Financial results are generated as a result of all activities of an enterprise over a certain period of time, usually a quarter or a year, and are determined on the basis of accounting estimates, i.e., on the basis of realized income and incurred costs (accrual or cash basis) at current prices.

In this regard, they significantly depend on the accounting policies of the enterprise and do not take into account changes in the value of money over time.

There is a need for a clear system of profit distribution, primarily at the stage preceding the formation of net profit.

In the conditions of commodity-money relations, net income takes the form of a positive financial result - profit. In the goods market, enterprises and organizations act as separate commodity producers. Organizations, having set a price for their products, sell them to consumers, receiving revenue, which does not mean making a profit. To determine the financial result, it is necessary to compare revenue (income) with the costs of production and sale of products or services, which take the form of product costs.

If revenue (income) exceeds cost (expenses), the financial result indicates a profit. There is also an opinion that “a positive financial result (profit) is calculated as the difference between the proceeds from the sale of a product of economic activity and the sum of the costs of production factors for this activity in monetary terms.”

If revenue (income) is equal to cost (expenses), then it was only possible to reimburse the costs of production and sales of products. The implementation took place without losses, but there is no profit as the main goal of commercial organizations and the source of development and prosperity of the company. In the case when costs (expenses) exceed revenues (income), the organization receives losses - a negative financial result, which puts it in a rather difficult financial situation.

An economically sound profit distribution system must, first of all, guarantee the fulfillment of financial obligations to the state and maximally provide for the production, material and social needs of enterprises and organizations. Let us note how book profit is adjusted during the distribution process.

Balance sheet profit is reduced by the amount of profit taxed at different rates of income tax, deductions are made to reserve or other similar funds, and amounts of profit for which tax benefits are established are excluded.

The balance sheet profit remaining after these adjustments is subject to taxation and is called taxable profit. After paying the tax, what remains is the so-called net profit. This profit is at the full disposal of the organization and is used by it independently.

The financial result of an enterprise reflects its balance sheet profit or loss: profit (loss) from the sale of finished products (works, services), profit (loss) from other sales and the amount of non-operating income and losses.

To manage profit, it is necessary to reveal the mechanism of its formation, determine the influence and share of each factor of its growth or decline.

The efficiency of economic activity is characterized by a relatively small number of indicators. But each of them is influenced by a whole system of factors, i.e. reasons that cause changes in these indicators. There are factors of the first, second... “n” order.

Factors in economic analysis are classified according to different signs. Based on the objectives of the analysis, all factors can be divided into internal (main and non-main) and external.

Internal main factors determine the results of the enterprise. Internal non-core ones - they determine the work of the organization, but are not related to the essence of the indicator under consideration: structural changes in the composition of products, violations of economic and technological discipline.

External factors do not depend on the operation of the enterprise, but quantitatively determine the level of use of its production and financial resources (Fig. 1.1).

Figure 1.1 Factors influencing profit margin

Identification during the analysis of internal and external factors affecting profitability makes it possible to “cleanse” performance indicators from external influences.

Let us first consider factors directly related to the activities of the enterprise, which it can change and regulate depending on the goals and objectives set for the enterprise, i.e. internal factors, which can be divided into production factors, directly related to the main activities of the enterprise, and non-production factors, which are not directly related to the production of products and the main activities of the enterprise.

Non-production factors include supply and sales activities, i.e. timeliness and completeness of fulfillment of obligations by suppliers and buyers to the enterprise, their distance from the enterprise, cost of transportation to the destination, and so on; environmental protection measures, which are necessary for enterprises in a number of industries, for example the chemical, engineering industries, and entail significant costs; fines and sanctions for untimely or inaccurate fulfillment of any of the company’s obligations, for example, fines to the tax authorities for late payments to the budget. The financial results of the company’s activities, and, consequently, profitability are indirectly affected by the social conditions of work and life of employees; financial activities of the enterprise, i.e. management of own and borrowed capital in an enterprise and activities in the securities market, participation in other enterprises, etc.

Production factors include the availability and use of means of labor, objects of labor and labor resources. These factors are the main factors in the growth of profits and profitability of the enterprise; the processes of intensification of production are associated with increasing the efficiency of their use.

Depending on the content of the indicators and the algorithm for their calculation, first-order factors are identified that directly determine the size of the effective indicator (increase in the number of workers, production volumes, etc.). Second-order factors influence the result through first-level factors, etc.

Using factor analysis, unused reserves are established, therefore the classification of factors is the basis for the classification of reserves.

Reserves are the unused capabilities of an enterprise, which are grouped according to the following characteristics:

1) by the nature of the impact on production: intensive and extensive;

2) production characteristic: intra-farm, sectoral, regional, national;

3) time indicator: current and future;

4) stage of the product life cycle: production stage, operational stage.

Economic factors can reflect the quantitative or qualitative side of an enterprise's activities. Signs of quantity are reflected in indicators of production and sales of products, product range, number and area of ​​premises, quantity of equipment, etc. The increase in production volumes characterizes the expansion of the enterprise’s activities and can be ensured along with the listed production factors and factors of working time use (the number of days worked, shifts, length of the working day), as well as labor resources (the number of employees by category, type of activity, etc. ).

Information about quantitative factors, as a rule, is accumulated in accounting and reflected in reporting.

The influence of production factors on the result of activity can be assessed from two positions: as extensive and as intensive. Extensive factors are associated with changes in the quantitative parameters of the elements of the production process, these include:

– change in the volume and operating time of labor tools, i.e., for example, the purchase of additional machines, machines, construction of new workshops and premises, or increasing the operating time of equipment to increase the volume of products produced;

– change in the number of objects of labor, unproductive use of means of labor, i.e. an increase in inventories, a large proportion of defects and waste in the volume of products produced;

– changes in the number of workers, working hours, unproductive costs of living labor (downtime).

A quantitative change in production factors must always be justified by a change in the volume of output, i.e. The enterprise must ensure that the rate of profit growth does not decrease relative to the rate of increase in costs.

Intensive factors are understood as a reflection of the degree of effort of the enterprise and its employees to improve the activities of the enterprise, which are reflected in the system of various performance indicators, not only in content, but also in terms of measurements. Measurements of intensive factors can be absolute values ​​in value and physical terms, relative values ​​expressed in coefficients, percentages, etc. In particular, labor productivity can be expressed in cost or quantity of production per worker per unit of time; level of profitability - in percentage or coefficients, etc.

Since intensification factors reflect the degree of efficiency of the enterprise, they are also called qualitative factors, since they largely characterize the quality of the enterprise.

Intensive production factors are associated with improving the quality of use of production factors, these include:

– increasing the quality characteristics and productivity of equipment, i.e. timely replacement of equipment with more modern equipment with greater productivity;

– use of advanced materials, improvement of processing technology, acceleration of material turnover;

– improving the skills of workers, reducing the labor intensity of products, improving labor organization.

Figure 1.2 Classification of factors in economic analysis

In addition to internal factors, the profitability of an enterprise is indirectly affected by external factors that do not depend on the activities of the enterprise, but often have a strong influence on the results of its activities. This group of factors includes: the geographical location of the enterprise, i.e. the region in which it is located, the distance of the enterprise from sources of raw materials, from regional centers, natural conditions; competition and demand for the company’s products, i.e. the presence in the market of effective demand for the company’s products, the presence in the market of competing firms producing goods with similar consumer properties, the situation in related markets, for example in the financial, credit, securities, and raw materials markets markets, since a change in profitability in one market entails a decrease in profitability in another, for example, an increase in the yield of government securities leads to a reduction in investment in the real sector of the economy; government intervention in the economy, which manifests itself in changes in the legislative framework for market activity, changes in the tax burden on enterprises, changes in refinancing rates, etc.

The listed factors affect profit not directly, but through the volume of products sold and cost, therefore, in order to identify the final financial result, it is necessary to compare the cost of the volume of products sold and the cost of costs and resources used in production.

Profit from the sale of products, works, and services occupies the largest share in the structure of the enterprise’s balance sheet profit. Its value is formed under the influence of a number of factors, the most important of which are: cost, sales volume, current price level.

The most important of them is cost. The cost of production is understood as all the costs of an enterprise for the production and sale of products, namely: the cost of natural resources, raw materials, basic and auxiliary materials, fuel, energy, fixed production assets, labor resources and other operating costs.

Quantitatively, prime cost occupies a significant share in the price structure, so it has a noticeable effect on profit growth, all other things being equal.

Cost reduction indicators include the following indicators:

– indicators related to increasing the technical level of production (introduction of new progressive technology, modernization of equipment, changes in the design and technical characteristics of products);

– indicators related to improving labor organization and management (improving organization, service and production management, reducing management costs, reducing losses from defects, improving labor organization).

The main objectives of analyzing the cost of industrial products are:

– establishing dynamics the most important indicators cost;

– determination of costs per ruble commercial products;

– identifying reserves for cost reduction.

Analysis of production costs by elements and costing items is carried out in order to identify deviations, determine the composition of elements and costing items, the specific weight of each element in total amount production costs, studying the dynamics over a number of past years, identifying factors that caused changes in elements and cost items and influenced the cost of production.

An important factor influencing the amount of profit from product sales is changes in the volume of production and sales of products. A fall in production volume under current economic conditions, not counting a number of counteracting factors such as rising prices, inevitably entails a reduction in profits. This leads to the conclusion that it is necessary to take urgent measures to ensure growth in production volumes based on technical renewal and increased production efficiency.

The dependence of profit on sales volume, other things being equal, is directly proportional. As a result, the indicator of changes in the balances of unsold products becomes of no small importance in market conditions; the higher it is, the less profit the company will receive. The amount of unsold products depends on a number of reasons due to the current market conditions, the production and commercial activities of the enterprise, and the conditions for sales of products. Firstly, the capacity of a given market always has a limit, and, as a consequence, there is a risk of commodity oversaturation; secondly, an enterprise may produce more products than it sells due to an ineffective marketing policy. In addition, the share of more profitable products in the unsold balances of finished products may increase, which will entail a total increase in these balances in value terms based on lost future profits. In order to increase profits, the enterprise must take appropriate measures to reduce the balance of unsold products, both in kind and in monetary terms.

The amount of revenue from the sale of products and, accordingly, profit depends not only on the quantity and quality of products produced and sold, but also on the level of prices applied.

Free prices in the conditions of their liberalization are set by the enterprises themselves, depending on the competitiveness of the product, the demand and supply of similar products by other manufacturers (with the exception of monopolistic enterprises, the price level of which is regulated by the state). Therefore, the level of free prices for products is to a certain extent a factor that depends on the enterprise.

The main feature of the division of costs for the general classification is the place where costs arise and the ratio of costs to various areas of the enterprise’s activities. This classification is used to organize costs within the enterprise’s profit statement and for subsequent comparative analysis of individual types of enterprise costs. The main types of costs according to the general classification are presented in Figure 1.3.

Rice. 1.3 Cost classification

According to this classification, all costs are divided into production and non-production. In turn, production costs consist of:

– costs associated with the use of direct materials;

– costs of paying direct labor;

– production overhead costs.

Costs for direct materials include the amount of costs incurred by the enterprise for the purchase of raw materials and components, i.e. those physical substances that are directly used in production and go into finished products.

Direct labor costs represent the payment of key production personnel (workers) whose efforts are directly (physically) related to the production of the finished product. The labor of equipment adjusters, shop foremen and managers in terms of costs is included in production overhead costs. It should be noted that these definitions are well-known modern conditions, when “truly direct” labor begins to play an ever smaller role in modern highly automated production. There are fully automated industries for which there is no direct labor at all. However, in general, the concept of “core production workers” remains valid and their wages are considered direct labor costs.

Manufacturing overhead costs include other types of costs that support the production stage of the enterprise. The structure of these costs can be very complex and their number is large. The most common types of manufacturing overhead costs are indirect materials, indirect labor, electrical and thermal energy, equipment repair and maintenance, utilities, depreciation of production facilities and equipment, a certain portion of taxes included in the so-called gross costs, and all other costs that are immanently connected with the production process at the enterprise.

Costs associated with the sale of products include all the costs of the enterprise associated with maintaining finished products in the warehouse, promoting the product to the market and delivering the product to the consumer.

Administrative costs include the total costs associated with the general management of the enterprise, i.e. the content of the management “apparatus”, including accounting, planning and financial department and other management departments.

The way in which the totality of costs fits into the production cost of goods sold is very important.

The classification discussed above is directly related to the classification of costs in relation to the finished product. All enterprise costs are divided into two groups:

– costs related to the finished product (Product Costs),

– costs related to the period of time (Period Costs).

A sign of cost sharing according to this classification is the way in which costs are charged to cost of goods sold. Costs of the first group are included in the cost of goods sold only when the finished products, which included these costs, are sold. Until the moment of sale, these costs in the inventory of the enterprise represent its assets, i.e. they are materialized as part of work in progress or finished goods and stored in a warehouse. The costs of the second group are included in the income statement, i.e. taken into account when calculating the profit of the enterprise during the period in which they were actually incurred. A typical example of the second group is the costs associated with the general management of the enterprise.

According to this scheme, the resources of the enterprise, which form the costs related to the product, are the assets of the enterprise until the enterprise sells the finished product. At the same time, costs related to a period of time are recognized as the costs of the enterprise in the period in which they were incurred, regardless of whether the finished product was sold or not.

The main feature is the dependence of changes in costs in connection with a change in any basic indicator. The latter is usually the volume of goods sold. In accordance with this feature, costs are divided into two types: fixed (constant) and variable. Variable costs are those costs that change (in general) in direct proportion to an increase or decrease in production and sales (assuming that unit costs remain almost constant, stable). Fixed costs are those costs that do not change when the level of production and sales changes over a certain period of time (for example, a year). TO variable costs include the costs of raw materials and supplies, energy and utilities (used in the production process), sales commissions (if determined by sales volume), workers' wages (provided they can be increased or decreased as production volume increases or decreases). Examples of fixed costs are the cost of depreciation of buildings and equipment, depreciation of pre-operating expenses, rent and leasing (which do not change with changes in sales and production volume), interest on loans, wages of employees, managers, controllers (which, by assumption, do not change with changes in production level), general administrative expenses.

Some of these costs, such as wages or general administrative expenses, may not vary directly with volume nor be constant. They can be designated as mixed (semi-variables). Such costs can be broken down into variable and fixed components and considered separately. Let us consider the classification of costs in more detail, giving this consideration a quantitative content. In the process of this analysis, we will be primarily interested in those cost characteristics that remain unchanged as the volume of production and sales changes. These characteristics are called invariants. Due to their lowness, invariants are the basis for solving planning problems.

Fixed costs can change if there is a significant change in production volume. Moreover, this change is, as a rule, spasmodic in nature. For example, if production volume increases, it may be necessary to rent additional production premises and purchase new equipment, which will lead to an increase in fixed costs by the amount of rental payments for new premises, as well as operating and depreciation costs for new equipment. Taking into account the noted feature fixed costs the concept of a relevant interval of change in the volume of product sales is introduced, during which the value of total fixed costs remains unchanged.

In market conditions, there are profit growth factors that are important to take into account during economic analysis. In the current situation, a negative feature for an organization is the growth of receivables and payables; it is the imbalance that has become an important factor in generating profit.

According to the results factor analysis the quality of earnings can be assessed. The quality of profit from core activities is considered high if its increase is due to an increase in sales volume and a decrease in production costs. Low quality of profit is characterized by an increase in sales volumes due to rising prices for products without increasing the physical volume of sales and reducing costs per ruble of products.

The constant factors influencing the profit of the organization are:

Changes in sales volume (affects an increase in sales volumes of profitable products, which leads to an increase in the amount of profit, and vice versa);

Selling price;

Number and composition of personnel;

Economic incentives for personnel.

Today, the profit analysis methodology does not sufficiently take into account the influence of an important factor - time. As a rule, this is done by discounting costs to profit, i.e. distribution of expenses at one point in time. When the state sets time limits on the payment of taxes, deadlines for the sale of products and the attribution of costs to the production process, the time factor becomes more and more versatile in the modern economy. Therefore, it is not time itself that affects the results financial activities, but various factors of production and financial activity that manifest themselves in a certain period of time.

In a market economy main goal The activity of any private organization is to make a profit. The profit of an organization is influenced by various factors, which can be divided into: external and internal.

External factors include natural conditions, government regulation of tariffs, interest, tax rates and benefits, penalties. Such factors do not depend on the activities of the organization, but significantly affect its profit.

Internal factors divided into production and non-production. Production factors characterize the availability and use of means and objects of labor, labor and financial resources. Non-production factors include sales and environmental activities, social working and living conditions, etc.

The main factors influencing the profit of an organization are the price of products, the level of fixed and variable costs, the influence of the state and competitors.

When setting a price, an enterprise must take into account the level of demand for a product, prices from competitors, the influence of the political situation, etc. An enterprise must set a price that will be acceptable to consumers, and, at the same time, sufficient to cover all expenses and make a profit in the amount necessary for the development and improvement of production.

The main sources of reducing the costs of production and sales of an organization's products include reducing the consumption of raw materials, materials, fuel and energy per unit of production; reduction of wage costs per unit of production; reduction of administrative costs and overhead costs; increasing the technical level of production; improving the organization of production and labor and changing production volumes.

To effectively manage an enterprise, in addition to studying the results of your activities, it is necessary to thoroughly study the activities of competitors and compare them with the results of your activities.

The methods of implementing state regulation of the market include the following types of policies: tax, investment, antimonopoly, financial, anti-inflation, foreign trade, etc. The profit of the organization is the main source of financing for the development of the organization, improving its material and technical base, and providing all forms of investment. All activities of the organization are aimed at ensuring profit growth or its stabilization at a certain level. A number of the above factors must be the subject of careful consideration and justification regarding the formation of profit. Without proper attention to this problem and each factor in particular, the effective operation and profitability of any enterprise is impossible. In order for the organization of Russia in modern market conditions worked stably and made a profit, we can suggest the following main factors for its increase:

Increasing production volumes and sales of products;

Implementation of measures to increase the productivity of its employees and the use of a system of employee participation in generating the organization’s profit;

Reducing production or application costs modern methods cost management, one of which is management accounting;

Qualified implementation pricing policy, since predominantly free (negotiable) prices operate on the market;

Competent construction contractual relations with suppliers, intermediaries and buyers;

Improving the marketing system at the enterprise;

Grouping your products based on profitability - focusing on those products that are highly profitable, improving products with an average level of profitability, and removing low-profitable products from production;

Organization production process in such a way that it is adapted to rapid changeover;

Constantly conducting scientific research into market analysis, consumer and competitor behavior.

To improve the efficiency of enterprises, it is of paramount importance to identify reserves for increasing production and sales volumes, reducing production costs, and increasing profits.

To determine the main directions for searching for reserves for increasing profits, we will highlight the factors influencing its receipt, classified according to various criteria.

External factors include:

Natural conditions;

State regulation of prices, tariffs, interest, tax rates and benefits, penalties, etc.

These factors do not depend on the activities of enterprises, but can cause a significant impact on profit.

Production factors are characterized by the presence and use of means and objects of labor, labor and financial resources and, in turn, are divided into extensive and intensive.

Extensive factors influence the process of making a profit through quantitative changes. Such changes include:

The volume of means and objects of labor,

Financial resources,

Equipment operating time,

Number of staff,

Working time fund, etc.

Intensive factors influence the process of making a profit through “qualitative” changes. Such changes include:

Increasing equipment productivity and quality,

The use of advanced types of materials and improvement of their processing technology,

Acceleration of turnover working capital,

Improving the qualifications and productivity of personnel,

Reducing the material consumption of products,

Improving labor organization and more efficient use financial resources, etc.

Non-production factors include, for example, sales and environmental activities, social working and living conditions, etc.

To summarize, it must be said that profit plays decisive role V entrepreneurial activity and is one of the main indicators of the organization’s performance. It characterizes the possibility of innovative development, reconstruction and modernization of its production. Profit is defined as one of the goals of the activity and development of the organization, as a result of work, motivation, economic security and a quantitative measure of the success of the organization. An important point is not only quantitative indicators of profit, but also its structure, longevity and quality.

Profit and profitability in the conditions of the formation of a market economy are the most important indicators of the economic activity of trading organizations and enterprises. These indicators reflect all aspects of the activities of trading enterprises: volume and structure retail turnover, rational use of resources, implementation of measures to improve organizations and technologies of trade processes, etc.

The amount and level of profit are formed under the influence large quantity various factors that have both positive and bad influence. The number of factors that determine the amount of profit and profitability can hardly be clearly limited; it is very large. All factors can be divided into the main ones that influence greatest influence on the amount and level of profit, and on minor ones, the influence of which can be neglected. In addition, the entire set of factors can be divided into internal and external. They are closely related.

The amount of profit of an economic entity is influenced by factors related to its production activities both of a subjective nature and objective, independent of the activities of an economic entity (Table 1).

Table 1. Factors influencing the amount of profit

Profit from product sales also depends on internal and external factors.

Internal factors affecting profit and profitability include resource factors (the amount and composition of resources, the state of resources, conditions of their operation), as well as factors associated with the development of retail trade turnover.

These factors can be divided into three groups: production, commercial, financial.

Production factors are associated with the volume of production, its rhythm, material, scientific-technical and organizational-technical equipment, respectively, the quality parameters of the product, its range and structure, etc.

Commercial factors lead to financial factors and cover the concept of marketing in a broad sense: the conclusion of business contracts based on the closest study of current and future market conditions, price regulation of sales, its direction and organizational and economic support.

The reliability of the forecast of commercial factors is based, on the one hand, on risk insurance (mainly the risks of loss of property, disruption of deliveries, delay or refusal of payment), on the other hand, on attracting reputable, solvent clients. This, in turn, requires certain non-production costs (representation, advertising, etc.).

Financial factors, covering both revenue from the sale of products and services and business income from all types of activities, include, respectively: forms of payment (provided for by the contract or determined operationally); price regulation, including markdowns in case of slowdown in sales; attracting a bank loan or funds from centralized reserves; application of penalties; studying and collecting accounts receivable, as well as ensuring liquidity of other assets; stimulating the attraction of financial resources in financial markets. The principle “time is money” is important here: the faster and more complete the receipt of income, the more effective the entire activity.

Internal factors affect profits through an increase in production volume, improvement in product quality, increase in selling prices and reduction in production and sales costs.

The main external factors that shape the profit of a trading enterprise include the following factors:

Market volume. The retail turnover of a trading enterprise depends on the market capacity. The greater the market capacity, the greater the company's ability to make a profit.

Development of competition. It has a negative impact on the amount and level of profit, because it leads to an averaging of the profit rate. Competition requires certain expenses that reduce the amount of profit received.

The amount of prices set by suppliers of goods. In a competitive environment, price increases by suppliers do not always lead to an adequate increase in sales prices. Trade enterprises strive to work less with intermediaries, to choose among suppliers those who offer goods of the same quality level at lower prices.

Prices for services of transport enterprises, utilities, repair and other enterprises. Increasing prices and tariffs for services increases the operating costs of enterprises, reduces profits and reduces the profitability of trading activities.

Development of activities of public organizations of consumers of goods and services.

State regulation of the activities of trading enterprises. This factor is one of the main ones that determines the amount of profit and profitability.

Factors influencing the amount of profit can be divided into two groups. The first group includes the so-called main factors that directly affect the volume of profit of a trading enterprise. These include:

Profit (loss) from the sale of goods.

Profit (loss) from non-trading activities of the enterprise.

Balance of income and expenses on non-operating operations.

Profit (loss) from the sale of fixed production assets.

The second group includes the so-called interdependent factors:

Sales volume of goods.

Retail prices for goods sold.

Distribution costs.

Employees' capital ratio.

Tax intensity of the enterprise.

Number of employees of the enterprise.

Turnover and capital composition.

Costs attributable to profit.

If we talk about the main factors influencing profit, then we can say that in practice gross (balance sheet) profit is mainly created due to profit from the sale of goods, but it can be increased (decreased) by the amount of profit from the non-trading activities of the enterprise, by the amount identified positive (negative) balance on non-operating transactions, by the amount of profit received from the sale of fixed assets (wherein profit (loss) from the sale of fixed assets is the difference between the sale (market) and their original price or residual value, taking into account revaluations caused by inflation If an excess of the initial cost and costs incurred associated with the disposal of fixed assets and other property is revealed over the amount of proceeds from sales, then the gross profit of the enterprise is reduced accordingly by the amount of this excess. If, on the contrary, the amount of revenue exceeds the initial cost and costs of disposal of fixed assets and other property, gross profit increases by this difference).

Interdependent factors, as well as the main ones, greatly influence the amount of profit. It is no coincidence that these factors received such a name. Their peculiarity is that each of them to some extent influences or is influenced by other factors from this group. Therefore, by dividing the subsystem of interdependent factors into separate indicator elements, it is possible to identify the degree of influence of each of them on profit based on the application of methods and techniques of economic and mathematical analysis. First, the impact of each of them on the amount of profit is assessed, and then their complex impact.

The growth rates of a particular indicator are calculated by their sequential ratio. The intensive development of a trading enterprise can be characterized not only by an increase in turnover and profits, but also by an increase in the productivity of sales workers, an increase in capital, etc.

For example, distribution costs in retail trade strongly depend on the size of wages to employees, various deductions in off-budget funds. A reduction in distribution costs entails a corresponding reduction in wages and various types of deductions. This, in its own way, can increase profit margins, but at the same time it can undermine workers’ incentive to work and greatly reduce labor productivity, which can lead to high costs for restoring staff performance. In foreign practice, a system of employee incentives is used in this regard, where, along with increasing salaries, the so-called participation of employees in the economic activities of the enterprise is used, which implies that employees have the right to purchase shares of enterprises at preferential prices, and then can receive dividends on the purchased shares .

It is assumed that the return from increasing labor costs should grow faster than the amount of payment. The enterprise distributes one or another part of the profit not in the form of cash payments, but in the form of shares or transfers it to the bank accounts of employees, forming a credit fund, which the enterprise puts into circulation, which to some extent reduces the need for borrowed funds, while reducing interest costs on bank loans.

The amount of profit in trade also depends on the volume of demand for goods and their supply. A decrease in demand for goods can lead to both a decrease in gross sales income and a decrease in gross profit. The regulator of the relationship between supply and demand on the market is the retail prices of goods. When prices for goods are low, the quantity demanded for them is greater, and when prices are high, less is demanded, since there are cheaper substitutes for these goods. As sales volumes increase, the profit margin increases, then its growth slows down, and finally it stabilizes or decreases, which depends on the properties of certain groups of goods.

Thus, profit is influenced by two interdependent factors: distribution costs and sales volumes of goods. Other factors also directly affect profits and each other.

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Profit is the amount of growth in the equity capital of a commercial enterprise that occurs as a result of the activities of this company, a part of the additional value expressed in monetary terms. Profit is one of the main sources of creating an enterprise’s cash fund, its financial resource. Today's economics defines the concept of “profit” as income received as a result of the exploitation of factors of production such as capital, land and labor. Not accepting profit as exploitation or appropriation of hired unpaid labor, the following definitions of profit are distinguished:

• Payment for business services.
• Payment for talent and innovation in enterprise management.
• Paying for risk, uncertainty of results commercial activities. The presence of risk is determined by the choice of any of the options for natural and climatic conditions, social, scientific, technical or management decisions.
• The phenomenon of monopoly profit. Such profits are most often unstable.

When forming a market economy, profitability and profit are considered one of the most important indicators of the economic activity of enterprises and trading organizations. These indicators reflect all areas of activity of trade structures: the presence of measures to improve the technology and organization of the trade process, the efficiency of resource use, the structure and volume of retail trade turnover.

Analysis of factors affecting profit

The level and amount of profit are influenced by many factors that affect it both negatively and positively. The factors influencing profits are many and varied. It is quite difficult to limit them. All factors influencing the profit of an enterprise are divided into main ones, which have a decisive influence on the level and amount of profit, and secondary ones - in most cases their influence is neglected. In addition, the entire set of factors is divided into external and internal. They are closely related to each other. Internal factors affecting profit, as well as profitability, are factors determined by the growth of retail turnover and factors of a resource nature (the state and operating conditions of resources, their composition and value).

Internal factors are determined by the following parameters:

• Volumes retail. If the share of profit in the prices of goods is constant, the amount of profit increases due to an increase in the volume of their sales.
• Structure of retail goods. Trade turnover is growing due to the expansion of the range. By raising the prestigious segment in trade turnover, improved quality goods, it is possible to achieve an increase in the share of profit in prices, since the buyer purchases goods of this group more often precisely because of their prestige, as well as counting on the increased ease of use.
• Organization of goods movement. The consequence of the accelerated movement of goods to retail outlets is a reduction in current costs and an increase in trade turnover. As a result, there is an increase in the level and mass of profits.
• Organization of trade and technological processes for selling goods. In an effort to increase profits, they resort to the introduction of progressive trading methods: selling goods according to catalogs and samples, self-service. Such methods reduce costs and increase turnover.
• Composition and number of employees. With a sufficient level of technical support for labor, the required number of employees ensures that the enterprise fully implements the program for achieving the planned profit. Of significant importance is the qualification factor of the employee, his ability to clearly and quickly serve the buyer, make the correct purchase of goods, etc.
• Systems and forms of economic incentives for employees. These factors influencing the amount of profit are manifested through cost indicators for wages and the profitability of such costs. Today there is an increase in the moral factor of encouraging employees when they receive satisfaction from their work.
• Labor productivity of company employees. If other conditions are equal, the consequence of an increase in labor productivity is an increased profitability of the activities of a commercial structure and an increase in the volume of profits.
• Technical equipment and capital-labor ratio of workers. Labor productivity is directly dependent on the provision of workplaces with samples of modern commercial equipment.
• Material and technical base of a trading enterprise. A structure that has a more developed and modern material and technical base can count on constant growth retail turnover with a long-term outlook. Following this, profitability increases and profits increase.
• Territorial location, condition and development of the trading network. The location of retail chains directly affects profitability and the amount of profit. Along with the stationary store network, the profit indicator is significantly influenced by the development of the mobile, parcel and small retail networks.
• The level of physical and moral wear and tear of fixed assets. This factor is very important in terms of increasing the profitability of the enterprise. Reliance on worn-out, obsolete equipment and fixed assets eliminates hope for profit growth in the future.
• Capital productivity. The direct result of its increase is an increase in retail trade turnover per 1 ruble of funds invested in fixed assets.
• Working capital. These are factors that directly influence changes in profit. Since the amount of profit received from one turnover directly depends on the size of working capital.
• Pricing procedure. The amount of profit received depends on the amount of profit included in the price of the goods. A continuous increase in the profit share in the price can produce the opposite of the desired result.
• Work on collecting accounts receivable. The absence of delays in the collection of receivables accelerates the turnover of working capital, which in turn leads to increased profits.
• Claim work. This factor has a direct impact on the profitability of non-operating operations.
• Economy mode. There is a relative decrease in the current costs of a commercial enterprise and an increase in the amount of expected profit. In this case, we do not mean an absolute reduction in existing costs, but a relative one.
• Business reputation of the company. It's about about the consumer’s view of the potential capabilities of a commercial structure. Possessing a high business reputation allows you to increase the profitability of the enterprise and count on additional profits. A commercial enterprise cannot operate in isolation. It continuously interacts with the external environment: sellers and producers of goods, buyers (mainly the population), government agencies And public organizations. The combination of such factors has a direct impact on the efficiency of a commercial enterprise, the profitability of its activities and the amount of profit.