Sample Report

Benchmarking Test, 2022
BENCHMARK REPORT
Pharmacies
Provided by: Sample Name

Company: Benchmarking Webinar Company
Benchmarking Test | 2022
BENCHMARK REPORT | Pharmacies
Industry Statistics .............................................................................................................................................. 3

Industry Analysis ............................................................................................................................................................4
Retail Trade Division Growth Drivers...........................................................................................................................4
Fast Facts: Pharmaceutical, Cosmetic and Toiletry Goods Retailing Industry .......................................................5
Number of Businesses ..................................................................................................................................................5
Business Locations .........................................................................................................................................................6
Business Size ...................................................................................................................................................................6
Average earnings per business ....................................................................................................................................7
New Business Entrants and Survival ...........................................................................................................................7
Employment Trends: Pharmacists ...............................................................................................................................8
Benchmark Comparison .................................................................................................................................... 9
Income .......................................................................................................................................................................... 10
Less Overheads as %'s of Total Income: .................................................................................................................. 10
Net Profit (bps*) per.... ............................................................................................................................................... 10
Total Pharmacy Income per.... ................................................................................................................................... 10
Total Pharmacy Gross Profit per.... ........................................................................................................................... 11
Non Personnel-Related Overheads .......................................................................................................................... 11
Personnel ..................................................................................................................................................................... 11
Other Information ....................................................................................................................................................... 11
KPI Feedback ..................................................................................................................................................... 12
Personnel Productivity & Profit ................................................................................................................................. 13
Margins ......................................................................................................................................................................... 14
Major Overheads as a % of Total Income ................................................................................................................ 15
Assets ............................................................................................................................................................................ 16
Graphs ............................................................................................................................................................... 18
Key Performance Indicator Graphs .......................................................................................................................... 19
Profit Gap .......................................................................................................................................................... 21
Profit Gap Analysis ...................................................................................................................................................... 22
ATO Benchmarks .............................................................................................................................................. 24
ATO Benchmarks ......................................................................................................................................................... 25
Action List ......................................................................................................................................................... 26
Strategies for business growth .................................................................................................................................. 27
Ratio Definitions ............................................................................................................................................... 28
Ratio Definitions .......................................................................................................................................................... 29
Pharmacies........................................................................................................................................................ 32
Disclaimer ......................................................................................................................................................... 41
Prepared by: Benchmarking Webinar Company

2
Industry
1
Statistics
Industry Analysis
Retail Trade Division Growth Drivers
Fast Facts: Pharmaceutical, Cosmetic and Toiletry
Goods Retailing Industry
Number of Businesses
Business Locations
Business Size
Average earnings per business
New Business Entrants and Survival
Employment Trends: Pharmacists

3
Industry Analysis
Retail Trade Division Growth Drivers
Whilst bricks and mortar retail businesses suffered during COVID restrictions, the overall division performed
well and rebounded strongly as Australians spent excess disposable income over the past few years. This
spending spree is forecast to slow as interest rates continue to rise. Three key drivers that will influence
growth include:
1. Decrease in consumer confidence: 3. Labour issues for retail businesses:

decreasing consumer sentiment will impact the labour shortages will continue to impact retail
retail industry as Australians opt to save instead of businesses across all sub-industries, particularly
spend. Increasing costs due to inflation and high- through peak seasons. Wages are also forecast to
interest rates will also reduce household increase for employees, which may impact cash
discretionary income, leading to a decline in non- flow for smaller operators. However, the increased
essential spending. cost of living may result in more Australians
seeking second jobs and looking for casual hours
2. Continued demand for online shopping:
in 2023.
COVID restrictions caused many retailers, and
consumers, to turn to online shopping. This trend
is forecast to continue as shoppers seek simplified
purchasing practices and online savings.

4
Fast Facts: Pharmaceutical, Cosmetic and Toiletry Goods Division

Retail Trade
Retailing Industry
In Australia, the Pharmaceutical, Cosmetic and Toiletry Goods Retailing
Industry forms part of the overall Retail Trade Division. All data in this
report has been sourced from the Australian Bureau of Statistics and is Sub-Division
current as of April 27, 2023. Other Store-Based Retailing
Number of Businesses
The number of businesses in the Pharmaceutical, Cosmetic and Toiletry
Goods Retailing Industry has increased by 9% over the past five years to Group
reach 8,578 entities. The average five-year growth rate across all Pharmaceutical and Other
industries is 21% showing the Pharmaceutical, Cosmetic and Toiletry Store-Based Retailing
Goods Retailing Industry is in a slow growth stage. In 2022, there was a
total of 949 business entries and 691 exits, thus the industry grew by
3.07%.
Industry
Pharmaceutical, Cosmetic
and Toiletry Goods Retailing

5
Business Locations
35% of businesses in the
Pharmaceutical, Cosmetic and
Toiletry Goods Retailing
Industry are located in New
South Wales, with a further
23% located in Victoria.
Additionally, New South Wales
has the highest ratio of
Pharmaceutical, Cosmetic and
Toiletry Goods Retailing
businesses per capita.
Business Size
Of the 8,578 businesses operating in the Pharmaceutical, Cosmetic and Toiletry Goods Retailing Industry,
57.02% of businesses employ 1-19 people with only 11.97% employing 20 or more workers. The remaining
31.01% are non-employing businesses, which are primarily sole traders and partnerships.
The Pharmaceutical, Cosmetic and Toiletry Goods Retailing industry has a smaller percentage of
non-employing businesses when benchmarked against other industries; thus, in comparison there
are fewer sole proprietors/owner-operators and a higher proportion of employees.

6
Average earnings per business

Majority of businesses in the Pharmaceutical, Cosmetic and Toiletry Goods Retailing Industry generate
between $200k-$2m. 43% of businesses generate $2 million or more, a figure that has increased at a high
rate over past 5 years. Only 17% bring in more than $5 million, and 13% generate less than $50,000 annually.
New Business Entrants

and Survival
For new businesses, 56.26%
survive the first three years of
operations, which is more
than the average three-year
survival rate of all businesses
at 54%.

7
Employment Trends: Pharmacists

In Australia, the main occupation associated with Pharmacies businesses is Retail Pharmacists. There are
currently 10,496 Retail Pharmacists working in Australia, a figure that is forecast to increase by 13% over the
next five years. 63.19% are female and 36.81% male with an overall average age of 35. This is 5 years lower
than the Australian average of 40. This industry takes home a high weekly average wage of $1,582 before tax.
This figure is 13.46% higher than the Australian average of $1,394. 28.50% of the industry has completed a
bachelors degree, 39.50% completing post graduate qualifications.

8
Benchmark
2
Comparison
Income
Less Overheads as %'s of Total Income:
Net Profit (bps*) per....
Total Pharmacy Income per....
Total Pharmacy Gross Profit per....
Non Personnel-Related Overheads
Personnel
Other Information

9
Benchmark data last updated 4/21/2023
Your Business: Turnover: Turnover: Turnover: All

2022 $2,500,000 to $3,500,000 to Firms Average
$3,499,999 $4,499,999
Income
Total Income $3,035,600 $2,915,929 $4,007,747 $3,625,304
Less Cost of Goods Sold 64.57% 65.66% 64.18% 63.41%
Equals Gross Profit 35.43% 34.34% 35.82% 36.59%
Advertising, Promotion & incl 2.34% 1.21% 0.49% 0.87%
Franchise/Group Fees
Accounting and Legal Fees 0.30% 0.37% 0.39% 0.43%
All Insurance 0.43% 0.33% 0.32% 0.42%
Interest, Bank Charges etc 0.40% 2.20% 1.61% 1.83%
Printing, Postage, Stationery, 0.13% 0.56% 0.59% 0.46%
Packaging & Wrapping
Rent of Premises 0.30% 1.79% 2.20% 2.88%
Other Occupancy Costs 3.29% 0.54% 0.46% 0.55%
Other Depreciation, Lease and HP 0.36% 0.89% 0.46% 0.76%
Repairs and Maintenance 0.66% 0.39% 0.29% 0.29%
Staff On Costs 0.76% 0.88% 1.41% 1.16%
Employees' Wages & Salaries 8.73% 11.49% 12.02% 10.83%
All Other Expenses 1.65% 2.04% 1.57% 3.19%
Total Overheads 19.34% 22.69% 21.81% 23.67%
Net Profit (bps*) 16.10% 11.65% 14.01% 12.92%
Principal $488,600 $231,485 $423,798 $283,885
Principal Workhour $239.04 $127.04 $497.22 $716.99
Person $252,967 $455,425 $456,969 $320,492
$ of Wages # $9.02 $7.48 $8.03 $11.16
Square Metre of Total Area $20,935 $6,039 $11,094 $8,292

10
Your Business: Turnover: Turnover: Turnover: All

2022 $2,500,000 to $3,500,000 to Firms Average
$3,499,999 $4,499,999
Person $89,633 $153,985 $163,504 $114,559
$ of Wages # $3.20 $2.55 $2.90 $4.22
Person $24,917 $49,412 $36,920 $33,874
$ of Wages # $0.89 $0.75 $0.67 $1.50
Square Metre of Total Area $2,062 $633 $810 $756
Personnel
Working Principals 1.00 1.39 1.18 1.28
Employed Pharmacists 1.00 1.06 1.98 1.70
Any Other Staff 10.00 5.44 6.52 6.58
Total Personnel 12.00 7.89 9.68 9.56
Hours Worked per Principal per 2,044 1,318 1,512 1,390
Year
Other Information
Owners' Equity as % of Total Assets 79.34% 44.58% 41.96% 42.60%
Asset Turnover $1.83 $2.00 $1.41 $1.64
Stockturn Rate 9.03 8.26 12.20 10.35
Gross Margin Return on Inventory 496% 420% 692% 598%
Growth Capacity 10.66% 6.12% 7.04% 7.19%
% Revenue drops before Losses 45.43% 34.08% 38.99% 35.24%
Start
Dispensary Sales as % of Total 85.09% 75.83% 70.97% 69.15%
Income
Trading Hours per Week 50 52 60 54
Sales Area per Sales Assistant (sq 9 19 52 29
mtrs)
Dispensary Sales per Script $51.66 $44.13 $33.73 $39.53
Scripts dispensed per Pharmacist 25,000 14,286 30,921 20,725
OTC Sales per Sq Mtr of Sales Area $5,184 $5,336 $9,197 $9,629
Rent per Square Metre of Total $62 $221 $421 $392
Floor Area
Current ratio 1.58 -1.56 0.60 1.94
Acid test 0.82 -0.15 0.95 0.92
Days' debtors 3.74 3.79 6.47 6.99
Liability turnover $8.85 $5.68 $3.57 $13.39
Interest cover: business 61.08 15.91 237.02 197.35
- * bps - before principals' salaries and benefits # including principals' notional wage of
$35 per hour

11
KPI Feedback
3
Personnel Productivity & Profit
Margins
Major Overheads as a % of Total Income
Assets

12
Personnel Productivity & Profit

Ratio Your Feedback
Business
Income per Person $252,967 Your total income per person is on par with other businesses in
this industry. However, it is important to assess gross profit per
person as it is a more accurate measurement for business
success.
Gross Profit per Person $89,633 Your business is performing on average based on the gross
profits per person ratio. This is an important indicator for
Benchmarking Test and you should review costs of goods sold
and pricing strategies to increase your gross profit margins.
Net Profit per Principal $488,600 High net profit is a result of strong cost controls and high
business productivity. This is a positive result for Benchmarking
Test and you should continue to invest in business efficiencies.

13
Margins
Ratio Your Feedback
Business
Gross Profit 35.43% Average gross profit results may be caused by your low or
discounted pricing. Research your competitors to assess prices
in the marketplace. You may be able to increase your mark-up
without increasing your costs.
Total Overheads 19.34% Your overheads are about average for the industry. It is
important for Benchmarking Test to review fixed costs regularly
to consider how to increase profit margins. Ensure the business
focuses on investing in the in the premises upkeep to encourage
more customers.
Net Profit (*bos) 16.10% An average net profit margin is not a bad result. Benchmarking
Test is well positioned to increase this margin via review of
business expenses and pricing strategies.

14
Major Overheads as a % of Total Income

Ratio Your Feedback
Business
Rent of Premises 0.30% You have managed to keep rent low compared to other
businesses in the Pharmacies industry. This will greatly support
your profit margins.
Employees' Wages & 8.73% Your result is about average compared to others in the
Salaries Pharmacies industry. Check your personnel productivity to
ensure you are maximising output per person. Also, review the
current local market to ensure employee wages are competitive.
Interest, Bank Charges 0.40% Your result is influenced by your approach to 'debt' vs 'equity'.
etc Build a strong relationship with your bank manager to ensure
you have optimal banking packages, which will minimise your
total outlay on these items.

15
Ratio Your Feedback

Business
Other Deprn etc 0.36% Depreciation is a direct reflection of your assets and equipment.
Whilst this ratio is measured against others in the industry, it is
important to note that a high or low result does not reflect poor
business management. It is important for Benchmarking Test to
continue investing in equipment required for business
operations.
Assets
Asset turnover $1.83 Your asset turnover ratio is reasonably close to others in the
Pharmacies industry. However, you should consider how you
can best utilise all assets to ensure you achieve strong profit
margins.

16
Stockturn Rate 9.03 Your stockturn rate is well balanced showcasing strong ordering
and sales processes. You need to ensure that you don't
experience shortages or excess stock.

17
Graphs
4
Key Performance Indicator Graphs

18
Key Performance Indicator Graphs

19

20
Profit Gap
5
Profit Gap Analysis

21
Profit Gap Analysis

The Benchmarking Profit Gap identifies potential critical business areas where your business can improve the
profit margin. To provide the most accurate and realistic profit gap, your business has been benchmarked
against competitors.
Within your industry, the key opportunities for increasing your net profit and profit margin include reviewing
your personnel numbers, reducing non-salary overheads, and improving your asset turnover.
Combining these aspects, we have identified your profit gap below.

22
The below tables show your detailed profit gap analysis.
Your Business High Profit Firms' Profit Gap Relative

Average to 'High Profit'
firms
If you could achieve the average gross 35.43% 35.45%
profit margin
this means increasing your gross profit by 0.01%

an extra...
then your present turnover of... $3,035,600
means your Profit Gap for gross profit $429

is...
If you could achieve the average level of $89,633 $155,333
gross profit per person
then your firm's present gross profit of 1,075,600
would need a total personnel of 6.92
but you presently have total personnel of 12.00
so you are over-staffed by 5.08
and at your average salary cost per $24,091

employee of
then your salary-related Profit Gap is: $122,274
If you could achieve the average level of 9.85% 8.87%

non-salary overheads
you should reduce your overheads by 0.98%
then on your present turnover of... $3,035,600
you are over-spending by... $29,749
Your asset turnover is presently $1.83 $1.97
but your current revenue of $3,035,600
suggests you should have assets of $1,537,302
Currently you have assets (net of any $1,660,500.00

loans to owners) of
So you could look to reduce total assets $123,198

by
If this could save you interest at, say, 7%
Then you'd close a Profit Gap of: $8,624

23
ATO
6
Benchmarks
ATO Benchmarks

24
ATO Benchmarks
Below you will find benchmarks for the pharmacy industry as compiled by the Australian Taxation Office
(ATO) against which you can compare your business performance. In addition to an alternative point of
comparison, the ATO benchmarks may be useful for the following reason.
The ATO website states that:
'Benchmarks are key financial ratios developed from information provided by businesses on activity statements and
tax returns that can help you compare your business performance against similar businesses in an
industry.'(Australian Tax Office, 2019, www.ato.gov.au/Business/Small-business-benchmarks/How-we-use-
benchmarks/)
'Businesses operating outside the key benchmark may be contacted by us.'(Australian Tax Office, 2019,
www.ato.gov.au/Business/Small-business-benchmarks/How-we-use-benchmarks/)
'During an audit, if a business does not have records to support their reported income and expenses, we may use
benchmarks and other information available to assess the profits of the business.'(Australian Tax Office, 2019,
www.ato.gov.au/Business/Small-business-benchmarks/How-we-use-benchmarks/)
Below you will find key KPIs for cost of goods, turnover, labour, rent and motor vehicle expenses as
percentages of total income.
Your individual results will flow through from the Data Entry page and have been calculated to match the
ATO's benchmark statistics.

25
Action List
7
Strategies for business growth

26
Strategies for business growth

The following growth strategies relate to utilising market proximity to drive increased traffic to business
premises, upskilling crucial management and employees to retain employees and building customer
relationships to increase customer satisfaction and ensure strong reviews and referrals.
Each action has been recommended upon reviewing the financial performances of all businesses across the
Pharmaceutical, Cosmetic and Toiletry Goods Retailing industry, as well as assessing future industry trends
and opportunities.
For businesses in the Pharmaceutical, Cosmetic and Toiletry Goods Retailing industry, the three high level
strategies include:
• Leverage location position via signage and branding

• Develop an employee professional development scheme for external training
• Build a CRM system for ongoing customer engagement
To support each strategy, a series of actions are recommended in this section. All strategies and actions are
designed to be considered with a business's overarching business plan and objectives.
Strategy: Leverage location position via signage and branding

• Utilise building site for sales and promotion signage
• Seek local council guidance on developing additional signage for business via street
signage
• Utilise windows strategically to increase foot traffic to business via promotion of
bestselling items on display
• Ensure shop layout is effective for customers to search and purchase conveniently
Strategy: Develop an employee professional development scheme for external training

• Establish an employee training policy to upskill professionals
• Invest in a training budget for employees to increase retention
• Develop regular training assessments with employees to ensure all employees are
leveraging the training programs
• Promote training programs to all employees and encourage participation
Strategy: Build a CRM system for ongoing customer engagement

• Create a customer database to record all information about customers which will
streamline future sales for the business and the customer.
• Establish an automated communications system for customers to remind them of
appointments, sale opportunities and important information.
• Build a loyalty program into the CRM to reward loyal customers
• Establish systems to gather customer information (i.e. collect email and details when
purchasing)

27
Ratio
8
Definitions
Ratio Definitions

28
Ratio Definitions
Total Incomeis all sales income (Dispensary and OTC), commissions, plus any other trading income.
Cost of Goods Sold as % of total income
Any purchase rebates or discounts or any buying group dividends have been deducted from purchases.
Gross Profit as % of total income
Aim for a higher Gross Profit margin - it reflects better overall purchasing and pricing policies.
Overheads as %s of total income
Lower results are generally better here. However, the real issue is to maximise the value from each expense
item. Any payments to or for the principals (eg. wages, superannuation, FBT, etc) have been omitted from this
list - they have been treated as part of the profit figure below.
Net Profit as % of total income
A higher Net Profit will normally reflect a more efficient or profitable operation. It is also influenced, however,
by structural considerations such as the number of employees (whose salaries are included as part of the
overhead structure) as opposed to active principals (whose salaries are included as part of Net Profit' rather
than 'Salaries'). Note that principal wages have been excluded from Overheads to reflect a total Net Profit
available to the principals.
Net Profit per Principal

This ratio is calculated by dividing the Net Profit by the number of principals actively working in the business.
Principals are expressed in terms of Full Time Equivalents - seePersonnelfor the definition.
Net Profit per Principal Workhour
Higher results are better here. This figure represents your effective 'hourly earning rate' from the business,
pre-tax.
Total Pharmacy Income per Person

This is the Total Income divided by the number of working principals and employees, in Full Time Equivalents.
SeePersonnelfor the definition of the term.
Total Pharmacy Income per $ of Wages
# the notional principal wage is calculated here and elsewhere by multiplying the hours worked by the
principals in the year by a notional hourly rate of $35.
Total Income per square metre of total area

29
Higher results show that the premises are being used intensively.
Total Gross Profit per Person, per $ of Wages, per square metre
The calculations here are similar to the preceding productivity measures but instead of using Total Income as
the top line of the calculation, Gross Profit is used instead. Higher results are better.
Non Personnel-Related Overheads per Person, per $ of Wages, per square metre
Again the calculations are similar to those preceding them, but the numerator (the top line of the calculation)
is made up by adding together all the non-personnel overheads. Essentially this is all the overheads except
wages and staff on-costs.
Personnel
Personnel are calculated in terms of Full Time Equivalents (FTEs). This means that if an employee or principal
works in the business, say 2 days per 5-day week, this person has a FTE of 0.4. Similarly, if a full time position
started half way through the year, the person in it would have an FTE of 0.5.
Hours Worked per Principal per Year

This is the total hours worked in the business by all principals within the financial year, divided by the number
of working principals (in FTEs).
Owners' Equityis the proportion of assets which are funded by the principals.
When arriving at Total Assets and Total Liabilities both here and elsewhere in the figures, loans to and from
principals and related companies are excluded. We treat them as drawings (reduces equity) or contributed
capital (increases equity) respectively.
Asset Turnoveris calculated by dividing Total Income by Total Assets. Aim for higher results here - it indicates
that you are earning more revenue from each dollar of assets.
Stockturn Rate
The Stockturn Rate indicates the number of times stock is replaced in the year. Higher results are generally
better. However, too high a result could lead to lost sales due to stock not being available.
Gross Margin Return on Inventory (GMROI)
Aim for higher results - it reflects a better return on funds invested in stock.
Growth Capacity
This is a ratio which shows whether the firm can afford to fund its growth. If the result here is a large positive
number, then 'growth' should be reasonably easy to fund; if the result is negative, then growing the business
will demand more working capital than the additional profit which is generated. A negative (or even a low
positive result) is therefore a warning sign. To improve this ratio, either work to increase the 'profit' aspect of
the equation, or work to reduce the working capital requirements of the business. Your accountant can help
you with advice tailored to your own specific situation, if required.
% Revenue drops before Losses Start (Margin of Safety)

30
This ratio shows the extent to which sales can fall before the business starts to incur losses. A higher result
consequently reflects greater capacity to withstand a sudden fall in sales.
Dispensary Sales as % of Total Salesis the proportion of sales derived from dispensary products.
Gross profit margin, on OTC sales and on Dispensary sales
In each calculation, only the revenue and the cost of goods sold for each type of sale is used. For example:
Higher figures should be your target. To calculate this figure accurately, you may need to reorganise your
'purchases' and 'stock on hand' accounts in your general ledger, to separately collect this information for
each broad 'type' of sale.
Trading Hours per Week

As reported by the businesses.
Sales Area (in sq mtrs) per Sales Assistant
This shows the average floor area coverage by the sales staff (this does not include the principals or qualified
pharmacists) of the business.
Dispensary Sales per Scriptis calculated by dividing the total dispensary sales by the total number of scripts
filled in the year. Higher results are better, though there are limits on how far this can be increased.
Number of scripts dispensed per pharmacist
A higher result indicates better productivity in the dispensary.
OTC Sales per Square Metre of Sales Areais calculated by dividing the sales revenue from non-restricted,
'over-the-counter' products by the total sales and display area of the premises, excluding dispensary and
store areas, etc. Higher results here indicate that you are utilising your sales and display area more efficiently.
Rent per Square Metre of Floor Area

31
Pharmacies

32
Average Results for businesses grouped as indicated

All Turnover: Turnover: Turnover: Turnover: Turnover:
Firms Less than $1,500,000 to $2,500,000 to $3,500,000 to $4,500,000
Average $1,500,000 $2,499,999 $3,499,999 $4,499,999 or more
Income
Total Income $3,625,304 $1,198,399 $1,933,271 $2,915,929 $4,007,747 $5,842,891
Less Cost of Goods Sold 63.41% 58.19% 63.52% 65.66% 64.18% 64.38%
Equals Gross Profit 36.59% 41.81% 36.48% 34.34% 35.82% 35.62%
Advertising, Promotion & incl 0.87% 0.28% 0.48% 1.21% 0.49% 1.47%
Accounting and Legal Fees 0.43% 0.78% 0.47% 0.37% 0.39% 0.28%
All Insurance 0.42% 0.74% 0.55% 0.33% 0.32% 0.29%
Interest, Bank Charges etc 1.83% 2.82% 1.50% 2.20% 1.61% 1.55%
Printing, Postage, Stationery, 0.46% 0.46% 0.41% 0.56% 0.59% 0.35%
Rent of Premises 2.88% 3.64% 2.89% 1.79% 2.20% 3.39%
Other Occupancy Costs 0.55% 0.73% 0.66% 0.54% 0.46% 0.46%
Other Depreciation, Lease and HP 0.76% 0.88% 1.03% 0.89% 0.46% 0.68%
Repairs and Maintenance 0.29% 0.40% 0.28% 0.39% 0.29% 0.19%
Staff On Costs 1.16% 0.97% 1.06% 0.88% 1.41% 1.27%
Employees' Wages & Salaries 10.83% 10.71% 11.10% 11.49% 12.02% 9.74%
All Other Expenses 3.19% 3.05% 2.71% 2.04% 1.57% 5.01%
Total Overheads 23.67% 25.47% 23.13% 22.69% 21.81% 24.69%
Net Profit (bps*) 12.92% 16.35% 13.35% 11.65% 14.01% 10.93%
Principal $283,885 $165,436 $215,007 $231,485 $423,798 $317,960
Principal Workhour $716.99 $748.96 $1,555.20 $127.04 $497.22 $575.13

33

Person $320,492 $165,185 $309,934 $455,425 $456,969 $260,108
$ of Wages # $11.16 $4.86 $18.81 $7.48 $8.03 $12.91
Square Metre of Total Area $8,292 $2,192 $13,364 $6,039 $11,094 $7,311
Person $114,559 $67,660 $114,083 $153,985 $163,504 $90,561
$ of Wages # $4.22 $1.99 $7.86 $2.55 $2.90 $4.54
Square Metre of Total Area $2,924 $871 $4,903 $2,212 $3,723 $2,499
Person $33,874 $20,944 $31,079 $49,412 $36,920 $33,231
$ of Wages # $1.50 $0.62 $2.59 $0.75 $0.67 $2.07
Square Metre of Total Area $756 $315 $989 $633 $810 $838
Personnel
Working Principals 1.28 1.55 1.12 1.39 1.18 1.28
Employed Pharmacists 1.70 2.28 1.07 1.06 1.98 1.91
Any Other Staff 6.58 6.40 5.90 5.44 6.52 7.60
Total Personnel 9.56 10.23 8.08 7.89 9.68 10.79
Hours Worked per Principal per 1,390 1,548 1,541 1,318 1,512 1,182
Year
Other Information
Owners' Equity as % of Total Assets 42.60% 22.33% 63.58% 44.58% 41.96% 38.89%
Asset Turnover $1.64 $1.58 $1.92 $2.00 $1.41 $1.49
Stockturn Rate 10.35 8.85 12.09 8.26 12.20 9.75
Gross Margin Return on Inventory 598% 564% 692% 420% 692% 574%
Growth Capacity 7.19% 8.25% 13.43% 6.12% 7.04% 3.47%
% Revenue drops before Losses 35.24% 38.60% 37.21% 34.08% 38.99% 30.70%
Start
Dispensary Sales as % of Total 69.15% 66.20% 70.73% 75.83% 70.97% 65.68%
Income
Trading Hours per Week 54 47 60 52 60 50
Sales Area per Sales Assistant (sq 29 3 19 19 52 36
mtrs)
Dispensary Sales per Script $39.53 $30.08 $32.71 $44.13 $33.73 $50.24
Scripts dispensed per Pharmacist 20,725 5,153 29,684 14,286 30,921 22,706
OTC Sales per Sq Mtr of Sales Area $9,629 n/a $16,604 $5,336 $9,197 $9,563
Rent per Square Metre of Total $392 n/a $807 $221 $421 $239
Floor Area
Current ratio 1.94 2.94 5.08 -1.56 0.60 1.87
Acid test 0.92 1.34 0.86 -0.15 0.95 1.18
Days' debtors 6.99 6.26 6.19 3.79 6.47 9.46
Liability turnover $13.39 $3.19 $51.83 $5.68 $3.57 $4.04
Interest cover: business 197.35 13.08 25.27 15.91 237.02 439.06
$35 per hour
Please note certain mathematical operations with benchmark averages will not yield the results you may be
expecting. For more info please see the Ratio Calculations section of this report.

34

All Net Profit per Net Profit per Net Profit per Net Profit per
Firms Owner: Owner: Owner: Owner:
Average Less than $150,000 to $250,000 to $350,000
$150,000 $249,999 $349,999 or more
Income
Total Income $3,625,304 $2,178,947 $2,624,556 $3,917,089 $4,433,301
Less Cost of Goods Sold 63.41% 59.49% 65.83% 62.06% 64.55%
Equals Gross Profit 36.59% 40.51% 34.17% 37.94% 35.45%
Advertising, Promotion & incl 0.87% 0.83% 0.43% 0.57% 0.70%
Accounting and Legal Fees 0.43% 0.54% 0.34% 0.47% 0.32%
All Insurance 0.42% 0.60% 0.52% 0.38% 0.32%
Interest, Bank Charges etc 1.83% 2.74% 1.89% 2.52% 0.78%
Printing, Postage, Stationery, 0.46% 0.58% 0.41% 0.50% 0.42%
Rent of Premises 2.88% 4.34% 2.74% 1.97% 1.84%
Other Occupancy Costs 0.55% 0.89% 0.65% 0.45% 0.35%
Other Depreciation, Lease and HP 0.76% 1.09% 0.78% 0.62% 0.49%
Repairs and Maintenance 0.29% 0.34% 0.20% 0.25% 0.29%
Staff On Costs 1.16% 1.25% 0.69% 1.06% 1.04%
Employees' Wages & Salaries 10.83% 12.94% 8.97% 11.44% 9.01%
All Other Expenses 3.19% 3.68% 2.57% 4.97% 3.35%
Total Overheads 23.67% 29.82% 20.18% 25.20% 18.93%
Net Profit (bps*) 12.92% 10.70% 13.99% 12.75% 16.52%
Principal $283,885 $96,427 $200,987 $296,019 $633,007
Principal Workhour $716.99 $438.47 $1,671.49 $205.11 $596.39

35

Person $320,492 $279,537 $344,032 $318,501 $443,501
$ of Wages # $11.16 $6.80 $8.99 $9.09 $13.04
Square Metre of Total Area $8,292 $2,062 $3,650 $7,995 $23,261
Person $114,559 $106,820 $115,388 $118,880 $155,333
$ of Wages # $4.22 $2.60 $3.04 $3.27 $4.69
Square Metre of Total Area $2,924 $775 $1,258 $2,864 $8,039
Person $33,874 $41,722 $36,510 $41,791 $39,737
$ of Wages # $1.50 $1.13 $0.99 $1.40 $1.60
Square Metre of Total Area $756 $289 $409 $1,141 $1,740
Personnel
Working Principals 1.28 1.89 1.85 1.51 1.12
Employed Pharmacists 1.70 3.42 1.42 2.08 2.30
Any Other Staff 6.58 8.05 7.12 8.85 7.52
Total Personnel 9.56 13.37 10.39 12.43 10.94
Hours Worked per Principal per 1,390 1,453 1,460 1,601 2,015
Year
Other Information
Owners' Equity as % of Total Assets 42.60% 21.04% 55.99% 38.25% 48.85%
Asset Turnover $1.64 $1.41 $1.34 $1.32 $1.97
Stockturn Rate 10.35 8.66 10.93 13.19 13.29
Gross Margin Return on Inventory 598% 515% 567% 911% 743%
Growth Capacity 7.19% 5.95% 9.50% 1.91% 10.57%
% Revenue drops before Losses 35.24% 25.04% 41.25% 33.53% 45.71%
Start
Dispensary Sales as % of Total 69.15% 58.49% 71.05% 68.64% 72.47%
Income
Trading Hours per Week 54 59 54 52 58
Sales Area per Sales Assistant (sq 29 11 7 40 25
mtrs)
Dispensary Sales per Script $39.53 n/a $33.45 $40.94 $45.50
Scripts dispensed per Pharmacist 20,725 2,489 8,615 27,925 19,783
OTC Sales per Sq Mtr of Sales Area $9,629 n/a n/a $4,671 $14,016
Rent per Square Metre of Total $392 n/a n/a $208 $460
Floor Area
Current ratio 1.94 2.70 4.49 2.31 2.45
Acid test 0.92 1.40 1.12 1.46 1.31
Days' debtors 6.99 8.61 5.29 8.66 4.04
Liability turnover $13.39 $2.96 $38.33 $3.33 $15.34
Interest cover: business 197.35 4.66 353.47 8.80 512.38
$35 per hour

36

All Location: Location: Other:
Firms Capital City Suburban Shopping
Average CBD Major Centre/
Regional Arcade
Income
Total Income $3,625,304 $4,043,421 $3,224,969 $4,081,262
Less Cost of Goods Sold 63.41% 58.89% 63.78% 65.04%
Equals Gross Profit 36.59% 41.11% 36.22% 34.96%
Advertising, Promotion & incl 0.87% 1.54% 0.49% 1.54%
Accounting and Legal Fees 0.43% 0.53% 0.44% 0.26%
All Insurance 0.42% 0.49% 0.42% 0.42%
Interest, Bank Charges etc 1.83% 2.89% 1.65% 1.52%
Printing, Postage, Stationery, 0.46% 0.36% 0.46% 0.56%
Rent of Premises 2.88% 3.70% 2.66% 3.52%
Other Occupancy Costs 0.55% 0.81% 0.54% 0.47%
Other Depreciation, Lease and HP 0.76% 0.89% 0.75% 0.98%
Repairs and Maintenance 0.29% 0.33% 0.30% 0.30%
Staff On Costs 1.16% 2.15% 1.01% 1.24%
Employees' Wages & Salaries 10.83% 15.56% 10.39% 11.78%
All Other Expenses 3.19% 4.54% 2.89% 1.38%
Total Overheads 23.67% 33.80% 21.99% 23.96%
Net Profit (bps*) 12.92% 7.31% 14.23% 11.00%
Principal $283,885 $94,461 $323,114 $191,234
Principal Workhour $716.99 $70.03 $1,038.42 $95.81

37

Person $320,492 $229,633 $361,712 $344,875
$ of Wages # $11.16 $6.30 $12.01 $7.44
Person $114,559 $82,890 $129,461 $118,582
$ of Wages # $4.22 $2.47 $4.67 $2.60
Person $33,874 $30,473 $36,256 $35,193
$ of Wages # $1.50 $0.96 $1.48 $0.82
Square Metre of Total Area $756 $741 $663 $901
Personnel
Working Principals 1.28 1.89 1.43 0.82
Employed Pharmacists 1.70 1.57 1.99 0.98
Any Other Staff 6.58 5.16 6.52 3.69
Total Personnel 9.56 8.62 9.94 5.49
Hours Worked per Principal per 1,390 857 1,483 1,196
Year
Other Information
Owners' Equity as % of Total Assets 42.60% 33.91% 46.62% 42.13%
Asset Turnover $1.64 $0.96 $1.67 $1.86
Stockturn Rate 10.35 5.07 11.87 11.26
Gross Margin Return on Inventory 598% 371% 688% 592%
Growth Capacity 7.19% -2.24% 9.78% 5.46%
% Revenue drops before Losses 35.24% 18.92% 39.30% 31.28%
Start
Dispensary Sales as % of Total 69.15% 60.49% 66.51% 73.38%
Income
Trading Hours per Week 54 60 57 54
Sales Area per Sales Assistant (sq 29 20 38 13
mtrs)
Dispensary Sales per Script $39.53 n/a $36.51 $38.72
Scripts dispensed per Pharmacist 20,725 16,760 23,019 17,524
OTC Sales per Sq Mtr of Sales Area $9,629 $7,457 $10,013 $11,240
Rent per Square Metre of Total $392 $361 $358 $487
Floor Area
Current ratio 1.94 2.18 1.79 1.56
Acid test 0.92 0.99 0.74 1.12
Days' debtors 6.99 8.39 6.06 11.39
Liability turnover $13.39 $1.96 $18.37 $5.45
Interest cover: business 197.35 21.78 192.53 11.69
$35 per hour

38

All State: State: Other: Trading Hrs: Trading Hrs:
Firms NSW VIC Renters Normal High Trading
Hours
Average Hours
Income
Total Income $3,625,304 $4,007,824 $3,609,735 $3,520,794 $3,661,054 $3,564,539
Less Cost of Goods Sold 63.41% 62.68% 63.77% 63.27% 63.31% 63.60%
Equals Gross Profit 36.59% 37.32% 36.23% 36.73% 36.69% 36.40%
Advertising, Promotion & incl 0.87% 0.95% 0.84% 0.81% 0.91% 0.59%
Accounting and Legal Fees 0.43% 0.36% 0.43% 0.45% 0.41% 0.53%
All Insurance 0.42% 0.45% 0.40% 0.43% 0.43% 0.41%
Interest, Bank Charges etc 1.83% 1.72% 1.96% 1.93% 1.85% 1.68%
Printing, Postage, Stationery, 0.46% 0.44% 0.45% 0.48% 0.47% 0.27%
Rent of Premises 2.88% 2.07% 2.99% 3.18% 2.68% 3.89%
Other Occupancy Costs 0.55% 0.36% 0.58% 0.57% 0.54% 0.65%
Other Depreciation, Lease and HP 0.76% 0.42% 0.81% 0.77% 0.77% 0.66%
Repairs and Maintenance 0.29% 0.19% 0.31% 0.28% 0.27% 0.31%
Staff On Costs 1.16% 1.17% 1.15% 1.19% 1.18% 0.96%
Employees' Wages & Salaries 10.83% 12.07% 10.32% 11.32% 10.41% 11.75%
All Other Expenses 3.19% 2.13% 3.50% 2.70% 3.01% 4.48%
Total Overheads 23.67% 22.35% 23.72% 24.12% 22.95% 26.19%
Net Profit (bps*) 12.92% 14.97% 12.50% 12.61% 13.74% 10.22%
Principal $283,885 $354,863 $279,125 $259,841 $295,479 $274,786
Principal Workhour $716.99 $184.85 $813.76 $776.97 $852.08 $156.95

39

Person $320,492 $484,977 $293,311 $310,563 $294,301 $398,119
$ of Wages # $11.16 $7.24 $12.22 $10.28 $11.90 $8.52
Square Metre of Total Area $8,292 $18,169 $6,366 $8,418 $9,704 $2,609
Person $114,559 $167,855 $104,783 $110,869 $105,080 $143,857
$ of Wages # $4.22 $2.61 $4.64 $3.93 $4.54 $3.01
Square Metre of Total Area $2,924 $6,351 $2,239 $2,969 $3,420 $931
Person $33,874 $42,774 $32,729 $31,203 $30,078 $43,608
$ of Wages # $1.50 $0.61 $1.73 $1.28 $1.59 $1.24
Square Metre of Total Area $756 $1,057 $685 $679 $878 $271
Personnel
Working Principals 1.28 1.22 1.32 1.27 1.18 1.86
Employed Pharmacists 1.70 1.33 1.85 1.73 1.62 2.44
Any Other Staff 6.58 6.73 6.71 6.20 6.54 8.07
Total Personnel 9.56 9.29 9.87 9.20 9.34 12.37
Hours Worked per Principal per 1,390 1,573 1,386 1,282 1,367 1,590
Year
Other Information
Owners' Equity as % of Total Assets 42.60% 50.83% 40.87% 40.81% 40.76% 48.87%
Asset Turnover $1.64 $2.21 $1.56 $1.60 $1.73 $1.14
Stockturn Rate 10.35 10.61 10.71 10.32 10.18 11.35
Gross Margin Return on Inventory 598% 594% 622% 596% 594% 635%
Growth Capacity 7.19% 8.45% 7.34% 7.33% 6.91% 11.17%
% Revenue drops before Losses 35.24% 40.94% 34.38% 34.39% 37.22% 29.11%
Start
Dispensary Sales as % of Total 69.15% 82.87% 65.62% 68.65% 71.45% 56.87%
Income
Trading Hours per Week 54 48 56 54 48 81
Sales Area per Sales Assistant (sq 29 9 37 28 23 79
mtrs)
Dispensary Sales per Script $39.53 $47.32 $37.71 $37.72 $42.10 $26.24
Scripts dispensed per Pharmacist 20,725 15,952 22,212 20,234 17,514 42,289
OTC Sales per Sq Mtr of Sales Area $9,629 $14,770 $9,501 $10,544 $9,872 $7,260
Rent per Square Metre of Total $392 $622 $322 $471 $386 $439
Floor Area
Current ratio 1.94 1.96 1.95 1.87 2.67 1.21
Acid test 0.92 1.13 0.86 0.84 1.21 0.19
Days' debtors 6.99 6.43 7.10 7.23 6.83 5.52
Liability turnover $13.39 $6.76 $15.28 $14.05 $15.42 $5.12
Interest cover: business 197.35 530.47 157.12 178.05 112.89 668.67
$35 per hour

40
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41
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Benchmarking Test, 2022

Provided by: Sample Name

Industry Statistics .............................................................................................................................................. 3

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company

1. Decrease in consumer confidence: 3. Labour issues for retail businesses:

Prepared by: Benchmarking Webinar Company

Fast Facts: Pharmaceutical, Cosmetic and Toiletry Goods Division

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company

Average earnings per business

New Business Entrants

Prepared by: Benchmarking Webinar Company

Employment Trends: Pharmacists

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company

Benchmark data last updated 4/21/2023

Your Business: Turnover: Turnover: Turnover: All

Prepared by: Benchmarking Webinar Company

Your Business: Turnover: Turnover: Turnover: All

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company

Personnel Productivity & Profit

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company

Major Overheads as a % of Total Income

Prepared by: Benchmarking Webinar Company

Ratio Your Feedback

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company

Key Performance Indicator Graphs

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Profit Gap Analysis

Combining these aspects, we have identified your profit gap below.

Prepared by: Benchmarking Webinar Company

The below tables show your detailed profit gap analysis.

Your Business High Profit Firms' Profit Gap Relative

this means increasing your gross profit by 0.01%

then your present turnover of... $3,035,600

means your Profit Gap for gross profit $429

then your firm's present gross profit of 1,075,600

would need a total personnel of 6.92

but you presently have total personnel of 12.00

so you are over-staffed by 5.08

and at your average salary cost per $24,091

then your salary-related Profit Gap is: $122,274

If you could achieve the average level of 9.85% 8.87%

you should reduce your overheads by 0.98%

then on your present turnover of... $3,035,600

you are over-spending by... $29,749

Your asset turnover is presently $1.83 $1.97

but your current revenue of $3,035,600

suggests you should have assets of $1,537,302

Currently you have assets (net of any $1,660,500.00

So you could look to reduce total assets $123,198

If this could save you interest at, say, 7%

Then you'd close a Profit Gap of: $8,624

Prepared by: Benchmarking Webinar Company

Prepared by: Benchmarking Webinar Company