A step-by-step guide to calculating and enhancing Return On Sales (ROS) ratio

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In the dynamic landscape of business, achieving success isn’t just about racking up sales figures; it’s about optimising profitability. As such, Return on Sales (ROS), is a financial metric that serves as a litmus test for how efficiently a business converts sales into profit. 

In this detailed guide, we’ll explore the significance of ROS, the step-by-step process to calculate it, and strategic measures to enhance this pivotal ratio. 


Understanding Return On Sales (ROS)


At its core, Return on Sales (ROS), also known as the operating profit margin, is a key financial indicator that measures the percentage of revenue retained as profit after deducting expenses. 

This metric is a barometer of a company’s operational efficiency and financial health. A high ROS signifies adept cost management and efficient conversion of sales into profits, while a low ratio may indicate operational inefficiencies or excessive expenditures.

ROS, or as we like to call it, the money magic ratio, is like a financial superhero caped in a percentage. It shows you how much of your sales actually end up as profit. 

High ROS? You’re doing the profit hustle right. Low ROS? Time for a financial makeover.


Calculating ROS: The formula


No rocket science here. Grab your total sales, subtract the cost of goods sold (COGS) and those pesky operating expenses, and then divide that by total sales. Multiply by 100, and voila – you’ve got your ROS ratio in percentage form. Easy peasy! 

To calculate it, divide the operating profit by the total sales and multiply the result by 100 to express it as a percentage:

Operating Profit is calculated by subtracting the cost of goods sold (COGS) and operating expenses from total sales. The resulting ratio is a percentage that reflects the efficiency of your business in converting sales into profit.


A step-by-step guide to calculating ROS


Determine Total Sales:

Begin by identifying the total sales figures from your financial statements. This should encompass all revenue generated by the business during a specific period.


Calculate Cost of Goods Sold (COGS):

COGS includes all direct costs associated with the production of goods or services. This comprises raw materials, labour and manufacturing overhead. Subtract the COGS from the total sales to obtain the gross profit.


Compute Operating Expenses:

Operating expenses cover a wide range of costs, such as rent, utilities, salaries, and marketing. Subtract the total operating expenses from the gross profit to determine the operating profit.


Apply the Formula:

Utilise the ROS formula by dividing the operating profit by the total sales and multiplying the result by 100. This yields the ROS ratio as a percentage.


Strategic Steps to Pump Up Your ROS

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To continue enhancing your Return on Sales (ROS), consider the following strategic steps:


Cost Crunching

Trim the fat from your expenses. Negotiate with suppliers, find smarter ways to do things, and make those dollars work harder for you.


Price Power Play

Don’t be afraid to tweak your prices. A little shift can have a big impact. But, you know, don’t scare off the customers.


Top Dog Products

Figure out what’s making you the most moolah and give those star players the spotlight. Say goodbye to the underperformers or give them a makeover.


Efficiency Elevator

Smooth out the kinks in your operation. Tech upgrades, training, or just some good ol’ common sense – whatever it takes to run things like a well-oiled machine.


Customer Cash Cow

All customers form a diverse ecosystem, each playing a vital role. High-value customers provide essential revenue, while others offer valuable feedback, brand loyalty and word-of-mouth recommendations. Appreciate and nurture all relationships, so you can tailor your approach to their unique needs.


Tech Wizardry

Don’t be shy about tech. Invest where it counts – from software to gadgets. They’re not just cool; they can seriously boost your bottom line.


Keep Tabs, Always

Watch those financial statements like a hawk. Trends, challenges, opportunities – be on it. Regular check-ins mean you can steer the ship in the right direction.


Key takeaway

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So, it’s time to make those profits sing. But hey, we get it – numbers aren’t everyone’s cup of coffee, but you can focus on that while SalesWorks does the hard work for you!

Our team of experienced face-to-face sales experts is ready to hit the ground running and boost your sales. We’ll take care of everything from customer engagement to lead generation, so you can focus on what you do best: running your business. 

With SalesWorks, you can take advantage of: 


  • Risk-Free Growth:

    Clients only pay for results, not leads. We deliver qualified customers, fueling your growth with zero risk. 

  • Sustainable Success:

    Quality interactions build high-value customers, driving lasting success and exceeding expectations. 

  • Brand Elevation:

    We champion integrity and accountability, elevating your brand and building trust that lasts.


Get ready to watch your business soar with SalesWorks! Contact us today to get started.