What is a company's turnover? How to determine annual turnover

Every entrepreneur should know what the income and profit of an enterprise are, and how they differ from revenue.

Profit and income are the main financial indicators of economic activity various organizations regardless of the form of ownership. They can give an idea of ​​the overall profitability of the enterprise.

The costs of social and production development of the company must be financed from profits. The source of financing of the state budget is considered to be the corporate income tax.

What is revenue (turnover)

Revenue - money received (proceeds) by an enterprise, firm, entrepreneur from the sale of goods and services, proceeds from sales. That is, this is the entire amount of money that was received after the sale of the goods.

Example of revenue (turnover), Petya sold 100 phones for 10,000 rubles. Revenue will be 100*10,000 = 1,000,000 rubles.

Revenue from the sale of certain products is divided into two main types - net and gross:

• Under net revenue means the amount of money after all possible deductions, tax collections, discounts and cost of returned goods.
• Gross revenue- This is the total amount of cash received after the sale of certain products or provision of services.

Income = revenue (turnover) - the cost (or purchase price) of goods or services. Taxes are also deducted from this amount. Material costs are funds that were spent on purchasing products or necessary equipment. Such costs include various social contributions. The issuance of wages has nothing to do with this category.

Income example, let’s say the cost of Petya’s phones is 5,000 rubles. There are only 100 pieces, which he sold for 10,000 rubles each. Then income = 100*(10,000 - 5,000) = 500,000 rubles.

Labor costs and profits are the main components of the income of a particular enterprise. The market value of the product and the general market conditions have a direct impact on the level of income of the organization. Possible receipts from individuals and legal entities do not belong to the income side of the company.

If income is subject to tax payments, then after deducting them, an amount remains that includes the following elements:

• Insurance and investment income. These are amounts received during investment activities and the cost of insurance premiums.
• Consumer funds whose activities require social expenditures.

Incomes can be marginal, total and average.

• Marginal Revenue- this is the difference by which the organization’s total income changes after the sale of a certain unit of goods. Demonstrates the overall return on investment of the firm.
• Total income- this is the final result of the company’s economic activity, the difference between the cost of goods and production costs.
• Average income received after the sale of one unit of goods. It is equal to the price of a specific product sold.

Experts also highlight the concept of other income. These include various penalties and interest for placing a deposit.

What is profit

Profit is the difference between costs and revenues, where the latter are an indicator of financial activity.

Example of profit, Petya’s income from the sale of phones amounted to 500,000 rubles. But you still need to pay taxes, pay the manager’s salary, pay rent, etc.

Maximizing profits has always been one of the main goals successful businessman. It is considered the most important evaluative general indicator of the activities of a particular company.

This concept includes the following main components:

• Profit from the sale of property and the sale of material assets.
• Funds that were received from additional (non-core) activities of the organization. This refers to securities, dividends, and funds from renting out real estate.
• The difference between the funds received from the sale of a certain product and its real value.

If it has been revealed that the enterprise’s profit is zero, costs can be considered the result of such economic activity. The limiting indicator of this concept can be obtained by selling an additional copy of the product.

There are several main functions of enterprise profit:

• Provides funds for the development of the company.
• Forms taxes on profits of commercial enterprises.
• Shows the final economic result of the activities of an ordinary enterprise.

For productive profit management, experts recommend taking into account its maximum indicator, which you need to focus on. Some company managers actively practice lowering their pricing policy. But this should not be aggravated. If there is a high demand for a product, the profitability of the enterprise as a whole can drop catastrophically.

Experts advise offering your clients inexpensive analogues of goods and services that are considered the most in demand. Such measures will help maintain the attractiveness of products and a normal price category.

This financial indicator has several classifications. Based on the results of economic activities:

• Minimum permissible and maximum possible, which occurs with minimal costs and maximum profits.
• Regulatory– this is the standard minimum indicator provided by the enterprise.
• Underreceived– a loss that occurred due to the fact that one of the parties to the transaction violated its obligations.

Profits may or may not be taxed. It is differentiated into economic and accounting depending on costs. The first is the difference between accounting profit and additional, forced expenses.

As for the second option, it is positioned as the difference between the costs incurred and the income of the enterprise.

Gross profit is the difference between the total income of a particular organization and the amount of costs. Net profit can be calculated by subtracting all associated expenses from gross profit.

About EBIT and EBITDA profit

These are two more types of profit that should be emphasized separately.

EBIT profit is positioned as an intermediate value between gross and net indicators. Some people think that this is operating profit and are mistaken. This concept may also include non-operating profit. The amount of EBIT profit can be calculated based on the amount of profit and loss before taxes. This indicator must be positive.

The value of profit directly depends on the depreciation rate and the method of its calculation.

EBITDA is the amount of earnings before interest, depreciation and amortization, and shows only the inflow of cash. This analytical indicator is calculated on the basis of the financial statements of a particular organization and is the main indicator of how profitable the company’s activities are overall, regardless of various debts and depreciation methods.

Having determined EBITDA, you can calculate the organization's debt load. To do this, debt indicators are divided by nominal profit.

The indicated values ​​of EBIT and EBITDA come down to one thing - “bringing to a common denominator” the economic indicators of organizations from different countries. The tax systems of different countries are not similar to each other. This means that income tax rates will not be equal either. The introduction of EBIT and EBITDA profit into accounting practice allows us to correct this situation.

Experts in the economic field have a generalized point of view on how to maximize profits for a particular company. It is necessary to equalize marginal revenue with marginal cost. In this case, the profit of the enterprise should be maximum. But still, this is individual for different organizations.

• Purpose of the article: reflection of information about accounts payable.
• Line number in the balance sheet: 1520.
• Account number according to the chart of accounts: Credit balance 60, 62, 68, 69, 70, 71, 73, 75, 76.

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

What applies to the creditor

In addition, accounts payable may include:

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

Accounts for accounting

To carry out payments to the creditor, the Chart of Accounts approved at the legislative level is used. In accounting, these types of debts accumulate in the following accounts:

How to write off accounts payable

When writing off overdue debts, non-operating income is used in tax accounting, since, in fact, the company made a profit without repaying its debts. Postings for write-off:

• Debit 60, 62, 70, 71, 76 Credit 91.1 “Other income” - the creditor for the counterparty is written off.

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

For example, Della LLC entered into an agreement with a contractor to perform repair work in the amount of 1,500,000 rubles. According to the terms of the agreement, the company must pay an advance of 40% of the cost of repairs, the balance must be paid within 5 working days after signing the certificate of completion of work.

The company paid an advance in the amount of:

• 1,500,000 * 40% = 600,000 rubles.

The unpaid balance was:

• 1,500,000 - 600,000 = 900,000 rubles.

The certificate of completion of work was signed on 01/30/2018, which means that the debt must be repaid by 02/07/2018. However, the company’s bank account did not have enough funds, so it paid only on February 16, 2018. The delay is calculated in calendar days. Payment to the creditor was delayed by 10 days.

Reflection of the creditor in the reporting

Compilation of a report " Balance sheet" finishing financial year is the direct responsibility of each organization.

The creditor in Form No. 1 is reflected in the liability side of the balance sheet in the following sections:

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

How to take into account debt by maturity

The difference between the sections lies in the assessment of the timing of accounts payable. The company's debt for more than 12 months must arise in “Long-term liabilities”. Accordingly, if the creditor is less than or equal to 12 months, then it is shown in “Short-term liabilities”. Repayment periods are calculated according to the terms of agreements with creditors, with the exception of calculations:

1. With a budget.
2. With extra-budgetary funds.
3. With staff.

Payment of taxes and insurance premiums is regulated by federal and regional legislation, depending on the type. Accumulation of tax liens can lead to bank account seizure and company bankruptcy.

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

How to calculate the credit balance

For example, at the end of the year a subject has debts on payments to the budget:

It follows from the table that the balance of the organization’s debt to the Federal Tax Service is 118,000 rubles. However, remembering that for the purposes of correct reporting it is necessary to show debts in expanded form, the following will be written in line 1520 of the balance sheet:

• 110,000 + 10,000 + 80,000 = 200,000 rubles.

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

In general, having a creditor is beneficial for the organization, if crisis situations are avoided, since it allows you to manage funds for other purposes.

But it is necessary to remember the consequences. Failure to pay the obligation indicates a deterioration in the financial situation in the company.

Explanations to the balance sheet, which are approved by Order of the Ministry of Finance No. 66n, provide for a breakdown of the movement of accounts payable for the year in Table 5.3. It can characterize debt turnover by type in comparison with data from the previous year.

Financial indicators of debt analysis

The creditor's turnover shows the period during which the company can pay off its debts. To calculate the turnover ratio there is an established formula:

K ob = cost of goods sold / average annual creditor.

A high value of this ratio indicates the speed of settlement of obligations; accordingly, the higher it is, the better the situation with monetary assets.

However, a decrease in the coefficient does not always mean low security current assets, since the company can pay the debt obligation according to the schedule agreed with the creditors.

The average annual value of accounts payable is calculated as follows:

Average annual shortfall = (debt at the beginning of the year + debt at the end of the year) / 2.

Also, the collection period of accounts payable is used to estimate turnover.

PSKZ = (average annual creditor / cost of goods sold) * 365.

The overdue debt ratio is also important for assessing financial stability. It characterizes the volume of obligations for which the maturity date expired more than 3 months ago.

In the balance sheet, the creditor is one of the most important indicators of stability economic activity enterprises, so it is necessary to monitor its dynamics. Uncontrolled growth of debts can lead to a fatal outcome for the company.

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Reference materials on the topic

A company's turnover, also called turnover or gross income, is the amount of funds that the company received after selling its product. Not a single accounting report is complete without determining turnover or sales revenue. Economists call turnover one of the main indicators of a company’s success, because it is directly related to the efficiency of the enterprise. Turnover is calculated per year, month or season. In this material we will talk about the types of turnover and the features of its calculation.

Types of turnover

Company turnover is not an unambiguous term, since it includes many subparagraphs. It can be carried out in one form or another of monetary settlements, calculated for the company as a whole or for a separate area of ​​work. The period for which the data is analyzed also matters. Most often economists are interested in annual turnover companies, a twelve-month distance is considered optimal for assessing the state of affairs in the business structure.

The types of annual turnover made in cash and non-cash form have a huge impact on modern accounting and reporting in general.

Total turnover in cash

This should include all cash payments, such as payments by companies financial resources to your employees. In addition to wages, the form includes the transfer of scholarships, pensions, cash assistance, subsidies, and income from financial systems. Cash payments are widely used for the purchase and sale of goods and services.

How is cash issued?

The system provides for the transfer of funds from the organization's current account using checks, the amount and purpose are indicated on them. The total turnover can be calculated even for one day if the funds entering the organization’s cash system are transferred every day to the bank servicing the enterprise. Surely, you have come across situations where organizations leave cash in their cash registers.

Such actions are permitted, but only within the limit established by the bank. This limit is set depending on the turnover and specifics of the company’s work - the question should be answered: how much money must be left in the cash register to ensure uninterrupted functioning, service to clients and users?

Non-cash turnover of a business company

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

It is known that improving the economic condition of a certain company means accelerating overall turnover, which is achieved mainly through non-cash form. How should non-cash payments be organized? It is important to carry them out in a timely manner, to ensure that the company’s non-cash turnover is under the constant control of responsible persons, and to prevent unauthorized movement of funds.

How to calculate the annual turnover of a company?

What does turnover mean, we figured it out, now it’s time to answer the question, how can you calculate financial turnover? This work falls on the enterprise’s accountant analysts; the amount of credit turnover and accounts is used. It allows you to effectively estimate the volume cash flows in operations, investments and commercial activities.

As mentioned above, the financial turnover of a company is called the totality of cash flows, all monetary transactions, both cash and non-cash. However, it is recommended to carry out calculations separately for each model described above; even an initial analysis will allow you to understand how effective non-cash or cash turnover turned out to be.

It is necessary to find out the turnover in order to assess the financial changes in the enterprise; it is compared with the indicators recorded at the beginning of the reporting period and analyzed. The movement of cash turnover allows you to see the difference between the amount of cash flow last year and the funds received during the year. Annual turnover is a global parameter; it is used to conduct strategic analytical research.

How to calculate turnover?

How to calculate revolutions?

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 funds flow. Before you learn how to calculate revolutions, you need to determine the main indicators that affect them. Working capital is 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.

These include work in progress, inventories, finished and shipped products, accounts receivable, cash and money in the current account of the enterprise. In the daily activities of an enterprise, they go through several stages of use.

Stages of movement of working capital

• Monetary. Funds are allocated for the purchase of raw materials, components, supplies, packaging, fuel and other components of production activities.
• Production. As a result of the production process, previously created inventories are transformed into finished products or semi-finished products.
• Commodity. To obtain funds, finished products or semi-finished products are sold.

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, calculations are made per 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 calculating sales (P) must be divided by the amount of costs (C).

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

The larger it is, the more efficiently assets are used and the higher the profitability of production. Increasing turnover will increase profits.

To assess how effectively working capital is used, their turnover is calculated. To do this, determine the time required for a complete turnover of funds from the acquisition of materials (cash stage) to the sale of products (commodity stage). By comparing planned and actual turnover, a conclusion is drawn about its slowdown or acceleration.

Rationing helps to use working capital rationally. 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 standardization method is based on the use of data on working capital for the previous period, to which the necessary amendments are made.

To calculate it, you need to divide the turnover for the period under review by the number of months in it. This indicator is usually of interest to the tax service and future creditors.

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 sales of its product (goods or services). Sales revenue, or the turnover of a trading enterprise, is used for statistical reporting.

Financial turnover of the enterprise refer to the funds received from sales. In trade, the term “trade turnover” is used, denoting the amount of money that came in over a certain period of time: month, season, year.

Enterprise turnover is the total volume:

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

Company fund turnover– this is the movement of production factors expressed in material equivalent.

The company's stock turnover covers production and turnover areas. A company's working capital, or cash turnover of an enterprise, is a combination of circulating and production funds.

Working capital differs from fixed assets in that they function fully in all production cycles. The costs for them are included in the mandatory production costs. Working capital can be materials, fuel, raw materials, energy, purchased semi-finished products and spare parts.

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

The turnover of the enterprise includes the total value of the goods of own production that were shipped, as well as the value of the work and those services that were performed by one’s own efforts. In addition, the organization’s turnover also includes revenue from sales of purchased goods (excluding VAT, excise taxes and other mandatory payments).

Volume of goods shipped internal production in the turnover of an enterprise is the cost of products that are produced by a legal entity and shipped during the reporting period or released for sale. Also, the volume of goods shipped is referred to as direct exchange with other legal and individuals regardless of whether funds were received by the seller.

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

Retail trade turnover becomes revenue from goods purchased for resale (minus value added tax, sales tax and other mandatory payments), revenue from transferred (shipped) domestically produced goods, 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.

Turnover of a wholesale trade enterprise is the proceeds from the sale of goods purchased for resale (not counting VAT and other mandatory payments), from intermediary services (agents’ commission with tax deduction), the value of shipped (transferred) goods of its own production, profit from other types of activities (renting premises, equipment, transport, etc.). Not in circulation the same way as in retail trade, income from sales of their funds, financial assets, currency, securities, etc.

Cash turnover of the enterprise is the sum of all payments, cash and non-cash, in a specific period of time. This is the name given to the individual circulation of the real movement of the company’s money. It is based on commodity circulation.

The company's cash flow consists of two parts:

• the first occurs between companies when selling a product. Simply put, these are commodity payments;
• the second part of the enterprise’s cash turnover is payments for all other operations that are not related to the product (employee salaries, dividends, taxes, etc.). The concept of “cash turnover” should not be confused with “payment turnover”.

When we talk about money turnover, we mean operations related to cash and non-cash payments. Payment turnover Along with cash payments, there are other types of payments: using checks, bills, etc. That is, cash turnover is part of the entire payment turnover.

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What are the different types of turnover in an enterprise?

1. Cash turnover– these are all cash payments.

Every organization in Russia, regardless of its legal form, must keep available funds in a commercial bank account.

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

Cash payments include all kinds of payments by companies of financial resources to employees. The cash turnover of an enterprise includes wages, scholarships, pensions, cash assistance and subsidies, receipts from the financial system, etc.

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

Cash is issued by transfer from the organization's current account using checks, where the purpose of the amount withdrawn from the account is indicated on the reverse side.

Cash that enters the organization's cash system per day must be deposited daily at the bank that services the company. Thus, the daily cash turnover of the enterprise occurs.

An organization can leave cash at its cash desks only to a certain extent, the limit of which is set by the bank that services it. This limit is determined taking into account the specifics of the company’s activities, because the amount that can ensure the uninterrupted functioning of the enterprise’s capital turnover, starting from the next working day after the cash deposit, must remain in the cash registers.

1. Non-cash money turnover

Non-cash money turnover is that part of the capital turnover of an enterprise where cash flows occur by transferring them to bank accounts or through mutual claims, excluding the banknotes themselves.

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

Reasons for the effectiveness of cashless payments:

1. Significant reduction in social distribution costs.
2. Creating the necessary conditions for the state to regulate the turnover of enterprise capital.
3. Improving the economic condition of each subject in the non-cash payment system - accelerating the circulation of money gives people a close connection with banks and the monetary system as a whole.

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

The non-cash payment system includes:

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

System of non-cash payment principles:

• non-cash payment is carried out after the provision of services or provision of goods;
• both the non-cash cash turnover of an enterprise and the settlements of individuals occur 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 available funds or the right to a loan.

Requirements to organize non-cash 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;
• Unplanned cash flows during settlements are unacceptable; it is necessary to bring the moment of provision of goods and services as close as possible to payment.

Non-cash payment methods:

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

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

Nonresident transactions represent non-cash financial transactions within the framework of the enterprise’s turnover among suppliers and buyers, which are serviced by banks in different cities. Local non-cash payments are the cash flows between the supplier and the buyer when the service occurs by one or different banks within one locality.

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

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

Depending on the nature of the settlement documents, including in the monetary turnover of an enterprise, there are the following types of non-cash payments:

• payment requirements;
• money orders;
• payment requests-orders;
• checks;
• letter of credit and bill payments.

To carry out financial turnover, enterprises are required to open current accounts in banks.

• Performance indicators are the main sensors of the company

They are started by legal entities engaged in commercial activities and citizens engaged in entrepreneurial activities without education legal entity(PBOYUL).

Funds from it can be spent independently by the account owner. 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 must be submitted to the banking institution: documentation:

• statement;
• state registration of the company;
• a copy of the memorandum of association establishing the company;
• a copy of the company's charter;
• two cards containing samples of signatures and a seal impression, certified by a notary;
• certificate from the tax office confirming registration.

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

Depending on the nature of the monetary relationship The company's turnover can be:

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

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

• 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 carry it out

How to analyze a company's turnover

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

The financial turnover of an enterprise is the totality of cash flows at various monetary transactions. This kind of grouping makes it possible to identify economic efficiency each of the given directions of the enterprise's turnover. The overall result shows changes in the company's economy; it is compared with the initial and final financial balances according to the balance sheet in the accounting department.

If you analyze the movement of an enterprise's cash flow, you can very accurately see what the difference is 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 a company is carried out, economic indicators are analyzed 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, rather than through cash. In other words, all income and expenses of the company’s funds are reflected in the reporting period as they were, regardless of the actual movement of the enterprise’s financial turnover.

There is still such a moment. Basically, inflows and outflows of finance do not have a fundamental impact on the overall cash flow of the enterprise for the reporting period, since they are considered in the current period as income and expenses. It's about about income and expenses of upcoming reporting periods, receipt and payment of advances, receipt and repayment of loans, acquisition of fixed assets, financial investments, etc. It is better to analyze not only the financial results of the company’s activities and the turnover of the enterprise during 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 analyzing the arrival of funds into the enterprise’s turnover (revenue from sales, etc.) and expenses (payment of bills to suppliers, repayment of loans, etc.) of finance. Essentially, the information base for analyzing financial movements is revenue.
2. Operations related to movement are indirectly identified and recorded money supply and gradual calculation of profits.

The results of operations (financial turnover of the enterprise) during a certain period are analyzed in a direct way. These operations can be grouped by three types of activities:

• operating – these are sales, advances, payment for services of suppliers, concluding quick credit agreements and loans, salary payments, settlements with the budget, interest paid/received for loans and borrowings;
• investments – cash turnover of an enterprise associated with the purchase or sale of assets;
• activities in the financial sector - long-term loans and borrowings, different kinds financial investments, closing debts for loans received earlier, 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 an enterprise depends on various factors functioning of the company. Because of this, in this formula the inflow and outflow of financial resources are presented in three component types, which reflect 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 - inflow and outflow of finance (enterprise turnover) from operating activities,

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

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

Cash receipts 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) consists of payment for goods and services, wages, contributions for social needs, accountable amounts issued to cover the needs of operational work, tax payments, advances from customers and other payments, advances to suppliers, payments on loans and borrowings - that is the total financial turnover of the enterprise for operational needs.

Receipt of funds from investment activities(▲ inv + d) is revenue from sales of the main product and other property, dividends and interest on investments, proceeds from bonds, shares and other long-term securities. This is all included in the income in the investment turnover of the enterprise.

Cash flow from investing activities(▲ inv – d) involves equity participation in construction, acquisition 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 consumption of the enterprise’s investment turnover.

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

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

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

5 rules for calculating a company’s turnover for the year

Annual turnover refers to the amount of company income (or individual entrepreneur), that is, the total amount from product sales during the year. In other words, the annual turnover of an enterprise is 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 adjustment factor to calculate the enterprise's annual turnover for the planned year. If you need to leave the company’s turnover at the existing 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 think about how factors it is possible to increase it:

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

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

You need to adjust the result you achieved in previous years, taking into account the inflation coefficient of the planned year and the correction factor. For example, over the past 3 years you have managed to achieve a financial turnover of the enterprise of an average of about 3,000,000 rubles per year. You want to increase it by 15%. Desired turnover taking into account the correction factor: 3,000,000 * 1.15 = 3,450,000 rubles. Next, calculate the required amount taking into account the expected level of inflation in the coming year, it will be 7%: 3,450,000 * 1.07 = 3,691,500 rubles. You have received the amount of the planned 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 3 last year. So, if you want to increase the company’s annual turnover to 3,450,000 rubles, but do not take into account inflation of 7%, your annual turnover will ultimately be 3,208,500 rubles. And this is less than the desired result.

Rule 4.

Next, you need to divide the resulting amount of the enterprise’s annual turnover 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 previous years and, based on their example, plan each average monthly turnover taking into account market fluctuations. This way your plan will be more accurate.

Expert opinion

How to maintain turnover at an enterprise during the off-season

Mikhail Rybakov,

business consultant, Moscow

There are down times in almost every business. 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 will literally be an alternative to your main product during this period. To support the company's turnover throughout the year you need segmentation. Let’s say you offer people tours to Greece in the summer, Goa or European ski resorts in the winter. For spring and autumn would be better suited as tourism Egypt, there perfect weather at that time. During the off-season, many companies reorient themselves to another client group: for example, in summer months more interaction with retail clients, and in winter – with corporate clients. This helps maintain the company's turnover during the off-season.

If you didn’t have time to sell your seasonal goods, there is a way out. Organize a sale, conduct sales promotion using 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 trade, for example, open a stock store and sell off leftover products.

To prepare for the off-season, you can use analysis of previous periods. Introduce new technologies and business processes. Finally, train your 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 to apply the experience of your own (from previous periods) and competitors. Study statistics, analyze customer preferences and take appropriate measures. This way you can prepare for unpleasant business events during the off-season.

How to increase the overall turnover of a company

This is actually a key question for any organization. Accordingly, from an increase in the overall capital turnover of the enterprise, profit will also increase. Eat 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 enterprise’s turnover, the number of clients, dealers, etc. In the second, use the company’s internal reserves.

Due to what Will the company's turnover increase with the same managers, unchanged product and stable market situation?

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

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

How to increase business turnover: 8 clever ways

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

Congratulate, for example, your agricultural partners on the New Year not on the eve of January, like everyone else (your gift will still be lost among 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 fulfill the plan.

Unfortunately, many companies do not disclose company results to their employees. Of course, it is not worthwhile to provide all the data exactly, but to increase the turnover of the enterprise, it is necessary to convey information to employees in a general way: “The plan has been completed by 85%.” It is better to do this clearly and somehow unusual. Buy, say, a large glass vase and fill it with tennis balls as you complete your plan. This way, 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.

Example from practice. At the door and flooring store, it was necessary to increase the “average bill.” The consultants had notepads hung on their chests. When a buyer came in, the seller asked: “What is your name? What would you like? - and entered this data into a notebook, after which he said: “I will show you where you can find it.” This simple innovation made it possible to increase the average check amount by 13%, which increased the overall turnover of the enterprise. Another example from a telecommunications sales firm. There, in front of each manager, there was a sticker posted with the inscription: “Sell, damn it! Sell Mobile Internet! Interestingly, sales increased by 5% for this company.

4. If your commercial proposal is not read.

There are rational people, and there are emotional people. The former understand the language of numbers better, the latter understand pictures better. For this reason, your quotation should 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 proposal in any case. To increase the turnover of the enterprise, if your commercial proposal is not read, we can recommend comparing it with the proposals 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 leaflet visible or does it need to be redone?

5. How to get ahead of your competitors.

Instruct your employees to study the portals of your competitors, their advertising moves, commercial offers - let, say, on Fridays they report to you about what has changed during the week. You can install a magnetic board in your office so that any employee who learns something new about a competitor can attach the information to the board. If your employees know what is happening with their 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 your key employees a book and let them read it for a month. After this, each employee must write down all the interesting ideas that he has read, as well as his ideas on what can be implemented to increase the turnover of the enterprise. There is another method for getting your employees to literally bombard you with ideas. Use the famous brainstorming, only in a destructive way. Gather your employees and ask them: “What must we do to fail this project?” or: “What should I do to reduce the company’s turnover by three times?” This rather humorous presentation will give people courage and a boost of creativity, and you will come up with 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 sold out at about the same rate. However, when you offer Super Grande coffee for RUB 149 as a third option, only 15% will prefer Grande, and 85% will buy Tall Grande. An alternative with a third option is created to encourage customers to choose the second. But the store should place an eye-catching sign with the words: “Grande cappuccino for only 79 rubles.” This is a great way to increase your business's turnover.

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

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 those who come to your interview. This is done, for example, by Google Corporation - they give each candidate a flash drive, pen and notepad at an interview. In this way, 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 your company's turnover even after stagnation

Most commercial directors say that when an enterprise's turnover grows over $2–5 million per year, their sales growth slows down and manageability decreases. When a business grows but stops developing, the previous controls no longer function. What to do to overcome stagnation so that the company grows and develops successfully?

When implementing a new growth and development strategy, you need to clearly define what product, in what 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. In fact, this is how you can predict the future of your company. It often happens that the current situation in a company is far from the desired one. If you have a gap between reality and your goals, it is necessary to carry out serious changes, introduce new technologies - only comprehensive measures will give the necessary increase in the turnover of the enterprise. They should be based on the company’s positioning and goal setting.

Determination of target market segments and company positioning. Having found your target client and a niche in the market, you need to begin implementing the appropriate technology, product, quality, logistics, and service. Once you clearly segment your audience, you will be able to properly position your organization to suit 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 turnover for the company.

When a market niche has not yet been chosen and a positioning strategy has not yet been developed, start this 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 shaping the company's policy in various directions. Personnel, production, financial, assortment and pricing - 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 goals.

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

Financial and economic the group of goals includes sales volume (realized markup, margin), profitability, work with receivables, costs, enterprise 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 capital turnover of the enterprise.

Sales Modeling is the next mandatory aspect of the company’s turnover growth strategy through its development. Its main goals are the elimination of the factor of chance in the sales department, greater sales productivity, and the creation of sales management levers. If you are engaged in sales modeling, then the tasks that you set for the department will be realized. A well-thought-out model eliminates all sorts of contradictory actions in positioning, assortment and logistics. Thanks to it, the company's turnover increases significantly. As an example, let's look at two sales models in companies that sell medicines wholesale. 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, accordingly, stocks in the warehouse are calculated, demand is predicted, and bonuses are distributed. The company's turnover is quite stable. Another company delivers products four times in one day; they can also deliver one package of aspirin. This also has its advantage: the customer does not need any calculations or forecasts. Each of these models is effective, but their functionality is different, as are their market segments. The difference is not only in delivery; each of the two wholesale companies positions itself completely differently.

The sales modeling process 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 may even use several models at a time. To realize this, you need to segment the market and meet the needs of each of these segments separately, organizing specifically targeted sales technologies and outlining step-by-step interaction with customers.

Expert opinion

Increasing enterprise turnover through development by identifying 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 at the same time it was in the entrepreneurial stage. The company employed several managers. Most of all we worked with corporations, and the goods were shipped to customers directly from manufacturers. But at 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, it was decided to move on to developing new niches for cooperation with small and medium-sized businesses.

Of course, working for corporate clients and providing support for small and medium-sized businesses makes a huge difference. These are completely different turnover of enterprises, different approaches to the formation of sales models, different assortment and pricing policies, and logistics. We began to form a new client base, and intensively invest the profitable part from interaction with corporate clients in small and medium-sized wholesalers. We did a lot of work: the market was analyzed, competitors were assessed, and new tasks were set for the company.

All these changes led to significant development of the company. A year later, the company's office, which had previously been located in one office, occupied the entire floor of a large business center. Today, the sales service alone employs more than 30 managers; strong system information, pre-sale preparation and delivery of goods are systematized, warehouses are equipped. Thanks to the “growth through development” approach, the company entered new segments of the sales market, and it managed to occupy a significant share of it.

Information about the 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, is a certified project management specialist (CPMS, IPMA). Official website - www.mrybakov.ru.

Turnover enterprises call it gross income received from the sale of work, services, and goods. In the field of trade, the expression “trade turnover” is used. It denotes 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 amount of turnover.

The turnover of enterprise funds is the continuously renewed process of movement of production factors 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 circulating funds and circulating production assets.

The difference between working capital and fixed assets is that revolving funds consumed entirely in each production cycle. Their cost is fully included in production costs. Working capital is materials, fuel, raw materials, energy, purchased semi-finished products and spare parts.

Circulation funds are money and goods for sale. Cash, invested in circulation funds and circulating funds, are collectively called working capital.

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

Instructions

1. First, determine the tier of the annual turnover past periods of your enterprise. If your company is just starting out, take statistics on the branch and use the example of your competitors as a guide.

2. Look at the government's inflation forecasts for the year you are planning. This indicator is strictly indicated when planning the State budget.

3. Enter the adjustment rate to calculate the annual turnover planning year: you want to leave the cycle at the achieved level - then the correction indicator is equal to one. If you want to increase the cycle, then you must understand due to what factors this is permissible: by conducting more hostile advertising campaign, by updating products, by increasing prices - identify these factors and draw up a plan for implementing activities linked to the annual plan.

4. Make an adjustment to the results you achieved in previous years by the inflation rate of the planned year and by the adjustment rate - the amount of increase or decrease in the annual turnover. Let's say: over the previous three years, your company's cycle amounted to 3,000,000 rubles per year on average. You have decided that this year you will increase your annual cycle by 15%. Then the expected annual cycle will be: 3,000,000 * 1.15 = 3,450,000 rubles. The government announced that the expected level of inflation in the planned year is 7%. We introduce an adjustment for the expected level of inflation: 3,450,000 * 1.07 = 3,691,500 rubles - this is the planned annual volume turnover your company. Why is it necessary to multiply by the inflation rate rather than subtract it? Do you want to receive the annual amount turnover, equivalent to the sum of the average annual turnover for the previous three years. Consequently, if you outline an annual cycle in the amount of 3,450,000 rubles, and annual inflation is 7%, then the real amount of the annual turnover will be: 3,208,500 rub. That is, you will not achieve your goal.

5. Now divide the annual cycle into months and get the expected sales amount for the entire month. At the same time, be diligent in considering the features of your activity - do not divide the cycle into equal parts. Any action, even in such a short-term period as a year, has its ups and downs. Track them through previous years and chart monthly cycles according to market fluctuations. Then your plans will be more accurate.

Gross income refers to the total annual income of the company, expressed in monetary terms and obtained as a result of production and sales of products. Thus, it is gross income that can characterize the final result of the company’s activities.

Instructions

1. Determine the amount of gross income as the difference between the monetary proceeds received from the sale of goods and the physical costs of their production.

2. Sum up the entire value of products produced in a year for the year, or the entire value added. In turn, added value is the amount added to the total cost of manufactured products at any further production stage. In addition, at each production stage, a certain share of equipment depreciation is added, as well as the cost of rent.

3. Calculate the firm's gross income per unit of output. It depends on the number of production results (goods) sold and on the price of each certain type products. In this case, the process of generating gross income for one type of product can be calculated using the formula: D = TxQ, where D is the indicator of the enterprise’s income; T is the value of the sales price of the product; Q is the value of the number of products sold.

4. Calculate the sum of all indicators included in gross income: total income received from the sale of goods, including service and auxiliary industries; income from securities; income from various (insurance, banking) operations carried out to provide financial services.

5. Calculate adjusted gross income, which is the amount of gross income reduced by the amount of value added taxes, the amount of excise duty and the value of other revenues.

6. Calculate gross income using the formula: C + lg + G + NX, where C is an indicator of consumer spending; lg is the amount of company investment; G is purchases of goods; NX is net exports. Thus, the expenses listed in this case constitute GDP and reflect market valuation production per year.

Video on the topic

Sum annual cycle represents the income of an enterprise derived from its entrepreneurial activity– the entire amount that he received from the sale of products, services or work during the reporting year. That is, in other words, the annual cycle is the gross income of the company.

Instructions

1. Determine the annual cycle indicator for the past period at your enterprise. At the same time, if your organization is just beginning to progress (you have recently opened your business), you can take statistical data on a similar branch and orient yourself using the example of your own rivals.

2. Pay attention to the inflation forecast given by the Russian government for the period under review (planned year). This indicator must be strictly indicated when planning each State budget of every country.

3. Output the adjustment indicator in order to calculate the annual cycle of the planning year. In this case, if you want to save the cycle on a certain tier, the correction indicator will have to be equal to one. But if you expect to increase the cycle, you need to understand due to what indicators this is permissible. For example, this could be through a particularly hostile promotion, by updating the product selection, or by increasing prices.

4. Make a plan for implementing the necessary activities after determining the above factors with reference to the calculated annual plan.

5. Make an adjustment to the total you received for last year with support for the inflation rate of the planned year (multiply these values). Next, multiply the resulting amount by the adjustment indicator, i.e. by the amount of decrease (increment) of the annual cycle.

6. Break down the annual cycle value by month to acquire the expected sales amount for any given month of the company's operation. At the same time, try to consider the specifics of your business activity - do not divide your income into equivalent parts.

7. Please also note that any action of an organization, even in such a small period as one year, has its ups and downs. Track them using data from previous years, and then chart monthly cycles (revenues) according to market changes.