Any business becomes a business only when the company establishes sales of products. The more products a company can sell, the more revenue it will earn. Ultimately, all the companies that are most successful in the market do is sell their products. If there is a demand for the company's products, they buy it, then there will be production, new jobs will be created, the business structure will improve, new types of products will be produced, the company will be able to invest money, and so on. As you can see, a lot depends on sales.
In fact, all that an entrepreneur needs to really focus on is creating a competent sales structure. If there is constant demand for your product, then you will be able to sell a lot and always, which will provide you with the necessary resources. So, start with sales and you can build a really successful project.
The problem with some entrepreneurs is that they just can't. For some, the time that should be spent on the sale is spent on other issues. Ultimately, the business stalls, does not develop. This is bad. Let's first of all think about how to learn to sell more. It is sales that will bring you money that can be further invested in development. The Internet in sales today is a very important link. Many companies just need to learn how to be more effective online. Below we will look at how we can create a truly competent marketing system via the Internet.
1. Determine channels for delivering information to target audience.
In your business, you know who your target audience is. Once you have defined it, you start to determine the channels of communication with this target audience. Channels for delivering information can be display and contextual ads, search engine optimization, and so on. At this stage, it is important for you to select as many suitable tools for the job as you can master.
For example, when working with contextual advertising, you can get an almost instant result in the form of increased sales. But if you want to do search engine optimization, then you can spend more money on it, and you will get the result only after a few months. Therefore, you should choose. Perhaps you can afford 5-6 types of advertising, or maybe only one. Choose the best tool for you.
2. Test models.
Whichever tool you choose, you can communicate in different ways. For example, you can think of 10 types of messages for contextual advertising. Each of these messages needs to be tested separately to find out which one has the greatest marketing effect. Ultimately, there should be a few messages in your arsenal that work best. Analyze them, see why they gave such an effect. Try to understand why these messages worked better than others. Ultimately, you will be able to derive some formula for writing effective advertising messages for contextual advertising. Write down this formula, it will come in handy more than once in the future.
3. Determine the geographic coverage.
Everyone wants to be accessible to customers from all over the world. This is a laudable desire, and the Internet is in every way possible to do business around the world. But there is a catch here as well. It lies in the fact that people often forget about the costs associated with doing business at a distance. After all, not everything that is offered via the Internet can be easily delivered to different parts of the world. In order not to be scattered over many orders and not to scatter attention, not to waste resources, you can focus on one type of market. This is important in terms of prioritization.
If there is an opportunity to make money in the local market, then always strive to satisfy this demand first, and then conquer new markets. This is important both geographically (if logistics plays an important role in your business) and mentally.
4. Think through affiliate program.
You can and thus get more customers in the future. Your partners are your freelance advertisers and marketers who are interested in working with you. For the fact that they help you sell your products, you give them a partner reward.
You may want to consider whether you should create an affiliate program. In any case, it can help you by providing a pretty strong advertising effect. The more partners you have, the more coverage you can get. A competent system of marketing via the Internet also includes building a partner network. In this case, you are shifting some of the burden on the marketing department to people who want to help you distribute your products.
5. Creation and testing of landing pages.
Landing pages for your business are tools that work with customers at the final stage. It is by getting to the landing page that a person decides whether he will buy from you or not. You should constantly pay attention to the landing pages of your site.
In the Internet effective work with clients is based on two main principles. The first principle concerns right choice communication channels and placing the necessary messages for the target audience in them. The second principle concerns the creation of the right landing page so that the person, after receiving your message, in some communication channel, makes the final decision in your favor. So, you should definitely devote some time to creating quality landing pages. Part of the success of your marketing depends on how competently the landing page is made.
Explore such communication tools that will help you and thus promote your business at no cost. These can be tools, like, free mailing lists and so on. In continuation of this list, you can name such tools as social media and blogs. But, we would advise not to forget about such effective free features as forums, free ads, and so on.
You will have to work for quite some time in order to. Time is precious, so don't neglect free ads and forums where you can link to your business, carefully advertise your product in a community where members of the target audience may be. Modern marketers often forget that social networks are a trend of our time, which, unfortunately, does not always work predictably.
There are quite a few successful cases that relate specifically to sales on the Internet through social networks. And we are just talking about building an effective sales system. The beginning of such a system can be the placement free ads. They are the ones who can help you generate profits in the initial stages of creating a company. Try to use all available free tools that you can find.
7. Come up with a system that will allow you to sell more, in the same amount of time, while spending the same amount of resources.
This is not always easy to do, but you can think of several ways to increase your average check. Such tools as direct marketing, selling goods in sets and sets, instead of single goods, as well as various discounts and promotions can also be used. Such actions are aimed at making a person buy several products from you at once, instead of ordering one unit of production. The principle of paid delivery works well here.
For example, when ordering goods for a small amount, the delivery is paid by the buyer. When ordering several products, for a certain amount, shipping is paid by your company. For many people, this becomes a decisive factor when choosing products on the site. No one wants to overpay another 5-6 dollars for the delivery of goods. People prefer to save, and if you offer them savings, they will gladly jump at the opportunity to get it.
Here you can also play with percentages. For example, a person orders products for 50-60 dollars, and you make him free shipping, which is 10% off the order. That is, a person saves those same 5-6 dollars to pay for the delivery of goods.
As you can see, there are plenty of opportunities on the Internet to do something interesting in the field of marketing. The Internet provides everyone with an equal opportunity to market and market their products. The player who can offer unique ideas, combined with the competent organization of business processes, wins in the market.
There are two things to keep in mind when advertising. The first is the constant generation of ideas. The second is the ability to bring these ideas to their logical conclusion and implement them in such a way that they strengthen the company's sales structure. If you manage to do this, then you become a more profitable and successful company.
Knitted garments are still relevant. After all, it is impossible to imagine winter without warm hats and soft sweaters. That is why many novice businessmen are interested in questions about how profitable the production of knitwear is. In fact, such an enterprise can really bring a good income, but only with the right approach.
How profitable can the production of knitwear be?
Probably, every person in the wardrobe has at least one knitted thing, not to mention various decorative elements and interior items. That is why the production of knitted products can be a really profitable business.
But if you're going to open small shop, a shop or an atelier, it is worth understanding some of the nuances on which further work will depend.
Of course, first you should decide whether you will sell hand-knitted items or purchase special equipment. Both of these options have some advantages and disadvantages.
If you are a craftsman of all trades and can knit anything, then you probably thought about selling your creations. There are advantages here - you will not need bulky and expensive equipment, as well as a large room, since you can knit even at home. On the other hand, the process will be slow, which will affect the income.
Special knitting machines and other equipment, of course, will cost a round sum. But with their help, you can make things much faster. Many people started with hand knitting, but as the demand for their products increased, they switched to machine-made things. In any case, the right knitting business plan depends on how exactly you are going to create the product.
Required package of official documents
Fortunately, opening your own store does not require too many official papers and permits. First of all, it is worth registering with the tax office - it is best to individual entrepreneur, as it guarantees easier bookkeeping.
If in the foreseeable future you are going to cooperate with large companies, expand your business by opening new points, or attract partners, then it is better to create a limited liability company - this scheme also has a number of advantages.
Depending on what equipment and supplies will be used and where your shop is located, you may need a fire and safety permit. For the production of children's clothing, some additional certificates are needed.
What is profitable to knit for sale?
Naturally, the range of products will largely determine the success of your business. Therefore, to begin with, it is worth deciding which products you decide to manufacture.
After all, the production of knitted products can become profitable only with the right approach.
You can produce knitted outerwear, such as jackets, coats, etc. Sweaters, pullovers, knitted dresses are very popular among fashionistas.
And, of course, do not forget about the necessary wardrobe items in winter time- there is hardly at least one person who in cold weather can do without a hat, scarf, mittens, warm socks, etc.
When compiling an assortment, pay attention to the fact that each product requires a certain decor, since not only the quality of the goods is important for buyers, but also appearance. Indeed, for example, scarves today are not only a piece of clothing, but also a fashion accessory, so follow the new fashion trends, but do not forget about the good old classics.
It is believed that the sale of knitwear is a seasonal business, because in summer time people do not need warm clothes. In order to protect the plant from downtime, think about making clothes from fine yarns and threads. For example, knitted light T-shirts and elegant openwork dresses will surely be no less successful than hats and sweaters.
In addition, you can create unique accessories such as knitted bags, headbands, mobile phones etc. And interior items are also popular, such as curtains, bedspreads, tablecloths, decorative pillowcases, etc.
Renting premises and creating an atelier
In this case, the choice of premises depends on how large your production will be, and how much equipment you intend to purchase. You can rent a room in the city center or in a large residential area - in any case, your good reputation and skillfully carried out advertising campaign will create a steady stream of customers for you.
You can open a separate store selling goods or trade them right here in own atelier. In this case, it is advisable to allocate a separate room for the store and fitting - here create a cozy and friendly atmosphere for future customers.
For example, decorate the walls of the room with photos of models in knitwear, arrange a few mannequins with finished products, create a small dressing room with a mirror. If you are going to make goods to order, then, of course, this is where you will discuss with customers the features of their models, take measurements, and try on.
What equipment will be needed?
If you are going to knit things by hand, then you do not need special equipment - knitting needles and an overlock will be enough. In the event that you are going to open a large production, you will need knitting machines - when buying, remember that each such machine is designed to work with one or another type of yarn.
Some experts also recommend purchasing a buttonhole and lockstitch machine, a chain stitch machine - this will greatly facilitate the work. In addition, you will need comfortable work surfaces, so buy tables for steaming, cutting, etc. Do not forget about shelving, bedside tables, cabinets and other pieces of furniture that are designed for storage. Supplies and finished products.
Instruction
It is not enough to create the product itself for it to be in demand. People do not make purchases until they are told that they need this particular product and are not stimulated to purchase it.
We all know the traditional quizzes in newspapers and magazines during subscription campaigns, gifts in the form of hundreds of tiny Kinder Surprise chocolate eggs inside. A rare big one doesn't use discount cards or don't do three-for-two sales. All of these are incentive measures and sales promotion techniques. In general, they can be combined into several groups.
Price discounts. There are many of them:
Discounts that are provided subject to the purchase of a certain amount of goods,
Bonus discounts - regular customers(3-5%), discounts on strictly specified days of the week (for example, from the cost of tickets to the planetarium in weekdays, for tickets to the sessions in the morning),
Discounts on seasonal goods (winter shoes in the summer months),
Discounts dedicated to holidays (company anniversary, national holiday),
Discounts on models of products of past years with the release of more modern samples,
Discount when paying for goods "cash",
Discount when purchasing a new product with the return of the old model (barter),
"Flash Sale" discount (e.g. 1 hour in a specific department shopping center prices are lowered to attract buyers).
This technique can be effective, since, according to marketing experts, up to 70% of visitors to large outlets make a purchase decision, being directly in. Moreover, the output reveals that three-quarters of all purchases were simply not planned.
Discount when buying a set of goods (the amount will be lower than the price of a single product).
Distribution of coupons.
A coupon is a kind of certificate that gives the buyer the right to certain savings when buying a particular product. Coupons are very popular in many countries. They limit price cuts to those buyers who are truly price sensitive, and allow time frames for sales promotions to be adjusted. Coupons also help to try out new products and help to put into practice the principle of exclusivity of the buyer.
All kinds of premiums and free samples.
A premium may be rewarded to a buyer who has purchased a certain number of trade units or products for a certain amount. A kind of premium can be branded packaging that can be used by the consumer in the future (for example, wooden honey barrels, beautiful ceramic containers). When new products (new food products) are introduced to the market, “sampling” campaigns are often implemented - free distribution of samples.
Often, games are used to stimulate sales: contests, or quizzes.
With us, these forms, like sales, often turn out to be very interesting. Market researchers also see the reason in this basis: one of the features of the national mentality and the innate mental structure of the Russian consciousness is belief in a miracle.
Alexander Kaptsov
Reading time: 6 minutes
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Organization efficient production goods is far from the central problem of the modern entrepreneur. Created products must also be sold profitably and promptly. For these purposes, the scheme of attracting partners and dealers seems to be very effective. Where and how to quickly find business intermediaries?
Main types of sales of products: development of a sales scheme
Creating an effective structure sales network– Guarantee of efficient and effective sales of products.
To achieve this goal, a chain of movement of goods must be formed: "producer-intermediary-buyer".
At the same time, we can now talk about the existence of several options for the types of sales, including:
- Direct channels - selling goods on their own.
- indirect channels – use of services of intermediaries (one or more).
Important point: Direct channels can only afford to use large companies with a well-known brand among consumers. It is better for new producers, as well as small and medium-sized firms, to focus on the services of intermediaries.
Indirect (intermediary) distribution channels include many varieties, including:
- Single layer channel provides for the presence of one intermediary (broker or dealer).
- Bilayer channel includes two intermediaries (wholesaler and retailer).
- Three-level channel consists of three intermediaries (the seller of large wholesale lots, the seller of small wholesale lots, the retailer).
In addition to the above classification, we can talk about the existence of several types of intermediaries:
- - These are wholesalers who carry out all trading operations on their own behalf and at their own expense (in fact, they acquire goods in ownership).
- Distributors – may participate in wholesale and retail sales of goods; although the purchase is carried out at their own expense, they trade on behalf of the manufacturer.
- commission agents - intermediaries, whose scheme of work is opposite to the functioning of distributors: they receive goods at the expense of the manufacturer, but act on their own behalf.
- Agents - act at the expense and on behalf of the manufacturer, providing him with a small fee, access to retail buyers.
- Brokers - a special type of intermediaries, the function of which is expressed in establishing links between legal entities. who are interested in the supply of products.
In order to develop an optimal scheme for the sale of goods for the company's products, you can use one of three approaches to the formation of distribution channels:
- Exclusive distribution involves the definition specific markets sales, between which it is necessary to distribute goods. Depending on their number, the number of intermediaries is selected.
- intensive distribution involves the involvement of the maximum possible number of intermediaries to cover a significant number of territories.
- selective distribution suggests that in some cases the manufacturer uses exclusive, and in other cases - intensive distribution.
Thus, the choice of a particular type of marketing products depends on the goals and objectives of the marketing policy of the enterprise.
Where to look for a dealer to sell your products: available options
One of the key questions for manufacturers is where to find professional, conscientious and efficient dealers:
- First of all , it is necessary to study all available printed publications announcements, as well as information from specialized Internet resources.
- Secondly , it makes sense to visit product exhibitions, which are always attended by qualified dealers, including those by industry.
Important point: Regardless of the way you search for dealers, you should pay attention to the professionalism and experience of these specialists.
If we talk about the process of searching for dealers on the Internet, then it makes sense to pay attention not to public resources - forums and bulletin boards, where all citizens who want to be dealers offer their services (mainly without experience and relevant qualifications), but to special paid portals that search for dealers for companies.
What are the benefits of using these services:
- On such resources, as a rule, only professional dealers who already have experience in the trading field register.
- In this case, the administration of the corresponding portal is engaged in the search for partners for manufacturers.
- Through this kind of sites, you can reach dealers that work not only for domestic, but also for foreign markets.
- The need to register on the resource screens out applicants who are potentially uninteresting to the company.
When it comes to finding dealers through trade shows, professional resellers with more experience are more likely to reach out, but this sort of activity is not common.
When choosing a dealer for a company, you need to pay attention to such information about this specialist as:
- The presence of a significant number of successfully concluded transactions.
- Work experience, including in the industry of interest to the manufacturer.
- Favorable reviews from other manufacturers.
- Knowledge of this market: its features and structure.
- Availability of the necessary material bases for the purchase of products.
The main tasks that the dealer will need to solve are to conduct an active trade policy and promotion of the company's name and products in specific markets.
How to interest a potential dealer in the sale of goods: the secrets of negotiations
To ensure favorable conditions for the sale of products, it is important not only to find a dealer, but also to interest him in cooperation with a particular manufacturer.
First of all, the company guarantees to the intermediary:
- Delivery of high-quality products with the documents necessary for successful implementation and a full set of necessary information about each type of product.
- Notification of a change in details, work procedure or the owner of the company.
- Reimbursement of part of the costs of advertising events.
- Providing information about new types of goods.
Important point: Discounts and bonuses for experienced, qualified dealers are always significantly greater than for beginners.
Particular attention must be paid to negotiations with dealers, which should result in the conclusion of an agreement. In this regard, the manufacturer must already at the first stage demonstrate goodwill, openness to long-term cooperation, and friendliness.
In addition, you can use one of the well-known ways to attract dealers, including:
- Pre-order system . The manufacturer sends product samples and catalogs to dealers. They prepare a batch of orders, which, at their request, the manufacturer delivers to them within the time period established by the contract. Such a system is the basis of multi-level distribution channels. At the same time, upper-level dealers can expect to receive more significant sales benefits than lower-level intermediaries.
- Large-scale promotions with coupons . The manufacturer distributes coupons among potential buyers and notifies dealers. The last extremely beneficial is the service of customers presenting such coupons.
- First free pack . An effective but costly way to get the attention of dealers. The manufacturer sends a free consignment of goods to his intermediary, subject to the further purchase of a certain volume of products.
- Consignment . The manufacturer sends one or more batches of goods to the dealer with full preservation of all property rights to it. The unsold part of the production is returned back to the manufacturer.
Applying certain methods of attracting dealers, the manufacturer should not forget about
production programs
Plan
1. Functions of the commercial management of the company.
2. Features of the organization of marketing of durable products
3. Maintenance products from consumers. Warranty service of sold products.
4. The need for a production backup system. Japanese experience of “Lean-Produktion” organization: advantages and disadvantages.
5. System of production programs. Planning the range of products and volume of production in physical terms.
6. Distribution of the production program for short planning periods.
7. Calculation of cost indicators of the production program. Optimization of the production program.
Sales organization is the final stage of the production cycle. In a market economy, this is one of the most important stages in the work of the entire enterprise and each employee.
Sales of products affects the course of production. To create a clear, rhythmic work of the enterprise, attention should be paid to the uniform distribution of production volumes by quarters and months so that the products rhythmically enter the distribution network. Ultimately, performance economic activity the enterprise is determined by the implementation of contracts on the range and terms of delivery.
The sales process can be divided into four periods. The first period is actually reduced to the conclusion of contracts for the supply of products. The second includes drawing up a plan for the sale of products and the balance of unsold products in the warehouse of the sales department of the enterprise. In the third period of implementation, the products are shipped to consumers. This period is of great importance in assessing the fulfillment of obligations for the sale of products, taking into account the compliance by the enterprise with the terms of the signed supply contracts. The implementation process ends with the fourth period, which is characterized by the receipt of money to the settlement account of the supplier enterprise.
The implementation process is influenced by many factors, among which are the following:
established terms of delivery of products;
· increase in production output due to growth and improvement in the use of production capacities and fixed assets;
labor productivity;
· Commissioning of new capacities and equipment;
Ensuring uniform loading of production units;
· increase in serial production;
the number of working days in each quarter;
seasonality and shift work;
seasonality of product sales;
the possibility of disposal of fixed assets, as well as the shutdown of individual workshops for various production, technical or organizational reasons;
Removal from production of obsolete, unprofitable products that do not find consumers.
Cast sales agent may be a legal or individual making transactions for the sale of products at the expense and in the interests of the enterprise. Relations between the agent and the enterprise are regulated by a special agreement. The activity of the agent in this case is very similar to commercial, since he, as an independent merchant, acts on the basis of a written agreement issued by the enterprise. At the same time, the rights and obligations under transactions concluded by the agent arise for the enterprise and acquire the force of an obligation.
The agent receives a reward for his activity. Its size, as a rule, is set as a percentage of the amount of concluded transactions, and regardless of end results business transactions.
According to the scope of authority granted by the enterprise, agents are divided into universal, general and special.
Universal agents can perform any legal action on behalf of and on behalf of the enterprise. Unlike generic agents general have the right to conclude any transactions in the field of activity of the enterprise. In its turn special agents are authorized to conclude only those transactions that are specified in the power of attorney.
Delcredere represents an obligation of the agent to guarantee the execution of the transaction to the person he represents, and in case of default on the transaction, the agent who assumed the delcredere compensates the company for losses. If the enterprise itself created a situation due to which the execution of the transaction became impossible, then the agent is released from the obligations assumed. The delcredere agent receives an additional remuneration, since the delcredere allows the company to eliminate or significantly reduce commercial risks and losses. This is facilitated by knowledge of the local market, while the agent can provide conditions for the successful completion of transactions.
consignment trade represents the conclusion of transactions for the sale of goods from warehouses located abroad. In this type of trade, the exporter and the consignee are involved. exporter there may be an enterprise instructing the organization of consignment trade from a warehouse located abroad. Other actor in these transactions consignee. This is a legal or natural person who assumes the obligation to execute an order for the organization of consignment trade on his own behalf and at the expense of the consignee. dealers, unlike an agent, they carry out intermediary trading operations on their own behalf and at their own expense. In the system of marketing products, they deal with its direct consumers.
Works for the end consumer and distributor, which is an independent wholesaler. The distributor carries out activities to protect products for the purpose of their further sale to retailers and shops, as well as industrial enterprises, cooperatives, workshops, at the same time providing services not only for the sale of products, but also for preparing them for production consumption. Relations between the distributor and his customer are built on a contractual basis.
The production program is the main section of the long-term and annual business plan for the development of the enterprise, which determines the volume of manufacture and output of products by nomenclature, assortment and quality in physical and value terms.
The production program reflects the main directions and objectives of the development of the enterprise in the planned period, production and economic relations with other enterprises, the profile and degree of specialization and combination of production.
The main sections of the production program for enterprises engaged in the production of a material product:
¨ plan for the production of marketable (gross) products;
¨ plan for the production of products for export;
¨ plan to improve product quality;
¨ product sales plan.
When developing a production program, they are based on the needs of the national economy and the world market for the products of the enterprise, the general market situation, the state competitive enterprises and industries.
The formation of sections of the production program is carried out using the balance method, which makes it possible to bring the volumes of planned work and needs for them into line, as well as to calculate the availability of the production program with production capacities, material, fuel and energy and labor resources.
Enterprises independently plan the range and volume of products, guided by the state order, obligations to partners, and obligations to supply sales organizations.
The initial data in the development of the production program are:
¨ statutory activities of the enterprise for the production and sale of products (works, services);
¨ the results of the actual implementation of the production program for previous periods;
¨ data on the demand for the company's products;
¨ information on the shares of products in the total volume of its output for the previous period by quality levels;
¨ information on the volume of sales of products for the previous period by its periods (months, quarters);
¨ calculations production capacity enterprises;
¨ progressive technical and economic norms and standards;
solutions supreme bodies management of the enterprise on the strategic prospects of its development.
The plan for the production of marketable (gross) products includes the formation of indicators for the volume of output of marketable and gross output.
According to the degree of readiness, products are divided into several types:
¨ marketable products, i.e. finished products, which has passed all stages of processing, meets the requirements of GOST and TU, accepted by the service technical control quality, packed for shipment, handed over to the supplier's warehouse and supplied with delivery documentation;
¨ work in progress, i.e. unfinished products in the process of processing, which are at various stages of the production cycle for obtaining marketable products;
¨ semi-finished products own production, i.e. products, technological process the manufacture of which is completed in one workshop or production and is subject to revision in other workshops of the enterprise or outside it;
¨ gross output, i.e. products of all types and quality, produced by the enterprise, regardless of the degree of its readiness. The indicator of gross output characterizes the total volume of production, including for external turnover (sales) and intra-production consumption (turnover). The volume of gross output also includes performed works of an industrial nature and production services.
Intra-production consumption (turnover) is understood as the cost of products and services of the enterprise's shops, consumed by other shops of its own enterprise.
The volume of marketable products in the plan includes the cost of: finished products intended for sale to a third party, to their capital construction and non-industrial farms of their enterprise; semi-finished products of their own production and products of auxiliary and ancillary industries intended for release to the side; the cost of works of an industrial nature, carried out on orders from outside or non-industrial farms and organizations of their enterprise.
The volume of gross output VP includes the entire scope of work scheduled for implementation in a given planning period; it is determined by the following formula:
V P \u003d T P - N P + N K,
where N P, N K - the balances of work in progress, semi-finished products and tools of their production at the beginning and end of the planning period; T P - commercial products.
In order to eliminate past labor and identify the results of production activities, the dynamics of production and production indicators that depend on enterprises, a number of enterprises plan and evaluate activities on net products instead of sales volume.
The volume of net output is determined by subtracting from marketable output (in wholesale prices of enterprises) material costs in the same prices (ie, in prices adopted in the development of the plan), as well as the amount of depreciation of fixed assets. The use of the net output indicator makes it possible to eliminate the repeated counting of products, to more accurately determine the efforts of enterprise teams to fulfill a number of important qualitative indicators - labor productivity, return on assets, etc.
The volume of products sold according to the RP plan can be determined by the following formula:
R P \u003d T P + O N.P.1 - O N.P.2,
where TP is the volume of marketable products according to the plan;
O N.P.1, O N.P.2 - balances of unsold products at the beginning and end of the planning period.
The production program of the enterprise for its implementation must be provided with the necessary resources, which include funds for the remuneration of personnel, the purchase of raw materials, materials, semi-finished products, fuels and lubricants, etc. Satisfying the needs of production is possible if financial resources are available in the form of working capital enterprises formed in the course of successful business activities from financial receipts (revenue, stocks, real estate, products for sale, packages of securities, etc.) into the necessary payments.
In the system of enterprise plans, its resource needs for the implementation of the production program are reflected in the following forms:
¨ plan for labor and wages;
¨ logistics plan;
¨ cost plan, profit and profitability.
The plan for cost, profit and profitability is the basis for systematizing data on the state of the enterprise to meet the needs of the enterprise in financial resources. In the calculations of the plan, depreciation deductions are determined as internal source financing, estimates of workshop costs - as a total need for funds for the operation of production, proceeds from the sale of products - as a source of profit and enterprise funds.
The formation of the production program of the enterprise for the production of products is associated with the choice of priorities of some types of products over others, increasing the volume of output of some types of products or reducing it, with optimizing the total volume of output across its entire range, taking into account cost market valuations, with the solution of problems of concentration of production or an increase in the level of its specialization.
test questions
1. Functions of the commercial management of the company
2. How to organize the marketing of durable products?
3. What is the peculiarity of the warranty service of the products sold?
4. What is interesting about the Japanese experience of the Lean-Produktion organization?
5. System of production programs
6. Enterprise development strategy and formation of the production program
7. Distribution of the production program for short planning periods
8. Optimization of the production program
1. Fatkhutdinov R.A. Production management: textbook; Recommended by the Ministry of Defense of the Russian Federation for students. universities studying economics. specialist. and directions / R. A. Fatkhutdinov. - 5th ed. - St. Petersburg. : Peter, 2006. - 496 p.
2. Chase, R.B. Production and operational management [Text] + CD / Chase, R.B. - 8th ed. - M. : ID "Williams", 2003. - 704 p.
3. Erali A. Production management: Textbook / A. Erali, AS Baimukanov. - Almaty, 2005. - 612
4. Balabanov I.T. Basics financial management: Textbook / Balabanov I.T. - 2nd ed., additional and revised. - M.: Finance and statistics, 2009. - 512 p.
5. Popov V.M. financial business plan: tutorial; Recommended UMO on education of the Russian Federation / V. M. Popov, S. I. Lyapunov. - 2nd ed. - M. : Finance and statistics, 2005. - 460
LECTURE 14. Formation of a production plan. Graphical and network models
PLAN
1. Formation of a production plan.
2. Operational production management
3. Graphic and network models
4. Product manufacturing schedule
Formation of a production plan.
Short term plans cover an annual period. They are developed at the enterprise level in the form of a production program based on incoming orders or results. marketing research, and then specified for individual workshops for a quarter or a month.
Workshops and divisions of the enterprise in the process of short-term planning, they form their own production programs and tasks for sites and teams, taking into account their implementation at each workplace. They include:
operational calendar plans for the launch and release of products and
daily shift assignments.
The planning process is managed by a special body - the planning committee (department).
The plan for the production of the enterprise's products is developed in four stages.
At the first stage an assessment of the economic and political environment in which the enterprise operates is given, general market opportunities, competitors' positions, potential associated with the release of products, etc. are determined (at the current moment and in the future).
At the second stage planning, specific tasks are formulated and the deadlines for their solution are approved, taking into account the developed goals.
At the third stage planning, planning assumptions are considered, i.e. the expected characteristics of the situation in which the plan is to be carried out.
Fourth stage planning is associated with the choice of the most preferred course of action based on the available alternatives.
Having chosen one of the alternatives and adjusted it for the moment of uncertainty, the enterprise proceeds to the implementation of the main stage of planning - to the development of production plans, which are subsequently detailed.
Production plans are developed as specific tasks for all types of activities, for each link or for one type of work.
The main requirements for developing a plan are efficiency and balance. The effectiveness of the production plan of the enterprise means tension, reality, optimality and efficiency.
Ensuring the effectiveness of the enterprise development plan means:
· substantiation of plan assignments by a system of progressive technical and economic norms;
the need to provide resources within the specified limits;
Provision of a developed system of accounting, control, stimulation of its implementation;
Appointment of a qualified specialist responsible for the implementation of the plan.
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