Sales revenue is the amount of money received into the company’s accounts for products shipped to customers or services provided to them.

In terms of its economic content, it is the main source of income for the enterprise.

The receipt of revenue into accounts is the final stage of the circulation of funds of an enterprise, which is of decisive importance for ensuring its further normal economic activity. The defining moment in this process is the date of receipt of funds into the company’s accounts.

It is allowed to record product sales using two indicators:

1. in terms of sales volume itself;
2. in terms of product shipment to the buyer.

The following three main factors influence the amount of sales revenue:

1. volume of products sold;
2. level of realized prices;
3. assortment (structure) of products sold.

The volume of products sold has a direct impact on the amount of revenue. The higher the sales volume in physical terms, the higher the sales revenue. In turn, the influence of volume consists of 2 factors:

1. change in the volume of commercial output (direct impact on revenue);
2. change in balances of unsold marketable products.

The growth of such balances has the opposite effect on the amount of revenue. Growth in sales volume is practically the only factor influencing revenue, which is associated with the efficiency of the enterprise.

An increase in the share of more expensive products in total sales also leads to an increase in revenue. However, this also, as a rule, has absolutely nothing to do with efficiency, with improving the operation of the enterprise.

Gross profit is the amount of profit (loss) from the sale of products (work, services), fixed assets, other property of the enterprise and income from non-sales operations, reduced by the amount of expenses for these operations.

Non-operating income and expenses - income from equity participation in a joint venture, from leasing property, dividends on shares, bonds and other securities owned by the enterprise, other income and expenses from operations not related to the production and sale of products, including amounts received and paid in the form of economic sanctions and damages.

A complex of various factors determines market conditions. In market fluctuations (cycles), as is known, four stages are distinguished: depression, rise, boom, recession. All these stages have an impact on the development of goals, decision-making, determination of planned indicators, and the performance of any enterprise, including trading.

The depression stage is characterized by the lowest levels of production, turnover, prices, demand for goods, fixed assets, labor and capital, high costs, unemployment, bankruptcy, low profits and wages, and pessimistic moods.

With the rise, entrepreneurs begin to become more active, production, turnover, and profits increase; Price growth slows down, investments increase, securities prices increase, the propensity to purchases increases, and the number of jobs increases.

During the boom stage, production capacity is fully utilized, wages and prices are rising, overemployment is increasing, scientific and technical activity is intensifying, entrepreneurs are looking for new directions for investing capital, and there is a danger of rising inflation.

During a recession, high prices hinder the sale of all goods (services); demand decreases, there is a decline in production and all this together leads to a crisis.

The second fundamental principle of the economic justification for the volume of retail turnover is to ensure the necessary relationship between the dynamics of performance indicators of a trading enterprise and forms of intensification. The dynamics of the relationship between indicators represents a standard for the efficiency of resource use and costs.

In such a standard, the foreground is the receipt of the necessary amount of profit, which determines the indicators interrelated with it, the achievement of a specific volume of trade turnover and the growth of the physical volume of sales, ensuring that the goods offered for sale meet the demand of the population. This strategy is based on ensuring a balance between retail trade turnover and profit, on the one hand, and commodity resources, retail trade turnover and population demand in terms of volume and structure, on the other, as well as on developing optimal proportions for their development.

Market segmentation is the division of consumers (or markets) into subgroups or segments. It can be carried out according to consumer groups, consumer properties of the product, and main competitors. As you know, the most promising market segment is considered to be the one in which approximately 20% of a given product and 70-80% of its buyers are located, which ensures sales and financial success for the company.

Understanding the differences between individual types of consumers enables enterprise personnel at the procurement, planning and implementation stages to more closely link needs with the supply of goods and services.

Market segmentation by consumers is based on socio-economic, demographic, geographical, psychological and lifestyle aspects. A social group is determined by income level, education, and occupation; ethnic - by nationality; demographic - by age, gender, religion, size and life cycle of the family and individual; geographical - divided into urban and rural populations, economically developed or developing countries; on a psychological basis - according to individual characteristics, purchasing motives, habits or preferences. The basis for identifying a segment based on lifestyle aspects is life activity, interests, position and demographics.

The formation of demand in the market for a particular product, consumer choice, and the behavior of individual consumers depend on how their needs are met and what utility a particular product brings. Utility refers to the satisfaction received from consuming a product or service. There is a distinction between total and marginal utility. Total utility is the satisfaction obtained from consuming a specific set of units of a good or service. Marginal utility is a utility equal to the increment or increase in total utility resulting from the acquisition of an additional unit of a given good. Marginal utility reflects the degree of urgency of the need and the effect that the consumer will receive from the next purchase of this product or from an additional quantity of the product. Based on the study of the theory of marginal utility, the law of diminishing marginal utility is derived. It is formulated as follows: “If the consumption of other goods remains unchanged, then as the need for some product or service is saturated, the satisfaction from the subsequent unit of this good decreases.” At the level of plan development and execution, salespeople are faced with the question of how to satisfy needs so that they bring equal marginal benefit. Theoretical studies show that maximum utility is achieved when the consumer's budget is distributed in such a way that the marginal utility of one ruble (100 rubles, 1000 rubles) of expenses is the same for each product. Studying the theory of marginal utility allows us to draw a number of conclusions that can be applied in the practical work of an enterprise.

1. Consumer choice is based on rational use of the budget and an attempt to maximize the satisfaction of one’s needs by purchasing goods and paying for services in a certain combination.

2. Consumers make their choices by comparing sets of consumer goods and services. The set may include goods of everyday and one-time use, durable goods, food, household goods and clothing, luxury goods, etc. However, purchasing a large number of goods included in this set is most preferable. 3. Consumer preferences are ranked in order of importance for the buyer based on his income, aspects of life, and social status. In this case, the marginal rate of substitution of one good (A) with another (B) represents the maximum amount of another good (B) that a person is willing to neglect in order to purchase one additional unit of good “A”.

4. The set of goods on which consumers spend their income also depends on the growth rate of purchasing funds, changes in prices for basic complementary, interdependent and independent goods, the ratio of prices of two purchased or replacing each other products.

5. Consumer choice can be represented either as an indifference curve (when it is possible to rank the ordinal utility properties of an alternative set) or as a utility function (if set “C” is preferable to “A”, then the utility of set “C” is higher than “A” ).

6. The more a good is consumed, the smaller the increase in utility.

7. Utility is maximized when the ratio of marginal utilities of two goods is equal to the ratio of prices.

At first glance, such an analysis is only possible in a saturated market. However, this opinion is wrong. In conditions of an unsaturated market and limited purchasing funds, the forecast of the expected purchase mix, based on the theory of marginal utility, studied using indifference curves, becomes even more important.

The modern strategy for creating a production and sales program, used in foreign practice, is built on the idea of ​​a growth matrix or “portfolio of areas” for business development, developed by specialists from the Boston Group. In accordance with this theory, products can be roughly classified according to profitability into “stars”, “cash cows”, “dogs” and “problem children”.

Products classified as “stars” are characterized by quick sales, which require large amounts of working capital to ensure. They are very popular and have a high return on investment. Typically, in these cases, enterprises have good solvency and a stable financial position. Over time, as their life cycle changes, the sales of “stars” slow down and they turn either into “cash cows” or, if their market share is reduced and they lose competitiveness, into “dogs”.

Products that are conventionally classified as “cash cows” have low sales growth rates, but their market share is usually high and they are capable of generating large amounts of revenue. The demand for such goods is stable, they bring real sustainable income, which can be used to purchase new goods and support the sale of others, etc.

With the development of market relations, they increasingly began to talk about other situations of the origin of revenue growth: this is profit earned thanks to the initiative of the entrepreneur, profit received under favorable circumstances, unexpected profit allowed and recognized by government authorities (relevant legislation).

All sources are interconnected, and their pure content is often impossible to isolate. The most important factors determining profit are: the introduction of innovations, the absence of fear of risks (risk as a source of profit), the rational use of funds, the achievement of optimal volumes of activity (i.e., the choice of a scale of enterprise that allows for optimal profitability). It has been proven that in terms of profit, large enterprises are not always the best). Profit grows as long as the interest rate on bank loans is below the rate of return on invested capital; Having debt is therefore acceptable, even in many cases it contributes to profits (the so-called leverage effect). Many small and medium-sized enterprises are afraid of debt, which is not always justified. However, when using a voluntary debt strategy, one must be wary of low profitability, because it will force the enterprise to resort to additional loans in order to update equipment (range). And this can lead to a state of reduced solvency and even bankruptcy.

The introduction of innovations as a source of profit involves the production (sale) of a new product (service) of higher quality, the development of a new market, organizational and managerial innovations, and the development of new sources of goods.

The duration of the influx of profit from the introduction of innovations is determined by the following factors: the importance of the invention, the significance and constancy of the needs satisfied by this product (service), the nature of the activity, patent and licensing legislation in the country, the introduction of innovations; the general strategy pursued by the company in the market, the state of the competitive environment in this industry.

There are situations when the role of the entrepreneur in the occurrence of profit or loss is passive. Such situations are generated by: the nature of the activity, the existing market structure, general economic conditions, the presence of inflation (very beneficial for enterprises that have debt and have received non-indexed loans and credits). .

The main factors characterizing the specifics of the activity: capital-labor ratio, level of costs, demand dynamics, market structure.

Changes in economic indicators over any time period occur under the influence of many different factors. The variety of factors influencing profit and, accordingly, profitability requires their classification, which at the same time is important for determining the main directions and searching for reserves for increasing business efficiency (Figure 2.1):

Figure 1.1 - Classification of factors influencing reserves for increasing profits and increasing profitability

Source:

There are internal and external factors.

External factors include natural conditions, government regulation of prices, tariffs, interest, tax benefits, penalties, inflation, etc. They do not depend on the activities of organizations, but can have a significant impact on profit and profitability.

Internal factors are divided into production and non-production. Production factors - characterize the availability and use of means and objects of labor, labor and financial resources and, in turn, can be divided into extensive and intensive. profit economic reserve

Extensive factors influence the process of making a profit and the level of profitability through quantitative changes: the volume of means and objects of labor, financial resources, equipment operating time, number of personnel, working hours, etc.

Intensive factors influence the process of obtaining and increasing profits, increasing profitability also through qualitative changes: increasing equipment productivity and its quality, using advanced materials, improving processing technology, accelerating the turnover of working capital, etc. Non-production factors include, for example, supply and sales and environmental protection activities, social working and living conditions, etc.

The process of generating an organization's profit can, with a certain degree of convention, be divided into two stages: generating profit for the reporting period, generating net profit.

Consequently, factors influencing the financial result can be divided into two groups: those influencing the formation of profit for the reporting period and those influencing the formation of net profit. Let us consider each of these groups of factors in more detail.

The level of profitability and profit margin of the reporting period is influenced by a combination of many factors, both dependent and independent of the organization’s activities. The main factors of profit growth, as well as profitability, depending on the organization’s activities, are:

• - growth in production volume and sales of products;
• - reduction of production costs;
• - increase in prices for products sold;
• - changes in the structure of manufactured and sold products, improvement of the assortment.

The factors noted above mainly affect the profit from product sales and, accordingly, the level of profitability. Due to the fact that the organization receives the overwhelming majority of the profit of the reporting period (90-95%) from the sale of commercial products, special attention should be paid to this part of the profit.

So, let's consider the first factor - the growth of production volumes and sales of products. An increase in the volume of production and sales of products in physical terms, other things being equal, leads to an increase in profits. With a high share of semi-fixed costs in the cost of production, an increase in production volume will lead to an even greater increase in profits due to economies of scale. Increasing volumes of production of products that are in demand can be achieved with the help of capital investments, which requires directing profits to purchase more productive equipment, mastering new technologies, and expanding production.

Accelerating the turnover of working capital, which also leads to an increase in production volumes and product sales, does not require capital expenditures. However, inflation quickly depreciates working capital.

The next factor affecting profit and profitability is reducing production costs. Quantitatively, the cost price occupies a significant share in the price structure, so a reduction in costs affects the growth of profits, all other things being equal. If a change in sales volume affects the amount of profit in direct proportion, then the relationship between the amount of profit and the level of cost is inverse. The lower the cost of production, determined by the level of costs for its production and sale, the higher the profit, and vice versa. This factor that determines the amount of profit, in turn, is influenced by many reasons. Therefore, when analyzing changes in the cost level, the reasons for its decrease or increase must be identified in order to develop measures to reduce the level of costs for production and sales of products, and, consequently, increase profits due to this. Many organizations have divisions of economic services that are engaged in item-by-item cost analysis and are looking for sources and reserves for reducing it. But to a large extent, this work is depreciated by inflation and rising prices for raw materials and fuel and energy resources.

Don’t forget about the rise in prices for products sold. The factor that directly determines the level of profitability and the amount of profit from product sales is the prices applied. Free prices in the conditions of their liberalization are established by organizations and depending on the competitiveness of a given product, demand and supply of similar products by other manufacturers. Therefore, the level of free prices for products depends to a certain extent on the organization. A factor independent of the organization is the state regulated prices set for the products of monopolistic organizations, as well as for products that are socially significant. An increase in price in itself is not a negative factor. It is completely justified if it is associated with an increase in demand for products, their quality, improvement of technical and economic parameters and consumer properties of manufactured products. However, in countries with transition economies, including the Republic of Belarus, price increases are in most cases due to inflationary processes. Consequently, the profit increase factor is of an inflationary nature and cannot be considered as a reserve for the growth of financial results.

In addition to these factors, the amount of profit from sales is certainly influenced by changes in the structure of manufactured and sold products. The higher the share of the more profitable, the more profit the organization will receive. Accordingly, an increase in the share of low-profit products will lead to a reduction in profits.

All of the above factors directly affect the amount of profit of the reporting period, and also have an indirect impact on the size of the organization’s final financial result - net profit. The factors that directly form this indicator include mainly factors that do not depend on the organization’s activities, namely, the country’s legal and regulatory framework regarding taxation.

In addition to those mentioned, factors influencing the size of an organization’s profit are also specific areas for using the profit.

Net profit is used by the organization for the needs and purposes determined by the economic and social development plan. At the same time, special funds of the organization are formed from net profit: an accumulation fund, a consumption fund. A feature of the distribution of profits of a joint-stock company is the formation of a reserve fund intended to cover the losses of the organization. The procedure for the distribution and use of profits is fixed in the organization's charter and is determined by regulations that are developed by the relevant divisions of economic and financial services. The legislation only limits the size of the organization’s reserve fund (no less than 10% and no more than 25% of the authorized capital) and regulates the procedure for forming a reserve for doubtful debts.

A reserve for increasing the amount of profit when forming special funds of an organization is the possibility of using (reinvesting) a dividend fund: in order to develop the organization, if there is insufficient profit, a decision may be made to reinvest dividends on common shares and not pay income to their owners in the current year. The distribution of profit to the invested part and dividends is the most important point in financial planning, since the development of a joint stock company and its ability to pay dividends in the future depends on this.

In developed countries (USA, Canada, Germany, France, Italy, etc.), calculation of the final results of an organization’s activities using the “input-output” method has become widespread. In accordance with this method, the overall result of the organization's work is determined by summing up the operational and financial results. For each type of activity, costs are compared with production and sales of products (sales), income, and the final result is determined.

Having studied the factors influencing profit and profitability, it becomes possible not only to determine them for each organization separately, but also to see the limits of their controllability, as well as to identify among them those that depend and those that do not depend on the business entity.

To assess the effectiveness of an organization, using the profitability indicator is not enough, since the presence of profitability does not mean that it is working well. The absolute amount of profitability does not allow one to judge the degree of profitability of a particular organization, transaction, or idea. Many organizations that have received the same amount of profitability have different sales volumes and costs.

The most important component of an organization's profit indicator is sales profit. Therefore, in the analysis process, it is important to assess the influence of factors that influenced the formation of sales profit. This indicator is calculated using the formula

Where R r - profit from sales; N- revenue from the sale of products (works, services) excluding VAT, excise taxes, etc.; S- expenses for the production of products (works, services) at full cost.

Changes in profit from sales occur under the influence of sales volume and cost, which, in turn, depend on changes in:

• selling prices for products;
• product structures;
• prices for materials and tariffs for services.

The economic literature offers numerous variants of methods for factor analysis of sales profits. The implementation of these techniques is based on the information contained in the income statement using analytical accounting data.

Let us present a methodology for formally calculating the influence of factors on sales profit.

1. Calculation of the total change in sales profit (AP):

Where R ( - profit of the reporting year, thousand rubles; P 0 - previous year's profit.

2. Calculation of the impact on profit of changes in sales volume (AP t):

where A N% - percentage increase in sales volume, calculated using the formula

Where N()0 - revenue of the reporting period in prices of the previous one, thousand rubles; N 0- revenue of the previous period, thousand rubles; q Q , q x - quantity of products sold in the previous and reporting periods, respectively, pcs.; p 0, p x - price per unit of production in the previous and reporting periods, respectively, rub.

To calculate the revenue of the reporting period in prices of the previous one, you can use the price index according to the formula

Where 1 r- price index.

Hence,

It is impossible to calculate the price index based on the financial results report due to lack of information. It is calculated using accounting data.

It is possible to calculate the revenue of the reporting period in prices of the previous period by direct calculation, i.e. by multiplying the quantity of products sold in the reporting period of the corresponding assortment by the prices of the base period, summing up the resulting products for all types of products:

3. Calculation of the impact on profit of changes in selling prices for products sold (kR 2 U-

Where N x - revenue of the reporting period, thousand rubles.

The calculation is based on the price index in the form of the difference between the numerator and denominator of the formula.

4. Calculation of the impact on profit of changes in product costs (AP 3):

Where S l?0 - total cost of products sold for the reporting period in prices and conditions of the previous one, thousand rubles; S ]- total cost of products sold for the reporting period, thousand rubles; 5 0 , s x- total cost per unit of production in the previous and reporting periods, respectively, rub.

Such a calculation can be carried out as a whole based on the total amount of expenses for the production and sale of products, works, services, and also assess the impact of production, administrative and commercial expenses separately.

• 5. Calculation of the impact on profit of changes in the sales structure
• (LR 4):

Where R ( o - profit from sales received based on the volume and structure of products sold in the reporting period and the prices and costs of the previous one, thousand rubles.

6. Calculation of the total influence of factors equal to the total change in sales profit (AR):

Let's consider the given method of factor analysis of sales profit based on information from the report on financial results of PJSC Confectioner, as well as data from a special calculation (Table 3.9).

Table 3.9

Initial data for analyzing sales profit, thousand rubles.

The change in sales profit amounted to RUB 214,620 thousand.

Calculation of the increase in sales profit (AP):

Based on the data given in table. 3.9, we determine the degree of influence on profit of the following factors:

1. Increase in sales volume due to an increase in the number of products sold.

Prices for products during the reporting period increased by an average of 10.8% compared to the previous one. Then the price index

Consequently, revenue in the reporting period in comparable prices will be equal to

The growth rate of sales volume in prices of the previous period will be

The previous year's profit is adjusted by this growth rate and divided by 100%:

The impact of changes in sales volume on the increase in sales profit amounted to +15,582 thousand rubles.

2. Changes in selling prices for products is defined as the difference between the reported revenue in actual prices and prices of the previous year:

Due to the sale of products at higher prices, sales profit increased by +811,408 thousand rubles.

The resulting value reflects the increase in prices as a result of inflation. Analysis of accounting data will reveal the reasons and magnitude of inflated (decrease) prices in each specific case (by type of goods, products, works, services).

3. Change in cost of goods sold due to changes in the contractual prices of the reporting year for raw materials, materials, tariffs for energy, transportation, etc. The impact of the cost of products sold on the amount of profit is determined by comparing the actual full cost of the reporting year with the actual sales volume of the reporting year, but at the cost of the previous year.

There is an inverse relationship between the level of cost and profit: a decrease in the cost of production leads to an increase in the amount of profit and vice versa. This is due to the fact that the amount of profit is determined as the difference between the cost of goods, products, works, services sold at wholesale prices and their full cost:

Due to an increase in the cost of products sold by 607,756 thousand rubles. profit decreased by 607,756 thousand rubles.

By deepening the analysis of changes in the total cost of products sold, it is possible to detail the impact of individual types of expenses - production, commercial and administrative:

a) the impact of changes in production costs:

Due to an increase in production costs by 607,221 thousand rubles. sales profit decreased by this amount, i.e. this factor had a negative impact in the amount of 607,221 thousand rubles;

b) the impact of changes in business expenses:

Due to a reduction in commercial expenses, sales profit increased by 1,602 thousand rubles;

c) the impact of changes in management costs:

This factor reduced sales profit by 2137 thousand rubles.

The total impact of individual types of expenses was

4. Change in revenue due to structural changes in the composition of products. To calculate the influence of this factor, the profit of the previous year is adjusted by the revenue growth rate estimated at the selling prices of the previous year and compared with the profit from sales obtained based on the volume and structure of products sold in the reporting period, prices and costs of the previous year:

The total profit deviation amounted to RUB 214,620 thousand. (1,377,476 - 1,162,856), which is balanced by the sum of factor influences:

The calculations of the influence of factors on changes in profit from sales of goods, products, works, and services compared to the previous year can be summarized (Table 3.10).

Table 3.10

Influence of factors on changes in sales profit

As can be seen from the table, price factors had the greatest influence on the change in sales profit. Due to the increase in selling prices, sales profit increased by RUB 811,408 thousand.

The increase in the average price of confectionery products of PJSC Confectionery in the reporting year by 10.8% compared to the previous year was caused by economic reasons: a decrease in consumer demand, an increase in prices for the main raw materials of the confectionery industry, and devaluation of the ruble.

As a result of rising prices and tariffs for purchased raw materials, materials, fuel, electricity, and third-party services, production costs increased, which led to a decrease in sales profit in the amount of RUB 607,756 thousand. The sharp change in prices for the main raw materials of the confectionery branch of the food industry - sugar and cocoa beans - had an impact. The share of expenses for sugar in total expenses for raw materials is 25-30%, for cocoa beans - 20-25%. Therefore, even a slight change in prices for these types of raw materials has a significant impact on the cost of production.

Cocoa bean prices are quite volatile due to the limited supply of cocoa beans on the international market. In addition, periodically unstable political situations in major exporting countries place additional pressure on global cocoa prices.

When analyzing sales profits, you can assess the impact of inflation. The inflation premium is calculated, changing both the income and expenses of the organization.

The impact of inflation on sales profits occurs in two ways due to:

• increases in prices and tariffs for products sold, goods, works, services increase revenue and profit from sales;
• rising prices and tariffs for purchased materials, raw materials, fuel, electricity, third-party services, production costs increase and, consequently, profits decrease

from sales.

It is preferable for an organization if, due to the increase in prices of its products, the increase in production and distribution costs is covered.

The price level for the main products (confectionery) of PJSC "Confectioner" changes largely in accordance with inflation processes. The leveling effect of high inflation rates is exerted by a fairly short period of product sales, characteristic of the activities of confectionery enterprises.

Due to the increase in sales volume, only 7.26% (15,582/214,620) additional profit was obtained; the impact of structural changes was insignificant.

The total amount of profit (loss) from sales of goods (work, services) of an enterprise is considered as the sum of the amount of profit (loss) from sales in product areas. Profits (losses) from sales in product areas are factors in the overall profit (loss) from sales of the organization. Such factor analysis allows us to compare the profitability of various product lines and draw appropriate conclusions about adjusting the organization’s market strategy.

The methodology for calculating the influence of factors on profit from ordinary activities includes the following steps (data from table 3.1):

1. Calculation of the influence of the factor “Sales revenue”.

The calculation of the influence of this factor must be divided into two parts. Since an organization’s revenue is the product of the quantity and price of products sold, we will first calculate the impact on profit from sales of the price at which the products or goods were sold, and then calculate the impact on profit of changes in the physical mass of products sold.

When conducting factor analysis, it is necessary to take into account the influence of inflation. Let us assume that product prices in the reporting period increased by an average of 19% compared to the base period.

Then the price index

Consequently, sales revenue in the reporting period at comparable prices will be equal to

where B" is sales revenue at comparable prices;

B1 – revenue from sales of products in the reporting period.

For the analyzed organization, revenue in comparable prices will be:

Consequently, revenue from the sale of products in the reporting year compared to the previous period increased due to an increase in prices by 17,079.1 thousand rubles.

Dnumber of goods = B" - B0 = 89889.9 - 99017 = -9127.1 thousand rubles.

where DВц is the change in sales revenue under the influence of price;

Price influence

The reduction in the number of products sold led to a decrease in revenue in the reporting period by 9127.1 thousand rubles, and the overall increase in revenue (+7952 thousand rubles) was due to an increase in prices by 19%. In this case, the increase in the qualitative factor blocked the negative impact of the quantitative factor.

1.1. Calculation of the influence of the “Price” factor

To determine the degree of influence of a price change on a change in the amount of profit from the sale, it is necessary to make the following calculation:

;

Thus, the increase in product prices in the reporting period compared to the previous period by an average of 19% led to an increase in the amount of profit from sales by 4833.4 thousand rubles.

1.2. Calculation of the influence of the factor “Quantity of products (goods) sold”

The effect on the amount of profit from sales (PP) of a change in the quantity of products sold can be calculated as follows:

where DPP(K) is the change in profit from sales under the influence of the factor “quantity of products sold”;

B1 and B0 – respectively, proceeds from sales in the reporting (1) and base (0) periods;

- profitability of sales in the base period.

For the analyzed organization:

Thus, the influence turned out to be negative, i.e. As a result of a reduction in the volume of revenue received in comparable prices in the reporting period, the amount of profit from sales decreased by 2,583 thousand rubles, because in addition to price, revenue is also affected by the quantity of products (goods) sold:

2. Calculation of the influence of the factor “Cost of products sold” carried out as follows:

where УС1 and УС0 are the cost levels in the reporting and base periods, respectively.

Here you need to be careful when analyzing, since expenses are factors that have an inverse influence on profits. If we look at Table 3.1, we will see that the cost price in the reporting period decreased by 459 thousand rubles, and its level in relation to sales revenue decreased by 5.7%. Therefore savings led to an increase in the amount of profit from the sale by 6097 thousand rubles.

3. Calculation of the influence of the factor “Business expenses”

For the calculation, a formula similar to the previous one is used:

where UKR1 and UKR0 are the levels of business expenses in the reporting and base periods, respectively.

Thus, overexpenditure on commercial expenses in the reporting period and an increase in their level by 4.6% led to a decrease in the amount of profit from sales by 4920.3 thousand rubles.

4. Calculation of the influence of the factor “Administrative expenses”

where UUR1 and UUR0 are the levels of management expenses in the reporting and base periods, respectively.

This means that overexpenditure on administrative expenses in the reporting period compared to the previous one and an increase in their level by 2.7% reduced the amount of profit by 2888.1 thousand rubles.

The remaining indicators - factors from other operating and non-operating activities and emergency ones - do not have such a significant impact on profit as factors in the economic sphere. However, their impact on the amount of profit can also be determined. In this case, the balance sheet linkage method is used, a factor model of the net profit of the reporting period of an additive type.

The influence of the factor is determined by column 5 in Table 3.1 (absolute deviations). All indicators must be divided into factors of direct and reverse influence in relation to profit. By what amount does it increase (decreases) indicator-factor of “direct action”, profit increases (decreases) by the same amount. Factors of “reverse action” (costs) affect the amount of profit in the opposite way.

Thus, we can summarize the influence of factors affecting the profit from sales and, consequently, the profit of the reporting period (Table 3.3).

Table 3.3

Summary table of the influence of factors on the net profit of the reporting period

Factor indicators	Amount, thousand rubles
1. Quantity of products sold (works, services)
2. Changes in prices for sold products
3. Cost of products sold, goods, works, services
4. Business expenses
5. Management expenses
6. Interest receivable
7. Interest payable
8. Income from participation in other organizations
9. Other operating income
10. Other operating expenses
11. Other non-operating income
12. Other non-operating expenses
13. Income tax
Cumulative influence of factors

The activities of any commercial company are aimed at making a profit. The main factors influencing profit are volume, assortment, cost of products sold and costs of selling them. Analyzing these factors will help the company identify weaknesses, improve sales profitability and prepare a sales business plan.

FACTOR ANALYSIS: GENERAL CHARACTERISTICS AND METHODS OF CONDUCT

Factor analysis is a method for a comprehensive and systematic study of the influence of individual factors on the size of the final indicators. Main goal conducting such an analysis is to find ways to increase the profitability of the company.

Factor analysis allows you to determine the overall change in profit in the current period in relation to the previous (base) period or the change in actual profit indicators in relation to the plan, as well as the influence on these changes of the following factors:

• product sales volume;
• cost of products sold;
• selling prices;
• range of products sold.

Thus, with the help of factor analysis, it is possible to establish sales volume, cost or selling price, which will increase the company’s profit, and factor analysis of the range of products sold will make it possible to identify the product that sells best and the product that is in the least demand.

Indicators for factor analysis are taken from accounting. If the results for the year are analyzed, then the data from Form No. 2 “Report on Financial Results” is used.

Factor analysis can be carried out:

1) by the method of absolute differences;

2) by the method of chain substitutions.

Mathematical formula for the factor analysis model of sales profit:

PR = V prod × (C - S units),

where PR is profit from sales (planned or basic);

V prod - sales volume of products (goods) in physical quantities (pieces, tons, meters, etc.);

C—sales price per unit of products sold;

S unit - cost per unit of products sold.

Absolute difference method

Factor analysis is based on the mathematical formula PR (profit from sales). The formula includes three analyzed factors:

• sales volume in physical units;
• price;
• cost of one unit of sales.

Let's consider situations that affect profit. Let us determine the change in profit due to each factor. The calculation is based on the sequential replacement of the planned values ​​of factor indicators with their deviations, and then with the actual level of these indicators. We present calculation formulas for each situation that had an impact on profit.

Situation 1. Impact of sales volume on profit:

ΔPR volume = Δ V prod × (C plan - S units plan) = ( V cont. fact - V cont. plan) × (C plan - S units plan).

Situation 2. Impact of selling price on profit:

ΔPR price = V cont. fact × ΔC = V cont. fact × (C fact - C plan).

Situation 3. Impact of unit cost on profit:

ΔPR S unit = V cont. fact × (-Δ S units) = V cont. fact × (-( S units fact - S units plan)).

Chain substitution method

Using this method, they first consider the influence of one factor while the others remain unchanged, then the second, etc. The same mathematical formula of the factor analysis model of sales profit is taken as a basis.

Let us identify the influence of factors on the amount of profit.

Situation 1. Change in sales volume.

PR1 = V cont. fact × (C plan - S units plan);

ΔPR volume = PR1 - PR plan.

Situation 2. Change in sales price.

PR2 = V cont. fact × (C fact - S units plan);

ΔPR price = PR2 - PR1.

Situation 3. Change in cost unit sales.

PR S unit = V cont. fact × (C fact - S units fact);

ΔPR S unit = PR3 - PR2.

Conventions used in the given formulas:

PR plan - profit from sales (planned or basic);

PR1 - profit received under the influence of the factor of change in sales volume (situation 1);

PR2 - profit received under the influence of the price change factor (situation 2);

PR3 - profit received under the influence of the factor of change in the cost of sales per unit of production (situation 3);

ΔPR volume - the amount of profit deviation when sales volume changes;

ΔPR price - the amount of profit deviation when the price changes;

ΔП S unit - the amount of profit deviation when the cost of a unit of products sold changes;

Δ V prod - the difference between the actual and planned (basic) sales volume;

ΔЦ - the difference between the actual and planned (basic) sales price;

Δ S unit - the difference between the actual and planned (basic) cost of a unit of products sold;

V cont. fact - actual sales volume;

V cont. plan - planned sales volume;

T plan - planned price;

C fact - actual price;

S units plan - planned cost per unit of products sold;

S units fact - the cost per unit of products sold is actual.

Notes

1. The chain substitution method gives the same results as the absolute difference method.
2. The total deviation of profit will be equal to the sum of deviations under the influence of all factors for which factor analysis is carried out.

FACTOR ANALYSIS OF SALES PROFIT

Let's conduct a factor analysis of sales profit using Excel. First, we will compare the actual and planned indicators in Excel tables, then we will build a chart and graph that will clearly show the results and deviations of the factor analysis performed.

In Excel, you can build a standard plan-fact table, consisting of several blocks: on the left side of the table in the column there will be the name of the indicator, in the center - data with plan and fact, on the right side - the deviation (in absolute and relative values).

EXAMPLE 1

The organization sells rolled metal products. Indirect costs are distributed to the cost of products sold, that is, the full cost of production is formed. Let's conduct a factor analysis of sales profits in two ways (the method of absolute differences and the method of chain substitutions) and determine which of the indicators had the greatest impact on the company's profit.

Planned indicators are taken from the sales business plan, actual indicators are taken from financial statements (form No. 2) and accounting (sales reports in physical units).

Data on the company's financial results (actual and planned) are presented in table. 1.

Table 1. Data on the results of the company’s financial activities, thousand rubles.
Factor	Plan	Fact	Deviations from the plan
			absolute	in percent
				5 = / × 100%
Sales volume, thousand tons
Cost of sales
Cost of sales 1 t

From the data in table. 1 it follows that the actual sales volume is lower than planned by 10.1 thousand tons, the selling price was higher than planned by 0.15 thousand rubles. At the same time, the amount of actual revenue is less than planned by 276.99 thousand rubles, and the cost of sales, on the contrary, is higher than planned by 1130 thousand rubles. All of the above factors reduced the actual profit compared to the planned one. 1404.78 thousand. rub.

E. V. Akimova, auditor

The material is published partially. You can read it in full in the magazine