In this episode, Sharan and Sudeep tackle the critical topic of Unit P&L, breaking down its importance, common pitfalls, and practical applications for startups. Whether you're a seasoned entrepreneur or just starting, this episode provides essential insights into understanding and managing your business's financial health. Our hosts kick off by highlighting why every business owner, regardless of their background, needs to be on top of their numbers. They delve into why many startups get their unit P&L wrong initially and the severe consequences this can have. Then, Sharan and Sudeep take a deep dive into the specifics of Unit P&L, using a hypothetical healthy chocolate product as an example. They cover: MRP and Margins: Understanding retailer and distributor margins. Trade Incentives: Breaking down trade loads, visibility spends, and other incentives. COGS: A thorough look at the cost of goods sold, including raw materials, packaging, and variable overheads. Gross Margins: Calculating GM1 and GM2 to get a clear picture of profitability. Advertising and Promotions: The role of ATL and BTL spends in driving sales and building a brand. Operating Expenses: Analysing OPEX to understand its impact on net income Throughout the episode, they provide strategic insights into managing key cost elements over time, such as transportation and manufacturing expenses, and discuss why certain metrics like LTV and ROAS can be misleading in the FMCG space. Real-world examples from the confectionery industry and strategic moves by companies like Parle-G and Lenskart enrich the discussion, illustrating the practical application of these financial principles. Sharan and Sudeep also share an Excel sheet template with the audience, allowing listeners to apply the discussed concepts to their own businesses. This hands-on tool aims to help entrepreneurs accurately calculate and understand their unit P&L. Join Sharan and Sudeep as they demystify Unit P&L and provide you with the tools to ensure your business's profitability and sustainability. Ready to master your numbers and build a healthier business? Tune in and transform your approach to financial management. As always, do mail us your feedback, comments and any questions you may have for our hosts at [email protected]. We love hearing from you. SHOW WEBSITE CONNECT WITH OUR HOSTS Sudeep Chawla - ⁠Linkedin⁠ Sharavana Raghavan - ⁠Linkedin⁠ FOLLOW US CoBB - ⁠LinkedIn ⁠⁠| Instagram⁠ CREDITS - Album Art & Design by ting.in - Voiceovers by Anjale Stephanos - Music from Zapsplat.com *************************************** Please tell us what topics you'd like to have discussed on the CoBB, by filling in this ⁠CONTENT SUGGESTION FORM⁠⁠ It only takes a few minutes, and it will help us provide you with the content most relevant to you.