Una cosa es cierta: independientemente del modelo de negocio, la forma de gestionarlo o el tamaño de la empresa, el objetivo es siempre obtener beneficios. Es lo que mantiene la salud financiera de cualquier empresa, lo que garantiza el empleo y el crecimiento. Por lo tanto, el objetivo del beneficio, más que un deseo, es una necesidad. Pero, ¿sabe cómo calcular el beneficio?
Como verás en este artículo, es un cálculo relativamente sencillo, pero con una serie de matices. Una de ellas es entender que, más que saber calcular el beneficio, hay que saber alcanzar el margen que representa en relación con todos tus ingresos. Porque esto da una mejor imagen de cómo va el negocio.
El margen de beneficio puede calcularse en varios frentes, pero en general el más importante es el que representa el beneficio neto. En este caso, todos los costes inherentes a su negocio ya se han diluido, y el resultado final muestra cuánto, de hecho, está ganando.
¿Qué es el beneficio y el margen de beneficio?
Antes de mostrarte cómo calcular el beneficio de tu empresa, vamos a profundizar un poco en los conceptos.
En términos generales, el beneficio es la diferencia total de una venta menos todos los costes relacionados con ella. Pero esta diferencia sólo recibe este nombre si el valor final es positivo. Al fin y al cabo, cuando el valor de las ventas no supera los costes, hay una pérdida.
Aunque se trata de un concepto simple y básico, sirve como punto de partida para calcular nuestro margen de beneficios. El margen es un porcentaje del resultado final -beneficios o pérdidas- con respecto a los ingresos totales.
Utilizar el cálculo porcentual en lugar de la cifra pura y dura es importante porque el margen de beneficios proporciona una prueba real de si la empresa va bien o no. Permite comparar los resultados de las grandes empresas con los de las pequeñas.
Pensemos, por ejemplo, en dos empresas que producen y venden envases de zumo. Una de ellas tiene mil empleados y vende grandes volúmenes de la bebida a minoristas de todo el país. La otra tiene 20 empleados y vende su producción a una red de mercados locales.
En este caso, no es difícil deducir que la empresa más grande tendrá unos ingresos mucho mayores que la más pequeña. Pero no necesariamente tendrá mejores resultados que la más pequeña.
Aunque los importes sean muy diferentes, es posible que el margen de beneficios de la empresa con sólo 20 empleados sea del 20%, mientras que la que tiene mil empleados tiene un margen del 5% o del 10%.
Esta comparación es aún más interesante cuando se analizan empresas de tamaño similar, porque permite hacerse una idea más clara de sus resultados.
¿Cómo se calcula el beneficio?
Calcular el beneficio es relativamente sencillo. Al fin y al cabo, para saber cuántos beneficios o pérdidas ha tenido un negocio, basta con mirar la diferencia entre lo que ha gastado y lo que ha recibido.
Esta diferencia, sin embargo, no da una dimensión exacta de cuál fue el beneficio que tuvimos. Porque el número por sí mismo no considera las magnitudes. Por ejemplo, un beneficio de R$ 1 mil es una cantidad muy buena si los costes son de R$ 500, pero sería irrisorio si los costes asociados alcanzan los R$ 950.
Por lo tanto, más importante que calcular el beneficio es calcular su margen. El margen de beneficio te dará una respuesta en porcentaje, lo que hará que todo tenga una mejor perspectiva.
Por lo tanto, primero hay que tomar los ingresos totales y deducir todos los costes. El resultado debe dividirse por los ingresos y multiplicarse por 100 para obtener el porcentaje que representa el margen.
En un ejemplo sencillo: imagine que sus ingresos son 100 y sus costes totales son 50.
Ingresos totales = 100
Costes totales = 50
En este caso, el beneficio se multiplica por 50. Poniéndolo en la fórmula del margen de beneficio, tenemos:
Margen de beneficio = (50/100) x 100 = 50%.
El cálculo básico es este, pero hay que prestar atención porque hay varias variables a tener en cuenta a la hora de saber cómo calcular el beneficio. La primera es: ¿de qué beneficio estamos hablando? ¿Asqueroso? ¿Operativo? ¿Beneficio neto?
Veamos cada una de ellas.
Margen de beneficio bruto
El beneficio bruto es el que considera la rentabilidad financiera obtenida teniendo en cuenta únicamente los costes de producción.
Para llegar a ella, debes calcular la diferencia entre los costes de tu producto y los ingresos obtenidos por su venta.
Supongamos, por ejemplo, que un lote de productos de su empresa ha costado R$ 70 mil para la producción, y los ingresos por la venta han alcanzado R$ 100 mil. En una cuenta simple, usted obtuvo una ganancia bruta de R$ 30 mil.
Sin embargo, como hemos dicho antes, utilizar el valor absoluto puede no dar una imagen clara del resultado financiero. Es necesario llegar al margen de beneficio bruto.
Considerando la fórmula que define el margen, debemos dividir R$ 30 mil (ganancia) por R$ 100 mil (ingreso total), lo que da 0,3. Multiplicando por 100, tenemos que el margen de beneficio bruto fue del 30%.
Margen de beneficios de explotación
Aunque el margen de beneficio bruto es una métrica importante que hay que calcular, no es ni mucho menos un indicador completo de su negocio. Hay costes asociados al negocio que afectan a la rentabilidad de sus ventas.
En el ejemplo que hemos dado antes, el coste de fabricación del lote era de 70.000 dólares, pero hay otros gastos directamente relacionados con él que no se han calculado. Por ejemplo, el alquiler del espacio donde produce sus productos. O la depreciación de la maquinaria. O los gastos cotidianos de su negocio.
Se trata de los llamados costes de explotación, que son inherentes a cualquier empresa. Sin embargo, un coste de explotación elevado puede reducir en gran medida su margen de beneficios, que es precisamente la razón por la que siempre hay que calcularlo.
Siguiendo con el ejemplo, supongamos que los costos operativos para la producción de ese lote de productos alcanzaron los R$ 4 mil. Este valor, entonces, debe sumarse a los R$ 70 mil consumidos en la producción.
Descontando los R$ 74 mil de los R$ 100 mil de ingresos, el beneficio operativo será de R$ 26 mil, lo que aplicado a la fórmula mostrará que su margen fue del 26%.
Margen de beneficio neto
De todas las métricas relacionadas con el margen de beneficio, ésta es la que da la mejor dimensión de la salud financiera de su empresa. En las grandes empresas que cotizan en bolsa, los inversores tienen en cuenta el margen de beneficio neto a la hora de decidir la compra de acciones de la empresa.
Siguiendo con el ejemplo ya mencionado anteriormente, vimos que el margen de beneficio bruto considera sólo la diferencia que se consigue tras la venta del lote de productos, y que el margen de explotación considera también los costes de producción. Pero si usted es un empresario, sabe que los gastos no terminan ahí.
Además de los costes de explotación, también hay que tener en cuenta los impuestos sobre las ventas, las nóminas, los gastos del personal administrativo, etc.
En otras palabras, el margen de beneficio neto debe considerar absolutamente todos los costes inherentes al funcionamiento de la empresa, ya que este valor saldrá necesariamente de los ingresos obtenidos.
Así pues, para llegar al margen de beneficio neto, hay que deducir del beneficio bruto todos los gastos -ya sean fijos o variables- y los impuestos.
El cálculo, a partir de ahí, es el mismo: ingresos finales menos gastos. El resultado debe dividirse entre los ingresos totales y, al final, multiplicarse por 100 para obtener el porcentaje.
Supongamos que los costos con el alquiler, el transporte, la electricidad, el agua y el teléfono, los impuestos sobre las ventas, los impuestos sobre la nómina y otros es de R$ 25 mil. Este valor debe sumarse al costo de producción de R$ 70 mil.
Aplicando la fórmula, tendremos R$ 100 mil (ingreso bruto) menos R$ 95 mil (suma total de costos y gastos), dividido por R$ 100 mil (ingreso total). El resultado final será un beneficio neto de R$ 5 mil, cuyo margen neto es igual al 5%.
¿Cómo calcular el beneficio y el margen en Excel?
Hasta ahora te hemos enseñado a hacer cálculos de beneficios y márgenes de la forma tradicional, o al menos, de la forma tradicional hasta hace poco. Hoy en día, se gana tiempo utilizando hojas de cálculo de Excel o Google.
Sin embargo, las hojas de cálculo no invalidan la necesidad de saber calcular. Al fin y al cabo, no son más que una herramienta para aplicar los conocimientos. Aunque ellos hacen los cálculos, eres tú quien da los parámetros.
Pero el uso de hojas de cálculo aporta algunas ventajas, la principal de las cuales es que se puede repetir el mismo cálculo infinitas veces.
Para utilizar la herramienta, basta con abrir un archivo y dividirlo en cinco columnas: Periodo (A1), Ingresos (B1), Costes (C1), Beneficio (D1) y Margen de Beneficio (E1).
La columna Período sirve para identificar el periodo de tiempo que se quiere calcular (por ejemplo, el mes de junio); en Ingresos, se introduce la cantidad ganada, y en la columna Costes los gastos.
En la celda de «beneficios», sólo hay que añadir la fórmula de sustracción para calcular la diferencia entre los ingresos (B2, B3, B4…) y los costes (C2, C3, C4…). La fórmula es sencilla: basta con incluir un signo = (igual) y seleccionar las dos celdas (por ejemplo, B2-C2), y el resultado saldrá automáticamente:
En la celda de Margen de Beneficios, la fórmula a utilizar es = (igual) al resultado de la columna de beneficios (D2, D3, D4…) dividido por los ingresos de ese periodo (columna B). El resultado también saldrá automáticamente, pero finalmente hay que pulsar el icono que transforma automáticamente el resultado en un porcentaje:
Calculadoras en línea
Como alternativa, varios sitios web ofrecen herramientas que calculan automáticamente los beneficios por ti. Todo lo que tienes que hacer es introducir los valores y el sistema mostrará el resultado a la velocidad de Internet.
También hay opciones más interesantes. Algunos sitios permiten descargar hojas de cálculo ya preparadas para calcular los beneficios y otros parámetros. Estas hojas de cálculo son más interesantes porque permiten añadir más datos, guardando copias para mantener un historial.
Su margen de beneficios es bueno, pero ¿necesita aumentar sus ventas? ¡Cuente con Protagnst! Somos especialistas en acuerdos entre empresas. Póngase en contacto con nosotros y descubra cómo podemos ayudarle.
¿Existe un margen de beneficio ideal?
Obviamente, cuanto mayor sea el margen de beneficio, mejor. Pero no hay un número mágico, por lo que el margen de beneficio ideal siempre debe ponerse en perspectiva.
Las empresas que operan en diferentes segmentos tienden a trabajar con diferentes márgenes de beneficio. Un margen del 5% puede ser estupendo para un sector y terrible para otro, dependiendo de cómo se amplíe el negocio o cómo se reinvierta el dinero.
Por lo tanto, la mejor manera de saber cuál es el margen de beneficio ideal es comparar el de su empresa con la media de otras del mismo sector.
El Sebrae, por ejemplo, considera que un margen de beneficio entre el 6% y el 8% ya es muy interesante cuando se habla de industria. En el caso de los mayoristas, esta media varía entre el 4% y el 6%. En el comercio, la media ideal es más alta, entre el 10% y el 15%. En el sector de los servicios, un margen de beneficio ideal es el que alcanza al menos el 20%.
Estas cifras, sin embargo, se basan en números generales. Aunque representan a empresas del mismo ámbito de actividad, hay que tener en cuenta las peculiaridades de cada negocio.
Las empresas consolidadas en el mercado pueden trabajar a menudo con márgenes más bajos, mientras que las nuevas empresas pueden necesitar mejores cifras para mantenerse. La definición corresponde a cada gestor.
¿Y si mi margen de beneficios es malo?
Si los beneficios registrados por su empresa son bajos o, en el peor de los casos, está dando pérdidas, es el momento de revisar algunos puntos.
En primer lugar, debe quedar claro que esto es algo relativamente común. No significa que su negocio esté condenado al fracaso, sino que es necesario volver a ponerlo en marcha.
También conviene señalar que siempre debemos calcular el margen de beneficio en función de los ingresos y no de los costes. Si hace lo contrario, tendrá resultados aparentemente mejores -y engañosos-.
Los márgenes de beneficio insuficientes son un indicio de que alguna parte del proceso no se está evaluando correctamente. Vea dónde reevaluar.
Costes
Los costes inherentes a la producción forman parte de los gastos fijos y tienen un impacto directo en el beneficio. Por lo tanto, ser consciente de ellos es fundamental.
Buscar socios y proveedores más ventajosos es un primer gran paso para reducir los gastos. No se trata de reducir la calidad de la materia prima, sino de buscar a quienes ofrecen mejores precios o condiciones de pago.
Lo mismo ocurre con el aspecto logístico, y esto tanto con respecto a sus proveedores como a aquellos a los que vende. Las distancias siempre se reflejan en el precio, y en este caso usted pagará directamente el flete o tendrá este coste diluido en el valor final.
Un buen ejemplo de ello lo encontramos en los fabricantes de vehículos. Generalmente instaladas en zonas más alejadas, estas empresas suelen atraer a otras empresas a su entorno, como los fabricantes de neumáticos. Esto sucede porque la proximidad es interesante para ambos extremos, ya que no hay costes de transporte y el margen de beneficio no se ve afectado por ello.
Precios
Definir el precio de venta de un producto es fundamental para garantizar la salud financiera de una empresa. Al fin y al cabo, los beneficios y las pérdidas pasan directamente por los valores cobrados por un producto o servicio.
La definición del precio de los productos y servicios no debe basarse en meras conjeturas, sino que debe apoyarse en algunas variables.
Además de cubrir los costes de producción, el precio debe generar beneficios, tener una ventaja competitiva y ser considerado justo por el público objetivo.
Por eso, basarse simplemente en el precio que cobra la competencia puede ser un error fatal. Los costes de explotación de su competidor pueden ser diferentes y él puede trabajar con un margen de beneficio distinto al suyo.
Por eso, a la hora de fijar el precio de su producto, el primer paso es definir su punto de equilibrio, el punto en el que sus costes serán iguales a sus ingresos. Todo lo que esté por encima del punto de equilibrio representará un beneficio. El objetivo es alcanzarlo.
Tener una mezcla de productos
A menudo es difícil conseguir un buen margen de beneficios con un producto específico, pero es posible compensarlo con otros productos que ofrece su empresa.
Esto no significa que deba dejar de vender los productos menos rentables: tal vez compense en cantidad, tal vez funcione como reclamo para otros. La ventaja de trabajar con una mezcla de productos es que puedes dividir el margen o incluso incluirlos en un paquete para hacer ventas cruzadas, por ejemplo.
Un buen ejemplo de cómo la variación del producto puede marcar la diferencia es el de las pizzerías. ¿Se ha dado cuenta alguna vez de que muchos sabores tienen un precio similar, aunque ciertamente hay una variación de costes en su producción? Esto ocurre precisamente para garantizar un margen de beneficio equilibrado. Y probablemente la pizzería tendría poco atractivo para el público si invirtiera sólo en los sabores más rentables, ¿no le parece?
Tener un diferencial en el mercado
Imagine que su empresa es nueva en el mercado, y sobre todo en una región donde ya hay otras que venden productos similares a los suyos. ¿Qué haría usted para convencer a un cliente potencial de que lo que usted ofrece es mejor que lo de sus competidores?
Tener una diferenciación en el mercado puede suponer una gran diferencia a la hora de vender. Un precio competitivo, una ventaja en la negociación.
La creación de buenas estrategias de marketing -el activador de la escasez da buenos resultados-, programas de fidelización u otras formas de ampliar los vínculos con sus clientes actuales pueden ayudarle a vender más.
Tome el control de sus existencias
Hace tiempo, tener grandes existencias se consideraba un signo de salud financiera, pero esto ya es cosa del pasado. Y la razón es sencilla: el producto ocioso es dinero ocioso. Peor aún: dinero que ya se ha gastado.
En general, las grandes cantidades de productos en stock representan una pérdida financiera. Una de ellas se refiere al propio espacio: la zona que se utiliza para almacenar el material podría emplearse para otros fines, como la propia producción.
El estancamiento del material también significa que, o bien se ha producido demasiado y no se ha vendido lo suficiente, o bien se han adquirido materias primas por encima de la capacidad de producción o de venta. En ambos casos, el dinero no fue bien utilizado.
Hay, por supuesto, algunas excepciones: a veces un stock muy grande puede ser el resultado de aprovechar un tipo de cambio favorable o de ofertas puntuales. Aun así, casi siempre es una apuesta: recuerde que nadie en el mundo predijo una pandemia, y por eso impactó a empresas de todos los tamaños.
Por lo tanto, aumentar el margen de beneficio implica mantener las existencias al día. Comprar las materias primas en el momento adecuado y no dejar el producto sin existencias durante demasiado tiempo es fundamental. De esta manera, el control del flujo de caja es mejor, así como el control del margen de beneficios.
Consideraciones finales
Ya hemos tratado en otros artículos la importancia de prestar atención a todas las métricas. Saber cómo progresan las conversiones, por ejemplo, ayuda a encontrar cuellos de botella en las ventas. Y las ventas, al final, son el factor que garantizará sus ingresos.
Unas buenas ventas representan unos buenos ingresos, pero unos ingresos elevados no significan necesariamente unos beneficios elevados. A veces, los costes de producción, logística, personal o todo lo relacionado con su negocio erosionan su beneficio. Y eso es un problema.
Precisamente por eso, conocer los márgenes de beneficio es fundamental. Tener una imagen precisa de cómo se reflejan sus ventas para tener un resultado financiero satisfactorio es lo que permite a su empresa caminar con seguridad y proyectar el futuro. Por lo tanto, saber calcular el beneficio es básico. Y eso es lo que le hará buscar resultados aún mejores.
Contratar una consultoría B2B
¿Quiere aumentar sus ventas y ver cómo su margen de beneficios alcanza un nuevo nivel? Podemos ayudarle.
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