Example of turnover analysis

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When considering changes in the retail trade, it is important to identify and analyze the causes that caused them. Therefore, the key aspects of the analysis are the identification and study of the factors that contribute to changes in product activity. The accounting factors that affect the volume of retail turnover are the number of employees in trade and their productivity. The impact of these factors is analyzed within the framework of the balance sheet model.

By representing the volume of trade turnover as the product of the number of jobs, hours of work and average annual productivity, the influence of each of them can be estimated using the chain substitution method.

The analysis of retail turnover by total volume and the fulfillment of the turnover plan is supplemented by a study of the structure of goods in this turnover.

The concept of the commodity qatar email list structure of trade turnover implies the distribution of various goods and services in the total volume of their sales, reflected by relative values: shares in the total volume and the coefficient of the ratio of goods.

In terms of marketing aspects, the composition of product sales reflects market segmentation, allows one to evaluate the effectiveness of diversification, and is also a key indicator of the company’s competitiveness.

100% is considered the turnover for the entire company; assessing the relative size of the structure requires dividing the turnover of each product group by the total turnover of the store and multiplying by 100%.

When analyzing the structure of the turnover, one problem arises - determining the sales volumes of individual products in the assortment. The lack of complete accounting and efficiency can prevent accurate tracking of the sales of individual products, which complicates the process.

If computerization of accounting is not an option, the enterprise should apply the method of selective accounting and use indirect data for analysis. One of the most popular methods is the balance method using a special formula that reflects the balance of inventory for a certain period:

Z i = Zn i + P i - dR i - Zk i

Where:

Зн i and Зк i are the initial and final stocks of the i -th product;

P i — receipt of this product for the specified period;

dR i — documented expense without direct sale (for example, transfer of goods to a company branch, charitable events);

Р i — expenses of the i -th product, which may not coincide with actual sales due to undocumented expenses (losses, theft, accounting errors).

Unreported costs can be identified by comparing the total amount of expenses with the turnover of goods (cash turnover).

After studying changes in the product structure, the causes of structural shifts are identified and, if necessary, the product range is adjusted. This allows avoiding losses associated with the storage of illiquid goods and accelerates the turnover of funds.

The effectiveness of achieving sales goals directly depends on the effectiveness of the tasks performed by individual stores on a daily basis. Therefore, control and analysis of retail sales and all its components play a key role.

Comparison of daily sales volume with the monthly average will allow us to assess the degree of regularity of sales of food products.

Following the analysis, recommendations are developed to increase sales volumes and optimize the use of product resources in the future.