## Monday, September 17, 2012

### How Marks & Spencer can compete with the £28,- ALDI men's business suit

"Suits your wallet, Sir:" Aldi credit-crunch outfit for £28 from News of the World

The numbers: ALDI suit £ 28,- , margin estimate 15%. Marks&Spencer lowest price suit £ 49,50, margin estimate 45% (based on average gross profit of 41%) .

Margin per suit in pounds: Aldi £28 x 0,15 = £ 4,20, Marks & Spencer £49,50 x 0,45 = £ 22,28

The Contribution per suit is the margin in pounds x TOS. If Marks & Spencer goes toe to toe with ALDI, finds a supplier with a similar offer ands sells it to customers at the same price, than it will be making money if the suits sell 6 times faster than their present lowest offer. This can be calculated by dividing the absolute margin of the present Marks & Spencer suit by the margin of the ALDI suit: £ 22,28 / £ 4,20 = 5,3

If the suit sold 6 times faster the result would be a lower gross profit %, but much higher sales and thus lower costs expressed as a percentage of sales and a higher bottom line profit.

As always comments and criticism are welcome.

E-mail: ajbrenninkmeijer (a) cs.com