COMMODITY TURNOVER - the circulation of goods - the stage of the reproduction process that links production and consumption. In the sphere of commodity circulation, the sale of manufactured products (means of production and consumer goods) occurs through their purchase and sale.
One of the main economic indicators economic activity commercial enterprise is a turnover - the process of exchanging goods for money. The owner of the goods - a trading company * - sells the goods for money into the ownership of another legal or natural person. Trade turnover characterizes the process of movement of goods through acts of sale. As an economic category, commodity turnover is characterized by the presence of two features at the same time:
goods as an object of sale;
sales as a form of movement of goods from the producer to the consumer.
* Sometimes a trading company receives goods on a consignment basis, i.e. the enterprise, not being the owner of the goods, on the basis of the relevant agreement, receives from the actual owner the right to sell it.
Trade turnover commercial enterprise can be considered:
firstly, as a result of the activity of a trade enterprise, its economic effect;
secondly (in the socio-economic aspect), as an indicator of the commodity supply of the population, one of the indicators of the standard of living.*
* UN classification retail turnover refers to indicators characterizing the standard of living.
In a trading enterprise, the turnover is expressed in the amount of cash receipts for the goods sold - by its size one can judge the importance of this enterprise on consumer market.
Distinguish between retail and wholesale turnover.
Retail turnover
Retail turnover refers to the transfer of goods to end consumers. This completes the process of circulation of goods - it enters the sphere of consumption.
As an economic indicator, retail trade turnover reflects the volume of the mass of goods (in monetary terms) passing into the sphere of personal consumption, and characterizes, on the one hand, the monetary proceeds of trade, on the other hand, the amount of the population's expenses for the purchase of goods. The dynamics of retail trade turnover reflects the proportions between production and consumption, the needs of enterprises in material and labor resources, the development trading network.
According to the Instructions of the State Statistics Committee of the Russian Federation*, retail turnover is the sale of goods to the population; in addition, retail turnover includes the sale of goods to organizations, institutions and enterprises for the contingents of the population they serve.
* Instructions for determining retail turnover and inventory legal entities, their separate subdivisions, regardless of the form of ownership, engaged in retail trade and public catering. Approved by the Decree of the State Statistics Committee of Russia dated April 1, 1996 No. 25.
Characteristics of retail turnover
Retail turnover is one of the main indicators by which the activities of enterprises and trade organizations are evaluated. The main goal of commercial enterprises is to maximize profits, and turnover acts as the most important and necessary condition, without which this goal cannot be achieved. Since a trading enterprise receives a certain amount of income from each ruble of goods sold, the task of maximizing profits necessitates a constant increase in the volume of trade as the main factor in the growth of income and profits, a relative reduction in distribution costs and labor costs.
On the other hand, retail turnover is a quantitative indicator that expresses the economic relations that arise at the final stage of the movement of goods from the sphere of circulation to the sphere of consumption by exchanging them for cash income.
Retail turnover is generally understood as the sale of consumer goods to the population for cash, regardless of the channels for their sale.
It can be produced by: - legal entities engaged in retail trade and public catering, for which trading activity is the main one (shops, public catering establishments, tents); - legal entities engaged in trade, but for which trading activity is not the main one (firm stores, stores for industrial enterprises and etc.); - individuals selling goods in clothing, mixed and food markets. Thus, the essence of retail trade is expressed by economic relations associated with the exchange of cash funds of the population for purchased goods.
However, retail turnover may also include: - non-cash sale of food products by social legal entities (hospitals, sanatoriums, kindergartens, etc.); - sale of goods to legal entities, but only for cash using cash registers. Retail turnover is accounted for in actual sales prices strictly for the reporting period on the basis of primary documents- commodity-money report and documents attached to it. Retail turnover is shown taking into account the value of glassware sold to the public with goods, minus the value of empty glassware returned by the public, as well as the value of glassware accepted from the public in exchange for goods.
The main tasks of retail trade turnover are: - verification of the degree of fulfillment of plans (forecasts) of trade turnover, satisfaction of customer demand for individual goods, development of long-term standards for trading activity indicators; determination of trends in economic and social development of enterprises retail; establishing the validity, tension, optimality of plans; - study, quantitative measurement and generalization of the influence of factors on the implementation of the plan and the dynamics of retail turnover; comprehensive assessment trading activities enterprises; - assessment of the implementation of the plan for the introduction of progressive trading methods and their effectiveness; - identification of ways, opportunities and reserves for the growth of trade, improving the quality of customer service, the efficiency of using the material and technical base of trade; - development of measures to eliminate shortcomings in trade; development of optimal strategic and tactical solutions for the development of trade, and the trading activities of the enterprise. Retail turnover can act as one of the indicators that determine the capacity of a trading enterprise, since its value can be used to judge the volume of the enterprise's activities.
Retail turnover can be used to characterize the efficiency of the use of enterprise resources and the total cost of selling goods. Since the turnover is an indicator that reflects the most important final result of the economic activity of a trading enterprise, its comparison with the amount of resources expended (labor, commodity, material, financial) will give an idea of the effectiveness of their use, since in a generalized form, the efficiency indicator is the ratio of result and costs.
Retail turnover can be used to calculate the labor intensity, capital intensity, cost intensity, capital intensity of resources. With the help of these indicators, it is possible, as a first approximation, to determine the need of the enterprise for additional resources to ensure the growth of turnover.
The development of retail trade should be closely linked to such economic indicators as demand, the receipt of goods, inventories, profits, the number of employees, and labor costs. At the same time, such a ratio in the development of these indicators, which is presented in the models of strategic regulation of trade turnover, is considered optimal.
Characteristics of wholesale trade
The transition of trade enterprises to the market concept of development changed the assessment of their target function, which affected the system of economic indicators characterizing the economic process. First of all, this refers to the indicator of retail turnover.
The process of moving goods from production to consumers is called distribution. The organization of an effective, rational system of goods distribution on a national scale is the most important task of wholesale trade. The fewer intermediate links in the process of moving goods, the shorter the path of movement of goods and the shorter the delivery time.
The organization of the wholesale purchase and sale is one of the essential functions wholesale trade since, in the process of the social division of labor, it has isolated itself into an independent sub-branch of trade. When contacting product manufacturers, wholesalers act as representatives of demand, and when offering goods to buyers, they act on behalf of manufacturers.
The specialization of wholesale trade in the performance of the contact function provides significant savings in distribution costs, which leads to a decrease in the number of contacts. As a result, the buyer, i.e. retail trade, saves time, as it is freed from purchases from many manufacturers, reduces material costs associated with storage, the formation of an assortment of goods and their delivery. It is a well-known fact that wholesale inventory is much cheaper than retail inventory.
Income from the wholesale activity of the enterprise consists of the difference between the price of purchasing goods from the manufacturer and the price of selling the goods to the buyer or the wholesale margin (surcharge). At present, the value of the margin is set on a contractual basis between the seller and the buyer.
An additional source of income for a wholesaler may be payment for the services it provides to its customers (for example, in practical activities wholesale firms often finance the manufacturer by providing him with an order for a certain product with a guarantee of its sale, and at the same time, in the form of an advance, they pay for a part of the ordered batch of products; as for retail organizations, here too wholesale enterprises provide financing by selling goods with deferred payment). But the main function of the wholesale enterprise is the sale of goods to customers, therefore, the volume of these sales, or wholesale turnover, characterizes the volume of the enterprise as a whole.
As you can see, wholesale trade is assigned one of the important roles in a market economy, and the main indicator of wholesale trade is wholesale turnover.
Wholesale turnover is the sale of goods in large quantities to legal entities by bank transfer, for the further sale of these goods or processing.
The composition of the wholesale turnover includes: the sale of goods from wholesale depots to retail trade enterprises, public catering enterprises, small wholesale trade organizations, and manufacturing enterprises.
The sale of goods to industrial enterprises is included in the wholesale turnover, provided that finished products these enterprises will not return (enter) to the wholesale base. The wholesale turnover does not include the movement of goods within the wholesale base from one warehouse to another, as well as the return to the base of goods previously sold to the buyer.
According to the forms of sale of goods, the entire wholesale turnover is divided into warehouse and transit.
Warehouse turnover is formed by selling goods from the warehouse of the wholesale base. So they sell goods of a complex assortment that require picking, refinement, sub-sorting, - garments, shoes, goods for household, cultural and sports purposes, etc., as well as goods of a simple assortment packed at bases - salt, sugar, etc. In other words, wholesalers transform the industrial supply of goods into assortment groups corresponding to the demand of individual buyers. The need for this function is especially relevant in modern conditions, when, due to the development of specialization, production is effective only with the release of mass batches of goods, and consumption is increasingly characterized by an increase in the range with small volumes of purchases of individual goods.
Transit turnover is formed from goods shipped by suppliers directly to retail network, bypassing the warehouses of wholesale bases. Or otherwise - the sale of goods directly to the buyer without the delivery of goods to the wholesale base.
If the wholesale base participates in the calculations, i.e. pays these goods to the supplier, and then receives money from the buyer, then such transit is called paid. Kazarskaya N.I. in her textbook gives a different definition - transit turnover with participation in settlements (with investment of funds) - the base pays off with suppliers for shipped goods and presents invoices for payment retail organizations and enterprises [ Economics of a trading enterprise / Textbook for commodity experts / Kazarskaya N.I., Lobovikov Yu.V. - 3rd edition, translated and before - M .: Economics, 2003. S. 101]. This type of transit is now rarely used.
If the wholesale base is only an intermediary and does not participate in the calculations, such transit is called unpaid. According to N.I. Kazar - transit turnover without participation in settlements (organized) - settlements for shipped goods are carried out directly between suppliers and the retail organization. Wholesale bases are not included in the calculations. They establish links between suppliers and buyers, agree on specifications, organize control over the progress of shipment.
When analyzing and planning economic activities, the bases use:
for a general assessment of the work of the base - gross wholesale turnover;
for the analysis and planning of commodity stocks - warehouse turnover;
to calculate quality indicators as a percentage of turnover (wage fund, cost level, profitability) - turnover with the participation of the base in the calculations, i.e. warehouse turnover plus transit turnover with participation in settlements.
Wholesale enterprises can sell goods to budget enterprises and organizations (schools, hospitals), this turnover is considered small-scale wholesale and refers to retail turnover.
Since the turnover is an indicator that reflects the most important final result of the economic activity of a trading enterprise, its comparison with the amount of resources expended (labor, material, financial) will give an idea of the effectiveness of their use, since in a generalized form, the efficiency indicator is the ratio of result and costs.
The sum of two types of wholesale trade is gross wholesale trade.
Depending on the organization of commodity circulation, each of the two types of wholesale trade is divided into:
warehouse;
transit.
Warehouse wholesale turnover is the sale of goods from the warehouses of wholesale trade enterprises.
Transit wholesale turnover is the supply of goods by manufacturers directly to retailers, bypassing warehouse links.
Transit wholesale turnover, in turn, is divided into:
transit trade turnover without participation in settlements (organized);
transit trade turnover with participation in settlements.
In other words, a trading enterprise participates in this process either as an intermediary who receives a commission for organizing the promotion of goods, or as an owner who has paid the cost of the goods.
The sum of warehouse and transit turnover with participation in settlements is the wholesale turnover with participation in settlements.
Trade turnover- this is the volume of sales of goods by a trade organization in monetary terms for a certain period of time.
The analysis of trade turnover allows assessing the compliance of existing goods with the demand of the population in order to take measures to optimize the structure of trade turnover, increase sales, accelerate the turnover of goods, the rhythm and uniformity of sales. Trade turnover is divided into wholesale, retail and turnover. Catering.
Types of trade
Wholesale turnover- the volume of sales of goods by manufacturers or resellers to buyers for further use in commercial circulation. An obligatory feature of a transaction related to wholesale trade is the presence of an invoice.
Retail turnover is the volume of sales of goods expressed in monetary form to the population to meet their personal needs, as well as the sale of goods in small wholesale lots to various institutions, organizations, enterprises (hospitals, kindergartens, rest homes and sanatoriums, etc.) for the contingents they serve.
The economic essence of retail trade is expressed by relations associated with the exchange of funds for goods. Retail turnover transfers goods to end consumers and characterizes the completion of the circulation process. Goods from the sphere of circulation enter the sphere of consumption, become the property of the consumer, are used or form a consumer fund, i.e., cease to be commodities.
The value of goods created in the process of production changes its form through retail turnover. As a result, production costs are reimbursed and conditions are created for the further development of production.
Retail turnover- This is the most important indicator of a commercial enterprise. It can be regarded as the result of the activity of a trade enterprise, and the volume of gross income and profit, which characterizes the effectiveness of trading activities, depends on it. The importance of this enterprise in the consumer goods market can be judged by the volume of trade, which is expressed in the amount of cash receipts for the goods sold. Trade turnover has qualitative and quantitative characteristics. The qualitative one is connected with the structure of the turnover, i.e., the assortment composition, the quantitative characteristic of the turnover - with the volume of sales in monetary terms.
It is necessary to clearly distinguish between the concepts of "value" and "composition" of turnover: the value is the total amount of trade proceeds handed over to the cash desk or bank, the volume of small-scale wholesale sales (by bank transfer), expenses incurred at the expense of cash proceeds (according to documents), and the composition trade is made up of various kinds sales.
The composition of the retail turnover includes: proceeds from the sale of food and non-food products through the retail trade network (shops, stalls, tents), through a network of vending machines or the use of delivery or peddling trade; sale of goods to the population on credit with installment payment; turnover of public catering enterprises selling semi-finished products, products own production, purchased goods; sale of printed publications (books, newspapers, magazines), including by subscription; proceeds from the sale of medicines in pharmacies; sale of goods to various organizations, institutions, enterprises for their non-productive consumption and other types of sales.
The structure (or assortment composition) of trade turnover includes food and non-food products sold by a particular trade enterprise. These goods are divided into assortment groups and subgroups and, with further detail, types, varieties, models, and sizes are considered.
The commodity structure of non-food products consists of the following assortment groups: laundry soap and synthetic detergents; toilet soap and perfumery; haberdashery and threads; goods for cultural, household and household purposes; knitwear and hosiery; clothing, linen, hats and furs; fabrics; shoes; other non-food items.
The structure of food products, for example, consists of the following assortment groups: bread and bakery products; flour, cereals, pasta and food concentrates; potatoes, vegetables, fruits, mushrooms; meat and meat products; fish and fish products; milk and dairy products; chicken eggs and edible fats; sugar and confectionery; salt; flavor products; other food products.
Turnover indicators
The indicators characterizing the turnover of a trading enterprise include: the volume of trade in value terms in current and comparable prices, the assortment structure for individual product groups (in rubles and percentages), one-day trade, trade per employee, including counter worker ( trade group), the time of circulation of goods in days and the speed of turnover (number of revolutions).
Analysis of the turnover indicators allows you to establish the main qualitative and quantitative indicators of the work of a trade organization in the current period. The economic feasibility of calculations for the coming period depends on the depth and completeness of the analysis, the correctness of the conclusions drawn from the results of the analysis. Based on the results of the analysis, it is possible to judge to what extent the sales forecast was fulfilled and customer demand was satisfied, what caused the changes in turnover for the reporting period, to assess the degree to which the actual results of the enterprise's activities correspond to the intended strategy.
The data of accounting, statistical and operational reporting are the main sources of information for the analysis of trade. It begins with determining the volume of trade in monetary terms or in physical terms for a certain period (decade, month, quarter, half year, year). The resulting reporting data is compared with the predicted figures for these periods. Analyzing the turnover, reveal patterns in its development. For this purpose, the dynamics of trade turnover is calculated in current and comparable prices.
1. The dynamics of growth in trade turnover at current prices (ATT) is calculated by the formula:
DTO = (Actual turnover of the reporting year at current prices * 100) / Actual turnover of the previous year
If prices have changed in the analyzed period, then the actual data on the sale of goods must be expressed in prices at which the turnover was forecast. To do this, calculate the price index. In the context of a noticeable impact of inflationary processes on the economic life of the country, which led to high rates of price growth and depreciation of money, the use of a price index is of particular importance.
2. The price index shows the change in the total cost of a certain number of goods for the analyzed period. The price index is calculated by the formula:
I price \u003d C otch / C base
where, C otch - the price in the reporting period, C base - the price in the base period (last year), taken as 100%.
3. The actual turnover of the reporting year in comparable prices is calculated by the formula:
TO fact in comparable prices = (actual turnover in current prices / price index) * 100%
For example, in the reporting year there was an increase in prices by 20%. Let's calculate the dynamics of trade turnover according to the previous data in current and comparable prices. 1. Dynamics of trade turnover in current prices: 122%; 2. The price index was 120 / 100 = 1.2; 3. Calculate the actual turnover of the reporting year in comparable prices: 22,000.0 / 1.2 = 18,333.0 thousand rubles. 4. Calculate the dynamics of growth in trade in comparable prices: (18333.0 / 18000.0) * 100 = 101.85%. As can be seen from the calculations, the turnover of the reporting year increased by 22% compared to last year in current prices, but after calculating the dynamics of turnover in comparable prices, it turned out that the turnover increased due to an increase in prices. At constant prices of the base period, the turnover would have amounted to only 18,333.0 thousand rubles, or 101.85%. Thus, the turnover increased in the reporting year only due to rising prices, and not due to an increase in the number of sales of goods. Further analysis of the total turnover is carried out by quarters, which makes it possible to determine the uniformity of sales throughout the year and to identify the degree of satisfaction of consumer demand by season.
4. When analyzing the rhythm of sales, the coefficient of rhythm of turnover is determined by the formula:
K rhythm = Quarterly sales plan / Annual sales plan
When calculating the coefficient of rhythm, the volume of sales can be taken into account in absolute amounts in monetary terms or in the share of sales in certain periods in total volume sales. Uniform sales are considered if the coefficient is equal to one.
Economically sound forecasts of turnover by quarters (periods of the year) play an important role in the rhythmic satisfaction of consumer demand, stable monetary circulation, ensuring the development of trade and related other indicators of the trading activities of the enterprise. After determining the annual turnover broken down by quarters, they begin to forecast it for individual product groups and goods, taking into account the seasonality of the population's demand and the current level of sales of goods. Yes, in summer period there is a slight reduction in the consumption of meat and meat products due to an increase in the consumption of milk and dairy products, vegetables, and fruits. And in the I and IV quarters, the consumption of meat, sausages, poultry increases.
When analyzing the rhythm of turnover, it is necessary to determine the coefficient of rhythm of sales. For this, the following calculations are performed:
Table 1. Analysis of the rhythm of sales
The volume of actual turnover exceeded the forecast value by 0.65% (3100:3080*100 = 100.65%), but sales were not rhythmic enough compared to the forecast, as the volumes and shares of sales changed in certain periods. Sales rhythm coefficient was:
The calculated values of the rhythm coefficients are less than 1, which indicates an insufficient rhythm of sales in the reporting period. Forecasts on sales volumes were fulfilled only in the 1st and 2nd quarters, and in the 3rd and 4th quarters they were not fulfilled. The analysis of the fulfillment of the sales forecast by quarters must be supplemented with an analysis of the sale of goods by months. This analysis makes it possible to evaluate the uniformity of the fulfillment of the forecast of turnover within the quarters, to timely identify the causes of the emerging discrepancy between the actual data and the predicted ones and take appropriate measures.
At the final stage of the analysis of the rhythm of sales, the volume of the decrease in turnover as a result of a violation of the rhythm of sales is determined by the formula:
ΔTOCritm = (1 - Crit)*TO0.
As a continuation and concretization of the analysis of the total volume of trade, they study the assortment and structure of trade. The success of a trade organization largely depends on the reasonable formation of a range of goods that meets the requirements of customers.
Product range
A product range is a list of product names. There are a full assortment (of all types and varieties), a group assortment (according to related groups), an intragroup assortment, as well as a main and additional assortment. The main assortment includes goods that form the bulk of the sales volume of a trade organization. Products of an additional range are sold in order to provide additional services to customers and generate additional profit. In the analysis, the assortment renewal coefficient is determined as the ratio of new products for a certain group to the total number of their varieties. Also, the analysis determines the degree of implementation of the plan for the assortment.
To calculate the average percentage for the assortment, it is necessary to divide the turnover counted towards the plan by the value of the planned turnover. The fulfillment of the plan for the assortment does not always mean the fulfillment of the plan for the structure. Analysis of the turnover of a trading enterprise by commodity structure involves a quantitative and cost assessment of the sale of individual goods and product groups in the total volume of trade, as well as determining the dynamics of structural changes.
The results of the analysis are used to study the influence of the structure of trade turnover on the main performance indicators: gross income, costs, profit and to identify the conformity of the structure of the product offer consumer demand- and have a decisive influence on the formation of orders to suppliers and the choice of suppliers themselves. The analysis of trade turnover by product groups and individual products is based on data from quarterly and annual reports on the sale of goods. The identified results make it possible to determine the positive aspects of the work, consolidate and develop them in the planned period, as well as reveal shortcomings and outline measures to eliminate them in the future.
Having established changes in the structure of turnover, it is necessary to determine the reasons that caused changes in turnover. This is the most important point in the analysis of trade turnover. Here you can use the formula for balancing the indicators of trade turnover:
31 + P \u003d TO + B + E + Y + 32
Where,
31 - inventory at the beginning of the planning period;
P - receipt of goods;
TO - sales (sales) by total volume and by individual product groups;
B - disposal of goods (return to the warehouse or transfer to another department);
E - natural decline;
Y - markdown of goods;
32 - inventory at the end of the period.
The impact of commodity balance indicators on the volume of trade turnover can be calculated by the balance method by calculating the difference between the actual and planned (basic) values.
The analysis of trade turnover ends with conclusions based on the results and determination of the prospects for growth in the total volume and changes in the structure of sales of goods. Conclusions, generalizations and suggestions are used in the development of a sales forecast and as an effective means of economic management, through which control is exercised and measures are developed to ensure a steady growth in turnover.
One of the indicators that characterizes the dynamics of the company's sales is turnover. It is calculated in selling prices. Analysis of the turnover gives an assessment of the qualitative and quantitative indicators of work in the current period. The validity of calculations for future periods depends on the conclusions made. Let's take a closer look at trade.
inventory turnover
Everything that is in the warehouse is a current asset of the organization. It's frozen cash. In order to understand how long it will take to convert goods into cash, an inventory turnover analysis is carried out.
The presence of commodity balances on the one hand is an advantage. But even when they accumulate, sales decline, the organization still has to pay taxes on inventory. In such cases, we speak of low turnover. In the same time high speed selling goods is not always a big advantage. With an increase in turnover, there is a risk that the client will not find desired item and contact another seller. To find golden mean, you need to be able to analyze and plan inventory turnover.
Terms
A commodity is something that is bought and sold. This category also includes services if their cost is paid by the buyer (packaging, delivery, payment for communication services, etc.).
Inventory is a list of goods available for sale. For retail and wholesale trade, inventory is the goods on the shelves, and those that are in stock, shipped and stored.
The term "inventory" also includes products that are still in transit, in stock or on receivables. In the latter case, ownership remains with the seller until the goods are paid for. Theoretically, he can ship it to his warehouse. When calculating the turnover, only those products that are in stock are taken into account.
Turnover is the volume of sales in monetary terms, calculated for a certain period. Next, the algorithm by which the turnover is calculated, the calculation formula will be described.
Example 1
Average inventory:
Tz cf = 278778 \ (6-1) = 55755.6 thousand rubles.
Osr" \u003d (Balances at the beginning + Balances at the end) / 2 \u003d (45880 + 39110) / 2 \u003d 42495 thousand rubles.
Turnover and how to calculate it
The firm's liquidity ratio depends on the rate of conversion of funds invested in stocks into cash. To determine the liquidity of stocks, the turnover ratio is used. It is calculated according to different parameters (cost, quantity), periods (month, year), for one product or an entire category.
There are several types of turnover:
- the turnover of each product in any quantitative indicators (pieces, by volume, weight, etc.);
- turnover of goods by value;
- the turnover of the entire stock in quantitative terms;
- turnover of the entire inventory at cost.
In practice, the following formulas are most often used to determine the efficiency of using reserves:
1) The classic formula for calculating turnover:
T \u003d (Remaining inventory at the beginning of the period) / (Sales volume for the month)
2) Average turnover (calculation formula for the year, quarter, half year) :
Тз ср = (ТЗ1+…+T3n) / (n-1)
3) Turnover period:
OB days = (Average turnover * Number of days in the period) / Sales volume for the period
This indicator calculates the number of days it takes to sell inventory.
4) Turnover in times:
About p \u003d Number of days / About days \u003d Sales volume for the period / Average turnover
This coefficient shows how many turnovers the product makes during the period under review.
The higher the turnover, the more efficient the activity of the organization, the less the need for capital, and the more stable the position of the enterprise.
5) Stock level:
Uz \u003d (Commodity stock at the end of the period * Number of days) / Turnover for the period
The level of stocks characterizes the security of the company with goods on a certain date. It shows how many days of trading the organization will have enough inventory.
Peculiarities
The formula for calculating turnover and other indicators presented above is used subject to the following conditions:
- If the organization does not have stocks, then it makes no sense to calculate the turnover.
- Retail turnover, the calculation formula for which will be presented below, may be incorrectly determined if it includes targeted deliveries of goods. For example, a company won a tender for the supply of materials in shopping center. Under this order, a large batch of sanitary ware was delivered. These items should not be included in the turnover calculation.
- The calculation takes into account the live stock, that is, the goods that arrived at the warehouse were sold, and those for which there are balances, but there was no movement.
- The turnover of goods is calculated only at purchase prices.
Example 2
Conditions for calculations are presented in the table.
Month | Implemented, pcs. | Remaining, pcs. |
Average stock |
Determine the turnaround time in days. In the analyzed period 180 days. During this time, 1701 goods were sold, and the average monthly balance was 328 pieces:
OBday \u003d (328 * 180) / 1701 \u003d 34.71 days
That is, from the moment the warehouse is delivered to its sale, an average of 35 days passes.
Let's calculate the turnover in times:
ABOUT times \u003d 180 / 34.71 \u003d 1701 / 328 \u003d 5.19 times.
For six months, the stock of goods turns around 5 times on average.
Let's determine the stock level:
Uz \u003d (243 * 180) / 1701 \u003d 25.71.
The organization's existing inventory will last for 26 days of operation.
purpose
Inventory turnover is analyzed to find positions where the commodity-money-commodity cycle rate is very low and make a decision accordingly. It makes no sense to analyze goods of different categories in this way. For example, in a grocery store, a bottle of cognac may be sold at a faster rate than a loaf. But this does not mean that bread should be excluded from the assortment of goods. It is not necessary to simply analyze these two categories in this way.
Compare the following products within the same category: bread with other bakery products, and cognac with high-end alcoholic beverages. Only in this case it is possible to draw conclusions about the intensity of turnover of a particular product.
An analysis of sales dynamics in comparison with previous periods will allow us to conclude that demand has changed. If during the analyzed period the turnover ratio has decreased, then there is an overstocking of the warehouse. If the indicator is growing and, moreover, at a rapid pace, then we are talking about working “from the wheels”. Under conditions, inventory may be zero. In this case, inventory turnover can be calculated in hours.
If there are accumulated in the warehouse seasonal goods, for which there is low demand, then it will be difficult to achieve turnover. You will have to buy a wide range of rare goods, which will affect their liquidity. Therefore, all calculations will be incorrect.
It is also important to analyze the terms of delivery. If an organization purchases own funds, then the calculation of turnover will be indicative. If goods are bought on credit, then low turnover is not critical for the company. The main thing is that the period for the return of funds does not exceed the calculated value of the coefficient.
Types of trade
Just as prices are divided into retail and wholesale prices, commodity circulation is divided into similar two types. In the first case, we are talking about the sale of goods for cash or at standard prices, and in the second - about the sale by bank transfer or at wholesale prices.
Methods
In practice, the following methods of calculating turnover are used:
- Based on the consumption of goods by residents of one area.
- According to the planned number of sales and the average unit cost.
- According to the actual turnover of the organization (the most popular method).
Data for calculations are taken from accounting and statistical reporting.
Dynamics
The following formula for calculating turnover shows the change in the indicator at current prices:
D \u003d (The fact of the turnover of the current year / The fact of the turnover of the last year) * 100%.
The dynamics of trade turnover in comparable prices is determined by the following formula:
D sop = (Fact of turnover in comparable prices / Fact of turnover of the last year) * 100%.
Example 3
Trade turnover in 2015 - 2.6 million rubles.
- Sales forecast for 2016 - 2.9 million rubles.
- Trade turnover in 2016 - 3 million rubles.
Let's define sales: (3/2.8)*100 = 107%.
- Let's calculate the turnover in current prices: (3/2.6)*100 = 115%.
Price index
If prices have changed during the study period, then you first need to calculate their index. The value of this indicator increases under the influence of inflationary processes on the country's economy. The coefficient shows the change in the cost of a certain number of goods over a period. Formula for calculating the price index:
Itz. = C new / C old
This formula is often used by statistical authorities to analyze for certain categories of goods. For example, the volume of goods sold in 2014 was 100 thousand rubles, and in 2016 - 115 thousand rubles. Calculate the price index:
Itz = 115/100 = 1.15, that is, prices increased by 15% over the year.
Only after these actions is used the formula for calculating the turnover in comparable prices:
Fact = (Turnover at current prices / Turnover of last year) * 100%.
Example 4
In 2015, the turnover of the company amounted to 20 million rubles, and in 2016 - 24 million rubles. During the reporting period, prices increased by 40%. It is necessary to calculate the turnover according to the formulas presented earlier.
Let us determine the wholesale turnover at current prices. Calculation formula:
Тт = 24/20 * 100 = 120% - for the current year, the turnover has grown by 20%.
Let's calculate the price index: 140%/100% = 1.4.
Let's define the turnover in comparable prices: 24/1.4 = 17 million rubles.
The formula for calculating turnover in dynamics: 17/20*100 = 85%.
The calculation of the dynamics showed that the growth occurred only due to an increase in prices. If they had not changed, the trade turnover would have decreased by 17 million rubles. (by 15%). That is, there is an increase in prices, not the number of goods sold.
Example 5
The initial data for completing the task are presented in the table below.
Forecast, thousand rubles | Fact. turnover, thousand rubles | |||
Now you need to determine the turnover for the current year at the prices of the previous period.
First, let's determine the percentage of fulfillment of the sales plan: 5480/5300*100 = 103.4%.
Now we need to determine the dynamics of trade turnover as a percentage compared to 2015: 5480/4650*100 = 120%.
Trade turnover for 2015, thousand rubles | |||||
Forecast, thousand rubles | Fact. turnover, thousand rubles | Performance, % | In relation to the previous year, % |
||
As a result of overfulfillment of the sales plan in 2016, the company sold products worth 180 thousand rubles. more. During the year, the volume of sales increased by 920 thousand rubles.
A detailed calculation of retail turnover by quarters makes it possible to determine the uniformity of sales, to identify the degree of satisfaction of demand. Additionally, it is also worth analyzing sales by months to identify signs of a decline in demand.
The formula for calculating turnover in retail trade
The analysis of price changes by commodity groups provides for the quantitative and cost assessment of individual goods, the determination of the dynamics of their shifts. The results of the study are used to study the correspondence of supply to demand and influence the formation of orders.
The analysis of turnover is carried out on a quarterly basis. Based on the results of the audit, it is possible to establish the reasons why the turnover has changed. The formula for calculating the balance sheet is given below:
Zn + Nt + Pr \u003d R + C + B + U + Zk, where
Zn (k) - stocks at the beginning (end) of the planning period;
Нт - commodity allowance;
Pr - arrival of goods;
Р - sale of goods according to individual groups;
B - disposal of goods;
B - natural decline;
U - markdown.
You can determine the degree of influence of balance sheet indicators by calculating the difference between planned and actual indicators, or using the chain substitution method. At the next stage, the retail turnover, the calculation formula of which was presented above, is analyzed for changes as a result of improved labor productivity, an increase in the number of employees and the efficiency of the use of fixed assets. The analysis is completed by determining the prospects for growth in sales volume and changing the structure of goods.
Retail turnover is the total revenue of a trading enterprise for the analyzed period. It represents the total amount of funds received in the course of the sale of goods. Sales data must be taken from accounting documents. When analyzing turnover, its dynamics is determined in current and comparable prices, and the structure of the indicator in the context of product categories is also examined. ultimate goal research is to establish the causes of changes in turnover and the revision of product groups.
In any trade organization, an important economic indicator is the turnover. This is the combined value of goods sold and profits earned. The indicator is expressed in monetary terms, regardless of the payment option (cash, bank transfer) and the category of the buyer (physical and legal entities).
In simple words : turnover - the amount of money received from buyers for a certain period.
This is the most important indicator of the effectiveness of a trading enterprise, which is involved in determining other parameters and coefficients.
economic sense
The activity of any retail trade organization is aimed at selling goods, where the company acts as an intermediary in bringing wealth to the final buyer. End consumers, by acquiring value, create the main cash flows companies and bring it the maximum income. The amount of money received from buyers form the turnover. And the higher this value, the better: every enterprise seeks to increase it.
Calculation formula
The turnover is calculated using different formulas. The simplest one looks like this:
- C - price;
- K is the quantity.
However, in practice, this calculation method is rarely used. Exception: trade organizations and individual entrepreneurs offering a narrow range of products.
Revenue data is not calculated using formulas, but taken from documents. Sources are:
- accounting accounts;
- primary documents;
- statistical reporting.
Data can be obtained based on cash reporting and bank statements. In accounting, the proceeds from the sale of goods for cash are recorded using the posting: Dt 50 Kt 46.
Data is taken for the year, quarter, month.
Retail turnover is calculated as the amount of revenue for each day of the reporting period and the difference between the amount of funds in the accounts and at the cash desk at the beginning and end of the day:
- DN KD - cash on hand at the end of the working day;
- DS KD - money on accounts at the end of the working day;
- DN ND - cash in hand at the beginning of the working day;
- DS ND - money in the accounts at the beginning of the working day.
In this case, only those funds that are received as payment for goods are taken into account.
The store may also offer the customer other payment methods, such as installments or credit. These funds are also included in the turnover.
Indicator analysis
Why analyze retail turnover? This is necessary to:
- track the dynamics, compared with previous periods;
- spend factor analysis;
- determine the structure of trade;
- draw conclusions about the validity of planned values;
- check the implementation of the plan;
- determine the breakeven sales volume.
Thus, the analysis of the indicator is multifaceted. It is also important to pay attention to its structure. This will allow you to understand which positions bring the maximum income, and which ones are unprofitable and require a review of work with these goods.
Analyze the turnover according to the following scheme:
- compare the plan and the fact, identify the reasons for the non-fulfillment of the plan (if necessary);
- track dynamics;
- analyze the composition of the turnover (according to buyers, forms of payment, services);
- analyze the structure of turnover by goods (calculate what share of each group in the total volume);
- perform factor analysis.
Dynamics is calculated in current and comparable prices. Turnover at current prices - the total value of the sale of goods. If we remove the amount by which prices have increased from this value, then we get a turnover in comparable (conditionally constant) prices.
The dynamics of growth in trade turnover in current prices is calculated by the formula:
- T TC OG - t/o of the reporting year at current prices;
- T PG - t / o last year.
The essence of the calculation method in comparable prices is not to take into account the cost growth factor due to inflation, and to obtain real data on changes in sales and revenue. The calculation formula will look like this:
- T STs OG - turnover of the reporting year in current prices;
- T PG - last year's turnover.
In a situation where a turnover plan was drawn up, and prices have changed in the reporting period, a price index is used. Its formula looks like this:
- C1 - price in the reporting period;
- P0 - price in the base period (taken as 100%).
When analyzing trade turnover, it is important to understand what socio-economic phenomena can have an impact on it. The indicator changes depending on:
- demand- the higher the demand for products in the market, the better it will be bought;
- suggestions- a lot of competition needs to be maintained a certain level service and prices;
- pricing policy- the higher the price of goods, the more buyers will pay;
- taxes- the amount of VAT and excises is included in the price of the goods;
- prime cost- the more expensive the goods are from the supplier, the greater will be the cost of the purchase;
- inflation- over time, prices rise, it is important to take this into account when predicting sales volume.
Consider what the decline and growth of the indicator over the past 2 years can indicate.
Calculation example
The calculation of the indicator and the dynamics of its change is one of the main tasks of the economist of any trading enterprise. For example, let's analyze the indicator of a conditional enterprise, the results are presented in tabular form (download in Excel).
| T/O structure | Dynamics of t / o in action. prices | Price index | T / o in comp. prices | Dynamics of t / o in comp. prices |
||||
|---|---|---|---|---|---|---|---|---|
| Food | ||||||||
| Cosmetics | ||||||||
Based on these calculations, the following conclusions can be drawn:
- in current prices, there is an increase in turnover in all categories - food, toys and cosmetics;
- in comparable prices growth only in the categories of food (by 3.99%) and toys (by 9.2%). In cosmetics, sales fell by 6.4%.
Thus, the growth in the turnover of cosmetic products in 2017 was achieved only due to price increases, but in fact, the volume of sales decreased. But in general, for all categories, the dynamics is positive.
Summary
Trade turnover is the most important indicator characterizing the activity of any trade organization. It is important not only to know its meaning (in itself it will not say anything), but to apply it to the analysis of dynamics and structure. Once it is established that changes have occurred, their causes must be found. Based on the results of the analysis, conclusions are drawn about the prospects for the growth of trade in future periods and the need to change its structure.
Organization of trade
The main goal of trade in consumer goods is to meet the needs of the population in goods and services. The achievement of this goal is characterized by the total volume of sales of goods to the population. When goods are sold to the consumer, the produced product finds its expression in social recognition. Trade turnover characterizes the volume of consumption of material goods, expresses the economic relations that arise in the process of movement of goods from the sphere of production and circulation into the sphere of personal consumption. The essence of trade is manifested in economic relations associated with the exchange of goods and services on the market in the process of buying and selling.
Trade turnover characterizes the processes developing in the sphere of commodity circulation, and the factors influencing the formation of supply and demand, and reflects the economic relations between producers and consumers.
Trade turnover allows you to determine the conditions under which the relationship between supply and demand in the market develops. This allows you to establish how relations between producers and consumers of goods are implemented in a particular market, what conditions determine the trends in the formation and development of supply and demand in the subsequent period and in the future.
Trade turnover reflects the level of development of productive forces, living conditions, i.e. characterizes the volume and structure of social needs. Satisfaction of needs occurs through the consumption (use) of a specific product, purchased mainly on the market. Trade turnover characterizes the volume of sales of goods, therefore, by its value one can judge the scale and level of satisfaction of demand.
The trade turnover makes it possible to assess the nature of the distribution between the participants in the market process, the link and sequence of the stages of the movement of goods, the connections between the production sector and resellers, the levels and length of the channels of goods movement. Trade turnover characterizes the distribution of the sale of goods across the territories and regions of the country, for specific firms involved in the sale of goods, for individual groups of goods.
Trade turnover is a macroeconomic indicator. The state collects and processes data on trade turnover on different levels management in order to identify common patterns and trends, identify the place of individual submarkets, analyzes interregional exchange and social and regional differences in the per capita level of trade.
Turnover is the most important indicator of a commercial enterprise, a measure of performance. The volume of sales of goods characterizes the competitive position of the enterprise in the market, its share in the total sales volume and the degree of stability of the position in the market, the ability to sell goods that are in demand by consumers and ensure the intended and stable results. The assessment of the competitiveness of a trading enterprise in a particular market or its segment is based on a thorough analysis of the turnover and allows you to determine the potential opportunities of the enterprise in the market. The results of the study are taken as a basis for developing an enterprise strategy, its assortment policy, making decisions on the inclusion in the assortment or the removal of various goods from sale, the development of optimal proportions of turnover.
Turnover indicators make it possible to identify the actual need for goods, the level of purchasing power of the population, the requirements of buyers for goods, preference factors when choosing goods by consumers, as well as the prospects for changing needs, expressed not only by the rate of change in turnover, but also by the characteristics life cycle goods.
The needs and requirements of consumers for a product are constantly changing, so the success in the market is the trade enterprise that has managed to best adapt to optimal satisfaction of demand. Knowing the volume and structure of turnover, the enterprise can predict the change in the phases of the demand cycle and the life cycle of the product and revise the strategy in accordance with the changing conditions of competition in the market. These tendencies are reflected in the dynamics and structure of trade turnover of a trading entity.
Turnover is an indicator of the size of the enterprise, an indicator of cash receipts for goods sold, the basis for determining the need for material, labor and financial resources. It reflects various aspects of the economic activity of the enterprise and its individual links.
Retail turnover characterizes the volume of sales of goods to the population for personal, family, home use; it means the completion of the process of circulation of goods on the consumer market and the transition of goods to personal or collective use. Its value is taken into account in retail prices, i.e. at actual selling prices, including all taxes included in the retail price.
The economic essence of retail trade is manifested in the exchange of consumer cash income for goods and services in the process of sale and purchase and in the economic relations associated with this exchange.
The retail trade turnover, along with the cost of goods sold to the population for cash and non-cash payments, also includes the cost of:
Goods sold by mail;
Goods sold on credit;
Goods handed over for commission (at the time of sale);
Sold on samples of durable goods;
Subscription printed publications;
Packaging not included in the price of the goods;
Sold empty containers.
In the process of retail sales, goods completely move from the sphere of circulation to the sphere of consumption. As sellers, as a rule, retail trade organizations act: shops, pharmacies, tents, pavilions, kiosks, gas stations, distribution and peddling trade networks. However, the place where the sale of goods takes place is not important point in the economic characteristics of retail trade. The sale of consumer goods for personal consumption can also be carried out in the food and non-food markets, from the warehouses of manufacturers and wholesalers, at auctions, in workshops, pharmacies, kiosks, on board aircraft, on passenger trains, etc. In addition to those listed, these can be organizations of other industries if they sell consumer goods purchased on the side or consumer goods of their own production to the population through their distribution network or with payment through their cash desk.
As you can see, the sign that characterizes the seller's status is not the main or the only one when referring sales to retail turnover. The main goals are the acquisition of goods - for personal or industrial consumption. Therefore, in recent times retail turnover also includes the sale of goods to organizations through which the joint consumption of goods is carried out. These organizations include: sanatoriums and rest homes, hospitals, kindergartens and nurseries, nursing homes.
In its essence, retail turnover is a synthetic indicator, since it consists of individual acts of sale and purchase, sales of individual goods, turnover of all firms or all regions. Turnover is a gross indicator of the realization of the value of goods, it depends on the total number of goods sold and the unit price of goods. The total volume of retail turnover is equal to the product of the sold quantity of goods of each item and the price per unit of goods.
How economic indicator retail turnover has a number of shortcomings, its growth does not always mean the actual satisfaction of demand. This is due to the fact that the value of the volume of trade can vary significantly under the influence of price and structural changes. For example, with an increase in the volume of sales in value terms, there may be a decrease in physical terms.
A trading company uses various quantitative and qualitative indicators of turnover to evaluate the results of its activities in the process of analysis and planning. These metrics include:
The total volume of sales of goods for the reporting and previous periods in current and comparable prices;
Sale of goods by type, form, structural divisions in the context of individual firms (shops, departments, sections, etc.);
Average daily sale of goods;
Commodity structure of trade turnover;
Retail and wholesale prices for goods;
Uniformity, rhythm, seasonality of the sale of goods;
Receipt of goods at purchase prices;
Availability of goods in the warehouse, compliance with their standards;
Inventory circulation time;
Cost intensity and profitability of sales of individual goods and product groups;
Turnover per employee, per seller;
Turnover per 1 m 2 retail space;
The number of buyers for the analyzed period;
The degree of satisfaction of demand (completeness of the purchase, its average cost, the intensity of the flow of buyers), etc.
The wider the list of analyzed indicators, the more possibilities for in-depth analysis of trends in the development of trade turnover, changes in the structure of customer demand, assessment of the efficiency of the use of enterprise resources. This allows you to most accurately determine what and in what quantities, at what price you need to sell on the market, or buy what will be in greatest demand among consumers. The study and comparison of the cost of selling goods makes it possible to choose those that give highest profit are the most cost-effective.
These indicators are the most important tools for the formation and optimization of the range of goods. They allow you to take into account changes in consumer demand and make timely decisions to improve the efficiency of the use of commodity resources.
The analysis of trade turnover allows you to monitor the sale of goods, satisfy consumer demand, determine trends in the volume and structure of trade turnover, identify internal reserves for the development of trade turnover, directions for its optimization, and have an operational impact on the trading process.
The purpose of the analysis of turnover is to obtain the information necessary for a trading company to decide what and in what quantities it should sell on the market in the future in order to ensure the necessary profit.
To achieve this goal, it is necessary to determine the tasks of the analysis of trade. They boil down to the following:
Analysis of turnover in the preplanned period, checking the degree of its implementation compared to the plan or the previous period; identification of all changes that have occurred in the volume, composition and structure of trade over this period.
Study, quantitative measurement and generalization of the influence of factors on the dynamics and changes in trade turnover.
Identification of internal reserves, ways and possibilities of optimizing the turnover and improving its assortment structure.
When conducting an analysis, the choice of indicators and acceptable methods is important in order to obtain more accurate and objective results. In the analysis of turnover, indicators of dynamics, absolute, relative and average indicators, cost and natural, balance method, methods of comparison, chain substitution, method of absolute and relative differences, index, integral, graphical methods, etc. are used.
The analysis should be preceded by work on the selection and preparation of information. Information for analysis is the data of accounting, statistical and operational reporting, norms and standards developed at the enterprise. These data are checked for correctness and comparability of individual indicators.
At the first stage of the analysis, the volume of trade turnover is studied by comparing it with planned indicators or indicators of the previous period. In the analysis, it is necessary to take into account the change in prices for goods. If prices changed in the analyzed period, then it is necessary to express the expected data on the sale of goods in prices of the planned or previous period. To do this, the expected turnover should be divided by the price index. To determine the expected turnover, the actual turnover for the past period is added to target value turnover established for the remaining period.
It is advisable to take into account the factors that may affect the value of trade until the end of the current period.
If a trading enterprise has several stores, then it is required to ensure the comparability of the turnover in the trading network. In the event of a change in the composition of the trading network during the analyzed period, the actual turnover must be adjusted taking into account its entry and exit. To adjust the turnover, it is necessary to subtract the turnover of closed structural divisions, and for the introduced trading network, add the additionally received turnover.
The analysis is carried out by the method of comparison: the size of the absolute deviation of the expected turnover from the planned or from the turnover of the previous year is determined, the percentage of the fulfillment of the turnover plan is calculated.
The second stage of the analysis of trade turnover is the analysis of its dynamics, which is necessary to assess the trends of its development in the analyzed period. The dynamics is characterized by the rate of change in trade turnover (chain, base and average annual); according to the nature of their change evaluate the positive or negative results of the enterprise. Therefore, the dynamics should be evaluated primarily in comparable prices. On the this stage analysis should evaluate the dynamics of the average price level, the size of the price range for the most significant goods, the dynamics of trade per 1 m 2 of retail space, per employee.
Particular attention should be paid to studying the dynamics and comparing the rate of change in turnover and profit from sales. Each firm must ensure that the rate of growth in turnover does not exceed the rate of growth in profits.
The study of the dynamics of trade involves the analysis of its quarterly and monthly indicators. Their dynamics differs significantly from the dynamics of annual indicators, since changes in quarterly and monthly volumes of turnover of the same goods within a year are characterized, as a rule, by greater unevenness, sharply pronounced fluctuations.
For this purpose, the rhythm of trade turnover is analyzed. This analysis is especially important for trading. food products, which is due to the continuity of their consumption. An important indicator in this analysis is the coefficient of rhythm, which is calculated as the ratio of the number of periods for which the turnover plan was completed to their total number.
The seasonality index shows how many percent the turnover of a given quarter deviates from the average quarterly value in one direction or another under the influence of seasonal factors.
Seasonal fluctuations in trade turnover are most characteristic of non-food products(clothes, shoes, etc.). A striking example of seasonality is the increased sale of goods before the start of the school year in schools, before the celebration of the New Year.
The third stage of the analysis is the study of the composition of the turnover. The composition of the turnover is studied by its types, forms of sale, forms of payment, by structural divisions, sections, departments and other features.
Analysis of the composition of trade is carried out in absolute and relative terms. The relative indicator is the share certain types total turnover. The composition of the turnover is studied both in comparison with the plan and in dynamics. In the absence of planned data, it is studied in dynamics and compared with previous periods. When studying the composition of turnover, it is important to compare the turnover per employee and per 1 m 2 of retail space in the context of individual structural divisions of the company.
Changes in the composition of trade have a certain impact on gross income and distribution costs, which should be taken into account in their analysis.
The fourth stage of the analysis is the study of the structure of trade, which makes it possible to establish changes in the nature of consumer demand. Analysis of the structure of trade allows us to assess the trend of its change using indicators of the dynamic series.
The study of turnover by commodity structure involves the definition specific gravity each product group in the total sales volume. The change in the proportions for previous periods makes it possible to identify certain trends in the development of trade. Analysis of the structure of trade turnover should be carried out by quarters and months, which will allow us to study the uniformity of sales, seasonal fluctuations in trade. This is necessary for the correct formation of the range of goods, for the formation of orders to suppliers.
The particular importance of studying the structure of trade is due to the fact that different goods have different cost and profitability. Changes in sales volumes of certain groups of goods directly affect the size and level of profit.
An analysis of the volume, composition and structure of trade turnover must also be carried out for individual structural divisions of a trading enterprise (shops), and within them - for departments, sections. The purpose of such an analysis is to identify and eliminate the shortcomings of their trading activities. The methodology and sequence of analysis of turnover by structural units are the same as in the analysis of turnover by total volume and structure.
The next task of the analysis of trade turnover is the study, quantitative measurement and generalization of the influence of factors on the dynamics and changes in the volume of trade turnover. When using the factorial method, the influence of various factors on the volume and structure of trade, then - the relationship between the factors and the most significant of them are selected that have greatest influence to change the volume of sales. This information is used in sales planning.
The ratio of various factors is constantly changing. A trading enterprise must know the general state of the market, the magnitude of existing demand, the rate of its change, the level market prices, the impact of competition, etc., which types and segments he should focus on when planning the volume and structure of trade.
The most important factor in the development of trade is the provision of the enterprise with commodity resources. As the main type of enterprise resources, commodity resources have a direct impact on the state of almost all indicators of its economic activity. They are inextricably linked with many aspects of the functioning of retailers.
A group of factors related to commodity supply affects the turnover O through changes in the value of inventories (Zn - stocks at the beginning, Zk - stocks at the end of the period), receipts of goods P, and other disposals of goods B. There is a certain balance relationship between the listed indicators. It is expressed by the commodity balance formula:
Zn + P \u003d O + V + Zk.
Using the commodity balance formula, you can calculate the value of each of the terms. Each of the algebraic terms of the commodity balance affects the volume of trade.
The increase in initial stocks and the receipt of goods have a positive effect on the amount of sales of goods; their reduction, on the contrary, helps to reduce the size of the implementation. A decrease in other disposal of goods, a reduction in ending stocks lead to an increase in trade, and their increase leads to a decrease.
commercial commodity purchase
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