--- title: Margins in quotes description: "> 📍 **Where can I find this module?** > *Main menu > Sales > Quotes* --- ## Introduction Kafinea displays a complete **margin analysis** directly on the quote record: margin in euros, markup rate, coefficient—line by line and aggregated by…" url: "https://www.kafinea.com/en/help/sales/margins-in-quotes/" updated: "2026-05-12" category: Sales --- # Margins in quotes > 📍 **Where can I find this module?** > *Main menu > Sales > Quotes* --- ## Introduction Kafinea displays a complete **margin analysis** directly on the quote record: margin in euros, markup rate, coefficient—line by line and aggregated by category, by family, and by quote section. The goal is to give the sales rep immediate feedback on the profitability of the proposal before sending it to the customer. > 🔒 **Strictly internal information**: the margin analysis block is **never visible to the customer**. It **does not appear** in the quote PDF or in the quote sent to the customer. --- ## 1. Where to find margins on a quote The margin analysis is visible in two places: - On the **quote record** (detailed view): a dedicated “Margin analysis” block is displayed under the totals line. It offers three tabs (Category, Family, Section). - In the **edit form** (creating / editing the quote): the same block is updated **live** as you change quantities, prices, or discounts. --- ## 2. Displayed indicators For each aggregate (category, family, section) and for the quote total, the table shows: | Column | Meaning | | --- | --- | | **Revenue (excl. tax)** | Revenue excl. tax after line discount. | | **Cost** | Total purchase price (PP) excl. tax for the lines considered. | | **Margin** | Margin in euros: `CA − Coût`. | | **Markup rate** | Margin relative to the **sale** price: `(CA − Coût) ÷ CA`. Displayed as a %. | | **Coefficient** | Multiplier applied to cost: `CA ÷ Coût`. Displayed in `×`. | A **tooltip** on the “Markup rate” cell also provides the **margin rate on purchase** (`(CA − Coût) ÷ Coût`), useful for users who are used to reasoning based on PP. > 💡 **Watch the terminology**: “50% margin” can mean two very different things. With a PP of €100: > > > > - **Markup rate** at 50% ⇒ SP = €200 > - **Margin rate on purchase** (coefficient 1.5) at 50% ⇒ SP = €150 > > > > By default, Kafinea displays the **markup rate** in the table, in line with common practice in French ERPs. The margin rate on purchase remains available in the tooltip. ### Line-by-line margin In the quote lines table, each line also has a **Margin** cell whose tooltip details: - Unit PP × quantity = total PP - Unit SP (net of discount) × quantity = revenue - Margin € - Markup rate (%) - Margin rate on purchase (%) - Coefficient (×) --- ## 3. The three aggregation axes The “Margin analysis” block offers three switchable analysis axes: ### By product category Groups lines by the **category** attached to each product or service. Ideal for quickly spotting the families of services that reduce overall margin. ### By family Groups by **item family**. Families also allow you to define **margin thresholds** (see the *Thresholds and colored pills* section below). ### By section If the quote is structured into multiple **sections** (e.g., “Phase 1 — Study”, “Phase 2 — Delivery”), an additional **Section** tab appears and shows the cumulative margin by section, in the order of the document. This tab is only visible when the quote contains at least two distinct sections. --- ## 4. Thresholds and colored pills On the **Family** tab, the markup rate is displayed as a **colored pill**: | Color | Meaning | | --- | --- | | 🟢 Green | Margin ≥ the “target” threshold defined on the family. | | 🟠 Orange | Margin between the “critical” threshold and the “target” threshold. | | 🔴 Red | Margin below the “critical” threshold (or negative). | Thresholds are configured **family by family** in the **Item families** module: - *Target threshold: markup rate (%)* - *Critical threshold: markup rate (%)* - *Enable coloring* If no thresholds are configured for a family, Kafinea applies generic coloring (< 15% red, < 25% orange, ≥ 25% green). **This fallback coloring is only a visual aid** and does not reflect your business thresholds—be sure to configure thresholds by family for a relevant analysis. --- ## 5. Missing PP case If a quote line points to a product or service **with no purchase price entered**, Kafinea **never makes up a zero margin** (no silent fallback): - The line is **excluded** from the aggregated cost calculation, but its revenue is **kept** in the total. - The bucket (category / family / section) where it appears is marked with a **“!” warning**, and its rate indicators (markup rate, coefficient) display `—`. - A message at the top of the block explicitly lists the affected lines (“3 line(s) without a purchase price — Show”). > 💡 **Best practice**: always enter the **purchase price** for products and services in the catalog. If not, you can also enter the PP directly on the quote line (the “PP” field in the products table). --- ## 6. Kits (composite products) When a quote contains a **kit** (a product made up 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 then reflect the actual mix of items sold. - If the breakdown is disabled, the kit line is handled as-is: only the kit’s own PP is used. - Activation is an **instance setting** (administrator). --- ## 7. Who can see the margin analysis? Whether the margin analysis is displayed depends on **access rights to the “Purchase price” field**: - A user who **does not have access** to the `Prix d'achat` field on Products **and** on Services does not see the block. - If the quote contains at least one line from a module whose PP is not visible to the user, a message explains that the analysis cannot be displayed. - **Administrators** always see the block. > ℹ️ Access rights to the `Prix d'achat` field are configured via **profiles** (admin panel). For a sales rep to see margins, their profile must grant at least read access to the `Prix d'achat` field for Products and/or Services. --- ## 8. Confidentiality — PDF and sending to the customer The margin analysis block: - **Never appears in the quote PDF** (nor 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 reserved for internal use, on Kafinea screens. --- ## 9. Frequently asked questions ### Why does the “Margin analysis” block not appear on my quotes? Three possible causes: 1. Your profile does not have access to the `Prix d'achat` field for Products/Services. Ask an administrator to unlock it. 2. The feature is disabled at the instance level. An administrator can enable it in the advanced settings. 3. The relevant module is not supported yet: margin analysis is currently available for **Quotes**. Support for customer orders, invoices, and supplier orders will be added later. ### How do I change the coloring thresholds? Thresholds are defined **by item family**. Open the record for a family in the **Item families** module, then enter the target threshold and the critical threshold (as a % of the markup rate). ### Why is the rate “—” on some lines? When the purchase price is missing, Kafinea refuses to display an incorrect rate. Enter the PP in the product record or directly on the quote line. ### Does the margin take the quote’s overall discount into account? The margin is calculated from revenue **after line discount** but **before** overall document adjustments (overall discount, document fees). For net margin after the overall discount, use the final quote total relative to the aggregated cost. ### Will the customer see margins on their quote PDF? **No.** The block is excluded from printing and PDF export. It remains internal to Kafinea. --- ## Related references 🔗 - [Customer Quotes](https://www.kafinea.com/en/documentation/sales/customer-quotes/) - [Products](https://www.kafinea.com/en/documentation/catalog/products/) - [Services](https://www.kafinea.com/en/documentation/catalog/services/) - [Using a price list](https://www.kafinea.com/fr/documentation/grille-tarifaire/l-utilisation-d-une-grille-tarifaire/) - [Catalog margin analysis](https://www.kafinea.com/en/documentation/catalog/catalog-margin-analysis/)