Phng thc

bn hng
Bn hng qua
kho
Bn thng
Bn qua i l
Bn y thc
Tng cng

Nm 2008
Gi
T
tr
trng
5
45
1.50
15,4
00
42.26
20,0
00
54.88
5
00
1.37
36,4 100.0
45
0

Nm 2009
Gi
T
tr
trng
700
12,0
00
25,0
00
400
38,1
00

1.84
31.5
65.62
1.05
100

Nm 2010
Gi
T
tr
trng
1,0
00
2.33
11,0
00
25.58
31,0
00
72.09
43,0
00

0
100

Nm 2009 so vi
2008
Tuyt Tng
i
i
155
(3,
400)
5,
000
(
100)
1,
655

128.44
77.92
125
80
104.54

BNG PHN TCH TNH HNH TIU TH SN PHM

THEO PHNG THC BN HNG CA CNG TY A

Nhn xt:
Qua bng trn ta thy c nhng thnh cng v hn ch ca cng ty A nh sau:
Thnh cng:
- Cng ty bit a dng ha phng thc bn hng
- Tnh hnh tiu th sn phm theo phng thc bn hng ni chung ca
cng ty A lin tc tang qua cc nm:
+ Nm 2009 tng hn 4,5% so vi nm 2008
+ Nm 2010 tng gn 13% so vi nm 2009
- Tiu th sn phm theo phng thc bn hng qua kho tang nhanh qua
cc nm:
+ Nm 2009 tng hn 28% so vi nm 2008
+ Nm 2010 tng gn 43% so vi nm 2009
- Tiu th sn phm theo phng thc bn hng qua i l cng tang
ng k qua tng nm:
+ Nm 2009 tng 25% so vi nm 2008
+ Nm 2010 tng 25% so vi nm 2009
Hn ch:

Nm 2010
2009
Tuyt T
i
300
(1,
000)
6,
000
(
400)
4,
900

Tiu th sn phm bng phng thc bn hng thng gim ng k qua

2 nm:
+ Nm 2009 gim hn 22% so vi nm 2008
+ Nm 2010 gim hn 8% so vi nm 2009
Bn hng theo phng thc y thc gim mnh vo nm 2009 ( gim
20% so vi nm 2008) v n nm 2010 th knh ny khng cn tiu
th c sn phm no na

Phn tch cc nguyn nhn nh hng:

- Vi c th kinh t x hi, c s tng ca Vit Nam th phng thc
bn hng qua cc i l vn l phng thc ch lc m cc cng ty hin
nay vn p dng. Vi h thng i l dy c tri rng s mang li
ph tiu th ln, nh hiu qu bn hng cao.
- H thng ng x, c s h tng giao thng cu cngngy cng
c y mnh xy dng; ngnh logistics c cc cng ty ch trng p
dng. Chnh v vy phng thc bn hng qua kho cng s pht trin v
mang li hiu qu ngy cng tang.
- Phng thc bn hng thng cng chim t trng ln trong tiu th sn
phm do hiu qu cao nh tnh ch ng trong bn hng, to c s tin
cy cho khch hng cng nh gim thiu chi ph v khng phi qua cc
trung gian.
- Ring i vi phng thc bn hng y thc c l do s lng ngi
c y thc khng nhiu, hoc ngun lc cng nh kinh nghim ca
ngi c y thc cn km nn cha mang li hiu qu
ra cc gii php
Gii php chung:
- Xy dng chin lc bn hng hp l, hiu qu, tip tc a dng ha cc
knh phn phi v phng thc bn hng
- o to pht trin i ng bn hng c k nng tt, ng thi h tr tch
cc cho cc thnh vin trong knh phn phi
- Gim st, theo di cht ch hot ng trong knh phn phi , nht l vi
nhng knh phn phi 2 cp( qua trung gian) nm bt thng tin v c
nhng iu chnh kp thi.
Gii php ring:
- Vi phng thc bn hng qua kho:
+ u t xy dng h thng kho bi tt, tm kim nhng v tr thun li
t kho bi bn hng
+ Lin kt cht ch vi kho chung ca cng ty

- Vi phng thc bn hng thng:

Cn tp trung y mnh vo knh ny, bi v y l 1 trong 2 knh chim
t trng cao trong cc phng thc
- Vi phng thc bn hng qua i l:
+ Quan tm ch trng v c t trng cao nht
+ Tng cng h tr cc i l v ti chnh, nhn s, qun l nng cao
kh nng v hiu qu bn hng cho h
+ Qun l tt cc i l trnh xy ra mu thun, hoc b i th li ko
- Vi phng thc bn hng y thc:
+ Chn la k cng the nhng tiu ch cht ch trc khi y thc
+ Gim st v h tr nhng ngi c y thc
+ Nu thy khng hiu qu th nn b phng thc ny tp trung u t
ngun lc cho nhng knh khc