turnover enterprises call it the gross income received from the sale of works, services, goods. In the field of trade, the expression "turnover" is used. They denote the amount of money received as a result of the sale of goods for a specific period: year, month. Income is defined as the difference between the amount spent on the purchase of goods and the value of turnover.

The turnover of the company's funds is called the continuously renewing process of the movement of factors of production in material terms. The turnover of funds covers both the spheres of production and the sphere of circulation: the working capital of an enterprise includes circulation funds and circulating production assets.

The difference between working capital and fixed capital is that working capital is consumed in its entirety in each production cycle. Their cost is fully included in the cost of production. Working capital is materials, fuel, raw materials, energy, purchased semi-finished products and spare parts.

Funds of circulation are called cash and goods for sale. The funds invested in circulation funds and working capital are collectively referred to as working capital.

How to determine the annual turnover

Advice from an Expert Financial Adviser

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The amount of the annual turnover is the income of the enterprise received from its entrepreneurial activity - the entire amount that was received by it from the sale of products, services or works during the reporting year. That is, in other words, the annual turnover is the gross income of the company. Just follow these simple step by step advice and you will be on the right track in solving your financial issues.

Quick step by step guide

So let's take a look at the steps you need to take.

Step 1
Determine the indicator of annual turnover for the last period at your enterprise. At the same time, if your organization is just starting to develop (you have recently opened your own business), you can take statistics from a similar industry and focus on the example of your own competitors. Next, move on to the next step of the recommendation.

Step - 2
Pay attention to what inflation forecast gives Russian government for the period under review (planned year). This indicator must be indicated when planning the entire State budget of any country. Next, move on to the next step of the recommendation.

Step - 3
Output the correction factor to calculate the annual turnover of the planned year. In this case, if you want to keep the turnover at a certain level, the correction factor will have to be equal to one. But if you expect to increase turnover, you need to understand, due to what indicators this is possible. For example, this may be through the most aggressive promotion, by updating the product range, or by increasing prices. Next, move on to the next step of the recommendation.

Step - 4
Make a plan for the implementation of the necessary activities after determining the above factors with reference to the calculated annual plan. Next, move on to the next step of the recommendation.

Step - 5
Make adjustments to your result last year using the inflation rate of the planned year (multiply these values). Next, multiply the resulting amount by the correction factor, i.e.

OFF: annual turnover

by the amount of decrease (increase) in annual turnover. Next, move on to the next step of the recommendation.

Step - 6
Break down the value of annual turnover by months to get the expected amount of sales for each specific month of the company's operation. At the same time, try to take into account the peculiarities of your business activity - do not divide income into equal parts. Next, move on to the next step of the recommendation.

Step - 7
Consider also that any activity of the organization, even in such a short period as one year, has its ups and downs. Track them using data from previous years, and then plan monthly turnovers (revenues) in accordance with market changes.
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Tags: Finance

Asset classification

The assets of the company include the value of the resources that provide the production process of the enterprise. Assets include:

• Non-current assets (structures, buildings, machinery and equipment, transport, etc.),
• Working capital (cash, debts of debtors, short-term investment of funds, etc.).

Asset accounting is mandatory for most Russian enterprises. All assets are concentrated on the left side of the balance sheet and are divided according to their purpose:

• The first section of the balance sheet is represented by non-current assets (fixed assets and intangible assets), which are accounted for in accordance with the residual value minus depreciation (line 1100 of the balance sheet);
• The second section of the balance sheet is represented by working capital, which are directly involved in the production process (line 1200 of the balance sheet).

The formula for the average annual value of assets on the balance sheet

To calculate the average amount of assets of the enterprise for the year, it is necessary to add the value of assets at the beginning and end of the year. This sum is then divided by 2 or multiplied by 0.5.

The formula for the average annual value of assets on the balance sheet uses accounting data.

AT general view the formula for the average annual value of assets on the balance sheet is as follows:

SA cf = (SAnp + SAkp) / 2

Here CA av is the average annual value of assets,

SANP - the value of assets at the beginning of the period,

SAkp - the value of assets at the end of the period (year).

The formula for the average annual value of assets on the balance sheet allows you to calculate both the assets of the enterprise as a whole, and separately for current and non-current assets. current assets.

Calculation features

The total assets of the enterprise are recorded in line 1600 of the balance sheet, which is compiled by accountants at the end of each year. Using this formula, balance sheet indicators for several years are used, while the indicator for line 1600 is taken from the balance sheet for each year, summed up and subsequently divided by 2.

In the case of settlements on current assets, the formula for the average annual value of assets on the balance sheet will require information from line 1200 of the balance sheet. If it is necessary to calculate non-current assets, then the accountant uses the indicators for line 1100 of the balance sheet.

Increasing the company's turnover | 5 main tools

You need to use indicators in a similar way by finding average cost assets and comparison of balance sheet data for the respective years.

The value of the average annual value of assets on the balance sheet

The average annual value of assets, which is calculated by analysts, is used in the future when calculating coefficients that can characterize the state and efficiency of any enterprise:

• return on assets,
• Asset turnover ratio, etc.

Also, the indicator is used in order to find the reasons that led to changes in the operation of the enterprise, and to make decisions in the field of resource management.

Indicator average annual cost assets can give a more accurate understanding of the size and value of assets, while it eliminates circumstances that can distort the real amount of assets.

If the indicators of asset turnover of different enterprises for different years are compared, then it is necessary to check the uniformity of the assessment of the average annual amount of assets.

Examples of problem solving

Revenue(also found as turnover and volume of sales) - the total amount of claims (including unpaid ones) presented by an enterprise or entrepreneur to buyers as a result of the sale of manufactured products, services, works for a certain period. Revenue is one of the types of company income. Gross profit equals the difference between revenue and expenses (costs) for the main activity (cost of goods or services sold). Capital gains resulting from an increase for some reason in the value of an enterprise's assets are not revenue. For charities revenue includes the total value of cash gifts received.

Proceeds from the sale of products (works, services) include cash or other property in monetary terms received or to be received as a result of the sale of goods, finished products, works, services at prices, tariffs in accordance with contracts. Net revenue, unlike gross revenue, is reduced by the amount of taxes.

At the same time, the activity of the enterprise can be characterized in several directions:

• proceeds from the main activity coming from the sale of products (work performed, services rendered);
• revenue from investment activities, expressed as a financial result from the sale of non-current assets, sales valuable papers;
• proceeds from financial activities.

Total revenue is made up of revenue from these three areas. However, the main value in it is given to the proceeds from the main activity, which determines the whole meaning of the existence of the enterprise.

Counting Features

AT accounting There are two main methods for calculating revenue:

1. cash method- revenue is considered to be cash payment received on the accounts or in the cash desk of the enterprise or goods received in payment of obligations (barter).
2. accrual method- revenue is accrued when consumers have obligations to pay for the products or services of the enterprise.

   How to calculate annual turnover

   Most often, accrual occurs at the time of shipment to the consumer of products or services.

see also

Notes

1. G.I. Efimov, V.G. Krutsko, K.G. Nakhapetyan, V.A. Perehodchenko. Fundamentals of management in modern conditions. - Moscow: Sputnik +, 2016. - S. 25. - 374 p. - ISBN 978-5-9973-3668-4.
2. Enterprise Finance: tutorial/ N. E. Hare; under total ed. N. E. Zayats, T. I. Vasilevskaya. - 3rd ed., Rev. - Minsk: Vysh. school., 2006. - 528 p.

How to calculate turnover?

An important indicator of the activity of an enterprise or firm is its turnover. It is used to calculate the payback and daily rate of movement of funds. Before you learn how to calculate turnovers, you need to determine the main indicators that affect them. working capital necessary to ensure the production process, as a result, their value is transferred to the finished product.

Any economic activity involves the use of working capital.

What does a turnover of 5 million per day mean? (inside)

These include work in progress, inventories, finished and shipped products, receivables, cash and money on the company's current account. In the daily activities of the enterprise, they go through several stages of use.

Stages of the movement of working capital

• Monetary. The funds are directed to the purchase of raw materials, components, materials, containers, fuel and other components of production activities.
• Production. Previously created stocks as a result of the production process are transferred to finished products or semi-finished products.
• Commodity. To receive Money implemented finished products or semi-finished products.

Management

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

You will need to collect data on all sales made during the selected period. To do this, the cost of goods sold (P) is summed up.

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

The result obtained allows us to analyze the success economic activity. The larger it is, the more efficiently the assets are used and the higher the profitability of production. An increase in turnover will increase profits.

To assess how effectively working capital is used, they calculate their turnover. To do this, determine the time required for the full turnover of funds from the acquisition of materials (cash stage) to the sale of products (commodity stage). Comparing the planned and actual turnover, they conclude that it is slowing down or accelerating.

Rational use of working capital helps rationing. It includes the development of reasonable standards and norms for the consumption of materials, raw materials and other means to ensure uninterrupted operation. The simplest method of normalization is based on the use of data on working capital for the past period, which are adjusted as necessary.

Question: How to calculate the turnover on the current account?
Answer: The most commonly used indicator is the average monthly turnover. To calculate it, you need to divide the turnover for the period under consideration by the number of months in it. This indicator is usually of interest to the tax service and future creditors.

Question: What is net account turnover and why are they needed?
Answer: Net turnover is the difference between income (debit) receipts and funds that are not related to the main activity of the company (for example, charity). The indicator is used to analyze financial activity, comparing the results of reports and the actual movement of funds.

Question: What is the standard for working capital?
Answer: It represents the minimum amount in monetary terms, without which production cannot be organized. To calculate it, use the stock rate in days for each element participating in manufacturing process, and the indicator for which this norm is set.

Author Oleg Ivanov asked a question in Accounting, Audit, Taxes

Answer from Dean[guru]
All turnovers for the year, you can see only in analytics. That is, in the general ledger for accounting. accounts. For example, to view revenue, you need to open an account. 90.1 - it is reflected in the Kt of this account. To see the fact. seb-th, then see sc. or 20-t, or a fact. self products sold Dr. 90.2.
In the report f No. 2 "Profit and Loss" you can see total amount for the year - the first line is revenue, the second is self, etc.
In the balance sheet, you will only see a line at the end and at the beginning of the year according to the account. 84-Retained earnings.

Answer from Yörgey[guru]
You will not see shipments, revenues or, as you put it, turnovers in the balance sheet. In the latter, only balances on a certain date. Turnovers, see form 2 "Profit and Loss Statement" in the first line.

Answer from Nadezhda Fakhrutdinova[guru]
You will see the company's turnover for the year only in annual accounts. That is, the balance as of December 31, but you will not see the turnover there. Information on turnover for the year in the Profit and Loss Statement (Form 2) for the period from January 01 to December 31. , That. - as of March 31, this is the reporting for the 1st quarter. The first line "Revenue" is the volume of sales, that is, the proceeds from the sale of goods, services, manufactured products. And. It doesn't matter if you actually received money for them or not. Please note that this figure does not include VAT. the rest is similar. The cost price is the same volume, only not at the selling price, but at the purchase price, if these are goods, or at your costs (cost) - if these are products or work performed. The last line in the first section of the report is profit or loss from sales. i.e. the difference - between the selling price and own.

Answer from 3 answers[guru]

Hey! Here is a selection of topics with answers to your question: Where can I read the company's annual turnover in the balance sheet? explain, the balance is needed on March 31, as I understand it?

The turnover of an enterprise, or turnover, is called gross income - this is the amount of money that the company received as a result of the sale of its product (goods or services). Sales revenue, or the turnover of a trade enterprise, is used for reporting in statistics.

Financial company turnover referred to as proceeds from sales. In trade, the term "turnover" is used, denoting the amount of money that came in for a certain period: month, season, year.

Enterprise turnover is the total volume:

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

Turnover of the company's funds is a movement production factors, expressed in real-material equivalent.

The stock turnover of the enterprise covers the production and turnover spheres. Working capital of the company, or cash turnover of the enterprise, is a set of circulation and production funds.

Revolving funds differ from the main ones in that they function fully in all production cycles. Their costs are included in the mandatory production costs. revolving funds materials, fuel, raw materials, energy, purchased semi-finished products and spare parts can serve.

circulation funds- this is the totality of all funds that function in the sphere of circulation: cash, goods for sale, receivables, etc.

The company's turnover includes total value of goods own production that were shipped, as well as the cost of work and those services that were performed by their own efforts. In addition, the turnover of the organization also includes the proceeds from the sale of purchased goods (excluding VAT, excises and other obligatory payments).

The volume of shipped goods internal production in the turnover of the enterprise is the value of products that are produced by a legal entity and shipped during the reporting period or released for sale. Also, the volume of shipped goods refers to direct exchange with other legal and individuals regardless of whether the receipt of funds to the seller.

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

Retail business turnover becomes revenue from goods purchased for resale (minus value added tax, sales tax and other obligatory payments), revenue from transferred (shipped) goods of domestic production, income from other activities (for example, from leasing premises, transport, equipment and etc.). The turnover of a retail trade enterprise does not include income from the sale of its fixed assets, assets, currency, shares and other securities.

Enterprise turnover wholesale trade is the proceeds from the sale of goods purchased for resale (excluding VAT and other obligatory payments), from intermediary services (agent's commission minus taxes), the value of the shipped (transferred) goods of its production, profit from other activities (renting premises, equipment, transport, etc.). Not in circulation in the same way as in retail, income from the sale of their funds, financial assets, currency, securities, etc.

The company's cash flow is the sum of all payments, cash and non-cash, in a specific period of time. This is the name of the individual circuit of the real movement of money of the company. It is based on trade.

The company's cash flow consists of two parts:

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

When it comes to money circulation, we mean operations related to cash and non-cash payments. The payment turnover are, together with cash, other types of payments: with the help of checks, bills of exchange, etc. That is, money turnover is part of the entire payment turnover.

How to increase turnover with the help of HR managers: a business idea

HR managers promote various incentive programs in companies and purchase goods from various market segments. The editors of the magazine "Commercial Director" found out what strategy to use in order to grow the turnover of your company at the expense of the HR departments of partner companies.

What are the types of turnover in the enterprise

1. Cash turnover These are all cash payments.

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

The company's cash flow, or cash payments, operate between legal entities and individuals, individuals, as well as among all kinds of enterprises, organizations, institutions.

Cash payments include various types of payments by companies financial resources employees. The company's cash flow includes wage, scholarships, pensions, cash aid and grants, income from financial system and etc.

Individuals use cash payments when buying and selling, providing and paying for services. Also, the cash turnover of the enterprise is the issuance of the following payments: wages, scholarships, financial support for military personnel. Banks pay funds within the time period stipulated by the agreement, the decision of the Government of the Russian Federation and the instructions of the NBU.

Cash is issued by transferring from the settlement account of the organization using checks, where on reverse side indicates the purpose of the amount withdrawn from the account.

Cash that enters the cash system of the organization per day must be deposited daily with the bank that serves the company. Thus, there is a daily cash turnover of the enterprise.

An organization can leave cash at its cash desks only within a certain limit, the limit of which is set by the bank that serves it. This limit is determined taking into account the specifics of the company's activities, because the amount that will be able to ensure the smooth functioning of the enterprise's capital turnover should remain in the cash registers, starting from the next business day after the cash is handed over.

1. Non-cash money turnover

Non-cash money turnover is called that part of the turnover of the enterprise's capital, where cash flows go by transferring them to bank accounts or through mutual claims that exclude the banknotes themselves.

For the most part, the cash flow of the enterprise occurs through non-cash payments. This happens because non-cash turnover has significant advantages over cash and is more effective both for people in general and for individual economic entities.

Reasons for the effectiveness of cashless payments:

1. Significant reduction in public distribution costs.
2. Creation necessary conditions for the regulation by the state of the turnover of the capital of the enterprise.
3. The improvement of the economic condition of each subject in the system of cashless payments - the acceleration of the circulation of money gives a close connection of people with banks and the monetary system as a whole.

Thus, each participant in money circulation is in an advantageous position, paying off in a non-cash way with banks, as well as within the framework of the money turnover of enterprises.

The system of cashless payments includes:

• their organizational principles;
• system of requirements for the company;
• formats and methods of calculation;
• rules for the order of payments;
• settlement documentation required in the financial turnover of the enterprise.

System of principles of cashless settlement:

• settlement in a non-cash form is carried out after the provision of services or the provision of goods;
• both the non-cash money turnover of the enterprise and the settlements of individuals take place with the direct participation of banks and are controlled by them;
• all non-cash payments are carried out on a voluntary basis;
• the payer has free funds or the right to a loan.

Requirements to the organization of cashless payments:

• payments must be timely;
• conditions must be created to ensure control and discipline of the non-cash financial turnover of the enterprise, including banking agreements;
• unscheduled cash flows in settlements are unacceptable, it is necessary to bring the moment of providing goods and services with payment as close as possible.

Methods of non-cash payments:

• transfer of money from the payer's current account to the recipient's account;
• settling the claims of both parties.

Types of non-cash payments: out-of-town, local, republican and interstate.

Non-residents are non-cash financial transactions within the turnover of the enterprise among suppliers and buyers, which are serviced by banks in different cities. Local non-cash payments are called cash flows between the supplier and the buyer, when the service is carried out by one or different banks within the same locality.

Depending on the application, including within the framework of the financial turnover of the enterprise, non-cash payments can be made:

• during commodity operations for goods and materials after the services provided and the work performed;
• in transactions not related to goods and services (tax and other payments to the budget, loans).

Depending on the nature of settlement documents, including the cash flow of the enterprise, there are the following types of cashless payments:

• payment requests;
• money orders;
• payment requests-orders;
• checks;
• letters of credit and bills of exchange.

For the implementation of the financial turnover of the enterprise in without fail open bank accounts.

• Performance indicators - the main sensors of the company

They are started by legal entities that are engaged in commercial activities, and citizens engaged in entrepreneurial activity without education legal entity(PBOYuL).

Funds from it can be spent independently by the account holder. It is possible to produce the following operations:

• credit financial receipts to the account;
• write off money at the request of the owner.

To open a current and current account in order to ensure the financial turnover of the enterprise, the following are subject to submission to a banking institution: documentation:

• statement;
• state registration of the company;
• a copy of the memorandum of association on the establishment of the company;
• a copy of the company's charter;
• two cards with samples of signatures and a seal imprint certified by a notary;
• certificate from tax office about registration.

The Bank does not have the right not to open an account for a client if future non-cash transactions in the company's turnover have a legal basis.

Depending on the nature of monetary relations the turnover of the enterprise can be:

• settlement, servicing payments for goods and services, and non-commodity obligations of legal entities and individuals;
• credit turnover;
• financial turnover of the enterprise serving monetary relations.

Depending on the entities between which the funds are transferred, in the financial turnover of the enterprise there is a movement:

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

• Examination of project documentation: when is it needed and how to conduct it

How to analyze the turnover of an enterprise

Based on analytical and accounting, the financial turnover of an enterprise is estimated as the sum of credit turnover and accounts that reflect cash flows in operations, investments and commercial activities.

The financial turnover of an enterprise is a set cash flows in various monetary transactions. This kind of grouping makes it possible to identify economic efficiency each of the above directions of the company's turnover. The overall result shows changes in the company's economy, it is reconciled with the initial and final financial balance on the balance sheet in the accounting department.

If you analyze the movement of the enterprise's cash flow, you can very accurately see what is the difference between the amount of financial flow that took place in the organization in the last reporting period and the funds received during this time. When a comprehensive study of the commercial component of the company is carried out, economic indicators analyze, taking into account the specifics of financial flows, that is, the total turnover of the enterprise.

This is partly because modern reports reflect economic results that are formed on an accrual basis, not through a cash register. In other words, all cash receipts and expenditures of the company are reflected in the reporting period as they were, regardless of the actual movement of the financial turnover of the enterprise.

There is another moment. Basically, the receipts and outflows of finance do not have a fundamental impact on the total cash flow at the enterprise for the reporting period, since they are considered in the current period as income and expenses. We are talking about income and expenses of future reporting periods, receiving and paying advances, receiving and repaying loans, acquiring fixed assets, financial investments, etc. It is better to analyze not only the financial results of the company and the turnover of the enterprise in the reporting period, but also the results expressed in changes in the balance of finances in the period and in their structure.

Can be carried out cash flow analysis in two ways: direct and indirect.

1. The direct method involves the analysis of the arrival of funds in the turnover of the enterprise (sales proceeds, etc.) and expenses (payment of invoices to suppliers, repayment of loans, etc.) of finance. In fact, information base for the analysis of financial movements, this is revenue.
2. In an indirect way, operations related to the movement of money masses and the gradual calculation of profits are identified and taken into account.

In a direct way, analyze the results of operations (financial turnover of the enterprise) for a certain period. These operations can be grouped according to three types of activities:

• operating - these are sales, advances, payment for services of suppliers, conclusion of quick credit agreements and loans, salary payments, settlements with the budget, interest paid / received on loans and borrowings;
• investments - the cash flow of an enterprise associated with the purchase or sale of assets;
• activities in financial sector- long-term loans and borrowings, different kinds financial investments, closing debts for previously received loans, dividends.

Source of information for analysis- this is form No. 1 "Balance sheet of the enterprise" and form No. 4 "Cash flow statement". They can be summarized in the following formula:

d 0 + ▲ + d –▲ – d = d 1, where

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

▲ + d - the amount of money received for the reporting period,

▲ - d - financial expenses.

The cash flow of the enterprise depends on various factors of the functioning of the company. Because of this, in this formula, the inflow and outflow financial resources presented in three component types, which reflect the current, investment and financial activities.

Cash flow structure shown in these formulas:

▲ + d = ▲ tech + d + ▲ inv + d + ▲ fin + d

▲ – d = ▲ tech – d + ▲ inv – d + ▲ fin – d

▲ those + d, ▲ those - d - the inflow and outflow of finance (turnover of the enterprise) from operating activities,

▲ inv + d, ▲ inv – d - inflow and outflow of investment funds,

▲ fin + d, ▲ fin - d - the inflow and outflow of money from the financial sector.

Cash flow from current activities(▲ those + d) is expressed in revenue from the sale of goods and services, as well as advances paid by buyers (customers).

Cash flow from current activities(▲ those - d) is payment for goods and services, wages, social contributions, account amounts issued to close the needs of operational work, tax payments, customer advances and other payments, advances to suppliers, payments on loans and borrowings - that is, the total financial turnover of the enterprise for operational needs.

Cash flow from investing activities(▲ inv + d) is the proceeds from the sale of main goods and other property, dividends and interest on investments, receipts from bonds, stocks and other long-term securities. All this is included in the income in the investment turnover of the enterprise.

Cash flow from investing activities(▲ inv – d) suggests share in construction, purchase of securities and long-term cash investments, payment of dividends and interest on shares and other securities, purchase of fixed assets and assets. All this is connected with the expenditure of the investment turnover of the enterprise.

Cash flow from financing activities(▲ fin + d) implies income from short-term securities, from the sale of pre-purchased securities, from the repayment of loans, etc.

Cash flow from financing activities(▲ fin - d) is a set of purchases of short-term securities, repayment of payments, etc. Funds from financial activities also play an important role in the cash flow of an enterprise.

• Current assets of an enterprise: concept, management and analysis

5 rules for calculating the turnover of the enterprise for the year

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

Rule 1

You need to determine the annual turnover of the enterprise of the previous periods of your company. If your company is at the beginning of its journey, use the statistics of competitors in this industry.

Rule 3

Enter the correction factor to calculate the annual turnover of the enterprise for the planned year. If you need to leave the company's turnover at the current level, in this case the coefficient will be equal to one. If you want to increase the annual turnover of the enterprise, you need to consider how factors it is possible to increase it:

• conduct a more intense advertising campaign;
• update products,
• increase prices.

Decide on this and think step by step how you will realize the growth of the company's cash turnover throughout the year.

You need to adjust the result you have achieved in previous years, taking into account the inflation rate of the planned year and with the adjustment factor. For example, over the past 3 years, you have managed to achieve a financial turnover of the enterprise in the amount of an average of about 3,000,000 rubles a year. You want to increase it by 15%. The desired turnover, taking into account the correction factor: 3,000,000 * 1.15 \u003d 3,450,000 rubles. Next, calculate the required amount, taking into account the expected inflation rate in the coming year, it will be 7%: 3,450,000 * 1.07 = 3,691,500 rubles. You have received the amount of the planned volume of the annual turnover of the enterprise. We multiply by the inflation factor, but do not subtract it, since the desired amount of annual turnover should be equivalent to the average annual turnover of the enterprise for the last 3 years. So, if you want to raise the company's annual turnover to 3,450,000 rubles, but do not take into account inflation of 7%, your annual turnover will total 3,208,500 rubles. And this is less than the desired result.

Rule 4

Next, you need to break the resulting amount of the annual turnover of the enterprise into months, and you will get the expected amount for each of them. Just take into account your specifics, do not divide the turnover into exactly 12 parts. Every activity has its ups and downs throughout the year. Analyze the income graph of 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.

Expert opinion

How to maintain the volume of turnover at the enterprise in the off-season

Mikhail Rybakov,

business consultant, Moscow

Almost every line of business has a downturn. These periods are very difficult to deal with, it is best to prepare for them in advance in order to maintain the turnover of the enterprise.

If you want to maintain a minimum level of sales during the off-season, you need to create a direction or choose products that during this period will literally be an alternative to your main product. To support the turnover of the enterprise throughout the year you segmentation. Suppose you offer people tours to Greece in the summer, Goa or European ski resorts in the winter. For spring and autumn, Egypt is better suited as tourism, there is ideal weather at this time. Many firms during the off-season reorient themselves to a different client group: for example, in the summer months there is more interaction with a retail client, in the winter - with a corporate one. This helps to maintain the turnover of the enterprise in the off-season.

If you did not have time to sell a seasonal product, there is a way out. Arrange a sale, conduct sales promotion with various marketing tools- use advertising, promotions and discounts. This will not help to significantly increase profits, but this way you can maintain the minimum financial turnover of the enterprise. In retail, for example, open a stock store and sell off leftovers.

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

So, in order to maintain the cash flow of an enterprise during the off-season, it is necessary, first of all, to learn how to apply the experience of one's own (from previous periods) and competitors. Study statistics, analyze customer preferences and take appropriate action. So you will be able to prepare for the unpleasant manifestations of business in the off-season.

How to increase the overall turnover of the enterprise

This is actually a key issue for any organization. Accordingly, from the increase in the total turnover of the capital of the enterprise, profit will also grow. There is two ways to solve this problem:

• extensive;
• intensive.

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

Due to what will the turnover of the enterprise increase with the same managers, the same product and a stable market situation?

1. Train managers. Training will allow you to increase conversion at all stages of the sales funnel.
2. Offer your customers special conditions: promotions, gifts, bonuses, etc.
3. Work on motivation.
4. Use new, primarily intangible resources.
5. Accounting, planning, control to help you.

• Sales staff motivation: an algorithm that increases sales by up to 40%

How to increase the turnover of enterprises: 8 tricky ways

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

Congratulate, for example, partners in the agricultural sector on the New Year not on the eve of January, like everyone else (your gift will still be lost in the mass with others), but on March 1, when the agricultural year begins. In other areas, congratulate clients on the start of the financial year - many firms start it in the spring.

2. How to inspire employees to carry out the plan.

Unfortunately, many companies do not disclose the results of the company's activities to their employees. Of course, it is not worth giving all the data exactly, however, in order to increase the turnover of the enterprise, it is necessary to convey information to employees in a generalized way: "The plan was completed by 85%." It is better to do it visually and somehow unusual. Buy, say, a large glass vase and fill it with tennis balls as you go along with the plan. So your employees will always see that sales are increasing, and they will have more motivation, and you will have an increase in the financial turnover of the enterprise.

3. How to increase the check amount.

An example from practice. In the door and flooring store, the “average check” had to be increased. Notebooks were hung on the consultants' chests. When the buyer came in, the seller asked: “What is your name? What would you like? - and entered this data in a notebook, after which he said: "I'll show you where to find it." This simple innovation made it possible to increase the average check amount by 13%, which increased the overall turnover of the company. Another example is from a telecommunications sales firm. There, in front of each manager, was a sticker that read, “Sell, damn it! sell Mobile Internet! Interestingly, sales increased by 5% for this company.

4. If your commercial offer is not read.

There are rational people and there are emotional people. The former better understand the language of numbers, the latter - pictures. For this reason, your commercial offer must be made for each type separately. The most interesting thing is that the same person, out of simple curiosity, will definitely want to open both in order to compare them. That is, he will read the commercial offer in any case. To increase the turnover of the enterprise, if your commercial offer is not read, you can recommend comparing it with the offers of competitors. It will be useful to put all the competitors' CPs on the floor, and then stand on a chair and look at it all from above - is your flyer visible or does it need to be redone?

5. How to get ahead of the competition.

Give your employees an assignment to study the 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 employee, having learned something new about a competitor, attaches information to the board. If your employees know what is going on with your opponents, you will quickly take the necessary actions and be able to increase the turnover of the enterprise.

6. If employees don't come up with ideas.

Give key employees a book - let them read for a month. After that, each worker should write down all the interesting ideas that he read, as well as his ideas about what can be implemented in order to increase the turnover of the enterprise. There is another way to get employees to bombard you with ideas. Use the famous brainstorming, only in a destructive way. Gather your workers and ask them, "What do we have to do to fail this project?" or: "What can be done to reduce the turnover of the enterprise three times?". This rather playful presentation will give people courage and 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 price options. Let's say 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 be bought up about the same. However, when you offer Super Grande coffee for 149 rubles as a third option, only 15% will prefer Grande, and 85% will buy Tall Grande. An alternative with a third option is created so that customers choose the second one. But at the store it is worth placing an attention-grabbing sign with the words: “Cappuccino Grande for only 79 rubles.” This is a great way to increase the turnover of the enterprise.

8. How to get as many people as possible to sell your product.

First, make a set of business cards for each employee, including the courier. And let the sales manager have a business card with the inscription: "Lead Key Account Manager." Secondly, give a small souvenir to everyone, even to those who come to you for an interview. This is done, for example, by Google Corporation - they give each candidate a flash drive, a pen and a notebook at the interview. Thus, you can ensure the effect of word of mouth, which will ultimately increase the turnover of the enterprise.

• Carrying out promotions: how to increase brand and product awareness

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

Most commercial directors say that when the company's turnover grows over $2-5 million a year, their sales growth slows down and controllability decreases. When a business grows but stops growing, the previous controls no longer function. What should be done to overcome stagnation so that the company successfully grows and develops?

When implementing new strategy growth and development, you need to clearly define which product, in which markets and to whom you will sell, what is the desired turnover of the enterprise - such an analysis will allow you to fully see the scale of the organization. Actually, this way you can predict the future of your company. It often happens that the current situation in the company is far from desirable. If you have a gap between reality and your goals, you need to carry out serious transformations, introduce new technologies - only comprehensive measures will give the necessary increase in the company's turnover. They should be based on the company's positioning and goal setting.

Definition of target market segments and positioning of the company. Finding your target customer and a niche in the market, you need to start putting into practice the relevant technology, product, quality, logistics, service. Once you clearly segment your audience, you will be able to properly position your organization, bringing it to the needs of the client. In addition, this will lay a solid foundation for long-term and stable sales growth, which will no longer be random, but will become manageable, which will certainly ensure a good financial return for the company.

When a market niche has not yet been selected, and a positioning strategy has not yet been developed, start it sooner, and you will not need to recover from stagnation, you will be able to overtake it, and the company's turnover will not even have time to decrease.

Goal setting. Why is goal setting necessary? This provides opportunities for the formation of the company's policy in various directions. Personnel, production, financial, assortment and price - all of them should be based on your goals. If you have them clearly defined, this will motivate you to take action and help you calculate in advance various situations and financial turnover of the enterprise. Commercial goal setting consists of a triad: market-client, financial-economic and commodity-supply purposes.

Market-client a group of goals is primary in the successful and promising business. According to its goals, the organization analyzes what market share and for how long it wants to have, what turnover of the enterprise is necessary for this, and how many percent of its customers the company wants to make its permanent adherents. There are many aspects here: the quality of the structure and dynamics of the development of the client base, the level of influence, service and customer satisfaction.

Financial and economic the target group includes sales volume (realized margin, margin), profitability, work with receivables, costs, company turnover, labor productivity indicators, etc.

Commodity supply the group of goals includes assortment structure and inventory planning, optimized selection of suppliers and interaction with them, logistics processes, etc. These goals also affect the turnover of the company's capital.

Sales Modeling is the next obligatory aspect of the company's turnover growth strategy through its development. Its main goals are the elimination of the random factor in the sales department, greater sales productivity, and the creation of sales management levers. If you are modeling sales, then the tasks that you set for the department will be implemented. A well-thought-out model removes all kinds of contradictory actions in positioning, assortment and logistics. As a result, the company's turnover increases significantly. As an example, consider two sales models in companies that sell medicines in bulk. In one company, products are delivered to pharmacy chains once every two weeks - this model is designed for the purchase of goods in large quantities, respectively, stocks in the warehouse are calculated, demand is predicted, and bonuses are distributed. The company's turnover is quite stable. In another company, products are delivered four times in one day, they can bring one package of aspirin. Here, too, there is an advantage: the customer does not need any miscalculations and forecasts. Each of these models is effective, but their functionality is different, as are the market segments. The difference is not only in delivery, each of the two wholesale companies positions itself in a completely different way.

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 flow of the enterprise, etc. One company can even use several models at a time. To implement this, you need to segment the market and cover the needs of each of these segments separately, organizing specifically targeted sales technologies and outlining step-by-step interaction with customers.

Expert opinion

Increasing the turnover of the company through development through the identification of target niches and rational goal setting

Garnik Kocharyan,

partner and manager of the company "Zarplata-Optim"

My partner's company (a regional distributor of the b2b segment) worked very productively, while being in the entrepreneurial stage. The company has several managers. Most of all, they worked with corporations, and the goods were shipped to customers directly from manufacturers. But by a certain point, customers began to centralize supplies and make part of their purchases in the capital. It was obvious that soon the segment of interaction with large corporations for this supplier will be closed. At this moment, the transition to the development of new niches for cooperation with small and medium-sized businesses was decided.

Of course, working for corporate customers and supporting small and medium-sized businesses has a huge difference. These are completely different turnovers of enterprises, different approaches to the formation of sales models, a different assortment and price policy, logistics. We began to form a new client base, and the profitable part of the interaction with corporate clients intensively invest in small and medium wholesale. We did a great job: the market was analyzed, competitors were evaluated, new tasks were set for the company.

All these changes have led to significant development companies. A year later, the company's office, which until then was located in one room, occupied the entire floor of a large business center. Today, the sales department alone employs more than 30 managers, has a strong information system, systematized pre-sales preparation and delivery of goods, and equipped warehouses. Thanks to the “growth through development” approach, the company has mastered new segments of the sales market, and it has managed to occupy a significant share of it.

Information about experts

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

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

We recently conducted a study and found that more than 50% of our clients in small and micro businesses do their own bookkeeping. The advantages are obvious - savings. There may not be any cons if the entrepreneur understands financial and accounting records. Sometimes this is critical.

Here is a real-life case that illustrates well the importance of financial literacy as an entrepreneur. Once, when filling out the balance sheet, the business owner indicated the balance of funds in the account, the cost of goods, the amount of receivables and payables, and in fixed assets wrote the words: “Nissan”.

Do you think that the entrepreneur's assets and liabilities converged, and what would the tax authority say about this?

Confusion in terms can lead to overpayments or arrears, which threaten tax penalties. Everyone should understand well and be able to distinguish from each other the main indicators of financial activity: revenue, profit, income, turnover and turnover.

Revenue, income and gross margin

Revenue- the amount of money received from the sale of goods, works, services. It can be determined by the “on shipment” method, that is, at the time of actual shipment of the goods or the provision of services, or it can be by the “cash” method, that is, at the time of receipt of payment. In addition to funds received directly from the sale of goods and services, it may also include income from the sale of valuable assets and other receipts.

According to the accounting regulations income organization recognizes an increase economic benefits as a result of the receipt of assets (cash, other property) and (or) the repayment of obligations, leading to an increase in the capital of this organization, with the exception of contributions from participants (property owners)”.

Revenue is an indicator of financial well-being and the starting point for calculating the profit of an enterprise. It can be zero or positive, but never negative.

The concepts of "revenue" and "turnover" are generally identical. At the same time, “turnover” can often be used to refer to the non-cash turnover of the company, that is, the receipt of funds to the settlement account for goods, works and services sold.

In any case, both revenue, and income, and turnover are "gross" characteristics that do not take into account the costs (expenses) of the company.

Gross profit equal to the difference between revenue and expenses (costs) for the main activity (cost of goods or services sold). The financial result, which takes into account expenses in all areas of the company's activities, is called net profit (positive financial results) or net loss (negative).

Company turnover, trade turnover and revenue

Often confusion arises in the concepts of "turnover" and "turnover". We have already found out that turnover companies are the money that an enterprise has, this term refers to the economy. Turnover is a concept from the field of accounting, it denotes the amount of funds received from the sale of goods or services.

Trade turnover should be distinguished from revenue - in addition to direct income from trade, it may include other types of income and income from the sale of property. Thus, the revenue can be either greater than the turnover, or equal to it.

In addition, it is important whether you calculate revenue on an accrual basis or on a cash basis. As mentioned earlier, in the first case, income or expenses are taken into account in the period to which they relate, in the second - when they are directly paid. If the sale is made in installments or deferred payment, then, in the case of cash settlement, revenue and turnover may also differ.

The difference between profit and turnover

If there is nothing wrong with calling revenue turnover, then it is very important to distinguish profit from turnover, for example, in order not to overpay income tax.

Thus, the concept of "turnover" characterizes how much money the company has in principle, and profit is how much money the company can invest in its own development.

The difference between expense and loss

Expenses are all the money a company spends to produce and sell its product. These include material costs, salaries and other payments to employees, the cost of repairing equipment and premises, rent, taxes.

When expenses exceed the income of the company, there is a loss.