Sales forecast section of business plan

The reason why the father wished to close down the branch was that it appeared to be making a loss. However, it is quite the reverse; if the branch was closed then, the positive contribution from the branch would be lost and overall profits would fall. This is because the indirect costs of production do not vary with output and, therefore, closure of a section of the firm would not lead to immediate savings.

Sales forecast section of business plan

Each basis of comparison provides a different viewpoint of the company's operations.


Profit Percentage Analysis Sometimes financial analysis can lead to conflicting conclusions derived from identical facts. Comparing Western Appliances' If Western Appliances were more competitive in its pricing, could it capture a larger market share? A reasonable answer to this question would depend upon thorough knowledge of their operations and the experience of their sales personnel in dealing with specific customers.

Perhaps their pricing is fully competitive in their area or local retailers are willing to pay slightly more because of the superior services they offer. If this is the case, price cutting might only trim profit margins with no realistic hope of additional sales volume to offset the effects of the price reduction.

On the other hand, if their gross profit percentage is below that of the industry, a number of other questions would be raised, such as the following: Are they purchasing at prices that are too high to provide an adequate sales forecast section of business plan profit?

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Is their pricing structure so low that adequate gross profit margins cannot be attained? Are salesmen too quick to cut prices? Is their marketing effort too heavily concentrated in those product lines that offer a relatively low gross profit percentage?

Is their marketing effort directed toward those high-volume accounts that are so highly competitive that gross profit must be trimmed to an unrealistically low level?

sales forecast section of business plan

Actual sales, gross profit, and the gross profit percentage are shown individually for major accounts and as a group for smaller accounts. These are reported on the bottom line and represent 50 small retailers served by Western Appliances.

Sales Forecast, xxx3 Let us consider Appliance Mart, one of the major accounts shown. Appliance Mart operates a chain of discount stores in an economically stable suburban area. For XXX3, they have no plans to add or eliminate any stores.

There are no changes expected in Western Appliances' relationship with them that would materially affect sales. Since there is no planned change in Western Appliances' discount structure from its suppliers, nor is there any indication that competition for Appliance Mart's business will be any more or less severe, Western Appliances probably should assume that gross profit as a percentage of these sales will remain at The gross profit expected on these sales could then be calculated as follows: Subdividing Sales Categories It is often useful to subdivide sales into more detailed classifications in order to develop a more precise forecast such as potential sales to a single customer.

As an example, refer to the table below, Western Appliances' sales summary by product line to Giant Discount, its major customer in XXX2. Sales, gross profit, and the gross profit percentage are shown by product line so that each line may be considered separately to determine a realistic forecast for XXX3.

The first product line on the table above, television sales, could then be forecast as follows: Assuming that the gross profit percentage of Therefore, sales, gross profit, and the gross profit percentage for all are shown as zero on the table above.

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Sales, gross profit, and gross profit percentages have all been determined for the remaining product lines and shown on the XXX3 forecast on the table above. You will note that the gross profit as a percentage of total sales in the XXX3 forecast, This important fact probably would not have been revealed if sales to Giant Discount had not been subdivided into individual product lines for analysis.

This negligible increase in gross profit will probably be more than offset by normal cost increases in various expense accounts required to handle Giant Discount's business in XXX3, At this point, the owners of Western Appliances would be well advised to take a hard look at their pricing strategy to see if more favorable prices can be realized in any product line without any significant sales loss so that the gross profit earned from this, its largest account, can be improved.

Developing Expense Budgets After a realistic forecast has been developed for sales and gross profit, expenses for the coming year must be estimated in order to establish expense budgets and to determine expected operating profit. Comparisons As with the forecast of sales and gross profit, expense estimating begins with a review of the current year's performance based upon comparison with the following indicators: Performance in prior periods Industry averages Objectives established for the current year For purposes of comparison, it is often useful to express each expense as a percentage of total sales.

Comparing Variable Expenses The use of percentages as a basis of comparison and forecasting is particularly applicable when analyzing variable expenses. Variable expenses are those that tend to change as a result of changes in sales volume.

For example, if salesmen's commissions are based upon a percentage of sales, the total dollar amount of commissions earned would increase as sales increase. Comparing Fixed Expenses On the other hand, fixed expenses are not directly affected by short-term variations in sales volume.

When comparing fixed expense levels with objectives or from one period to another, it is more realistic to make comparisons in absolute dollars rather than in percentages.18 Hours Ago. Gottlieb rolled out new rules Thursday restricting retail sales of most flavored e-cigarettes mostly to vape shops and other stores that don't allow minors.

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sales forecast section of business plan

Identifying target customers is important for any business, and in this plan the entrepreneur actually creates a realistic hypothetical character sketch.

Executive summary. The executive summary is an overview of the key points contained in your business plan and is often considered the most important section.

Business Planning and Marketing Strategy

A business plan describes how a new business will meet its primary objectives over a given period of time. It is both a strategic document that can act as a roadmap and a tool for securing funding and communicating with stakeholders.


How to Write the Financial Section of a Business Plan: The Components of a Financial Section A financial forecast isn't necessarily compiled in sequence. And you most likely won't present it in the final document in the same sequence you .

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