Salon & Stockist Margin

Two answers on one page: what you make selling wholesale to a salon, and what the salon makes selling it on. Use the second half when you are pitching a new stockist.

The product and the price

Product optional

Recommended retail price incl VAT, what the salon charges

VAT %

Stockist discount % off your retail price, excl VAT

Your costs

Unit cost (excl VAT)

Packaging per unit

Freight in, per unit

Freight out to the salon per unit, what you absorb

Rep / agent commission %

Trade marketing support % testers, posters, training

Settlement discount % for paying early

Damages / breakages %

Old stock written off %

Volume

Units per salon, per month

Number of salons

Your profit per unit selling it yourself from the Retail tool — for the comparison

Your side

Salon pays you (excl VAT)

—

Your profit per unit

—

after freight out, commission and support

Your margin

—

Break-even stockist discount

—

discount past this loses money

Your profit a month

—

Retail vs wholesale

—

enter your retail profit above

The salon’s side — use this when you pitch

Salon profit per unit

—

excl VAT, on your RRP

Salon margin

—

Salon profit a month

—

Salon profit a year

—

at the same rate

The salon’s figures assume they are VAT registered and claim the VAT back. A salon that is not VAT registered pays the VAT-inclusive price and earns less — say so when you pitch.

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