What Is Sales Mix and How Do You Calculate It?

In this example, your company sells speakers, and you want to compare two of your products—a wired speaker that retails for $35 and a Bluetooth speaker that retails for $65. Sales mix is the proportion of each type of product sold in a business compared to the business’s total sales. The purpose of calculating sales mix is to understand how the sales of different types of products impact profits. The number of units each product should represent as part of the overall sales mix (typically determined by management). The budgeted Sales Mix percentage can be calculated by dividing the Budgeted Units Sold by the Total Sales. The calculation method for the break-even point of sales mix is based on the contribution approach method.

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  • Sales mix is the proportion of different products and services that comprise the total sales of a company.
  • For instance, if you have menu items which come from the grill station, sauté station, and fry station then ideally one third of the most popular items will come from each station during service.
  • This makes sense because businesses generally carry a variety of products in their inventory.
  • Your company’s net profits may rise after narrowing your focus and changing your sales mix.
  • Product A sold 500 units, and that was enough to hit the necessary sales mix percentage.

Otherwise, a poorly-constructed commission plan could push the sales staff in the direction of selling the wrong products, which alters the sales mix and results in lower profits. If the sales mix changes drastically from month to month, it can make it difficult for employees to understand how their work contributes to the organization’s larger goals. In addition, because the sales mix is closely tied with costs, a sudden shift in product mix can lead employees to overestimate how much inventory they need. For example, Hardware maker XYZ generates a net income of $15 when its lawnmower costs $300 and sells a $10 hammer for $2, resulting in a profit margin of 20 percent. The profit margin on the hammer is 20%, or $2 divided by $10, whereas that on the mower is only 5% or $15 divided by $300.

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Even though the price of the product is lower, the profit margin is higher, so the company will make more profit overall by selling weight-lifting sets than heat-tech running jackets. We’ll also walk you through a specific example that illustrates how to determine the course of action for a product through sales mix, sales mix percentage, contribution margin, and sales mix variance. Another way accounting for architects to enhance sales mix is to use target costing concepts to devise new products with better profit margins. Older, less-profitable products can be gradually swapped out for these new ones, so that the overall profit margin of the business gradually increases over time. In contrast, your sales mix analysis may also point out low-profit products that use fewer marketing and sales resources overall.

  • Profit margin is defined as net income divided by sales, and this ratio is a useful tool to compare the relative profitability of two products with different retail sales prices.
  • The profit margin on the hammer is 20%, or $2 divided by $10, whereas that on the mower is only 5% or $15 divided by $300.
  • Sales mix is all about understanding profit margin, which is the percentage of a product’s profit divided by its sale price.
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The sales mix can be used to plan business results and reach a target level of net income. Assume, for example, XYZ wants to earn $20,000 for the month by generating $200,000 in sales and decides to calculate different assumptions for the sales mix to determine the net income figure. As XYZ shifts the product mix toward products with a higher profit margin, the profit for every dollar sold increases along with net income. The ratio or relative proportion of a company’s sold products is known as its sales mix. Because a company’s products typically have varying levels of profitability, the sales mix is crucial.

It’s important to note that your actual food cost will be higher than your Theoretical Sales Mix food cost, roughly by about 2 to 5 percentage points. There are many reasons for this disparity, a few of which include incorrect recipe costing, theft, waste, re-fired food, food comps, wait staff errors, and over portioning to name a few. Read the 40 thieves of food cost article for the full list of food cost perpetrators. You can also see the trend of the Appliances department in terms of sales, as well as its contribution to the business. For example in 2019 it generated $9.85 billion and contributed 8.9% to total sales, while in 2021 this figure has grown to $14.2 billion and a 9.4% contribution. In this post, we’ll break down what sales mix is, how to calculate it, and some examples of using it to make business decisions.

Based on the decisions, the company can decide whether to continue a product in the market or to make any changes in the product to increase its profitability. Sales mix is a metric which can be done by calculating the proportion of every product that a business sells in its product portfolio along with the total sales volume. Analyzing the sales mix variance helps a company detect trends and consider the impact they on company profits. Focused solely on these initial profit margins, Activa’s sales mix goal should be to increase sales of the weight-lifting set. The profit itself is smaller, but the profit margin is larger by 9 percent. If the company wasn’t looking to solve a problem but instead was simply looking at how to allocate advertising, this would be a great place to stop.

Reasons for favourable Sales Mix Variance

This is important for accurate financial reporting and compliance with… So in this example, the sales mix of Company ABC constitutes of 60% apparel, 30% footwear and 10% accessories. When you analyze this report you can see that Appliances contributed 9.4% to the total revenue of Home Depot in 2021, and Building Materials contributed 6.5%, and so on.

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Likewise, if you’re missing actual numbers, you won’t know if your budgeted numbers are accurate or not. So many restaurant owners, even corporate level owners, do not understand margin -vs- food cost %. It’s my hope that this article will help chefs who understand it explain it to their budget people in a simple to understand way. The sales team of business think they managed to sell 3700 units of product B and 1300 units of product the last year.

How to calculate sales mix

Based on the budgeted sales mix and actual sales, A’s sales are under expectations by 200 units (1,200 budgeted units – 1,000 sold). However, B’s sales exceeded expectations by 200 units (1,800 budgeted units – 2,000 sold). Understanding the sales mix of your company’s product line is a value-added activity that can shed light on the priorities of your customer and align those with profit and revenue goals for the business.

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He is an accomplished author of thousands of insightful articles, including in-depth analyses of brands and companies. Holding an MBA in Marketing, Hitesh manages several offline ventures, where he applies all the concepts of Marketing that he writes about. Business Inc. is a medium scale company which specializes in manufacturing of certain products A and B. Therefore you can find out that the book makes a higher profit of 28% while booking a mix of this profit of 25%. Thus, the books are there needs to work on revamping the sales of book A. Sales mix variance is a useful tool in data analysis, but alone it may not give a complete picture of why something is the way it is (root cause).

For instance, a bicycle retailer might carry five $500 bicycles, two $1,000 bicycles, and one $5,000 bicycle. The company has a smaller investment in the $500 bicycles and will most likely receive a smaller profit on the sale of these bikes. The $5,000 bicycle requires a higher investment and will also return a higher profit percentage than the lower cost bicycles.

Example of Sales Mix Variances

With a smart marketing plan, weight sets could move back into a best-seller slot. It’s all about avoiding stagnancy and moving away from decisions that are actively hurting your bottom line. It sounds complicated, but as we’ll see in the next section, the formula is quite simple. It’s keeping tabs on product changes and remembering to do the calculations that can get overwhelming and cause revenue losses. On the other hand, if ice cream sandwiches have stopped selling while chocolate bars and candy canes continue to sell well, selling more of those products may be the best move for business. I’ve heard all three terms used interchangeably to describe an evaluation of your margin as it relates to the menu.