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How to estimate the expected turnover of a company?


A company’s revenue forecast is the total sales that the company is expected to generate in the future. This revenue forecast is based on market trends, competitive analysis and customer needs. Based on this information, the company creates a sales forecast for its products or services.

These forecasts are generally established for a period of 12 months in the case of a new company, or for the next 2 or 3 years in the case of an acquired company. The forecast turnover figure gives investors and creditors an idea of ​​the company’s expected sales and helps them make decisions about investments or loans in the company.

Management can also use revenue forecasting to make strategic decisions about pricing, marketing, and product development. By understanding projected revenue, management can make decisions that will help the company achieve its sales goals.

Expected income is calculated using the following formula:

Billing forecast = quantity sold*unit selling price.

This formula applies to all types of products and to all sectors of activity. Revenue forecasting helps companies plan their production, marketing, and financing activities. It also provides a basis for comparison between different companies.

Calculation of the estimated turnover of the business

What is a billing forecast for?

The turnover forecast is a key figure for an accountant when setting a company’s income statement forecast. It is essential to establish the business plan and foresee future activity.

Companies rely on forecasted revenue figures to assess their market performance and make strategic decisions accordingly. Without forecasted sales figures, it would be difficult to make informed decisions about the future of a business. Therefore, projected sales figures play an important role in the success of a business.

To estimate a company’s projected revenue, accountants typically use one or more of the following methods: top-down analysis, bottom-up analysis, and ecosystem analysis.

In a top-down analysis, the accountant starts with an industry forecast and then applies a discount to that forecast to account for the company’s specific circumstances. For example, if you predict that the industry will grow by 5% next year, but the company in question has lost market share, you can predict that the company’s growth will only be 2.5%

In a bottom-up analysis, the accountant starts with individual projections for each customer or product line and then aggregates them into a total forecast. This approach is often used when there is detailed information about individual customers or products.

An ecosystem analysis takes into account not only industry forecasts, but also broader trends in technology, society and the economy. For example, if there is a trend towards online shopping, this will affect many different industries and should therefore be taken into account when estimating a company’s revenue in one of these industries

The best approach is usually to use all three methods and then compare the results to see if they are consistent with each other. If they are not, it may indicate that further investigation is required. Once the forecasts are completed, they can be used to develop marketing plans and make decisions on matters such as investments and hiring.

The reference method

The reference method is a technique used to project a company’s turnover. This method is based on the analysis of competition and information collected on the Internet and in commercial courts. The main objective of this method is to define a representative turnover for each company in order to help the entrepreneur make better business decisions.

To use this method, the entrepreneur must first gather information about companies that carry out the same activity as his. This information can be found on the balance sheets of these companies, along with the selling price of the best-selling products and the type of customers they target. Once this information is gathered, the entrepreneur can begin to project a representative turnover figure for each business.

The benchmarking method is a useful tool for entrepreneurs who want to predict the future success of their business. Using this method, entrepreneurs can make more informed decisions about their business strategy and goals.

The method of objectives and market shares

To assess the potential market for a proposed business, experts will often use the method of targets and market shares. This method involves taking into account two key factors: the catchment area and the competition within that catchment area. The catchment area is important because it represents the area or areas where potential customers are located.

Competition in the catchment area is also crucial to consider, as it allows experts to know what percentage of the market share is already occupied by other companies. With this information, they can set a billing forecast for the new business. Thanks to the results of these analyses, experts can determine whether the projected company has a chance of success or not.

The purchase intent method

The purchase intent method is a way for businesses to estimate their projected turnover by asking potential customers about their purchasing habits. This method is not accurate, as customers may underestimate or inflate their answers, or even lie about their buying behavior.

However, questions asked using this method can provide information on several important points, such as how often customers buy, the quantities purchased by each prospect, and the price at which prospects are willing to buy a product. With this information, companies can get an average revenue forecast, which can be useful for planning and budgeting for the future.

The test method

The trial method allows a company to test its project in the market before actually implementing it. This helps determine whether customers will be interested in the product and, if so, how much.

To launch this type of testing, the company must invest a certain budget in the necessary equipment, raw materials and professional premises. In addition, he should consider hiring staff to implement the project. The Chamber of Accountants believes that, to pass this type of test, the company must have a sufficiently high turnover forecast.

The seasonality of sales is an important aspect to consider when forecasting a company’s turnover. Sales can vary greatly depending on the time of year, which can have a significant impact on a company’s bottom line.

For example, retailers may see increased sales during the holiday season, while manufacturers may experience increased demand during the summer months.

Therefore, it is essential to consider seasonality in a company’s sales forecast. By understanding how sales patterns vary throughout the year, companies can make more informed decisions about inventory levels, marketing campaigns and other factors that can affect their bottom line.

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