The result of any productionenterprises are ready-made goods intended for sale to the end user. The totality of the sold goods of the manufacturer is called "sold products". This concept implies the quantity of not only manufactured but also sold goods. The result of sales is the sales proceeds received on the settlement account of the enterprise.
Types of products
The production of the final product passes throughseveral stages - from the processing of raw materials to the storage of the final product. Conditionally the production process is divided into three stages, through which the assortment unit must pass, before becoming a ready product.
- Incomplete production includes the initial stages of manufacturing the final product, starting with the purchase of raw materials and ordering the stage of semi-finished products (semi-finished products).
- Semi-finished products are products that havethe technological cycle of production is currently not completed. Further processing will be done by the forces of the enterprise or given to third-party suppliers. Sometimes semi-finished products can be sold to the end user - in this case, the buyer should be aware of the shortcomings of such a product.
- Finished products - an assortment of products thatpassed all the stages of the production cycle. The products received must comply with the specifications and current state standards, must be accepted by the quality control department and intended for sale to the end user.
Finished and realized products: similarities and differences
The products of the enterprise arefinished assortment line, which was shipped to the buyer and for which money was already received. The similarity of these two types lies in the fact that all operations are conducted with products that have undergone a full cycle of technological processing. The difference is that the products sold are goods for which money has already been received, and the finished product is the one that was sold during the reporting period together with the leftovers in the warehouse that are still waiting for the buyer. If the finished product is not sold, then the cost of production will become a cost to the enterprise as a whole.
Formula for calculating the sales of products
The volume of products sold is calculated byA formula that takes stock of commodity stocks in warehouses. This value should be tied to a certain time interval. The calculation formula is as follows:
- RealPr = He + Product - Ok,
where He, Oak - the remains of unrealized products stored in warehouses, at the beginning and end of the time interval.
Formation of the price of sold products
The selling price of the finished product must correspond to the following parameters:
- competitiveness;
- profitability;
- attractiveness for buyers.
These three factors underlie the effectiveness of sales. Let's consider each indicator in more detail.
Competitiveness
The cost price of each commodity unitshould lie in the price range represented by major competitors. To do this, marketers determine the strategy of positioning prices, in which the products of the company will fit into the realities of the market. To do this, monitor the prices of competitors and form a range of retail value, into which the final price of the sold products should fit.
IMPORTANT! Price positioning depends on many individual factors: brand reputation, customer activity, intensity of promotion of competitive products.
Profitability
The cost parameter can be defined by twoways: to calculate the total cost of the cost of producing one unit of goods or to find the final quotient from dividing the company's total costs for the production of a certain quantity of products, affecting its volume and cost. Products sold in the formation of the final price takes into account two factors:
- production cost per unit or standard lot;
- business expenses incurred by the company in order to realize their products.
Manufacturing enterprises often cannotdetermine the cost of a unit of finished products, but operate with statistics of a larger scale. The administration of the company knows how much money was spent on the production of lots of goods and how many units of finished products in one such lot.
Using a similar method, you can calculate the cost price.goods in stock. To the amount of purchase of goods from the manufacturer, you should add the total costs of the enterprise for storing, accounting for the goods and delivering it to the final consumer (or in the retail network). Calculation of profitability gives the minimum price, below which the cost of production cannot be lowered - its production will become unprofitable (unprofitable).
Attractiveness for buyers
The third stage is to assess the attractiveness of the product from the point of view of buyers. To do this, various surveys are conducted, assessing the willingness of buyers to pay a certain price for the goods.
Important! Each buyer expresses his subjective opinion, taking into account the characteristics of these products, but in general, such surveys give an objective assessment of the expectations of buyers.
Realized products are the answer of each customer to the choice of a product, brand or manufacturer.
Range of possibilities
As you can see, the price of products soldshould lie within a narrow range of opportunities that provide it with profitability, competitors and buyers. Without adhering to this principle, it is impossible to predict the growth of sales and increase the pace of production of finished products - it is possible that because of the unattractiveness or high cost of finished products will gather dust in the warehouse, and then - disposed of or sold for nothing.
Outcomes
For any manufacturing enterprisesold products is a factor that directly forms the profitability of a business entity. Without a well-developed sales structure, the production process quickly stops, the company becomes insolvent. If there is no government support, the company becomes bankrupt, people lose their jobs, and the owners of the company face the sad fate of bankrupts.
To avoid the sad scenario, you shouldthoroughly examine the market opportunities and take into account the prospects of the goods produced. Even an expensive product can find its buyer, if it is desirable for most buyers.
