How to determine the company's annual turnover. What is revenue, profit and income: what is the difference and from which are formed

Performance turnover It implies the amount of income of the enterprise / entrepreneur from its activities - that is, the entire amount of sales, goods, services and work for the year. In other words, gross income. Because it is possible to calculate the annual cycle as the amount of the gross income of the enterprise?

Instruction

1. To begin with, determine the tier of the annual turnover past periods of their company. If your company is just starting its action, take the branch statistics and orient on the example of your rivals.

2. See what forecasts of inflation gives the government to the year planning. This indicator is strictly indicated when planning the state budget.

3. Enter the amendment indicator to calculate the annual turnover The planned year: you want to leave the cycle on the reached tier - then the indicator of the correction is equal to one. If you want to increase the cycle, then you are obliged to understand, at the expense of which factors it is permissible: by holding more hostile advertising campaign, by updating products, by increasing prices - determine these factors and make a plan for implementing activities with reference to the annual plan.

4. Perform the adjustment to the result of the past years on the inflation rate of the planned year and the indicator of the amendment - the magnitude of the increment or decrease in the annual turnover . Let's say: for the previous three years, the cycle of your company was 3,000,000 rubles per year on average. You decided that this year you will increase your annual cycle by 15%. Then the expected annual cycle will be: 3000000 * 1,15 \u003d 3,450,000 rubles. The government announced that the expected tier inflation in the planned year is 7%. We introduce amendment to the expected tier inflation: 3 450 000 * 1.07 \u003d 3,691,500 rubles - this is a planned volume of annual turnover Your company. Why should be multiplied by inflation rate, and not to take it? You want to get an annual amount turnover , equivalent amount of average turnover For the previous three years. Incidentally, if you accommodate the annual cycle in the amount of 3,450 000 r., And annual inflation will be 7%, then the real amount of the annual turnover will be: 3 208 500 p. That is, you will not reach the result.

5. Now we will break the annual cycle for months and get the expected amount of implementation for the entire month. At the same time, hesitate to consider the features of your activity - do not separate the cycle on equal parts. Any action even in such a short-term period, as a year, has its own lists and decals. Track them on the example of previous years and make monthly cycles in accordance with market fluctuations. Then your plans will be more accurate.

Gross income implies the total annual income of the company, expressed in the monetary equivalent and obtained as a result of production, as well as sales of products. Thus, it is the gross income that can characterize the final result of the company.

Instruction

1. Determine the value of gross income in the form of a difference between the monetary proceeds received from the sale of goods and the physical costs for their production.

2. Summarize the entire cost produced for the year of products for the year or the entire value added. In turn, the added value is the added amount to the universal value of the released products at any further production stage. In addition, at any production stage, a certain proportion of equipment depreciation is added, as well as the cost of rent.

3. Consider the size of the gross income of the company per unit of products. It depends on the number of the results of the production results (goods) and on the price of all certain types of products. In this case, the process of formation of gross income in one type of goods is allowed to calculate according to the formula: d \u003d cxq, the GDED is an indicator of the income of the enterprise; C is the value of the product sale price; Q is the number of products sold.

4. Consider the amount of all indicators included in the gross income: Universal income received from the sale of goods, including servicing and auxiliary industries; securities revenues; Revenues from different (insurance, banking) operations implemented to provide financial services.

5. Calculate the scorched gross income, the one that is the size of gross income, reduced to the amount of value-added taxes, the amount of excise collection and the values \u200b\u200bof other revenues.

6. Calculate gross income with support for formula: C + LG + G + NX, GDes - consumer cost indicator; LG - the amount of investment of the company; G - purchases of goods; NX - net exports. In this case, the costs listed in this case are GDP and reflect the market Production estimate for the year.

Video on the topic

The amount of the annual cycle is the income of the enterprise obtained from its entrepreneurial activity - the entire amount that was obtained from the sale of products, services or work for the reporting year. That is, in other words, the annual cycle is the gross income of the company.

Instruction

1. Determine the annual cycle indicator for the last period at its enterprise. At the same time, if your organization is just beginning to progress (you have long discovered your business), you can take statistical data on the similar branch and navigate on the example of your own rivals.

2. Pay attention to the way of inflation gives the Russian government for the period under review (planned year). This indicator should be strictly indicated when planning each state budget Any country.

3. Inscribe the amendment indicator in order to calculate the annual cycle of the planning year. In this case, if you want to save a cycle on a certain tier, the amendment indicator will have to be equal to one. But if you expect to increase the cycle, you need to realize, at the expense of what indicators it is permissible. Let's say this may be due to the holding of a particularly hostile promotion, by updating the choice of products or by increasing prices.

4. Make a plan to implement the necessary events later the definition of the above factors with reference to the considered annual plan.

5. Make the adjustment of the result you received last year with the support of the inflation rate of the scheduled year (multiply these values). Multiply the resulting amount on the correction indicator, i.e. By the amount of reduction (increment) of the annual cycle.

6. We break the value of the annual cycle by months to purchase the expected amount of implementation on a certain month of the company's work. At the same time try to consider the features of your entrepreneurial activity - do not share the income on the equivalent parts.

7. Also consider that any action of the organization even in such a small period, as one year, owns its lies and downsion. Track them by applying the data of previous years, and then reset the monthly cycles (income) in accordance with the changes in the market.

The turnover of the enterprise, or turnover, is called gross income - this is the amount of money that the company received as a result of sales of its product (product or service). Sales revenue, or trafficking enterprise turnover, use for reports in statistics.

Financial the turnover of the enterprise refer to the funds received from sales. The trade is used by the term "trade turnover", indicating the amount of money that has come for a certain period: month, season, year.

Company turnover - This is a total volume:

shipped goods of its production, work done and services performed by their own efforts;
sold goods;
sold materials, raw materials, components, fuel, which was previously purchased for their use in production.

Funds' turnover company - This is the movement of production factors expressed in the material and material equivalent.

The stock turnover of the enterprise covers the production and operating spheres. Current funds of the company, or cash turns of the enterprise, is a combination of consumption and production funds.

Coverage funds differ from the main fact that they function fully in all production cycles. The costs of them are included in the mandatory production costs. References can serve as materials, fuel, raw materials, energy, purchased semi-finished products and spare parts.

Foundations appeal - This is a combination of all funds that function in the field of circulation: cash, product for sale, receivables, etc.

In the turnover of the enterprise turns on The total value of the goods of its own production, which were shipped, as well as the cost of work and those services that were fulfilled their efforts. In addition, the organization's turnover also includes revenue from sales of purchased goods (without VAT, excise taxes and other mandatory payments).

Volume of shipped goodsinternal production in the turnover of the enterprise is called the cost of products, which is made by a legal entity and shipped during the reporting period or released for sale. Also, the volume of shipped goods refer direct exchange with other legal and individuals Regardless of whether the receipt of cash was the seller.

This indicator of the company's turnover is a direct reflection of the company's commercial activities.

Retail trade turnover Revenue becomes a product acquired for resale (minus value added tax, sales tax and other mandatory payments), revenue of the transmitted (shipped) product internal production, income from other activities (for example, from renting premises, transport, equipment and etc.). In the turnover of retail enterprises, income from sales of its fixed assets, assets, currency, shares and others valuable papers.

The turnover of the enterprise wholesale trade is a revenue from the sale of goods acquired for resale (not counting VAT and other obligatory payments), from the mediation services (commission of agents with deduction of taxes), the value of the shipped (transmitted) product of its production, profit from other activities (rental of premises, equipment, transport, etc.). No in turnover as well as in retail, revenues from sales of their funds, financial assets, currency, securities, etc.

Monetary turnover of the enterprise is the sum of all payments, cash and non-cash, at a particular time interval. This is the name of the individual circuit of the real movement of the company's money. It is based on the shipment.

The money turnover of the enterprise consists of two parts:

the first arises between the companies in the sale of the product. Simply put, these are commodity payments;
the second part of the company's monetary turnover is payments for all other operations that are not related to the goods (employee salary, dividends, taxes, etc.). Do not confuse the concept of "cash turnover" with the "payment turnover".

When it comes to money turnover, there are in mind the operations associated with cash and non-cash payments. Payment of the tradethey are associated with monetary other types of payments: with the help of checks, bills, etc., that is, the money turnover is part of the entire payment turnover.

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What types of turnover in the enterprise

Cash-turn - These are all cash payments.

In each organization in Russia, regardless of its legal form, free financial resources should be kept in the commercial bank account.

Cash transmission of the enterprise, or cash calculationsfunction between legal entities and individuals, individuals, as well as among all kinds of enterprises, organizations, institutions.

Calculations includeall kinds of payments of financial funds to employees. In cash, the company's turnover includes salary, scholarships, pensions, monetary assistance and subsidies, receipts from the financial system, etc.

Cash with calculations, individuals enjoy when buying and selling, providing and paying services. Also in cash intensity of the enterprise is the issuance of the following payments: wages, scholarships, financial support of servicemen. The funds of banks are paid on time stipulated by the Agreement, the decision of the Government of the Russian Federation and the indication of the NBU.

Cash issuance occurs by translating from the current account of the organization with the help of checks, where on the turning side indicates the purpose of the amount taken from the account.

Cash facilities that come to the organization's cash system per day must be submitted daily to the bank that serves the company. Thus, there is a daily cash turnover of the enterprise.

At his office, an organization can only leave cash only in a certain limit, the limit of which is established by the bank that serves it. This limit is determined taking into account the specifics of the company's activity, because the amount should remain at the cash desks, which will be able to ensure the smooth functioning of the company's capital turnover, starting from the next day of the working day.

Cashless money back

A non-cash monetary turnover is called the part of the company's capital turnover, where cash flows go through their transfer to bank accounts either through mutual requirements that exclude monetary marks themselves.

For the most part, the money turnover of the enterprise takes place on non-cash calculations. This is because cashless turnover has significant advantages over cash and is more efficient for people as a whole, and for individual economic entities.

Causes of non-cash calculation efficiency:

A significant reduction in social costs of circulation.
Creature required conditions To resolve the country's capital turnover of the enterprise.
Improving the economic condition of each subject in the non-cash calculation system - acceleration of the money circuit gives the close relationship of people with banks and a monetary system as a whole.

Thus, each member of the cash circulation is in a favorable position, calculating a non-cash method with banks, as well as within the limitary turnover of enterprises.

The system of cashless payments includes:

their organizational principles;
system of requirements for the company;
formats and methods of calculations;
rules for the order of payments;
estimated documentation required in the financial trafficking of the enterprise.

System of the principles of non-cash calculation:

calculation in cashless form is carried out following the provision of services or the provision of goods;
both cashless money turnover of the enterprise and the calculations of individuals occur with the direct participation of banks and they are controlled;
all non-cash payments are carried out on a voluntary basis;
the payer has free funds or the right to credit.

Requirements To the organization of non-cash settlements:

payments must be timely;
conditions should be created to ensure control and discipline of non-cash financial turnover of the enterprise, including bank contracts;
unacceptable cash flows in the calculations are unacceptable, it is necessary to bring the moment of providing goods and services with payment.

Methods of non-cash settlements:

transferring money from the payer's current account at the expense of the recipient;
offset requirements of both sides.

Types of cashless settlements: nonresident, local, republican and interstate.

Nonresident represents non-cash financial transactions as part of the company's turnover among suppliers and buyers who are serviced by banks in different cities. Local non-cash payments are the cash flows between the supplier and the buyer, when the service occurs by one or different banks within one settlement.

Depending on the scope of application, among other things, in the framework of the financial turnover of the enterprise, non-cash calculations can be made:

during commodity operations for TMC after the services provided and work performed;
with operations that are not related to goods and services (tax and other payments to the budget, loans).

Depending on the nature of the calculated documentsIncluding with the monetary turnover of the enterprise, there are the following types of non-cash settlements:

payment requirements;
money orders;
payment requirements for instructions;
checks;
accredit and bill calculations.

To implement the financial turnover of the enterprise in obligatory Open accounts in banks.

Performance performance - main sensors of the company

They are given legal entities who are engaged in commercial activities, and citizens who carry out entrepreneurial activities without the formation of a legal entity (FBULL).

Funds from it can independently spend the owner of the account. It is possible to produce the following operations:

enroll in account financial arrivals;
check out money on the owner's application.

To open the calculated and current accountTo ensure the financial trafficking of the enterprise, the following is subject to the provision of banking institution documentation:

statement;
state registration of the company;
a copy of the constituent agreement on the creation of the company;
a copy of the company's charter;
two cards where samples of signatures and print prints are presented, certified by the notary;
help from the tax inspectorate on registration.

The bank has no right to not open the score to the client, if future non-cash operations in the turnover of the enterprise have a legal basis.

Depending on the nature of the money relations The company's turnover may be:

settlement serving payments for goods, and services, and non-universal obligations of legal entities and individuals;
credit trafficking;
financial turnover of an enterprise serving cash relations.

Depending on the subjects, between which funds moveIn the financial turnover of the enterprise there is a movement:

interbank (between banks);
banking (among banks and legal, as well as individuals);
between legal entities;
between legal entities and individuals;
between individuals.

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How to make an analysis of the company's turnover

Relying on analytical and accounting, the company's financial turnover is assessed as the amount of credit turnover and accounts that reflect cash flows in operations, investments and commercial activities.

The company's financial turnover is a set of cash flows under various monetary operations. This kind of grouping makes it possible to identify the economic efficiency of each of the enterprises of the company's turnover. The overall result shows changes in the company's economy, it is checked with the original and final financial balance on the balance sheet in accounting.

If you analyze the movement of the company's money circulation, it is possible to see quite accurately, what is the difference between the value of the financial flow that took place in the organization last reporting period, and the funds received during this time. When a comprehensive study of the commercial component of the company is carried out, the economic indicators are analyzed, given the specifics of financial flows, that is, the total turnover of the enterprise.

This is partly due to the fact that in modern reports reflect the economic results that are formed by the method of accrual, not through the cashier. In other words, all the parishes and costs of cash funds are reflected in the reporting period in the fact when they were, regardless of the real movement of the financial turnover of the enterprise.

There is still such a moment. Basically, the receipt and outflow of finance do not carry the principal impact on the total turnover of funds in the enterprise during the reporting period, since they are considered in the current period as income and costs. We are talking about income and expenses of future reporting periods, receiving and paying advances, receiving and returning loans, acquiring fixed assets, financial investments, etc. It is better to analyze not only the financial results of the company's activities and the company's turnover during the reporting period, but also express Amendments in the remaining of finance in the period and in their structure.

Can be carried out monetary Motion Analysis in two ways: Direct and indirect.

A direct method is supposed to analyze the arrival of funds in the turnover of the enterprise (revenue from sales, etc.) and expenses (payment of accounts to suppliers, return of loans, etc.) of finance. In fact, the information base for analyzing financial movements is revenue.
An indirect way is identified and accounted for operations related to the movement of money masses and a gradual rate of profit.

A direct method analyzes the results of operations (financial trafficking of the enterprise) for a certain period. These operations can be grouped by three types of activity:

operational - these are sales, advances, payment of service providers, the conclusion of rapid lending agreements and loans, payments, payments with the budget paid / received interest on loans and loans;
investments - Money trafficking enterprise related to the purchase or sale of assets;
financial sector activity - long-term loans and loans, various types financial investments, closure of debts for the loans received earlier, dividends.

Source Information for Analysis - This is form number 1 "Balance of the enterprise" and form No. 4 "Report on cash flow". They can be generalized in such a formula:

d 0 + ▲ + d - ▲ - d \u003d d 1, where

d 0, D 1 - the balance of the company's finance at the beginning and end of the reporting period,

▲ + d - the amount of money receipts during the reporting period,

▲ - D - Financial expenses.

The money turnover of the enterprise depends on the various factors of the company's functioning. Because of this, in this formula, the arrival and outflow of financial resources is represented in three components of the types where current, investment and financial activities are reflected.

Money Motion Structure Shown in these formulas:

▲ + d \u003d ▲ tech + d + ▲ inv + d + ▲ fin + d

▲ - d \u003d ▲ tech - D + ▲ Inv - D + ▲ Fin - D

▲ tech + d, ▲ tech - d - arrival and outflow of finance (enterprise turnover) from operating activities,

▲ Inv + D, ▲ Inv - D - the arrival and outflow of investment funds,

▲ Fin + D, ▲ Fin - D - the arrival and outflow of money from the financial sphere.

Cash receipt from current activities (▲ tech + d) expressed in revenue from the sale of goods and services, as well as advances that buyers paid (customers).

Cash flow from current activities (▲ Tech - D) makes up payment of goods and services, wages, deductions for social needs, accountable amounts issued to close the needs of operating work, tax payments, extensions of customers and other payments, advances to suppliers, loans and loans - that is The cumulative financial turnover of the enterprise for operational needs.

Cash receipt from investment activities (▲ Inv + d) is a revenue from the sale of the main product and other property, dividends and interest on investment, receipts from bonds, shares and other long-term securities. It all is part of the income in the investment trafficking of the enterprise.

Cash flow from investment activities (▲ Inv - D) implies equity participation in construction, the acquisition of securities and long-term cash investments, dividend payments and interest on shares and other securities, buying fixed assets and assets. All this is related to the expense of the enterprise investment turnover.

Cash receipt from financial activities (▲ Fin + D) implies income from short-term securities, from the sale of pre-acquired securities, from paying loans, etc.

Cash flow from financial activities (▲ Fin - D) is a combination of acquisitions of short-term securities, refund of payments, etc. The funds from financial activities also play an important role in the money back of the enterprise.

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5 rules how to calculate the company's turnover per year

Annual turnover implies the company's income amount (or individual entrepreneur), that is, the total amount from the sale of the product during the year. In other words, annual turnover Enterprises are gross income.

Rule 1.

You need to determine the annual turnover of the enterprise of the previous periods of your company. If you are at the beginning of your path, take advantage of competitors in this industry.

Rule 3.

Make the amendment ratio to calculate the annual turnover of the enterprise to the planned year. If you need to leave the company's turnover on the existing level - in this case, the coefficient will be alone. If you want the growth of the annual turnover of the enterprise, you need to think about what factors It is possible to increase it:

carry out a more saturated advertising campaign;
update products
increase prices.

Decide this and think about step by step, as you will implement the growth of the cash turnover of the enterprise throughout the year.

You need to adjust the result of the previous years achieved by you, taking into account the inflation coefficient of the planned year and with the amendment ratio. For example, over the past 3 years, you managed to achieve financial turnover of an enterprise in an average of about 3,000,000 rubles per year. You want to increase it by 15%. The desired turnover, taking into account the correction factor: 3000000 * 1,15 \u003d 3,450,000 rubles. Next, calculate the required amount taking into account the expected level of inflation in the coming year, it will be 7%: 3,450,000 * 1.07 \u003d 3,691,500 rubles. You received the sum of the planned volume of the annual turnover of the enterprise. We multiply on the inflation rate, but we do not take it, since the desired amount of annual turnover should be equivalent to the average annual turnover of the enterprise for 3 recent years. So, if you wish to raise the company's annual turnover of up to 3,450,000 rubles, but you will not take into account inflation in the amount of 7%, your annual turnover will result in 3,208,500 p. And it is less than the desired result.

Rule 4.

Next, you need to split the amount of annual turnover of the enterprise for months, and you will have the expected amount for each of them. Just take into account your specifics, do not share the turnover of exactly 12 parts. Each activity has over the course of the year and rises, and decline. Analyze the schedule of income of the past years and, based on their example, plan each average monthly turnover, taking into account market fluctuations. In this case, your plan will be more accurate.

Opinion expert

How to maintain the volume of turnover in the enterprise to the no-season

Mikhail Fishermen,

business consultant, Moscow

Almost in any business area there is a recession time. With these periods it is very difficult to fight, it is best to prepare for them in advance to support the company's turnover.

If you want to save the minimum level of sales into the unrest, you need to create a direction or choose goods that during this period literally will be an alternative to your main product. Support the company's turnover during the year you segmentation. Suppose, in the summer, offer people tours to Greece, in winter - Goa or skiing European resorts. For spring and autumn better suitable As tourism Egypt, there is ideal weather at this time. Many firms during the off-season are reoriented to another client group: for example, in the summer months there is more interaction with the retail client, in the winter - with corporate. This contributes to the maintenance of the company's turnover into no-season.

If the seasonal goods you did not have time to make money, there is a way out. Condure sale, make a sales stimulation using various marketing tools - use advertising, promotions and discounts. Significantly increase profits this will not help, but so you can save the minimum financial turnover of the enterprise. In retail, for example, open the stock store and sell out products.

To prepare for non-season, you can use the analysis of previous periods. Implement new technologies, business processes. In the end, teach staff, and if necessary, hire new workers.

So, in order to maintain a money trafficking of the enterprise into a non-season, it is necessary, first of all, learn to apply the experience of the divergent (from previous periods) and competitors. Learn statistics, analyze customer preferences and take appropriate measures. So you will be able to prepare for unpleasant business manifestations in the union.

How to increase the total turnover of the enterprise

This is actually a key question for any organization. Accordingly, profit will also grow from increasing the total turnover of capital. there is two ways to solve this problem:

extensive;
intensive.

In the first case, you need to use external resources - to increase the number of sellers, the amount of finance in the turnover of the enterprise, the number of customers, dealers, etc. In the second, use the internal reserves of the company.

Due to whatthe company's turnover increases with the same managers, a constant product and a stable market situation?

Teach managers. Training will allow you to increase the conversion at all stages of the sales funnel.
Offer your customers special conditions: promotions, gifts, bonuses, etc.
Earn a question of motivation.
Use new, first of all, intangible resources.
Accounting, planning, to help you.

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How to increase the turnover of enterprises: 8 cunning methods

1. What to do if there is no money for gifts to customers.

Congratulate, for example, the partners of the agricultural sphere Happy New Year not on the eve of January, like everyone else (your gift is still lost in mass with others), and on March 1, when it starts with a C / X year. In other areas, congratulate customers with the beginning fiscal year - Many firms begin it from spring.

2. How to inspire employees to fulfill the plan.

Unfortunately, many companies will not disclose their employees the company's performance. Of course, all the data is definitely not worth the result, but to increase the turnover of the enterprise you need to inform the information to employees generalizable: "The plan is 85%." It is better to do it better and somehow unusual. Buy, let's say a large glass vase and fill it with tennis balls in the process of execution of the plan. So your employees will always see that sales are increasing, and they will have more motivation, and you have an increase in the financial turnover of the enterprise.

3. How to increase the amount of the check.

Example from practice. In the store of doors and flooring, it was necessary to increase " middle check" Consultants on the chest were hung notepads. When the buyer came, the seller asked: "What is your name? What would you like? " "And entered this data in a notebook, after which I said:" I will show you where it can be found. " This simple innovation made it possible to increase the average amount of the check by 13%, which increased the total turnover of the enterprise. Another example from the company for sales of telecommunications. There, before each manager, a sticker was posted with the inscription: "Sell, damn it! Sell mobile Internet! ". Interestingly, sales increased in this company by 5%.

4. If your commercial offer is not read.

There are people rational, and there are emotional. The first is better understood by the language of the numbers, the second pictures. For this reason, your commercial offer must be done for each type separately. The most interesting thing is that the same person from simple curiosity will definitely want to open both to compare them. That is, he will read a commercial offer anyway. Even to increase the turnover of the enterprise, if your commercial offer is not read, you can recommend compare it with proposals of competitors. It will be useful to put all the KP of competitors to the floor, and then stand up on the chair and look at all this from above - can you see your leaflet or need to redo it?

5. How to get ahead of competitors.

Give your employees to learn portals of your competitors, their advertising moves, commercial offers - Let, say, on Fridays, you report on what has changed in a week. You can install a magnetic board in the office so that any worker, having learned something new about the competitor, attached information to the board. If your employees know what is happening at opponents, you will quickly take the right actions and you can increase the company's turnover.

6. If employees do not push ideas.

Hand key employees on the book - let it read a month. After that, each employee must write all the interesting ideas that he read, as well as his ideas about what can be realized to increase the company's turnover. There is another method, how to make employees literally fall asleep you with ideas. Apply the famous brainstorming, only in a destructive key. Collect your employees and ask them: "What should we do to fail this project?" Either: "What to do to reduce the turnover of an enterprise three times?". This pretty jog feed will give people courage and impetus for creativity, and you will be given a lot of ideas. And you will mark them later for yourself with a "plus" sign.

7. How to increase revenue.

Offer the client three possible options. Suppose your product is coffee. When you offer people two options - Grande for 79 rubles. And Tall Grande for 119 rubles. Most likely, both types will strike approximately the same. However, when you offer Super Grande as a third version for 149 rubles, only 15% will prefer GRANDE, and 85% will buy Tall Grande. The alternative to the third option is created that customers choose the second. But the store should accommodate the sign of the sign with the words: "Cappuccino Grande for just 79 rubles." This is a wonderful way to increase the turnover of the enterprise.

8. How to make your product selling as many people as possible.

First, make a set of business cards each employee, including courier. And let the sales manager be a business card with the inscription: "Leading key clients manager." Secondly, give a small souvenir to everyone, even to the one who comes to you for an interview. This makes, for example, Google Corporation - they give an interview to each candidate a flash drive, handle and notepad. Thus, it is possible to secure the effect of a sarafined radio that ultimately will raise the company's turnover.

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How to constantly increase the turnover of the enterprise even after stagnation

Most commercial directors say that with the increase in the company's turnover of more than $ 2-5 million per year, they slow down sales and reduces handling. When the business grows, but it ceases to develop, previous control levers do not function anymore. What to do to overcome stagnation so that the company successfully grew and developed?

When introducing a new strategy of growth and development, it is necessary to clearly decide which product, in which markets and who you will sell, what the desired turnover of the enterprise is such an analysis will allow you to completely see the scale of the organization. Actually, so you can predict the future of your company. It often happens that the current situation in the company is far from the desired. If you have an abyss between reality and your goals, you need to conduct serious transformation, introduce new technologies - only comprehensive measures will give necessary growth Company turnover. They should be based on the positioning of the company and goaling.

Determination of target market segments and positioning of the company. Finding your target client and a niche in the market, you need to begin implementing relevant technologies, product, quality, logistics, services. As soon as you clearly segmented your audience, you will be able to correctly position your organization by applying it for the needs of the client. In addition, it will be laid a solid foundation for a long-term and stable sales growth, which will no longer be random, and will be manageable, which will definitely provide a good financial trafficking to the enterprise.

When the market niche is not yet selected, and the positioning strategy has not yet been developed - start it rather, and you will not need to recover after stagnation, you can overtake it, and the turnover of the enterprise will not even have time to decrease.

Goal.What is the procedure for setting goals? This makes it possible to form a firm policy in different areas. Personnel, manufacturing, financial, assortment-price-price - all of them must rely on your goals. If you have it clearly defined, it cansize to action and will help to calculate in advance. various situations and financial turnover of the enterprise. Commercial goal setting consists of a triad: market-client, financial and economic and commodity and supply targets.

Market clienta group of goals is prim than in a successful and promising business. According to its goals, the organization and analyzes which market share and for what period wants to have what kind of enterprise's turnover is necessary for this and how many percent of their customers firm wants to make their permanent adherents. There are many aspects: the quality of the structure and dynamics of the development of the client base, the level of influence, maintenance and satisfaction of customers.

Financial and economic A group of goals includes sales volume (realized margin, margin), profitability, work with receivables, costs of costs, enterprise's turnover, labor productivity indicators, etc.

Commodity-equippeda group of goals includes an assortment structure and planning of commodity reserves, an optimized selection of suppliers and interaction with them, logistics processes, etc. These goals also affect the capital trafficking.

Sales modeling It is the following mandatory aspect of an enterprise turnover growth strategy through its development. Its main goals are to eliminate the accident factor in the sales department, the large product productivity, the creation of sales management levers. If you are engaged in sales modeling, then the tasks that you put in front of the department will be implemented. The thoughtful model removes all sorts of conflicting actions in positioning, assortment and logistics. Thanks to her, the turnover of the enterprise is significantly increasing. As an example, consider two sales models in companies selling medicines in bulk. In one company, products are delivered to pharmacy chains every two weeks - such a model is designed to purchase goods by large batches, respectively, stocks in stock are calculated, and demand is predicted, and bonuses are planned. The company's turnover is quite stable. In another company, products are supplied in one day four times, they can bring one aspirin packaging. Here, too, there is its advantage: the customer does not need any miscalculations and forecasts. Each of these models is effective, but they differ in them as market segments. The difference is not only in delivery, each of the two wholesale companies is quite differently positioned.

The process of sales modeling is associated with the entire development strategy of the company and is built in any organization in its own way, depending on the goals, cash turnover of the enterprise, etc. In one company can even be used several models at a time. To implement it, you need to segment the market and close separately the needs of each of these segments, organizing specifically targeted sales technologies and defending step-by-step interaction with customers.

Opinion expert

Enhancing the company's turnover through development due to the definition of targeted niches and rational goal

Garnik Kocharian,

partner and managing firms "Salary-Optim"

My partner's company (regional distributor of the B2B segment) worked very productively, while in the stage of entrepreneurship. In the company worked several managers. Most worked with corporations, and the goods shipped to customers directly from manufacturers. But by a certain point, the customers began to centralize deliveries and produce part of their purchases in the capital. It was obvious that soon the segment of interaction with major corporations will be closed for this supplier. At that moment, the transition to the development of new niches for cooperation with small and medium-sized businesses was resolved.

Of course, work on corporate customers and ensuring small and medium-sized businesses has a huge difference. These are completely different enterprises turnover, other approaches to the formation of sales models, other assortment and pricing policies, logistics. They began to form a new client base, and a profitable part of interaction with corporate clients to intensively invest in small and medium wholesale. Survived a huge work: the market was analyzed, competitors were assessed, new tasks were raised before the company.

All these changes led to the significant development of the company. A year later, the company's office, which before was located in the same office, held the whole floor of a large business center. In only the sales service today, more than 30 managers are working, there is a strong information system, the pre-sale preparation and delivery of goods are systematized, warehouses are equipped. Thanks to the approach "height through the development" of the company, new segments of the sales market were developed, and she managed to take a lot of his share.

Information about experts

Garnik Kocharian, Managing Partner, Salary-Optim. "Salary-Optim" is a consulting bureau, founded in 2003. Specializes in the design and implementation of personnel remuneration systems. Official site - www.zarplata-optim.ru.

Mikhail Rybakov, Business consultant - Certified project management specialist (CPMS, IPMA). Official site - www.mrybakov.ru.

Starting your work, most organizations expect to short times Get income from sales of goods or services offered. It often happens that people involved in the management and distribution of funds do not take into account that there is a good turnover of goods and services in a short period to obtain free funds.

What is the company?

For a coherent, income-generating work, the company requires cash investments. Calculations for goods, services and used assets can be carried out both in cash and non-cash. The term "money turnover of the company" means a set of all methods for producing profit: payments for goods, calculations on loan obligations, as well as payments to employees and shareholders.

It occurs using the available money.

It is produced by the turnover of non-cash funds at the request of the recipient from the payer's account on the presentation of a revolving document.

Types of cash flow

The turnover of the company is a combination of the processes necessary to increase turnover. To do this, can be used. various methods Interactions for calculating for the goods received, services or materials:

Monetary turnover (used in the interaction of legal entities and individuals for payment on accounts for the goods received, services in universal obligations).
Monetary turnover (applicable to the provision of services or goods on credit).
Monetary turnover (characteristic of material relations between the customer and the contractor).

Who can become a member of the money turnover?

The company's turnover is the interaction between organizations involved in the turnover are monetary turnover between legal entities, banking institutions, bank and legal or individuals, between individuals.

Most often, such interactions occur on a non-cash payment between the accounts of the Customer and the Contractor.

Thus, the company's money turnover is a combination of all revenues for produced as well as deductions for electricity consumed, rental of premises, the purchase of raw materials, for calculation with shareholders.

Accounting is subject to counting revenues and production costs for all the time of the company. Based on this, all material values Enterprises can be distributed to active and passive assets that play a significant role in the company's turnover. This proves the fact that the youngest the company, the less it will have inactive assets.

What is the assets of the enterprise?

Formed as a result of the company's work and are divided into:

Active (in constant circulation of money used on the purchase of raw materials, payment for current payments).
Inactive (not carrying material load and cannot be useful if necessary to improve the financial condition of the company).

If active assets appear by production, sales, receiving payments by debt, prepayment of the Customer, as well as obtaining interest rates on long-term investments, then inactive funds are most often already available on the balance sheet of the firm at its production activities.

Most of the inactive funds workers see daily - this is workers buildings, technician, any intellectual property that is not used in the production process, but which appear in the process of legal activity (client base, reputation, partnerships, etc.)

What affects the circulation of money?

The company's turnover is a combination of assets and material resources in circulation during a certain period. Each organization must follow the need for working capital, as it plays a significant role in optimizing the work and production costs.

The company is gaining momentum and increases the coefficient of marginality, that is, the amount of pure revenue remaining after payment on all debt obligations, payments. But it is impossible to talk about what is the accurate indicator of the well-being of the company.

The coefficient of marginity can only show the amount of net profit, which the organization can spend on their needs in the current month. Accordingly, the company, increasing this indicator, has a short time of turnover of goods (goods-buy-money), as well as the stock of raw materials, all the time in circulation.

Thanks to the miscalculations, an experienced economist may definitely say whether the company's turnover is sufficient and whether the enterprise is liquid. Namely, how quickly there is a circular turnover of active tools and materials, and whether the company will be able to repay the existing commitments to creditors and stay with a net earnings.

Appointment of article: Reflection of information on accounts payable.
Row number in Balance: 1520.
Account number according to account plan: Credit balance 60, 62, 68, 69, 70, 71, 73, 75, 76.

Accounts are called the obligations of an enterprise in the form of amounts reflected in accounting accounts at the end of the reporting period. These may be received advances for which the company has not yet provided services or has not shipped the goods. Or, on the contrary, the firm has gathered to receive services, and did not pay money.

What relates to the credit

In addition, accounts can be attributed to:

debts to suppliers for work, goods, services;
received advances from buyers and customers;
overpayment for taxes, insurance premiums, fees;
unpaid salary employees;
duty before the accountable person;
obligations before other creditors.

Accounts for accounting

For calculations on the credit, the plan of accounts is used, approved at the legislative level. In accounting, these types of debts accumulate in the following accounts:

How to write off payables

When writing off overdue debts in tax accounting, non-dealer income uses, since, in fact, the company received a profit without returning their debts. Wiring for write-off:

Debit 60, 62, 70, 71, 76 Credit 91.1 "Other revenues" - debited a creditor on the counterparty.

The creditor can be written off after the expiration of the limitation period, which is determined by Article 196 of the Civil Code of the Russian Federation, over 3 years. The onset of delay is the day of violation of the terms of the contract for payment or shipment of goods.

For example, Dall LLC has entered into an agreement with the contractor for execution repair work in the amount of 1,500,000 rubles. Under the terms of the agreement, the Company must pay an advance of 40% of the cost of repair, the balance to pay within 5 working days after signing the act of work performed.

The Company paid an advance in the amount:

1 500 000 * 40% \u003d 600 000 rubles.

Unpaid residue amounted to:

1 500 000 - 600 000 \u003d 900 000 rubles.

The act of completed works was signed on 01/30/2018, it means that the debt must be paid until 07.02.2018. However, the bank's bank account was not enough, so it paid only on 02/16/2018. Crowd is calculated in calendar days. Payment by creditor was detained for 10 days.

Reflection of creditors in reporting

Compilation of the Accounting Balance report upon completion of the fiscal year is the direct responsibility of each organization.

Creditelik in form No. 1 is reflected in the balance liability in the sections:

"Short-term liabilities";
"Long term duties".

How to take into account debt

The difference between sections is to assess the terms of accounts payable. The company's debt over 12 months should occur in "long-term obligations". Accordingly, if the creditor is less or equal to 12 months, it is shown in "short-term liabilities". Return time is calculated according to the terms of agreements with creditors, with the exception of calculations:

With a budget.
With extrabudgetary funds.
With staff.

Payment of taxes and insurance premiums is governed by federal and regional legislation, depending on the species. Accumulation of tax creditors can lead to a bank account arrest and bankruptcy of the company.

As for settlements with staff, the delay wages entails material and criminal liability. This is established by Federal Law No. 272-FZ and the Labor Code.

How to calculate credit balance

For example, the subject has at the end of the year of debt on calculating budget:

It follows from the table that the balance of the organization's debt before IFTS is 118,000 rubles. However, recalling that for the purposes of correct reporting, it is necessary to show debts in the deployed form, the following will be recorded in the balance line 1520:

110,000 + 10,000 + 80,000 \u003d 200,000 rubles.

The receivable balance of accounts 68.1 and 68.10 will be shown in the balance sheet of line 1230.

In general, the presence of creditors is beneficial for the organization, if not allowed crisis situations, as it allows you to manage cash for other purposes.

But it must be remembered about the consequences. The inability to pay upon the obligation indicates the deterioration of the financial situation in the company.

Explanations to the balance sheet, which are approved by the order of the Ministry of Finance No. 66n, provide for deciphering the movement of payables for the year in Table 5.3. It can characterize revolutions by types in comparison with the data of the previous year.

Debt Analysis Financial Indicators

The discharge of creditors shows the period for which the company can pay with its debts. To calculate the turnovering factor, there is a set formula:

To about \u003d cost of goods sold / average annual creditor.

The high meaning of this coefficient speaks of the speed of calculations for obligations, respectively, than it is more, the better the situation with monetary assets.

However, the reducing the coefficient does not always mean a small security of current assets, since the company can pay a debt obligation on schedule agreed with creditors.

The average annual value of payables is calculated as follows:

CZ average annual \u003d (debt at the beginning of the year + indebtedness at the end of the year) / 2.

Also, a period of collecting payables is used to assess the turnover.

PSCZ \u003d (average annual creditor / cost of goods sold) * 365.

It is important for evaluation financial Sustainability Also the coefficient of overdue debt. It characterizes the amount of obligations under which the period of repayment has expired more than 3 months ago.

The balance sheet is one of the most important indicators of stability. economic activity Enterprises, so it is necessary to track its dynamics. The uncontrollable growth of debt can lead to the fatabal for the company.

Questions and answers on the topic

On the material is not yet asked any question, you have the opportunity to do it first.

Reference materials on the topic

The turnover of the company, it is also called trade or gross income, is the amount of funds that the company received after the implementation of its product. Without the definition of turnover or sales revenue, no accounting report is required. Economists call the turnover by one of the main indicators of the company's success, because it is directly related to the efficiency of the enterprise. Turnover is calculated for the year, month or season. In the material we will talk about the varieties of turnover and the peculiarities of its calculation.

Variety of turnover

The company's turnover is not a clear term, since it includes many sub-paragraphs. It can be conducted in one form or another form of cash settlements, consider for the company as a whole or for a separate work direction. Masters and the deadline for which data is analyzed. Most often, economists are interested in the company's annual turnover, the twelve-month distance is considered optimal to assess the position of things in a business structure.

A huge impact on modern accounting and reporting generally have varieties of annual turnover, made in cash and non-cash form.

Common Turnover

It should include all payments in cash, for example, payments to financial funds to their employees. In addition to wages, the form includes the enumeration of scholarships, pensions, monetary assistance, subsidies, revenues from financial systems. Cash is widely applied when buying and selling goods and services.

How are cash issued?

The system provides for the transfer of funds from the settlement account of the organization with the help of checks, they indicate the amount and purpose. The total turnover can be calculated even in one day if the funds entering the organization's cash system are transferred to the bank serving the enterprise every day. Surely, you faced situations when organizations leave in cash in cash in cash.

Such actions are permitted, however, only in the Limit installed by the Bank. This limit is just established depending on the turnover and the specifics of the company's work - it is necessary to answer the question how many tools should be left at the box office to ensure uninterrupted functioning, customer service and users?

Business company turnover in cashless form

The turnover of the company is not only cash, these days, it is rather predominantly non-cash payments. Such transfers go directly from one account to another and have a number of advantages over the cash calculations described above. Companies are not required to fulfill additional activities to implement the regulatory function of supervisory state bodies, they reduce public costs.

It is known that under the improvement of the economic condition of a certain company is understood as the acceleration of the total turnover, which is achieved mainly through non-cash form. How should non-cash payments be organized? It is important to fulfill them in a timely manner, to take care that the company's cashless turnover was under constant control responsible persons, prevent unauthorized movement of funds.

How to calculate the annual turnover of the enterprise?

What does the turn mean, we figured out, now it came to the answer to the question of how can I calculate the financial turnover? this work Locals on the analytics accountants of the enterprise, the amount of credit turnover and accounts are used. It allows you to effectively assess the amount of cash flows in operations, investments and commercial activities.

As mentioned above, the company's financial turnover is called a totality of cash flows, all cash transactions as cash and non-cash. However, the calculations are recommended to be carried out separately for each model described above, even the primary analysis will make it clear how non-cash or cash turnover is effective.

It is necessary to learn the turnover then to evaluate the financial changes in the enterprise, it is checked with indicators recorded at the beginning of the reporting period and analyze. Money traffic movement allows you to see the difference between the value cash flow Last year and received for the year by means. The turnover for the year is a global parameter, it is used to conduct strategic analytical studies.

How to calculate the turnover?

How to calculate turns?

An important indicator of the enterprise or company is its turnover. It is used to calculate payback and day norm Motion of funds. Before you know how to calculate the turnover, it is necessary to determine the main indicators affecting them. Curvas are necessary to ensure manufacturing processAs a result, the cost of their cost on finished products occurs.

Any economic activities involves the use of working capital.

These include unfinished production, production reserves, ready and shipped products, receivables, cash and money at the enterprise's current account. In the daily activities of the enterprise, they pass several stages of use.

Workwinking Stages

Money. The funds are directed to the purchase of raw materials, components, materials, containers, fuel and other components of production activities.
Production. Established earns as a result of the production process are moving to finished products or semi-finished products.
Commodity. Finished products or semi-finished products are implemented for money.

Guide

It is necessary to determine the period for which the calculation will be carried out (for example, for a month, half of the year). Most often, the calculation is carried out for the year.

It will be necessary to collect data on all sales performed for the selected period. This is summed by the cost of sold goods (P).

The value obtained as a result of the calculation of sales (P) must be divided into the amount of costs (s).

The result obtained allows you to analyze the success of economic activities.

Than it is more, the more efficient the assets and the above profitability of production are used. Increase the turnover will increase profits.

To evaluate how efficiently, working capital is used, the calculation of their turnover. To do this, determine the time required for the full turnover of funds from the acquisition of materials (monetary stage) to sales (commodity stage). Comparing the planned and actual turnover, conclude its slowdown or acceleration.

Rational use of working capital helps rationing. It includes the development of informed standards and the norms of consumption of materials, raw materials and other means to ensure uninterrupted operation. The easiest mission method is based on the use of data on working capital over the past period in which the necessary amendments make.

For its calculation, it is necessary to divide the turnover during the period under review by the number of months in it. This indicator usually interests the tax service and future lenders.