at the same cost to you and your competitors.
To do this, select a category for comparison. For example, we appreciate T-shirts. A competitor sells it on $ 20. You know that, according to the terms of the contract, a competitor, like you, cannot make a markup on this product above 60%. To calculate the purchasing price of a competitor, you need to add an unit to the markup, and then the final price is divided into the resulting number.
Trading activity implies the sale of goods with a markup for profit. The trade margin is the difference between the initial value of the goods and the price set by selling. The trading margin includes transportation costs, payment for renting a traffic point and salary of employees of the company. This means that the sale of goods at cost brings losses of the trading point. Below we offer to talk about how to make a surcharge to the goods and consider all aspects of this issue.
The markup is the amount that the source value of the goods sold is increased.
From which the level of trading charge depends
Quite often, we see the situation when the same product in various stores has a different cost. The reason for the price difference for the same product is the level of charge, which is set by the owner of the trading point. When developing pricing policies, an entrepreneur must take into account a number of criteria. The level of charge on the goods depends on the number of competitors with a similar offer, product quality, solvency of the target audience and brand fame. It should also be mentioned that the state is controlled by the value of certain commodity groups. The cost of such goods should not exceed the established standard. Given all of the above, it can be concluded that it is practically impossible to determine the optimal level of markup.
To date, Russian legislation does not regulate the cost of most commodity products. This aspect allows trading owners to independently regulate the prices of the products offered, guided by a number of criteria. For example, we give the situation in which the seller has a unique product in a single instance. The cost of this product amounted to no more than a thousand rubles. In this case, the seller has the opportunity to sell this product both in two thousand and a million rubles. As a rule, the level of markings are closely interrelated with market restrictions.. First, it is not always a wishing to purchase goods at an overpriced price. Secondly, a competing firm can be found, which will offer the same goods at a more favorable value.
What surcharge should be at retail trade? Only those people that have rich practical experience in this area can answer this question. Many entrepreneurs say that the development of pricing policy is a whole science.. In addition to the above criteria, competing suggestions should be taken into account. In the event that the established price significantly exceeds the prices of competitors, the entrepreneur can lose its customers, which will lead to a decrease in sales. It is also necessary to pay attention to that the lowered surcharge on the cost of the goods reduces the amount of profit and may cause unprofitability of trading activities.
What parameters affect profit in trading activities? As a rule, the income level is closely interrelated with the volume of products sold and the markup level. The presence of high allowance can cause a decline in sales. Low level of charge negatively reflected on the income of the entrepreneur. In order to understand the entire depth of the influence of these factors, you should familiarize yourself with the number of criteria that should be taken into account when developing a pricing policy:
- The level of competition in the selected field.
- Area information Supplier and traffic point (transportation costs).
- The number of similar products presented in the outlet (for example, the number of different types of ice cream from different manufacturers).
- The level of traffic point attendance.
- The degree of prevalence of the brand.
- Target consumer audience.
The purpose of any entrepreneur who wishes to succeed and constantly develop his business is to receive profits. The minimum charge on the goods for the tax is calculated in accordance with such a criterion as the "break-even point". Let's look at how to calculate the level of this surcharge. Suppose the entrepreneur purchased products worth 100 thousand rubles. The estimated term for the sale of goods is one month. To calculate the value of the surcharge, the cost of renting the square of the trading point (5,000), the remuneration of sellers (25,000) and additional costs (10,000) should be considered. In order to get information about the minimum markup level, it is necessary to fold all the costs, after which the result of addition is multiplied by a hundred. After performing simple actions ((5,000+ 25,000 + 10,000) * 100), we received an amount equal to 4 million rubles.
In order to learn the magnitude of the minimum surcharge on the cost of the goods, it is necessary to divide this result on the primary cost of products (100 thousand rubles). As a result, we obtain a value equal to forty percent. This means that the labeling less than this value may cause unprofitability of the business, and a big mark-up will bring income. But it should be borne in mind that with an increase in turnover, a batch of goods can be implemented in two weeks. This means that the value of the surcharge must be reduced twice.
Based on this example, it can be concluded that the admixture of thirty percent can bring both an income of 20,000 rubles and a loss in the form of 10,000 thousand. In order to make a profit, the entrepreneur will have to increase the allowance of up to sixty percent, which will speed up the term of product sales.
It should also be noted that lowering the cost of goods does not always contribute to the increase in sales. The level of margin on demanding seasonal products can be more than five hundred percent. After graduation, the sellers can arrange a "festive" sale with a discount on goods up to seventy percent. In this case, the implementation of the goods will bring profit, due to the increased demand in the "hot" months.
How many percent extra charge on the product in retail trade? In order to determine the level of admissible surcharge on a certain group of goods, it is necessary to analyze in detail a number of parameters. First of all, it will be necessary to carefully examine the characteristics of the products offered. Special attention deserve such criteria as the quality and properties of the product, the level of demand for consumers and the degree of competitiveness of the supplier. Next, the end cost includes the expenses of the owner itself. It takes into account the cost of transporting goods, its storage and the subsequent delivery of products to the buyer.
The latter component is the amount of taxation. The inclusion of a percentage of tax payments into the final value of commercial products allows an entrepreneur to avoid production costs that can cause lossless business.
Without the correct markup for the goods to get a good profit will be very problematic Quite often, you can hear the question of whether the markup is equally equivalent? In order to answer this question, several different examples should be considered. Imagine a trading point that has a limited range of goods. In this case, the entrepreneur is able to control the cost of each name. Thanks to a limited offer, the seller gets the opportunity to respond timely to changes in the tasks of the consumer. In the case of a large abundance of goods, the cost of each position is quite difficult. In the event of a change in the needs of the consumer, you will have to promptly replace price tags on each shelf.
To date, there are many different computer applications, thanks to which you can get an analysis of consumer demand. Despite the possibility of using specialized equipment and computer applications, most entrepreneurs prefer to break their range into several commodity groups. At the same time, the level of allowance for meat products may differ from the scale of baking and confectionery . The magnitude of the surcharge on a specific commodity group depends on the level of consumer demand. In order to determine the valid value of this value, the entrepreneur needs to carefully examine the price policy of competitors.
The markup level on a specific commodity group may depend on the procurement value of goods.
A high margin is set to cheaper products in comparison with expensive goods. A similar method allows you to increase consumer demand for expensive products, which leads to an increase in gross profits.
Properly designed charge gives an entrepreneur with an opportunity not only to cover the cost of organizing business, but also get expected income The norms of existing legislation
What surcharge can be done on the goods by law? As mentioned above, there is no regulation in the current legislation that regulates the pricing policy of many product groups. Thanks to this aspect, each entity entity gets the ability to independently regulate the established prices, managing the level of consumer demand and other parameters. However, there are a number of socially significant goods, the cost of which is controlled by government agencies. The regulatory authorities establishes the limits for the commodity surcharge. To such groups can be attributed:
- medical products and pharmaceuticals;
- baby food;
- goods supplied in the northern regions;
- catering products supplied in educational institutions.
The maximum discount on the goods by law cannot exceed more than thirty percent. This level of surcharge is established on the products of the essential. This group includes dairy and bakery products, meat products and groceries. Also in this category includes other product groups, based on the cost of the consumer basket. It should be noted that the allowance for medical products is controlled by the Government of the Russian Federation. Control of the cost of other commodity products is governed by regional authorities.
Trading companies often take into account the goods received on the score 41 "goods" at the sales cost. But since the markup is also present in it, then an account 42 "trade markup" is allocated for accounting. We will understand in the formation of this indicator when the goods are gaining and learn how to calculate the markup on the products implemented.
The percentage of allowance for the purchase value of goods is regulated by the company's accounting policy: is established by order and may be either the same for the total volume of goods sold or different for various product groups.
Upon receipt of goods, the sum of the margin is reflected in the flow rate of 41 and the credit of account 42, and during their sale and to identify the financial result, the markup must be established by the estimated path. This indicator causes the interest of a businessman. Therefore, we'll figure it out how to calculate the markup to the product, which was sold in the reporting period.
The magnitude of this indicator covers the operating costs and ensures profit from sales. The entrepreneur, knowing the amount of charge, and, accordingly, the financial result, analyzes the results and plans further steps in the business, and if necessary, it provides the calculation at the request of the IFX.
This indicator is determined as the difference between the revenue and the purchase of the goods sold.
Calculations produce on:
- trade in general,
- assortment of turnover,
- average percentage.
The method for calculating the size of the value of the goods turnover as a whole on the enterprise is acceptable if the company has the same percentage of allowance for the entire volume of purchased goods. In the calculation, the indicator T / turnover (Credit is the turnover of the staff. 90- "revenue").
Example number 1.
Product turnover for the quarter - 12,350,000 rubles. The set percentage of extra charge was 25%. We find the sum of the markup:
Tn \u003d t * rt / 100,
where T - T / turn,
RTN% of the calculated markup.
RT \u003d TN% / (100 + TN) * 100,
where are the TN% -% of the surcharge adopted in the company.
RT \u003d 25 / (100 + 25) * 100 \u003d 20%
TN \u003d 12 350 000 * 20/100 \u003d 2 470 000 rub.
The method for calculating the range of turnover is applicable in firms, where various percentages of supplements are installed on separate goods of goods. A prerequisite for keeping accounting in such companies is the accounting of T / turnover by commodity groups, combined one sample size. The calculation formula is as follows:
TN \u003d (T1 * RTN1 + T2 * RTN2 + ... + TN * RTN) / 100,
where T1, T2, ..., TN-T / turn by certain product groups,
RTN1, RTN2, .. RTN - calculated marks corresponding to these groups.
RTN \u003d TN% N / (100 + TN% N) * 100,
where TN% 1, TN% 2, ... TN% N-surcharge in% for each product group.
Example of counting number 2
The turnover of the sale of goods 1st gr. With extra charge, 25% amounted to 5,555,000 rubles., 2nd grams. With extra charge, 35% amounted to 6 980,000 rubles.
Total 12 235,000 rubles.
We define RTN for each product group:
RT2 \u003d 35 / (100 + 35) * 100 \u003d 25%
Consequently, tn \u003d (5 255 000 * 20 + 6 980 000 * 25) / 100 \u003d 2 796 000 rub.
The calculation option on the average percentage is to determine the average size of the applicable percentage and is considered the most common and convenient.
Tn \u003d T * p% cp / 100,
where p% cf is the average% mark-up, defined as:
PSR \u003d (TNN + TNP - TNV) / (T + OK) * 100, where
TNN - initial balance sch. 42,
TNP - turnover over Kru-Tusch. 42,
TNV - turnover of d-ta. 42,
OK - finite balance sch. 41.
Example of calculation No. 3.
Revenue for 1 quarter - 15,600,000 rubles.
Turnover by K-Tuch. 42 - 3 620 400 rubles.
Turnover by d-tuch. 42 - 120,000 rubles.
Calculate P% CP \u003d (2 650 900 + 3 620 400 - 120 000) / (15 600 000 + 1 987 500) * 100 \u003d 34.98%
We find the sum of the markings tn \u003d 15 600 600 * 34.98 / 100 \u003d 5 456 880 rubles.
At first glance, nothing complicated in determining the markup. And any even the most novice entrepreneur will easily explain it. But as practice shows not so simple. This question was asked by several dozen entrepreneurs of different levels, and only 20 percent gave an intelligible explanation of this term. Therefore, let's try to clarify it.
Almost all businessmen ask questions about business, which are conventionally divided into several categories. The first category of questions, these are questions that are associated with some particular type of business and with its specificity. Answers to these questions are mostly a narrow category of businessmen of a certain niche. The second category of business issues are issues that are answered to all categories of entrepreneurs.
Today in this article we will touch on this important to all the question as the formation of the price of goods, and what affects the final value of your product. And if you say easier - how do we correctly make a markup, in order to not guess? And find her golden middle, from which both sides will win.
What is the markup?
The markup is a monetary expression on which the cost of goods is increased from its initial cost. That is, if a kilogram of potatoes cost 20 rubles in purchasing, and we sell it for 25 rubles, then the markup is 5 rubles. At first glance, there is nothing complicated, but when determining this value, many entrepreneurs have many questions that we will try to answer.
What to take into account when defining this very markup?
The main goal of any business and the entrepreneur is actually obtaining the maximum profit from its business, and it is necessary to put the "right" markup "right". What implies this term? With the right and adequate markup, you fully pay for your costs for the acquisition and manufacture of goods, and earn a good souma of money. But at the same time, the final cost of goods for the consumer remains very attractive. This can be considered a "right" markup.
In order to put the correct margin on your product, you must first calculate all the costs that you suffered at the production stage or purchase of goods. With its own production, the cost of goods includes such items as consumables, salary workers, delivery of components and renting warehouses, and so on. If you do not produce goods, but only sell, then consider the initial cost of the goods plus the costs of transport, do not forget about salary to employees, utilities. To properly define costs, you need not to miss a single item.
Therefore, in order to correctly make a mark-up, we must first consider our expenses, and have been repelled from them in determining the ultimate cost. But it's all superficially, and in more detail the discretions on the goods, we will look further.
If you take specifically in various goods, then we should look at the popularity of the goods. If the goods are common, such as bread and potatoes, then it makes no sense to put a large markup on it, as it will simply won't buy it. Just in the next store this product will cost cheaper. The widespread product - the smaller the surcharge on it. Conversely, if the goods are not yet available on the market, you can make a higher markup. Too high price of your product will simply scare the majority of buyers.
The smallest margin put on goods of famous brands, and which are presented on the market in a wide range. But trademarks that no one knows, you can at first increase in the ultimate cost. Although over time, the price of such a product is stabilized in the market. And most likely you will be forced to reduce the price to a real market value. When forming a mark-up, an important point is to track your direct competitors. And here are aiming not to put the price much higher than their prices. But in case the product is sold well and there are even prospects for an increase in demand, then you can even raise a little, let it be higher than the cost of competitors.
When conducting various shares and discounts, you must initially lay their value into the markup. For regular buyers, this will be an excellent gift, and in this way you will not only not lose part of your profits, but also increase it. Do not forget to include in the process of formation of the final price, accounting for taxes paid by the state. It can be quite a significant amount, and therefore should not be neglected.
When forming a mark-up to your goods, use these tips, and choose the "correct" markup. Remember also that market prices are constantly changing in different directions, and therefore this process must be kept under their control to instantly respond to changing the market. Good luck to you in business and good profits!
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At first glance, there is nothing easier than the answer to the question, how to make a margin of goodsBut in this matter there are nuances that need to know the novice entrepreneur.
The markup is The difference in monetary equivalent between the wholesale and retail price of the goods. In the case of procurement of goods with further resale, you expect to receive a certain profit and benefit, for this you need to decide which value to make the markup. To this issue, you need to approach healthy and rationally, if the markup is high, it will simply do not buy it, if low, then you will not get a profit, the Golden Middle is important here. Let's proceed to a detailed description of that.
1. Comparison competitors.
Very simple. We looked at the price of your competitors, and estimated, the markups are enough or not, whether you can compete, because you must fully recoup your costs. For example, your competitors sell the goods for 200 rubles. You can produce a purchase of 100 rubles for suppliers from suppliers, ultimately we get 100% cheating, in such a way that you can work with a correct markup to the goods. Do not exceed the price of the goods, it is fraught with the fact that your competitors will do their purchases, and not you. Measure profits with costs, it will help correct the markup. Choose proper suppliers and constantly search for profitable suggestions, because you can always find a more profitable supplier than the already existing one.2. If the market price is greatly overestimated.
Do not allow a strong price reduction in comparison with the market, in other words, avoid dumping. The price reduction will lead to a quick saturation of consumers with services or goods, and this promises that you will not last long on the way. You can also break the market, competitors will have to reduce the price in the following you. This is not how to allow! Select tactics to compete in quality, but not as not in price. If you want to throw a price, then it is necessary to do it correctly, it should not lead to global consequences in the market and the depreciation of the goods.3. Question for the service.
For one service you can make different marks, in this regard, the prices in today's market differ significantly. For example, today there are companies that will be able to make your personal site for 5,000 rubles, but there are those that will create a website for 100,000 rubles. In this question, it all depends on the quality of the work done, the professionalism of the executors and wishes of the client. As far as you evaluate your work, this will be the markup. The main thing is to keep records of all expenses related to the execution of the order, so you will prevent the ability to be in a loss.Conclusion
You initially have to see your benefit, so you will see if your efforts are what you do. The markup for the goods is quite a kind of thing, if you spend it correctly, you will receive your income.After reading this article, you probably understood how to make an extra charge on the goodsWe wish you good luck and prosperity of your business.
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