A vendor buys two articles of same price from a wholesaler After getting 10 discount on each

In the first part of Profit and Loss series, we learnt the basic definitions and the meaning of Cost Price, Selling Price, Marked price etc. Let us revise the definition of Marked Price. As we saw earlier, traders are in the habit of marking their articles at a certain price above their costs. Then the discounts they offer are on this marked price, thereby they actually make sure that have already factored in the profit they want.

Discounts are offered on the marked price and the selling price is determined by the discount offered on the marked price. For the process of simplification, let us assume: C = Cost price S = Selling price M = Market price D% = Discount

G% = Gain

Now, Discount = D% of marked price, M Discount = Marked Price – Selling Price Marked Price – Amount of Discount = Selling Price

M (1-D%) = Selling Price

Also, Selling Price = Cost Price + Gain Thus, M (1-D%) = C (1 + G%) Or in other words

Marked Price (1 – Discount%) = Cost Price (1 + Gain%)

Example-1: Natasha offers her customers a discount of 10% on her beauty products and she still makes a profit of 20%. What is the actual cost to her of that beauty product marked Rs. 400?
Solution: Marked price = Rs. 400 Discount = 10% Profit = 20% Therefore, the Selling Price = 90% of 400 Therefore 400 x 90/100 = Rs. 360 Selling price = Rs. 360 Profit = 20%

Cost price = 100/120 x 360 = Rs. 300

CAT 2022 Profit and Loss: Concept of successive discounts

If successive discounts of x% and y% are allowed on the marked price M of the discount, then, after discount the customer finally ends up paying: Selling Price = (1-x%)(1-y%) x Marked Price

If you look at the above formula closely, you would see that the multiplication is nothing else but a percentage equivalent of two successive percentage change on a number.

Example-2: Pankaj offers a 10% discounts on his goods and he offers a further discount of 5% on the reduced price to those customers who pay cash. What does a customer have to pay in cash for a cricket bat of Rs. 200?
Solution: Price of the cricket bat = Rs. 200 After Discount of 10% Marked price would be Rs. 180

Since he is purchasing the bat by cash, so a discount of 5% is applicable again on the reduced marked price. Thus, the final selling price the cricket bat would be of Rs. 171

CAT 2022 Profit and Loss: Basic Question types

Type-1: Comparing quantities of goods and prices

In these types of questions, CP of a fixed number of goods are compared with the SP of another field number of goods. Let us see through an example:

Example-3: The cost price of 30 articles is equal to the selling price of 40 articles. What is the profit or loss percentage?

Solution: To obtain the same amount of money, which was needed to purchase 30 articles, we need to sell 40 articles, which is more than what we have got for the same sum. It means we need to arrange 10 more articles apart from the articles which we have purchased. So, there will be a loss. Now, CP of 30 articles = SP of 40 articles Or, CP/SP = 30/40 =3/4 Or, 1 – CP/SP = 1- 3/4 = 1/4 So, Loss percentage

= (l – CP/SP) x 100 = 1/4x 100 = 25%

Alternatively,
CP of 30 articles = SP of 40 articles = Rs 120 (Assume) So, CP of one article = Rs 4 ,SP of one article = Rs 3 Obviously, there is a loss of Re 1 Loss percentage = 1,4 X 100 = 25%

Type 2: Questions in terms of money

In this type of question, we generally talk about the cost price and selling price questions there are some results which helps us to solve typical these type of questions
Some Important Results

When SPs of two articles are same 1. First one is sold at a profit of x% and second one is sold at a profit of y%. Ratio of CP1:CP2 (100 + y) : (100 + x) 2. First one is sold at a profit of x% and second one is sold at a loss of y%. Ratio of CP1:CP2 = (100 – y): (100 + x) 3. First one is sold at a loss of x% and second one is sold at a loss of y%. Ratio of CP1: CP2 = (100 – y): (100 – x) 4. First one is sold at a loss of x% and second one is sold at a profit of y%.

Ratio of CP1: CP2 = (100 + y): (100 – x)

Type-3: Miscellaneous Problems based on % gain and % loss

Example-4: Bharat purchased 90 bags of cement at Rs. 450 each. He sold 30 bags at 20% profit and 20 bags at 6% loss. At what rate per bag should the remainder he sold to gain a profit of 9% on whole transaction
Solution: This question type is nothing else but a combination of ratio and proportion with profit and loss. In this case, we can solve the question in the following manner: According to the information given, bags remaining = 40 Let the 40 bags be sold with p% gain Now % gain or loss on the whole lot = sum of product of gain or loss %s with their respective quantities Therefore 9% of 90 Bags of Rs. 450 each = 20% of 30 Bags of Rs. 450 each – 6% of 20 Bags of Rs. 450 each +9% of 40 Bags of Rs. 450 each (9/100) x 90 x 450= {(20/100) x 30 x 450} – {(6/100) x 20 x 450} + {(p/100) x 40 x 450} 9 x 90 = (20 x 30) – (6 x 20) + (p x 40) p = 8.25%

Therefore, the selling price would be = 108.25/100 x 450 = Rs. 487.125

CAT 2022 Profit and Loss: Discounts and Marked Price Practice Exercise

Question 1: A shopkeeper offers 20% discount and still makes profit of 25%. Calculate the cost of article which has a marked price of Rs 200. a. Rs. 130 b. Rs. 128 c. Rs. 125

d. Rs. 140

Question 2:
A merchant fixes the sale price of his goods at 15% above the cost price. He sells his goods at 12% less than the fixed price. His percentage of profit is :

(a) 2.5% (b) 1.2% (c) 1.5%

(d) 2%

Question 3: A dealer makes a profit of 20% even after giving a 10% discount on the advertised price of a scooter. If he makes a profit of Rs. 7500 on the sale of the scooter, the advertised price was (a) Rs. 45000 (b) Rs. 47500 (c) Rs. 50000

(d) Rs. 52500

Question 4: If a man were to sell his chair for Rs. 720, he would lose 25%. To gain 25% he should sell it for (a) Rs. 1,200 (b) Rs. 1,000 (c) Rs. 960

(d) Rs. 900

Question 5: A man bought an old typewriter for Rs. 1200 and spent Rs. 200 on its repair. He sold it for Rs. 1680. His profit per cent is: (a) 20% (b) 10% (c) 8%

(d) 16%

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Every retailer at one time or another has wrangled with the issue of product pricing, especially those who sell products direct-to-consumer and wholesale. If you’ve been struggling with this question lately, you’re not alone.

There are a number of mathematical formulas used in determining a product’s price, margin, markup, markdown, profitability, and sales history. Thankfully, there are only a few you need to know when pricing products for direct-to-consumer sales and wholesale.

Here, we’ll walk you through a few of those formulas and some steps you can take to create successful pricing strategies for your product, whether you sell wholesale, retail, or both.

Wholesale vs. retail price

Wholesale pricing is what you charge retailers who buy products in large volumes. Retail prices are what retailers set as the final selling price for consumers.

Wholesale and retail are two fundamentally different processes: wholesale involves moving goods from manufacturing to distribution. Retail involves acquiring goods and selling them to customers. 

Producers or distributors charge wholesale prices to retailers. Then, the retailer charges consumers for that same product at a higher price—the retail price.

The goal of wholesale pricing is to earn a profit by selling goods at a higher price than what they cost to make. For example, if it costs you $5 in labor and materials to make one product, you may set a wholesale price of $10, which gives you a $5 per unit gross profit. 

Retail pricing is all about the customer. What would they be willing to pay for your product? A retailer will mark up the price on wholesale goods to earn a profit, but it shouldn’t exceed what the customer will pay for it.

This is the tricky part of retail pricing, as the answer to this question is typically fluid.

Retail prices are first set with knowledge of ‘what will the customer pay for it.’ It starts there. For me, if this came out to a 50% margin, I’d see what increasing the price to $28 or $30 would do. Once it feels good, I would leave it there.

Participant from Contextual Pricing study by Shopify

Say a retailer buys your product for $10 and wants a $10 gross profit, then they would charge $20 for the product in-store. This is also known as keystone pricing, or simply doubling the wholesale cost paid for a product. (If you are a wholesaler, you can recommend a suggested retail price (SRP) to retailers; they do not have to use it, but it’s helpful if they do. We’ll discuss more on this later.)

Stay on top of your finances

With Shopify POS, it’s easy to create reports and review your finances including sales, returns, taxes, payments, and more. View your financial data for all sales channels from the same easy-to-understand back office.

How to calculate wholesale price

Let’s look at how you can calculate a wholesale price for your products. 

1. Research your market

Before you set any product prices, determine your market segment and where you fit in. For example, are you a discount brand, a contemporary brand, or a designer brand? This also determines how your audience perceives you, which ultimately affects your pricing.

If a lower price point is your competitive advantage, keep that in mind while doing your research. Be cognizant of your break-even point, and use the break-even point formula to calculate this number. If your target customers are more budget-conscious or looking for a high-quality, high-end product, consider these factors when conducting market research.

2. Calculate your cost of goods manufactured

Cost of goods manufactured (COGM) is the total cost of making or purchasing a product, including materials, labor, and any additional costs necessary to get the goods into inventory and ready to sell, like shipping and handling.

A product’s COGM can be determined with the following calculation:

Total Material Cost + Total Labor Cost + Additional Costs and Overhead = Cost of Goods Manufactured

3. Set your wholesale price

When setting your wholesale price, first multiply your cost of goods by two. This will ensure your wholesale profit margin is at least 50%.

Profit margin is the gross profit a retailer earns when an item is sold.

Apparel retail brands typically aim for a 30% to 50% wholesale profit margin, while direct-to-consumer retailers aim for a profit margin of 55% to 65%. (A margin is sometimes also referred to as “markup percentage.”)

Let’s say you sell swimsuits. If you buy each swimsuit for $25 and sell them for $50 each, your retail margin per suit is $25, or 50%.

Retail margin percentage can be determined with the following formula:

Retail Price - Cost / Retail Price = Retail Margin %

In the case of the swimsuits: $50 (Retail Price) - $25 (Cost) / $50 (Retail Price) = 0.5, or 50% (Retail Margin)

How to price wholesale: Pricing methods

There are many different wholesale pricing strategies available, but don’t fret—it’s not helpful to learn all of them if you’re new to selling wholesale. 

Instead, let’s go over two simple and easy to use methods you can use today. 

Absorption pricing

Absorption pricing refers to factoring in all the costs associated, including fixed cost and profit margins, when determining your price. It’s called “absorption” because all the costs are consumed in the product’s final price. 

The formula for absorption pricing is as follows:

Wholesale Price = Cost Price + Profit Margin

Not sure how to calculate cost price? You’ll need to know your costs of goods sold (COGS) and your overhead costs. Here’s a little refresher:

1. Calculate your cost of goods sold
2. Calculate your overhead costs
3. Add the two costs together. Once you have those two numbers, combine them to create your cost price for the formula

Absorption pricing method pros

• It’s easy to use and doesn’t require any training or complicated formulas
• Your profits are almost guaranteed. If you can account for all expenses, you’ll likely turn a good profit

Absorption pricing method cons

• Pricing gaps are frequent, and it doesn’t take into consideration any competitor pricing
• This method doesn’t account for value perception. You could charge too much, sending potential buyers to other providers

Differentiated pricing

Differentiated pricing is a wholesale pricing method used to optimize return on investment by calculating the demand for a product. In this case, different buyers in different situations pay different prices for the same product. 

Also referred to as demand pricing or time-based pricing, this method is based on the idea that buyer acceptance determines the price on any given market condition. 

For example, if you are selling bathing suits, you can sell at a higher price than the average market value during peak seasons. You’ll notice in retail stores the price of bathing suits can rise quickly at the beginning of summer season, then come back down after the demand drops off. 

This also applies to areas where there is less competition and customers typically buy products at a higher price, such as a beach resort or an airport. 

Using differentiated pricing, wholesalers can also offer products at a lower price. For example, if you have too much old stock on hand, you can run a flash sale last minute and walk away with some profit.

Regardless, you need to set a price that buyers believe is fair for the product’s value and still earns them a healthy profit at the end of the day.

Differentiated pricing method pros

• This method can deliver maximum return on investment. It lets you take advantage of market scenarios in real time, keeps you competitive, and allows you to gain data on buyers
• When there is higher demand for a product, buyers are often willing to pay a premium, which means more profit for you. You can use differentiated pricing to sell trending products and other items that are hard to find or extremely popular

Differentiated pricing method cons

• There’s a fine line between maximizing profit and overcharging wholesale customers. If you are perceived as opportunistic, or people get the sense you are price gouging them, it’ll hurt your brand’s reputation. You don’t want to be associated with this kind of greed because buyers will not come back and purchase from you.

PRO TIP: Want to see peak sales periods for certain products and plan for surge pricing? Go to Reports from the Shopify Admin and select the appropriate Retail Sales report. From there, you can see sales by product, vendor, product type, or even for a specific SKU across all retail stores using Shopify POS.

How to set a suggested retail price

A suggested retail price (SRP), also known as a manufacturer’s suggested retail price (MSRP), is the price a manufacturer or wholesaler recommends retailers set for their product. 

It’s important to make sure retailers follow or at least exceed your SRP, so they’re not undercutting you or your other retail partners.

Retail price is calculated with the following formula:

Wholesale Price / (1 - Markup Percentage) = Retail Price

Here’s an example based on a wholesale price of $30 and a 60% markup percentage:

• Convert the markup percent into a decimal: 60% = 0.6
• Subtract it from 1 (to get the inverse): 1 - 0.6 = 0.4
• Divide the wholesale price by 0.4
• The answer is your retail price

$30 (Wholesale Price) / (1 - 0.6) = $75 (Retail Price)

Research your market to see how other comparable brands or retailers set their prices. Then you can work backward to see if your target retail price is feasible, based on the costs you incur to produce your products.

For example, if your target retail price is $60 and you want to give your wholesalers a 55% retail margin and yourself a 50% wholesale margin, you can use this pricing formula to work backward and calculate the wholesale price:

• Convert the markup percent into a decimal: 55% = 0.55
• Subtract it from 1 (to get the inverse): 1 - 0.55 =0.45
• Multiply 0.45 times the retail price
• The answer is your wholesale price

$60 (Retail Price) x (1 - .55) = $27 (Wholesale Price)

Then, calculate your target cost price (cost of goods) to maintain a 50% wholesale margin:

• Convert the markup percent into a decimal: 50% = 0.5
• Subtract it from 1 (to get the inverse): 1 - 0.5 = 0.5
• Multiply 0.5 times the wholesale
• The answer is your target cost price

$27 (Wholesale Price) x (1 - .5) = $13.50 (Target Cost Price)

Dual pricing

As demonstrated, if you wholesale your products to retail partners and sell direct-to-consumer through your website or pop-up shop, it's smart to create a dual pricing strategy to ensure you’ll still profit, regardless of whether you’re selling your products at wholesale or retail.

A dual pricing strategy means you’ll create an external retail price for your products listed on your website that your direct customers see and a separate wholesale price you share with wholesale or potential wholesale accounts in the form of a line sheet.

💡 PRO TIP: Check out the Shopify App Store for apps designed to help wholesalers determine pricing, create retail catalogs, make wholesale line sheets (PDF format), and more.

When you sell wholesale, you’re likely selling a higher quantity in each order, which allows you to sell the products at a lower price.

Here’s where the formulas come in handy. You can do the math to determine your margins and set wholesale and suggested retail prices for your products.

For example, if you design and manufacture swimsuits and sell them via wholesale and retail, you’ll need to look at the following numbers:

• Cost of Goods (COG): $15 to make one swimsuit
• Wholesale Price: $30
• Suggested Retail Price (SRP): $75

Then, you’ll be able to calculate your wholesale and retail margins:

• Your wholesale margin: 50% Wholesale Margin = $30 Wholesale - $15 COG / $30 Wholesale
• The retailer’s margin when they use your SRP: 60% Retail Margin = $75 Retail - $30 Wholesale / $75 Retail
• Your retail margin when you sell direct-to-consumer (D2C): 80% Retail Margin = $75 Retail - $15 COG / $75 Retail

With the above wholesale and retail pricing strategy, you’re making a gross profit margin of 50% on your wholesale orders and 80% on DTC orders.

Create your wholesale pricing strategy

Now that you have a better understanding of the formulas used to calculate product pricing, it’s time to build your own pricing strategy. Create a spreadsheet that lists your products by style number and name and includes columns for the cost of goods, wholesale price, wholesale margin, retail price, and retail margin.

Use the formulas above to create a costing chart you can plug numbers into each time you need to define pricing for a new product. 

If you want to use Shopify to sell wholesale products to other businesses, you can sell on the Handshake marketplace or create a password-protected storefront by adding the wholesale channel in your ecommerce store.

This post was originally written by Alexis Damen and has been updated for accuracy and freshness by Michael Keenan.

Stay on top of your finances

With Shopify POS, it’s easy to create reports and review your finances including sales, returns, taxes, payments, and more. View your financial data for all sales channels from the same easy-to-understand back office.