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21 March 2017

A few words about wages

A common wage scheme is mixed, when the employee receives some fixed payment monthly, and additionally a stake from the revenue. For example, it looks like this: we organized supplementary education, 10,000 rubles per month a fixed rate for the teacher and 500 rubles from each student for the lesson. The question often arises, but how to calculate the values ​​of these parts of wages, fixed and variable, so that the company earns. To solve this problem, we use the unit-economy.

For the calculation, we use the standard formulas

GP = UA x (ARPPU x C1 — CPA)

ARRPU = (AvPrice — COGS) x APC — 1sCOGS

Read more about the formulas in the article «Unit-Economics. Inception». According to these formulas, our fixed rate is 1sCOGS, and the variable COGS. Therefore, in order to calculate the value of the variable payment, we write the formula for calculating COGS through the remaining quantities.

COGS = AvP — ((1sCOGS x C1-CPA) x UA-GP) / APC x C1 x UA

Suppose that the earnings plan is 1,000,000 rubles. We are attracting to the site, which sells courses of 15 000 people a month. Conversion to the customer is 1%. In this case, each client pays an average of 10 lessons. The average check is 2600 rubles, and the cost of attracting the user is 10 rubles. Fixed rate teacher pay 10 000 rubles a month. Substituting the figures in the formula for COGS, we get 833.33 rubles. As a result, our teacher will pay 10 000 rubles + 833.33 per customer per lessons, which equals 10 000 + 15 000×1% x 833.33×10 = 1 349 990 rubles. It is important to remember that this is not monthly salary, it’s money for 10 lessons, since the average number of payments per client is exactly 10. Table GP depending on the value of COGS and 1sCOGS for the current model (APC = 10).

Table GP depending on the value of COGS and 1sCOGS for the current model (APC = 10)

Similarly, we get a payroll calculation for sales managers and employees who receive money on a mixed model.