Financial Aspects of Marketing Management

1. Financial Aspects of Marketing Management

2. Costs Fixed Costs Variable Costs Types of Cost

3. Variable Costs are… • Expenses that are uniform per unit of output within a relevant time period • As volume increases, total variable costs increase

4. THERE ARE TWO CATEGORIES OF VARIABLE COSTS • Cost of Goods Sold • Other Variable Costs

5. Variable Costs – Cost of Goods Sold • For Manufacturer or Provider of Service • Covers materials, labor and factory overhead applied directly to production • For Reseller (Wholesaler or Retailer) • Covers primarily the cost of merchandise

6. Other Variable Costs • Expenses not directly tied to production but vary directly with volume • Examples include: • Sales commissions, discounts, and delivery expenses

7. Fixed Costs • Expenses that do not fluctuate with output volume within a relevant time period • They become progressively smaller per unit of output as volume increases • No matter how large volume becomes, the absolute size of fixed costs remains unchanged

8. THERE ARE TWO CATEGORIES OF FIXED COSTS • Programmed costs • Committed costs

9. Fixed Costs – Programmed Costs • Result from attempts to generate sales volume • Examples include: • Advertising, sales promotion, and sales salaries

10. Fixed Costs – Committed Costs • Costs required to maintain the organization • Examples include nonmarketing expenditures, such as: • rent, administrative cost, and clerical salaries

11. Relevant and Sunk Costs

12. Relevant Costs are… Future expenditures unique to the decision alternatives under consideration. • Expected to occur in the future as a result of some marketing action • Differ among marketing alternatives being considered • In general, opportunity costs are considered relevant costs

13. Sunk Costs are… The direct opposite of relevant costs. • Past expenditures for a given activity • Typically irrelevant in whole or in part to future decisions Examples of sunk costs: • Past marketing research and development expenditures • Last year’s advertising expense

14. Sunk Cost Fallacy When marketing managers attempt to incorporate sunk costs into future decisions, they often fall prey to the Sunk Cost Fallacy – that is, they attempt to recoup spent dollars by spending even more dollars in the future. Example: Continuing to advertise a failing product heavily in an attempt to recover what has already been spent on it.

15. Margins • The difference between the selling price and the “cost” of a product or service • Margins are expressed in both dollar terms or as percentages on: • a total volume basis, or • an individual unit basis

16. Gross Margin or Gross Profit On a total volume basis: • The difference between total sales revenue and total cost of goods sold On a per-unit basis: • The difference between unit selling price and unit cost of goods sold

17. Gross Margin Total Gross Margin Dollar Amount Percentage Net Sales $100 100% - 40 Cost of Goods Sold - 40 Gross Profit Margin $ 60 60% Unit Gross Margin Unit Sales Price $1.00 100% - 0.40 Unit Cost of Goods Sold - 40 Unit Gross Profit Margin $0.60 60%

18. Suppose a retailer purchases an item for $10 and sells it at $20. Retailer Margin as a percentage of cost is: ($10 / $10) x 100 = 100 % Retailer Margin as a percentage of selling price is: ($10 / $20) x 100 = 50 % Trade Margin (Markup)

19. Gross Margin as a % of Selling Price Unit Selling Price Unit Cost of Goods Sold Manufacturer $2.00 $2.88 30.6% Wholesaler $2.88 $3.60 20.0% Retailer $3.60 $6.00 40.0% Consumer $6.00 Trade Margin

20. Dollar Amount Percentage Net Sales $ 100,000 100% Cost of Goods Sold - 30,000 - 30 Gross Profit Margin $ 70,000 70% Selling Expenses - 20,000 - 20 Fixed Expenses - 40,000 - 40 Net Profit Margin $ 10,000 10% Net Profit Margin(before taxes)

21. Kellogg’s Cereal Margins at a Price of $2.72 per box Kellogg’s Direct Unit Manufacturing Cost Grain $.18 Other Ingredients .23 Packaging .31 Labor .18 Mfg. Overheads .34 Cost of Goods Sold $1.24–––––––54.4% Gross Margin ($2.72 - $1.24)/$2.72 Promotions (excluding Advertising) + .20 Total Unit Variable Cost $1.44 Manufacturer Contribution to Fixed Cost and Profit $1.28––-47% Contribution Margin ($2.72-$1.44)/$2.72 Kellogg’s Selling Price to Grocery Store $2.72 Grocery Store Margin .68––-20% Trade Margin ($3.40 - $2.72)/$3.40 Grocery Store Selling Price $3.40

22. Contribution Analysis Contribution is… • The difference between total sales revenue and total variable costs OR on a per-unit basis • The difference between unit selling price and unit variable cost

23. Break-Even Analysis Break-even point is the unit or dollar sales at which an organization neither makes a profit nor a loss. At the organization’s break-even sales volume: Total Revenue = Total Cost

24. Dollars Total Revenue BE Point Total Cost PROFIT Variable Cost Fixed Cost LOSS 0 Unit Volume Break-even Analysis Chart

25. Break-even Analysis Example Fixed Costs = $50,000 Price per unit = $5 Variable Cost = $3 Contribution = $5 - $3 = $2 Breakeven Volume = $50,000  $2 = 25,000 units Breakeven Dollars = 25,000 x $5 = $125,000

26. Applications of Contribution Analysis • Sensitivity Analysis • Profit Impact • Market Size • Performance Measurement • Assessment of Cannibalization

27. Liquidity • Refers to a company’s ability to meet short-term financial obligations • Very important for a company’s day-to-day operations • A key factor is Working Capital = Current Assets minus Current Liabilities

28. Operating Leverage • Extent to which fixed costs and variable costs are used in the production and marketing of products and services. • Firms with high total fixed costs relative to total variable costs are defined as having high operating leverage. • Higher operating leverage results in a faster increase in profit once sales exceed break-even volume. The same happens with losses when sales fall below break-even volume.

29. Discounted Cash Flow • Discounted cash flows are future cash flows expressed in terms of their present value • Incorporates the time value of money • Based on the premise that a dollar received tomorrow is worth less than a dollar today • Useful in determining a business’s net cash flows

30. Discounted Cash Flow The discount rate can be expressed as follows: Discount factor = ___1___ (1 + r)n Where the r in the denominator is the interest rate and n is the number of years

31. The interest or discount rate is often defined as… The opportunity cost of capital, which is the cost of earnings opportunities forgone by investing in a business with its attendant risk as opposed to investing in risk-free securities.

32. Discounted Cash FlowExample Suppose you were to collect $1 million in 5 years. If the discount rate used were 10%, the present value of the $1 million would be: 1 PV = ———— X $1,000,000 = $620,921.32 (1 + 0.10)5

33. Preparing a pro formaIncome Statement A pro forma income statement is a projected income statement Includes: • Projected Revenues • Budgeted Expenses • Estimated Net Profit

34. Pro Forma Income Statement – Example Sales $1,000,000 Cost of goods sold 500,000 Gross margin 500,000 Marketing expenses Sales expenses $170,000 Advertising expenses 90,000 Freight or delivery expenses 40,000300,000 General and administrative expenses Administrative salaries $120,000 Depreciation on buildings and equipment 20,000 Interest expense 5,000 Property taxes and insurance 5,000 Other administrative expenses 5,000155,000 Net profit before (income) tax $45,000

35. Preparing a pro formaIncome Statement • Sales – forecasted unit volume times selling price • Cost of goods sold – costs incurred in buying or producing products and services • Gross margin – represents the remainder after cost of goods sold has been subtracted from sales

36. Preparing a pro formaIncome Statement • Marketing Expenses – programmed expenses to be spent on increasing sales • General & Administrative Expenses – fixed costs (often referred to as overheads) • Net Income before Taxes – sales revenues minus all costs