Professional Documents
Culture Documents
Management:
Product Mix and Pricing
Strategic Activity-Based
Management
Cumulative % of Sales
120%
100%
80%
60%
40%
20%
0%
0% 20% 40% 60% 80% 100% 120%
120%
100%
Cum ulative Percent of Sales
80%
60%
40%
20%
0%
0% 20% 40% 60% 80% 100% 120%
Cumulative % of Products
ABC Product Profitability
60-99 rule.
The highest-volume 60% of products generate
99% of sales.
The lowest-volume 40% of products generate a
cumulative total of 1% of sales.
Traditional Direct Labor- Costing
System
350%
300%
Cumulative Profits
250%
200%
Series1
150%
100%
50%
0%
0% 50% 100% 150%
Product Profitability
ABC Analysis: Whale Curve
Cumulative Profitability
The most profitable 20% of products can
generate about 300% of profits
The remaining 80% of products either are
breakeven or loss items
Collectively they lose 200% of profits, leaving
the division with its 100% of profits
ABC Analysis: Whale Curve
Cumulative profitability vs Cumulative sales volume
Reprice products
Substitute products
Redesign products
Improve production processes
Change operating policies and strategy
Invest in flexible technology
Eliminate products
Short-term Pricing
Based on activities.
Pricing Using Standard Markup