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The function of the figures used here is purely to further explain the concept of break-even. A service business Let’s take a barbershop and let’s suppose the overheads of the business are something like this: Owner’s salary R15 000 Rental R7 500 Fixed wages R7 000 Cleaning services R750 Electricity R450 Telephone R500 Magazine subscriptions R90 Repairs and maintenance R250 Security R450 Bookkeeping R650 Total overheads R32 640 In other words, the fixed costs or indirect costs are R32 640 per month. The business will spend this amount even if it doesn’t get a single client. What about the direct costs (variable costs or cost-of-sales)? How much does the business spend every time a client walks in an has his hair cut? It’s a service business, so direct costs are usually low. Let’s say it looks like this: Consumables (hair gel etc) R5 Barber’s commission R10 Total direct cost per sale R15 The going rate for a hair-cut in the area is R70, and the business owner decides, wisely, to stick to the going rate. What is his break-even point? Step 1: Work out the gross profit per sale Gross profit per sale = sales price – cost-of-sale Therefore Gross profit per sale = R55 Step 2: Work out the gross profit percentage Gross profit/sales x 100 = gross profit percentage R55/R70 x 100 = 79% Step 3: Work out the break-even point Breakeven = overheads/gross profit percentage Therefore Breakeven = R32 640/0,5 = R41 316 The barbershop therefore has to do R65 280’s worth of hair-cuts a month to break even. That represents about 590 clients a month, because R65 280/R70 = 590 per month, or 26 clients a day. A retail business Let’s take a lighting shop and guess the overheads as follows: Rental: R20 000. Owner’s salary R15 000 Wages R15 000 Electricity R1 500 Telephone R750 Shrinkage R6 000 Security R850 Bookkeeping R650 Vehicles and transport R2 700 Total overheads R62 450 In other words, the fixed costs or indirect costs are R62 450 per month. The business will spend this amount even if it doesn’t sell a single item. The direct costs, or cost-of-sales, is of course the amount the business pays for the stock. Let’s say the shop divides its stock into two kinds of items: Lamps and fittings. On these it makes a 100% mark-up. Consumables (bulbs, flex etc). On these it puts a 50% mark-up. How much does it have to sell to break even? Step 1: Determine the gross profit percentage of each item. Lamps: 100% Consumables: 50% Step 2: Determine what percentage of your sales each item accounts for. Let’s assume lamps account for 90% of the shop’s sales, and consumables 10% Step 3: Multiply the gross profit percentage of each item by the percentage of sales that it accounts for. Lamps: 100% x 90% = 90% Consumables: 50% x 10% = 5% Step 4: The sum of all these figures gives you the average gross profit percentage. 90% + 5% = 95% The breakeven is overheads divided by average gross profit percentage, therefore R62 450/0.95 = R65 736 total sales per month. A manufacturing business Let’s say a boat builder’s overheads look like this: Rental: R10 000 Owner’s salary R20 000 Wages R25 000 Electricity R7 000 Telephone R750 Security R850 Bookkeeping R650 Vehicles and transport R6 500 Total overheads R70 750 He builds two kinds of boats, with the following cost of sales (direct costs): 1) Racer: R42 564 2) Fisheagle: R25 935 He sells the boats for the following prices: Racers: R99 000 Fisheagle: R59 000 What is his breakeven point? Step 1: Determine the gross profit percentage of each item. Racers: Gross profit/sales price x 100 = gross profit percentage = 57% Fisheagle: Gross profit/sales price x 100 = gross profit percentage = 56% Step 2: Determine what percentage of your sales each item accounts for. Let’s assume he sells two fisheagles for every racer, so that racers account for 46% of his sales, and fisheagles 54%. Step 3: Multiply the gross profit percentage of each item by the percentage of sales that it accounts for. Racers: 57% x 46% = 0.57 x 0.46 = 26% Fisheagles: 54% x 56% = 0.54 x 0.56 = 30% Step 4: The sum of all these figures gives you the average gross profit percentage. 26% + 30% = 56% The breakeven point is overheads divided by average gross profit percentage, therefore: R70 750/0.56 = R125 339’s worth of boat sales per month. Therefore, at least two fisheagles per month or at least a racer and a fisheagle. Because his products are large sales, he may not sell anything in certain months, and quite a few in other months. It may therefore be useful to get an annual overview: Annual breakeven = R125 339 x 12 = R1 504 068. 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