4. 4 Product Cost Overhead Sales Volume Sales Price If we decrease or increase each of these things by 10%, which one will have the Greatest Impact as a means of Increasing Profits?
15. All I need to get this deal is a 5% discount! What’s the Real Impact of a 5% Discount How can I raise my prices when . . .
16. Base Scenario Decrease Price 5% 5% discount equals a 76.7% reduction in Net Profits The Real Impact of Discounting Sales $ 1,000,000 Product Costs350,000 Labor Costs 150,000 Commissions 80,000 950,000 350,000 150,000 76,000 Gross Profit $ 420,000 Overhead 360,000 374,000 360,000 Net Profit $ 60,000 $14,000
17. Base Scenario Decrease Price 5% 5% discount equals a 76.7% reduction in Net Profits The Real Impact of Discounting Sales $ 1,000,000 Product Costs350,000 Labor Costs 150,000 Commissions 80,000 950,000 350,000 150,000 76,000 Gross Profit $ 420,000 Overhead 360,000 374,000 360,000 Net Profit $ 60,000 $14,000 Even selling at the base price you make $46,000 more than you would by discounting 5%
19. Let’s work together to increase your profit margins and stop discounting Contact us today Sales Performance Associates SPA SPA Dallas:Scott Espy sespy@salesperformanceassociates.com; 214-641-9336 Denver: Bill VanSickle bvs@salesperformanceassociates.com; 800-873-SELL www.SalesPerformanceAssociates.com
Editor's Notes
And he wrote the following:OverheadProduct CostSales VolumeSales Price
Then he preceded to ask meIf we decrease or increase each of these things by 10%, which one will have the Greatest Impact as a means of Increasing Profits? Well give me a scenario.One thing I omited telling you about Robin is that he has a strong financial background and is a non-practicing CPASo he grabbed a napkin and wrote the following scenario
I took an educated guess – which I’ll tell you later in this presentation.Why don’t you select a factor and as I continue the presentation you’ll see if your answer is correct.
Then we ran the numbers on Decreasing Product Cost – and as you can see it didn’t impact profits any more than Overhead.
Then we went to Increasing Sales Volume. As you can see, when we increased sales volume we also had to increase Product and Labor cost and commissions.Unfortunately when times get tough companies often only look at ways of cutting costs and overhead. So might be asking yourself, at these time, should I continue to invest in my sales resources? And clearly this model shows that increasing sales volume will yield a higher return on investment.Finally, we ran the numbers on Increasing Price.And I’ll tell you now that this is the one I picked.
However, when I saw how much Increasing Price impacted profits, quite frankly I was blown away. I had no idea that a 10% increase in price – going from a million to a million 1 hundred thousand increased profits by over 250%As you can see the other factors aren’t even close to Increasing Price. So did you select the correct factor? – and if you did were you surprised at the impact Increasing Price had on profits?I’m somewhat curious - since it had such a dramatic impact I wanted to see what affect paying a larger commission had on profits
However, when I saw how much Increasing Price impacted profits, quite frankly I was blown away. I had no idea that a 10% increase in price – going from a million to a million 1 hundred thousand increased profits by over 250%As you can see the other factors aren’t even close to Increasing Price. So did you select the correct factor? – and if you did were you surprised at the impact Increasing Price had on profits?I’m somewhat curious - since it had such a dramatic impact I wanted to see what affect paying a larger commission had on profits
So I ran the numbers with 10% versus 8% commission.And as you can see even with a larger commission profits still more than doubled.Next I wanted to see what a 5% increase in price had on profits.
Even a 5% increase in price was greater than increasing or decreasing the other factors by 10%
I think it was the second time I gave this presentation – in the Q & A session, someone stood up and said . . . I wanted to see what the real impact of discounting. I chose 5% - that doesn’t seem like a lot.
However in running the figures with this scenario a 5% discount actually equaled almost a 77% reduction in Net Profits
Here the comparison between selling at your base price, discounting 5% and increasing your price 10% and 5% By the way if you plug your own numbers into here, I pretty well guarantee you you’ll see similar resultsWhat’s this all mean