Indicators of business planning - Enterprise planning

9.2. Indicators of business planning

The system of indicators of the enterprise's business plan can be divided into five main blocks.

1. Indicators of market conditions and the balance of the market (are calculated and are taken into account when justifying the possible volume of sales of goods and services):

o market capacity, i.e., the volume (in physical units or value terms) of the possible sale of goods and services in a given market at stated prices for a certain period of time;

o cyclical conjunctural fluctuations, i.e., changes in the sale of goods (services) by seasons, days of the month, etc., which must be taken into account when determining the number of orders for resources (services) and the volume of sales of goods (services) produced;

o the availability of goods from the population at present and in the future (degree of satisfaction of needs) when planning commercial sales of these goods (fleet of electrical household goods, vehicles, etc.);

o degree of competitiveness (strength of competition) and market regulation with the calculation of the share of the enterprise in the volume of sales of the product in this market, taking into account the number of competitors and their competitive positions, the degree of monopolization of the market for a particular product, the opportunities for expanding the volume of sales and increasing the share of this market;

o degree of satisfaction of the demand of the population for a particular product and the possible volume of sales in view of demand, as well as restrictions in the production and supply of this product.

2. Indicators of commodity circulation (form effective conditions for the supply and sale of goods):

o volume of purchases of resources, including through intermediaries (wholesale link, etc.);

o number of suppliers, their geography and remoteness from the place of sale (logistics models for optimizing the geography of suppliers are being developed), number and types of intermediaries, optimization of their selection;

o The number and geography of buyers of goods, the possibility of increasing the number of buyers and, accordingly, the volume of sales;

o The amount of expenses for transport, handling and other operations related to goods movement, their optimization, the specific weight of the costs of commodity circulation in the total costs of the enterprise;

o The amount of costs for negotiating and signing contracts for the purchase or sale of goods and services (transaction costs).

3. Indicators of the price policy of the enterprise (they form the conditions for obtaining income and profitability of the enterprise):

o the level and dynamics of prices for the main types of goods, taking into account inflation, supply and demand, price competition, the definition of "sex" and ceiling prices;

o Price structure and the main directions of optimization of the price policy, ensuring the necessary volume of gross income and price competitiveness of the enterprise;

o the comparative characteristics of the prices of the enterprise and competitors on the basic goods (services)

o level and volume of the trade mark-up (the effect of prices on the formation of incomes in trade organizations) - for enterprises engaged in mainly trading (marketing) activities.

4. Indicators of market infrastructure (characterize the resource potential of commercial activity):

o the availability and condition of the material and technical base of the enterprise for the sale of goods and services (warehouse and retail space, the availability of contracts for the sale of goods in other wholesale and retail enterprises, etc.);

o the technical equipment of the enterprise, the availability of modern technology for moving, selling goods, settling with customers, etc.

o presence and condition of information and advertising means, their competitiveness.

5. Business metrics:

o sales of goods and services in general and in assortment, including by type and place of sale;

o The volume of purchases of goods and services from suppliers;

o The volume of inventories and their turnover, the correspondence of actual stocks to the standards in general and to the assortment;

o gross income from the sale of goods and services, gross income per unit of used capital;

o the amount of costs associated with commercial transactions (purchase, delivery and sale of goods);

o value of profit from commercial activity.

Of course, the given list of indicators is approximate.

Each enterprise can modify it and adapt to the specifics of its activities.

All indicators of business plans need to be calculated in their relationship, taking into account the high profitability of not only commercial operations per se, but also of the enterprise as a whole.

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