Net Sales

Net Sales Defined

What is net sales revenue? Net sales revenue refers to a company’s total sales revenue in a given fiscal period after subtracting certain items. These items include returns, allowances, and discounts. Net sales revenue is in contrast to gross sales revenue. Gross sales revenue is not adjusted for returns, allowances, and discounts. The revenue shown in the top line of a company’s income statement is net sales revenue. Net sales revenue is also called net revenue, net sales, or the top line.

Net Sales, Gross Sales

Companies earn revenues by delivering goods and rendering services to customers. Call the total amount of all revenues generated by a company in a given fiscal period the gross sales revenue. Gross revenue, however, is not always the most accurate representation of a company’s sales. Oftentimes customers will return damaged goods, receive a discount from the typical selling price, or demand a refund for some other reason. The revenues depicted on a company’s income statement would be more accurate if it took these items into consideration. And in fact, that is how we get to net sales revenue.

Contra-Revenue Accounts

Net sales revenue is simply gross sales revenue less returns, allowances, and discounts. These deductions from gross sales revenue are called contra-revenue accounts, because they are subtracted from the sales figure. While sales and revenue accounts are increased by credits and decreased by debits, contra-revenue accounts are increased by debits and decreased by credits. Also, refer to contra-revenue accounts as contra sales accounts.

Sales Returns

Sales returns refer to products that were sold and delivered to customers and then subsequently returned by the customer because of a lack of satisfaction with the product for one reason or another. When an unsatisfied customer returns a product, the company must give the customer his or her money back. Account for this refund in the company’s revenues; include the sum of all actual or anticipated refunds in the net sales revenue figure.

Sales Allowances

Sales allowances refer to refunds provided after-sale to customers because of damage to the products, missing products, or minor defects in the products. These issues cause the customer to be dissatisfied with the product. Because of these inadvertent flaws in the product and in order to retain the customer’s business, the company may provide refunds for sales allowances. You must then subtract the amount of the sales allowances from gross sales revenue to yield net sales revenue.

Sales Discounts

Sales discounts refer to reductions in sales prices to customers based on discounts, such as 2/10 net 30 credit terms. Such terms are designed to motivate customers to pay invoices sooner rather than later. Selling companies then offer discounts to customers who are willing to make early payments. Then subtract these discounts from gross sales revenue to yield the net sales revenue figure.
If you want to find out more about how you could utilize your unit economics to add more value to your organization, then click here to download the Know Your Economics Worksheet.
Net Sales
[box]Strategic CFO Lab Member Extra
Access your Strategic Pricing Model Execution Plan in SCFO Lab. The step-by-step plan to set your prices to maximize profits.
Click here to access your Execution Plan. Not a Lab Member?
Click here to learn more about SCFO Labs[/box]
Net Sales
See Also:
Net Income
Net Operating Loss Carryback and Carryforward
Allowance for Uncollectible Accounts
Business Intelligence and Finance
Are You Collecting the Data You Need to Run Your Business?

ARTICLES YOU MIGHT LIKE

The Struggles of Private Company Accounting

Hiring the right accountant  When I meet a business owner operating at a successful $10 million in revenue, they often mention, “My CPA”… I immediately know that CEO/Entrepreneur is referring to their Tax CPA.  That is because one thing that all Entrepreneurs have in common is that they must file a tax return.  So, from

Read More »

IN CRISIS? GET A STRATEGIC CFO! – CEO Blindspots Podcast

Friend of the firm, Birgit Kamps, recently had Strategic CFO President, Dan Corredor, as a guest on her podcast, CEO Blindspots. CEO BLINDSPOTS HOST: Birgit Kamps. She was speaking five languages by the age of 10, and lived in five countries with her Dutch parents prior to becoming an American citizen. Birgit’s professional experience includes starting

Read More »

SHRM calls ICHRA the 401K for Group Health Benefits

Fed-up with group health insurance? ICHRA is the new way to offer great health benefits and avoid ACA penalties, SHRM calls it the 401K for group health benefits.  In 2020 the Department of Labor, HHS and IRS changed the rules for employer health benefits. They changed the Affordable Care Act mandates and penalties for every

Read More »

JOIN OUR NEXT SERIES

Financial Leadership Workshop

MARCH 28TH-31ST 2022

SHARE THIS ARTICLE

JOIN THE NEXT STRATEGIC CFO™ SERIES

Strategic CFO™ Financial Leadership Workshop
The Art of the CFO®

Days
Hours
Min
Sec

September 12-15th 2022