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Review
Unit contribution, margin and markup Fixed vs. variable costs Problems with cost-plus pricing (e.g., Death Spiral).
Team Assignment
Project
Mini-Presentation
Problems with Cost-plus Pricing
Cost-plus pricing will lead to over-pricing in a weak market.
Cost-plus pricing will lead to under-pricing in a strong market.
Mini Case Study: Self-Expedited “Death Spiral”
In 2007 Movie Gallery changed the 7-day rental period to 5-day.
The 7-day option was retained, at an additional fee.
In the same year Movie Gallery filed for bankruptcy protection and stocks dropped below $1.
Year # Stores
1985 1
1987 5
1992 37
1996 850
1999 950
2003 2000
2005 4700
What Could Have MG Done?
Channel strategy
Pricing strategy
7
Pricing Based on Markup / Margin
Markup The $ markup is $1000*30%=$300 Selling price = $1000 + $300 = $1300
Margin Selling price = p, say. The unit contribution is p*30/100 p = 1000 + 0.3*p, so p=$1428
A retailer buys a sofa for $1000. What will be the retailer’s selling price if it decides to go with (a) 30% markup and (b) 30% margin?
Chapter 9
Financial Analysis
Types of BEP
BEP Analysis
Type III: BEP of the change in variable cost
Type II: BEP of a fixed-cost investment
Type I: BEP of a price change
Type IV: BEP of Cannibalization
Types of BEP
BEP Analysis
Type III: BEP of the change in variable cost
Type II: BEP of a fixed-cost investment
Type I: BEP of a price change
Type IV: BEP of Cannibalization
Ask The Right Questions
The cost question in pricing is not: What prices do we need to cover costs and
achieve our profit objectives?The cost questions in pricing are:
How much sales gain would be required to profit from a price cut?
How much sales loss would be tolerable to profit from a price increase?
What costs can we afford to incur and still earn a profit?
Example: Type I BEP
PortaShelf is considering either raising or lowering their current price by 20%.The company would like to know how many units would have to be sold under these price changes to maintain the current profit margin of 10%.
PortaShelf $100 $80 $120
Current Price Option 1 Option 2
Option 1 – Decrease price by 20% to $80
Price = $80Variable unit cost (marginal cost) = $60Markup = $80 - $60 = $20
Therefore, each unit sold currently contributes $20 to fixed cost recovery and profit.
Say that fixed costs (plant, administration) are $30 million.
Thus, twice as many units must be produced to maintain the same profit level.
Profit = [2 million units x $80] – [(2 million units x $60) + $30 million]
(total revenue) (variable cost) (fixed cost)
= $10 million
Example: Type I BEP
Option 1
A 20% reduction in price reduces the unit contribution by 50% and requires that unit sales double to achieve the current level of profitability.
Questions – Does PortaShelf have the operating capacity to double capacity?
If the answer is no, then both variable unit costs and fixed costs will likelyincrease as PortaShelf:
Example: Type I BEP
Option 2 – Increase price by 20% to $120
Price = $120Variable unit cost (marginal cost) = $60Markup = $120 - $60 = $60
Therefore, each unit sold currently contributes $60 to fixed cost recovery and profit.
Say that fixed costs (plant, administration) are $30 million.
Thus, production can be reduced by about 33% in order to maintain the current profit level.
Profit = [667,000 units x $120] – [(667,000 units x $60) + $30 million](total revenue) (variable cost) (fixed cost)
= $10 million
Example: Type I BEP
Option 2
A 20% increase in price increases the markup by 33%and requires that unit sales be only 2/3rds the current amount to maintain the current level of profitability.
Depending on the organization of their operations, PortaShelf may notrequire various cost items that contribute to either their variable or fixedcosts. For example, they may be able to:
Example: Type I BEP
Price increase by x%
How to get the percentage of need sales volume
Price decrease by x%
Types of BEP
BEP Analysis
Type III: BEP of the change in variable cost
Type II: BEP of a fixed-cost investment
Type I: BEP of a price change
Type IV: BEP of Cannibalization
Total, Variable, and Fixed Costs
Type II BEP analysis chart for a picture frame store
Formulas for Type II BEP Analysis
Break-Even Point =
Break-Even Point =
Total Fixed CostContribution Per Unit to Fixed Cost
In Units:
In Dollars: Total Fixed CostVariable Cost Per Unit
Price1 -
Break-Even Point = Total Fixed Cost
Unit Price – Unit Variable Price
In Units:
Formulas for Type II BEP Analysis
Example: Type II BEP in Units
Leeds Manufacturing sells bookcases for $100 each. They have variable costs of $50. They want to build a new production line with total fixed cost (TFC)of $200,000. What will be the break-even point(BEP) in units to cover this new line?
BEP = TFC / (Unit Price – Unit Variable Cost)
Practice
Example: Type II BEP in dollars?
Sun Manufacturing sells bookcases at a price of $100 a piece.
Variable costs per unit are $50. They want to build a new production line with a
fixed cost of $200,000. What will be the break-even point (BEP) in $$$ to cover this new line?
Practice
Total Fixed CostVariable Cost Per Unit
Price1 -Break-Even Point =
In Dollars:
Formula for Type II BEP Analysis
Example: Type II BEP in Dollars
BEP ($) = Total Fixed Cost
1 - Variable Cost per unit /Price
$200,000
1 - .5=
= $400,000
Example: Type II BEP in Dollars
Leeds Manufacturing sells bookcases. They want to build a new production line which will cost $200,000 and produce 4,000 new bookcases per year. If variable cost per unit is $50 dollars, and demand is virtually unlimited, how much must they charge for each bookcase if they want to breakeven in the first year?
Practice
Sun Manufacturing sells bookcases at a price of $100 a piece.
Variable costs per unit are $50. They want to build a new production line with
a fixed cost of $200,000. What will be the break-even point (BEP) in $$$ to cover this new line?
Example: Type II BEP in dollars
Practice
Types of BEP
BEP Analysis
Type III: BEP of the change in variable cost
Type II: BEP of a fixed-cost investment
Type I: BEP of a price change
Type IV: BEP of Cannibalization
Example: Type III BEP
Sun Manufacturing sells bookcases at a price of $100 a piece.
Variable costs per unit are $50. Suppose that the unit variable costs have changed
to $60, what will be the percentage increase in sales volume in order to make the profit remains the same?
Break-Even Point = ( Unit Contribution_oldVC
Unit Contribution_newVC) -1
Formula for Type III BEP Analysis
Solution
Margin at the old unit variable cost is $50 Margin at the new unit variable cost is $40
-1= 25%5040BEP =
To make sure the profit remains the same, the sales volume has to go up by 25%.
Types of BEP
BEP Analysis
Type III: BEP of the change in variable cost
Type II: BEP of a fixed-cost investment
Type I: BEP of a price change
Type IV: BEP of Cannibalization
Example: Type IV BEP
Sun Manufacturing sells bookcases at a price of $100 a piece.
Variable costs per unit are $50. Suppose that the company is considering introduce
a new brand that sells $120 and costs $60 each, what will be the percentage of sales for the new brand that is coming from the existing brand, so that the profit remains the same?
Break-Even Rate = ( Unit Contribution_new offering
Unit Contribution_old offering
Formula for Type IV BEP Analysis
)
Solution
Margin of the existing product is $50 Margin of the new product is $60
5060BEP = = 83.3%
To make sure the profit remains the same, the new product can take up to 83.3% of the market share from the existing product.
Next Lecture
• Price Levels