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October 20, 2022

Pricing Methods

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How do you arrive at a price for the products and services you sell? While it depends on what industry your business is in, there are only a handful of foundational pricing methods that are useful to know. Here are several of them.

Time and Materials Pricing

Many service-based businesses price based on the time spent performing the service. An attorney usually has an hourly rate. A massage-therapist will charge based on a 50- or 80-minute service. Plumbers charge a minimum fee for the first hour and another rate for subsequent hours. A moving company charges by the hour (they may also charge by truck or have a fuel charge these days).

In some cases, time-based pricing may be loosely tied to the salary level of the person performing the service, but there must be a substantial markup to cover payroll taxes, health insurance, overhead, training, and any materials or tools that are included.

Cost-Plus Pricing

Cost-plus pricing is used in the retail industry where goods purchased from a manufacturer or wholesaler and made available for sale. This method is based on the cost of the item. A common example is keystone pricing, where an item is marked up to twice the purchase price plus one dollar.

Other industries that use cost-plus include groceries and auto dealers.

Market Pricing

Market pricing is pricing that is dependent on fluctuating market conditions. Commodities are the best example. Crops, oil and gas, and metals are a few items that are priced by market.

Target Pricing

Target pricing is where you start with a price that you feel customers will be willing to pay, then design a service or product around it. It’s most commonly used in the software industry. As an example, let’s say you come up with an idea for a software application that you feel people will pay $49 per month for. You then build a software development and support team around a budget that supports that price.

Value Pricing

Value pricing is based on what the client values and will pay for. For projects, it can be based on the client’s expected return on investment. Value pricing is used in internet marketing and for some services and products.

There is a fine line between premium pricing and value pricing. Some luxury brands may be premium-priced with some value pricing thrown in.

Pricing in Real Life

In business, determining a product or service’s price is part math and part art. It can be a combination of two or more of the methods listed above, or a method not listed above. Many factors and considerations should go into your pricing decisions.

As a starting point, it’s helpful to understand your gross margin, which is revenue minus direct costs of providing the goods and/or services you sell. These are typically variable costs, meaning that your gross margin *percentage* (gross margin divided by revenue) doesn’t usually change much with sales volume unless you change your markup.

Selling, general & administrative (SG&A) expenses are typically fixed costs. So, you can use your gross margin percentage to determine the approximate sales volume and/or markup percentage you need to cover your SG&A expenses. After the break-even point, any additional gross margin is (mostly) profit.

Pricing is a skill to pick up, just like selling, running a business, and customer service are skills you need. If we can help you with your pricing process, please reach out any time.

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We will prepare your Balance Sheet and Income Statement. These are key reports to help you understand your company’s financial position as well as the amount of revenue and profit you’ve made for the period.

If you require historical reports, then it’s important to resolve issues that affect your Income Statement as well. It’s not uncommon for us to find numerous issues, but not all of them necessarily need to be resolved. We let you decide how extensive you want the cleanup to be based on your needs. How do we do this? By separately identifying:

  • issues that affect section subtotals (such as total income, total cost of sales, total operating expenses)
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If you require historical reports, then it’s important to resolve issues that affect your Income Statement as well. It’s not uncommon for us to find numerous issues, but not all of them necessarily need to be resolved. We let you decide how extensive you want the cleanup to be based on your needs. How do we do this? By separately identifying:

  • issues that affect section subtotals (such as total income, total cost of sales, total operating expenses)
  • issues that do not affect section subtotals but are not categorized properly within a section

Issues affecting your balance sheet account balances (assets, liabilities, equity) should always be resolved even if you don’t need historical reports. That’s because you need accurate balances as a starting point going forward.

If your bank and credit card reconciliations have not been done or are done but need to be fixed, we will take care of it for you. Reconciliations help ensure your account balances are correct by identifying missing, duplicate or incorrect transactions.

If your diagnostic review revealed that your QBO file has unprocessed bank feed items or there are missing transactions (based on bank or credit card statements), we will record those for you. We will ask for clarification, as needed, to ensure transactions are categorized properly.

If your diagnostic review revealed that some of the QBO “products” and “services” are assigned to incorrect income accounts, we will make the proper adjustments to prevent invoices from continuing to be incorrectly categorized.

We will design your new chart of accounts, tailored to your company’s needs, based on information gathered during the diagnostic review as well as other discussions with you. We will then implement the new design in QBO for you. This includes carefully mapping existing accounts to the new ones.

If you want financial statements for additional historical periods, we will prepare your Balance Sheet and Income Statement for those periods.

We will reconcile bank, digital wallet, credit card, line of credit and loan accounts. This means we will compare your statement balances and transactions with the ones in QBO, and we will make any necessary adjustments. We will alert you regarding any uncleared items that may need your attention.

We will categorize and record the following transactions to QBO. We will ask for clarification, as needed, to ensure transactions are recorded properly.

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We will prepare your Balance Sheet and Income Statement. These are key reports to help you understand your company’s financial position as well as the amount of revenue and profit you’ve made for the period.

We will set up your budget(s) in QBO using information you provide.

We will meet with you in a screen sharing session and walk you, step-by-step, through creating your QuickBooks Payments account and connecting it to QBO. If you already have a payment account with Inuit, we will walk you through connecting it to QBO.

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If you want to track income and costs by specific projects, we will set up your client projects in QBO using the information you provide.

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You provide your general ledger account balances to us from your previous accounting system or tax return. We will provide guidance if you’re not sure how to get the information we need. We will set up your account balances in QBO.

For each of your financial accounts supported by QBO, we will either set up the bank feeds for you or we will meet with you and walk you, step-by-step, through setting it up.

We will design your chart of accounts, tailored to your company’s needs, based on information gathered during the planning meeting. We will then implement the new design in QBO for you.

We will configure your QBO settings optimally for your company based on information collected during the planning meeting. We will explain the types of QBO user permissions available, and we will set up your users and permissions based on a list of users that you provide.

We will set up your QBO subscription on your behalf after the planning meeting.

The planning meeting is critically important because we will ask you questions about your company processes and accounts. This information will help us properly plan your implementation.