Analysis of retail turnover indicators allows us to establish the main qualitative and quantitative indicators of the store’s performance in the current period. The economic feasibility of calculations for the coming period depends on the depth and completeness of the analysis and the correctness of the conclusions drawn from the analysis results.
Based on the results of the analysis, one can judge to what extent the sales forecast has been fulfilled and customer demand has been satisfied, what caused changes in turnover during the reporting period, and assess the degree to which the actual results of the enterprise’s activities correspond to the intended strategy.
Data from accounting, statistical and operational reporting are basic for the analysis of trade turnover. It begins with determining the volume of trade turnover (in monetary terms or in physical terms) for a certain period (decade, month, quarter, half-year, year). The resulting reporting data is compared with the forecasted indicators for these periods.
By analyzing trade turnover, an economist identifies patterns in its development. For this purpose, the dynamics of trade turnover is calculated in current and comparable prices.
The dynamics of trade turnover growth in current prices (D) is calculated using the formula:
The actual turnover of last year was 2,600 thousand rubles;
Sales forecast for the reporting year – 2800 thousand rubles;
The actual turnover of the reporting year is 3000 thousand rubles.
Solution:
1) calculate the percentage of sales forecast fulfillment:
2) calculate the dynamics of trade turnover at current prices:
The dynamics of trade turnover growth in comparable prices is calculated using the formula:
If prices have changed in the analyzed period, then the actual data on the sale of goods must be expressed in prices at which the turnover was predicted. To do this, a price index is calculated. In the context of a noticeable influence of inflationary processes on the economic life of the country, which has led to high rates of price growth and depreciation of money, the use of a price index is of particular importance. The price index shows the change in the total cost of a certain number of goods over the analyzed period. The index is calculated using the formula:
where Ip is the price index, P1 is the price in the reporting period, P0 is the price in the base period (last year), taken as 100%.
The actual turnover of the reporting year in comparable prices is calculated using the formula:
where Fact. t/v. – actual trade turnover, Iр – price index.
Task. Last year's turnover at the store was 20 million rubles, the turnover of the reporting year was 24 million rubles. In the reporting year, prices increased by 40%. Calculate the dynamics of trade turnover in current and comparable prices:
1) Let’s calculate the dynamics of trade turnover at current prices:
2) Let's determine the price index:
3) Let's calculate the actual turnover of the reporting year in comparable prices:
4) Let’s calculate the dynamics of trade turnover growth in comparable prices:
As can be seen from the calculations, the turnover of the reporting year increased by 20% compared to last year at current prices, but after calculating the dynamics of trade turnover in comparable prices, it turned out that the turnover increased due to an increase in prices. At constant prices in the base period, trade turnover would be only 17 million. rub., or 85%. Thus, trade turnover increased in the reporting year only due to rising prices, and not due to an increase in the number of goods sold.
The comparability of retail turnover is affected by a change in the store’s operating hours, for example, if the store was open for a number of reasons, the number of calendar days was incomplete.
For clarity and comparability, the data required for analysis is compiled into analytical tables.
We will illustrate the analysis methodology using the example of data from a trading enterprise (see table). We will carry out the analysis using the comparison method: the actual turnover of the reporting year is comparable to the sales forecast. The table shows that the turnover plan for the reporting year was fulfilled by 103.4% (5480: 5300 * 100), and compared to last year, trade turnover increased by 20.2% (5480: 4560 * 100), while according to the forecast it should was increased by 16.2% (5300: 4560 * 100). As a result of the analysis of the total volume of trade turnover, it was established that in the reporting year there was an increase in prices by 2.4%.
Table
|
Trade turnover |
Report for last year, thousand rubles. |
Reporting year |
|||
|
Forecast, thousand rubles. |
Fact. turnover, thousand rubles |
Performance, % |
Compared to last year, % |
||
|
Total |
4560 |
5300 |
5480 |
103,4 |
120,2 |
|
I quarter |
1000,4 |
1250 |
1260 |
100,8 |
125,9 |
|
II quarter |
1300,2 |
1290,5 |
1370 |
106,2 |
105,4 |
|
III quarter |
1100,6 |
1240,2 |
1210 |
97,6 |
109,9 |
|
IV quarter |
1158,8 |
1519,3 |
1640 |
107,9 |
141,65 |
|
Including |
|||||
Further analysis of the total volume of trade turnover is carried out by quarter, which makes it possible to determine the uniformity of sales throughout the year and identify the degree of satisfaction of consumer demand by season.
The analysis of the implementation of the sales forecast by quarter must be supplemented with an analysis of the sale of goods by month. This analysis makes it possible to assess the uniformity of the implementation of the turnover forecast within quarters, to promptly identify the reasons for the intended discrepancy between the actual data and the forecast and take appropriate measures.
Analysis of the turnover of a trading enterprise by product structure involves a quantitative and cost assessment of the sales of individual goods and product groups, as well as determining the dynamics of structural changes. The results of the analysis are used to study the correspondence of the structure of product supply to consumer demand and have a decisive impact on the formation of orders from suppliers.
Analysis of trade turnover by product groups and individual goods is carried out on the basis of data from quarterly and annual reports on the sale of goods. The identified results make it possible to identify the positive aspects of the work, consolidate and develop them in the planned period, as well as reveal shortcomings and outline measures to eliminate them for the future.
Having established changes in the development of trade turnover, it is necessary to determine the reasons why they arose. Therefore, analysis of the influence of the main factors that caused changes in trade turnover is the most important point in the analysis of retail trade turnover. Here you can use the balance sheet linkage formula for retail turnover indicators:
Z1 + N + P = P + B + E + U + Z2,
where Z1 – inventory at the beginning of the planning period;
N – trade markup;
P – receipt of goods;
P – sales (sales) by total volume and by individual product groups;
B – disposal of goods (return to warehouse or transfer to another department);
E – natural decline;
U – markdown of goods;
Z2 – inventory at the end of the period.
The impact of commodity balance indicators on the volume of trade turnover can be calculated using the chain substitution method or by calculating the difference between actual and planned values.
Sales volume is directly influenced by factors such as the number of employees, organization, labor productivity and efficiency, and the use of fixed assets.
The analysis of retail turnover ends with conclusions based on the results and determination of prospects for growth of the total volume and changes in the structure of sales of goods. Conclusions, generalizations and proposals are used in developing a sales forecast and as an effective means of economic management, through which the progress of sales of goods is monitored and measures are developed to ensure a steady increase in trade turnover.
Trade turnover is the volume of sales of goods by a trading organization in monetary terms for a certain period of time.
Analysis of trade turnover allows us to assess the compliance of available goods with the demand of the population in order to take measures to optimize the structure of trade turnover, increase sales volume, accelerate the turnover of goods, rhythm and uniformity of sales. Trade turnover is divided into wholesale, retail and public catering turnover.
Types of trade turnover
Wholesale turnover- the volume of sales of goods by manufacturers or resellers to buyers for further use in commercial circulation. A mandatory feature of an operation classified as wholesale trade is the presence of an invoice.
Retail turnover is the volume of sales of goods expressed in monetary terms to the population to satisfy their personal needs, as well as the sale of goods in small wholesale quantities to various institutions, organizations, enterprises (hospitals, kindergartens, rest homes and sanatoriums, etc.) for the contingents they serve.
The economic essence of retail trade turnover is expressed by relations associated with the exchange of money for goods. Retail turnover transfers goods to final consumers and characterizes the completion of the circulation process. Goods from the sphere of circulation enter the sphere of consumption, become the property of the consumer, are used or form a consumer fund, that is, they cease to be goods.
The value of goods created in the production process changes its form through retail turnover. As a result, production costs are reimbursed and conditions are created for further development of production.
Retail turnover- This is the most important indicator of a trading enterprise. It can be considered as a result of the activities of a trading enterprise, and the volume of gross income and profit, which characterizes the effectiveness of trading activities, depends on it. The importance of a given enterprise in the consumer goods market can be judged by the volume of turnover, which is expressed by the amount of monetary proceeds for goods sold. Trade turnover has qualitative and quantitative characteristics. The qualitative characteristic is related to the structure of trade turnover, i.e., the assortment composition, the quantitative characteristic of trade turnover is related to the volume of sales in monetary terms.
It is necessary to clearly distinguish between the concepts of “value” and “composition” of trade turnover: value is the totality of the amounts of trade revenue deposited at the cash desk or bank, the volume of small wholesale sales (by bank transfer), expenses incurred from cash proceeds (according to documents), and the composition turnover consists of various types of sales.
The composition of retail turnover includes: revenue from the sale of food and non-food products through the retail trade network (shops, stalls, tents), through a network of vending machines or the use of delivery or peddling trade; sale of goods to the public on credit with installment payment; turnover of public catering establishments selling semi-finished products, products of their own production, purchased goods; sale of printed publications (books, newspapers, magazines), including by subscription; revenue from the sale of medicines in pharmacies; sale of goods to various organizations, institutions, enterprises for their non-productive consumption and other types of sales.
The structure (or assortment composition) of trade turnover includes food and non-food products sold by a specific trading enterprise. These products are divided into assortment groups and subgroups and, with further detail, types, varieties, models, and sizes are considered.
The commodity structure of non-food products consists of the following assortment groups: laundry soap and synthetic detergents; toilet soap and perfumes; haberdashery and threads; goods for cultural, household and household purposes; knitwear and hosiery; clothing, linen, hats and furs; fabrics; shoes; other non-food products.
The structure of food products, for example, consists of the following assortment groups: bread and bakery products; flour, cereals, pasta and food concentrates; potatoes, vegetables, fruits, mushrooms; meat and meat products; fish and fishery products; milk and dairy products; chicken eggs and edible fats; sugar and confectionery; salt; flavoring goods; other food products.
Trade turnover indicators
Indicators characterizing the turnover of a trading enterprise include: volume of trade turnover in value terms in current and comparable prices, assortment structure for individual product groups (in rubles and percentages), one-day trade turnover, trade turnover per employee, including per employee of a counter (trade group), time of circulation of goods in days and turnover rate (number of revolutions).
Analysis of turnover indicators allows us to establish the main qualitative and quantitative indicators of the work of a trading organization in the current period. The economic feasibility of calculations for the coming period depends on the depth and completeness of the analysis and the correctness of the conclusions drawn from the analysis results. Based on the results of the analysis, one can judge to what extent the sales forecast has been fulfilled and customer demand has been satisfied, what caused changes in turnover during the reporting period, and assess the degree to which the actual results of the enterprise’s activities correspond to the intended strategy.
Data from accounting, statistical and operational reporting are the main sources of information for analyzing trade turnover. It begins with determining the volume of trade turnover in monetary terms or in physical terms for a certain period (decade, month, quarter, half-year, year). The resulting reporting data is compared with the forecasted indicators for these periods. By analyzing trade turnover, patterns in its development are identified. For this purpose, the dynamics of trade turnover is calculated in current and comparable prices.
1. The dynamics of growth in trade turnover at current prices (ATO) is calculated using the formula:
ATO = (Actual turnover of the reporting year at current prices * 100) / Actual turnover of last year
If prices have changed in the analyzed period, then the actual data on the sale of goods must be expressed in prices at which the turnover was predicted. To do this, a price index is calculated. In the context of a noticeable influence of inflationary processes on the economic life of the country, which has led to high rates of price growth and depreciation of money, the use of a price index is of particular importance.
2. The price index shows the change in the total cost of a certain number of goods over the analyzed period. The price index is calculated using the formula:
I price = C quoted / C base
where, C report - the price in the reporting period, C base - the price in the base period (last year), taken as 100%.
3. The actual turnover of the reporting year in comparable prices is calculated using the formula:
THAT fact in comparative prices = (actual trade turnover in current prices / price index) * 100%
For example, in the reporting year there was a 20% increase in prices. Let's calculate the dynamics of trade turnover based on previous data in current and comparable prices. 1. Dynamics of trade turnover at current prices: 122%; 2. The price index was 120 / 100 = 1.2; 3. Let's calculate the actual turnover of the reporting year in comparable prices: 22000.0 / 1.2 = 18333.0 thousand rubles. 4. Let’s calculate the dynamics of trade turnover growth in comparable prices: (18333.0 / 18000.0)*100 = 101.85%. As can be seen from the calculations, the turnover of the reporting year increased by 22% compared to last year at current prices, but after calculating the dynamics of trade turnover in comparable prices, it turned out that the turnover increased due to an increase in prices. At constant prices of the base period, trade turnover would amount to only 18333.0 thousand rubles, or 101.85%. Thus, trade turnover increased in the reporting year only due to rising prices, and not due to an increase in the number of goods sold. Further analysis of the total volume of trade turnover is carried out by quarter, which makes it possible to determine the uniformity of sales throughout the year and identify the degree of satisfaction of consumer demand by season.
4. When analyzing the rhythm of sales, determine the coefficient of rhythm of turnover using the formula:
K rhythm = Quarterly sales plan / Annual sales plan
When calculating the rhythm coefficient, sales volume can be taken into account in absolute amounts in monetary terms or in the share of sales in certain periods in the total sales volume. Sales are considered equal if the coefficient is equal to one.
Economically sound forecasts of trade turnover by quarter (period of the year) play an important role for the rhythmic satisfaction of consumer demand, stable money circulation, ensuring the development of trade turnover and related other indicators of the enterprise’s trading activity. After determining the annual turnover broken down by quarter, they begin to forecast it for individual product groups and goods, taking into account the seasonality of population demand and the current level of sales of goods. Thus, in the summer there is a slight reduction in the consumption of meat and meat products due to an increase in the consumption of milk and dairy products, vegetables, and fruits. And in the first and fourth quarters, the consumption of meat, sausages, and poultry increases.
When analyzing the rhythm of turnover, it is necessary to determine the sales rhythm coefficient. To do this, the following calculations are performed:
Table 1. Analysis of sales rhythm
The volume of actual trade turnover exceeded the forecast value by 0.65% (3,100:3,080*100 = 100.65%), but sales were not carried out rhythmically enough compared to the forecast, since the volumes and shares of sales in certain periods changed. The sales rhythm coefficient was:
The calculated values of rhythm coefficients are less than 1, which indicates insufficient rhythm of sales in the reporting period. Forecasts for sales volumes were fulfilled only in the 1st and 2nd quarters, and were not fulfilled in the 3rd and 4th quarters. The analysis of the implementation of the sales forecast by quarter must be supplemented with an analysis of sales of goods by month. This analysis allows us to assess the uniformity of the implementation of the turnover forecast within quarters, timely identify the reasons for the emerging discrepancy between actual data and forecasts, and take appropriate measures.
At the final stage of sales rhythm analysis, the volume of decrease in turnover as a result of disruption of sales rhythm is determined using the formula:
ΔTOCritm = (1 - Critm)*TO0.
As a continuation and specification of the analysis of the total volume of trade turnover, the assortment and structure of trade turnover are studied. The success of a trade organization largely depends on the reasonable formation of a product range that meets customer requirements.
Product range
The product range is a list of product names. There are full assortments (all types and varieties), group assortments (by related groups), intra-group assortments, as well as main and additional assortments. The main assortment includes products that form the bulk of the sales volume of a trading organization. Products of an additional range are sold in order to provide customers with additional services and generate additional profit. During the analysis, the assortment renewal coefficient is determined as the ratio of new products in a certain group to the total number of their varieties. The analysis also determines the degree of fulfillment of the assortment plan.
To calculate the average percentage for the assortment, it is necessary to divide the turnover counted towards the plan by the amount of the planned turnover. Fulfilling the assortment plan does not always mean fulfilling the structure plan. Analysis of the trade turnover of a trading enterprise by product structure involves a quantitative and cost assessment of the sales of individual goods and product groups in the total volume of trade turnover, as well as determining the dynamics of structural changes.
The results of the analysis are used to study the influence of the structure of trade turnover on the main performance indicators: gross income, costs, profit and to identify the correspondence of the structure of product supply to consumer demand - and have a decisive impact on the formation of orders to suppliers and the choice of suppliers themselves. Analysis of trade turnover by product groups and individual goods is carried out on the basis of data from quarterly and annual reports on the sale of goods. The identified results make it possible to identify the positive aspects of the work, consolidate and develop them in the planned period, as well as reveal shortcomings and outline measures to eliminate them for the future.
Having established changes in the structure of trade turnover, it is necessary to determine the reasons that caused the changes in trade turnover. This is the most important point in the analysis of trade turnover. Here you can use the balance sheet linkage formula for trade turnover indicators:
31 + P = TO+ V + E + U + 32
Where,
31 - inventory at the beginning of the planning period;
P - receipt of goods;
TO - sales (sales) by total volume and by individual product groups;
B - disposal of goods (return to warehouse or transfer to another department);
E - natural decline;
U - markdown of goods;
32 - inventory at the end of the period.
The impact of commodity balance indicators on the volume of trade turnover can be calculated using the balance method by calculating the difference between actual and planned (basic) values.
The analysis of trade turnover ends with conclusions based on the results and determination of prospects for growth in the total volume and changes in the structure of sales of goods. Conclusions, generalizations and suggestions are used in developing a sales forecast and as an effective means of economic management, through which control is carried out and measures are developed to ensure a steady increase in trade turnover.
Commodity turnover is the process of circulation of goods, which is directly related to its exchange for money, as well as the transition from production to consumption. Thus, in order to reach the end consumer, a product/service goes through a lot of purchase and sale transactions. On the one hand, in a long process, the main thing is the product as an object of commodity activity, and on the other hand, a profitable purchase and sale transaction. That is, in order to successfully sell it, you need to plan the deal correctly: promote the product to the market and interest the end consumer in purchasing.
Trade turnover is included in the economic indicator, indicating the total cost of sales of products/services for a designated time interval. Calculation of the value of trade turnover can be taken both for a year and for a month. Profit depends on the value of the indicator, and a special formula is used to calculate it.
Trade turnover is classified into wholesale and retail. Their differences are that retail turnover is intended for the purchase of goods to end consumers, and wholesale turnover is used for subsequent resale.
Formula for calculating trade turnover
Trade turnover indicators:
Volumes of trade turnover in penny equivalent at the cost of the current and planned period.
- Product range.
- Trade turnover for one day, month, quarter and year.
- Trade turnover per employee.
- Product turnover period.
- The number of revolutions during the designated period.
It is determined by a simple formula, which indicates any period of interest for the implementation:
DTO is equal to the actual turnover for a certain period in supplied prices, multiplied by 100 and divided by the actual and comparable turnover of the sales period. This formula is applied only in cases where product prices in the periods being determined and compared have not changed. This formula is most often used to calculate dynamics for monthly or daily periods.
In cases where the cost of manufactured products has been changed and it is necessary to calculate the turnover for a quarter or a year, then the calculation is carried out taking into account the price index, which is determined as follows: The cost index is equal to the price of the reporting period divided by the price of the base period (100%).
And now you can adjust the actual turnover using the following calculations: Actual turnover at comparable prices equals the result of actual turnover at current prices, divided by the price index and multiplied by 100%.
As you can see, the indicators are given to us in percentage terms and the higher it is, the more profit the company has.
Trade turnover has a speed, by which you can determine how long it will take for stocks from the warehouse to go into circulation and what volume of products needs to be produced. This indicator is very important for the production of, for example, food products. Due to this indicator, it is easy to determine the shelf life, the sales (delivery) period and the final sales date. It is important to understand that in order to have a constant profit from products, you need to order them on time. The order also includes delivery, which takes some time, so you need to have some sufficient supply of products until the next delivery, but taking into account the shelf life.
Thus, the rate of turnover is equal to the monetary value of turnover for a specific period, divided by the amount of inventory.
Retail turnover is used to sell goods, for example, in retail outlets to the public. This process is final. Retail circulation of goods is goods and services sold to the public by enterprises:
- Catering;
- trade;
- household services (not counting laundries);
- whose products are sold en masse (institutions providing medical services).
Planning of retail turnover occurs through separate trading systems. The volume and structure of retail circulation of goods indicates the standard of living of the population, and this is easy to determine, since most material goods are purchased by people in retail chains.
Wholesale trade is characterized by a certain volume of products. A product is produced by one manufacturer and sold to another for subsequent sale or production process. Unlike retail trade turnover, in wholesale trade, products do not leave the sphere of circulation.
Depending on the purpose, wholesale trade turnover is called intra-system and for the purpose of sales. In-system ones use large-scale commercial enterprises where products are produced in large quantities for another wholesale buyer. In other words, the enterprise provides products to companies engaged in retail trade with the result of clearing exchange or for export to other countries. If you add the results of the indicators of one and another category, then you will see the total wholesale or gross turnover.
Currently, trading activities are a profitable business and it has attracted the attention of individual organizations that sell products from the manufacturer, receiving a percentage from it. The initial stages of the transaction between the manufacturer and the dealer take place on consignment terms - the right to sell specific products. For the manufacturer, turnover is used to obtain economic effect and maximum profit from the products produced. And when the product hits the market, it shows the degree to which the population is equipped with goods as needed and accordingly reflects their standard of living.
If earlier the calculation of turnover and profit had to be done manually or using a calculator, today everything is calculated by programs installed on a computer.
Retail turnover
The RTO includes:
4) The structure of TO is characterized by the CM of sold and unsold goods, individual product groups and goods in the total volume of RTO, food and non-food goods. (Qualitative character);
5) maintenance per capita;
11) time of circulation of goods;
16) cost-effectiveness of maintenance;
): 1) Demographic 2) Economic
5) National household 6) Competition
1) development of the trading network 2) Supply of goods
The main factor in the successful development of maintenance is the provision of commodity resources and the efficiency of their use. The RTO depends on the receipt of goods and the condition of inventory.
Main categories of turnover and RTO statistics
Its volume is influenced by other disposals of goods. Zn + Post = Troz + V + Zk.
RTO at comparable prices, which is calculated as
Where T shr PT0- SCHR1-PT1-T Fri-SCHR0-
The RTO volume is determined by the formula:
Troz= S×Ksm×Tt.z.×Ndn.
RTO assortment structure
To external factors
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Task 32. Calculation of the economic efficiency of an advertising campaign
Table 61 - Initial data
| Indicators | Legend | Indicator value |
| 1. Average daily turnover before the advertised period, thousand rubles. | Ts | |
2.
15 Ways to Increase Revenue at Your Grocery Store |
P | 3,5 |
| 3. Number of days of accounting for turnover in the advertising and post-advertising periods, days. | D | |
| 4. Trade markup on goods, as a percentage of the selling price | Nt | 12,0 |
| 5. Advertising expenses, thousand rubles. | Up | |
| 6. Additional costs for increasing trade turnover, thousand rubles. | Ud | |
| 7. Costs of advertising this product, thousand rubles. | Z | |
| 8. Planned change in the volume of profit for the advertising period, thousand rubles. | pp |
Execution order:
1. Additional turnover under the influence of advertising is determined:
Td = (TS P D) / 100,
Where Td— additional turnover under the influence of advertising;
Ts— average daily turnover before the advertising period;
P— increase in average daily turnover for the advertising and post-advertising periods, %;
D— the number of days of accounting for turnover in the advertising and post-advertising periods.
2. To calculate the economic effect, the formula is used:
E = (TD NT)/ 100 – (UP+UD),
Td— additional turnover under the influence of advertising, rub.;
Nt— trade markup on goods, as a percentage of the selling price;
Ud— additional costs for the increase in trade turnover, rub.
R = P / Z 100,
P— profit received as a result of advertising, rub.;
4. The economic efficiency of advertising can be determined by the method of target alternatives, when planned and actual indicators are compared, assessed as the result of investing in an advertising campaign. Efficiency is determined by the following formula:
Pf— actual change in the volume of profit during the advertising period (in monetary units);
pp— planned change in the volume of profit for the period of advertising (in monetary units);
Solution:
1. Additional turnover under the influence of advertising is determined: Td = 600 * 3.5% * 90 / 100 = 1890 thousand rubles.
E = 1890 * 12% / 100 – (80 + 30) = 116.80 thousand rubles.
3. The return on advertising costs indicator is calculated:
P = 116.8 / 80 * 100 = 133.5%.
4. The level of achievement of advertising goals is determined:
Ey = 116.8 – 80 / 130 – 80 * 100 = 73.6%.
Concept, composition, meaning of retail turnover. Factors that determine its volume and structure. Methodology for analysis and management strategy of RTO.
As an economic category trade turnover is the result of economic relations that develop between business entities regarding the exchange of funds for goods and services and as an indicator of trading activity organizations is the volume of sales of goods and services in monetary terms over a certain period of time.
Trade turnover is considered as: 1) the result of the activities of trade organizations and its economic efficiency; 2) an indicator of the scale of trade and economic activity, the importance of a trading entity in the consumer market; 3) in the social and economic aspect - an indicator of the commodity supply of the population, one of the indicators of living standards.
Retail turnover is a quantitative indicator of the sale of consumer goods to the public for cash (non-cash payments) through various sales channels.
Composition of RTO (RTO structure) - 1 retail trade (form).
According to statistical form 1 retail trade “Reports on retail trade” The RTO includes: 1) the cost of goods sold to the population for personal, family, household and other similar use, not related to PD for cash/non-cash payments;
2) The cost of goods sold on credit at the time of their release (at retail prices) at full cost; 3) The cost of goods sent by mail at the time of delivery of the parcel;
4) Cost of goods sold according to samples;
5) The cost of goods sold in a consignment store;
6) The cost of goods sold in duty-free stores and at auctions at their selling prices; 7) The cost of goods redeemed with a gift certificate;
8) Packaging sold to the public that is not included in the price of goods and empty containers;
9) The cost of glass containers sold to the public with the goods minus empty containers;
10) The cost of printed products sold by subscription to the population;
11) The cost of goods sold at preferential prices or at a discount;
12) The cost of goods released to the population on account of arrears in payment of wages with subsequent payment by the organization carrying out retail trade turnover, other bodies.;
13) Cost of goods sold at fairs, exhibitions... in the Republic of Belarus;
14) The cost of public catering products manufactured by the procurement workshop at a retail trade facility and sold through it.
Proceeds from the sale of goods to the public for foreign currency are taken into account in retail trade turnover in terms of Belarusian rubles at the rate established by the National Bank of the Republic of Belarus on the day of sale of goods.
NOT included in retail turnover:
1) Cost of goods sold outside the Republic of Belarus;
2) The cost of goods sold by other bodies and individual entrepreneurs for cash and non-cash payments;
3) The cost of goods supplied by the employee to his organization on account of his salary;
4) The cost of goods sold through barter transactions and through mutual settlements between legal entities, between legal entities and the population when purchasing agricultural products from them;
5) The cost of sold travel tickets, lottery tickets, lottery cards;
6) the cost of ritual accessories;
7) Sale of postage stamps, envelopes, postcards, Internet cards by post offices.
THE TOTAL VOLUME OF RTO includes: 1) retail chain maintenance; 2) Maintenance of general pt organizations - taken into account in actual sales prices.
System of indicators characterizing the degree of development of trade turnover:
1) volume of trade turnover in current and comparable prices (quantitative in nature). PHYSICAL MAINTENANCE = volume of maintenance at comparable prices.
2) the volume of trade turnover in natural units of measurement;
3) the rate of change in maintenance compared to previous and planned maintenance;
4) The structure of TO is characterized by the CM of sold and unsold goods, individual product groups and goods in the total volume of RTO, food and non-food goods.
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(Qualitative character);
5) maintenance per capita;
6) one-day volume of trade turnover;
7) volume of trade turnover per 1 employee;
8) Volume of maintenance per 1 sq.m. general or retail space;
9) assortment structure of TO;
10) provision of TO with inventory;
11) time of circulation of goods;
12) the volume of maintenance when paying with electronic plastic cards and its share in the total maintenance;
13) sales of domestically produced goods, the share of sales of socially significant domestically produced goods in the total volume of goods and services;
14) average purchase price;
15) TO’s share in cash income;
16) cost-effectiveness of maintenance;
17) investments for one ruble TO.
Factors determining the volume and assortment structure of RTO.
Factors of retail turnover— objective causes, phenomena and processes in the sphere of commodity circulation, the impact of which leads to changes in RTO.
1. External (macroeconomic ): 1) Demographic(population size, population structure); 2) Economic(trends in economic development, unemployment rates; rates for using loans; volume and structure of the consumer goods market; changes in the distribution of household income for consumption and savings; inflation level; price level; level of cash income; development of foreign trade relations); 3) Political and legislative(stability of legislation; role of the state in economic development; state regulation of trade activities ); 4) Scientific and technological progress(level of development of the production of consumer goods; volume of commodity resources; share of innovative goods in the structure of production; volume of production of goods by national commodity producers);
5) National household(specifics of national consumption); 6) Competition(level of competition in a given regional product market; level of competition in the market for trade services).
2. Internal (microeconomic):1) development of the trading network(number and types of retail formats; size of retail space; location, operating hours, specialization of retail facilities); 2) Supply of goods(volume and structure of purchases and their compliance with the needs of the population; commodity distribution, commodity turnover, assortment structure of commodity turnover); 3) Quality of trade service(qualifications and number of sales staff; availability of innovative trading technologies); 4) Buyer behavior and market segment specifics(number of buyers and their preferences; characteristics of the economy of the segment being served; cash income of the population; average purchase price; level of consumption); 5) Organization, methods of sales and incentives for employees; 6) Level of competition(market share owned by competitors; level of competitiveness of the trading organization).
The main factor in the successful development of maintenance is the provision of commodity resources and the efficiency of their use. The RTO depends on the receipt of goods and the condition of inventory. Its volume is influenced by other disposals of goods. Zn + Post = Troz + V + Zk.
(Troz = Zn + Post - V - Zk); (Post = Troz + V + Zk - Zn).
The volume of RTO as a cost indicator is largely determined by the level of retail prices. The higher the price, the more maintenance, but the less sales of goods in physical terms. For analysis and planning purposes, the indicator is used RTO at comparable prices, which is calculated as the quotient of actual maintenance divided by the price index.
The difference between actual and comparable maintenance represents the amount of additional costs incurred by buyers due to the price increase. When prices are reduced, the difference reflects the benefit received by customers.
Maintenance is significantly influenced by the provision of a trade organization with labor resources and the efficiency of their use. RTO= SChR×PT (one employee);
The influence of these indicators on TO: 1) T ср=ПТ0×СЧР+((ПТ×СЧР1)/2); 2) T pt= SChR0×PT + ((PT×SChR1)/2).Where T shr— change in maintenance due to changes in the average number of employees; PT0- labor productivity of one employee in the base year; SCHR1- change in the average number of employees in the reporting year compared to the base year; PT1- change in labor productivity of one employee in the reporting year compared to the base year; T Fri- change in the volume of maintenance due to changes in the labor productivity of one employee; SCHR0- average number of employees in the base year.
For the dynamics of RTO, the condition, development and efficiency of use of fixed assets of a trade organization, as well as its mode of operation are not indifferent. The RTO volume is determined by the formula:
Troz= S×Ksm×Tt.z.×Ndn. Where: S-area of the trading floor of a trading organization; Kcm = shift coefficient of the organization; Tt.z. - turnover per 1 square meter of sales floor area per shift; Ndays - the number of days the organization has been operating.
The volume of maintenance is directly dependent on the number of buyers and their purchasing capabilities: Troz= Chn×average per capita size of purchasing funds, where Np is the number of buyers.
RTO assortment structure depends on many variables: on the one hand, on changes in the volume and structure of commodity resources during the year (internal factors); and on the other hand, on the mobility of the structure of consumer demand for individual goods in different periods of time (external factors).
To external factors, which determine the structure of maintenance from the production side, include: 1) fulfillment by suppliers of concluded contracts; 2) compliance of the goods supplied with the requests of trade organizations; 3) availability of commodity resources; 4) the degree of renewal of the production structure; 5) seasonal fluctuations in production, trade and consumption.
Internal factors include: 1) forms of trade organization; 2) labor organization; 3) staffing level of the trade organization; 4) qualifications of employees; 5) organization of advertising activities; 6) quality of trade customer service.
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Cash turnover - enterprise
Page 1
The cash flow of an enterprise, being isolated, in whole or in part, forms the material basis of financial management.
The cash flow of an enterprise consists of cash flows in connection with various business transactions. These operations can be divided according to their economic content into three main categories - current, investment and financial activities.
The cash flow of an enterprise consists of cash flows in connection with various business transactions. These transactions can be grouped according to their economic content as follows: for current, investing and financing activities, the sum of these results determines the net change in cash for the period and is reconciled with the opening and closing cash balances according to accounting analysis.
The enterprise's cash flows are carried out mainly through non-cash payments through State Bank institutions.
The cash flow of an enterprise consists of cash flows in connection with various business transactions, which, as already mentioned in Chapter. This grouping makes it possible to identify the financial result from each of the three areas of the enterprise’s activities. The sum of these results determines the net change in cash for the period and is reconciled with the opening and closing cash balances on the balance sheet.
The cash flow of an enterprise consists of cash flows in connection with various business transactions. These operations can be grouped according to their economic content as follows: by current, investment and financial activities. This grouping makes it possible to identify the financial result from each of the three areas of the enterprise’s activities. The sum of these results determines the net change in cash for the period and is reconciled with the opening and closing cash balances on the balance sheet.
Analysis of an enterprise's cash flow is based on complete and reliable information reflected in the financial statements, some of which are mandatory, and some of which are used for the successful organization of the financial manager's activities.
Managing finances and the cash turnover of an enterprise means the ability of financiers to determine the volume and intensity of the receipt and expenditure of funds both in the short and long term. Cash flows in the turnover process ensure the circulation of all capital, the formation and use of financial resources.
This document, which is essential for managing the current cash flow of an enterprise, is developed for the coming month, broken down by ten days or five days. With its help, prompt financing of all business operations of the enterprise is provided without dividing them into types of activities. Based on the balance of payments, the enterprise predicts the fulfillment of settlement obligations to the state, creditors and partners, and records changes in solvency. This document allows you to plan the receipt of your own funds, as well as attracting, if necessary, a bank or commercial loan.
What does the state regulate in the cash flow system of an enterprise?
The system of planning and management of the total cash turnover of an enterprise operating in new economic conditions is considered.
Composition, structure and significance of RTO
However, not all information about the cash flow of an enterprise is reflected in these reporting forms. To fill this gap, a cash flow calculation (CFC) is used, which shows the sources of the enterprise’s funds and the directions of their use in a certain period. Thus, the DDS Report characterizes the level of sufficiency of the enterprise’s cash resources.
So, in Fig. Figure 5 shows a schematic diagram of the company's cash flow.
At the first stage of the analysis, the dynamics of the total volume of cash turnover of the enterprise is examined. In the process of this aspect of the analysis, the growth rate of the total volume of cash turnover is compared with the growth rate of the enterprise's assets, production volumes and product sales.
Pages: 1 2 3 4
Speed - turnover
Page 1
The speed of turnover or turnover is determined based on a comparison of turnover (revenue from sales) with average inventory for a given period of time. The unit for measuring trade turnover (dynamic indicator) and the average amount of inventory (static indicator) is one-day turnover.
The speed of turnover, determined on the basis of the first formula, is expressed by the number of revolutions.
The turnover rate fCmoj shows how many times the existing inventory is sold and renewed during one period.
The turnover rate can be calculated for individual warehouses, for individual assortment items.
The speed of turnover, determined on the basis of the first formula, is expressed by the number of revolutions.
Retail trade turnover and its development in a competitive environment (page 3)
The speed of turnover is expressed by the number of revolutions. It shows how many times inventory is turned over (renewed) during the reporting period. It is also necessary to calculate the average inventory of goods. For a month it is determined using the arithmetic average. Using the formula of the average chronological moment series, the average inventory for the quarter and year is found.
As noted, the structure of trade turnover has a great influence on the speed of trade turnover and the time of circulation of goods. An increase in the share of fast-moving goods in the turnover causes an acceleration of commodity circulation throughout the enterprise or organization as a whole, and conversely, an increase in the share of slow-turnover goods in the turnover will affect the average negatively and vice versa.
From the above formulas it follows that the speed of turnover and circulation time are proportionally dependent on the volume of turnover and the size of average inventory.
The need for working capital is inversely proportional to turnover: the higher the turnover rate, the less working capital is required to ensure a given (given) volume of turnover.
The above formulas are interconnected, which allows, knowing the speed of turnover, to determine the time of circulation of goods and, conversely, knowing the time of circulation, to determine the speed of turnover.
Using appropriate methods of analytical calculations, it is possible to determine the impact on the speed of turnover and the time of circulation of goods of each of the above factors.
Pages: 1 2 3
The activities of a commercial organization can be characterized by its revenue and sales. What is their specificity?
What is revenue in a business?
The revenue of a commercial enterprise is usually understood as the amount (or a list of property in value terms) that it received as a result of sales or provision of services within a certain period of time. Based on the difference between revenue and expenses (and sometimes only on the basis of the value of the first indicator), the amount of taxes that the company must pay to the state is determined. The exception is the taxation mechanism, in which the corresponding cash receipts to the enterprise account are not taken into account: such schemes include, for example, the UTII system provided for by Russian legislation.
It is worth noting that, in accordance with some financial analysis methods, revenue as an economically significant indicator can be reduced by taxes (in this case it is called “net revenue”).
A common approach according to which revenue is classified is:
- on cash receipts from the main type of commercial activity of the company;
- on proceeds from investments (for example, in the form of proceeds from the sale of securities);
- on revenue generated as a result of changes in exchange rates (for example, when exporting goods).
All three types of financial income are combined into total revenue. But, as a rule, business efficiency is assessed based on the income that is associated with the main activities of the enterprise.
A company's revenue can be calculated using two methods: cash and accrual. In the first case, it is recorded upon the fact that the enterprise accepts funds into its current account or cash register. In the second, it is calculated when the buyer of goods or consumer of services has obligations confirmed by contract or law related to payment for delivered products or services.
The main condition for receiving revenue from the main activity, regardless of the specific method of its calculation, is the sale of goods or services. Let's consider its specifics in more detail.
What is implementation?
This term corresponds to the direction of activity of a commercial enterprise, which is associated with the supply of goods or services produced or resold by it to the market.
In fact, we are talking about meeting the demand generated by consumers. At the same time, the interaction between them and suppliers within the framework of sales may involve not only the actual purchase and sale of goods or services, but also, for example, the organization of their delivery (providing conditions for provision, if we are talking about services), storage, promotion through available channels sales, etc.
The end result of the sale of a product or service is the receipt by the authorized person of payment for the deliveries made, which, in fact, forms revenue from the main activity (or, if we are talking about the cash method of recording income, this will be the buyer’s acceptance of obligations to pay for the product or service) . 
It may be noted that, in accordance with the legislation of the Russian Federation, the following cannot be recognized as sales, in particular:
- operations related to currency circulation;
- transfer of the company's resources to its legal successors as part of the reorganization of the business entity;
- transfer of company resources to non-profit organizations for non-commercial activities;
- transfer of investment property under a partnership agreement, as well as to mutual funds established in cooperatives;
- transfer of property within the framework of concession legal relations;
- transfer of resources of a business company to one of the participants upon his exit from the business;
- transfer of apartments to citizens as part of privatization;
- operations of seizure of property, handling of ownerless things.
Comparison
There is more than one difference between revenue and sales. This is due to the fact that these terms, although used, as a rule, in the same context, nevertheless mean different things.
Revenue is the flow of cash received by an organization as a result of commercial activities. However, it is not always related to sales. Revenue, as we noted at the beginning of the article, can be, in particular, investment income.
Implementation- this is the part of commercial activity that is most significant from the point of view of the company’s acquisition of revenue from its main type of business. It is almost always associated with sales of goods and services.
Having determined what the difference between revenue and sales is fundamentally, we will reflect the conclusions in a small table.
Table
In modern conditions, entrepreneurs create technical specifications using their own funds, so they must regularly monitor the condition of their product inventories.
A shortage or excess of inventory leads to negative consequences:
Difficulties arise with the supply of goods to the enterprise’s turnover;
Excess inventory causes additional losses, an increase in the need for loans and an increase in the cost of paying interest on them, an increase in the cost of storing inventory, which together worsens the overall financial condition of trading enterprises.
The state of inventories largely depends on their correct analysis and planning. For this purpose, an economic analysis is carried out.
During the analysis it is necessary to establish:
Reasons for deviations of actual inventory indicators from planned ones (in amount and in days of turnover);
Assess these deviations;
Determine the factors that influenced their deviation from the plan.
Based on the data obtained during the analysis, measures are taken to normalize inventory.
Analysis of inventory and turnover is carried out by comparing actual indicators for the analyzed period with planned and indicators for the previous period.
Inventories are analyzed, planned and accounted for in absolute and relative terms.
Absolute indicators are expressed in cost (monetary) and natural units.
The first relative indicator used in the analysis is the indicator of the amount of inventory in days of turnover (sometimes this indicator is called the level of inventory), which characterizes the availability of inventory on a certain date and shows how many days of trading the available inventory will last.
1. Commodity inventories in days of turnover are defined as the ratio of the absolute value of inventories on a certain date (January 1, February 1, March 1, etc.) to the average daily turnover.
Inventories in days of turnover are calculated using the formula:
One-day turnover is determined by dividing the total turnover by the number of days in the period (per month - 30 days, per quarter - 90 days, per year - 360 days).
– one-day turnover volume (rub.)
Where, T one – . one-day turnover volume;
T f.– actual volume of trade turnover;
D– number of days in the period.
For each product group, inventory standards in days are calculated. Comparison of actual inventories with the standard allows us to identify deviations in the size of inventory in one direction or another from the standard.
When analyzing TZfact. compared with the norm N T 3 (days):
a) If TK DN > N T 3 (days) - there is a threat of overstocking,
12 days – 10 days = 2 days – excess stock
b) if TZdn< N T 3 (дн) - возможны перерывы в продаже товаров.
8 days – 10 days = - 2 days – lack of goods
Amount of excess (shortage) funds = One-day turnover x deviation (TZfact. - N) days:
1200 thousand rubles. X 2 days = 2400 thousand rubles.
1200 thousand rubles. X -2 days = -2400 thousand rubles.
Such a deviation with a “-” sign indicates that inventories need to be replenished, otherwise the volume of turnover in the next period may be reduced.
And, on the contrary, a deviation with a “+” sign indicates that there are excess inventories. In this case, it is necessary to find out why they arose. If these goods are not sold for a long time, they take up retail space and increase distribution costs. Then it is necessary to take measures to implement them (for example, by setting discounts).