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Revenues, Sales Revenues and Related Terms
Definitions, Meaning Explained, Usage Examples

 

For businesses that sell goods and services, sales revenues stand at the top of the Income statement. Income (profit) is what remains after adding all other revenues and subtracting all expenses.

Business firms define objectives for growth, market share, and market position in terms of sales revenues.

What are Sales Revenues?

In private industry and commerce, Sales Revenues are funds that customers owe and pay sellers for the purchase of goods and services. The term sales revenues generally means the same thing as its shorter form, Sales. In Europe, the term Turnover is sometimes used to mean sales revenues.

When the firm's core business is selling goods and services, sales revenues stand at the top of the Income statement. For each accounting period, the Income statement bottom line—profit—is what remains after adding all other revenues and subtracting all other all expenses.

Sales Revenue Figures Always Have a Specific Time Period in View

Businesspeople sometimes describe companies informally in terms of a single currency figure, for example:

  • "That is a $15 billion company."
  • "The company has grown into a € 100 million business."

Given these statements, businesspeople understand instinctively that the currency figure refers to sales revenues for the most recently reported year. However, the formal reports themselves, always do identify the time period. Public companies, for instance, normally announce revenue results this way after every fiscal quarter.

Generally, businesspeople view sales revenues—along with profits—as the most basic and the most useful measures of company financial performance and growth. Sales revenues, moreover, are the starting point for calculating other important metrics, including gross profit, operating profit, and net profit.  

Revenues From Multiple Sources

At the end of each reporting period, firms may report incoming revenues from multiple sources. Some companies highlight individual lines of business separately as, for instance, firms that report Product Revenues separately from Services Revenues. They are especially likely to do so when different lines of business are growing at different rates or earning different margins.

Multiple revenue lines can nevertheless appear together at the top of the Income statement, as long as they represent parts of the company's core business. In this way, only revenues from the core business impact the gross profit and operating profit results below.

Ultimately, however, all of the period's revenues must enter the Income statement, including those from sources outside the core business. Firms that sell goods or services report other revenues below the operating profit. line. These may include items such as "Revenues from Financial Investments" or "Revenues from Asset Sales. And, all revenues—those above and those below operating profit—impact bottom line Net Profit.

Revenues for Government Organizations

Note that for government organizations, the term Revenue refers to funds flowing into the government from all sources, including especially taxes they collect.

In English speaking countries, the highest taxing authority for a national government, or for a state, or for a province, usually carries a name that includes "Revenue. " For example:

  • Inland Revenue (UK, Ireland, New Zealand, Australia)
  • Internal Revenue (United States)
  • Revenue Agency (Canada).

Explaining sales revenues in context

This article further explains and explains revenues and sales revenues in the context of terms such as the following:

Gross Sales Revenues
Net Sales Revenues
Income Statement
Revenue Growth
Revenue Forecast
Gross Profit
Gross Margin
Operating Profit
Operating Margin
Financial Strategy
Marketing Strategy
Outsourcing Strategy

 

Contents

Related Topics

  • See Income Statement for a complete introduction to the role of sales revenues on the Income statement.
  • The article Growth Metrics shows how measure and track sales revenue growth.
  • See Financial Metrics for more on financial statement metrics that make use of sales revenue figures.

 

What Exactly Does Earning Revenues Mean?
Define Your Terms!

The question of when, exactly, the firm earns specific revenues is important for accounting purposes. Accounting standards everywhere mandate that firms report revenues in the accounting period they earn them.

The Timing of Revenue Earnings Depends on the Firm's Choice of Accounting System.

Small shops and other business firms that use cash basis accounting earn revenues when customers actually pay them for goods or services, with cash. A cash basis system, in fact, recognizes only two kinds of transactions: (1) Cash inflows—which include revenues earnings, and (2) Cash outflows, which include expenses the firm pays. For these firms, earning revenues means, essentially, getting paid.

However, the vast majority of business firms, worldwide, practice instead accrual accounting with a double entry accounting system. For all but the smallest and simplest firms, and for public companies of all kinds, it is simply impossible to meet record-keeping and reporting requirements using cash basis accounting alone. For firms using accrual accounting, the question of "when" revenues are earned becomes a little more complicated

Accrual-Base Firms Claim Revenues When they Meet Two Conditions

Under accrual accounting, every sales transaction has two events. One event is the delivery of goods or services by the seller, and the other is customer payment. Accrual accounting recognizes, further, that either event may precede the other and that there may be a time lapse between them. As a result, it is possible for sellers to earn revenues before customers actually pay, and it is also possible for customers to pay before the seller actually earns the revenue. Earning revenues, in other words, does not depend on customer payment.

With an accrual base system, sellers instead earn revenues only after they deliver goods or services to the customer. However, there is a second condition that must be met, as well, in order for the seller to claim and report revenues as earnings. Sellers can claim revenue earnings only if the earnings are recognized as realizable. This means simply that the seller has good reason to assume that the customer will actually pay.

Business Firms Report Revenues in the Period They Are Earn Them

It is customary for customers to pay in advance for some kinds of services. In such cases, the seller does not claim "Sales revenues" earnings until the seller actually delivers the services.

Consider, for instance, a computer user buying a one-year subscription to an online back up service. Customers normally pay these subscriptions in advance. When the customer submits the advance payment transaction, the service provider has realized revenues, immediately, but the seller also classifies the same revenues initially as as unearned revenues (a liability). As the customer uses the service, month by month, the seller transfers funds from the liability account "Unearned Revenues" to the revenue account "Sales Revenues." (See the article Unearned revenues for more on the bookkeeping transactions involved with unearned revenues. 

Gross Sales Revenues vs. Net Sales Revenues
What Are the Differences?

In finance and accounting, Net sales revenues refers to the incoming revenues a company claims for selling goods and services in its normal line of business during an accounting period (usually a quarter or year).

Firms distinguish between Net sales revenues and Gross Sales Revenues, which may also appear on the Income statement. If, for instance, the company sells 100 units of an item having a list price of $10, Gross sales revenues are 100 x $10, or $1,000.

Net sales revenues, however, may be less.  The company may not actually receive (or customers may not actually owe) the full Gross sales revenues figure.

  • After purchase, customers may return goods for refund, thus reducing the net sales revenues.
  • Customers may ask for an allowance, effectively a price reduction, for such things as minor defects found in the goods after purchase, thus reducing net sales revenues.
  • Business firms sometimes grant discounts to certain customers. Discounts allow them to purchase at prices below the list price, thus reducing net sales revenues.

In other words:

Net sales = Gross sales – Returns, Allowances, and Discounts.

Some firms choose to include the Gross sales revenues line, others choose to omit it entirely. In any case, the Gross sales figures is not necessary because business planning and business analysis concern primarily Net sales, not Gross sales.

Profits Begin With Revenues
Profits = Revenues – Expenses

In private industry, business firms earn revenues in order to earn profits. Note incidentally that the term Profits is used interchangeably with Income and with Earnings. "Net Profit," "Net Income," and "Net Earnings" all refer to the same Income statement figure.

Note also that the highest level objective for profit-making companies is, in principle, "increasing owner value." In practical terms, firms approach this objective by earning profits. After a profitable period, owner value increases when the Board of Directors turns the period's profits into shareholder dividends and Balance Sheet Retained Earnings. Everyone with an interest in the company knows that the firm's future depends, above all, on its ability to earn and grow profits. And, this depends entirely on the firm's ability to generate revenues.

Profits Measure Financial Performance

The firm's Net Profits for the period are known informally as the Income Statement "bottom line." If net Net Profits are the "bottom line," then Sales Revenues must be considered the statement's "top line." Profits are what remains after adding all other revenues and subtracting all expenses. In this way, Profits (Income) are viewed as a measure of the company's financial performance for the period.

Note that Income statement headings always describe the time period in view with phrases such as these:

  •  ". . . for the year ended 31 December 2017," or
  • ". . .  for the quarter ended 31 June 2017."

This contrasts with the Balance sheet, which shows the status of assets, liabilities and owner's equities at one point in time.

Revenues in the Income Statement Equation

In summary, the Income statement may also be thought of as a detailed implementation of the Income Statement Equation:

Income = Revenues – Expenses

Exhibit 2 in the following section includes a detailed Income statement example, with multiple line items for revenues, profits, and expenses.

Example income Statement
Including Revenues, Expenses, and Profits

Sales revenues sit at the top of the Income statement. Exhibit 2, below, shows in detail how revenue and expense figures add and subtract, so that the full statement represents the Income Statement Equation: Income = Revenues – Expenses.

Which Revenue Line is the Real "Top Line" of the Income Statement?

Before moving to Exhibit 2, however, it is worth considering a few lines near the top of the statement, as shown in Exhibit 1. Note especially that the statement in fact begins with two Sales revenue lines: Gross sales revenues, and Net sales revenues.

Grande Corporation                                   Figures in $1,000's
Income Statement for Year Ended 31 December 20YY   
Revenues
Gross sales revenues
   Less returns & allowances
      Net sales revenues



 


33,329
    346



32,983
 

Exhibit 1. The Income Statement begins with either "Gross Sales Revenues" or "Net sales revenues.." Profit and margin calculations, however, always refer to the Net figures.

The section above, immediately after the Table of Contents, explains the differences between Gross and Net sales revenues. Firms that choose to include the Gross sales figure have their own reasons for doing do, but It is important to remember that Profits and Margins calculate from the Net sales, not Gross sales.

Income Statement Structure and Contents

The example statement below might represent a manufacturing company, but the general form and major categories are typical for companies across a wide range of industries. A company that sells services rather than manufactured goods might report "Cost of services" rather than "Cost of goods sold." Aside from a few such minor differences in terms, the Income statement structure and contents in Exhibit 2 are nearly universal.

Grande Corporation                                   Figures in $1,000's
Income Statement for Year Ended 31 December 20YY   
Revenues
Gross sales revenues
   Less returns & allowances
      Net sales revenues
Cost of goods sold
   Dirct materials
   Direct labor
   Manufacturing Overhead
      Indirect labor
      Depreciation, mfr equipment
      Other mfr overhead
      Net mfr overhead
         Net cost of goods sold
Gross Profit








5,263
360
  4,000


33,329
    346


6,320
  6,100




 9,623



32,983








 22,043
 10,940
Operating Expenses
Selling expenses

   Sales salaries
   Warranty expenses
   Depreciation, Store equip
   Other selling expenses
          Total selling expenses
General & Admin expenses
   Administrative salaries
   Rent expenses
   Depreciation, computers
   Other general & admin expenses
      Total general & admin exp
           Total operating expenses
Operating Income Before Taxes
  

  4,200
  730
  120
   972


1,229
180
179
   200






6,022





  1,788













  7,810
  3,130
Financial revenue & Expenses
  Revenue from investments
      Less interest expense
      Net financial gain (expense)
Income before tax & ext items
  Less income tax on operations
    Income before extraordinary items
 



118
  511



  (393)
 2,737
  958
1,779
Extraordinary Items
   Sale of land
   Less initial cost
      Net gain on sale of land
      Less income tax on gain
         Extraord items after tax
 
610
  145



465
  118





  347
Net Income (Profit)       2,126
 

Exhibit 2. Detailed example Income statement, showing how Revenue and Expense account items represent the Income statement equation:
    Income = Revenues – Expenses.

Five Expense Categories On the Income Statement

Notice that expenses fall into five major categories. The first three categories represent expenses that come from the company's core line or lines of business:

•  Cost of Goods Sold
    The costs of producing goods or services
•  Operating Expenses – Selling Expenses
    The costs of selling the goods or services
•  Operating Expenses – General and Administrative Expenses
    Overhead, support, and management costs from across the company

Note that depreciation expenses may appear in each of these categories, depending on what the assets in question are used for.

The remaining two major expense categories refer to both gains and losses from activities that are not in the company's core line of business. This company is not, for instance, in the financial services, or financial investing, or lending business. The company is also not in the real estate business. The firm reports financial transactions in these latter areas separately from the areas that contribute to core business operating income.

•  Financial revenues and expenses
    These include revenues from invested funds and costs from financing 
    borrowed funds.
•  Extraordinary items
   These may include large gains or losses from selling land or major assets,
    or from major actions restructuring the company (e.g., the expenses of laying off
   part of the workforce). 

How Do Firms Predict and Measure Revenue Growth?

Potential investors who are considering buying shares of a company's stock, will consider carefully the company's ability to grow sales revenues and grow profits.

  1. Profit growth is important to investors because, in principle, profit making companies exist and operate primarily in order to create value for their shareholder owners.
    Public companies increase owner value by earning profits. The firm either (1) keeps profits as retained earnings (thus increasing Owners Equity on the Balance Sheet), or (2) distributes profits directly to shareholders as dividends. Dividends are a more immediate and direct way to increase shareholder value.
  2. Sales revenue growth is important to investors for at lest two reasons.
    • First, at least some sustained revenue growth is necessary to maintain or grow profits: inflation will increase the company's costs from year to year, and cost increases must be accompanied by revenue increases, even to maintain constant profits.
    • Second, in a growing economy, a lack of growth in sales revenues probably means the company is not gaining market share over its competitors, and is not attracting new customers.

Predicting sales revenue growth is also important to the company's own management, for obvious reasons: the planning of next year's production, product development, inventory levels, marketing programs, hiring, and budgeting of all kinds, depend heavily on what the company expects in sales revenues.

One sales revenue metric that serves both investors and management in this regard, is the company's cumulative average growth rate (CAGR) in sales revenues. CAGR looks to a starting sales revenue figure (perhaps for Year 1) and a later sales revenue figure (perhaps for year 10), and asks: What is the average growth rate, per period? 

If, for instance, sales revenues for Year 1 were 10 million, and sales revenues for year 10 were 100 million, what was the average growth rate per year? Remember that compound interest growth is involved. In the 9 years of growth, sales revenues increased ten-fold, to a level 1000% over the initial sales revenue figure. However, because of compounding, the average growth per year is not 1000% divided by 9. If that were the case, growth per year would have been 111% per year—but that is the wrong answer to the growth question.

Cumulative Average Growth Rate CAGR
              CAGR = (FV/PV)1/n – 1.0
where
     CAGR = Cumulative Average Growth Rate
          PV = Starting (Present) Value
          FV = Final (Future) value
            n = Number of periods

 

Exhibit 3.Business firms measure multi-year growth in sales revenues with the Cumulative Average Growth Rate (CAGR) metric.

For this example, the starting value (PV) is 10 million and the Final Value is 100 million. The number of compounding periods, n (years in this case), is 10 – 1, or 9. Using the CAGR formula:

CAGR =  (100/10)1/9– 1.0  =  29.2% growth per year.

(For a more complete introduction to CAGR and other financial metrics, see Financial Metrics Pro).

What Are Three Kinds of Margins and Profits?
Gross Profit, Operating Profit, and Bottom Line Net Profit After Taxes

Bottom line net income is a measure of the company's financial performance for the period. However, the Income Statement contains other performance metrics as well. The difference between net sales revenues and cost of goods sold is called Gross profits, for instance, while the net income from operations—before taxes and before gains and losses from financial and extraordinary items—is called operating income (or operating profits).

All three of the profit lines from the Income Statement (gross profit, operating profit, and bottom line net profit) appear as percentages of net sales, that is, as margins. Gross margin, for instance is gross profit divided by net sales, as Exhibit 4 below shows.

Net Sales = 32,983 Margin = Profit / Sales Revenues
Gross Profit = 10,940 Gross Margin = 10,940 / 32,983 = 33.2%
Operating Profit = 3,130 Operating Margin = 3,130 / 32,983 = 9.5%
Net Profit = 3,130 Profit Margin = 2,126 / 32,983 = 6.4%
 

Exhibit 4. Three different margins derive from Income Statement figures.

Margins, in turn, are very important indicators of a company's performance for stock market analysts and for the company's own management.

  • Analysts will compare the company's margin percentages directly with margins from competitors and with industry "best in class" standards. They will consider not only the current margins, but also period-to-period trends in margins.
  • The company's management attention will focus on margins for several reasons:

    First, margins are central to the company's business model. Margin's in the model, that is, show exactly where the company expects to make money.

    Secondly, management will watch closely year-to-year changes in margins. Margins are highly sensitive indicators of the company's ability to compete effectively and reach objectives in its business plan.

    Thirdly, margins for individual product lines and even individual products are central to management planning and decision support for product portfolio management. The Income Statement shows the gross margin for company, for instance, but underneath the company average gross margin (and shielded from competitors and public eyes), each product has its own gross margin as well. Only by knowing and managing the mix of individual product gross margins, can management optimize the overall product set gross margin.