Understanding Your Breakeven Point: A Guide for Small Business

January 24, 2024

Simon Madziar
Simon Madziar

mahler advisory

Breakeven Analysis for Small Business

In the journey of entrepreneurship and financial management, understanding your breakeven point isn't just a fiscal exercise; it's a road map to sustainability and growth. For small business owners and sole traders, a grasp of the breakeven point illuminates the path to profitability and wise decision-making. Let's dive deep into the mechanics and strategies behind this crucial financial benchmark.


Why is it essential to understand the breakeven point? The simple answer: It tells you how much you need to sell before you start making a profit. It is the cornerstone of sound financial planning and a crucial metric for assessing the health of a business.

Section 1: What is the Breakeven Point?

The breakeven point is where total revenue equals total costs — no profit, no loss; a financial equilibrium. To calculate the breakeven point, you must understand your company's fixed and variable costs and accurately project your sales and revenue.

Calculation Methods

There are several methods to calculate the breakeven point, but the following two are widely used:

1. Break-even sales quantity

Breakeven Point (in units) = Fixed Costs / (Selling Price per Unit - Variable Cost per Unit)

This will give you the number of units you need to sell to cover your costs.

Example of a Breakeven (in Units) Calculation

Let's consider the following hypothetical scenario for a company named ABC Furniture:

  • Fixed Costs (e.g., rent, salaries, utility bills, insurance): $20,000 per month
  • Selling Price per Unit (e.g., a piece of furniture): $500
  • Variable Cost per Unit (e.g., material costs, direct labour): $200

Using the formula for the breakeven point in units:

Breakeven Point (in units) = Fixed Costs / (Selling Price per Unit - Variable Cost per Unit)

We can find the breakeven point as:

Breakeven Point (in units) = $20,000 / ($500 - $200) = 67 units

So, ABC Furniture needs to sell at least 67 pieces of furniture monthly to cover its costs. If they sell more than this amount, they will make a profit. If they sell less, they will incur a loss.

2. Break-even sales revenue

Now, let's calculate the breakeven point in sales revenue using the same example. The formula is:

Breakeven Point (in sales dollars) = Fixed costs / Contribution Margin Ratio

First, we need to calculate the Contribution Margin Ratio.

Contribution Margin = (Sales Price Per Unit - Variable Costs Per Unit) / (Sales Price Per Unit)

Example of a Breakeven (in sales dollar) Calculation

Contribution Margin = Selling Price per Unit - Variable Cost per Unit = $500 - $200 = $300

So, Contribution Margin Ratio = Contribution Margin / Selling Price per Unit = $300 / $500 = 0.6

Now, let's find the breakeven point in sales dollars:

Breakeven Point (in sales dollars) = $20,000 / 0.6 = $33,333.33

Therefore, ABC Furniture would need to generate at least $33,333.33 in sales each month to cover its costs. Any revenue over this amount contributes to profit, while any revenue below this leads to a loss. Understanding this number can help small and medium businesses like yours make informed decisions about pricing, marketing, and budgeting to achieve financial sustainability. Let's take the next step together.

You may have noticed that these two numbers are closely related. The revenue-based break-even point is approximately equal to the unit sales target multiplied by the profit per sale.

(Since you can't sell a fraction of a unit, we round up when calculating the quantity-based break-even point.)

However, it's still crucial to understand your break-even point from both perspectives. This understanding will help you determine the best course of action going forward.

Section 2: Why is the Breakeven Point Important for Small Business Owners?

For small businesses where resources are often tight, knowing the breakeven point helps prevent overproduction, under-pricing, and misaligned budget allocations. It can guide entrepreneurs in price-setting, cost control, and funding decisions.

Benefits and Decision-Making

With breakeven analysis, businesses can:

  • Evaluate the feasibility of investments.
  • Prepare for fluctuations in the market.
  • Plan strategies based on changes in costs or prices.

Section 3: Factors Affecting the Breakeven Point

The breakeven point is not static; it's influenced by various factors like cost structures, pricing strategies, and revenue.

Fixed and Variable Costs

Fixed costs may include rent, salaries, and insurance, while variable costs encompass materials and production expenses. Accurate categorisation and monitoring are vital for predicting the breakeven point.

Understanding Fixed Costs

Fixed costs are business expenses that do not fluctuate with changes in the level of output or sales. Unlike variable costs, which may go up or down based on the number of units produced or sold, fixed costs remain constant, irrespective of business activity. Examples of fixed costs include rent or lease payments, salaries of permanent staff, insurance premiums, and depreciation of assets. These costs need to be paid regardless of whether the business is profitable or not, making them a critical consideration in breakeven analysis.

Understanding Variable Costs

Variable costs are expenses that vary directly with the level of production or sales volume within a business. These costs increase or decrease based on the company's activity. For instance, if a business produces more goods or delivers more services, its variable costs will rise. Conversely, if production levels drop, so will variable costs. Examples of variable costs include costs of raw materials, direct labour costs, and sales commissions. Understanding variable costs is essential for breakeven analysis as they directly impact the breakeven point.

Pricing Strategies

Your chosen pricing strategy directly affects your breakeven point. Competitive pricing might mean lower margins, hence longer to reach breakeven, while premium pricing could shorten it.

Sales Volume and Revenue

The golden equation here: higher sales volume generally leads to a lower breakeven point. This is where marketing and sales tactics play a pivotal role.

Section 4: Pros and Cons of Using Break-Even Analysis

Break-even analysis can be a valuable tool for businesses, but like any method, it has its advantages and drawbacks.

Advantages of Break-Even Analysis:

  • Simplicity: The break-even analysis is relatively simple and straightforward to understand and implement. It provides a clear, quantifiable point of reference for businesses.
  • Decision-making Aid: It helps in making critical business decisions, such as pricing strategies, cost control, and profit planning.
  • Risk Assessment: Break-even analysis allows businesses to estimate the risk and analyse what it takes to be profitable.

Disadvantages of Break-Even Analysis:

  • Over-simplicity: The simplicity of break-even analysis can also be a disadvantage. It assumes that all costs can be neatly categorised as either fixed or variable, which is often not the case.
  • Static Variables Assumption: Break-even analysis assumes that sales price, fixed costs, and variable cost per unit are constant, which is rarely the case in real life.
  • Ignores Market Conditions: It doesn't account for changes in market conditions, like fluctuations in demand or competition, which can significantly impact sales and costs.

Issues for Service-Based Businesses:

  • Intangibility: Service-based businesses offer products that cannot be touched or seen before they are purchased. This can make marketing more challenging as it depends on building trust and showcasing benefits through testimonials or case studies.
  • Inconsistency: Services can vary greatly each time they are delivered, leading to potential inconsistencies in quality and customer satisfaction.
  • Inventory Management: While physical goods can be stored for future sales, most services can't be. This means that finding the balance between supply (availability of service providers) and demand (clients needing the service) can be tough.
  • Dependence on Personnel: The success of service-based businesses often hinges on the skills, abilities, and attitudes of their staff. This makes hiring, training, and retaining quality personnel crucial.

Section 5: Strategies for Improving the Breakeven Point

Now that understanding breakeven is clear, how do you improve it? Here are actionable strategies:

Identify Fixed and Variable Costs

Knowing your numbers is half the battle won. Regularly review financial statements and categorise costs correctly.

Calculate the Contribution Margin

This key performance indicator helps in assessing profitability and setting sales targets that exceed the breakeven point.

Monitor and Control Costs

Cut cost without cutting corners. Optimise operations and renegotiate with suppliers for better rates.

Increase Selling Prices

A subtle price hike can significantly impact your breakeven point, ensuring it aligns with the perceived value of your offerings.

Implement a Solid Financial Plan

Continuous financial planning is essential. Use forecasts to predict how operational changes will affect the breakeven point.

Lower Variable Costs

Variable costs fluctuate in direct proportion to production volume. Reducing these expenses can boost profitability and lower the breakeven point. Strategies include volume discounts on materials as production increases, optimizing supply chain operations to cut transportation expenses, and investing in automation to decrease labour costs. Continuously evaluate and reassess these expenses, as economies of scale can reduce costs per unit with increased production volume.

Manage Cashflow

Monitoring your business's cashflow closely is crucial for various reasons, one of which is reducing your break-even point. By enhancing your overall cashflow, you'll have more funds available to swiftly pay off investments, loans, and other financial obligations. This will not only minimise interest payments but also bring you closer to reaching your break-even point.


The breakeven point is a vital compass for navigating the financial landscapes of a business. Small business owners and financial advisors can both benefit from mastering breakeven analysis to carve a route to profitability. It's more than just crunching numbers; it's about cultivating a deeper understanding of your business, making informed decisions, and steering towards fiscal success.

Remember, breakeven analysis is an ongoing process. Keep refining your approach with these tips and your own experiences. Regular financial reviews and adjustments based on market dynamics are part of the proactive measures needed to keep your business financially healthy.

Take the time now to analyse your breakeven point and consider the steps you can take to optimise it. It's not just about avoiding losses but also fuelling future growth and enduring success.


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