Margins in quotes

📍 Where can I find this module?
Main menu > Sales > Quotes

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Introduction #

Kafinea displays a comprehensive margin analysis directly on the record : margin in euros, markup rate, and margin ratio—broken down line by line and aggregated by category, product family, and section of the quote. The goal is to provide the sales representative with immediate feedback on the proposal’s profitability before sending it to the client.

🔒 Strictly internal information: The margin analysis section is never visible to the customer. It does not appear in the PDF version of the quote or in the quote sent to the customer.

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1. Where to find the margins on a quote #

The margin analysis is available in two places:

• On the record (detail view): a dedicated "Margin Analysis" section appears below the totals row. It includes three tabs (Category, Family, Section).
• In the editing form (create/edit quote): the same section is updated in real time as you change quantities, prices, or discounts.

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2. Displayed indicators #

For each aggregate (category, family, section) and for the total estimate, the table shows:

A tooltip clicking on the "Brand Rate" cell also displays the purchase margin rate ((CA − Coût) ÷ Coût), which is useful for users accustomed to thinking in terms of PA.

💡 Be careful with your wording: a “50% margin” can mean two very different things. With a PA of €100:

• 50% mark-up ⇒ Sales price = €200
• Purchase margin rate (coefficient 1.5) at 50% ⇒ Profit = €150

By default, Kafinea displays the markup rate in the table, in line with standard practice in French ERP systems. The purchase margin rate is still available in the tooltip.

Line-by-line margin #

In the quote's line table, each line also has a " Margin" cell, whose tooltip provides the following details:

• Unit price × quantity = Total price
• Unit price (net of discount) × quantity = Revenue
• Margin €
• Brand share (%)
• Purchase margin rate (%)
• Coefficient (×)

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3. The three aggregation axes #

The "Margin Analysis" section offers three toggleable analysis options:

By product category #

Groups lines by the category associated with each product or service. Ideal for quickly identifying the service categories that are eroding the overall margin.

By family #

Group by product family. Product families also allow you to set margin thresholds (see the " Thresholds and Color-Coded Pills " section below).

By section #

If the quote is divided into several sections (e.g., “Phase 1 — Design,” “Phase 2 — Implementation”), an additional “Section” tab appears, displaying the cumulative margin for each section in the order they appear in the document. This tab is only visible when the quote contains at least two distinct sections.

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4. Thresholds and colored pills #

On the Family tab, the brand rating is displayed as a colored dot:

Thresholds are configured on a product family basis in the Product Families module:

• Healthy threshold — brand share (%)
• Alert threshold — brand rate (%)
• Turn on color

À défaut de seuils configurés sur une famille, Kafinea applique une coloration générique (< 15 % rouge, < 25 % orange, ≥ 25 % vert). Cette coloration de repli n’est qu’une aide visuelle et ne reflète pas vos seuils métier — pensez à configurer les seuils par famille pour une analyse pertinente.

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5. Case of missing PA #

If a line item in the quote refers to a product or service without a specified purchase price, Kafinea never assumes a zero margin (no silent fallback):

• The line is excluded from the calculation of the aggregate cost, but its revenue is included in the total.
• The bucket (category / family / section) where it appears is marked with a Warning "!" and its rate indicators (mark rate, coefficient) display —.
• A message at the top of the list block explicitly lists the relevant rows ("3 rows without purchase prices — Show").

💡 Best practice: Always enter the purchase price of products and services in the catalog. If that’s not possible, you can also enter the purchase price directly on the quote line (the “Purchase Price” field in the product table).

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6. Kits (multi-item products) #

When a quote includes a kit (a product consisting of sub-products), Kafinea can be configured to break down the kit in the margin analysis: each component is counted separately (with its own category and family). The aggregates thus reflect the actual mix of items sold.

• If breakdown is disabled, the kit line is processed as is: only the PA of the kit itself is used.
• Activation is an instance setting (administrator).

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7. Who can view the margin analysis? #

Whether the margin analysis is displayed depends on the access rights for the "Purchase Price" field:

• A user who does not have access in the field Prix d'achat About the Products and on Services does not see the block.
• If the quote contains at least one line from a module whose PA is not visible to the user, a message explains that the analysis cannot be displayed.
• Administrators can always see the block.

ℹ️ Field access rights Prix d'achat are configured via the profiles (admin panel). For a sales representative to view margins, their profile must have at least read access to the field Prix d'achat Products and/or Services.

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8. Confidentiality — PDFs and Sending to the Client #

The margin analysis block:

• Never appears in the PDF version of the quote (or in the print preview).
• Is not included in the email sent to the customer.
• Is not visible in the customer extranet (portal).

It is strictly for internal use on Kafinea screens.

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9. Frequently Asked Questions #

Why doesn't the "Margin Analysis" section appear on my quotes? #

Three possible causes:

1. Your profile does not have access to this field Prix d'achat Products/Services. Ask an administrator to unlock it.
2. This feature is disabled at the instance level. An administrator can enable it in the advanced settings.
3. The module in question is not yet supported: margin analysis is currently available for quotes. Support for sales orders, invoices, and purchase orders will be added at a later date.

How do I change the color thresholds? #

Thresholds are defined by product family. Open record family record in the Product Families module, then enter the healthy threshold and the alert threshold (as a percentage of the mark rate).

Why is the rate shown as "—" on some lines? #

If the purchase price is missing, Kafinea will not display an incorrect rate. Enter the purchase price in the record or directly in the quote line.

Does the margin take into account the overall discount on the quote? #

The margin is calculated based on sales revenue after line-item discounts but before overall adjustments to the document (overall discount, document fees). To calculate the net margin after the overall discount, use the final total of the quote adjusted to the aggregate cost.

Will the customer see the margins on their PDF quote? #

No. The block is excluded from printing and PDF export. It remains internal to Kafinea.

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Related references 🔗 #

• Customer quotations
• The products
• Services
• Using a rate schedule