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How to increase profits in the grocery store. How to increase profit from the goods sold

Each enterprise should provide for planned activities to increase profits.

In general terms, these activities can be of the following nature:

  • increase in output;
  • improvement ;
  • sale or lease of surplus equipment and other property;
  • reduction in production costs due to more rational use material resources, production capacity and areas work force and working hours;
  • diversification of production;
  • expansion of the sales market, etc.;
  • rational use of economic resources;
  • reduction of production costs;
  • boost ;
  • liquidation of non-production expenses and losses;
  • raising the technical level of production.

In conditions market economy profit is enormous. The desire to obtain it directs commodity producers to increase the volume of production needed by the consumer, reduce production costs. With developed competition, this achieves not only the goal of entrepreneurship, but also the satisfaction of social needs. However, economic instability, the monopoly position of commodity producers distort the formation of profit as a net income, lead to the desire to receive income, mainly as a result of price increases.

Although profit is the most important economic indicator activity of the enterprise, it does not characterize the efficiency of its work. To determine the effectiveness of the enterprise, it is necessary to compare the results (in this case profit) with the costs or resources that provided those results.

The main factors for increasing the profit of the enterprise

As you know, sales profit is the difference between sales revenue and the total cost of products, works, services. Thus, there are two ways to influence (increase, decrease) the profit of the enterprise:

  • the first way is cost reduction;
  • the second way is to increase revenue, i.e. sales volume.

Consider an example of the interaction of these paths (Fig. 13.1). To increase profit by 100 thousand rubles, it is necessary either to reduce costs by 100 thousand rubles, or to increase sales by 594 thousand rubles. (2994 - 2400).

Obviously, the most profitable option is to reduce costs, since:

Rice. 13.1. Ways to increase profits:

1 - initial version; 2 - the first way, cost reduction; 3 - the second way, increase sales

reducing costs by 4.1% is much easier than increasing sales by almost 25%;

increasing the volume of production requires additional costs, including working capital;

increasing sales requires conquering certain market segments.

It should be noted that cost reduction for the enterprise is an objective process. At the same time, not only because of the increase in profits, but also in connection with competition and the need to reduce prices for manufactured products in certain situations. In these cases, in order to reduce or increase profits, it is necessary to switch to the release of new products in a timely manner.

The main factors influencing the cost reduction of the enterprise:

  • Achieving an appropriate level of labor productivity.
  • Ensuring the appropriate turnover of the company's funds and, above all, working capital and their sources.
  • Optimization variable costs enterprises.
  • Optimization of fixed costs, i.e. overhead, general business and commercial expenses.
  • Optimization of the capital structure of the enterprise, own and borrowed funds.
  • Implementation of management accounting, improvement of budgeting.
  • Supply cost optimization.
  • Cost management.
  • Other factors.
  • Decreased stock levels.
  • Elimination of all kinds of losses and unproductive expenses.

The main factors for increasing sales and revenue:

I. Factors - management requirements.

  • Flexible production, allowing a constant increase in its volume, timely updating of products, expanding the range.
  • Compliance with concluded agreements.
  • Optimization of prices and pricing.
  • Security highest quality products, works, services.
  • Periodic review of commercial lending policy.
  • Other factors.

II. Factors related to possible reserves.

  • Conquest and development of new markets.
  • Dealer network expansion.
  • Effective activity of the enterprise for the sale of products.
  • Other factors.

The purpose of enterprise profit management: optimization of profit planning; obtaining at least the planned profit; optimization of profit distribution in terms of business efficiency.

It should be noted that all activities of the enterprise are aimed at realizing the goal of profit management. Part of this activity is focused on the implementation of another, no less important goal - ensuring the liquidity and solvency of the enterprise.

A profitable policy is as follows.

Analysis of actual financial results:

  • the relationship between the income and expenses of the enterprise and its profit,
  • financial analysis of revenue, profit and profitability of types
  • profit - from sales, balance sheet, taxable, net;
  • analysis and optimization of enterprise costs in the process of developing the cost, including the cost of goods sold, commercial and administrative expenses;
  • marginal analysis and evaluation of marginal indicators;
  • analysis of the capital structure and associated financial leverage, its impact on profitability own funds according to the Dupont formula;
  • analysis of indicators of the turnover of the company's funds and its impact on the profitability of the company's own funds according to the Dupont formula;
  • estimate of earnings per share in joint-stock companies.

Analysis and assessment of the role and place of profit in internal financial relations, in the centers of financial responsibility.

Development and justification of a business plan ( financial plan), financial budgets enterprise, including a forecast income statement based on the results of the analysis and other economic calculations. Types of documents and their content are determined by the enterprise.

Development of a profitable enterprise policy related to the distribution of net profit, including:

  • dividend policy;
  • investment policy;
  • relation to the consumption fund;
  • relation to the reserve fund at the expense of net profit;
  • assessment of other payments from net income.

Development of the organizational plan of the enterprise, a kind of profit management regulation, including the principles of operational activities for the implementation of the planned profit.

In addition to the main provisions of the profitable policy outlined above, other provisions may be reflected in the relevant documents.

Every company that produces any product needs a thoughtful approach to its marketing. Only specialists should deal with such issues, because improper sales planning can lead to a decrease in profits and even bankruptcy of the enterprise. Knowing how to increase sales revenue, any start-up company will be able to quickly recoup its costs and begin to receive the first profit.

Ways to increase profits, focused on the production process

Profit is the difference between the income received and the amount spent on the manufacture of the product. That is, only net revenue is taken into account, without any material costs. These include not only the purchase of products and materials necessary for production, but also the purchase of machine tools, their maintenance, the payment of wages to workers, advertising costs, etc. Therefore, to increase revenue, it is necessary to take a number of measures regarding equipment, labor and technological processes:


These are the main ways to increase sales profit by adjusting the production process.

Increasing profit outside of production

Equipment, personnel and the purchase of resources are the basis for obtaining products in cheaper ways. However, in order to increase revenue, sales are needed. Without the sale of goods, there will be no profit. Therefore, it is required to increase sales, and they depend on:

  1. Product quality. The higher the more people wants to buy such a product;
  2. Market expansion. This item is the most important, thanks to it, the manufacturing company has many new customers, which means sales increase. There are several ways to expand the sales market, but it is advisable to combine them in order to achieve a result. For example, you need to arrange advertising campaign, which will attract the attention of potential buyers, and at the same time to establish relationships with wholesale customers - owners of their own trading floors.

A well-thought-out advertising campaign can attract the attention of many buyers, and as a result, increase revenue. But, if the first point (quality) is not observed, people will very soon be disappointed in the product and stop buying it. To get regular customers, you need to take care of your reputation and not offer them low-quality goods.

Small note

Not all entrepreneurs have their own production and trade their own goods. Some prefer to limit themselves to supplies ( network marketing, distributors of some brands, etc.). In this case, only advertising can increase profits. Usually at this level of business, its owners create their website and run an advertising campaign on the Internet.

Currently, the economic situation in the world is changing almost every day. Entrepreneurs constantly have to think about how to maximize their profits by making tactical and strategic plans. The situation is complicated by the fact that each industry has its own individual characteristics of increasing profits and there is no single answer on how to achieve high profitability of the enterprise.

Analysis and sources of increasing the profit of the organization

First of all, in order to maximize the profit of an enterprise, you first need not develop specific methods, but analyze the market, competitors, customers, and much more. Analysis is the basis on which any actions are based to increase the company's own profit.

Sources of profit in the organization can be:

  • reduction in the cost of production;
  • diversification of production;
  • introduction of budgeting and financial planning;
  • cost reduction;
  • opening of new sales markets;
  • competitive advantage;
  • increase in the volume of products sold;
  • sale or lease of unused property;
  • implementation the latest technologies and production equipment;
  • restructuring.

Ways, methods and ways to increase company profits

Employee motivation is one of the most effective ways profit increase. It is necessary to show employees that their personal income depends on the profitability of the enterprise. This will encourage them to put as much effort into their work as possible.

The introduction of new technologies, automation of production will lead to the possibility of reducing the staff, and, accordingly, will reduce the cost of wages.

The riskiest way would be to increase prices. To use this method, the manufacturer must be sure that buyers are ready to purchase the product, even if prices rise.

Another way is to reduce costs. But, it is important to understand that cost reduction always leads to a decrease in product quality. Because of this most of buyers may go to competitors. This method more suitable for mass production.

Factors and reserves for increasing profits and profitability of the company

There are a lot of factors that can affect profit growth. And it is not always possible to accurately assess the degree of influence of a particular factor.

It is possible to divide the factors influencing the amount of profit into internal and external.

External (uncontrollable) factors include:

  • emergency events (natural disasters);
  • political changes in the country;
  • changes in legislation;
  • competitors;
  • social conditions in the state;
  • inflationary processes;
  • changes in the banking and financial sector of the economy;
  • suppliers and partners;
  • buyers.

Internal (controllable) factors:

  • financial policy within the enterprise;
  • social (trainings and courses for employees of the enterprise);
  • introduction of new technologies;
  • release of new products.

Increase in gross profit

An increase in turnover inevitably leads to an increase in the gross profit of the enterprise. For this reason, it is important to monitor the dynamics and ensure that production volumes are stable. Negatively affects unsold products lying in the warehouse. To prevent this, you can sell products at discount prices.

Analysis of the profitability of products sold to allow you to understand what products you need to turn to Special attention when they are sold, or even removed from sale in order to reduce the cost of their production.

Evaluation of fixed assets will allow you to understand whether they bring gross profit. Otherwise, it would be better to sell unprofitable fixed assets.

Increase in authorized capital at the expense of retained earnings

The authorized capital of the enterprise can be increased at the expense of retained earnings. This requires the consent of all participants and the introduction of a clause on increasing authorized capital at the expense of retained earnings in the charter of the enterprise. Then you need to submit documents to the inspection for state registration amendments that will be made to the constituent documents of the enterprise, as well as amendments to the Unified State Register of Legal Entities.

In joint-stock companies, the authorized capital can be increased at the expense of retained earnings in two ways:

  • additional issue of shares;
  • increase in the par value of shares.

The procedure for increasing the authorized capital is carried out in the following order:

  • the consent of all shareholders to increase the authorized capital at the expense of retained earnings in one of two ways;
  • approval of the decision on additional issue of shares;
  • state registration of share issue;
  • placement of shares on the stock exchange;
  • submission of a report on the placement of shares in the Federal Service for Financial Markets;
  • registration of a new version of the charter.

Increase in authorized capital at the expense of net profit

The concept of "net profit" and " retained earnings are very close in meaning. The main difference between these definitions is that the term "retained earnings" is used most often when we are talking about the profit that was accumulated for the reporting year and previous years. The term "net profit" is the profit for the reporting year only.

Based on this, we can conclude that the ways to increase the authorized capital at the expense of net profit will be the same as if retained earnings were used for this purpose. These methods have already been described previously.

Measures to increase profits

Profit planning can be attributed to the main measure to increase profits.

Profit planning can be done in three different ways:

  • direct account;
  • revenue relationships;
  • analytical approach.

The first method is the most common in organizations. The essence of the method is that profit is calculated as the difference between the proceeds from the sale of goods and its full cost.

The essence of the second method is to group costs into fixed and variable.

The analytical method is used as an addition to the direct counting method and is mainly used for large assortment sold products.

Development of activities and strategies to increase profits

There are several strategies to increase profits:

  • creation of new goods. Allows you to expand the circle of customers and expand the scope of business;
  • cross-selling system. This method is relevant in online stores. When the buyer chooses a product, he will have recommendations of a similar product that might be of interest to him;
  • regular touch system. Most businesses notify their customers about discounts or new product releases 2-3 times. If the client after that did not buy anything, then he is included in the list of hopeless. But, as the experience of many companies shows, if you notify the client 7-8 times, then the percentage of sales will increase significantly;
  • educational marketing. The essence of this method is that before you sell something to your potential client, you first need to teach him something useful that will help solve his problems.

Increasing store profit

One of the ways to increase the profit of the store is to increase the average check. For example, when a buyer goes to the checkout to check out a product, the seller offers him to buy something else at a discount or whatever. related products. Many customers agree to purchase another item at the checkout.

Very often in stores, especially if it is a clothing or cosmetics store, customers come in just to “look”. In this case, the seller must ask “Are you here for the first time?”, And then offer the client an SMS-mailing with information about upcoming promotions or a club card.

In order to attract a client, and, accordingly, increase the amount of profit from sales, you can offer to purchase discount or bonus cards or issue them when purchasing products from any amount.

Various promotions, sales, discounts on certain days for any products will increase profits, since it is likely that the client will buy not only the product at a discount, but also additional products in the store.

As an example: increasing the profits of a restaurant

The main ways to increase the profit of the restaurant:

  1. Show off. If the restaurant has the best chef or the most talented singer in the city, be sure to tell about it.
  2. Increasing the cost of the order. When ordering, the waiter can advise an accompanying dish, for example, if a guest orders meat, then a side dish can be recommended for it (which today turned out to be unusually tasty).
  3. Improving the qualifications of employees. The most important thing in a restaurant is its waiters. In fact, waiters are the face of any restaurant. If the waiters are polite and know how to create a cozy atmosphere, then the guest will definitely come back again.
  4. Positive reviews. The more positive feedback the restaurant will be known in the city, the more people will want to go there.

Exhibitions as a way to attract new customers and partners

Thematic exhibitions are a great way for a start-up company to make itself known and acquire potential customers. One of the largest complexes in Russia, on the territory of which various exhibitions are constantly held, is the Expocentre Fairgrounds.

The main advantage of participating in the exhibition is that the company has to analyze the interests of the buyer and, based on them, produce products that will be successful in the market. Such an event is a good opportunity to interest future potential partners and suppliers.

On the financial stability firms, competitiveness, investment attractiveness affect net profit. This is the result of the enterprise, formed after the deduction of all costs and taxes. During the crisis years, many enterprises faced a decline in income and sales. To overcome this situation and stay afloat, the company must use ways to increase profits.

Let's look at how to increase the profitability of the enterprise by 100%.

What is profit

There are several formulas for calculating this financial indicator:

  1. Revenue - Production cost - Expenses (production, general business, other) - Taxes.
  2. Financial profit + Gross + Operating - Taxes.
  3. Profit before tax - Taxes.

Different ways of expression, but the essence is the same.

Let's calculate the net profit on the balance sheet using an Excel spreadsheet:

The figures are conditional. This calculation allows you to see what determinants affect the formation of profits.

To obtain net profit, you need to find profit before tax, marginal and operating.

How are these indicators related?

  1. Gross (marginal) illustrates the effectiveness of sales.
  2. Profit from sales (operating) shows how productive the main activity is (production efficiency, for example).
  3. Profit before tax is net of other income and expenses from ancillary activities.

Thus, net profit is an indicator of the efficiency of the enterprise, freed from all costs and expenses.



How to increase the profitability of the enterprise by 100%

In essence, three determinants affect the return on investment: the cost of the product, the volume of sales, and the costs (fixed and variable). Let's see how to increase the profitability of the enterprise by influencing one of these factors.

Let's use a simpler table:

The products sold are profitable. The business margin is 10%.

How to change each factor to increase profit by 100% (keeping other conditions):



The leverage effect will be only three. Although cut fixed costs hard enough. You can save on overhead costs (travel, employee training, eliminate losses from downtime, etc.).

Let's try to increase sales by 10%.


Profit only increased by 29% (compared to a 100% increase in profit for a 10% price increase). The leverage effect is three.

To overcome the crisis, the company needs to use all methods to increase profits. Let's look at one more example.

Recall that profit consists of turnover multiplied by margin (formula above). Turnover is the product of three elements: the number of customers, the number of purchases (how many times customers make a purchase in a certain period) and the amount of the average check. Expanding the formula further: the number of customers is the number of potential buyers (leads) multiplied by the conversion of buyers.

Potential buyers are people who have shown interest in the product (went to the store, called the ad, looked at the website). Buyer conversion allows you to find out how many potential buyers became real (made a purchase).

So we came to the detailed profit formula, which was indicated at the beginning of the article:

(Number of leads * Lead conversion) * Average check* Number of purchases * Marginality of the business.

Calculate the company's profit for the previous period:


How to optimize these factors in order to increase the profitability of the enterprise by 100%:


We increased the number of potential buyers by only 15%. Customer conversion - by 5%. The amount of the average check - by 15%. Marginality - by 5%. As a result, profit will increase by 100%.

Thus, by influencing only one of the factors, it is difficult to achieve the necessary improvements. The greatest impact on the profit of investments is the price, the smallest - the volume of sales. A drop in sales will not have as critical an impact on profits as a drop in prices. It is important to avoid the simultaneous reduction of these two indicators by any means.

variables and fixed costs(together) affect net revenue in much the same way as price. Therefore, the best way to increase profits is to optimize costs and prices.

The success of a business does not depend on miraculous luck, but on purposeful efforts, the right investments and conscious actions. If it seems to you that it is unrealistic to increase the profit from sales by several times, check out the proven methods with proven effectiveness.

Successful business is the dream of every entrepreneur. But it is not being built “at the behest of a pike”, but exclusively by purposeful efforts, the right investments and reasonable actions.

Sometimes it may seem that increasing sales at least twice is very difficult, almost unrealistic. Someone will unconditionally agree with this statement and will continue to be content only with what he manages to get without much difficulty. The other, on the contrary, will be puzzled and will look for ways that can help him change the usual situation. Ask yourself simple questions: Do you want to significantly increase your potential profit? How can this be done?

If we imagine the sales process as a certain formula of interdependent elements, it becomes clear that its components will be:

  • potential clients (PC);
  • actually applied customers (ROK);
  • real buyers (NP);
  • income (D);
  • real profit (RP).

To increase profits, you need to work on increasing the performance of each of the elements, and if all components are raised by at least 15%, then your net profit will increase by a little more than 200% as a result.

How does it work in practice?

1. We increase the number of potential customers

To do this, you just need to send out many more messages promoting your product to more specific addresses.

Also, make detailed analysis of your advertisement and define:

  • how many promotional messages you send weekly to real email addresses;
  • how many contacts are in your mailing list;
  • whether you distribute colorful flyers with advertising and how many;
  • do you have your own social group in all known social networks;
  • how friendly managers work in your team and how often they thank your customers for the purchase, and then ask them to recommend your store to their friends;
  • whether you practice giving a discount to regular customers if they bring their acquaintances to you.

All these techniques will help you significantly increase the number of new potential customers.

2. We increase the number of customers who actually contacted you for a purchase and left a request

To increase this important indicator, you need to determine the conversion rate of your advertising:

  • how often and how many people came to your site for a certain period of time (per day, per week, per month) and how many of them specifically bought something or left their request for the necessary product;
  • What is the ratio of leaflets with your advertisement distributed by promoters and potential buyers who applied after that or calls made by them.

It is simply necessary to conduct a detailed analysis of each advertising line, since it is very important to understand which advertising gives a real response to potential buyers, and which is unresponsive, and it makes no sense to invest in it at all. For these purposes, you can use various electronic offers and counters, but the easiest way is to make yourself a new rule: ask each client who comes to you where he learned information about you. It's not difficult, but this way you can have the most real information.

3. We work with real buyers

To significantly increase this component of your sales, you need to work with the appropriate department in your organization. There are two ways to go in this case:

  • increase the number of calls to specific customers;
  • improve the quality of these calls so that most of them lead the customer directly to the purchase.

To increase productivity in two ways at once, you need to implement high-quality scripts. There should be a whole set of them for all possible customer objections: I’m not interested in this, it’s expensive for me, I’ll think about it and others.

And in order for your staff to work better, attracting customers by all means, it would be most reasonable to pay them according to the principle: salary plus a percentage of sales, and if you do not limit the ceiling of their potential income, then they will work with maximum efficiency.

4. Increase income

You can achieve an increase in this indicator as follows:

  • raise the cost of goods;
  • increase sales in the appendage, the so-called cross-selling.

The first method, as a rule, does not raise questions, since even a small increase in the cost of 5-10% will significantly increase income.

To implement the second method in practice, you need to think carefully about what else you could sell to the buyer right now along with the main purchase and why it is very profitable for him to purchase these goods at the same time?

So, when selling stationery, you can sell them in small wholesale, several pieces with a small pleasant discount on each subsequent unit of a similar product than with a piece purchase or offer any small goods as a gift when buying significantly more expensive. And if the buyer chooses a shampoo, then he can be offered an appropriate conditioner, as well as good mask for hair, so cross-selling will increase your income.

5. We increase real profit

The real net profit is obtained from the income received minus various associated costs. To increase profits, you need to analyze the possibilities of reducing costs. This can be done in completely different ways:

  • make purchases in larger quantities, and as a result, negotiate with the supplier for more significant discounts;
  • revise staffing and reduce unnecessary or redundant posts;
  • abandon expensive outsourcing and introduce a more financially accessible position for the company as an accountant and in other ways that are most reasonable to apply specifically in your case.

Analyze the activities of your company in all of the above parameters, think about what can be changed, write down your ideas, set yourself specific deadlines for their implementation. Act wisely and systematically, and as a result, you will receive a significant increase in profits.