Key Account Profit Calculator
Not all large accounts are profitable. Model the true P&L on your key accounts after deductions, support costs, slotting, co-op, special terms, and sales overhead.
After all the costs the buyer does not show you
Not all large accounts are profitable. Model the true P&L on your key accounts after deductions, support costs, slotting, co-op, special terms, and sales overhead.
Portfolio targets used for comparison
| Metric | Portfolio target |
|---|---|
| Gross margin % | 50%+ |
| Deductions rate | Under 8% |
| Support cost % of revenue | Under 5% |
| Net margin % | 30%+ |
How the account P&L is built
- Gross margin = revenue x (1 - COGS %).
- Deductions = slotting + co-op / MDF + freight allowance + returns / RTV (each % of revenue) + early pay discount x share of invoices taking it.
- Support cost = sales hours per month x hourly cost x 12 + account management overhead x 12 + samples and marketing.
- Net margin = gross margin - deductions - support cost.
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