How to Calculate Net Sales for Your Small Business
SmartAsset Team
7 min read
A couple calculating net sales for their small business.
SmartAsset and Yahoo Finance LLC may earn commission or revenue through links in the content below.
Net sales show the true revenue your business makes from selling products or services, after subtracting returns, allowances and discounts. To find net sales, begin with your total sales and deduct any returns, allowances, and discounts. This figure could help you evaluate your business performance and is important for financial reporting and preparing taxes.
A financial advisor can guide you in creating a strategy that focuses on keeping operating expenses low to maximize profit.
Why Calculate Net Sales?
Net sales is a key business metric that shows revenue after subtracting returns, allowances and discounts. This figure can help you determine a company’s actual sales performance, as it represents the real revenue from sales activities.
Gross sales, by comparison, can be misleading because they don’t include costs like returns and discounts. So when you track net sales on financial statements, you can spot trends in customer behavior, which could help your business set better prices and manage inventory. This metric also helps compare a company’s performance to industry standards, offering a clearer view of its competitive standing.
Net sales also plays an important role in financial planning and forecasting. Accurate net sales figures allow businesses to create realistic budgets and set achievable financial goals. Additionally, this information could help manage cash flow, as it helps companies anticipate future revenue streams and allocate resources effectively.
What Does Net Sales Consist Of?
Net sales represent the revenue a company earns from its core business operations, minus certain deductions. This figure is a key indicator of a company’s performance and is often used by investors and analysts to assess potential profitability. Below, we break down four components that make up net sales to provide a clearer picture of this essential financial metric.
Gross sales: This is the total revenue generated from all sales transactions before any deductions. It includes all sales of goods and services, providing a starting point for calculating net sales. Gross sales give an initial overview of a company’s sales volume.
Sales returns: These are the refunds issued to customers for returned products. Sales returns are subtracted from gross sales because they represent transactions that did not result in revenue. High sales returns can indicate issues with product quality or customer satisfaction.
Sales allowances: These are reductions in the selling price due to minor defects or issues with the product. Sales allowances are deducted from gross sales as they reflect adjustments made to keep customers satisfied. They help maintain customer relationships by addressing product concerns.
Sales discounts: These are price reductions offered to customers as incentives for early payment or bulk purchases. Sales discounts are subtracted from gross sales to encourage prompt payment and increase cash flow. They can also help in building customer loyalty.
What Is the Formula of Net Sales?
To calculate net sales, you start with gross sales, which is the total revenue from all sales transactions before any deductions. From this figure, you subtract returns, allowances and discounts. Returns refer to the value of products returned by customers, allowances are price reductions given for defective or damaged goods, and discounts are reductions in price offered to customers as incentives. The formula for net sales is:
Net Sales Formula Net Sales = Gross Sales – Returns – Allowances – Discounts
Returns, allowances and discounts can significantly impact a company’s net sales. High return rates may indicate issues with product quality or customer satisfaction, while excessive allowances might suggest problems with inventory management or pricing strategies. Discounts, although useful for attracting customers, can reduce profit margins if not managed carefully.
How Do Taxes Affect Net Sales?
Taxes, such as sales tax and excise tax, are not included in net sales because they are collected on behalf of the government and do not count as business revenue. When calculating net sales, businesses should exclude taxes to ensure the figure reflects actual earnings from sales transactions.
For example, if a product sells for $100 and a 10% sales tax is added, the customer pays $110. However, only the $100 sale is included in net sales, as the $10 tax is passed directly to the government. Similarly, excise taxes, often applied to specific goods like alcohol or fuel, are also excluded since they are government obligations, not business income.
Accounting properly for taxes in net sales could help investors evaluate the true profitability and financial health of a company. This can provide a clearer picture of actual revenue, allowing you to assess performance between companies and identify potential growth trends.
Tax-Related Factors to Consider in Net Sales
A couple determining the tax liability of their small business.
When calculating net sales, businesses should also account for the following tax-related factors to ensure accurate reporting and compliance with tax regulations. Excluding or accounting for these could help reflect true revenue and prevent overstating income:
Sales tax: Exclude sales tax collected from customers, as it is not revenue but a liability owed to the government. Net sales should reflect actual revenue from goods or services sold.
Excise tax: Deduct excise taxes if they are included in the sale price, as these are typically passed directly to the government.
Value-added tax (VAT): Exclude VAT collected, as it is similar to sales tax and not part of the business’s revenue.
Tariffs and import duties: Factor in tariffs or duties paid on imported goods, as these may affect the cost of goods sold but should not be included in net sales.
Returns and allowances: Account for sales tax refunds related to returns or discounts provided to customers and the tax portion should not impact net sales.
Understanding Gross Sales vs. Net Sales
Gross sales refer to the total revenue a business earns from selling its products or services, without any deductions. This number provides an initial overview of a company’s sales volume over a given period but does not account for any costs associated with sales, such as returns or discounts.
Net sales, on the other hand, show the actual revenue a business retains after subtracting returns, allowances and discounts from gross sales. This figure is more indicative of the real financial health of a company because it reflects the money truly earned from sales.
Understanding the difference between gross and net sales can significantly impact your company’s business strategy. For example, a company with high gross sales but low net sales might need to re-evaluate its pricing policies or service practices to enhance customer satisfaction and reduce return rates.
Tracking both metrics will allow you to assess sales performance comprehensively. This analysis can inform key business decisions about pricing strategies, product offerings and inventory management. So keeping an eye on these figures can also help you benchmark against industry standards and position your business competitively in the market.
Bottom Line
Business partners discussing a small business plan.
To accurately calculate net sales and make informed decisions about pricing, inventory management and business growth, start with your gross sales-the total revenue from all sales transactions. Subtract any returns and allowances from this amount. Then, subtract any sales discounts you’ve given to customers. The resulting figure is your net sales, which will give you a more realistic view of your business’s income.
Tips for Small Business
A financial advisor can help you optimize financial strategies, manage cash flow and plan for sustainable business growth. Finding a financial advisor doesn't have to be hard. SmartAsset's free tool matches you with vetted financial advisors who serve your area, and you can have a free introductory call with your advisor matches to decide which one you feel is right for you. If you're ready to find an advisor who can help you achieve your financial goals, get started now.
Another long-term investment strategy for your business could include capital budgeting, which will help you evaluate potential returns and align them with your financial goals.
