• Sizyakov Evgeny Sergeevich, student
• Volga region State University Service

• REVENUE
• VOLUME OF SALES
• COMMODITY TURNOVER
• TRADE TURNOVER

IN modern conditions market economy An increase in trade turnover is of great importance for commercial organizations. The article reflects the essence of trade turnover, its significance, and also suggests ways to increase it.

• Management of financial resources in Artemida LLC, Karmaskaly district
• Investment proposal for the production and processing of sugar beets
• Accounting for the financial results of agricultural organizations

Trade turnover is one of the most significant indicators of the economic economic activity commercial organizations, as it reflects the effectiveness of the organization, its competitive position, its market share, consumer loyalty and the degree of demand satisfaction. Due to this, modern organizations it is important to study, plan, predict and increase your trading turnover in order to achieve successful results economic activity.

Trade turnover (turnover) is an economic indicator of the activity of a trade organization, reflecting the volume of sales in monetary terms for a certain period of time.

The value of turnover for a trade organization is characterized by the fact that this indicator:

• characterizes the scale of the organization's activities, expressed in the amount of cash proceeds for the goods sold, and shows the market share in a particular market;
• is the base value for calculating the estimated performance indicators of the organization (gross income, distribution costs, profit, profitability, inventory, labor and financial resources, retail space and equipment);
• acts as one of the main performance indicators, its final result and quality of trade organization management;
• testifies to the business activity and image of the organization, its strategic and tactical goals;
• expresses the mission of the organization - the maximum satisfaction of the consumer demand of the population for a variety of goods and services;
• is the taxable base for calculating VAT, excises, customs duties and etc.

The development of recommendations for increasing the turnover is carried out on the basis of the identified reserves. Reserves, in turn, are identified from the analysis of factors that affect the turnover. Consequently, the main ways to increase trade turnover is to improve the factors influencing trade turnover.

The number of these factors is a great many, there are both those that the organization cannot influence, and those that are amenable to influence by the economic entity. Therefore, it is necessary to highlight those factors that can be assessed, and which the organization can actually influence.

The number and composition of these factors may depend on the preferences and vision of the situation by the manager, on the specifics and type of organization, as well as on what stages of the distribution cycle it operates, etc. The main factors, the improvement of which can positively affect the turnover of the organization, are presented in Fig. 1.

Rice. 1. The main factors influencing the turnover of the organization

• Improvement of distribution channels. To improve this indicator, different organizations can apply different courses of action, depending on the specifics of the organization. So, for example, a large organization will be more profitable to work with one intermediary, thereby limiting communications for more productive and less costly sales activities. Conversely, a more flexible, smaller sales organization needs a large number of sales outlets to capture the largest market share.

In order for consumers to show greater interest in the goods and services of organizations, increasing the turnover indicators, it is also possible to introduce modern methods distribution, such as trading through an online store with subsequent delivery by mail or courier service, or organizing for buyers the possibility of self-delivery of goods after booking the latter on the site and other delivery methods.

Also, this factor can include external and internal design, comfort, location of outlets. Studying the needs of customers and improving in all these areas will help increase demand, and therefore increase the turnover of the organization.

• Staff. The actions of the organization to improve the workforce can be aimed primarily at reducing staff turnover, as well as training, professional and personal development personnel, their motivation, the formation of organizational culture.

IN various organizations developed its own programs for staff development and staff development.

• Suppliers. To improve this factor, the organization's actions can be aimed at assessing current suppliers (this can be an assessment of the monetary and time costs of supplies, assessing the location of the supplier, the quality of the products supplied, etc.), analyzing potential suppliers, and also determining the effectiveness of cooperation with current suppliers. , forecasting and building a further strategy for choosing the most suitable sources of product supply.
• Range. Improvement of the range can be carried out in the following areas: reduction, expansion, stabilization, renewal. These types of directions are interconnected and often complement each other.

The expansion of the assortment involves quantitative and qualitative changes in the product structure, aimed at increasing the indicators of the width, depth and novelty of the assortment.

Assortment stabilization is the state of the assortment, which is characterized by high stability and a low degree of renewal.

Assortment renewal is understood as quantitative and qualitative changes in the range of goods, characterized by a high degree of novelty.

• Advertising. In today's market situation, no successful organization can do without advertising, so the planning and organization of quality advertising campaigns is important task for the organization. Actions aimed at increasing trade turnover in the field of advertising activities of the organization may include the development of new types of advertising, the development of new advertising platforms, the repositioning of goods and organizations in the eyes of the consumer, the involvement of third-party organizations and individuals to promote products.
• Sales promotion. In this area, the revision of existing and the introduction of new, previously unused by the organization, methods of sales promotion, for example, a loyalty program, the provision of free samples, discounts, gift offers, contests and drawings, promotions, etc., can be applied.
• Public relations. In this direction main task organization is to develop relationships with contact audiences in order to create a certain image of the organization and product.
• Merchandising. In the field of merchandising, it is necessary to study the psychological and physiological characteristics of people, as well as their needs and expectations. Next, you need to organize the placement and layout of goods in order to facilitate the process of purchasing goods by the consumer. An important point is the introduction of modern equipment, which allows minimizing the money and time costs from the process of purchasing goods. Such equipment in retail store, for example, it can be a modern cash settlement unit with a conveyor belt and a barcode scanner, POS terminals, etc.
• Transportation of products. In order for the logistics activities of the organization to be more efficient and less costly, it is necessary to find out how to deliver the goods to the point of sale with the lowest monetary and time costs. For this, transport tasks are built to rationalize the use of the company's transport resources. It is also necessary to master new types of transport for transporting products, if they are more profitable than those already used in the organization.
• Storage. In this area, actions can be aimed at changing or improving the methods, regimes and conditions for storing goods.

Different types of goods are characterized by some features, so the development of ways to improve transportation and storage is based on the characteristics of the goods.

• Service. In conditions modern market and high competition, technical support, service, guarantees, payment methods and other activities designed to facilitate the process of purchasing and operating goods for the consumer are also an integral part of the organization's activities. Organizations need to constantly monitor current trends, competitors' offers and introduce new, more convenient ways to pay for products or modern ways consumer support, for example, online consultations, etc.

From the foregoing, the following conclusion can be drawn: in order for an organization to be competitive, it is necessary to constantly monitor the factors affecting the turnover of a trade organization and effectively manage them.

Thus, in this article, the essence of trade turnover (turnover) was considered - an economic indicator of the activity of a trade organization, reflecting the volume of sales in monetary terms for a certain period of time; and the main directions of its improvement.

Bibliography

1. Erokhin, L.I., Bashmachnikova, E.V., Marchenko, T.I. Economics of the enterprise (in the field of commodity circulation) [Text]: textbook /. L.I. Erokhin, E.V. Bashmachnikova, T.I. Marchenko. - M.: KNORUS,. 2012.- 298 p.
2. Nikolaeva T.I., Egorova N.R., Economics of trade and public catering enterprises [Text]: tutorial/ count ed. ; ed. T.I. Nikolaeva and N.R. Egorova. - M. : KNORUS, 2006. - 400 p.
3. Chernov, V. A. Economic analysis: trade, catering, tourism business[Text]: textbook. manual for students of universities studying in economic specialties / V. A. Chernov; ed. M. I. Bakanova. - 2nd ed., revised. and additional - M.: UNITI-DANA, 2012. - 639 p.

Introduction
1. Organizational and economic characteristics of the Votkinsk raipo
1.2. Analysis of the external environment of the enterprise
1.3. Characteristics of goods and services provided
1.4. Trade and technological process at the enterprise
1.5. Analysis of the main economic results of the activities of the Votkinsk RaiPO
2. Analysis of the retail trade turnover of the Votkinsk Raipo
2.1. Analysis of the structure, dynamics of retail turnover
2.2. Factor analysis of retail turnover
3. The main directions of increasing the volume of RETAIL TURNOVER of the Votkinsk Raipo
3.1. Theoretical issues of increasing the volume of retail trade
3.2. Measures to increase the retail turnover of the Votkinsk RaiPO
Conclusion
Bibliography

Introduction

Today, the retail sector is one of the most important and developing sectors of the economy in Russian Federation, and the situation in the consumer market of the country, providing the population with high-quality and affordable consumer goods depends on their success.

At the initial stage of their development, enterprises are mainly focused on opening the maximum number of stores, in terms of free own and borrowed capital, human resources, etc., and the economic effect remains a secondary goal. But as it develops, when a large number of stores are opened, the market share is won back, and the profitability of the business comes to the fore. And since the main source of profit for a retail chain is the sales volume of operating stores, its analysis becomes especially necessary.

Based on the relevance of the chosen topic thesis, the goal was formed - to analyze the retail turnover, and develop ways to increase sales of the Votkinsk RaiPO.

In accordance with the goal, the following tasks were identified:

- consider general characteristics enterprise, its goals, mission, organizational structure management, analyze competitors, segment consumers, analyze the trade and technological process, consider the main economic results of the activity;

- analyze the retail turnover of the enterprise;

- consider theoretical approaches to increasing sales in trade enterprises;

- develop measures to increase sales of goods and services for the enterprise in question;

The object of study of the thesis is Votkinsk RaiPO.

The subject of the study is the retail turnover of the enterprise.

The structure of this thesis is determined by the tasks and includes an introduction, three chapters, a conclusion, a list of references, applications.

The analysis of structure, dynamics, comparative analysis, factor analysis and other economic and statistical methods were used as research methods.

In the course of the work, the works of domestic and foreign authors on the issue under consideration, in particular, such as A.I. Grebnev, L.A. Bragin, N.V. Maksimenko, T.K. Seregina, O.V. Pambukhchiyants, L.I. Kravchenko and a number of others, as well as the legal framework governing the issues considered in this paper.

In addition, during the study, the actual materials of the enterprise in question were used, containing the necessary information to cover the questions posed: statutory documents, business plan, planned targets in terms of sales, accounting and management reporting enterprises and a number of other documents.

1. ORGANIZATIONAL AND ECONOMIC CHARACTERISTICS OF THE VOTKINSKY RAIPO

1.1. Legal form, management structure, main activities

The object of work isVotkinsk regional consumer society.

The Company in its activities is guided by Civil Code Russian Federation , Labor Code of the Russian Federation, the Tax Code of the Russian Federation, the Law of the Russian Federation "On consumer cooperation (consumer societies, their unions) in the Russian Federation", other laws of the Russian Federation, other regulatory legal acts of the Russian Federation and the charter of RaiPO.

Votkinsk District Consumer Society (Votkinsk RaiPO) is a voluntary association of citizens and legal entities created on a territorial basis on the basis of membership by combining its members (shareholders) of property shares for trade, procurement, production and other activities in order to meet the material and other needs of its members.

Votkinsk RaiPO has a century-old history. The Votkinsk consumer society was formed in 1892. This year is considered the year of the formation of the Votkinsk RaiPO. Over the long years of its existence, the consumer society has strengthened, firmly stood on its feet.

Today, RaiPO has a retail network with a trading area of ​​4925 square meters, a bakery, a sausage shop and a fish smoking shop, a sewing workshop, a fleet of 35 cars, a fruit and vegetable base, a network of trade and public catering enterprises.

Table 2 presents the main indicators of social economic development municipality"Votkinsky district" at the end of 2013.

Table 2 - Key indicators of socio-economic development of the municipality "Votkinsky district" in 2013

Indicators			Plan for 2013	Use for 2013
Indicators social sphere
Population, pers.
Average monthly salary (cr. and cf. enterprises), rub.
Number of registered crimes, total, units
including per 10 thousand population
Number of registered unemployed, people
including per inhabitant
Number of births, pers.
Number of deaths, pers.
Natural increase (decrease) of the population, pers.
Indicators in the manufacturing sector
Goods shipped own production, performed works and services, mln. rub.	28869,6	31252,7
Turnover of retail trade in full circle, mln. rub.
including per inhabitant, million rubles
Commissioning of housing, thousand sq. m
including per inhabitant, thousand sq. m.

Table 2 shows that in general there is a positive trend in the development of socio-economic indicators of the Votkinsk region.

The population is growing, in general for three periods by 1.89%. The number of births exceeds the number of deaths.

The average monthly salary is also growing, with a 3.89% outstripping rate of planned indicators. This indicator has a positive impact on the activities of the Votkinsk RaiPO, since with an increase in the income of the population, their needs also grow, and hence the sales of the enterprise.

The turnover of retail trade increases the growth rate every year, and in the reporting period of 2013, the targets were also exceeded by 16.95%, which is a significant increase.

The trade branch of the Votkinsk region is gaining more and more economic and social importance in the system of the regional economy. The state and efficiency of retail trade directly affect the standard of living of the population. It is in trade that the prerequisites are created for the development and production of new, better and more competitive goods. Here the most important social programs district, the task of uninterrupted supply of citizens with all necessary goods. An important role belongs to trade in replenishing the budget of the Votkinsky District municipal formation. Behind last years in the sphere of trade in the region there are positive quantitative and qualitative changes.

At present, in the structure of the trade industry of the Votkinsky District, there are 101 trade enterprises with a total area of ​​6048.94 m 2 of which:

84 food trade and mixed enterprises,

17 non-food trade enterprises,

On the territory of the municipality "Votkinsky district" the actual supply of retail space per 1000 inhabitants is 248.93 m 2. According to the standard for 1 thousand people 471 square meters of retail space. The indicator of providing the population with retail space in Udmurtia today is 376 sq.m in the regions of the republic. per thousand inhabitants. From which it follows that the shortage to the average for the regions of the Udmurt Republic is 50%.

The sphere of trade retains a leading position in the development of small business in the Votkinsk region. Today, two thirds of small businesses are trade or public catering enterprises. Trade remains the most attractive area of ​​activity for individual entrepreneurs. Investment activity is also on the rise.

Based on the results of the analysis of the administration of the Votkinsk district, the current situation on its territory, in the field of trade, it was possible to identify a number of problems hindering the development of the consumer market. There is an acute problem in the organization trade service in towns with small numbers population. The trade network is concentrated in the regional center of the village of Novy, with. July, where most of the population of the district lives. In those settlements where there are no stationary shopping facilities, the issue of delivery of essential goods is acute, there is a need to organize outbound retail trade and hold fairs.

One of the main reasons for the low per capita retail trade turnover in Votkinsky District is the low purchasing power of the population, which is caused, among other things, by rising prices and tariffs for housing and communal services, and insufficient per capita income.

Bibliography

1. Analytical review of the department of consulting "RosBusinessConsulting" Retail trade networks for the sale of food and related products in Russia. 8 edition. – M.: - 2014.

2. Civil Code of the Russian Federation

3. Burtsev V.V. Analysis of the Company's Sales Results: Methodology and Case Study // Sales Management. - 2010. - No. 5. - S. 20-22.

4. Vinogradova S. N. Commercial activity. - Minsk: "Higher School" 2009. - 176 p.

5. Grebnev A.I. Economics of a trading enterprise. - M.: 2010. -267 p.

6. Gromova M. Russia in retail / Trading business. - 2013, No. 6. - S. 25-28.

7. Law of the Russian Federation of June 19, 1992 N 3085-1 "On consumer cooperation (consumer societies, their unions) in the Russian Federation"

8. Instructions for accounting for retail turnover and commodity stocks in trade. Mn.: Informpress LLC, 2012. - 12 p.

9. Kopenkina A.O. The essence of retail trade / / Abstracts of the reports of the All-Russian scientific conference young scientists, graduate students and students: Applied aspects of statistics and econometrics (April 2008), part II - M.: MESI, 2008.

10. Kuznetsov A.L. Management of the organization: textbook. allowance / A.L. Kuznetsov, L.V. Vasiliev. - Izhevsk: Publishing House of IzhGTU, 2010. - 160p.

11. Organization of trade in food and non-food products: Textbook for trade universities. / P.G. Goncharov, V.F. Egorov, S.D. Zhdakova and others - M .: Economics, 2012.

12. Pankratov F.G., Pambukhchiyants V.K. Commerce and Trade Technology: A Textbook for Higher Trade and Economic educational institutions. - M .: Information and implementation center "Marketing", 2013.

13. The plan for socio-economic development of the municipal formation "Votkinsky district" for 2014 was developed on the basis of the Program for the socio-economic development of the municipal formation "Votkinsky district" for 2010-2014.

14. Retail trade: requirements for service personnel. // Russian trade. - 2012. - No. 6. - With. 23-25.

15. Socio-economic development of the Votkinsk region [Electronic access]

16. Sidorov D. Retail chains. Secrets of efficiency and typical mistakes when working with them: Vershina, M.: - 2013.

17. Sinetsky B.I. Basics commercial activities: Textbook. – M.: Lawyer, 2011.

18. Trading: Textbook / under the total. ed. Bragina L.A., Danko T.P. M.: Infra-M, 2010.

19. Khasis L.A. Patterns of development of Russian retail trade networks. - M.: Editorial URSS, 2014. - 72 p.

20. Khasis R. A. Retail trade networks in the modern economy. – M.: Editorial URSS. supplemented, 2012. - 229 p.

21. Chkalova O. Ways to optimize retail trade // The Economist. - 2012. - No. 6. - p. 37-41.

22. Official site "1C"

MINISTRY OF EDUCATION AND SCIENCE OF THE RUSSIAN FEDERATION PERM INSTITUTE (BRANCH)

federal state budget educational institution higher professional education

RUSSIAN ECONOMIC UNIVERSITY named after G.V. PLEKHANOV

Department of Economic Analysis and Statistics

Course work

by discipline: Comprehensive analysis of the economic activity of the enterprise

on the topic: Analysis of retail turnover on the example of the store LLC "Sportmaster"

Work completed:

student gr. EK-42

Davtyan Daria B.

Teacher:

Yarygina Tatiana. Alexandrovna

Perm 2015

Introduction

Chapter 1. Theoretical foundations of retail trade

1.1 Essence and composition of retail turnover

1.2 Classification of the retail turnover of the enterprise and characteristics of its main types

1.3 Indicators of the efficiency of the economic activity of the enterprise

Chapter 2. Analysis of the retail turnover of the Sportmaster store on the street. Revolution, 13 k.1

2.1 Characteristic trading activities organizations

2.2 Analysis of the structure of trade

Chapter 3. Development of measures to increase the turnover of the store "sportmaster" on the street. revolution, 13 k.1

Conclusion

Bibliography

Applications

Introduction

Retail turnover acts as one of the indicators that determine the capacity of a trading enterprise, since its value can be used to judge the volume of the enterprise's activities, it characterizes the efficiency of the use of enterprise resources and the total cost of selling goods. Since retail turnover is an economic concept that reflects the most important end result of the economic activity of a trading enterprise, its comparison with the amount of resources expended (labor, material, financial) gives an idea of ​​the effectiveness of their use, since in a generalized form, the efficiency indicator is the ratio of result and costs. All this testifies to the relevance of the topic. term paper.

The object of study of this course work is retail turnover at the enterprise.

The subject of the study is the retail turnover of the sportswear store LLC "Sportmaster". The purpose of this course work is to analyze the retail turnover of the enterprise and find ways to increase its turnover. To achieve this goal, the following tasks were set:

To study the main indicators of trade turnover;

Generalize and identify different approaches to the problem of analysis of retail turnover.

Determine ways to improve trade and economic activity

The first chapter of the course work contains the concept, the essence of retail turnover, which lies in the fact that retail is an act of exchanging money for goods and services. The consumer in the exchange seeks to acquire the goods he needs good quality and the retailer profits. And also we find out the composition and significance of retail turnover. The structure includes the sale of goods for cash and non-cash payments, the sale of food and non-cash food products various organizations, the population, etc.

The second chapter contains an analysis of retail turnover. The technique of this analysis is: the study of the implementation of the plan of turnover; building a chain of interconnection of indicators; identification of internal reserves of retail trade; increase in the volume of trade. Analysis can be of the following types: analysis by time series, operational analysis, comparative analysis, strategic analysis. This chapter also describes the planning of turnover (sales forecast), which is long-term, medium-term and short-term. It reveals the methodology for planning turnover, taking into account the need for profit; method of technical and economic calculations. The second chapter also contains: organizational and economic characteristics of the activities of the enterprise OOO "Sportmaster", i.e. general provisions, goals and subject of activity, legal status companies, authorized capital.

At the end of the work, a conclusion is given that briefly reflects the results and conclusions.

When writing a term paper, the following literature was most used: Sheremet A.D. "Theory of economic analysis", Bakanov M.I. "Analysis of economic activity in trade", Kapepyush S.M. "Calculation of distribution costs in trade", Baskakova O.V. "Economics of organizations (enterprises)".

Chapter 1. Theoretical foundations of retail trade

1.1 Essence and composition of retail turnover

The main goal of trade in consumer goods is to meet the needs of the population in goods and services. The achievement of this goal is characterized by the total volume of sales of goods to the population. When goods are sold to the consumer, the produced product finds its expression in social recognition. Trade turnover characterizes the volume of consumption of material goods, expressed by economic relations that arise in the process of movement of goods from the sphere of production and circulation into the sphere of personal consumption. The essence of trade is manifested in economic relations associated with the exchange of goods and services on the market in the process of buying and selling.

Trade turnover characterizes the processes developing in the sphere of commodity circulation, and the factors influencing the formation of supply and demand, and reflects the economic relations between producers and consumers.

Trade turnover allows you to determine the conditions under which the relationship between supply and demand in the market develops. This allows you to establish how relations between producers and consumers of goods are implemented in a particular market, what conditions determine the trends in the formation and development of supply and demand in the subsequent period and in the future.

Trade turnover is a macroeconomic indicator. The state collects and processes data on trade turnover at different levels of government in order to identify general patterns and trends, identify the place of individual submarkets, analyze interregional exchange and social and regional differences in the per capita level of trade turnover.

The turnover of a trading enterprise is carried out in various types and the forms shown in Figure 1. First of all, it reflects two levels of the sale of goods: retail and wholesale turnover.

retail turnover structure shop

Types of trade trade enterprises

Retail
By organizational forms sales	By composition of end consumers	By terms of payment for goods sold	According to the forms of cash payments	By composition of end consumers	According to the forms of distribution	According to the forms of cash payments
Sale of goods in a retail network	Selling goods directly to the public	Sale of goods with immediate payment	Sale of goods for cash	Sale to wholesalers	Warehouse	In cash
Sale of goods outside the retail chain	Sale of goods from a retail trade network to enterprises for personal consumption	Sale of goods to the population on credit	Sale of goods by bank transfer	Transit	By bank transfer
				Sale of goods to industrial enterprises

Retail turnover is the final stage in the movement of goods from production to consumer. Retail trade completes the process of circulation of goods: the goods from the sphere of circulation pass into the sphere of consumption. Retail turnover is a quantitative indicator that characterizes the volume of sales.

Retail turnover characterizes the volume of sales of goods to the population for personal, family, home use; it means the completion of the process of circulation of goods on the consumer market and the transition of goods to personal or collective use. Its value is taken into account in retail prices, i.e. at actual selling prices, including all taxes included in the retail price.

The economic essence of retail trade is manifested in the exchange of consumer cash income for goods and services in the process of sale and purchase and in the economic relations associated with this exchange.

1.2 Classification of the retail turnover of the enterprise and characteristics of its main types

The retail turnover in the analysis can be classified as follows, presenting everything in Figure 2.

Retail turnover classification

			Retail turnover
By form of payment		By form of service			By form of organization				By product groups
In cash		By samples and catalogs			Fixed network (shop)				Groceries with further detail
By bank transfer		Self service			Small retail trade				Non-food items with further detail
By credit cards		Home delivery			Mobile trade
By bank checks		Through vending machines			commission trading
By listed. from depositors' accounts		Traditional Service			Parcel trade, etc.
Selling goods on credit, etc.		By subscription printed publications
		Pre-orders

Figure 2

Retail trade turnover represents the value of consumer goods sold to the public for cash or paid for by credit cards, bank checks, transfers from depositors' accounts (which is also counted as cash sales)

The retail turnover, along with the cost of goods sold to the public for cash, also includes the cost of:

a) goods sold by mail with payment by bank transfer (at the time of delivery of the parcel to the post office);

b) goods sold on credit (at the time the goods are released to the buyer), in the amount of the full cost of the goods;

c) goods sold in the order of commission trade (under a commission agreement), in the amount of the full value at the time of the sale of goods;

d) sold by samples of durable goods (by the time of issuing the invoice and delivery to the buyer, regardless of the time of actual payment for the goods by the buyer);

f) printed publications sold by subscription (at the time of issuing an invoice, excluding delivery costs);

g) packaging that has a selling price that is not included in the price of the goods;

h) sold empty containers.

The retail trade turnover includes the value of glassware sold to the public with the goods, minus the value of the empty glassware returned by the public. glassware, as well as the cost of glassware accepted from the population in exchange for goods.

The cost of goods sold to the population through retail trading network or through trading divisions of non-trading organizations on account of debts for wages, pensions with subsequent payment to trade organizations (legal entities), social security agencies and others, is included in the retail turnover.

Not included in the retail trade turnover:

Goods sold, failed warranty periods services;

Sold tickets, coupons for all types of transport, lottery tickets.

The cost of goods sold through the retail trade network to legal entities and individuals (without education legal entity) to persons (including organizations of the social sphere, special consumers, etc.), with payment by bank transfer, is not included in the retail trade turnover.

Retail turnover is given at retail prices - actual sales prices, including trade markup, value added tax and sales tax.

A mandatory feature of a retail operation is the presence of cash receipt(documents of strict accountability, equated to checks).

The main tasks of the retail trade turnover are:

Checking the degree of implementation of forecast sales in terms of volume and structure, meeting customer demand for individual products;

Identification of trends and patterns of its development in dynamics and changes occurring in them;

Determination of factors influencing its change (quantitative measurement and generalization of the influence of factors on the fulfillment of forecast indicators and the dynamics of retail turnover);

Evaluation of the introduction of progressive trading methods and their effectiveness;

Identification of reserves, ways and opportunities to increase sales and improve customer service;

Development of measures to eliminate shortcomings and improve the efficiency of economic and financial activities.

In the process of retail sales, goods completely move from the sphere of circulation to the sphere of consumption. As sellers, as a rule, retail trade organizations act: shops, pharmacies, tents, pavilions, kiosks, gas stations, distribution and peddling trade networks. However, the place where goods are bought and sold is not an important point in the economic characteristics of retail trade. The sale of consumer goods for personal consumption can also be carried out in food and non-food markets, from the warehouses of manufacturers and wholesalers, at auctions, in workshops, pharmacies, kiosks, on board an aircraft, on passenger trains, etc. In addition to those listed, these can be organizations of other industries if they sell consumer goods purchased on the side or consumer goods of their own production to the population through their distribution network or with payment through their cash desk.

The sign that characterizes the status of the seller is not the main or the only one when referring the sale to retail turnover. The main goals are the acquisition of goods - for personal or industrial consumption. Therefore, in Lately retail turnover also includes the sale of goods to organizations through which the joint consumption of goods is carried out. These organizations include: sanatoriums and rest homes, hospitals, kindergartens and nurseries, nursing homes.

In its essence, retail turnover is a synthetic indicator, since it consists of individual sales acts, sales of individual goods, turnover of all firms or all regions. Turnover is a gross indicator of the realization of the value of goods, it depends on the total number of goods sold and the unit price of goods. The total volume of retail trade is equal to the product of the sold quantity of goods of each item and the price per unit of goods.

As an economic indicator, retail trade turnover has a number of shortcomings; its growth does not always mean the actual satisfaction of demand. This is due to the fact that the value of the volume of trade can vary significantly under the influence of price and structural changes. For example, with an increase in the volume of sales in value terms, there may be a decrease in physical terms.

Retail turnover is one of the most important indicators of the country's economic development. It reveals the basic national economic proportions, the structure of the gross domestic product, the distribution of national income, and so on. Volume retail goods has a great influence on the money circulation in the country, since the revenue of trade organizations is an important part of the cash circulation. As a result of the sale of goods to the population, the costs incurred are reimbursed and the newly created value is realized, which makes it possible for further growth in production.

The structure and volume of retail trade turnover characterize the level of consumption of goods by the population, the growth or decline in the well-being of the people. Through retail, there is a constant impact on the development of the volume and structure of the production of consumer goods: an increase in the production of missing goods or a reduction in the production of those goods that are not in demand among buyers.

Growth in sales of goods retail It may be due, on the one hand, to the continuous growth in the production of consumer goods and, on the other hand, to an increase in the purchasing power of the population. Its development is characterized by regularities that reflect the ongoing economic and economic developments in the country. social processes that are interconnected. Thus, a decrease in investment in the real sector of the economy leads to the destruction of the scientific and production potential of the country, the loss of the main production assets and sources of their reproduction, a reduction in working capital and a decrease in the volume of production, which is reflected in the size of retail turnover. The growth of the money supply in the country, the devaluation of the ruble, inflation, and the reduction in the purchasing power of the population lead to negative changes in the volume and structure of retail trade.

Thus, retail turnover is the most important indicator of the activity of not only an individual trading enterprise, but the whole country, which shows the importance of studying it.

1.3 Indicators of the efficiency of the economic activity of the enterprise

The main economic indicators of the enterprise are:

Profit - the difference between the proceeds from the sale of products and the cost;

Net profit - profit less all taxes;

Commodity stocks and commodity turnover;

Distribution costs and their level;

Profitability is the ratio of net profit to revenue, expressed as a percentage.

Turnover - is expressed in the amount of cash receipts for the goods sold. The dynamics of trade turnover is calculated by the formula:

TO= TO1*100%/TO2, (1)

where TO 1 - turnover of the reporting period

TO 2 - turnover of the base period.

The amount of turnover in comparable prices is calculated using the formula:

TOsc \u003d TO / Itz, (2)

where Itz is the price index.

Commodity stocks - the amount of goods in cash or in kind, located in trading enterprises, in warehouses, in transit on a certain date. Depending on the purpose, they are divided into stocks of current storage, seasonal accumulation and early delivery.

The calculation is made according to the formula:

TZav. = (1/2× (TK) _1+⋯+1/2× (TK) _n) / (n-1) (3)

where ТЗav - average inventory for a certain period (rubles);

ТЗ1, ТЗ2,., ТЗn - the value of commodity stocks for certain dates of the analyzed period (rubles); - the number of dates for which the value of stocks is taken.

Goods turnover characterizes the speed of circulation of goods or the time during which the goods are sold.

The turnover in the number of turnovers shows the number of turnovers of the average inventory for the analyzed period. Calculated according to the formula:

where Vob - commodity turnover in revolutions (duration of one turnover);

ТЗav - the average stock of goods for a certain period;

TO - turnover for the same period.

Distribution costs characterize the costs of the store to bring goods from the producer to the consumer. The distribution costs include the following items: transportation costs, wages, rent and maintenance of premises, equipment, repair costs, electricity costs, storage costs, product losses, advertising costs.

The level of distribution costs is calculated by the formula:

Uio \u003d IO / (TO) * 100% (5)

Where UIO - the level of distribution costs;

IO - distribution costs;

TO - turnover.

Gross trade income is an indicator that characterizes the financial result of trading activity and is defined as the excess of proceeds from the sale of goods and services over the costs of their acquisition for a certain period of time. Gross income is calculated using the formula:

(6)

where VD - gross income;

TO - turnover;

TN - trade margin.

The profit of a commercial enterprise is the benefit received from the sale of goods, which is defined as the difference between the income of a commercial enterprise and distribution costs. The profit of the enterprise is calculated by the formula:

(7)

The profitability indicator is a relative characteristic of the profitability of a trading enterprise. Profitability is nothing more than the amount of profit received from one ruble of goods sold.

Return on costs (Rio),%, is calculated by the formula:

(8)

Chapter 2. Analysis of the retail turnover of the Sportmaster store on the street. Revolution, 13 k.1

2.1 Characteristics of the trading activities of the organization

The object of study of this course work is the quality of trade services at the enterprise "Sportmaster", a sportswear store. Trade enterprise OOO "Sportmaster", located in the shopping center "Semya" at st. Revolution, 13 k.1, is open every day from 10.00-22.00, without a lunch break and days off. The area of ​​the trading floor is 285 m², it has a mixed layout. The rest of the area is: storage room 42 sq. m. The territory of the shopping complex is equipped with a spacious parking lot, which allows you to create maximum convenience to the entrance for buyers. Also inside the hypermarket there are a large number of cafeterias and other shops that attract visitors. Organizational management structure of Sportmaster LLC, linear-functional, shown in Figure 1.

Figure 1. Organizational structure of management

Management in the organization is carried out directly by the manager, who organizes all the work of the enterprise and is fully responsible for its condition and activities to the higher organization and labor collective. Each employee receives instructions not only from the manager, but also from the leaders functional services. The structure of employees at the enterprise is 13 people. Of these: 1 manager, 1 assistant manager, 1 chief cashier, 1 assistant chief cashier, 1 senior salesperson, 1 merchandiser and 7 cashiers. Responsibilities of cashiers include: advising customers and customer service at the checkout. It is from this staff that the quality of service in the store depends. All employees of the department do not have special education, but before starting work, the employee undergoes an interview, training and three stages of certification.

In general, the store provides a range of trading services in order to create convenience for customers and improve the culture of serving the population:

Meeting buyers and identifying their desires. The buyer who comes to the store is met with a friendly attitude from the sales staff. At the same time, a favorable impression is left by a neat appearance store employees, order and cleanliness in the trading floor.

Help with choosing products. The seller draws the attention of the buyer to the features of individual goods, offers other similar goods instead of missing ones;

Providing related advice. If required, the seller provides advice to the buyer.

Payment for goods and their packaging. The assortment of the Sportmaster brand includes not only clothes, but also shoes, exercise equipment and sports equipment. The potential buyer of the company is amateur athletes and people who prefer outdoor activities. The interior of the hall is decorated in blue and white colors, all the furniture is painted in blue, the use of such colors in the design of the store makes customers walk around the hall longer, inspect the goods and think carefully about the purchase. In addition, the influence of color makes them more patient with checkout lines. With the help of directional light, a certain product is highlighted, and the music playing in the store uplifts the mood. It is music that is the emotional impetus that makes you decide in favor of purchasing a purchase. The brand has advertising, the store actively advertises itself in the media. In order to emphasize your style, on the shop windows they present compositions with mannequins in clothes, according to the latest collections. Storefronts are updated twice a month. The organization of this is carried out by a special person who comes from the central office of the organization. The Sportmaster company is a world-famous brand of sportswear. The company was founded in 1992 in Singapore and the brand was registered under the company "Ilion". The first deliveries of Kettler exercise machines to Russia date back to 1993, and in 1995 the first Kettler-Sport retail store was opened in Moscow. In 1996, the Sportmaster trademark was registered. Also, in addition to the Sportmaster brand, this one of the largest also includes O'STIN. Currently, Sportmaster owns more than 214 stores in 5 countries. The brand is owned by its founders - Nikolay Fartushnyak, Vladimir Fartushnyak (brother) and Dmitry Doykhen. The owners determined the place of the company's products in the mid-price segment, and at the lower price gradation within this segment. That is, Sportmaster clothes are designed for buyers with different incomes - including those below average. .

2.2 Analysis of the structure of trade

To assess the commercial activities of the enterprise "Sportmaster" we will analyze the main economic indicators of economic activity. Economic indicators are presented in the financial statements and Appendix 1 and in Table 1.

Table 1

The main economic indicators of the activity of the enterprise LLC "Sportmaster"

Turnover - the stage of the reproduction process, covering the movement of goods from the sphere of production to the sphere of consumption. Store turnover data are presented in Table 2.

table 2

Store turnover

Goods turnover, thousand rubles

Let's analyze the dynamics of turnover in current and comparable store prices for the period 2013-2014.

Calculation relative values the dynamics of the amount of sales of goods in actual and comparable prices was made as follows:

The dynamics of turnover in actual prices is calculated by formula (1) and is equal to:

TO 2014/2013 = 22882.2*100/22324.3 = 102.5%,

those. turnover increased by 2.5%. This indicator in the context of inflation and rising prices does not reflect the change in the physical volume of goods sold.

Therefore, to analyze the dynamics, it is necessary to calculate the amount of turnover for the reporting period in comparable prices, i.e. what would be the amount of goods sold if prices did not change (in constant prices).

The price index for two years was - 1.08

The amount of turnover in comparable prices is calculated by formula (2) and is equal to:

MOT 2014 sc. = 22882.2 / 1.08 = 21187.2

The dynamics of turnover in comparable prices is equal to:

TO 2014 sc * 100% / TO 2013 \u003d 21187.2 * 100 / 22324.3 \u003d 94.9%

This means that the volume of goods sold has decreased.

According to the same methodology, the degree of turnover growth for the period 2013-2014 was calculated.

The results obtained are presented in table 3.

Table 3

Dynamics of the store's retail turnover in 2013-2014

	Actual turnover (thousand rubles)		Dynamics or deviation of 2014 from 2013, %
	At current prices	At comparable prices	At current prices	At comparable prices

From table 3 it follows that the increase in trade in actual prices amounted to 2.5% in 2014. After calculating the dynamics of turnover in comparable prices, it turned out that turnover increased due to an increase in prices, which is not always a positive moment, reflecting the efficiency of the enterprise.

Let's calculate commodity stocks (ТЗ avg) 2012-2013 according to the formula (3).

TK cf2013 = (0.5 * 2562.1 + 2498.3 + 0.5 * 2545.1) / (3-1) = 2525.95 thousand rubles.

TK avg2014 \u003d (0.5 * 2498.3 + 2557.2 + 0.5 * 2561.9) / (3-1) \u003d 2543.65 thousand rubles.

The increase in inventories is due to a decrease in customer demand, an increase in prices, the appearance on the market of new, more interesting goods from the point of view of buyers, etc.

Let's calculate the turnover in the number of revolutions according to the formula (4).

In ob2013 = 22324.3 / 2525.95 = 8.8 thousand rubles.

In ob2014 = 22882.2 / 2543.65 = 8.9 thousand rubles.

Table 4 presents an analysis of the turnover for 2013 - 2014.

Table 4

Analysis of the turnover in the store

Table 4 shows that the inventory for 2014 increased by 17.7 thousand rubles.

Goods turnover decreased by 0.2%. The initial significant growth can be attributed to the attraction of new customers, the creation of their loyalty in the process of the store entering the market of retail services in the city of Perm.

It is necessary to speed up the sale with the help of their more active promotion through catchy and bright advertising, to hold promotions or to revise the store matrix, to purchase goods that are more popular.

Let's calculate the level of distribution costs for two years according to the formula (5).

For IO 2013 = (5096.87 / 22324.3) * 100% = 22.8%

For IO 2014 = (5113.34 / 22882.2) * 100% = 22.3%

The level of distribution costs slightly decreased.

We calculate the gross income of trade according to the formula (6).

VD 2013 \u003d 22324.3 * 35.05% \u003d 7824.67 thousand rubles.

VD 2014 \u003d 22882.2 * 35.05% \u003d 8020.21 thousand rubles.

We calculate the profit of a trading enterprise according to the formula (7).

P 2013 = 7824.67-5096.87 = 2727.8 thousand rubles

P 2014 \u003d 8020.21-5113.34 \u003d 2906.87 thousand rubles.

Let's calculate the profitability of the enterprise according to the formula (8).

Р IO2013 = (2727.8 / 15463.3) * 100% = 17.6%

Р IO2014 = (2906.87 / 15110.1) * 100% = 19.2%

It can be seen from the calculations that the profitability has increased.

The main economic indicators of the store are summarized in the general table 5.

Table 5

The main indicators of economic activity of the store

Indicators			Growth rate
Goods turnover, thousand rubles
Distribution costs, thousand rubles
Distribution costs level, %
Profit, thousand rubles
Profitability, %

The end result in assessing the economic activity of an enterprise is the profitability indicator. As can be seen from table 5, the profitability of the enterprise for 2013 and 2014 increased due to an increase in turnover. And the increase in distribution costs did not entail a decrease in the profits of the enterprise. The size of the inventory is optimal and corresponds to the size of the turnover and the needs of buyers for goods.

The dynamics of these indicators for the period of operation of the supermarket since the opening is shown in Figure 2.

Figure 2. Dynamics of the main economic indicators of the store

To improve the efficiency of the store, it is necessary to carry out current operational planning (short-term), the most important goal of which is to determine the volume of sales of commodity mass, profit and market share.

Chapter 3. Development of measures to increase the turnover of the store "sportmaster" on the street. revolution, 13 k.1

Based on the results obtained as a result of financial analysis, we can say that in the presence of a certain margin of financial strength, a satisfactory balance sheet structure is maintained, and a stable financial condition is observed.

Since profit reflects the results of all activities of the enterprise - production, non-production and financial. This means that all aspects of the activity of this store are reflected in the profit margins. Thus, the growth of labor productivity means a decrease in its costs per unit of output, respectively, with normal conditions work should be relatively reduced labor costs per unit of output. Better use of fixed production assets means that the costs of their maintenance and operation are relatively reduced. This, as well as saving material costs, increases profit and efficiency of its use.

LLC "Sportmaster" conducts regular research in the field of marketing and management of its organization. Based on the analysis of the financial and economic activities of the organization, factor analysis profit from the sale of goods and analysis of profit indicators, it is necessary to develop measures to increase the profit of the organization.

Increasing profits in the Sportmaster store is possible in two ways:

increase revenue from product sales;

reduce store costs.

Income n is the sum of the product of product turnover and the trade margin. And the turnover, in turn, is equal to the patency of the store multiplied by the average purchase in this store. By influencing these factors, you can increase the profit of the enterprise.

Traffic is the number of customers visiting a store. Their number should be increased by active advertising (television, radio, posters on the streets, etc.).

The average purchase is the number of people who bought the goods of this store for a certain period of time. You can increase your average purchase by:

increasing the range of products offered;

holding various kinds of promotions (sales, seasonal discounts, discounts on large purchases, etc.);

Analyzing the expense line of the Sportmaster store, one cannot fail to notice that approximately 90% of all costs fall on 3 items:

rent of retail space;

personnel costs;

It is possible to reduce the costs of these items in the following ways:

Personnel costs can be reduced in two ways:

reduction of working hours - the company introduced hourly wages for working hours. With its decrease, the wage fund also decreases. But you can also introduce a differentiated schedule, that is, different opening hours of the store on different days of the week.

reduction in the number of employees of the organization.

Optimization of logistics costs should be carried out in two directions:

optimization of schedules for the supply of goods - that is, the delivery of goods to stores is carried out 3 times a week. Delivery should be reduced to twice a week. At the same time, not only transport costs will be reduced, but fewer people will be involved in the delivery of goods.

optimization of shipments of goods from suppliers - to make deliveries regular. Then there will be a reduction not only in the time between deliveries, but the store will also receive discounts when shipped in planned batches.

The store must make a profit in such a size as to ensure expanded reproduction and the solution of the problems facing it. In the modern period, market competition should be tougher, but not due to the price factor, but as a result of the emergence of more sophisticated, subtle methods and forms of competition between enterprises in the market. It is necessary that the store devote much more time to such areas as the sale and marketing of products, as the needs and demands of consumers become extremely individualized, and markets are very diverse in their structure.

The store should provide for planned activities to increase profits. In general terms, these activities can be of the following nature:

increasing the speed of customer service - it is necessary to expand the responsibilities of employees: reducing interruptions during public holidays, (when demand increases);

improving the quality of customer service - polite treatment of customers;

expansion of the sales market - opening of new outlets;

conducting a large-scale and effective policy in the field of personnel training, which is a special form of capital investment - employees should be sent for advanced training;

improving the efficiency of sales activities. First of all, it is necessary to pay more attention to increasing the speed of movement of working capital, reducing all types of stocks.

From this list of activities it follows that they are closely related to other activities at the enterprise (by analyzing profits and profit indicators) aimed at reducing costs and improving product quality.

It is worth noting that in modern reality one must be able to clearly calculate one's actions, that is, plan, analyze, identify trends and patterns of activity for a more efficient functioning of the store.

Thus, having studied the organizational structure and reporting of the LLC "Sportmaster" enterprise, we analyzed the financial and economic activities for 2013-2014. The analysis revealed only one negative trend: an increase in accounts payable. Equity capital increased in 2014, which is a positive trend, as there is an increase in assets. An increase in sales revenue in 2014, as well as a decrease in production costs, led to an increase in profits. There was a slight increase in the number of employees in 2014 compared to 2013. In general, the financial and economic position of the enterprise can be characterized as stable and the organization is solvent. After analyzing the assessment of the company's profit and profit planning, it should be noted the growth of profitability of sales. These data indicate that "Sportmaster" has achieved maximum size returns from each monetary unit of turnover, the demand for goods offered by the store is growing. The main indicators of the profitability of the enterprise have increased, which indicates an increase in the efficiency of the use of the organization's funds. After identifying the factors affecting the profit and assessing the profit, we made recommendations to increase the profit. They come down to carrying out planned activities to increase profits, as well as activities to increase sales revenue and reduce the organization's expenses through specially designed measures.

Conclusion

In the process of completing the course work, the goal was achieved: Having studied the features of the activities of LLC "Sportmaster", having considered the organization of work at the enterprise, evaluating the results of its trading activities, we can draw the following conclusions.

The turnover of the store in current prices in 2014 increased by 557.9 rubles compared to 2013, which is 2.4% of the level of the previous year.

The analysis of trade turnover showed that in 2014 there was an increase in trade turnover and amounted to 2.4%.

The average annual inventory of the store in 2014, according to the plan, increased by 17,700 rubles. or by (18.0%), while the inventory turnover increased by 1.2 times. The increase in turnover led to a decrease in the average period of goods turnover from 48 days in 20143 to 42 days in 2014, and the turnover rate did not reach the planned one by 4.6 days.

In order to increase the turnover, it is necessary to exclude goods that are not in demand from the assortment, plan the standard value of commodity stocks by quarters, and prevent the formation of large balances and stale goods.

To do this, it is necessary to improve the organization of trade and customer service, to regularly hold exhibitions and sales of new goods, to use the possibilities of advertising, both newly arrived goods and goods in stock. The use of labor resources. Despite the invariance of the total number of trade and operational workers, labor productivity has declined. Non-fulfillment of the turnover plan by 4.6%, or by 27.6 thousand rubles. occurred due to a decrease in labor productivity by 12.22%.

Thus, the average annual output per trade and trade and operational employee decreased in 2014 compared to 2013 by 17.3 thousand rubles. or 12.5%. The decrease in labor productivity of trade and operational workers had a negative impact on the value of trade.

As a result comparative analysis, possible activities for the implementation of the project to improve economic and economic activity, the following activities were identified:

Increase in turnover.

As a result of the advertising campaign, the estimated sales volume increased by 1.5 times (similar to the planned increase), profits increased by 48%, while the main costs increased by 55.6%, and advertising costs increased by 3 times. The economic effect will amount to 264.4 thousand rubles.

By increasing the turnover by 4.66 times (up to the target for 2014), the store will be able to increase turnover by 307.4 thousand rubles.

Bibliography

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Applications

Annex 1

Report on financial results of LLC "Sportmaster" for the period 2013 - 2014

Index		2014 (including rubles)	2013 (including rubles)
Name
Income and expenses from ordinary activities
Proceeds (net) from the sale of goods, products, works, services (net of value added tax, excises and similar obligatory payments)
Cost of sold goods, products, works, services
Selling expenses
Management expenses
Profit (loss) from sales
Other income and expenses
Interest receivable
Percentage to be paid
Income from participation in other organizations
Other income
other expenses
Profit (loss) before tax
Deferred tax assets
Deferred tax liabilities
Current income tax
Net profit profit (loss) of the reporting period
Permanent tax liabilities (assets)
Basic earnings (loss) per share
Diluted earnings (loss) per share

The decrease in the level of turnover in the store is a fact that can greatly upset the owner. And as soon as the sales volume indicator begins to decrease, the administration has a natural question - how to increase the level of turnover? There are several ways to do this.

What is a turnover?

Before talking about ways to increase trade, we should give brief description to this concept.

In fact, turnover is a set of goods sold over a certain period. Often this concept refers to the total cost of goods sold. Accordingly, with a decrease in the profitability of the store, we can say with confidence that the turnover indicator has fallen.

And many factors can influence it:

• the economic crisis in the country - the store owner cannot influence this factor in any way, it remains only to adapt to the situation;
• overpriced goods - perhaps competitors offer similar products at a more affordable cost, so many customers simply left you in search of a better offer;
• assortment - as a rule, in stores in one area, the assortment is quite uniform, respectively, customers can choose a retail outlet that is located closer to home or offers better prices;
• location - perhaps your store is far enough away that it is simply inconvenient for customers to get there.

These are factors that can indirectly or directly affect the level of turnover in the store. Knowing about them is very important. If the owner outlet will be able to identify the main reason for the decline in trade, he will have the opportunity to influence the situation, change it in the right direction.

Ways to increase sales

Increasing the level of trade turnover is a rather complicated process that requires an integrated approach. After all, different factors can induce different customers to switch to competitors. So, for example, some buyers may not like the price level, and the second - the quality of service. Accordingly, in order to change the situation, it is necessary to influence everything.

Consider the main ways to increase turnover:

1. Range improvement. Today it is extremely difficult to find a store that sells goods that competitors do not have. Because the suppliers in the same region are the same. Therefore, to attract customers, try to offer them something new. This is a rather complicated, but at the same time very effective method. Don't know what exactly your customers need? Conduct a short survey - let the buyers themselves tell what products they are interested in.
2. Improve the quality of service. The client will return to the store with great pleasure, where they quickly picked up the necessary goods, while providing the maximum detailed information. And at the same time, no one wants to come to a store where the seller could not show the necessary department or tell about the product offered. Qualified employees are one of the important elements of any successful business.
3. Pay attention to the placement of goods in the store. Place signage throughout the store to help shoppers quickly navigate the store and find desired department. The fact is that many visitors do not like that they have to spend time looking for the necessary department or a certain category of goods.
4. Remove glass cases. Of course, they are necessary in a jewelry store, as they are part of the security system and protect expensive jewelry. However, in a clothing, cosmetics or accessories store, there is no need for display cases. If the buyer has the opportunity to take the thing he likes in his hands, consider it, the probability of buying increases significantly.
5. Set mannequins. Experts say that things that are placed on mannequins are bought more often. Such a product attracts attention. And if buyers come to the store without a specific goal, the likelihood that they will like the thing presented on the mannequin is quite high.
6. When arranging the product, try to make it accessible. That is, showcases and shelving should not be too high or too low. It has been proven that products that are located at eye level sell best.
7. Offer discount cards. Customers are more likely to return to the store where they have a discount. After all, the money saved allows you to buy something else. In addition, for discount owners, you can often arrange promotions, hold presentations, and sales. The advantage of a discount card is that when receiving it, the buyer fills out a short questionnaire. In particular, the phone number is indicated. And the seller gets the opportunity to inform about upcoming promotions. If you are planning a promotion, try to hold it before the holiday - as a rule, on such days, buyers spend a lot more money. And a good offer will certainly attract attention.
8. Use modern equipment. Take a close look shopping room- perhaps some parts of it are darkened, or, on the contrary, have too bright lighting? Both factors negatively affect a person's emotions, and on a subconscious level, he tries to avoid places that cause negative feelings. Therefore, use high-quality lighting. Do not forget about the soundtrack - light music likes buyers much more than silence or continuous advertisements.
9. Post advertisements. A simple example - a person came to the store, not knowing exactly what he wants to buy. Advertisement, which he only glances at, will be deposited in his memory at a subconscious level. And, looking at the window, a person can choose exactly the advertised product, because it will seem familiar.

Any of the presented methods can increase the level of turnover in the store. As mentioned earlier, in order to achieve the maximum effect, several methods should be used simultaneously.

Methodology for planning the volume of retail turnover. Indicators of retail turnover and their characteristics. Economic and legal mechanism for planning retail trade. Analysis of the volume of retail trade turnover of the Bragin RAIPO...

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19944.		Disclosure of the essence of business planning and the application of theoretical foundations in the development of a business plan for a trade organization	115.72KB
	For the flexible response of all structural divisions enterprises to change the market situation requires more than just operational planning. The management of any enterprise always feels the need to make a choice. However, scientists and leaders large enterprises consider planning to be an activity of a higher order and believe that formal planning provides many benefits: it helps the management of the enterprise to think ahead; contributes to a clear coordination of the efforts undertaken by the enterprise; forms a system of target...