Attracting more customers
Everyone knows that the more sales a company has, the more profit it will receive. For example, if you see that cards with your products are not clicked much on marketplaces, it is worth changing their design. If your sales grow, your profitability will also increase.
Increase in the average check amount
Marketplace sellers can use this life hack: it is kuwait whatsapp numbers better to sell several items to one buyer at once than to try to attract more buyers by spending money on advertising. You can combine products from your assortment into sets and sell them at a higher price.
Natalia, from the example discussed above, can, for example, sell not one candle for 350 rubles, but form sets of them with several pieces in a package and set the price at 1000 rubles. In this case, her average bill will be higher, and the profit may increase.
Optimization of the product matrix
Here you can use ABC analysis - this method involves the conditional division of goods into three categories: flagships (products that bring up to 80% of profit), intermediate goods (provide 15-80% of profit), less valuable goods (provide no more than 15% of profit).
5 Ways to Increase Sales Profitability
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ABC analysis allows you to see which products only lead to spending money, and which ones bring profit. It is better to gradually remove some items from the assortment that do not bring profit, and use the freed-up resources to work with flagships.
Natalia performed an ABC analysis and saw that figurine candles are less profitable, and she gets more income from selling scented candles. Therefore, she should give up figurines and use the money and raw materials to produce scented products.
Rethinking business processes
Profitability may fall due to an incompetently set up "kitchen" of the enterprise. For example, if the company lacks storekeepers, orders are collected slowly, and the store quickly runs out of products, since a new supply has not yet been formed. In this case, it is worth considering increasing the staff. You can also use the services of a fulfillment company to transfer the main work of assembling and transporting goods to it. In this case, the company will have freed up resources for expansion.
Automation of some employee tasks
Routine work takes up a lot of working time. For example, if a manager spends a significant amount of time communicating with clients, he or she will not have time to develop sales growth strategies. Tasks such as price management, advertising calculations, or supply planning can be performed by special programs.
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Frequently Asked Questions About Return On Sales
Profitability is the most important indicator characterizing the efficiency of a business. Profitability analysis allows you to understand how productively the organization operates, as well as evaluate the sales methods and technologies used.
What are the possible reasons for low sales profitability?
Sales profitability may decrease due to price reduction or unexpected growth of the organization.
Cost reduction . This is possible when an organization operates in a highly competitive environment, when in order to survive it is forced to constantly reduce prices to the level of competitors. In this case, the company's revenue decreases, and expenses remain the same. Therefore, the share of profit in the total revenue also becomes smaller and profitability falls.
Enterprise growth . For example, if a company begins to grow rapidly, and business processes lag. In this case, managing the organization becomes more complicated, and its work requires high costs. Accordingly, with the same amount of revenue, costs increase, which again leads to a decrease in profitability.
There are hundreds of possible situations in which profitability may fall. But a low profitability ratio should not be taken as the norm - all measures must be taken to increase it.
Can return on sales be negative?
Yes, although profitability values with a minus sign are correctly called unprofitability. This can happen in two cases:
The first is that the organization ends the period with a loss. This is called a negative financial result. In the formula, it is put with a minus sign, and as a result, the profitability is negative. This is how the loss ratio of sales, assets, capital, and so on is revealed.
The second is that the company has negative net assets (or equity). This happens when large uncovered losses accumulate, the size of which exceeds the authorized, reserve and additional capital.
Here we need to remember one thing. In such organizations, it is impossible to assess the real picture of the profitability of net assets. For example, in addition to negative net assets, the enterprise has a net loss. As a result, the minuses in the denominator and numerator of the formula for the sales profitability indicator will decrease, and the result will be positive. But this figure is incorrect, and it cannot be trusted without an adequate assessment.