1
Q
What is Sales Forecasting?
A
Using a range of techniques and information to predict future sales volumes and values.
2
Q
What are the benefits of sales forecasting?
A
- Gives the business a clear idea of what cash inflows can be, so that finances can be managed
- Allows business to plan orders (some suppliers need notice)
- Enables the business to know if it has the correct no. of staff for the predicted staff
- Allows the business to have the correct capacity for the projected orders
3
Q
What factors may affect sales forecasting?
A
- Customer trends
- Economic Variables
- Actions of competitors
- Seasonal variations (eg xmas)
- Fashion
- Long-term Trends
4
Q
What are the difficulties of sales forecasting?
A
- Volatile customer tastes and preferences
- Can be subjective and can reply on the experience of the manager within the business
- Volatile markets
5
Q
What is sales volume?
A
The quantity of output sold in a set time period
6
Q
What is the formula for Break-even?
A
Fixed Cost / (SP - VC)
7
Q
What is the Break-even point?
A
Where total revenue = total cost
8
Q
What is the Margin of Safety?
A
Its the difference between the break-even point and the current level of output.
9
Q
What are the limitations of the Break-even point?
A
- Assumes all stock is sold
- Costs are rarely constant
- Inefficient when multiple products are involved
10
Q
What are the benefits of the Break-even point?
A
- Simple and easy to use
- Can help with decision making
- Can be used to analyse the potential impact of changing prices and costs
11
Q
What is a budget?
A
A financial plan for the future
12
Q
What are the types of budgeting?**
A
Cost Budget -
Sales Budget -
Profit Budget -
13
Q
What is Variance Analysis?
A
The difference between the figure that the business has budgeted for and the actual figure
14
Q
What are the difficulties of budgeting?
A
- Creating figures for the budget
- Motivation ( unrealistic budgets)
- New government decisions can impact the budget
- Reliant of accurate data
15
Q
What is the purpose of budgeting?
A
Motivation - Provides workers with targets
Planning - Forces management to plan for the future
Efficiency - don’t spend too much
Communication -
16
Q
What is zero based budgeting?
A
There is no historical data therefore budgets needs to be justified
17
Q
What is historical budgeting?
A
Using historical data to create a budget and adapting it for the future
18
Q
What is the formula for contribution?
A
Selling price - Variable price per unit
19
Q
What is the formula for Gross Profit?
A
Revenue - Cost of sales
20
Q
What is the formula for Operating Profit?
A
Gross profit - Operating expenses
21
Q
What is the formula for Net Profit (profit for the year)?
A
Operating profit - interest (and exceptional costs)
22
Q
What is the formula for Gross/ operating/ net profit margin?
A
(Gross Profit / Revenue) * 100
For the others just replace gross profit with the others
23
Q
What’s the difference between cash and profit?
A
Cash - Money that you have currently available
Profit - Money leftover after all expenses are paid
24
Q
How might a business lower it’s costs?
A
- Buy cheaper resources
- Using existing resources more efficiently
25
How can you improve profitability?
- Raise prices
| - Lower costs
26
What is a statement of comprehensive income?
A financial document showing a company's income and expenses over a set time period. Used to calculate gross, operating and net profit.
27
What is the formula for current ratio?
Current assets/ Current liabilities
28
What does the current ratio mean?
Tells us how effectively a business is using its working capital
A ratio between 1.5 and 2 is good
Ratio < 1 - cash problems
Ratio > 2 - too much working capital
29
What does the Acid test ratio mean?
How quickly a business can pay off its liabilities.
A high acid test indicates the company can meet immediate payments
Acid test < 1 - Not good
Acid test >= 1 is good
30
What is the acid test ratio formula?
(Current assets - Inventories) / Current liabilities
31
What is working capital?
The amount of money required to pay for the day to day trading of the business
E.g. a business needs working capital to pay expenses such as wages, utilities, raw materials
32
How can you improve liquidity?
Use of overdraft facilities - good to sort short term
Negotiate additional short term or long term loans
Reduce personal drawings from the business
Only make essential purchases - eg zero based budgeting
Trade credit -
Sell off stock -
Introduce fresh capital - eg shareholders
Encourage cash sales - encouraging customers to purchase goods in cash and not in credit
Sale and leaseback - selling a fixed asset and then leasing it back afterwards
33
Why is cash important?
Without cash the business wouldn’t exist. They would fail to pay off their loans and any bills they have.
34
What is the formula for working capital?
Current assets - Current liabilities
35
What does it mean if a business have too much working capital?
They don’t use the extra money to grow or improve the business
36
What are some internal causes of business failure?
```
Lack of planning -
Cash flow problems - running out of cash
Lack of funds
Relying on a narrow customer base
Marketing problems
Failure to improve
Lack of business skills
Poor leadership
```
37
What are some external causes of business failure?
```
Competition
Changes in legislation (changes in laws)
Changes in customer tastes
Economic conditions
Changes in market prices
```
38
What are some examples of cash flow problems?
```
Overtrading
Investing too much in fixed assets
Allowing too much credit
Over-borrowing
Seasonal factors
Unforeseen expenditure (I.e. equipment breakdowns)
External factors
Poor financial management
```
39
What is the statement of financial position (balance sheet)?
A summary of a businesses assets, liabilities and capital.
40
What are some financial and non financial factors of business failure?
Financial
-Bankrupt because of a shortage of cash
Non-Financial
- Lack of planning
- Lack of skills
- Cant compete effectively
- Cant meet customers needs
- Reluctant to change
- Adverse economic conditions
41
What is liquidity?
Liquidity refers to the day to day cash flow
42
What is production?
When resources are changed into products
43
What is job production with an example?
When a business produces a one off bespoke item for a customer
E.g. weddings
44
What are the advantages and disadvantages of job production?
+High level of quality
+Meets customers requirements
+Can charge higher prices
- Higher costs
- Lower levels of output
- Skilled labour is expensive
45
What is flow production with examples?
Producing identical products on a mass scale
E.g. tooth brushes, toothpaste
46
What are the advantages and disadvantages of flow production?
+Very low unit cost
+Out put can be produced quickly
- Huge start up costs
- low motivation for workers
47
What is cell production with an example?
Multiple groups of people work on a single project
E.g.
48
What are the advantages and disadvantages of cell production?
+Workers become multi-skilled
-Potential rivalry between different cells. Conflict may arise if one cell is left to wait
49
What is batch production with examples?
Producing a group of identical products
E.g. bread, furniture
50
What are the advantages and disadvantages of batch production?
+can be changed to meet of the demand
+can be mechanised for certain objects
+Employees can become really good at their jobs
- Higher unit costs
- Mistakes can be catastrophic
- Workers may be demotivated with repetitive tasks
51
What is productivity?
The relationship between input and outputs in the economy.
52
What factors affect productivity?
```
Education and training
Motivation of workers
Labour flexibility
Capital productivity
Investments in new technology
```
53
What is the formula for labour productivity?
Output/ No. of employees
54
What is the formula for capital productivity?
Output/ capital Employed
55
What is efficiency?
Making the best use of all a business’s recourses
56
What are some factors that may increase efficiency within a business?
```
Outsourcing
Relocating
Downsizing
Delayering
Investing in new technology
Lean production
Kaizen
JIT Production
```
57
What is the difference between labour and capital intensive production?
Labour Intensive - Intensive production relies mainly on labour
Eg ready meals, hairdressing
Capital intensive - Intensive production relies mainly on capital
Eg airports, car manufacturing
58
What is labour intensive?
A process that requires a large amount of labour to produce its goods or services.
59
What is capital intensive production?
A process that require large amounts of investment to produce a good or service, therefore, having a high percentage of fixed assets, such as property, plant, and equipment (PP&E).
60
What is capital utilisation?
The use that a business makes of its resources
61
What is the formula for capacity utilisation?
(Current output / maximum Possible Output) * 100
62
What are the advantages and disadvantages of under-utilisation?
+Allows the business to cope with sudden increase in demand
+Workers won’t be over worked
- Fixed costs can be high
- Business won’t be making the most of its resources
- Workers may feel insecure in their jobs
63
What are the advantages and disadvantages of over-utilisation?
+Lower average costs
+Staff may feel they have a secure job
+Potential opportunities for overtime
- Over worked workforce
- Unable to respond to increased demand
- May not have free time (FST)
64
What are the ways of improving capacity utilisation?
Increased sales
Increased usage
Outsourcing
Redeployment- employees getting new job roles in the same company
65
What is stock?
The materials required to produce the goods or service for a customer
66
What is the link between productivity and competitiveness?
If your firm is more productive it can help reduce unit costs. This could lead to competitive pricing
67
What is buffer stock?
The minimum amount of stock you need so that you have enough if needed to produce the goods or service
68
What are the implications of having have too much stock?
- Opportunity cost
- Cash flow
- Increased storage costs
- Increased wastage
69
What are the implications of having have too little stock?
- Lost customers
| - Employees may feel unsecure within their jobs
70
What is just in time (JIT)?
A system where no buffer stock is hold as raw materials are delivered when they are required
71
What is waste?
The loss of resources within the production or service process
72
What are the competitive advantages from lean production?
- Raises in productivity
- Reduces costs and cuts lead times
- Reduced defective products
- Improves reliability and speeds up design time
73
What is quality?
Meeting or exceeding the requirements of customers
74
What is quality control?
The process of trying to catch defective goods from being sent to customers
75
What is quality assurance?
Measures the business introduces to try prevent defects from occurring
76
What is total quality management (TQM)?
A process that aims to eliminate all errors in the production process
77
What does the kaizen approach involve and the advantages and disadvantages?
Continuous small improvements to the business
+Easier to implement
+People are less likely to resist the changes
-
-
78
What does the Traditional approach (change) involve and the advantages and disadvantages?
Infrequent change that is usually significant change
+
+
-Employees may fear the improvements as it may have a negative impact on them
-
79
What are the advantages and disadvantages of total quality management?
+Improves efficiency
+May improve overall quality
+May enhance the brand as they'll be more reliable
- High upfront cost (new machinery)
- Training staff can be costly
- Managers may lack confidence
80
What are the competitive advantages from quality management?
-Having high quality goods or service can allows the business to charge premium prices (however quality is subjective)
81
Mission Statement
A brief statement describing a businesses main purpose and objective
82
What is Corporate Objectives?
Objectives of a medium/ large business and should be created from the mission statement
83
What are Functional objectives?
Each department will set their own objectives which should be created from the corporate objective
84
What should ‘SMART’ objectives be? I.e. what do they stand for
Smart objectives should be Specific, Measurable, Achievable, Realistic and Time-Related
85
What is Ansoff’s Matrix?
A tool used to help assess the level of risk associated with a new strategy or product for a business
86
What is Ansoff’s 4 strategies?
Market penetration, product development, market development, diversification
87
What is Porter’s Strategic Mix and what do they mean?
Believed that a business should focus on only three elements to succeed:
Cost leadership - Charging the lowest price
Diversification - Unique, USP
Focus on a niche - small niche
88
What is Kay’s Distinctive Capabilities?
Believed that a business should exploit what their good at
89
What are the three elements of Kay’s Distinctive Capabilities?
Innovation, Reputation, Architecture
90
What is SWOT analysis and what does it stand for?
A tool used to identify a businesses current position and the external factors that may affect it
Strengths, weaknesses, opportunities and threats
91
What is PESTLE Analysis and what does it stand for?
A tool used to look at external factors and their potential impact on the business
Political, economy, social, technology, legal, environment
92
What are Porter’s Five Forces and what is it used for?
-It’s a tool used to analyse the competitiveness of a business environment.
Rivalry, Bargaining power of suppliers, Bargaining power of buyers, Threats of substitutes, Barriers to entry
93
What might determine rivalry within a market?
Low barrier to enter, easy substitutes for customers, little diversification of products
94
What is the Aim of Portfolio Analysis?
To categorise a company’s products with specific characteristics in order to make strategic decisions
95
What is the 4 key parts of the Boston’s Matrix and what do they mean?
Stars - High growth products
Question Marks - low growth market shares in high growth markets
Cash Cows - low growth products with high market share
Dogs - products with low market share and market growth
96
What’s the difference between a Strategy and Tactics?
A strategy is a long term plan that a business will take to achieve its objectives whereas tactics are the day to day decisions taken by middle managers
97
What is the purpose of a mission statement?
- It forms a commitment to the customers
| - Helps bring the the company’s workforce together with a shared purpose
98
What is SWOT Analysis used for?
Helps develop corporate strategy, decision making with new products, new marketing strategies, whether or not to outsource specific business tasks
99
What is it meant by an oligopoly and monopoly?
Oligopoly-A market dominated by a few large markets
| Monopoly-A market dominated by a single business
100
What is an objective?
- Something that the business intends to achieve
101
What is Market penetration and the advantages and disadvantages?
Achieving growth in existing markets with existing products
+Safest strategy
+
-Low growth
-
102
What is product development and the advantages and disadvantages?
Marketing new or modified products in existing markets
+keeps customers interested
+
-the new product must live up to its expectations
-
103
What is market development and the advantages and disadvantages?
Marketing existing products in new markets
+No need for improving the punctuality of the product
+
-May not a line with the new markets needs and wants
-
104
What is diversification and the advantages and disadvantages?
Introducing new products into new markets
+Opportunity for huge growth
+
-Most riskiest strategy
-
105
What does Architecture, Reputation, innovation mean for Kays Distinctive capabilities?
Architecture - Refers to the contacts and relationships within and around the business. Adds value by being more efficient
Innovation - Developing new products and processes, requires heavy research and development can be legally protected
Reputation - Refers to the positive associations a business builds eg quality reliability, service, honesty, prestige
106
What is distinctive capabilities?
Features that are unique to a business
107
What three factors do businesses need to consider when operating in a dynamic market?
New entrants - stronger competition
New products - businesses may be forced to innovate and make changes
Consolidation (businesses leaving the market) - some businesses get bigger
108
What are Decision Trees and their purpose?
A method of seeing possible outcomes from business decisions. Used to help determine the best options
109
What are the + and - of Decision Tress?
+Clarifies possible courses of action
+Adds financial data to decisions
- Probabilities are often estimated
- Doesn't consider qualitative information
- Doesn't consider the dynamic nature of business
110
What are the limitations of quantitative sales forecasting?
- Relatively short term
- Dependant on the quality of the market research
- Less valuable in volatile markets
- Unlikely to consider external factors
111
What is extrapolation?
Uses historical data to predict ahead
112
How to calculate a moving average?
Add the last 'n' number of months then divide it by 'n'. To calculate the next period move across one and repeat.
113
Why might a business want to calculate a seasonal variation when predicting future sales figures?***
-To provide more accurate predictions
114
What is investment appraisal?
A series of techniques designed to assist businesses in judging the best place to invest
115
What are the 3 financial methods for investment appraisal?
- Payback: The time taken to recoup the initial investment and consider the cash inflows over a number of years.
- Average rate of return: Measures the profit achieved on an investment over time
- Net present value: Measures the future value of money by discounting cash inflows
116
What is time series data?
A tool used to help a business work out trends to predict the future
117
What are the 4 main variables in time series data?
- Trends
- Seasonal fluctuations (Eg Xmas)
- Cyclical fluctuations (Eg repeating patterns)
- Random fluctuation
118
What are the limitations of quantitative sales forecast?
- Relatively short term
- Dependant on the quality of the market research
- Lacks external factors
- Advanced computer software can be costly
- Must be revised frequently to take account of new data and external factors
119
What are the + and - of using Extrapolation?
+A simple method of forecasting
+Not much data required
+Quick and cheap
- Unreliable if there are significant fluctuation in historical data
- Assumes past trends will continue into the future (which is unlikely)
- Ignores qualitative factors (e.g changes in tastes)
120
What is payback period?
The time it takes for a project to repay its initial investment
121
What are + and - of Payback period?
+Simple and easy to calculate & easy to understand the results
+Focuses on cash flows ( good for businesses where cash is scarce)
+Easy to compare with other projects
- Doesn't look at the overall project return
- May encourage short term thinking
- Ignores qualitative aspects
- Doesn't actually create a decision for the business
122
What is Average (Accounting) Rate of Return and the formula?
A methods that measures the net return each year as a percentage of the capital cost of the investment
ARR(%) = ( Net Return (Profit) pa / Capital Outlay (Cost) ) * 100
123
What is Investment Appraisal and the 3 methods?
A series of techniques designed to assist businesses in judging the desirability of investing in particular projects
- Payback period
- Average Rate of Return
- Discounted Cash Flow
124
What are the + and - of using the ARR method?
+Shows clearly the profitability of an investment
+Easy to compare
+Easier to identify opportunity cost of investments
-Ignores the effects of time on the value of money
125
What are the + and - of the Discounted Cash-Flow method?
+Considers the value of money over time
+
- Complex to calculate
- If the rate of discount is high, it may seem that no project will ever be profitable
126
What is discounted Cash Flow (Net Present Value)?
Understanding what profit/ cash inflows in the the future is worth at its present value.
127
What is float time?
The time you have available to complete a task while another is taking place
128
Why is Critical Path Analysis important?
Efficiency - it shows the tasks that can take place concurrently and highlights those which are crucial to prevent an overall delay
Ensures deadlines are met to save costs and protect reputation. Penalty clauses are often written into contracts for projects. Bonuses can be awarded for meeting/beating deadlines.
It sets targets and minimises time spent on each task. Experience will help a business calculate the time needed for each task.
Working capital control - identifying when resources will be needed so capital isn’t tied up in raw materials and equipment eg hiring a digger or buying bricks. JIT.
129
What are the limitations of using critical path analysis?
- Difficult to estimate the completion of an activity
| - Can be difficult when it comes to bigger projects
130
What are the 4 human resources strategies to increase productivity, retention, reduce turnover and absenteeism?
Financial rewards - increased pay
Employee Share Ownership - Gives employees a share of the company (allows them to feel apart of the company)
Consultation strategies - involve employees in the decision making, involves listening to employees
Empowerment strategies - allowing staff to set their own objectives (need to have a strong culture)
131
What is the equation for labour productivity?
Output per period / Number of employers per period
132
What is the best type strategy for increasing labour productivity and why?
Empowerment Strategies - allows experienced staff to set their own objectives, requires a strong culture,
However staff needs to be confident
133
What are the advantages and disadvantages of having a good labour productivity?
+Drives down costs
+increases competitiveness - business can charge lower prices
+Makes better use of capital resource -
+Makes optimum use of Human Resources -
-May Compromise on quality
134
What is the formula for labour turn over?
( Staff leaving per year / Average number of staff ) * 100
135
What is the best strategy for improving labour turnover?
Employee Share Ownership - makes staff feel part of the organisation and want the organisation to grow. Only managers (higher ups) usually get shares
136
What might cause labour turnover?
Low pay
Lack of training and development opportunities
Poor working conditions
Poor recruitment and selection processes
Economic boom
137
What is the formula for labour retention?
( Staff not leaving per year / Average no of staff ) * 100
138
What is the best strategy for labour retention?
Financial Rewards - more money can lead to employees working harder
139
What is the benefits of a high retention rate?
Lower requirement and selection cost
Better continuity
Stable workforce
Better experience and skill sets of workers
140
What is the formula for absenteeism?
( Days absent per year / Total number of working days ) * 100
141
What is the best strategy for absenteeism?
Consultation strategies - employees are more likely to motivated if they are involved in the decision making process
142
Why is absenteeism bad?
Business has to pay sick pay
Temporary staff have to be paid for
Existing staff have to be paid overtime
Output suffers - temp staff are less productive
Absence can delay / prevent big projects
Production delays / quality decrease could prevent customers
Demotivating for remaining staff
Cultural shift - is it ok to call in sick
143
What is the gearing ratio?
It tell you what proportion the business value is financed by long term debt
144
What is the gearing ratio formula and what does the output tell us?
(non-current liabilities/ Capital Employed) x 100
Gearing > 50%
-vulnerable to increases to interest rates
Gearing < 50%
- May be able to borrow more
- Business isn’t taking enough risk
145
What is the Return on Capital Employed (ROCE)?
It tells us the Return on capital employed. Relates profit to the size of the business
146
What is the Return on Capital Employed (ROCE) formula and what does the result mean?
(Operating Profit/ Capital employed) x 100
- The higher the percentage the better
- Identify trends
- Low quality profit (eg selling random assets or benefiting from a trend) might boost ROCE and be miss leading
- Needs to compared to interest rates (would saving in the back be more profitable than investing in a business)
147
What are the limitations of ratio analysis?
The basis for comparison - less reliable over times when comparing
The quality of financial accounts - eg when inflation is high are asset values inflated accordingly
Limitations of the balance sheet
Qualitative information is ignored - eg change in leader ship
Other differences - eg different accounting methods or accounting methods can be misleading for investors
Window dressing - Making the ratio analysis look better than it is
148
What is the formula for capital employed?
Fixed Assets + Net Current assets
Or
TA - TL
Business
flashcards
Decks in class (30)
# Cards
-
(1.1) The Market32
-
(1.2) Market14
-
(1.3) Marketing Mix & Strategy23
-
(1.4) Managing People11
-
(1.5) Entrepreneurs & Leaders18
-
(2.1) Raising Finance25
-
(2.2) Financial Planning23
-
(2.3) Managing Finance26
-
(2.4) Resource Management42
-
(2.5) External Influence19
-
(3.1) Business Objectives & Strategy33
-
(3.2) Business Growth23
-
(3.3) Decision-Making Techniques21
-
(3.4) Influences on Business Decision25
-
(3.5) Assessing Competitiveness20
-
(3.6) Managing Change13
-
(4.1) Globalisation31
-
4.1 quick learn10
-
(4.2)19
-
(4.4)4
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All calculations54
-
Paper 1129
-
Paper 2148
-
Paper 30
-
Fully Confident Paper 1138
-
Precise49
-
p10
-
Precise Paper 2119
-
fully precise p263
-
final precise p227
