Structure of sales revenue. Revenue is a key concept in the activities of an enterprise

The process of material production is completed by bringing the finished product to the consumer, i.e. act of implementation and represents completion last stage circulation of the means of production, in which commodity value is again converted into money value.
Revenue is the amount of money received into the company's account for sold products. It is an economic category, because expresses monetary relations between suppliers and consumers of goods and the main source of formation of their own financial resources enterprises.
For tax purposes, revenue from the sale of products (work, services) is determined either as it is paid for (for non-cash payments - as funds for goods (work, services) are received in bank accounts, and for cash payments - as funds are received in cash desk), or as goods are shipped (work is performed, services are provided) and payment documents are provided to the buyer (customer).
Revenue is generated as a result of: 1) current (main), 2) investment and 3) financial activities of enterprises.
The first appears in the form of revenue from sales of products, the second in the form of financial results from sales non-current assets, implementation valuable papers other enterprises and the third - from the placement of bonds and shares of the enterprise among investors.
Products sold are considered to be either shipped (accrual method) or paid for (cash method) products, depending on the accounting policy of the enterprise.
In the Russian Federation, unlike developed countries, the second method is mainly used, because There are no developed stock and money markets from which funds could be raised to insure against non-payments.
Enterprises in the process of financial- economic activity can carry out revenue planning.
There are annual planning, which is effective in a stable economic situation (with a known ratio of supply and demand, unchanged tax, credit and other legislation), quarterly and operational, used to control the timely receipt of money for shipped products to the accounts of enterprises.
The total revenue from core activities includes revenue from sales of industrial and non-industrial products.
To determine revenue, it is necessary to know the volume of product sales in current prices without VAT, excise taxes, trade and sales discounts and export tariffs.
Revenue is determined based on the volume of work performed and the corresponding prices and tariffs using two methods.
1. By the direct counting method, which is based on guaranteed demand and assumes that the entire volume of manufactured products falls on a pre-registered package of orders. The production plan and volume of products are linked in advance to consumer demand, the required assortment and production structure are known, and appropriate prices are set. In this case, revenue is defined as:
B = RP x C
Where:
B – revenue; RP - volume of products sold; P is the price of a unit of production.
Currently, these conditions are difficult to meet and therefore the second method is used.
2. The calculation method, which is based on the volume of products sold, adjusted for input and output balances, allows you to determine revenue as follows:
B = He + T - Ok
Where:
B – revenue; It is the unsold balance of finished products at the beginning of the planning period; T - commercial products intended for release in the planned period; Ok - balances of unsold finished products at the end of the planning period.
The amount of sales revenue is influenced by the following factors, depending on the activities of the enterprise:
a) in the sphere of production - production volume, its structure, range of products, quality and competitiveness of products, rhythm of production;
b) in the sphere of circulation - the level of prices applied, timely execution of payment documents, compliance with contractual terms, and forms of payment used.
Factors that do not depend on the activities of the enterprise include: violation of contractual terms for the supply of material and technical resources, interruptions in transport, late payment for products due to the insolvency of the buyer.
The receipt of revenue represents the completion of the circulation of funds, and its use represents the beginning of a new circulation.
The proceeds are used to pay bills from suppliers of raw materials, supplies, fuel, energy, purchased semi-finished products, components, and spare parts for repairs. Wages are paid from it, depreciation of fixed assets is reimbursed, and profit is generated, as can be seen in the above diagram 2

Scheme 2. Directions for using proceeds
Price is the most important factor determining the financial results of an enterprise.
To set the price you need:
- collect information for pricing;
- determine the market structure;
- find out the phase of market development;
- analyze the impact of production costs on price formation;
- analyze the impact of profit on price formation;
- determine which price setting method will be used;
- assess inflation expectations.
Currently, free prices are mainly used in the Russian Federation, the value of which is determined by supply and demand. The transition to free pricing was accompanied by significant inflationary phenomena. But for a narrow range of goods produced natural monopolies(energy, transport, etc.), used government regulation prices
There are wholesale prices (enterprises, industries), selling prices and retail prices.
Enterprise wholesale price includes full cost and enterprise profit. At wholesale prices, products are sold to other enterprises or trade and sales organizations.
The industrial wholesale price includes the enterprise wholesale price, VAT and excise taxes. At wholesale industry prices, products are sold outside the industry. When determining the price, it is advisable to use free prices, which means up to which point the buyer is free from delivery costs.
The selling price of an enterprise includes the wholesale price plus excise tax on excisable goods.
The retail price includes the industrial wholesale price and a trade markup (discount), its structure is shown in Diagram 3. At retail prices, goods are sold to the final consumer - the population.


Scheme 3. Structure retail price
Essence, functions and types of profit, its planning, distribution and use
Profit is the monetary expression of the main part of cash savings, created by enterprises any form of ownership. As an economic category, it characterizes the financial result entrepreneurial activity enterprises and performs reproductive, stimulating and control functions.
Profit is an indicator that most fully reflects production efficiency, the volume and quality of products produced, the state of labor productivity, and the level of costs. Profit is an important source of expansion of production and other on-farm needs. Part of the profit is used to provide financial incentives to workers and satisfy their social needs.
The role of profit in the formation of budgetary, extrabudgetary and charitable foundations.
The amount of profit is formed under the influence of three main factors:
- cost of production,
- volume of sales;
- the level of current prices for products sold.
Profit as the final financial result of enterprises is the difference between the total amount of income and the costs of production and sales of products, taking into account losses from various business operations. It is an object of distribution and use. Distribution refers to its direction to the budget and by items of use in the enterprise.
The procedure for the formation, distribution and use of enterprise profits is shown in Fig. 4


Fig.4. The procedure for the formation, distribution and use of enterprise profits
The following types of profit are distinguished: profit from sales, gross (balance sheet) profit, profit from non-operating operations, taxable and net profit.
Profit (loss) from sales is defined as the difference between revenue from sales of products in current prices without VAT and excise taxes and the costs of its production and sale.
Gross profit is the object of taxation when paying income tax and is made up of the financial result from the sale of products (works, services), fixed assets and property of the enterprise and income from non-operating operations, reduced by the costs of these operations.
Profit (loss) from the sale of fixed assets and property of enterprises is determined as the difference between the proceeds from the sale of this property (less VAT) and the residual value, adjusted for the inflation factor.
The financial result from non-operating operations is defined as income (losses) less expenses for non-operating activities.
Non-operating income includes: income from equity participation in the activities of other enterprises; interest and dividends on securities owned by the enterprise; income from rental property; fines, penalties, penalties awarded or recognized by the debtor for violation of business contracts; profit of previous years identified in the reporting year; positive exchange rate differences and income from other operations not directly related to the production and sale of products.
Non-operating expenses include: costs for canceled production orders; costs of maintaining mothballed production facilities; losses from downtime due to external reasons not compensated by the culprits; losses from markdown of inventories and finished products; legal fees and arbitration costs; awarded or recognized fines, penalties, penalties for violation of business contracts; losses on write-off of receivables that have expired limitation period; uncompensated losses from fires, accidents and other emergencies caused by extreme conditions; losses from theft, culprits who have not been identified; negative exchange rate differences and others.
Taxable profit is equal to gross profit reduced by:
- contributions to reserve and other similar funds, the creation of which is provided for by law (until the size of these funds reaches no more than 25% of the authorized capital, but not more than 50% of profit subject to taxation);
- rent payments to the budget;
- income from securities and from equity participation in the activities of other enterprises;
- income from casinos, video salons, etc.;
- profits from insurance activities;
- profits from individual banking operations and transactions;
- exchange rate differences resulting from changes in the exchange rate of the ruble in relation to foreign currencies quoted by the Central Bank of the Russian Federation;
- profits from the production and sale of agricultural and hunting products.
All these types of income excluded from gross profit are subject to independent taxation and are excluded from its composition to avoid double taxation.
The net profit of the enterprise, i.e. the profit remaining at his disposal, used by him independently and directed to the further development of the enterprise itself and its activities is defined as the difference between taxable profit and the amount of income tax, rental payments, export and import taxes. Net profit goes to:
- R&D financing;
- work on the development of new technologies and prototypes;
- modernization of equipment;
- to replenish your own working capital;
- payment of certain types of taxes;
- to pay various fines and sanctions;
- to replenish various funds.
The distribution of net profit reflects the process of forming funds and reserves of the enterprise to finance the needs of production and development social sphere.
When studying all aspects of profit, it was revealed that the profit calculated in accounting does not reflect the actual result of economic activity. This led to the distinction between two interrelated concepts:
accounting profit and economic profit.
The first is the result of the sale of goods, works, and services.
The second is the result of the “work” of capital.
Relationship between accounting and economic profit
Accounting profit + Non-operating changes in the value (valuation) of assets during the reporting period - Non-operating changes in the value (valuation) of assets in previous (past) reporting periods + Non-operating changes in the value (valuation) of assets in future (upcoming) reporting periods = Economic profit
Profit planning
Profit planning – component financial planning and an important area of ​​financial and economic work at the enterprise. Profit is planned separately by type of activity of the enterprise. In modern conditions, it is realistic to plan not an annual, but a quarterly profit.
The main purpose of profit planning is to determine the enterprise's ability to finance its needs.
The correct establishment of planned profit depends on the chosen method of its calculation.
Profit planning is carried out by three methods: direct accounting, analytical and mixed.
The direct counting method means that the amount of planned profit from the sale of commercial products is calculated for each type of product as the difference between the proceeds from the sale of commercial products at current wholesale prices and the planned cost of these products. The profit received for each product is summed up for the entire enterprise. To calculate the total amount of planned profit, it is necessary to add profit from other sales and non-operating income to the profit from the sale of marketable products.
To calculate the planned amount of profit from the sale of marketable products, you can use the following formula:
Prp = Mon + Fri – Pk,
Where:
Pr – profit from sales of products;
Mon – profit in inventory balances at the beginning of the planned year;
Pt – profit from the production of commercial products;
Pk – profit in inventory balances at the end of the planned year.
The advantages of the direct calculation of profit method are that the calculation of profit is based on the direct calculation of the cost of production and revenue from its sale for each type of product range. This ensures the accuracy of calculations, their simplicity and clarity. The use of the direct calculation method is effective in enterprises with a small range of products. The disadvantage of this method is the cumbersomeness of calculations when large assortment manufactured products.
The analytical method of calculating profit is based on comparing indicators for two adjacent periods of time. The enterprise's profit for the coming year is established on the basis of its profit for the previous year (basic profit), adjusted depending on the factors influencing its value. These factors include: sales volume, cost level, prices, tax rates, profitability. The calculation uses the method of eliminating (excluding) the influence of all other factors except the one under consideration.
The analytical method of calculating profit gives a result close to that obtained when calculating profit by the direct counting method. Therefore, it is advisable to use it to check the correctness of direct counting. Profit calculation using the analytical method can be used to economic analysis.
The mixed profit planning method is a combination of the direct counting method with some elements of the analytical method.
Costs of production and sales of products. Product cost
The costs of production and sales of products are a set of expenses expressed in monetary terms by enterprises for the production and sale of products (works, services). They ensure continuity of production and create conditions for the sale of products.
In terms of economic content, they express the costs of society, since production is carried out in the interests of society, and products are produced directly social product. Costs vary in composition and structure depending on the industry sector of the enterprise. They are also classified according to the method of attribution to cost, connection with production volume, and degree of homogeneity.
Depending on the method of attribution to the cost of production, they are divided into:
- direct, related to the production of certain types of products that can be directly and directly included in the cost (raw materials, basic materials, wages of production workers, etc.);
- indirect, associated with the production of various products that cannot be attributed to the cost of a certain type of product (costs of maintaining and operating equipment, repairs of buildings, wages engineering and technical workers, etc.).
They are included in the cost using special methods determined by industry guidelines on planning, accounting and costing.
Depending on the relationship between costs and production volume, the following are distinguished:
- conditionally fixed expenses are expenses whose value does not change significantly with an increase or decrease in the volume of output, as a result of which their relative value per unit of production changes (costs of heating, lighting, salaries of management personnel, depreciation charges, administrative expenses economic needs, etc.);
- conditionally variable costs are the value of which depends on the volume of production; they grow or decrease in accordance with changes in the volume of production (costs of raw materials, basic materials, fuel, basic wages for production personnel, etc.).
According to the degree of homogeneity, costs are divided into:
- elementary;
- complex.
The elements have the same economic content regardless of their purpose. The purpose of grouping by elements is to identify the costs of production by their types (material costs, depreciation, etc.). The relationship between individual cost elements represents the cost structure of production.
Complex costs include several elements and, therefore, are heterogeneous in composition. They are united for a specific economic purpose. Such costs are general plant expenses, losses from defects, costs of maintaining and operating equipment, etc.
All costs of production and sales of products constitute the full cost price.
The composition of costs included in the cost of products (works, services) is currently determined by government decree.
The cost of products (works, services) is a valuation of the products (works, services) used in the production process. natural resources, raw materials, materials, fuel, energy, fixed assets, labor resources, as well as other costs for its production and sale.
According to economic content, costs included in the cost of products (works, services) are grouped according to the following elements: material costs; labor costs; contributions for social needs; depreciation of fixed assets; other costs.
1. Material costs include:
cost of purchased raw materials and materials, fuel; basic auxiliary materials; components and semi-finished products; container; spare parts for repairs; IBP and other costs.
The cost of material resources consists of their acquisition prices.
2. Labor costs include: payment of wages; payment of bonuses; remuneration based on work results for the year; compensation and incentive payments; cost of free food; one-time remuneration for length of service; payment study holidays; wages of freelancers and other payments included in the wage fund.
Labor costs do not include: labor costs in the form of bonuses paid from special funds; targeted revenues; material aid; interest-free loans to improve housing conditions; payment of additional leave for women raising children; pension supplements; dividends on shares; subscriptions and purchases of goods for personal needs of employees; payment for travel to the place of work; payment for vouchers, excursions, travel; other costs incurred at the expense of profits remaining at the disposal of the enterprise.
3. Contributions for social needs include contributions to the mandatory fund social insurance, Pension Fund, State Employment Fund (currently abolished), Mandatory Medical Insurance Fund.
4. Depreciation of fixed assets includes depreciation charges for the complete restoration of fixed assets, the amount of which is determined on the basis of their book value and current depreciation rates. If the enterprise operates on a lease basis, then this section provides depreciation charges for full restoration of its own and leased fixed assets.
Other costs include: some types of taxes; contributions to insurance funds (reserves); rewards for inventions and innovation proposals; travel expenses; payment for communication services; rent; depreciation on intangible assets, contributions to the repair fund, etc.

Increasing the volume of production and sales of products, improving their quality directly affect the amount of costs, profits and profitability of the organization. Therefore, analysis of production volume indicators is of great importance.

Analysis of enterprise activity begins with a study of production volumes and its growth rates. The main objective of the enterprise is to most fully meet the demand of the population with high-quality products. The main objectives of analyzing the volume of production and sales of products are: - assessment of the dynamics of the main indicators of volume, structure and quality of products; - determination of the influence of factors on changes in the values ​​of these indicators; - identifying reserves for increasing production and sales of products; - development of measures for the development of on-farm reserves.

The volume of production can be expressed in natural, conditionally natural and cost indicators, in units of labor intensity. The main indicators of production volume are gross and marketable output. Gross output This is the cost of all products produced and work performed, including work in progress and on-farm turnover. Commercial products differs from gross in that it does not include balances of work in progress and on-farm turnover and is expressed in current selling prices (excluding VAT). Currently, in many enterprises, if there is no on-farm turnover and work in progress balances, gross output coincides with the commodity one.

When analyzing production volumes by certain species For homogeneous products, natural indicators are used. Conditionally natural, as well as cost, indicators are used for a generalized description of production volumes. The objects of analysis are:- volume of production and sales of products both in general and by assortment; - quality of commercial products; - structure of commercial products; - rhythm of production and sales of products.

Analysis of production volume begins with studying the dynamics of gross (commodity) output based on the calculation of basic and chain growth rates and increments. (growth rate=(actual current year/plan previous year)*100%

Next, an analysis of the product structure is carried out. Product structure is the ratio of the shares of individual products in the total volume of its output. Fulfilling the plan according to the structure means maintaining the planned ratio of its individual types in the actual output of products. Failure to fulfill the plan for the nomenclature and range of products leads to structural changes in the composition of products. Shifts in the structure, in turn, affect the amount of labor productivity, cost and profit of products. To calculate the impact of structural changes on economic indicators, various methods are used: the direct counting method, the average price method, and the chain substitution method. When using average prices, the calculation is made according to the formula: ΔVP = (Ts1-Ts0)*k1, where ΔVP is the increase in production volume due to changes in structure; Ts1 and Ts0 - actual and planned (past) price of a group of products; k1-actual count. Products in the reporting period, pcs. Direct counting for all products: ΔVPs = VP1-VP1", where VP1 is the actual output of products with the actual structure, VP1" is the actual output of products with the planned structure.

Actual product output with a planned structure is calculated by multiplying the planned output of each product by the average percentage of the plan for production or by multiplying the total amount of actual product output by the planned share of each product.

Analysis of production rhythm. Rhythmic work is the main condition for the timely release and sale of products. Rhythm means uniform production of products in accordance with the schedule in the volume and range provided for by the plan. To assess rhythmicity, the rhythmicity coefficient, coefficient of variation, and arrhythmia numbers are used.

The rhythmicity coefficient is determined by the ratio of the actual (but not higher than the planned target) production output (or its share) (VPf) to the planned output ( specific gravity) (VPpl ): where VPi is the planned production output for iperiods; VPinnedo implementation of the plan for production in the i period.

At the end of the analysis, reserves for growth in production volume are determined. Determining the amount of reserves for the first group is produced as follows: where RVPkr, RVPfrv, RVPchv - reserve for growth in output, respectively, due to the creation of new jobs, increasing the working time fund and increasing average hourly output; R K R - reserve for increasing the number of jobs; RFW - a reserve for increasing the working time fund by reducing its losses due to the fault of the organization; R H V - reserve for growth of average hourly output due to improvement of equipment, technology, organization of production and work force; FWW is the possible working time fund, taking into account the identified reserves for its growth.

In the second group, reserves for increasing production products due to an increase in the number of equipment (RTK), its operating time (RTT) and output per machine hour (RTHV) are calculated using the formulas: where GW is the average annual output per unit of equipment; PV - average hourly output per unit of equipment; TV - possible operating time of equipment, machine-hours.

Analysis of revenue from sales of products (works, services). The financial results of an organization's activities are characterized by the amount of profit received and the level of profitability, as well as the increase in equity capital. The greater the profit and the higher the level of profitability, the more efficiently the organization operates, the more stable its financial condition. Therefore, the search for reserves for increasing profits and profitability is one of the main tasks in any area of ​​business, and economic analysis plays a large role in identifying them.

Main tasks of the analysis:♦ systematic control over the formation of financial results; ♦ determining the influence of both objective and subjective factors on financial results; ♦ identifying reserves for increasing the amount of profit and the level of profitability, predicting their value; ♦ assessing the organization’s work in using opportunities to increase profits and profitability; ♦ developing recommendations for the development of identified reserves for increasing profits.

Main sources of information for analysis: ♦ analytical accounting data. accounting for results accounts; ♦ “Report on Finn. results" (form No. 2);

Enterprises receive the bulk of their profits from the sale of products and services. In the process of analysis, the dynamics and implementation of the profit plan from product sales are studied and the factors for changing its amount are determined.

Revenue from sales of products for the enterprise as a whole depends on four factors of the first level of subordination: volume of product sales (VPP); its structure (UDi); cost (Ci) and the level of average selling prices (Ci).

The volume of product sales can have a positive and negative impact on the amount of profit. Increasing sales of profitable products leads to a proportional increase in profits. If the product is unprofitable, then with an increase in sales volume, the amount of profit decreases.

The structure of commercial products can have both a positive and negative impact on the amount of profit. If the share of more profitable types of products in the total volume of their sales increases, then the amount of profit will increase and, conversely, with an increase in the proportion of low-profit or unprofitable products, the total amount of profit will decrease.

Product cost and profit are in reverse proportional dependence: a reduction in cost leads to a corresponding increase in the amount of profit, and vice versa.

Changes in the level of average selling prices and the amount of profit are directly proportional: as the price level increases, the amount of profit increases, and vice versa

The profit structure includes the totality of all sources of income of the enterprise: core activities, sale of property, rental of fixed assets, investment investments.

The ratio of income from various types of activities depends on the characteristics of the company, the scope of its activities, and the level of competition in the market.

The company's profit is formed from the revenue received as a result commercial activities minus mandatory payments (tax, budget and costs of doing business). From an accounting point of view, the structure of gross profit includes sales (from core activities) and non-operating income (from third-party operations of the enterprise), proceeds from the sale of property (buildings, production facilities).

Types of enterprise profit

Regardless of the field of activity of the enterprise, economic profit consists of four components: operating, financial, emergency, and incidental (income from ordinary activities not related to operating).

• Operating profit. The totality of income that a company receives through its core activities: selling goods and services, providing rental space, receiving compensation from assets written off the balance sheet. For example, a trading house sells products through intermediaries and receives income through markups.
• Financial profit. The totality of income from investment activities, dividends, interest on bonds and other securities, positive exchange rate differences on ruble and foreign currency accounts (for international organization). For example, Iron and Steel Works purchased several shares of Gazprom and received dividends.
• Extraordinary profit. Enterprise income due to natural disasters, accidents, man-made disasters. For example, compensation for the cost of cargo lost in a plane crash. Such income is received from the state (compensation payments) or the counterparty (compensation for losses, payment of penalties).
• Side income. The company's income from ordinary activities not related to the direct functionality of the enterprise. For example, a furniture manufacturer developed a new desk design and sold the patent to an outside company.

Depending on accounting standards and legal requirements, a company's profit can be calculated in different ways. General indicator — gross profit, which includes all income minus investments in production. After payment in state organizations and covering current costs, the enterprise receives a net profit, which it disposes of at its own discretion.

Functions of profit in an enterprise

The company's net profit forms a reserve fund (in case of a sudden drop in sales), funds for production development (purchase of new machines, hiring personnel), a basis for material incentives for employees and payment of dividends to shareholders. Depending on the field of activity, the relationship between these parts may vary. For example, small and start-up companies invest up to 80% of net profit in further development.

• Assessing the effectiveness of the economic model implemented in the company. The level of profitability of each area of ​​economic activity is the main indicator for assessing its effectiveness. For example, if the investment income of a business exceeds operating income, production should be modernized.
• Stimulating further development of the company. Financial incentives for employees and regular payments to business owners motivate staff to work productively and achieve a leading position in the market.
• Maintaining the country's economy. The profit of commercial enterprises is the main source of tax collection, which then covers the costs of infrastructure development, social Security, new technologies.
• Investing in various non-profit organizations. Successful companies donate part of their profits to charity, open jobs for people with disabilities, and provide free work. For example, law firms provide preferential consultations for low-income clients.

In the process of implementing its economic activity the organization (enterprise) receives income. Income is classified depending on the areas of activity of the enterprise: main (ordinary), investment and financial.

• 1. Revenue from core activities is revenue from sales of products (work performed, services provided).
• 2. Revenue from investment activities is expressed in the form of financial results from the sale of non-current assets and the sale of securities.
• 3. Revenue from financial activities is the proceeds from the placement of bonds and shares of an enterprise among investors.

Revenue from sales of products (goods, works, services) is the main source of financial flows in the enterprise.

The cost of manufactured products (work performed, services provided) is expressed by the price of the goods sold.

Proceeds from the sale of products (works, services) are the funds received to the company's current account for products shipped to the buyer.

Timely receipt of revenue is very important point in the economic activities of the enterprise. Firstly, revenue from sales of products is the main regular source for the enterprise in terms of share among all possible revenues. Secondly, the process of circulation of enterprise funds ends with the sale of products and the receipt of revenue, which means the restoration of the funds spent on production and the creation of the necessary conditions for the resumption of the next circulation.

The stability of the financial position of the enterprise, the state of its working capital, the amount of profit, the timeliness of settlements with the budget, extra-budgetary funds, the bank, suppliers, workers and employees of the enterprise depend on the receipt of revenue. Late receipt of revenue leads to delays in payments, fines and sanctions, which ultimately means not only loss of profit for the supplier, but also interruptions in work and stoppages of production at related enterprises.

The proceeds received into the company's current account are immediately used to pay bills from suppliers of raw materials, materials, components, semi-finished products, spare parts, fuel, and energy. From the proceeds, taxes are deducted to the budget, deductions to extra-budgetary funds, wages are paid on time, depreciation of fixed production assets is reimbursed, expenses provided for in the financial plan and not included in the cost of production are financed. Revenue from sales of products, despite external signs(monetary form, receipt of funds for shipped products, work performed, services rendered, regularity of receipt, source of various payments of the enterprise), is not income in the full sense of the word, since from it, first of all, it is necessary to reimburse expenses incurred and pay wages . The remaining portion of the proceeds will take the form of the enterprise's net income, i.e. profit.

The directions of revenue distribution are shown in the diagram (Fig. 1).

The amount of revenue from sales of products (works, services) is influenced by the following factors:

• - in the sphere of production - production volume, product quality, product range, rhythm of production, etc.;
• - in the sphere of circulation - rhythm of shipment, timely

registration of transport and settlement documents, timing of document flow, compliance with the terms of the contract, optimal forms of payment, price level;

Not dependent on the activities of the enterprise - violation of contracts by suppliers of material and technical resources, deficiencies in the operation of transport, late payment for products due to the buyer’s lack of funds.

Rice. 1.

Depending on the planning goals, revenue from product sales can be planned for the coming year, for the quarter, and promptly. Annual planning of revenue, as well as expenses (costs) for products sold, is currently difficult due to unstable economic conditions. Quarterly revenue planning is possible and necessary to determine profit, operational planning - in order to control the receipt of actual revenue to the company's current account.

The total amount of revenue from the sale of products for the coming period (year, quarter) includes: revenue from the sale of marketable products and semi-finished products of own production; revenue from the performance of work and provision of services of an industrial and non-industrial nature.

Revenue from sales of products is calculated based on the volume of products sold externally, based on current prices without value added tax, excise taxes, trade and sales discounts (for exported products - without export tariffs).

Value added tax and excise taxes, although included in the price of goods, do not belong to the enterprise and go to the budget as indirect taxes. Trade and sales discounts are also not income for the manufacturing enterprise; they go to intermediary organizations that sell its products. Export tariffs are paid by enterprises exporting food, mineral raw materials and fuel, ferrous and non-ferrous metals, leather and textile raw materials, aircraft, weapons and other products. Export tariffs go to the budget and are therefore not taken into account when determining revenue.

The amount of revenue from work performed and services provided depends on the volume of work and services and the corresponding prices and tariffs for each area of ​​implementation of work and services.

Cash receipts associated with the disposal of fixed assets, material current and intangible assets, the sale value of currency valuables and securities is not included in the revenue from the sale of products. The results of such transactions are considered as income or losses and are taken into account when determining total (balance sheet) profit. Cash revenue from these operations can be planned promptly, for example, when drawing up a payment calendar.

In modern business conditions, enterprises independently choose the method of accounting for revenue from the sale of products (performance of work, provision of services) based on the terms of business and concluded contracts: as payment for products arrives at the bank account or cash desk of the enterprise, or upon shipment of goods and presentation of payment documents to the buyer (customer). The second method of accounting for revenue - for shipment of products, performance of work, provision of services and presentation of payment documents - is not traditional for Russian enterprises. With the deepening crisis of non-payments, it is practically not used, with the exception of some joint ventures. Recommendations to use this method are related to Russia’s transition to international standards accounting and statistics, but specific economic conditions do not yet allow enterprises to focus on international experience. The supplier company really takes a risk when shipping products or performing work, since the likelihood of not receiving payment on time is very high.

Despite the fact that almost all enterprises in Russia take into account revenue when money is received in the current account (cash) of the enterprise, revenue planning must be considered in relation to both methods.

Revenue from sales of products (works, services) is planned for the volume of products sold in the same way as expenses for products sold:

Vrp = O 1 + TP - O 2,

where Vrp is the planned amount of revenue from product sales;

O 1 - unsold balances of finished products at the beginning of the planning period;

TP - commercial products intended for release in the planned period;

О 2 - balances of unsold products at the end of the planning period.

All components of the calculation of revenue from product sales are expressed in sales prices: balances at the beginning of the year - in current prices of the period preceding the planned one; marketable products and balances of unsold products - at prices of the planning period.

The basis for determining the cost of commodity output in current selling prices is the volume of the production program, which is drawn up on the basis of government orders received by the enterprise, concluded business contracts for the supply of products and consumer requests.

The balances of unsold products at the beginning of the planning period are not taken into account in current prices at the enterprise; in addition, at the time of planning, accurate data on these balances may not be available. Therefore, the expected value of balances of unsold products is taken into account in the same way as when planning expenses for sold products, and the value of balances in sales prices is determined using a conversion factor. It is equal to the quotient of dividing the volume of production in prices of the period preceding the planned one by the production cost of production of the same period.

The cost of the balances of unsold products at the end of the planning period in current prices is calculated similarly to the production cost of these balances, i.e., based on one-day production in current prices and the corresponding inventory rate in days. The cost of a one-day issue in selling prices is determined during annual planning according to the data of the fourth quarter, and during quarterly planning - according to the data of the corresponding quarter.

The composition of the balances of unsold products when planning revenue upon receipt of money in the current account (at the enterprise's cash desk) at the beginning of the year includes finished products in the warehouse, including: goods shipped, the documents for which were not transferred to the bank, goods shipped, the payment period for which has not arrived , goods shipped, not paid for on time by the buyer, goods in safe custody of the buyer. At the end of the year, the balance of unsold products is taken into account only for finished products in the warehouse and goods shipped for which payment has not yet arrived.

When planning revenue for the shipment of unsold products, only finished products in the enterprise warehouse are considered. The shipped products are considered sold and, therefore, paid for in the near future. In practice, unfortunately, another situation is more likely - a long period of settlement or non-receipt of payment from the buyer of the product. In case of non-receipt of payments from consumers, provision is made for the creation of a risk fund, or, in other words, a reserve for doubtful debts of the enterprise. Doubtful debt is considered to be the receivables of an enterprise that are not repaid within the time limits established by agreements, but are secured by guarantees. At the stage of revenue planning, it is possible to take this into account, therefore enterprises that determine shipment revenue have the right to create a reserve for doubtful debts, the funds of which are recorded in a separate account (account 82), and attribute debts not received from debtors during the year to the reserve account.

The source of the reserve is profit before taxation. The reserve can be formed at the end of the year at the expense of reported profits after conducting a thorough inventory according to calculations to identify all doubtful debtors who are not able to repay the debt. The amount of the reserve is determined for each doubtful debt depending on the financial condition of the debtor and an assessment of the likelihood of repaying the debt in whole or in part. Next year, contributions to the reserve may occur quarterly. If by the end of the year following the year in which the reserve was created, it is not used, then the unspent amounts are added to the profit of the corresponding year. Another way to calculate the reserve for doubtful debts is to determine the percentage of doubtful debts in the total amount of receivables from buyers (customers) based on observations over several years. This percentage serves as the basis for calculating the initial reserve amount. At the end of the reporting year, additional accruals are made to the reserve based on the percentage of doubtful debts and the established amount of receivables.

Planning of revenue from sales of products is closely related to the terms of delivery of products and the forms of payment used. Many enterprises practice full or partial prepayment of supplied products. It is clear that this to some extent eliminates the problem of unsold balances of products shipped to the consumer and ensures the flow of revenue to the supplier.

Reasonable planning of the amount of revenue from the sale of products and the timing of its receipt could be facilitated by the use of commodity bills. Bill of exchange - this is not only a form of payment, but also a form of lending to the buyer by the supplier. When paying with a bill of exchange, the buyer bypasses the bank, which is often preferable. For example, related enterprises with well-established production connections know each other’s solvency well and can carry out payments and commercial lending without resorting to the services of banks. V

The main source of formation of financial resources of a commercial organization is revenue from the sale of products (goods, works, services) related to the statutory activities of this organization.

Revenue from sales of products (works, services) characterizes the completion of the circuit production cycle enterprises and the return of materially embodied funds advanced for production in cash and the beginning of a new cycle of turnover of all funds. The process of material production ends with the delivery of the finished product to the consumer, i.e. an act of realization and represents the completion of the last stage of the circulation of the means of production, in which commodity value is again converted into money value.

Fluctuations in the volume of product sales have the most sensitive impact on the financial results of the enterprise.

Gross revenue is the total amount of cash receipts from the sale of commercial products, work, services and material assets.

Revenue represents the totality of cash receipts for a certain period from the results of an enterprise’s activities, and is the main source of the formation of its own financial resources.

Proceeds from the sale of products - the main source of payment for obligations - are essentially impersonal cash receipts that can be used to reimburse current costs, be placed in a bank, used for capital construction, etc.

Gross revenue is determined in actual sales prices for the actual volume of products sold.

Revenue from sales of products is calculated on the basis of the volume of products sold externally, based on current prices without value added tax, excise taxes, trade and sales discounts (for exported products - without export tariffs).

It is an economic category, because expresses monetary relations between suppliers and consumers of goods and the main source of formation of the enterprise’s own financial resources.

Revenue is generated as a result of:

• 1) current (main);
• 2) investment;
• 3) financial activities of enterprises.

The first appears in the form of revenue from the sale of products, the second in the form of financial results from the sale of non-current assets, the sale of securities of other enterprises, and the third - from the placement of bonds and shares of the enterprise among investors.

Products sold are considered to be either shipped or paid for products, depending on the accounting policy of the enterprise.

Increasing revenue from product sales is one of the main conditions for the growth of financial resources of commercial organizations. Such an increase can be determined by an increase in the production and sale of goods (works, services), as well as an increase in prices and tariffs. In conditions of competition and elastic demand, as a rule, the relationship between these two factors is inversely proportional: raising prices can lead to a reduction in sales volume, and vice versa. In order to maximize profits commercial organization forced to look for the optimal relationship between price and production volume. The structure of sales revenue is determined by labor productivity, labor and capital intensity of production, availability modern technologies allowing economical use of various types of resources.

Value added tax and excise taxes, although included in the price of goods, do not belong to the enterprise and go to the budget as indirect taxes. Trade and sales discounts are also not income for the manufacturing enterprise; they go to intermediary organizations that sell its products. Export tariffs are paid by enterprises - exporters of food, mineral raw materials and fuel, ferrous and non-ferrous metals, leather and textile raw materials, aircraft, weapons and other products. Export tariffs go to the budget and are therefore not taken into account when determining revenue.

The amount of revenue from work performed and services provided depends on the volume of work and services and the corresponding prices and tariffs for each area of ​​implementation of work and services.

Cash receipts associated with the disposal of fixed assets, tangible current and intangible assets, the sale value of foreign currency valuables, securities are not included in revenue from sales of products. The results of such transactions are considered as income or losses and are taken into account when determining total (balance sheet) profit. Cash revenue from these operations can be planned promptly, for example, when drawing up a payment calendar.

Revenue from sales of products is a quantitative indicator characterizing the volume of sales; it expresses the economic relations that arise at the final stage of the movement of products from the sphere of circulation to personal consumption through their exchange for cash income.

From the point of view of a systems approach, revenue must be considered in three aspects: as a factor contributing to the system of relations of social production; as a system of relations of exchange of monetary income of the population for consumer goods; as a feedback system with production.

The volume and trends in changes in revenue largely characterize the standard of living of the people. It is through the proceeds from the sale of products that cash income received in accordance with the quantity and quality of labor expended is realized. This is reflected in the dynamics of revenue development and its share in the consumption fund. The personal consumption fund, in addition to revenue from the sale of products, includes natural consumption and non-commodity services, unorganized turnover.

Revenue is closely related to money circulation. It involves a significant part of the circulating money; An increase or decrease in the volume of sales of consumer goods causes corresponding changes in the flow of money into banks. Its development reflects the national economic proportions between production and consumption, the demand of the population and the supply of goods, retail sales and money circulation.

The estimated indicator of activity is the volume of products sold, since making a profit is possible only after the products belonging to the enterprise are shipped to consumers and paid for by them. In this regard, products shipped and handed over to customers on site and products sold are distinguished, and the moment of sale is considered to be the receipt of funds in the supplier’s bank account, provided that the paid products will actually be shipped to the consumer. The two methods of accounting for sales of products have different effects on the financial result. Selling products on an advance payment basis increases the financial capabilities of the consumer company; there is a need to use a system of discounts that equalize these opportunities.

Selling products on terms of subsequent payment reduces purchasing power monetary unit, and therefore depreciates the amount of money that the manufacturer receives at the time of payment.

At the AltechBel ODO enterprise, the accounting policy establishes a method for accounting for revenue from the shipment of products.

The volume of product sales is determined in current prices. Includes the cost of products sold, shipped and paid for by customers.

To evaluate sold products, along with cost indicators, natural volume indicators are also used.

Conditional natural indicators, as well as cost indicators, are used for a generalized description of product sales volumes.

Timely receipt of revenue is a very important point in the economic activity of an enterprise. Firstly, revenue from sales of products is the main regular source for the enterprise in terms of share among all possible revenues. Secondly, the process of circulation of enterprise funds ends with the sale of products and the receipt of revenue, which means the restoration of the funds spent on production and the creation of the necessary conditions for the resumption of the next circulation.

The stability of the financial position of the enterprise, the state of its working capital, the amount of profit, the timeliness of settlements with the budget, extra-budgetary funds, the bank, suppliers, workers and employees of the enterprise depend on the receipt of revenue. Late receipt of revenue leads to delays in payments, fines and sanctions, which ultimately means not only loss of profit for the supplier, but also interruptions in work and stoppages of production at related enterprises.

Enterprises exporting products receive foreign exchange earnings. To credit foreign currency earnings to authorized bank The enterprise opens two accounts: a transit currency account for crediting the full amount of foreign currency receipts and a current currency account for accounting for the funds remaining at the disposal of the enterprise after the mandatory sale of export proceeds.

From the transit currency accounts of enterprises in whose favor foreign currency proceeds were received, mandatory sales of currency are carried out on their instructions. In this case, no commission is charged on transactions of authorized banks.

For the full and timely sale of a portion of export proceeds on the domestic foreign exchange market, enterprises are liable in accordance with the legally established procedure - they are subject to a fine imposed by the Ministry of Taxes and Duties in the amount of all hidden earnings in foreign currency or the ruble equivalent of the fine.

After the mandatory sale of currency from transit accounts, the remaining part of the foreign currency funds is transferred to the current foreign currency accounts of enterprises and can be used by them for any purpose in accordance with the law, for example, for the purchase of raw materials, equipment from non-residents, payment for business trips abroad, and sent as a contribution to the authorized capital other enterprises.

Cash in rubles received by an enterprise as a result of the mandatory sale of foreign currency earnings is credited to its current account.

Initially, when creating business entities, the source of acquisition of production assets, intangible assets, and working capital is the authorized capital. At the expense of its funds, the necessary conditions for carrying out entrepreneurial activities are created. Then, in the process of producing products (performing work, providing services), a new value is created, which is determined by the price of sold products (work, services). The result of its implementation is revenue from the sale of products (works, services), which goes to the current account of the enterprise.

Revenue from the sale of products (works, services) is the main source of reimbursement of funds spent on the production of products (works, services), the formation of centralized and decentralized funds of funds. Its timely receipt ensures the continuity of the circulation of funds and the uninterrupted production process. Late receipt of revenue leads to production downtime, decreased profits, violation of contractual obligations, and penalties.

The income of an organization is recognized as the expansion of the economic opportunities of the enterprise as a result of the receipt of assets (cash and other property) and (or) timely repayment of obligations, leading to an increase in the capital of this organization (with the exception of contributions from participants - property owners).

The income of an organization, depending on the nature, conditions of receipt and areas of economic activity of the enterprise, is divided in financial accounting into:

• a) income from ordinary activities;
• b) operating income;
• c) non-operating income.

Income from ordinary activities is considered to be revenue from the sale of products and goods, receipt of payments for work performed, services rendered.

Operating income is: receipts associated with the provision of the organization's assets for temporary use for a fee; receipts related to the provision for a fee of rights arising from patents for inventions, industrial designs and other types of intellectual property; proceeds from participation in the authorized capital of other organizations; profit received by the organization from joint activities; proceeds from the sale of fixed assets and other assets other than cash (except foreign currency), products, goods; interest received for the provision of an organization's funds for use, as well as interest for the bank's use of funds held in the organization's account with this bank.

Non-operating income is: fines, penalties, penalties for violation of contractual obligations; assets received free of charge, including under a gift agreement; proceeds to compensate for losses caused to the organization; profit of previous years identified in the reporting year; amounts of accounts payable and depositors for which the statute of limitations has expired; exchange differences; the amount of revaluation of assets (except for non-current assets); other non-operating income.

In the profit and loss statement of the organization for the reporting period, operating and non-operating income is reflected with a division into revenue.

In the structure of the enterprise's income, sales revenue occupies the largest share.