Fundamentals of Prospecting at Breakeven, Part 1 of 2
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Jim Coogan
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As for your merchandise margin, you calculate the cost of your merchandise as a percentage of your sales. The money remaining after paying for the merchandise is your margin. So if your merchandise costs 60 cents for each dollar of net sales, then your merchandise margin is the money left over after the cost of goods — in this case 40 percent. Here’s the mathematical equation: margin equals one minus the percentage of your cost of goods sold. (See the chart below for examples of catalog breakevens.)
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