Mastering Equipment Margins: The Key to Sales Success in Custom Integration

March 26, 2024

In today’s competitive market, the difference between thriving and merely surviving often boils down to one critical aspect: Gross Margin Management. Gross Margin is the difference between what you buy something for and what you sell it for, often expressed as a percentage of revenue.  I.e. if you buy something for $60 and sell it for $100, you have made $40 in Gross Profit and 40% Gross Margin.

Why Focus on Equipment Margins?

Equipment sales account for the majority of your revenue. However, without a keen eye on the margins, these sales can quickly become a financial sinkhole. Understanding and optimizing your equipment margins ensures you’re not just busy – you’re profitable.

  1. Knowing Your Numbers:

The first step in mastering your margins is understanding them. It’s surprising how many businesses overlook this. Analyzing each sale’s profitability isn’t just good practice; it’s essential for long-term success.  Also, aligning your costs and your revenue in the same period (ideally each month) allows your financial system to easily report Gross Margin health.

  1. Strategic Pricing:

Providing discounts to close sales can be a slippery slope.  Especially if you have non-owner salespeople who are incentivized to close deals without a sense for profitability.  We recommend holding firm on your pricing and selling the value provided by the brands you represent.  Often selling “with your own wallet” gets you in trouble and prevents you from offering better solutions with stronger margins.  

  1. Partner Wisely:

Your suppliers play a crucial role. Building strong relationships with them can lead to better pricing, exclusive deals, and a more comprehensive range of products. This directly impacts your ability to offer competitive pricing and maintain healthy margins.

  1. Embrace Technology:

In the era of digital transformation, leveraging technology for better inventory management, pricing strategies, and sales processes is no longer optional. It’s a necessity for staying ahead.

Optimizing your equipment margins isn’t just a task; it’s an ongoing strategy that requires attention, innovation, and a willingness to adapt. It’s about making every sale count, not just in volume but in profitability.

Remember, in the world of Custom Integration, your margins are your lifeline. Nurture them, and they’ll nurture your business in return.



Tailored Metrics for Your Business

Ever tried comparing your success metrics with a friend’s, only to end up confused? The VITAL Method sets standard industry practices in accounting, productivity, project management, leadership, bid management, and warranty support.

In our view, business excellence involves systematic approaches, accountability, and keeping a close eye on the numbers. Wondering how to weave these practices into your business? We’ve got you covered.

Embark on Your Data-Driven Journey

Ready to make informed decisions for your custom integration business? Schedule a free 15-minute call with a VITAL Guide – your first step towards a future where your business decisions are rooted in practical data and strategic insights. Dive into the VITAL Method and transform your business today.


Matt & the team


Contact A VITAL Guide