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            企業自動運轉系統——中小型企業發展路徑

            易創培訓網 2019年1月25日 作者:孟森


            一、做好商業模式定位

            什么是商業模式

            企業與企業之間、企業的部門之間、乃至與顧客之間、與渠道之間都存在各種各樣的交易關系和連結方式稱之為商業模式。

            企業商業模式的區隔將來越來越明顯。常見的企業商業模式有以下幾種。

            1、分銷(批發)模式

            面向全國批發:在全國有批發市場的城市有很多,面向全國批發的市場比較少,主要有山東的臨沂、浙江的義務和溫州等城市的批發市場。

            跨省批發:全國有幾個區域市場做得比較大。比如西安、沈陽、成都、武漢、廣州等城市的批發市場。

            省內批發:全國各大省會城市都會有大型的批發市場。

            跨區批發:一個中心城市向周圍地級市批發的市場。比如徐州、即墨、德州、鴉鴻橋等城市的批發市場

            地區批發:全國幾乎每個城市都會或多或少的有幾個批發市場。

            2、零售(店面)模式

            批發市場零售:一份部分企業在批發市場批發的同事,重點針對零售的客戶零賣。比如五金市場、小商品市場的經營業戶。

            批發零售一條街。很多城市的老汽車站或火車站周圍原來是批發市場,有的城市批發市場搬走后,還有很多業務沒有搬走,繼續進行零售和小批量的批發。

            零散開店。有些企業分布在城市的各個角落銷售。主要的客戶面對周圍的居民,還有的面對打工的建筑工人。銷售額不大,但是毛利率比較高,而且不欠款。

            鄉鎮店面。不論那個行業、那個城市在鄉鎮都有規模較大的店面,在鄉鎮相對較偏,價格控制相對較好,能保證一定的毛利率。

            3、終端銷售模式

            寫字樓辦公模式。許多直接面對大用戶、大終端的企業,由于都是大客戶那里進行推銷,沒有零售,不接待散客,就不需要有店面,租賃寫字樓辦公即可。寫字樓的房租費用相對較低,容易獲得凈利潤。

            門店展示與辦公模式。有的企業做終端但是客戶需要經常到店面看產品,客戶也會進行考察,這時候就需要門店展示和辦公結合。為了降低費用租用一般地段,一樓門店展示,二樓以上用于辦公和會議、員工培訓。

            4、國際貿易模式

            第三方平臺:企業可以借助第三方平臺,如阿里巴巴國際站、中國制造(made in China),世界工廠(Forbuyers)等,搜集客戶,進行銷售。

            自建平臺:在各個語種國家建立網站,在當地進行網絡推廣,吸引流量。這么模式針對客戶比較精準,制定策略就會更切合當地的實際。

            展會:參加各種國際展會和國內的廣交會,直接向國外客戶展示產品,客戶更精準,成交率會高一些。但是費用相對較高,近幾年,參會客戶的質量也在下降。關鍵是會后收集到名片要進行跟蹤,上門進行產品展示和推銷,才有可能達成更多的訂單。單純等著客戶聯系我們,會減少很多成交。

            5、電商模式

            自建平臺。自建平臺可以將已有客戶引導到網站上進行交易,增加人氣。在通過各種推廣,增加平臺的流量。也可以借助其他平臺的流量,逐步導入到自己的平臺上。

            零售平臺。借助第三方零售平臺,如淘寶、天貓、京東、唯品會、工品匯等電商網站,推廣產品,尋找客戶。這些平臺非常成熟,客戶非常多,而且很活躍,通過銷售這些平臺,掌握推廣的技巧,容易增加銷售。

            批發平臺。借助第三方批發電商平臺,如阿里巴巴、京東批發、垂直平臺等電商網站,尋找零售的客戶和二批的客戶、部分終端用戶,達成銷售的成果。

            跨境電商。見前面(國際貿易模式,第三方平臺)。

            6、混合模式

            以上幾種模式相結合。根據自身的實際情況,把以上幾種模式利用起來,以一種模式為主,其他模式為輔,形成自己獨到的營銷模式。臨沂恒安勞保目前的模式是一渠道分銷為主,其他所有的模式都在用。

            如何解決批發和終端的矛盾?

            恒安勞保的解決方法是,遇到客戶做終端和我們發生沖突時,恒安勞保主動退出,交給客戶來進行維護和服務。但是我們做成的終端用戶,交給我們自己的客戶進行服務時,要求必須企業必須從我們這里進貨,價格隨行就市。

            二、職責分工明確

            1、完善組織結構。公司進入公司化階段后,就必須對組織架構進行完善,把銷售、采購倉儲財務人力資源等職能分開。

            2、部門職能明確。各部門的職能界定清晰,形成簡單明確的部門職能清單,每個職能的描述不要超過六個字,這樣每個部門負責人都能熟記,張口即來,也能嚴格按照自己部門的職能去做事情。

            3、崗位職責清晰具體。部門職能確定后,將各項職能分解到部門的各個崗位上,變成崗位職責,形成崗位說明書。

            4、每項職能的流程順暢。部門的每項重要職能都會形成一個工作流程,將每項流程梳理清楚形成流程圖。

            三、建立規章制度

            1、基本的制度有:

            銷售制度:開單制度、貨款跟蹤制度、發貨跟蹤制度、發票跟蹤制度、對賬制度、收款制度

            采購制度:采購制度、訂貨跟蹤制度、付款制度

            倉儲制度:入庫制度、出庫制度、配貨發貨制度、退貨制度

            財務制度:付款規定、報銷規定、差旅費用規定、盤點規定

            人力資源:招聘、培訓、績效、薪酬、提成、員工關系制度。

            2、制度格式:制定制度時必須有的內容有目的(制定制度的目的)、范圍(制度涉及到人或事項)、職責(執行該制度涉及到的崗位職責)、如何做、不這樣做如何出發、制度的制定修改和解釋權,制度合何時開始執行。

            3、及時制定制度。出現問題,必須通過建立制度規范行為,避免以后再出現錯誤。

            4、執行要獎罰分明。制度在執行的過程中,一定會遇到一些阻力,不能遇到阻力退縮。

            四、建立團隊

            夫妻店經營到一定的程度后,會遇到瓶頸。如果再增加銷售收入,就必須建立團隊,建立團隊要思考以下問題。

            團隊需要多少人合適?

            團隊人員的知識技能素質要求應該是怎樣的?

            怎么才能招到這些人?

            如何面試和挑選?

            新員工如何進行培養?

            如何管理員工?

            如何激勵員工?

            如何留住員工?



            【作者:孟森

            上一篇:不同階段的企業經營管理要點
            下一篇:室內設計的前景
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