Текст ВКР (Управление закупочной деятельностью предприятия), страница 14

4. Realization of illiquid goods by the partners or competitors. The goods which can't be realized in your shop for some reason will be bought by your competitors for further resale. The cost of each category of illiquid goods for partners or competitors should be discussed.

5. Sales. There should be certain shelf with special price tags of goods in the shop.

6. The gift sets. Uniting goods with the illiquid one in a gift set is a chance to increase sale.

7. Commercial. A trade company should have enough money for advertizing, to print out booklets and posters, to distribute flyers.

8. Motivation of workers. The most effective way of illiquid sale is a motivation of sellers and traders. The reward for the fastest sale of illiquid goods or just honorary title of «the best seller of month» is an excellent incentive for workers.

9. Salary payment by illiquid assets. This way, quite «exotic», but frequent for our market. It is possible to give an illiquid goods as salary to employees only under the agreement of the parties.

10. Utilization or just transfer of goods to the charity organizations. In this case the enterprise can suffer losses, but sometimes it is more favorable to utilize or transfer illiquid goods on a charitable basis, than to keep them in a warehouse several years.

Problem 4: company ignores regional suppliers.

Situation: Kubko’s company buys paper goods from west supplier, spends a lot of money for delivery. But there is a regional supplier – “Khabarovsk Tara” which is situated much closer than others.

Solution: the company should pay attention to cooperation with local regional suppliers. Firstly, cooperation with Far East producers saves money on delivery and transportation costs. Secondly, collaboration with local suppliers allows to support the Khabarovsk’ producers, it develops an economic situation in the region. The customers prefer to use and buy production of local producers more willingly.

«Khabarovsk Tara» produces toilet paper, tissue. Its price policy will be in demand for various municipal authorities. Production of «Khabarovsk Tara» can be used at offices and houses, it conforms to all requirements of state standard organizations. Production is made of selections of sorting cellulose, paper and cardboard. It is an environmentally friendly product and can be processed.

Except competitive advantages of «Khabarovsk Tara» goods, there are also processing. The company accepts, process waste paper. At Kubko’s company there is a huge consumption of office paper, the majority of which just is thrown out. Cooperation between companies protects the environment. Processing of waste paper will make profit for the company and will increase her social image in the consumers’ minds.

Problem 5: there is a huge expenses for the office paper and cartridges.

Situation: there is analysis of office paper consumption in the table 14.

Table 14 – The analysis of office paper and cartridge consumption

Table 14 shows that the Kubko’s company spends more than 500 thousands rubles on the office paper and cartridge refilling. A lot of paper goes for emission (about 70%).

To reduce expenses on office paper, it is necessary to use e-procurement program, such as SBIS by the Tenzor company.

Advantages of the company consist in creating and introducing the whole complex of IT solutions. «Tensor» develops the software for business management automation, for accounting and tax accounting, for spheres of trade and public catering.

Using services of this company helps to acquire the program of e-procurement which will work with digital signatures. In this program the large network companies, all major customers (and them there are about one and a half thousand) will be connected, the electronic file exchange with different public institutions will also be carried out.

SBIS is a system of an exchange of electronic documents between the companies, government, suppliers, clients. Any information which existed on paper earlier can be replaced by the electronic document, and can be e-mailed to tax administration or to the partner.

SBIS helps to sign contracts and to exchange documents with any organizations; to recruit and to fire employees.

It is possible to check financials of all companies. SBIS allows to obtain information on accounting reports of suppliers. On the basis of this information it is possible to carry out the analysis and to choose the supplier by accounts method. Also the program allows to estimate reliability of the companies.

Benefits of the SBIS program:

1. A reduction in errors.

2. A reduction in the time.

3. A virtual elimination of paperwork and paperwork handling. Amount of paper created by the procurement process can be dramatically reduced.

4. Access to supplier evaluations, interactions and spend at the click of a button makes it quicker and easier to assess and manage supplier relationships.

5. Automation of the procurement process.

6. Empowers non-specialists to run and manage procurements.

7. Errors and misunderstandings in supplier responses can be minimized.

8. Improved communication both within the company and with suppliers.

9. Improves change management with requirements being documented in the system, helping to form the basis of change control.

10. Information and data about procurement activity can be kept, analyzed and used in the future.

11. Intuitive software makes it easy for users to create new negotiations, or purchase requisitions.

12. Negotiation with vendors can be automated and optimized.

13. Procurement methods across the department can be standarted.

14. Suppliers can be automatically kept updated of deadlines, progress and any new information.

15. The procurement cycle time is reduced.

The total SBIS program costs are summarized in the table 15.

Table 15 - The total costs of SBIS program

The table shows that company has to pay a lot of money for installation and tutorial of workers.

The program will help to optimize purchasing activity in the company, and also will decrease costs for office paper procurement. In a year it is possible to save about 70% of the budget: 321034 rubles on office paper and 152880 rubles on cartridges. Besides that 3 operators will be fired because of uselessness, the program will do their function. Decreasing costs on salaries are about 1017000 rubles a year. Total amount of the saved money is 1490914 rubles a year.

Next let’s calculate a simple payback period of investments into the SBIS program. We should divide investments by costs. A payback period of investments is about 1 month.

Problem 6: the stock is huge.

Situation: the Kubko’s company should buy a lot of goods because of haul distance. It is easier to buy once and a lot of products, than to buy several time a little amount.

Solution: VMI – Vendor Managed Inventory. When a distributor needs product, they place an order against a manufacturer. The distributor is in total control of the timing and size of the order being placed. The distributor maintains the inventory plan. The manufacturer receives electronic data (usually the internet) that tells him the distributor’s sales and stock levels. The manufacturer can view every item that the distributor carriers as well as true point of sale data. The manufacturer is responsible for creating and maintaining the inventory plan [38].

Suppliers and manufacturers benefits:

1. A reduction in Distributor ordering errors

2. Promotions can be more easily incorporated into the inventory plan.

3. Visibility of Stock Levels helps to identify priorities .

4. Visibility of the Distributor’s Point of Sale data makes forecasting easier.

5. With VMI, the manufacturer can see the potential need for an item before the item is ordered.

Distributor benefits:

1. Full service is improved in the presence of the correct product in due time.

2. Planning and ordering cost will decrease due to the responsibility being shifted to the manufacturer.

3. The goal is to have an improvement in fill rates from the manufacturer and to the end customer.

4. The manufacturer is concentrated on providing great service.

Each Step in the VMI process is extremely important. Skipping or not completing any steps will have an impact on the success of VMI program.

Step 1. Senior Sponsorship: There should be a firm commitment to this new process. VMI must have senior management sponsorship. It should be identified as a strategic objective and then communicated throughout the organization.

Step 2. Employee Acceptance: Get all employees to buy into the concept, especially the person currently responsible for maintaining the inventory levels. Without their acceptance, the program will never work. They must understand that VMI will not push them out of a job. It will free up some of their time to allow them to be more productive in other areas. Employees should be given a complete overview of what VMI will mean to the company and the reasons why it’s being done.

Step 3. Synchronize Files: Synchronize the Distributors Product Files with the Manufacturers. Synchronizing means that you must match the manufacturer’s product data with the distributor’s product data.

Step 4. Electronic data interchange Testing: Extensive testing of all EDI sets to be used. The manufacturer and distributor must work very closely together to validate that the data is being properly sent/received.

Step 5. Acceptance & Measurements: The Distributor must understand and agree with the stocking plan the Manufacturer is creating. Even though the exact method may be a proprietary method, the distributor should still have an understanding of how the plan is calculated. This will help avoid the future question: «Why did they send us this product if we don't need it?»

Step 6. POS History: The Distributor sends the Manufacturer his POS (Point of Sale) History file, usually 1-2 years (Disk or Email). This will allow the manufacturer to base the inventory plan on direct sale data rather than data from the distributor’s past ordering history.

Step 7. The Distributor makes a sale and enters that transaction into their computer.