QT chuyên đề

Li ni u

Chuyn tt nghip

M C L C

LI NI U

Chng I: Gii thiu chung v cng ty Vt liu N cng nghip5I. S lc qu trnh hnh thnh v pht trin ca cng ty Vt liu N cng nghip...... 5

1.1 Qu trnh hnh thnh v pht trin ca cng ty5

1.2 Nhim v v ngnh kinh doanh ch yu ca cng ty6II. Mt s c im kinh t - k thut ch yu ca cng ty .7

2.1 c im v t chc qun l v sn xut kinh doanh ca cng ty.....7

2.2.c im v c s vt cht v k thut cng nghip ca cng ty...13

2.3.c im v ngun nhn lc16

2.4.c im v ti chnh...18

2.5.c im v th trng ca cng ty.22

III nh gi mt s mt hot ng ca cng ty vt liu n cng nghip trong vi nm tr li y....24

3.1 nh gi cng tc qun l ti sn ca cng ty ....24

3.2 nh gi tnh hnh thc hin ngha v i vi nh nc ca cng ty . ..28

3.3 nh gi khi qut kt qu v hiu qu kinh doanh ca cng ty ...29Chng II Thc trng cng tc tiu th sn phm ti cng ty vt liu n cng nghip.33

I- Thc trng v tnh hnh tiu th sn phm ti cng ty vt liu n cng nghip ...33

1.1.Kt qu tiu th sn phm (quy m, doanh thu v c cu tiu th theo sn phm, th trng)33

1.2.Cng tc k hoch ho tiu th ...39

1.3.Cc chnh sch thc y tiu th m cng ty p dng....40

II- Cc nhn t nh hng n cng tc tiu th ca cng ty ...43

2.1 Cc nhn t bn ngoi .....43

2.2 Cc nhn t bn trong .....47III- nh gi chung hot ng tiu th sn phm ca cng ty .49

3.1.Nhng kt qu t c ..49

3.2.Nng hn ch tn ti ...51

3.3.Nhng nguyn nhn c bn ca hot ng tiu th sn phm ca cng ty ...53

Chng III Mt s gii php nhm y mnh cng tc tiu th ti cng ty vt liu n cng nghip...54I- nh hng ca cng ty Vt liu n cng nghip .....54

1.1 K hoch pht trin chung ...54

1.2.Mt s mc tiu chnh 56

II- Mt s gii php nhm y mnh hot ng tiu th ti cng ty Vt liu n cng nghip ...60

2.1.Nhm gii php v sn phm ..60

2.2.Nhm gii php v cng tc tiu th sn phm...63

2.3.Nhm gii php v cng tc t chc ...71

KT LUNLI NI U

Tiu th sn phm l mt trong su chc nng hot ng c bn ca doanh nghip, bao gm: tiu th, sn xut, hu cn, kinh doanh, ti chnh, k ton v qun tr doanh nghip. Mc d sn xut l chc nng trc tip to ra sn phm song tiu th li ng vai tr l iu kin tin khng th thiu c sn xut c th c hiu qu. Cht lng ca hot ng tiu th sn phm (doanh nghip sn xut thng mi) phc v khch hng (doanh nghip dch v ngn hng) quyt nh hiu qu hot ng sn xut hoc chun b dch v.

c bit l trong c ch th trng hin nay khi m mi doanh nghip gn mnh vi th trng th hot ng tiu th li cng c v tr quan trng hn. i vi cc doanh nghip sn xut ch c th v phi bn ci m th trng cn ch khng phi bn ci m doanh nghip c. Vic xc nh ci m th trng cn l mt bc trong khu tiu th sn phm ca doanh nghip.

Nhn thc c tm quan trng nh vy ca tiu th nn nhiu doanh nghip hin nay d khng ngng ch trng n khu tiu th. Tuy nhin vic p dng phng php no thc y cng tc tiu th li hon ton khng ging nhau cc doanh nghip. N ph thuc vo rt nhiu yu t nh: c im ca sn phm m doanh nghip sn xut, cc iu kin hin c ca doanh nghipDoanh nghip phi bit la chn cc bin php ph hp khng ngng nng cao hiu qu ca hot ng tiu th. C nh vy th hiu qu kinh doanh ca doanh nghip mi nng cao v gip doanh nghip thc hin cc mc tiu ra. Sau mt thi gian thc tp ti cng ty Vt liu n cng nghip, em chn ti cho chuyn tt nghip ca em nh sau:

Mt s bin php nhm y mnh hot ng tiu th sn phm vt liu n ti Cng ty Vt liu n Cng nghip.

Chuyn ca em gm cc phn sau y:

Chng I: Gii thiu chung v Cng ty Vt liu n Cng nghip

Chng II: nh gi khi qut hot ng tiu th sn phm ti Cng ty Vt liu n Cng nghip.

Chng III: Mt s gii php nhm y mnh cng tc tiu th ti Cng ty Vt liu n Cng nghip.

Trong qu trnh thc hin em nhn c s gip hng dn tn tnh ca thy gio thc s V Anh Trng. Em xin chn thnh cm n s hng dn gip qu bu ca thy. Do trnh c hn, v li y l mt vn kh rng nn em khng khi mc nhng sai st. Knh mong thy gio xem xt v sa gip em.

Trong qu trnh thc tp ti Cng ty Vt liu n Cng nghip em cng nhn c s gip qu bu t qu cng ty. Qua y em xin by t lng bit n n qu cng ty.

Em xin chn thnh cm n.

Sinh vin: Phm Vn ng

Chng I

GII THIU CHUNG V CNG TY VT LIU N CNG NGHI P

I- S lc qu trnh hnh v pht trin ca cng ty Vt liu n cng nghip

1.1 Qu trnh hnh thnh v pht trin ca cng ty

Tn cng ty : Cng ty vt liu n cng nghip.

Tn giao dch : Industrial explosion material limited company.

a ch : Ph Phan nh Git - Phng Phng Lit - Qun Thanh Xun -H ni.

M s thu : 010010101072-1.

Ti khon ngn hng : 710A - 00088 Ngn hng cng thng Hon Kim

Vn php nh : 36,634,000,000 ng.Nghnh ho cht m c thnh ngy 20 thng 12 nm 1965 theo quyt nh ca B cng nghip nng c nhim v tip cn, bo qun vt liu n cng nghip ca Lin X, Trung Quc v cc nc ng u, cung ng cho cc ngnh kinh t, xy dng c s h tng.

T nm 1995 vi pht trin ca dt nc, nhu cu xy dng ng x, cu hm ngy cng tng phc v cho s pht trin ca t nc v th vt liu n cng nghip l mt yu t khng th thiu c. Nhm thng nht s qun l, thc hin sn xut kinh doanh, m bo an ton v p ng tt hn v vt liu n cng nghip ca cc ngnh kinh t ngy 29/3/1995 Vn phng Chnh ph c thng bo s 44 cho php thnh lp cng ty Ho cht m v trn c s ngy 1/4/1995 B nng lng (nay l B cng nghip) c quyt nh s 204NL/TCCB-L thnh lp cng ty Ho cht m thuc Tng cng ty than Vit nam. Ngy 29/4/2003 Th tng Chnh ph c quyt nh s 77/Q- TTG v vic chuyn cng ty Ho cht m thnh cng ty TNHH mt thnh vin c tn l: Cng ty trch nhim hu hn Vt liu n cng nghip. Gi tt l cng ty Vt liu n cng nghip.

Ngy 6/6/2003, cng ty Vt liu n chnh thc ra i.

Cng ty c 25 n v trc thuc t trn 3 min t nc, k c vng su, vng xa. Nhim v chnh ca cng ty l sn xut v cung ng vt liu n cho cc ngnh kinh t.

Gn 40 nm xy dng v pht trin, c bit l 10 nm thc hin ng li i mi theo ngh quyt ca ng c Chnh ph v cc b, cc ngnh, cc a phng ni n v ng qun quan tm gip v cho php u t c s vt cht cng vi nhng c gng n lc ca tp th cn b cng nhn vin cng ty Vt liu n cng nghip t c mt s thnh tch xut sc: l n v anh hng lao ng, c nhn hun chng lao ng hng nht, hun chng c lp, hun chng lao ng hng hai, hun chng lao ng hng ba, hun chng chin cng hng ba v nhiu hun chng cho cc tp th, c nhn trong cng ty.

1.2 Chc nng, nhim v v nhng nghnh kinh doanh chnh ca cng ty Vt liu n cng nghip

Cng ty vt liu n cng nghip t chc mt vng khp kn t nghin cu, sn xut phi ch, th nghim, bo qun, d tr quc gia vt liu n cng nghip, ho cht sn xut vt liu n cng nghip, n dch v sau cung ng, vn chuyn thit k m, n mn v cc nhim v khc ngoi vt liu n cng nghip. Cng ty tp trung kinh doanh vo cc lnh vc:

1 Sn xut, phi ch- th nghim vt liu n cng nghip.

2 Xut khu, nhp khu vt liu n cng nghip, nguyn liu ho cht sn xut vt liu n cng nghip.

3 Bo qun, ng gi, cung ng d tr quc gia v vt liu n cng nghip.

4 Sn xut, cung ng: Dy in, bao b, ng gi thuc n, giy sinh hot, than sinh hot, vt liu xy dng.

5 Thit k thi cng xy lp dn dng cc cng trnh giao thng thu li.

6 May hng bo h lao ng, hng may mc, xut khu.

7 Lm dch v khoan n mn cho cc m l thin, hm l k c n mn di nc theo yu cu ca khch hng.

8 Nhp khu vt t thit b v nguyn vt liu may mc , cung ng xng du v vt t thit b.

9 Vn ti ng b, sng bin, qu cnh cc hot ng cng v v i l vn ti bin. Sa cha phng tin vt ti, thi cng ci to phng tin c gii ng b.

10 Dch v n ngh.

II- Mt s c im kinh t k thut ch yu ca cng ty

2.1 c im v t chc qun l v sn xut kinh doanh ca cng ty

C cu t chc kinh doanh ca cng ty Vt liu n cng nghip c t chc theo kiu trc tuyn. Gim c cng ty l ngi iu hnh cao nht ca cng ty

Di gim c c 4 ph gim c v cc phng ban c t chc nh sau:

- Ph gim c iu hnh sn xut trc tip ch o phng k hoch ch huy sn xut.

- Ph gim c i sng trc tip ch o:

+ Phng thanh tra bo v.

+ Phng t chc nhn s.

+ Vn phng gim c.

- Ph gim c k thut trc tip ch o:

+ Phng thit k u t.

+ Phng k thut an ton.

- Ph gim c kinh t trc tip ch o:

+ Phng k ton ti chnh.

+ Phng thng mi.

+ Phng kim ton ni b.

Di cc phng ban ny l cc n v trc thuc ca cng ty nm ti cc tnh trn mi min ca t quc.

Xut pht t nhu cu ca th trng, s qun l ng quy hoch v qun l cng nhn trn c nc, cng ty Vt liu n cng nghip ngh v c tng cng ty than Vit nam quyt nh thnh lp nhiu n v trc thuc. Ti thi im mi thnh lp cng ty ch c 6 n v thnh vin, n nay cng ty c 24 n v trc thuc (trong c 14 x nghip, 8 chi nhnh, 2 vn phng i din) ng ti cc n v khc nhau trn ton quc.

1 X nghip ho cht m Nng.

2 X nghip ho cht m Ninh Bnh.

3 X nghip ho cht m Qung Ninh.

4 X nghip ho cht m Bc Thi.

5 X nghip ho cht m B Ra Vng Tu.

6 X nghip sn xut v cung ng vt t H ni.

7 X nghip vn ti thu b Bc Ninh.

8 X nghip ho cht m Sn La.

9 X nghip vn ti sng bin Hi Phng.

10 X nghip ho cht m Khnh Ho.

11 X nghip ho cht m Gia Lai.

12 X nghip ho cht m Bch Thi Bi.

13 Trung tm Vt liu n cng nghip H Ni.

14 Chi nhnh ho cht m Ngh An

15 Chi nhnh ho cht m H Nam.

16 Chi nhnh ho cht m Lai Chu.

17 Chi nhnh ho cht m Qung Ngi.

18 Chi nhnh ho cht m H Giang.

19 Chi nhnh ho cht m Lo Cai.

20 Chi nhnh ho cht m Ph Yn.

21 Chi nhnh ho cht m ng Nai.

22 Chi nhnh ho cht m Bc Cn.

23 Vn phng i din ho cht m Tuyn Quang.

24 Vn phng i din ho cht m Kin Giang.

S t chc qun l ca cng ty nh sau:

S t chc b my qun l ca cng ty vt liu n cng nghip

Gim c cng

ty

PG kinh t

PG iu hnh SX

PG i sng

PG k thut

P. k ton P. thng P. kim ton

P. k hoch P. thanh tra P. t chc Vn phng

P. thit k P. k thut

Ti chnh mi ni b

ch huy SX bo v nhn s gim c

u t an ton

Cc n v thnh vin

TT XN XN XN XN XN XN XN XN XN XN Chi XN XN XN XN

vt HCM HCM HCM HCM HCM HCM HCM HCM vn ti vn ti nhnh cung HCM HCM HCM

liu Bc Bc Qung Sn v cng Khnh Gia Ninh sng thu b ho ng B Ra Qung

n Cn Thi Ninh La Bch Ho Lai Bnh bin Bc cht vt t Vng Nng Ngi

CN

Thi Hi Ninh H H Tu

Bi Phng Giang Ni

Chi

XN

Chi

XN XN

VP

Chi VP

nhnh HCM nhnh HCM HCM

i din nhnh i din

HCM

Lai

HCM Ngh H

HCM HCM HCM

Lo

Chu

Ph An Nam

Tuyn ng Kin

Cai

Yn

Quang Nai GiangNhim v ca cc phng ban cng ty.

1- Phng k hoach ch huy sn xut gm c 12 ngi (1 ph gim c, 1 trng phng 2 ph phng v 8 nhn vin) l mt b phn nm trong c cu t chc ca cng ty. Phng ny c cc chc nng c bn nh sau:

+ Qun l v ch o cng tc k hoch ho ca ton cng ty.

+Cng tc th trng v k kt hp ng.

+Cng tc d tr qc gia v vt liu n cng nghip.

+ Cng tc iu hnh v ch huy sn xut.

2- Phng thng k - k ton - ti chnh. Gm c 12 ngi (1 ph gim c, 1 k ton trng, 1 ph gim c v 9 nhn vin) vi chc nng nhim v tham mu gip vic cho ph gim c cng ty v cc mt cng tc:

+ Cng tc thng k - k ton - ti chnh.

+ Cng tc qun l cc chi ph trong qu trnh sn xut kinh doanh ca cng ty.

+ Cng tc qun l h thng gi trong ton cng ty.

3- Phng kim ton ni b gm 4 ngi (1 trng phng, 1 ph phng v 2 nhn vin) c chc nng nhim v:

+ Kim tra cng tc k ton.

+ m bo vic thc hin ng cc chun mc, ch k ton v cc lnh vc lin quan.

4- Phng thng mi gm 6 ngi (1 trng phng, 1 ph phng v 4 nhn vin) c chc nng nhim v:

+ Thc hin cng tc kinh doanh xut khu vt liu n cng nghip cho sn xut vt liu n cng nghip.

+ Cng tc nhp khu vt t, thit b cho nhu cu s dng ni b v kinh doanh ca ton cng ty.

+ Cng tc kinh doanh a nghnh.

5- Phng k thut an ton gm 8 ngi (1 ph gim c, 1 trng phng, 2 ph phng v 4 nhn vin) c chc nng v nhim v:

+ K thut vt liu n cng nghip, k thut khoan v n mn.

+ K thut c in vn ti.

+ Cng tc an ton, bo h lao ng, mi trng.

+ Cng tc nghin cu khoa hc v sng kin ci tin k thut xy dng.

6- Phng thit k u t gm 5 ngi (1 trng phng, 1 ph phng v 3 nhn vin) c chc nng v nhim v:

+ Qun l v t chc ch o u t xy dng c bn.

+ Nhn thit k cc cng trnh khai thc m ca cc ch u t ngoi cng ty.

7- Vn phng gim c gm 15 ngi (gim c, trnh vn phng, 2 ph phng v 11 nhn vin) c chc nng v nhim v:

+ Cng tc hnh chnh, cng tc i ngoi, cng tc tng hp, cng tc thi ua.

+ Tuyn truyn qung co.

+ Cng tc vn ho th thao, cng tc qun tr i sng.

8- Phng thanh tra bo v - php ch gm 6 ngi (1 trng phng,1 ph phng v 4 nhn vin) c chc nng v nhim v:

+ Cng tc bo v an ninh ni b, an ton vt t, ti sn v hng dn ch o k hoch bin php v cng tc ni trn trong ton cng ty.

+ Cng tc hun luyn qun s phng chy cha chy.

+ Tuyn truyn ph php lut cho ton th cn b cng nhn vin trong ton cng ty.

9- Phng t chc nhn s gm 9 ngi (1 ph gim c, 1 trng phng, 1 ph phng v 6 nhn vin) c chc nng nhim v:

+ Cng tc t chc sn xut, t chc b my qun l.

+ Cng tc qun l nhn s.

+ Cng tc tin lng.

+ Cng tc tuyn dng, o to v bi dng cn b cng nhn vin.

+ Cng tc ch chnh sch, cng tc y t, chm sc sc kho cn b cng nhn vin.

Ngoi ra, ti cng ty cn c cc t chc khc nh t xe, t bo v, nh n.

2.2 c im v c s vt cht v k thut cng nghip ca cng ty

- Mt trong nhng yu t m bo s thnh cng ca cng ty chnh l cng ty khng ngng trang b xy dng cc c s vt cht, cc trang thit b hin i phc v quy trnh sn xut kinh doanh.

Cng ty xy dng mt h thng c s vt cht k thut hin i bao gm: 2883 tn phng tin vn ti thu b vi trn 90 t vn ti, 4 tu i bin, 3 tu ko, 2 tu t hnh, 8 x lan ng sng, 32 xe chuyn dng phc v ch huy sn xut n mn H thng kho cha Vt liu n cng nghip t tiu chun TCVN 4386-1993 trn ton quc vi sc cha trn 6000 tn thuc n. H thng cng gm 3 cng chuyn dng bc xp Vt liu n cng nghip, c bit cng ty u t 3 dy chuyn sn xut thuc n: thuc n an ton s dng trong hm l c kh v bi n, dy chuyn sn xut thuc n Anfo v Anfo chu nc vi tng cng sut trn 35000 tn/nm

Trong dy chuyn sn xut thuc n Anfo v Anfo chu nc c th tng chnh ph quyt nh u t vi tng tr gi 29,2 t ng (thit b nhp khu ca M vi 1 dy chuyn sn sn xut tnh v 2 xe sn xut t ng v np thuc n ti khai trng).

Tt c cc dy chuyn sn xut thuc n ca cng ty u c trang b cc dng c phng chy cha chy t tiu chun sn xut v chuyn ch Vt liu n cng nghip .

Cng ty cng mua nhiu xe chuyn dng chuyn ch thuc n Anfo v Anfo chu nc n tn chn cc cng trnh. Nng lc vn ti ca cng ty t c s vn chuyn trn 25000 tn/nm. C th:

Bng 1: Cc phng tin vn ti, my mc thit b trong cng ty.

Phng tin thit bNm 1995Nm 2000

1 Xe ti5772

2 Xe bn ti18

3 Xe ca v xe ca ch cng nhn2444

4 Tu bin44

5 X lan t hnh 22

6 X lan ko66

7 u ko22

8 Xe cng ty02

9 Cu 22

10 Xe nng mini02

11 Dy chuyn san xut thuc n Anfo tnh02

12 My sn xut thuc n AH1 23

13 My bm LAGRA35

Ngun : S liu phng k ton cng ty Vt liu n cng nghipKho tng: Cng ty c mt h thng kho tng hin i cha vt liu n cng nghip t tiu chun TCVN 1997 trn ton quc. Trong , nm qua cng ty tch cc u t xy dng mi h thng kho ti nhiu ni nh Sn La, Gia Lai, Nng, Khnh Ho, Vng Tu... xy dng kho di ng v cng trnh trng im ng H Ch Minh v sa cha nng cp li h thng kho hin c. Hin nay cng ty c 72 kho vi tng din tch 17771 m2 sc cha 10.000 tn tng ln nhiu so vi nm 1995, lc s nh kho mi c l 52 sc cha l 6.000 tn.

Bn cng: Hin nay cng ty c 3 bn cng c s dng, khai thc nhm nguyn vt liu v sn xut, chuyn thuc n i ni khc tiu th.

Bng 2: Cc bn cng thuc cng ty Vt liu n liucng nghip.

Tn cng Din tch vng nc (m2)Din tch quy m qun l (m2)

Cng Bch Thi Bi70005568

Bn Ci 53505500

Cng Mng Dng50006668

Ngun : S liu phng k ton cng ty Vt liu n cng nghip

Ngoi 3 cng trn cng ty cn ang thu cng Nng, cng Nha Trang, cng Quy Nhn, cng G Du bc xp vt liu n cho cc n v thuc min trung v min nam .

Nh xng: Hin nay nh xng c sa cha xy mi phc v cho vic sn xut thuc n, sn xut dy mn, sa cha cc thit b c kh, vn ti v sa cha tu. Tt c u m bo k thut, m bo iu kin an ton sn xut, m bo v sinh mi trng trong sn xut. Cng ty c cc nh xng sau:

Bng 3: Cc nh xng ca cng ty Vt liu n cng nghip.

X nghipNh xngDin tch (m2)

1 X nghip HCM Qung NinhSn xut thuc n

Sa cha c kh1166

630

2 X nghip HCM Vng TuSn xut thuc n 372

3 X nghip vn ti thu b Sa cha t

SX than t ong, VLXD1800

518,4

4 X nghip vn ti sng bin Hi PhngSa cha c kh332

5 X nghip SX cung ng vt t H NiSn xut dy in, bao b

v hng bo h L1200


2.3 c im v ngun nhn lc.

- Tnh n ngy 31/12/2002 tng s cn b cng nhn vin trong cng ty Vt liu n cng nghip l 1885 ngi trong :

S ngi c trnh i hc l 345 ngi chim 18,5% tng s cn b cng nhn vin, s ngi c trnh trung cp l 144 ngi chim 7,76% tng s cn b cng nhn vin, s cng nhn k thut l 639 ngi chim 37,74%. Nh vy s cng nhn k thut, cn b qun l t trung cp tr ln chim 64% tng s cn b cng nhn vin. Ngoi ra cng ty cn k thm nhiu hp ng ngn hn khi pht sinh yu cu ca cng vic.

- i ng cn b cng nhn vin trong ton cng ty khng ngng trng thnh v pht trin ton din v c s lng v cht lng. So vi nm 1995 (s cn b cng nhn vin l 920 ngi) th s lng ny tng ln gp 2 ln. Cht lng ca cn b cng nhn vin cng tng ln c th l nm 1995 s cn b c trnh i hc l 47 ngi, s cn b c trnh trung cp l 110 ngi, cng nhn k thut l 310 ngi. Trong s tng ny ch yu l cn b c o to ngh khoan n mn, sn xut thuc n, th kho, ln n mn di nc ti cc trng trong v ngoi tng cng ty than.

- Trong nhng nm qua cng ty u t cho cng tc o to, pht trin ngun nhn lc, cng ty to iu kin thun li cho cn b qun l hc i hc, cao hc, i hc bng 2, o to li ton b cng nhn sn xut thuc n ti x nghip Ho cht m Qung Ninh, cng nhn k thut khoan mn (3 lp), ln n mn di nc, cn b ch huy (3 lp), th kho vt liu n cng nghip, lp hc nghip v ngn hn, di hn khc do tng cng ty triu tp.

- Do hiu qu sn xut kinh doanh ca cng ty ngy cng tng ln, cng vi s quan tm ca ban lnh o cng ty, m trong nhng nm qua thu nhp ca ngi lao ng c nng ln nhanh chng. iu ny c th hin thng qua cc s liu v tng qu lng trong bng v tng qu lng v thu nhp trung bnh ca cn b cng nhn vin ca cng ty vi nm gn y.

Bng 4: Bng v tng qu lng v thu nhp trung bnh ca cn b cng nhn vin ca cng ty vi nm gn yCh tiu

Nm 2000 Nm 2001Nm 20028 thng u nm 2003

Tng qu lng thc hin24.926.655.58345.190.158.82466.225.979.41250.000.000.000

Thu nhp bq ngi/thng1.262.7482.289..2682.794.3452.800.000


Nhn vo bng qu lng thc hin ta c th a ra mt s con s so snh c th thy c nhng thnh cng v cng to ln ca cng ty trong vic nng cao thu nhp cho ngi lao ng trong cng ty

Nm 2000 tng qu lng thc hin ca cng ty l 24,926,655,583 ng v thu np bnh qun u ngi mt thng t 1,262,748 ng th sang nm 2002 con s tng qu lng thc hin l 66,225,979,412 ng v thu nhp bnh qun u ngi mt thng l 2,794,345 ng. Nh vy l thu nhp bnh qun u ngi mt thng ca ngi lao ng trong cng ty tng 221% qua ch 2 nm. Phi ni y l mt thnh cng ht sc to ln ca cng ty.

Ngoi ra cng ty cn chm lo n i sng tinh thn ca cng nhn vin bng vic t chc cc cuc ngh mt hng nm hay cc bui biu din ca nhc phc v cng nhn. Chnh iu ny lm cho cn b cng nhn vin ca cng ty hng say lm vic v t nng cao c nng xut lao ng.

2.4 c im v ti chnh

L mt cng ty TNHH mt thnh vin mi c chuyn i t mt doanh nghip nh nc trc thuc Tng cng ty than Vit nam thc hin hoch ton c lp trong nhng nm va qua cng ty Vt liu n cng nghip khng ngng i mi phng php sn xut, vn dng ti a mi ngun lc ca mnh y nhanh nhp kinh doanh. Vn l mt doanh nghip nh nc khi chuyn i hnh thc s hu thnh cng ty trch nhim hu hn mt thnh vin c cu ngun vn ca cng ty hu nh khng thay i. Ngun vn ca cng ty c hnh thnh t ba ngun c bn l t ngn sch nh nc, mt phn t li nhun li v ngoi ra cng ty Vt liu n cng nghip cn huy ng c mt phn kh ln t cc t chc tn dng nh vn chim dng t cc nh cung ng, vn vay ngn hng v cc t chc tn dng. Ta c th thy iu qua bng sau.

Bng 5 : Bng c cu ngun vn ca cng ty Vt liu n cng nghipCh tiu

31/12/200031/12/200131/12/2002

S tin (ng)T trng (%)S tin (ng)T trng (%)S tin (ng)T trng (%)

I.Tng ti sn163.473.931.852100177.475.527.966100266.157.361.550100

1.TSL v u t ngn hn127.902.125.84478,2137.784.239.31577,6221.264.169.70383,1

Trong :hng tn kho55.643.472.54643,559.298.456.56943,080.620.357.78336,4

Cc khon phi thu62.742.201.69249,168.542.395.34949,7129.261.732.91058,4

2.TSC v u t di hn35.571.806.00821,839.691.288.65122,444.893.191.84716,9

II.Ngun vn163.473.931.852100177.475.527.966100266.157.361.550100

1. N phi tr117.870.270.73272,6130.230.456.36573,4202.712.221.50776,2

N ngn hn108.830.481.48466,6130.130.456.36573,3197.507.371.50774,2

N di hn9.039.789.2485,5005.196.400.0000

N khc00100.000.0000,18.450.0000,2

2.Ngun vn ch s hu45.603.661.12027,947.245.071.60126,663.445.140.64323,8


Nhn vo bng c cu ngun vn ca cng ty Vt liu n cng nghip ta thy ngay l tng ngun vn ca cng ty khng ngng tng ln trong nhng nm gn y. So snh tng ngun vn ca cng ty ti thi im 31/12/2000 vi ti thi im 31/12/2001 v 31/12/2002 ta s thy diu .

Nu nh vo thi im 31/12/2000 tng ngun vn ca cng ty l 163.473.931.852 ng th cng cng thi im nm 2001 tng ngun vn ca cng ty l 177.475.527.966 ng. Tng 14.001.596.114 ng hay t 108,565%. n thi im 31/12/2002 tng ngun vn ca cng ty 266.157.361.550 ng tng so vi nm 2001 l 88.681.833.584 ng hay t 149,968%. y qu thc l mt tc tng rt nhanh. iu ny cho thy mt thnh cng trong vic huy ng vn sn xut kinh doanh ca cng ty.

c im th hai ta d nhn thy l s tng ln v vn ca cng ty ch yu l tng ln trong n ngn hn. Theo ti liu trn ti thi im ngy 31/12/2000 n ngn hn ca cng ty 108.830.481.484 ng th n 31/12/2001 n ngn hn ca cng ty l 130.130.456.365 ng tng ln 21.299.974.881 ng v n ngy 31/12/2002 n ngn hn ca cng ty l 197.507.371.507 ng tng ln so vi nm 2001 l 67.376.915.142 ng hay t 151,776%, mt tc tng rt mnh.

iu cho thy c mt thnh cng ln ca cng ty trong vic huy ng vn. Tuy nhin n cn do mt nguyn nhn khc na l do tnh cht ca sn phm ca cng ty gm nhiu nhng cng trnh xy dng c bn ln do ngn sch nh nc cp kinh ph xy dng do thi gian thi cng thng lu v phi sau khi bn giao cng trnh th cng ty mi c thanh ton v th vn lu ng ca cng ty b ng cc cng trnh ny l kh ln. iu ny c th hin qua ch tiu cc khon phi thu ca cng ty khng ngng tng ti thi im cui cc nm. Ti thi im cui nm 2000 cc khon phi thu ca cng ty l 62.742.201.692 ng v n thi im cui nm 2001 ch tiu ny l 68.542.395.349 ng, c bit ti thi im cui nm 2002 cc khon phi thu ca cng ty l 129.261.732.910 ng tng ln so vi nm 2000 l 60.719.337.561 ng t 188,58% v tng so vi nm 2001 l 66.519.531.218 ng hay t 206,02%.

m bo c ngun vn kinh doanh cng ty phi khng ngng thu ht vn bng cc khon n ngn hn do vy cc khon n ngn hn ca cng ty tng vt trong nhng nm va qua l iu d hiu.

Mt c im na v ti chnh ca cng ty l trong c cu ti sn ca cng ty th ti sn lu ng lun chim mt t l kh cao. Cui nm 2000 ti sn lu ng chim 78,2% tng s ti sn ca cng ty, cui nm 2001 con s ny l 77,6% v cui nm 2002 n chim 83,1%. iu ny c th c gii thch l do c tnh hng ho ca cng ty i hi phi c m bo an ton mt cch tuyt i v th nguyn liu sn xut ra cc loi thuc n ca cng ty ch yu phi nhp t nc ngoi vi gi khng r bn cnh nng lc sn xut ca cng ty ln do vy m cn phi c mt lng vn lu ng ln mi c th p ng c nhu cu sn xut kinh doanh ca cng ty.

2.5 c im v th trng ca cng ty Vt liu n cng nghip

2.5.1 c im th trng mua nguyn vt liu

+ Nhim v ch yu ca cng ty l sn xut cung ng vt liu n cho cc nghnh kinh t trong c 4 loi thuc n chnh l Anfo thng, Anfo chu nc, an ton AH1 v Zecn. y l nhng sn phm c bit do vy nguyn vt liu trong nc kh c th p ng c nhu cu m phn ln u phi nhp t nc ngoi.

+ Trc nm 1992, cng ty ch yu nhp nguyn vt liu t cc nc thuc h thng x hi ch ngha trc y nh Lin X, Trung quc, ng u. Trong giai on ny, cng ty cha th trc tip sn xut p ng nhu cu trong nc nn cng ty ch yu nhp nhng mt hng thuc n c sn xut hon ton nc ngoi.

+ T sau nm 1992, ngoi th trng truyn thng l Trung quc, trong nc l b quc phng, cng ty cn nhp thm ca ILD (n ), c...

+ T nm 1995, n nay cng ty vn tip tc hp tc vi cc i tc trn. ng thi cng ty bt u th nghim t sn xut, sn phm sn xut p ng c mt phn ln nhu cu ca cc nghnh kinh t quc dn. Nguyn vt liu sn xut thuc n vn ch yu nhp t nc ngoi m ch yu l ca NORINCO Qung ty (Trung quc) v trong nc l ca B quc phng.

2.5.2 c im th trng tiu th

Hin nay, cng ty Vt liu n cng nghip khng ch cung cp vt liu n cho nghnh than m cn cung cp cho tt c cc nghnh kinh t quc dn c nhu cu v c giy php s dng thuc n. Nh ta bit thuc n l loi hng ho c bit, i hi s an ton tuyt i. V vy sn xut, tiu th v s dng loi hng ho ny phi c s cho php ca c quan nh nc c thm quyn. ng thi sn phm ca cng ty ch yu phc v nghnh khai thc m, y l th trng chnh ca cng ty. Bi th, vic sn xut ph thuc rt nhiu vo nghnh ny. Hin nay nh nc khng ngng ch trng pht trin nghnh khai thc m, iu ny khin cho khi lng thuc n cng nghip ca cng ty tiu th ca cng ty ngy mt tng ln. iu ny c th hin rt r qua bng di y.

Bng 6 : Khi lng tiu th vt liu n cng nghip ca cng ty giai on 1995 - 2000

Tn ch tiun v199519961997199819992000

Thuc n cc loiTn13.16814.23119.34620.51217.35321.561

T l%100100100100100100

Nghnh thanTn6.6897.28510.00510.0449.03010.996

T l%50,75151,7495251

Cc nghnh khcTn6.4796.9739.34110.4688.32310.565

T l%49,349,548,3514849

Kp n cc loi1000ci9.17710.97517.53419.53019.10923.212

Dy cc loi1000m11.56912.89315.80715.84213.10416.895


Thng qua bng s liu trn ta cn thy nghnh khai thc m nc ta khng ngng c ch trng v pht trin.

- Hin nay trn ton quc ch c hai cng ty c quyn sn xut v cung ng thuc n l cng ty Vt liu n cng nghip v cng ty GAET ca b quc phng. Trong sn phm ca cng ty Vt liu n cng nghip ang chim u th ln trn th trng. Th phn ca cng ty khng ngng c nng ln cao vi khi lng tiu th ngy cng tng. Tuy nhin, c sc cnh tranh lu di v ngy cng chim lnh th trng th i hi cng ty phi khng ngng nng cao hn na v mi mt. Sau y l d kin v vt liu n cng nghip n nm 2010 (trn c s phn tch s pht trin ca c ngnh c nhu cu s dng ln nh than, in , xi mng m hai cng ty Vt liu n cng nghip v GAET cung cp cho th trng)

Bng 7: D bo nhu cu vt liu n.

Nm20032004200520062007200820092010

VLNCN3700040000420004350045000470004850050000

GAET70007500800095009500100001150012000


III nh gi mt s mt hot ng ca cng ty Vt liu n cng nghip trong mt s nm gn y.

Trong nhng nm tr li y cng vi s pht trin ca nn kinh t t nc cng vic kinh doanh ca cng ty Vt liu n cng nghip cng c nhng bc pht trin vt bc. Cc mt, cc lnh vc sn xut kinh doanh cu cng ty u t v vt cc ch tiu ra.

3.1 nh gi hot ng qun l ti sn c nh ca cng ty

Ti sn c nh ca mt cng ty l ton b c s vt cht nh nh xng, thit b my mc tham gia trc tip hay gin tip vo qu trnh sn xut ca cng ty y. y c coi l mt yu t cc k quan trng trong qu trnh sn xut kinh doanh ca cng ty. Ti sn c nh ca mt cng ty c nh hng trc tip n ton b hot ng ca cng ty t sn xut n tiu th v hu ht cc hot ng ny u da trn h thng ti sn c nh. Ti sn c nh ca cng ty nh hng n sn lng, nng xut lao ng, chi ph sn xut v do nh hng n gi thnh sn phm ca cng ty. V vy cng tc qun l ti sn c nh c coi l mt cng tc ht sc quan trng v cn thit vi s tn ti v pht trin ca cng ty. Trong cng tc qun l ti sn c nh hai hot ng c coi l c bn l khu hao ti sn c nh v hot ng sa cha mua sm b sung ti sn c nh. Nhn chung trong mt s nm tr li y hai cng tc ny c tin hnh kh hiu qu ti cng ty Vt liu n cng nghip

Tnh n nm 2001 tng ti sn c nh ca cng ty Vt liu n cng nghip l 79.848.142.880 ng. n thi im nm 2001 cng ty khu hao l 447.953.598.853 ng v gi tr cn li ca ti sn c nh l 31.538.544.027 ng. Ti sn c nh ca cng ty c hnh thnh t ba ngun l:

+ Ngn sch nh nc.

+ T b xung.

+ Vay ngn hng.

Ta c th xem xt k hn nhng ch s ny v ti sn c nh ca cng ty qua bng sau:

Bng 8 :Bng c cu ti sn theo ngun ca cng ty nm 2001.

Ch tiuNguyn gi TSCS hao mn TSCGi tr cn li

S tinT trng

(%)S tinT trng

(%)S tinT trng

(%)

Ngn sch nh nc32.761.615.7844125.492.324.741537.269.291.00123

T b xung22794.134.4602912.413.022.0802610.381.112.38033

Vay ngn hng23.928.392.6783010.048.252.032211.880.140.64644

Cng79.848.142.88010047.953.598.85310031.538.544.027100


Bng 9 : Tnh hnh nguyn gi v gi tr cn li TSC ca cng ty nm 2001Ch tiuNguyn gi TSCS khu hao TSCGi tr cn li

I- TSC ang dng trong SXKD79.018.491.69547.520.829.86831.497.661.872

1 Nh ca, vt kin trc35.805.210.87719.531.425.00216.270.785.875

2 My mc, thit b7.013.905.0472.944.962.9584.068.942.062

3 Phng tin vn ti34.218.315.53523.566.243.57210.652.071.963

4 Dng c qun l1.984.060.2361.478.198.309505.861.927

5 TSC khc---

II- TSC cha cn dng n---

III- TSC b hng ch thanh l465.651.185432.768.9852.882.200

IV- TSC phc li---

Cng TSC79.484.142.88047.953.598.85331.530.544.027


Phng php tnh khu hao ti sn c nh ca cng ty.

Cng ty dng phng php tnh t l khu hao bnh qun theo nm cho cc ti sn c nh ca mnh m c th l t l 13%/nm.

V cng tc trang b ti sn c nh mi cho sn xut kinh doanh ca cng ty :

Cng ty lun ch trng n vic nng cp v i mi ti sn c nh ca mnh, bn cnh cng ty cng khng ngng thay th nhng ti sn c nh m c, khng cn tiu chun hot ng. Chnh nhng hot ng ny lm cho h thng ti sn c nh ca cng ty lun gi c tiu chun cn thit. iu to thun li khng nh cho cng ty trong qu trnh hot ng kinh doanh ca mnh. Chng ta c bng v cc hot ng nng cp v thay th cc ti sn c nh ca cng ty trong nm 2001 v nm 2002 nh sau:Bng 10: Bng phn tch tnh hnh chung v s dng TSC.Ch tiuNm 2001Nm 2002Chnh lch

1 Nguyn gi TSC u nm69.650.407.05579.484.142.8809.833.735.825

2 Nguyn gi TSC cui nm79.484.142.88090.741.677.31211.257.543.432

3 Nguyn gi TSC bnh qun74.567.274.96885.112.910.09610.545.635.128

4 Nguyn gi TSC tng trong nm10.565.353.00612.681.319.1552.115.966.149

5 Nguyn gi tng do du t10.565.353.00612.681.329.1552.115.966.149

6 Nguyn gi TSC gim trong nm731.617.0061.423.784.723692.167.542

7 nguyn ga gim do loi b622.391.891853.556.389211.164.498

8 H s tng TSC (4/1)0,15160,1595-

9 H s gim TSC (6/1)0,01050,0179-

10 H s i mi TSC (5/2)0,13290,13975-

11 H s loi b TSC (7/1)0,00890,01074-

Nhn vo bng trn ta thy trong nm 2001 tng gi tr ti sn c nh mi thay th cho cc ti sn c nh c l 10.565.353.006 ng. V h s tng ti sn c nh ca cng ty nm 2001 l 0,15169 v h s i mi ti sn c nh ca cng ty l 0,1329. Nm 2002 tng gi tr ti sn c nh mi thay th ca cng ty l 12.681.329.155 ng. Tng ln so vi nm 2001 l 2.155.966.149 ng. H s tng ti sn ca cng ty nm 2002 l 0,1595 v h s i mi ti sn c nh l 0,13975.

3.2. Tnh hnh thc hin ngha v vi nh nc.

Mi doanh nghip hot ng trong nn kinh t quc dn u c ngha v vi nh nc. Ngha v c thc hin thng qua hot ng np thu vo ngn sch nh nc. y c coi l hot ng cn thit i vi mi doanh nghip th hin tinh thn chp hnh php lut ca doanh nghip . Hot ng ny i khi cn oc coi l thc o nh gi hiu qu kinh doanh ca doanh nghip. thc c iu trong nhng nm tr li y cng ty Vt liu n cng nghip lun hon thnh mi ngha v vi nh nc thng qua vic hon thnh ngha v np thu cho ngn sch nh nc.

Ta c th thy c iu ny qua s liu v tnh hnh thc hin ngha v i vi nh nc nm 2002 ca cng ty Vt liu n cng nghip

Bng 11: Tnh hnh thc hin ngha v i vi nh nc nm 2002 ca cng ty Vt liu n cng nghipCh tiuS cn phi np u nmS cn phi np trong nmS npS cn phi np

1Thu GTGT hng bn ni a(582.523.971)4.873.708.8604.417.292.650(126.107.761)

2Thu GTGT hng nhp khu04.968.898.2944.968.898.2940

3 Thu nhp khu049.941.36049.941.3600

4 Thu thu nhp DN1.370.393.2061.497.930.7391.370.690.2061.497.633.739

5 Thu trn vn648.629.8360648.629.8350

6 Tin thu t3000280.257.985280.260.9850

7Cc loi thu khc18.751.724447.673.245242.270.075244.154.894

Trong : Thu thu nhp c nhn18.751.724397.459.089294.055.919.222.154.894

8 Tng cng1.455.253.79412.136.410.48311.995.983.4051.595.680.872


3.3. nh gi chung hiu qu kinh doanh ca cng ty Vt liu n cng nghip

C th ni hai nm tr li y nm 2001 v nm 2002 l hai nm kh thnh cng ca cng ty Vt liu n cng nghip. Nhn vo cc ch tiu phn nh kt qu kinh doanh ca cng ty ta s thy r iu ny.

Bng 12: Mt s ch tiu phn nh kt qu kinh doanh ca cng ty nm 2001 v nm 2002.S TTCh tiuNm 2001Nm 2002

1Tng doanh thu426.127.527.277605.888.023.346

2Doanh thu thun426.071.035.518605.285.031.065

3Gi vn hng bn351.220.448.220497.496.238.204

4Li gp (=2-3)74.850.578.298107.794.792.861

5Chi ph bn hng53.376.659.15377.484.409.732

6Chi ph qun l doanh nghip13.655.563.16616.715.278.109

7Li nhun t hot ng KD (=2-3-5-6)7.818.364.97913.595.105.029

8Thu nhp t hot ng ti chnh293.225.650329.773.167

9Chi ph ca hot ng ti chnh4.158.486.3666.231.935.380

10Li nhun t hot ng tI chnh(=8-9)(4.252.260.716)(5.902.162.312)

11Thu nhp bt thng1.831.540.2682.352.332.510

12Chi ph bt thng1.141.228.2635.364.241.766

13Li nhun bt thng(=11-12)690.312.005(3.011.909.256)

14Tng li nhun trc thu(=7+10+13)4.283.416..2684.681.033.560

15Thu thu nhp doanh nghip phi np1.356.293.2061.497.930.739

16Li nhun sau thu (=14-15)2.882.123.0623.183.102.821

17Tng vn bnh qun171.046.109.100221.816.444.758

18Ti sn c nh bnh qun37.631.547.32942.292.240.249

19Ti sn lu ng bnh qun132.843.182.579179.524.204.509


nh gi kt qu sn xut kinh doanh ca cng ty trong nm 2001 ta xem xt mt s tiu ch sau.

a- S vng quay ca vn

Tng doanh thu

S vng quay ca vn = ---------------------------------

Tng s vn bnh qun

Nm 2001 =

Nm 2002 = S vng quay ca vn cho bit trong thi gian 1 nm vn ca cng ty quay c my vng. S vng quay ca vn n cho bit tc lun chuyn ca vn ca cng ty. Nu cng ty c s vng quay ca vn trong mt nm cao iu chng t cng vic kinh doanh ca cng ty l thun li. Nu nhn vo ch tiu ca cng ty Vt liu n cng nghip ta thy rng s vng quay ca vn ca cng ty l kh cao. Nm 2001 vn quay c 2,49 vng sang nm 2002 con s ny l 2,73 vng. S vng quay ca vn cn cho bit hiu qu s dng vn ca cng ty.

b- Hiu qu s dng ti sn lu ng.

Tng li nhun rng

Hiu qu s dng ti sn lu ng = -------------------------------------------

Tng s ti sn lu ng bnh qun.

Nm 2001 = Nm 2002 = Hiu qu s dng ti sn lu ng (hay cn gi l sc sn xut ca ti sn lu ng) l mt ch tiu cho ta bit s li nhun c sinh ra khi s dng mt n v ti sn lu ng. Ch tiu ny cng cao th chng t hiu qu ca vic s dng ti sn lu ng cao. Cc cng ty lun c gng y cao ch tiu ny ln mc ti a c th. i vi cng ty Vt liu n cng nghip th ch tiu ny l c th chp nhn c. Tuy nhin, cng ty cn phi xem xt li v ch tiu ny ca cng ty c chiu hng gim xung. Nm 2001 ch tiu ny l 0,0216 m sang nm 2002 con s ny ch l 0,0177.

c- Hiu qu s dng ti sn c nh.

Tng li nhun rng

Hiu qu s dng ti sn c nh = ------------------------------------------

Tng ti sn c nh bnh qun

Nm 2001 = Nm 2002 = Ch tiu hiu qu s dng ti sn c nh (hay cn gi l sc sn xut ca ti sn c nh) l mt ch tiu cho bit c mi mt n v ta sn c nh em vo sn xut kinh doanh th sinh ra c bao nhiu li nhun. N cho bit cng ty s dng ti sn c nh c hiu qu hay khng?. Nu nhn vo ch tiu trn ca cng ty Vt liu n cng nghip ta thy ch tiu ny khng thp tuy nhin n c su hng gim. Nm 2001 ch tiu ny l 0,077 th sang nm 2002 ch tiu ny l 0,075.Chng II

TH C TRNG CNG TC TIU TH SN PHM TI CNG TY VT LIU N CNG NGHIP

I- Thc trng v tnh hnh tiu th sn phm vt liu n ca Cng ty Vt liu n Cng nghip.

1.1 Kt qu tiu th sn phm vt liu n theo nhm sn phm.

a- c im mt hng

im ni bt ca sn phm ca Cng ty Vt liu n Cng nghip l sn phm ca cng ty l loi hng ha c bit. N khng ging nh nhng loi sn phm khc c by bn v c s dng rng ri trn th trng m y sn phm vt liu n ny ch c tiu th bi nhng tp th v c nhn c s cho php ca cc c quan c thm quyn. Sn phm thuc n l loi sn phm c c im k thut phc tp v c tnh cht nguy him. Do vy n i hi cc cn b kinh doanh cng nh cc cng nhn k thut lao ng trc tip vi sn phm ny ngoi s tun th tuyt i cc quy tc an ton trong lao ng cn phi c trnh k thut cao th mi c th cung cp nhng sn phm tt nht cho ngi s dng.

b- Danh mc sn phm vt liu n

Bn cnh sn phm thuc n l sn phm truyn thng, cng ty cng sn xut v nhp khu cc mt hng v ph kin khc i km vi thuc n gi l ph kin n nh kp n, dy n, ngi n.

Cc sn phm thuc n ca cng ty t sn xut bao gm:

- Thuc n AH1

- Thuc n Zecno

- Thuc n Anfo thng

- Thuc n Anfo chu nc

- Dy mn in

Ngoi vic t sn xut cc loi thuc n cng ty cn nhp cc loi thuc n v ph kin n t cc nh cung ng khc cung cp cho th trng. trong nc nh cung ng sn phm cho cng ty l B Quc Phng, cn ngoi nc l mt s cng ty ca Trung Quc.

Cc sn phm m cng ty nhp t B Quc Phng bao gm:

AD1, Nh tng QP hoc = 180, Anfo Z125, TX 1A 65, 80, 90, TNT-QP, TNT1.

Dy chy chm quc phng, Dy n thngQP, Dy n chu nc QP.

Ngi trn mt (loi 6m, 8m, 9m, 10m, 12m,)

Ngi trn mt (loi 6m, 8m, 9m, 10m, 12m,)

Ngi xung l (loi 8m, 10m, 12m, 15m, 18m, 21m, 24m) Mi n: Loi MN-31 400gr/qu.

Loi MN-31 850 gr/qu.

Loi NE-31 400 gr/qu.

Loi TMN-15 400 gr/qu.

Cc sn phm cng ty nhp t nc ngoi bao gm:

TNT-TQ, P.315Kp in vi sai an ton Trung QucDy n chu nc Trung QucMi n: Mi n Anzomex ICI (loi 400gr/qu v loi 175 gr/qu)Mi n Pentolite loi 175 gr/qu

Ngi n xung l KLHD

Loi 6m - 400m/s

Loi 10m - 400m/s

Loi 12m - 400m/s

Loi 18m - 400m/s

Loi 21m - 400m/s

Loi 24m - 400m/s

Ngi n trn mt TLD:

Loi Primadlet ICI (loi 4,9m, 6,1m, 12m)

Loi Raydet TLD (loi 4m, 5m, 6m)

Cc loi sn phm thuc n m cng ty kinh doanh u l loi thuc n c kh nng cng ph rt mnh. Do vy vic bo qun cng nh vn chuyn cc loi thuc n ny trong qu trnh tiu th i hi an ton rt cao. Ta c th thy r mt s c tnh k thut c bn ca cc sn phm thuc n ca cng ty qua bng sau:

Bng 15 : Bng c tnh k thut ca mt s sn phm thuc n ca cng ty

SttCh tiun vLoi thuc n

Anfo thngAnfo chu ncAn ton AHIZecno

1

2

3

4

5

6

7T trng ri

Kh nng sinh cng

nn tr di

Tc n

Kh nng chu nc

Thi gian bo m

Quycch ng giG/cm3Cm3Mm

Km/s

Gi

Thng

Kg

0,8-0,9

320-330

15-20

3,5-4

0

3

250,85-0,9

310

17

3,5-3,8

4-5

3

25250-260

10

3

0

3

36mmx0,2Kg0,85-0,95

350-360

14-16

3,2-4

0

6

25


c im v dy chuyn sn xut cc loi thuc n ca cng ty

Hin nay cng ty c hai loi dy chuyn sn xut v phi ch cc loi thuc n: mt loi dy chuyn l tnh v mt loi dy chuyn l ng.

- Dy chuyn tnh l loi dy chuyn c t ti mt nh my c nh, thuc n c sn xut ti ri mi c chuyn i tiu th ti cc ni khc. Ni sn xut thng xa ni tiu th

- Dy chuyn ng l loi dy chuyn sn xut thuc n trc tip ti khai trng. Khi pht sinh nhu cu (thng l cc hp ng vi khi lng thuc n ln) trnh vic phi vn chuyn thuc n trn mt on ng di cng ty u t mua hai xe sn xut thuc n trc tip ti khai trng. Xe ny s n trc tip ti khai trng, t ng trn thuc n, khoan l n v np thuc n.

Kt qu tiu th sn phm vt liu n nm 2003 ca Cng ty Vt liu n Cng nghip theo sn phm.

Nhn chung doanh thu t vic kinh doanh vt liu n ca Cng ty Vt liu n Cng nghip ch yu n t cc sn phm thuc n. iu ny l iu d hiu v t lu cng ty coi sn phm thuc n l sn phm truyn thng v ch o ca cng ty. Ta c th thy iu qua bng bo co sau:

Bng 16 : Bng kt qu tiu th sn phm vt liu n theo nhm sn phm nm 2003 ca cng ty Vt liu n cng nghip

Ch tiun vS lngS tin

Tng doanh thu--408.550.594.000

Thuc cc loiTn28.000321.374.928.000

Kp cc loi1000 ci19.00038.079.790.000

Dy cc loi1000 m19.05026.960.960.000

Ph kin khc--22.134.916.000


Nhn xt: T bng trn ta thy r rng l doanh thu tp trung ch yu vo vic kinh doanh sn phm thuc n. C th doanh thu t vic kinh doanh thuc n nm 2003 ca cng ty l 329.802.402.000 ng. Trong khi tng doanh thu kinh doanh vt liu n l 416.978.068.000 ng. Nh vy doanh thu t vic kinh doanh thuc n chim 70,09% tng doanh thu vt liu n. Kinh doanh kp cc loi t 38.079.790.000 ng chim 9,13%. Doanh thu t vic kinh doanh cc loi dy l 26.960.960.000 ng chim 6,46%. Doanh thu t vic kinh doanh cc ph kin khc t 22.134.916.000 ng t 5,3%.

Kt qu tiu th sn phm vt liu n theo th trng

L mt cng ty trc thuc Tng cng ty than Vit Nam, nhim v trc ht ca Cng ty Vt liu n Cng nghip l cung cp vt liu n cho ngnh khai thc than. Chnh v vy c s phn chia th trng ca cng ty cng chu nh hng ca yu t ny. Cng ty phn chia th trng vt liu n ca mnh thnh hai khu vc l trong ngnh khai thc than v ngoi ngnh khai thc than. Tuy nhin ngy ny do nhu cu v vt liu n pht sinh rt nhiu trong cc ngnh khc ngoi ngnh khai thc than nh ngnh sn xut xi mng, cc ngnh giao thng, xy dng do cng ty khng ngng m rng th trng cung cp vt liu n cho cc ngnh ny. Tuy t trc ti nay ngnh than vn c coi l th trng chnh tiu th cc sn phm vt liu n ca cng ty nhng thc t trong nhng nm tr li y v c bit l trong nm 2003 doanh thu em li t vic kinh doanh sn phm vt liu n trong hai khu vc th trng ny l ngang nhau. Ta c th thy r iu ny qua bng sau:

Bng 17 : Bng kt qu tiu th sn phm vt liu n theo th trng nm 2003 ca cng ty Vt liu n cng nghip

Ch tiuS tinTrong nghnhNgoi nghnh

Tng doanh thu408.550.594.000206.817.369.000201.733.225.000

Thuc cc loi321.374.928.000177.456.149.000143.918.780.000

Kp cc loi38.079.790.00010.331.790.00027.748.000.000

Dy cc loi26.960.960.0003.606.470.00023.354.490.000

Ph kin khc22.134.916.00015.422.960.0006.711.956.000


Nhn xt: qua bng trn ta thy mt iu rt r l doanh thu em li cho cng ty t hai khu vc th trng trong ngnh than v ngoi ngnh than l cn bng nhau. C th tng doanh thu t vic kinh doanh mt hng vt liu n trong ngnh than nm 2003 l 217.045.598.000 ng, trong khi con s ny ngoi ngnh than l 199.923.470.000 ng. T l % l 52%/48%. i vi tng mt hng c th nh sau:

-Mt hng thuc n: t l ny l 53,8/46,2

-Mt hng kp cc loi: t l ny l 27/73

-Mt hng dy cc loi: t l ny l 13/87

-Mt hng ph kin khc: t l ny l 69/31

R rng c s cn i gia hai khu vc th trng, iu ny cho thy l cng ty rt n lc trong vic m rng th trng kinh doanh ca mnh. T mt th trng truyn thng v kh hp l ngnh than, cng ty khng ngng m rng th trng kinh doanh sang cc ngnh khc v ngy nay cng ty c thnh qu ht sc rc r l t c s cn bng gia hai th trng.

1.2 Tm hiu cng tc k hoch ha tiu th

a- C s, cn c xy dng k hoch tiu th

Trc ht l cn c vo k hoch m lnh o cng ty giao, tnh hnh tiu th sn phm ti cc n v kinh doanh ca cng ty nm trc, k hoch sn xut kinh doanh nm trc, cng tc nghin cu tiu th (cung, cu, gi c). Cn c vo tng s vn kinh doanh ca cng ty, li nhun nm trc t ln bng k hoch tiu th sn phm cho ph hp vi tnh hnh thc tin ca nm k hoch.

Da vo k hoch pht trin ca ngnh, da vo s vn u t ca ngnh cho cc n v, cn c vo nhim v k hoch m tng cng ty giao

Cn c vo tnh hnh pht trin kinh t x hi, lut php ca t nc trong nhng nm gn y xem chng c nh hng nh th no n cng ty. Cng ty cn cn c vo c s bin ng ca nn kinh t th gii (nhm mc ch ln k hoch nhp khu cho ph hp). T xy dng k hoch tiu th cho hp l.

Nh vy l cn c cng ty lp k hoch tiu th sn phm ch yu da vo s ch o ca tng cng ty v lnh o cng ty, v th nhiu khi mang tnh th ng, khng st vi thc t, thc hin mang tnh ch quan. Trong tng lai cng ty cn c phng php, nguyn tc lp k hoch r rng, c th cho tng thi k: ngn hn, trung hn, di hn tin ti lp chin lc kinh doanh ph hp vi i hi ca nn kinh t th trng .

a- K hoch tiu th

Cn c vo cc quyt nh ca tng cng ty v ch th ca ban lnh o cng ty, phng k hoch ch huy sn xut hng nm c nhim v lp k hoch tiu th sn phm ca cng ty.

Cc k hoch tiu th ny s c chuyn n ban lnh o cng ty t nh gi xem xt xem k hoch ny c kh thi hay khng, c ph hp vi tnh hnh thc t v kh nng v mi mt (ti chnh, lao ng) ca cng ty hay khng. T chp nh k hoch hay hy b. Nu k hoch c thng qua th c phi sa i, b sung hay khng v nu phi sa i b sung th sa i b sung nhiu t ra sao. K hoch sau khi c cp trn thng qua s c chuyn n cc phng ban khc trong cng ty, cc n v kinh doanh ca cng ty, h tin hnh cc hot ng cn thit nhm bin k hoch thnh hin thc.

1.3 Cc chnh sch thc y tiu th m cng ty v ang p dng

Mi cng ty mun t hiu qu cao trong hot ng tiu th u phi ra c cc chnh sch tiu th c th. Chnh sch tiu th c hiu theo nhiu ngha khc nhau. C th hiu chnh sch tiu th l tp hp cc bin php thc y hot ng tiu th pht trin. Nu hiu theo ngha ny th hin nay Cng ty Vt liu n Cng nghip ang p dng hai chnh sch tiu th ch yu l: chnh sch gi c v chnh sch v dch v.

a- Chnh sch gi c

Nh gii thiu phn u, hin nay trn th trng kinh doanh vt liu n nc ta c hai cng ty ln kinh doanh trong lnh vc ny l Cng ty Vt liu n Cng nghip trc thuc Tng cng ty than Vit Nam v cng ty GAET ca B Quc Phng. Xt v mt quy m th Cng ty Vt liu n Cng nghip c u th hn, iu c phn tch trong cc phn trc y. Tuy nhin trong nhng nm gn y, cng ty GAET cnh tranh rt quyt lit vi Cng ty Vt liu n Cng nghip c bit on th trng cc khch hng nh. Da vo u th v quy m nh ca mnh kh ph hp vi on th trng nh, cng ty GAET a ra mt mc gi kh hp dn ti th trng ny lm cho Cng ty Vt liu n Cng nghip mt li th cnh tranh trong nhng on th trng ny.

Nguyn nhn dn n vic cng ty GAET c th a ra c mt mc gi kh hp dn nh vy trc ht l do li th v ngun nguyn liu. Nh gii thiu, cng ty GAET l cng ty trc thuc B Quc Phng m B Quc Phng li l nh cung ng nguyn vt liu ch yu trong nc cho cc cng ty sn xut thuc n do vy cng ty GAET lun c u i v l ngi nh. Chnh t s u i trong vic cung ng nguyn vt liu lm cho ch ph sn xut ca cng ty GAET thp hn so vi Cng ty Vt liu n Cng nghip dn n vic GAET c th a ra mt mc gi hp dn.

Th hai l do li th t quy m nh ca cng ty GAET. Chnh t vic c quy m nh nn cng ty GAET thch hp hn vi cc hp ng nh v h linh hot hn. Mt li th na cng phi k n i vi cng ty GAET l hu ht cc hp ng mua vt liu n t pha B Quc Phng u c u tin cho cng ty GAET l con cng ca B Quc Phng. Do vy cnh tranh trong nhng on th trng nh vy Cng ty Vt liu n Cng nghip gp rt nhiu kh khn. khc phc nhng kh khn ny, Cng ty Vt liu n Cng nghip c mt s chnh sch c th c bit l cc chnh sch iu chnh gi c cho ph hp nhm gim li th cnh tranh ca cng ty GAET v gi. Bn cnh vic gim gi, cng ty cn p dng mt chnh sch khc l chnh sch v dch v.

b- Chnh sch v dch v

C th ni quy m sn xut ngy cng tng, tin b khoa hc k thut v cc mi quan h giao dch ngy cng pht trin th cng t ra nhiu yu cu mi cho hot ng tiu th sn phm trong phi k n cc hot ng dch v khch hng. Dch v lc ny tr thnh v kh cnh tranh sc bn ca doanh nghip. Nhn thc r c tm quan trng ca cc hot ng dch v khch hng cng vi vic ng trc s cnh tranh khc lit v gi ca cng ty GAET trong nhng nm gn y Cng ty Vt liu n Cng nghip khng ngng ch trng vo cc hot ng dch v khch hng. V mt l thuyt cc hot ng dch v khch hng xut hin mi ni, mi lc, mi giai on ca qu trnh tiu th. Thc hin ng phng chm , Cng ty Vt liu n Cng nghip t chc cung cp cc hot ng dch v ti mi thi im ca qu trnh tiu th c trc, trong v sau tiu th. C th:

- Trc qu trnh tiu th cng ty t chc cc dch v t vn cho khch hng. Bng vic huy ng mt lc lng cc chuyn gia c trnh v kinh nghim lu nm trong ngnh vt liu n, cng ty cung cp cho khch hng cc dch v t vn v khi lng thuc n sao cho ti u ha chi ph, t vn v loi thuc n s dng cho hp l.

- Trong qu trnh tiu th: Bng vic huy ng mt h thng cc xe chuyn ch vt liu n cng ty vn chuyn vt liu n n tn ni cho ngi tiu dng. Nh ta bit thuc n l loi sn phm i hi s an ton tuyt i trong khi chuyn ch do khu chuyn ch l khu gy kh khn nht cho khch hng. Nm bt c nhu cu cng ty khng ngn ngi u t mt h thng ln cc xe chuyn dng phc v khch hng lm cho khch hng hon ton yn tm khi s dng sn phm vt liu n ca cng ty.

- Sau qu trnh tiu th: Vi mt i ng k s lnh ngh cng ty cn cung cp cc dch v khoan n, t thuc n v n cho khch hng.

Chnh nh vic cung cp cc dch v cho khch hng mt cch trn gi nh trn ca Cng ty Vt liu n Cng nghip lm cho khch hng hon ton yn tm vo cng ty. H t nim tin ca mnh vo cc dch v rt hu hiu ca cng ty v do vy uy tn ca cng ty tng ln kh cao. Chnh iu ny tng li th cnh tranh ca cng ty ln rt nhiu, gp phn ng k vo vic gim p lc cnh tranh v gi t pha cng ty GAET

II- Cc nhn t nh hng ti hot ng tiu th

Bt c mt doanh nghip no trong qu trnh tn ti v hot ng ca mnh cng u chu nh hng ca mi trng xung quanh. Mi trng xung quanh ca doanh nghip chia ra lm mi trng v m v mi trng vi m. Cng c th chia mi trng ra lm cc nhn t bn trong v cc nhn t bn ngoi. Cng ty Vt liu n Cng nghip cng khng phi l mt ngoi l. Cc nhn t thuc mi trng kinh doanh cc nhng nh hng r rt ti hot ng tiu th ca cng ty.

2.1 Cc nhn t thuc mi trng bn ngoi

2.1.1 Mi trng quc t

Mc d Cng ty Vt liu n Cng nghip c kh nng t sn xut cc sn phm thuc n v th trng tiu th ca cng ty ch yu l th trng trong nc, nhng khng phi nh vy l cc hot ng kinh doanh ca cng ty khng chu nh hng ca mi trng quc t. Tuy cng ty t sn xut c cc mt hng thuc n nhng do nhu cu ca th trng l ln, vt qu kh nng t sn xut ca cng ty, do cng ty vn phi nhp cc sn phm thuc n c sn xut nc ngoi v tiu th th trng trong nc. Ngoi ra do sn phm thuc n l loi sn phm c bit, ngun nguyn vt liu trong nc do b Quc Phng cung cp khng th no p ng c nhu cu ca cng ty ,do cng ty c cc nh cung ng nc ngoi, c bit l cng ty NORINCO ca Qung Ty, Trung Quc. Chnh v vy cc hot ng kinh doanh ca cng ty, c bit l hot ng tiu th sn phm chu nh hng kh ln t mi trng quc t. Nhng bin ng trong mi trng kinh doanh quc t ni chung v nhng bin ng trong nn kinh t ca nhng nc m cng ty nhp khu thnh phm thuc n v nguyn vt liu n ni ring: Cc thay i v chnh tr, lut php ti cc nc ny u nh hng ti hot ng tiu th ca cng ty. V cng tc tiu th l kt qu ca cng tc sn xut. Nu nhng yu t trn l tt n s to iu kin thun li cho cng tc tiu th ca cng ty, cn ngc li s gy kh khn cho cng tc tiu th ca cng ty.

2.1.2 Mi trng kinh t quc dn

Cc nhn t thuc mi trng kinh t quc dn trc ht phi k n cc chnh sch ca nh nc. Trong nhng nm tr li y, cc ngnh cng nghip khai thc nc ta, c bit l ngnh cng nghip khai thc than c nh nc ch trng pht trin. L mt cng ty trc thuc Tng cng ty than Vit Nam, chu trch nhim cung ng vt liu n cho ngnh ny, Cng ty Vt liu n Cng nghip gp nhng thun li nht nh trong lnh vc tiu th sn phm ca mnh. Ngoi ra nhng bin ng khc trong mi trng kinh t quc dn cng c nhng tc ng n cng tc tiu th ca cng ty nh tc tng trng, tc lm pht, tht nhng nghip, cht lng hot ng ca cc ngn hngChng hn chnh sch tn dng (li sut, thi gian cho vay vn) ca ngn hng nh hng trc tip ti kh nng huy ng vn v s dng vn kinh doanh ca cng ty, qua nh hng n cc hot ng khc ca cng ty, trong c hot ng tiu th sn phm.

2.1.3 Nh cung cp

Nh gii thiu trn t nm 1995 tr li y, cng ty c hai ngun cung cp nguyn liu chnh l B Quc Phng v cng ty NORINCO ca Qung Ty, Trung Quc. nh hng ca cc nh cung cp th hin qua vic cng ty chu cc sc p t cc nh cung cp. Nu nhng sc p ny l nh, tc cng ty c u i v gi, s lng cng nh cht lng ca nguyn vt liuto iu kin cng ty thc hin h gi thnh sn phm v tin n vic h gi bn, dn n thc y hot ng tiu th sn phm.

2.1.4 i th cnh tranh

i th cnh tranh ln nht ca cng ty hin nay l cng ty GAET ca B Quc Phng. Mc d l cng ty c u th hn trn th trng, nhng nhng kh khn m cng ty gp phi t i th cnh tranh l khng nh. Do cng ty GAET l cng ty c quy m nh hn, do c u th trong cc hp ng c quy m nh. y l mt mng th trng kh ln m cc ty cn phi c cc bin php hu hiu nng cao kh nng cnh tranh ca mnh nhng th trng ny. Tuy hin nay nhn trn mc tng quan, Cng ty Vt liu n Cng nghip ang c u th trn th trng c th hin qua bng sau:

Bng 13 : Bng d bo nhu cu vt liu n ca th trng

Nm20032004200520062007200820092010

VLNCN3700040000420004350045000470004850050000

GAET70007500800095009500100001150012000


Nhn vo bng ta thy trong khong thi gian t nay n nm 2010, trn th trng s khng xut hin mt i th cnh tranh no tm c nh Cng ty Vt liu n Cng nghip v cng ty GAET nhng khng phi v th m cng ty khng ch trng n cng tc nng cao v th cnh tranh ca mnh.

2.1.5 Khch hng

Nh ta bit khch hng quan trng nht ca cng ty l cc n v khai thc than. Nhng trong nhng nm gn y bng n lc ca mnh, cng ty thit lp c cc mi quan h tiu th di hn ca mnh vi cc n v trong cc ngnh khai thc khc nh cc n v sn xut trong ngnh sn xut xi mng, cc n v o hm trong cc cng trnh xy dng giao thng v dn dng. nh hng ca khch hng n cc hot ng tiu th ca cng ty, m c bit l hot ng tiu th sn phm l iu d thy. Ty thuc vo kh nng quan h tt i vi khch hng m sc p t pha khch hng l t hay nhiu.

2.2 Cc nhn t bn trong

2.2.1 Ngnh ngh kinh doanh

L mt n v sn xut kinh doanh trc thuc Tng cng ty than Vit Nam, ngnh ngh kinh doanh chnh ca Cng ty Vt liu n Cng nghip l sn xut v nhp khu cc sn phm n v cc ph kin n phc v cho ngnh khai thc than l ch yu v phc v cc ngnh khai thc khc trong nn kinh t quc dn. Ngnh khai thc than l ngnh c quyn ca nh nc ta, do ngnh ny c hng nhng u tin nht nh ca mt ngnh kinh t c nh nc bo h. L mt n v trc thuc Tng cng ty than Vit Nam trc tip cung cp vt liu n cho ngnh khai thc than nn t nhiu cng ty cng c hng nhng u tin , c bit l trong lnh vc tiu th sn phm .

2.2.2 Hot ng marketing

nm bt v hiu r nhu cu ca khch hng cng nh cc thng tin v i th cnh tranh th hot ng marketing l hot ng v cng cn thit i vi Cng ty Vt liu n Cng nghip hot ng trong nn kinh t th trng, ni c s cnh tranh ht sc khc lit th hot ng ny li cng c ngha hn. Cng tc marketing cng tt th hot ng tiu th cng c thun li. Tuy nhin cng tc ny Cng ty Vt liu n Cng nghip dng nh vn cha c ch trng mt cch ng mc. Cng ty cn c nhng iu chnh b sung kp thi lm tt hn cng tc marketing.

2.2.3 Lc lng lao ng

i ng cn b cng nhn vin ca cng ty gm c 1885 ngi, trong c 345 ngi c trnh i hc chim 18,5% trong tng s cn b cng nhn vin, s ngi c trnh trung cp l 144 ngi chim 7.76% tng s cn b cng nhn vin, s cng nhn k thut l 639 ngi chim 37,74%. Trnh nng lc ca i ng cn b cng nhn vin c nh hng trc tip n cc hot ng ca cng ty. Ring hot ng tiu th sn phm chu nh hng trc tip t nng lc ca cc nhn vin marketing v nhn vin bn hng. Cng ty cn ch trng o to bi dng nng lc cho cc nhn vin ny nu cng ty mun cng c hot ng tiu th sn phm.

2.2.4 Tnh hnh ti chnh

Mi doanh nghip mun tin hnh hot ng kinh doanh u cn phi c vn. Ngun vn c ngha rt quan trng i vi m hot ng ca cng ty. Cng ty huy ng vn tt s to iu kin thun li cho cc hot ng ca cng ty pht trin. i vi cng tc tiu th l cng tc trc tip thu hi vn cho cc doanh nghip, do vy c im ti chnh ca cng ty c lin h mt thit vi hot ng tiu th. Nu cng tc tiu th tin hnh thun li, lng tin bn hng thu hi nhanh s lm cho lng vn ca cng ty khng b ng khch hng, ngc li nu cng tc tiu th gp kh khn, lng tin bn hng ca doanh nghip b khch hng chim dng, cng ty s gp kh khn v vn. gii quyt vn ny, cng ty s phi tm cc ngun huy ng vn khc bng cc khon n ngn hn. i vi Cng ty Vt liu n Cng nghip nh gii thiu trn, do c im ca ngnh ngh kinh doanh, do vy lng vn b ng khch hng ln. m bo lng vn kinh doanh cng ty phi lin tc huy ng vn bng cc khon vay ngn hn. Do n ngn hn ca cng ty chim mt t trng ln trong ngun vn ca cng ty. Ta c th thy c iu qua bng c cu ngun vn ca cng ty nm 2001 v 2002.

Bng 14 : Bng c cu ngun vn ca cng ty nm 2001 v nm 2002

Ch tiu31/12/200131/12/2002

S tin (ng)T trng (%)S tin (ng)T trng (%)

I.Tng ti sn177.475.527.966100266.157.361.550100

1.TSL v u t ngn hn137.784.239.31577,6221.264.169.70383,1

Trong :hng tn kho59.298.456.56943,080.620.357.78336,4

Cc khon phi thu68.542.395.34949,7129.261.732.91058,4

2.TSC v u t di hn39.691.288.65122,444.893.191.84716,9

II.Ngun vn177.475.527.966100266.157.361.550100

1. N phI tr130.230.456.36573,4202.712.221.50776,2

N ngn hn130.130.456.36573,3197.507.371.50774,2

N di hn005.196.400.0000

N khc100.000.0000,18.450.0000,2

2.Ngun vn ch s hu47.245.071.60126,663.445.140.64323,8


III- nh gi chung hot ng tiu th sn phm vt liu n ti Cng ty Vt liu n Cng nghip

3.1 Nhng kt qu t c

Trong nhng nm va qua, nhn chung cng ty tn dng c li th ca mnh l kinh doanh trong ngnh kinh doanh khc c bit, c t i th cnh tranh. Mt khc, v th trng tiu th cng ty tn dng c li th l thnh vin ca Tng cng ty than Vit Nam, do vy m cng ty lun chim c u th trong th trng vt liu n dng cho khai thc than. Chnh mng th trng ny gip cng ty tn ti v pht trin trong thi gian qua.

Ngoi ra, nh c trnh by trong phn trc, nh nhng n lc khng ngng ca ton b cn b cng nhn vin cng ty v c bit l ban lnh o cng ty khng ngng tm ti v tn dng nhng c hi kinh doanh c c pht trin th trng ra ngoi ngnh than v kt qu l cho n nay cng ty k kt hp ng cung ng vt liu n cho rt nhiu, rt nhiu nhng cng ty khc khng phi hot ng trong ngnh khai thc than nh cc cng ty hot ng trong ngnh khai thc sn xut xi mng, cc n v thi cng cc cng trnh giao thng, cc cng trnh khc nh thy in v thc t doanh thu em li t hai th trng ny l cn bng nhau.

V cng tc t chc bn hng cc chi nhnh ca cng ty nm trn mi min ca t quc ni c v tr thun li nh a bn cc tnh c ngnh khai thc pht trin, i ng nhn vin phc v tn tnh chu o, c trnh hiu bit v am hiu chuyn mn nghip v. Cng ty cn t chc cc hot ng dch v sau bn hng to nim tin i vi khch hng, nng cao uy tn ca cng ty.

Cng ty p dng mt chnh sch gi bn linh hot hp l, ph hp vi nhu cu th trng. Mi thnh vin trong cng ty khng qun ngi kh khn gian kh lun hon thnh tt mi nhim v c giao bng tt c kh nng ca mnh.

Nh nhng u im trn m li nhun hng nm ca cng ty khng ngng tng ln, em li thu nhp cao cho mi ngi, gp phn nng cao i sng cho ton b cn b cng nhn vin ca cng ty, a cng ty ngy cng pht trin tin ln ng vng trong cnh tranh.

3.2 Nhng tn ti hn ch

Bn cnh nhng u im trn th hot ng tiu th ca cng ty cng bc l nhiu hn ch.

- V cng tc lp k hoch tiu th.

Cng tc lp k hoch tiu th ca cng ty cn nhiu hn ch. Hng nm phng k hoch ch huy sn xut cc c nhim v lp k hoch tiu th ca cng ty, cc k hoch ny ch yu da vo cc quyt nh ca Tng cng ty v ch th ca ban lnh o cng ty nn nhiu khi mang tnh ch quan khng theo nguyn tc, phng php c th. Cha c k hoch ngn hn cho tng thng, tng qu. K hoch nhiu khi khng st vi thc tin gy nh hng n hot ng sn xut cng nh hot ng tiu th ca cng ty. Do vy c th lp k hoch tiu th chnh xc, ph hp vi nhu cu ca th trng cng nh tnh hnh thc t ca cng ty th cng tc lp k hoch ca cng ty cn phi c ch trng hn c v nhn lc v vt lc.

- V cng tc nghin cu th trng

Cng ty Vt liu n Cng nghip l cng ty sn xut nhng bn cnh cng ty cng mua sn phm t cc nh sn xut khc tiu th do vy cng tc nghin cu th trng l ht sc quan trng trong quan trng sn xut v kinh doanh ca cng ty. Nu lm tt cng tc ny s lm cho doanh nghip tng doanh thu bn, tng hiu qu kinh doanh, tng li nhun, m rng quy m kinh doanh ca doanh nghip.

Hin nay hot ng v hnh thc nghin cu th trng ca cng ty cn n gin, cha c phng php nghin cu r rng c th, mang tnh kinh nghim nhiu hn coi l mt hot ng nghip v chuyn mn. Vi quy m kinh doanh ngy cng ln m cng ty vn cha t chc mt phng ring bit chuyn nghin cu v th trng, chnh v vy m cng ty khng th tm ti mt cch su st nhu cu th trng phc v cho hot ng sn xut, kinh doanh ca mnh. Cng ty khng c phng nghin cu th trng ring bit m ch l mt b phn nh thuc Phng k hoch ch huy sn xut, v vy cng tc ny cn bc l nhiu hn ch v chuyn mn, cha p ng c yu cu ca tnh hnh thc t hin nay.

H thng knh tiu th ca cng ty cn kh n gin, ch yu l knh tiu th trc tip. Do vy h thng ny nhiu khi cha p ng c kp thi v y nhng yu cu ca khch hng c bit l nhng khch hng nhng tnh m cng ty khng c n v hot ng. p ng nhu cu ngy cng cao ca th trng trong tng lai, cng ty cn c bin php m rng h thng knh tiu th bng cch m thm cc i l, chi nhnh, ca hng bn hng nhng ni thch hp c th tip xc c vi khch hng mt cch thun tin nht.

Cho n nay cng ty mi ch qung co sn phm ca mnh trn mt s bo v tp ch v da vo uy tn ca mnh to hnh nh trong lng khch hng. Cng ty cha tin hnh qung co sn phm ca mnh rng ri trn cc phng tin thng tin i chng nh pht thanh truyn hnh. Vn bit sn phm ca cng ty l sn phm c bit, t c s dng trong dn chng nhng nu cng ty cho qung b sn phm ca mnh mt cch rng ri th cc t chc s bit r hn v sn phm ca cng ty v nh vy s to iu kin thc y cng tc tiu th sn phm ca cng ty.

Cng ty Vt liu n Cng nghip mc d t sn xut c cc sn phm ca mnh nhng s lng vn cn rt hn ch. Cng ty vn phi nhp cc sn phm thuc n t nc ngoi v tiu th trong nc nn gi nhp tng i cao, li cng thm ph vn chuyn kh ln y gi thnh sn phm ca cng ty ln cao lm gim li th cnh tranh ca cng ty gy kh khn cho cng tc tiu th sn phm. Do vy trong tng lai cng ty cn tng cng nghin cu t sn xut nhm lm gim gi thnh sn phm tng li th cnh tranh ca mnh.

3.3 Nguyn nhn

- Do cng tc nghin cu th trng ca cng ty cn yu km cha p ng c nhu cu ca thc t, nhn thc v u t cho cng tc ny cha ng mc. Cng ty khng c phng nghin cu th trng ring m do cc phng ban khc kim nhim. Cc nhn vin lm cng tc nghin cu th trng cn thiu chuyn mn, nghip v yu km, thc hin vic nghin cu th trng da vo kinh nghim l chnh, do vy nhiu khi khng nm bt c y cc thng tin v th trng, v nhu cu khch hng nn b l nhiu c hi. y cng l mt trong nhng nguyn nhn gy nn vic knh tiu th ca cng ty cha p ng c nhu cu thc t.

- Cng tc tip th qung co sn phm cha c quan tm ng mc nh:

u t cho cc hot ng ny cn qu t v khng c coi trng. Hin nay cng ty Vt liu n cng nghip vn cha cho qung b sn phm ca mnh mt cch rng ri. Cng ty mi ch cho qung co sn phm ca mnh trn mt s bo v tp ch chuyn ngnh. iu ny lm gim kh nng khi gi c nhu cu cho khch hang tim nng ca cng ty.

Cha c i ng nhn vin chuyn lm cng tc ny. Nh gii thiu nhng phn trc cc hot ng marketing ca cng ty do mt s nhn vin ca phng k hoch sn xut m nhim do hot ng cha c hiu qu nh mong mun.

- Trnh i ng nhn vin lp k hoch cha p ng c nhu cu thc tin, cha hiu r v nguyn tc, phng php xy dng k hoch. Cng ty cn c bin php o to nhm nng cao nng lc ca i ng ny hon thin cng tc lp k hoch nhm xy dng mt k hoch c th v chnh xc hn.

Chng III

MT S GII PHP NHM Y MNH CNG TC TIU TH TI CNG TY VT LIU N CNG NGHIP

I- nh hng pht trin ca Cng ty Vt liu n Cng nghip

K hoch pht trin chung

Do mi chuyn i thnh cng ty TNHH mt thnh vin tc l mc c lp v hoch ton kinh doanh cng nh trch nhim v kt qu sn xut kinh doanh ca mnh cao hn do ngay t khi bt u chuyn i loi hnh doanh nghip ban lnh o cng ty kp thi ra nhng k hoch v chin lc trc mt cng nh lu di nhm mc ch a cng ty khng ngng pht trin i ln thnh mt doanh nghip mnh ton din. Nhng k hoch ch yu ca cng ty trong thi gian ti l:

- u t sn xut Nitrat Amn l nguyn liu c bn sn xut thuc n m bo xp, tinh khit trn 95% ch ng cung ng cho cc c s sn xut thuc n.

- u t nghin cu nguyn liu khc phc v sn xut ph kin n. ng b hin i ho dy chuyn ph kin n.

- Hon thin cng tc sn xut vt liu n cng nghip, mng li cung ng dch v c chuyn mn cao, p ng kp thi i vi nhu cu ca cc h tiu th.

- u t b xung trang thit b khoan, xe bn ti phc v n mn cho cc c s vi mc tiu nng cao gi tr n mn ln 15 20 t ng/nm v a cng ngh tin hc vo lp h chiu, thit k mng khoan, tnh ton chi ph dch v khoan n mn, chng minh hiu qu n mn cho khch hng.

- Tip tc i mi c cu vn ti trong cng ty, sa cha nng cp tu bin hin c v u t thm tu bin mi, xe vn ti c trung bnh (KAMAZ, MAZ), xe bn ti... p ng nhu cu vn ti trn 30000 tn/nm

- Xy dng v cng c h thng cng (Bch Thi Bi, Mng Dng) ngoi dch v xp d vt liu n cn lm thm nhim v khc.

- Xy dng v hon thin b my t chc hin c, thnh lp thm t chc mi, sp xp, b tr lao ng cn b hp l ng quy hoch nng cao cht lng hot ng ca mi t chc, nng cao hiu qu sn xut ca cng ty cng ty pht trin vng chc t doanh thu trn 600 t ng/nm v tin ti xut khu vt liu n cng nghip.

- Chm lo v bo v quyn li chnh ng ca ngi lao ng, m bo cng n vic lm , thu nhp n nh v tin ti nng cao dn trong thi gian ti.

- Tng kh nng t quyt nh cc vn trong sn xut kinh doanh mt cch nhanh chng, chnh xc, p ng kp thi v u t xy dng c bn, v sn xut cung ng vt liu n cng nghip, kinh doanh vt t thit b ph hp v p ng nhu cu ca th trng.

- Trong thi gian trc mt cng ty tp s trung vo mt s k hoch tiu biu nh sau:

+ Tip tc nng cao v hon thin dy chuyn thuc n Anfo v Anfo chu nc nng cao hiu qu s dng hai loi thuc n trn, s l t trng thuc n, nghin cu c gii ho khu tp n

+ Nghin cu v u t sn xut nh tng an ton chu nc c sc cng ph mnh cho cc hm l c kh Mtan v bi n. Pht trin v hon thin phng php sn xut thuc n nh tng ri.

+ Nghin cu u t sn xut mt s chng loi thuc n, ph kin n, ph liu n.

Mt s mc tiu chnh ca cng ty

a. a dng ha sn phm, la chn sn phm mi nhn

a dng ha sn phm, la chn sn phm mi nhn thot nghe tng chng nh y l hai chin lc ring bit v i lp nhau nhng thc ra khng phi nh vy. a dng ha sn phm l mt hnh thc tng trng kh ph bin i vi cc doanh nghip hin nay. Theo phng thc ny bn cnh cc mt hng truyn thng ca mnh, cc doanh nghip s m rng kinh doanh sang mt s lnh vc khc c th l lin quan n ngnh v lnh vc truyn thng ca mnh hoc khng lin quan. Nhn thc c ngha ca chin lc a dng ha sn phm i vi s pht trin ca cng ty, Cng ty Vt liu n Cng nghip , ang v s tip tc theo ui chin lc ny. C th bn cnh ngnh ngh kinh doanh truyn thng ca cng ty l vt liu n cng nghip bao gm cc lnh vc kinh doanh sau:

1 Sn xut, phi ch- th nghim vt liu n cng nghip.

2 Xut khu, nhp khu vt liu n cng nghip, nguyn liu ho cht sn xut vt liu n cng nghip.

3 Bo qun, ng gi, cung ng d tr quc gia v vt liu n cng nghip.

Cng ty m rng lnh vc kinh doanh ca mnh ra cc lnh vc khc theo c hai hng l c lin quan n ngnh ngh truyn thng ca cng ty v khng lin quan n ngnh ngh truyn thng ca cng ty. C th cc ngnh kinh doanh m cng ty mi tham gia kinh doanh bao gm:

4 Sn xut, cung ng: Dy in, bao b, ng gi thuc n, giy sinh hot, than sinh hot, vt liu xy dng.

5 Thit k thi cng xy lp dn dng cc cng trnh giao thng thu li.

6 May hng bo h lao ng, hng may mc, xut khu.

7 Lm dch v khoan n mn cho cc m l thin, hm l k c n mn di nc theo yu cu ca khch hng.

8 Nhp khu vt t thit b v nguyn vt liu may mc , cung ng xng du v vt t thit b.

9 Vn ti ng b, sng bin, qu cnh cc hot ng cng v v i l vn ti bin. Sa cha phng tin vt ti, thi cng ci to phng tin c gii ng b.

10 Dch v n ngh.

M rng ngnh ngh kinh doanh l mt hng i tt nhng cng ty khng v th m xem nh cc sn phm truyn thng ca mnh. Qun trit t tng ca Tng cng ty cng nh Ban lnh o cng ty, Cng ty Vt liu n Cng nghip vn tp trung pht trin sn phm mi nhn ca mnh l sn phm vt liu n cng nghip. iu c th hin qua t trng doanh thu em li t cc hot ng kinh doanh vt liu n cng nghip trong tng doanh thu ca ton cng ty. T trng ny thng rt cao, t 70-80% v trong nhng nm ti cng ty vn tip tc pht huy chin lc ny.

b- y mnh xy dng kt cu h tng

C s h tng l iu kin tin quyt ca qu trnh sn xut kinh doanh, n ng vai tr quan trng trong mi khu ca qu trnh sn xut kinh doanh, do vy y mnh cng tc xy dng kt cu h tng cng chnh l vic nng cao kh nng kinh doanh ca doanh nghip.

Nhn thc c y ngha v tm quan trng ca cng tc ny, ban lnh o Cng ty Vt liu n Cng nghip ra nhng mc tiu c th cho cng tc xy dng kt cu h tng ca cng ty.

Trong nhng nm ti hai k hoch ng c ch l d n xy mi v nng cp nh my sn xut thuc n dng cho hm l thin ti th x Cm Ph, tnh Qung Ninh v d n th hai l xy mi sn xut thuc n dng cho hm c kh bi n.

i vi d n th nht xut pht t thc t i hi l do nh my c nm ti th x Cm Ph nm trong din tch quy hoch ca th x, do vy cng ty phi di di nh my. Nhng ng thi vi vic di di ny, cng ty s cho tu sa nh my v xy dng nh my mi nhm nng cao cht lng ca sn phm v nng cao cng sut ca nh my. D kin khi nh my mi ny c a vo hot ng cht lng sn phm ca cng ty s c nng cao r rt.

i vi d n th hai l xy dng mi nh my sn xut thuc n dng cho hm c kh bi n cng c cng ty xut pht t yu cu thc t. Do nhu cu v loi thuc n cho hm ngm khng tng ln na trong tng lai, do vy cng ty ch ng m rng kh nng cung ng cc sn phm ca mnh bng cch a dng ha sn phm vi vic sn xut loi thuc n dng cho hm c kh bi n.

Tuy nhin thc hin cc k hoch v xy dng kt cu h tng cho sn xut, kinh doanh cc cng ty u gp nhng kh khn m mt kh khn ni bt l kh khn v vn u t. Cc d n nng cp cng nh mua mi c s h tng u c gi tr rt cao, nhiu khi vt qu kh nng vn t c ca cng ty do hu ht cc cng ty khi thc hin cc d n v nng cp hay mua mi thit b my mc u phi i vay vn thc hin.

i vi Cng ty Vt liu n Cng nghip khng phi l mt ngoi l, cc d n nng cp cng nh xy mi kt cu h tng ca cng ty u c gi tr rt ln vt qu kh nng ca cng ty. D n nng cp nh my sn xut thuc n hm l thin ti th x Cm Ph tnh Qung Ninh c tr gi l 30 t ng cn i vi d n xy mi nh my sn xut thuc n cho hm c kh bi n tr gi l 100 t ng. thc hin c hai d n ny ngun vn t c ca cng ty khng th p ng c do vy cng ty phi i vay 100% vn thc hin hai d n trong.

II- Mt s gii php nhm y mnh cng tc tiu th sn phm ti Cng ty Vt liu n Cng nghip

2.1 Gii php v sn phm

2.1.1 Nng cao cht lng sn phm

a- S cn thit phi a ra gii php ny

Sn phm l i tng ca hot ng kinh doanh ca tt c cc doanh nghip. Doanh nghip v ngi tiu dng quan h vi nhau thng qua sn phm do sn phm ng vai tr rt quan trng trong qu trnh sn xut kinh doanh v n c bit quan trng trong khu tiu th. Mun tc ng n khu tiu th th trc ht phi hoch nh cc gii php nhm vo sn phm. Trong sn phm th yu t c th coi l quan trng hng u l cht lng sn phm. Nn kinh t ngy cng pht trin, i sng ngi dn ngy cng nng cao th yu t cht lng ngy cng c coi trng. Ngy nay ngi ta t n gi c ca sn phm m ngi ta nhiu hn n cht lng ca sn phm. Ngi tiu dng thch mua mt sn phm hon ho v tha mn ti a nhu cu ca h hn l mua mt sn phm vi gi r.

i vi Cng ty Vt liu n Cng nghip sn phm ca cng ty l loi sn phm kh c bit. Thuc n tuy l loi sn phm khng c tiu dng rng ri trong dn chng nh nhng sn phm n thun khc, nhng khng phi v th m cng ty khng ch n vic nng cao cht lng sn phm, c th ni cht lng sn phm ca sn phm thuc n c th hin qua hiu qu n, an tonChnh v th cng ty li cng phi ch trng n yu t cht lng ca sn phm ca mnh.

Nng cao cht lng ca sn phm cn l mt cch hu hiu cng ty nng cao kh nng tiu th sn phm ca mnh, khch hng s t tm n sn phm ca cng ty nu cht lng sn phm ca cng ty p ng tt nht c nhng yu cu ca h.

Do vy nng cao cht lng sn phm l mt vic lm cn thit t ra i vi cng ty vt liu n cng nghip hin nay.

b- Ni dung ca gii php

nng cao cht lng cho ph hp vi yu cu ca khch hng th trc ht phi xut pht t khch hng bng vic nghin cu khch hng. Phi iu tra xem khi khch hng s dng cc sn phm ca mnh h gp phi nhng vn g v h mong mun gii quyt nhng vn nh th no. Nghin cu k nhng vn gp phi ca khch hng khi s dng sn phm s gip cho cng ty tm ra c nhng im cha ph hp ca sn phm, ca mnh t c k hoch sa cha cho ph hp.

Bc th hai ca qu trnh nng cao cht lng sn phm l nghin cu nhng gii php nhm khc phc nhng hn ch . Sau khi thu nhp c cc thng tin phn hi, t pha ngi tiu dng cng ty phi nghin cu k lng nhng thng tin v tm ra cc gii php hu hiu khc phc nhm lm cho sn phm cng nghip ngy cng hon thin hn. Vic lm cho sn phm ca mnh hon thin hn p ng tt hn nhu cu ca ngi tiu dng chnh l nng cao cht lng sn phm.

2.1.2 H gi thnh sn phm

a- S cn thit ca gii php

Gi c l tn hiu trao i gia ngi sn xut v ngi tiu dng . i vi ngi sn xut gi c th hin trnh , nng lc s dng cc yu t u vo sn xut ra sn phm. Gi c cn th hin cht lng, ng cp ca sn phm m ngi mun cung cp ra th trng. i vi ngi tiu dng gi c th hin nhu cu, kh nng thanh ton cng nh k vng ca h i vi sn phm. Mt khc, gi c li c lin h ngc chiu vi nhu cu tiu dng sn phm . Gi c cng thp th nhu cu sn phm cng cao v ngc li (tt nhin l trong iu kin cc yu t khc c c nh).

Do gi c l mt yu t v cng quan trng trong vic y mnh kh nng tiu th ca cng ty. Mun tng kh nng tiu th ca mnh, mt cch lm rt hiu qu l cng ty phi gim gi c ca sn phm. Gi c ca sn phm li c quyt nh bi gi thnh sn xut, v th tm li mc ch cui cng ca cng ty l gim gi thnh ca sn phm.

i vi Cng ty Vt liu n Cng nghip khch hng ca cng ty thng l cc t chc mua vi s lng ln do vic gim gi thnh ca sn phm h gi bn l mt vic lm ht sc cn thit. i vi cc khch hng th mi quan tm hng u ca h l gi c. Do vy vic gim gi thnh c ngha rt quan trng trong vic nng cao kh nng tiu th ca cng ty.

Tuy nhin vic gim gi s i i vi vic gim li nhun, do cng ty phi xc nh r cn gim gi mc no, vo thi im no cho hp l.


h gi thnh sn phm th cng ty phi gim chi ph sn xut. C rt nhiu gii php gim chi ph sn xut. Ta c th xem xt mt s phng php sau: gim chi ph trong nguyn vt liu, ci tin cng ngh tit kim nguyn vt liu. y l mt bin php thng thy cc doanh nghip, nhm h gi thnh ca sn phm. Chi ph v nguyn vt liu thng chim mt t trng ln trong gi thnh sn phm do gim chi ph v nguyn vt liu s trc tip gim gi thnh sn phm.

Hoc l tm kim ngun cung cp nguyn vt liu c gi r hn v chi ph thp hn nh cc ngun nguyn vt liu trong nc s tit kim c chi ph vn chuyn.

i vi Cng ty Vt liu n Cng nghip ngun nguyn liu ca cng ty vn phi nhp ch yu nc ngoi vi gi khng r. Mt khc, li phi chuyn ch trn qung ng di do ph vn chuyn cao y chi ph nguyn vt liu ln cao. thc hin gii php ny trong nhng nm ti cng ty cn thit lp c nhiu mi quan h cung cp nguyn vt liu t pha cc nh cung ng trong nc.

Hin nay nh cung ng trong nc ca Cng ty Vt liu n Cng nghip l B Quc Phng, tuy nhin lng nguyn liu m cng ty nhp t B Quc Phng chim t l nh trong s nguyn vt liu ca cng ty do trong thi gian ti cng ty cn ch lp c mi quan h tt vi cc c quan chuyn trch ca B Quc Phng nhm to c ngun cung ng nguyn liu tt.

Mt gii php na h gi thnh ca sn phm l s dng c hiu qu cc ngun lc nh lao ng, chi ph vn chuyn, d tr

lm c vic ny i hi cng ty phi c i ng nh lnh o v cc nhn vin c trnh lp k hoch phn b cc ngun lc trn cho hp l, trnh tnh trng gy tht thot v lng ph ngun lc.

2.2 Gii php v cng tc tiu th sn phm

2.2.1 y mnh hot ng nghin cu th trng


Trong c ch th trng bt c mt doanh nghip no cng phi gn cng vic kinh doanh ca mnh vi th trng v ch c nh vy doanh nghip mi hy vng tn ti v pht trin c. Doanh nghip l mt ch th kinh doanh, mt c th sng ca i sng kinh t, c th cn s trao i cht vi mi trng bn ngoi - th trng. Qu trnh trao i cht din ra cng thng xuyn lin tc vi quy m cng ln th c th cng khe mnh. Ngc li, s trao i din ra yu t th c th qut quo v cht yu. thnh cng trn thng trng i hi bt k mt doanh nghip no cng phi thc hin tt cng tc nghin cu, thm d v xm nhp th trng nhm mc tiu nhn bit v nh gi khi qut kh nng xm nhp v tim nng ca th trng nh hng quyt nh la chn th trng im ny v chin lc th trng ca doanh nghip.

i vi Cng ty Vt liu n Cng nghip va l cng ty sn xut nhng cng ng thi l cng ty thng mi (cng ty nhp khu cc sn phm thuc n t cc nc khc vo tiu th Vit Nam) th hot ng nghin cu th trng l v cng quan trng. Hn th na, hot ng no cng ty cn nhiu hn ch cha c quan tm thch ng c th l cng ty cha c b phn ring chuyn trch lm cng tc th trng m n ch l mt b phn nh c kim nhim bi phng k hoch ch huy sn xut. Chnh iu ny lm cho cng tc tiu th ca cng ty gp nhiu kh khn. Do vy tng cng cng tc nghin cu th trng t m rng th trng l mt vic lm cn thit t ra i vi cng ty.


- Cc hot ng nghin cu th trng.

Nghin cu th trng l tp hp ca rt nhiu cc hot ng phc tp nhng c s lc trong ba bc:

+ Thu thp thng tin trn th trng

+ Phn tch thng tin thu thp

+ ra cc chnh sch c th v th trng

- Ni dung ca hot ng nghin cu th trng bao gm:

+ Nghin cu cc nhn t mi trng phn tch cc rng buc ngoi tm kim sot ca cng ty cng nh thi c c th pht sinh.

+ Thu thp thng tin khi qut v quy m th trng ch yu qua cc ti liu thng k v th trng v bn hng nh: doanh s bn ca ngnh v nhm hng c v hin vt v gi tr. S lng ngi tiu th, ngi mua v ngi bn trn th trng, mc tha mn nhu cu th trng so vi tng dung lng ca th trng.

+ Nghin cu ng thi v xu th vn ng ca th trng, ngnh, nhm hng. Lnh vc kinh doanh (tng trng bo ha, nh tr hay suy thoi).

T nhng kt qu phn tch cc ni dung trn cng ty c ci nhn tng quan v nh hng chn cp sn phm - th trng trin vng nht, nh gi tim nng th trng tng th, o lng th phn v cc khch hng tim nng ca cng ty .

Vic nghin cu th trng trong nc gip cng ty pht hin thm c cc khch hng mi ca mnh nng cao kh nng tiu th ca cng ty v bn cnh cng ty cng pht hin thm cc nh cung ng mi m cng ty cha h bit ti trc y. Vic pht hin ra cc nh cung ng mi trong nc s gip cng ty gim c chi ph sn xut trong nguyn vt liu v t h gi thnh sn phm.

Nghin cu th trng ngoi nc ch yu l m rng th trng nhp khu, la chn nh cung ng thch hp, nm bt cc thng tin c bn ca cc mt hng m cng ty c nh nhp khu nh: nc no sn xut, cht lng sn phm, gi cTh trng ngoi nc i vi Cng ty Vt liu n Cng nghip l ni cung cp nguyn vt liu v c sn phm thuc n v th vic nm chc cc thng tin v th trng ny s gip cng ty ra c cc quyt nh ng n, chnh xc.

- Tuy nhin nghin cu th trng c hiu qu iu cn thit l cng ty cn phi t chc quy trnh nghin cu th trng mt cch hon thin v ng b c th a ra cc quyt nh ng n trong kinh doanh.

2.2.2 Hon thin cng tc xy dng k hoch tiu th sn phm


Tiu th l mt khu v cng quan trng trong quan trng sn xut kinh doanh ca bt k doanh nghip no. Trong nn kinh t th trng hin nay mi doanh nghip l mt n v kinh t c lp t mnh phi gii quyt 3 vn c bn ca t chc kinh t. Li nhun l mc tiu sng cn ca doanh nghip. Mun c li nhun th doanh nghip phi tiu th c hng ha v sn phm ca doanh nghip phi ph hp vi nhu cu ca th trng. tn ti v pht trin lu di th mi doanh nghip cn phi xc nh c chin lc tiu th sn phm. i vi Cng ty Vt liu n Cng nghip tuy mi chuyn sang hnh thc cng ty Trch nhim hu hn mt thnh vin trc thuc Tng cng ty than Vit Nam hot ng kinh doanh c lp v t chu trch nhim v cc quyt nh kinh doanh ca mnh do d vic lp k hoch tiu th sn phm ca mnh l v cng cn thit. Hin nay do kh nng cn hn ch hng nm phng k hoch ch huy sn xut ca cng ty tuy lp c k hoch tiu th sn phm ca ton cng ty nhng vic lp k hoch ny cn bc l nhiu hn ch trong vic xy dng v t chc thc hin m cng ty cn c bin php khc phc.


Hin nay cng ty ang xy dng k hoch theo phng php t trn xung, tc l da vo mc tiu v k hoch ca Tng cng ty xy dng k hoch cho mnh. Phng php ny m bo tnh thng nht, khng mu thun vi mc tiu. Tuy nhin hn ch c bn ca phng php l c th dn n thiu thng tin hoch nh do nhiu khi cht lng ca k hoch l thp. Nh vy cng tc hoch nh k hoch ca cng ty m bo cht lng phi p ng nhu cu thc t trong qu trnh lp k hoch cng ty phi bit p dng phng php ph hp, thay i linh hot c th p ng nhu cu thng xuyn bin ng ca th trng. C th kt hp nhiu phng php khc nhau lp k hoch nhng cho d p dng phng php no th cng cn c vo kt qu iu tra nghin cu v d bo nhu cu khch hng, tnh hnh i th cnh tranh, gi c th trng, ngun cung ng, k hoch v tnh hnh tiu th thc t cc nm trc. Vic lp k hoch c th theo ba bc sau:

Bc 1: nghin cu th trng v d bo mc sn phm

Bc 2: xy dng k hoch tiu th

Bc 3: la chn v quyt nh k hoch tiu th

Bc 1: nghin cu th trng v d bo mc sn phm.

Nghin cu th trng: c th tin hnh ging nh c trnh by phn trc.

D bo mc sn phm ca doanh nghip: d bo mc sn phm l mt vn cn thit cho vic xy dng k hoch tiu th sn phm. Hu ht cc quyt nh trong tiu th sn phm u c da trn nhng d bo v mc bn ca doanh nghip. Thng qua nhng d bo v mc bn sn phm, doanh nghip c th nh gi nhng li ch v thit hi khi quyt nh thm nhp vo th trng mi, nh gi kh nng v mc khai thc th trng hay quyt nh thay di nng lc kinh doanh cho ph hp vi yu cu ca th trng. Phn tch v quyt nh vic duy tr hay thay i chnh sch tiu th sn phm, nh gi mc v hiu lc ca nhng thay i cn thit trn c s so snh trin vng bn hng.

D bo mc sn phm c th l d bo ngn, trung hoc di hn. D bo ngn hn gip doanh nghip gii quyt mt s vn tc nghip thng xuyn lin quan ti s pht trin ca nhu cu, ca cung ng, ca phn phing thi c trong vic d phng mt s gii php tnh th nu c bin ng mt khu trong h thng cung ng gy kh khn cho vic p ng nhu cu th trng. D bo trung v di hn gip doanh nghip xy dng c chin lc kinh doanh di hn cng nh s pht trin khuch trng ca doanh nghip trong tng lai.

Bc 2: xy dng k hoch tiu th sn phm

Nhng cn c xy dng k hoch tiu th sn phm.

C ba cn c ch yu l: khch hng, kh nng ca doanh nghip, i th cnh tranh.

+ Khch hng: x hi ngy cng pht trin th nhu cu tiu th hng ha, dch v ca ngi tiu dng cng khc nhau. tn ti v pht trin mi doanh nghip c th v cn phi chim c th trng v khch hng. Khng c khch hng th doanh nghip khng c i tng phc v v do cng khng c s kinh doanh. V th khch hng l c s ca mi k hoch, l yu t zuyn sut qu trnh xy dng, trin khai v thc hin k hoch tiu th ca bt c doanh nghip no. Khi xy dng k hoch tiu th doanh nghip phi phn tin hnh phn chia th trng v xc nh t trng khch hng m doanh nghip phi thu ht.

+ Kh nng ca doanh nghip.

Khi xy dng k hoch tiu th, doanh nghip phi bit khai thc nhng mt mnh v khc phc im yu ca mnh, phi phn b cc ngun lc mt cch c hiu qu. Ngun lc ca doanh nghip bao gm ti sn v ngun nhn lc. Ngun nhn lc l yu t quan trng nht m doanh nghip phi ch khi xy dng k hoch tiu th, y chnh l lc lng quyt nh s pht trin v chiu su ca doanh nghip.

+ i th cnh tranh.

C s ca cn c ny l so snh cc kh nng ca doanh nghip vi i th cnh tranh tm ra li th. Uu th ca doanh nghip th hin : u th hu hnh th hin cc ch tiu c th nh vt t, tin vn, c s vt cht k thut u th v hnh l u th khng th nh lng c nh uy tn ca cng ty, nhn hiu hng ha, nim tin ca khch hng, k nng qun tr

Ni dung c bn ca k hoch tiu th sn phm: k hoch tiu th sn phm ca mi doanh nghip c xy dng da trn nhng cn c khc nhau vi nhng mc ch khc nhau nhng u bao gm: cc d kin tiu th cho cc nhm khch hng theo tng loi, nhm sn phm, trn tng khu vc th trng c th v gi c cng nh s lng cc mt hng. Khi xy dng k hoch tiu th phi tnh ton cn nhc k lng n k hoch sn xut, phi ch ra cc chnh sch cng nh gii php tiu th sn phm thch hp.

Bc 3: la chn v quyt nh k hoch tiu th. Vic nh gi v la chn k hoch tiu th d kin l cng vic cui cng c tm quan trng quyt nh n mc ng n ca k hoch tiu th. Khi thm nh k hoch tiu th cn phi tun th nhng nguyn tc sau:

+ Th nht: k hoch tiu th phi m bo mc tiu bao trm ca doanh nghip l ti a ha li nhun. Trong kinh doanh thng c nhiu mc tiu, cc k hoch tiu th d kin c th khc nhau v s lng v mc cc mc tiu nhng khng th khc nhau v mc tiu bao trm.

+ Th hai: k hoch tiu th phi c tnh kh thi, phi ph hp vi ngun lc ca doanh nghip.

+ Th ba: k hoch phi m bo gii quyt c mi quan h v mt li ch gia doanh nghip v th trng .

2.2.3 Hon thin cng tc pht trin i l


Phn phi sn phm c vai tr quan trng trong hot ng sn xut kinh doanh ca mi doanh nghip. Phn phi hp l s lm cho qu trnh kinh doanh an ton, tng cng kh nng lin kt, gim c s cnh tranh v lm cho qu trnh lu thng hng ha nhanh chng.

Hin nay, hnh thc phn phi sn phm ca Cng ty Vt liu n Cng nghip ch yu l thng qua cc i l ti cc tnh m cng ty c chi nhnh. Sn phm c bn trc tip cho ngi tiu dng thng qua h thng cc i l ny. Tuy nhin h thng i l ca cng ty cn t, cha m bo c tc cung ng sn phm mt cch tt nht, do nhiu khi gy tr ngi cho qu trnh tiu th. hi nhanhng. Phan Cng nghip ________________________________________________________________________________________________ b- Ni dung ca gii php

Khi xy dng h thng i l, cng ty nn lu n cc yu t sau:

- c im ca sn phm Sn phm ca cng ty l sn phm thuc n l loi sn phm i hi s an ton rt cao trong qu trnh vn chuyn cng nh bo qun, do khi xy dng cc i l phi trang b cho cc i l ny h thng m bo an ton mt cch tuyt i.

- c im bn hng (tiu th)

Cc sn phm thuc n c cng ty xc nh trc ht l cho cc cng ty khai thc trong ngnh than cng nhu ngoi ngnh than v mt s cng ty v t chc khc. Do i tng m cng ty phc v l cc t chc, cc tp th do cc i l ca cng ty phi c t nhng v tr thun li cho cc t chc ny lin h.

2.3 Nhm gii php v cng tc t chc

2.3.1 Hon thin b my t chc


H thng t chc ca mt cng ty c nh hng ln n hot ng ca cng ty . H thng t chc th hin quy m cng ty, hnh thc php l ca cng ty, mi quan h gia cc phng ban trong cng ty. Ni chung nhn vo h thng t chc ca mt cng ty ta c th bit rt nhiu iu v cng ty chnh v vy m mt h thng cht ch l cn thit i vi mt cng ty.

Nu h thng t chc ca cng ty c cu to khng hp l, thng l qu cng knh hay qu s si s dn n nhng hu qu khn lng. Nu h thng t chc ca cng ty qu cng knh s dn n chi ph cho t chc tn km, lm cho chi ph sn xut tng ln. Ngoi ra ng i ca thng tin thng di, do thi gian ra quyt nh lu dn n mt c hi th trng. Nhiu khi vic ra quyt nh cn khng thng nht gia cc phng ban ca cng ty dn n cc quyt nh chng cho chc nng.

Nu h thng t chc ca doanh nghip qu s si dn n s kim nhim chc nng ca cc phng ban dn n tnh trng khng hiu qu trong qu trnh hot ng.


thc hin gii php ny trc ht cn phi xc nh r c cu t chc ph hp vi cng ty, phi cn c vo quy m cng ty, tnh cht sn xut sn phm ca cng ty xy dng c cu cho hp l, trnh tnh trng kim nhim chc nng hay t chc qu cng knh.

i vi cng ty Vt liu n cng nghip mt yu cu xut pht t thc t nh c trnh by nhng phn trc l tnh trng kim nhim chc nng. Nh ta bit hin nay cng ty vn cha c mt phng c lp chuyn tin hnh cc hot ng nghin cu v phn tch th trng m cng vic ny li do mt s nhn vin ca phng ban khc kim nhim. i vi mt cng ty c quy m ln nh cng ty Vt liu n cng nghip th vic phi c mt phng marketing c lp l i hi trc mt. Thit ngh trong thi gian trc mt cng ty cn thit lp ngay mt phng chuyn nghin cu v th trng. C nh vy th cng ty mi c th ci thin c cng tc nghin cu th trng v t nng cao c hiu qu ca cng tc tiu th sn phm.

2.3.2 Bi dng, nng cao nng lc cho cn b cng nhn vin cng ty


Ngun lc con ngi l v cng quan trng cho mi doanh nghip. Ngun nhn lc c nh hng n s sng cn cng nh pht trin ca cng ty. Ngun nhn lc c nh gi l bao gm trnh qun l ca i ng cn b qun l, trnh nghip v ca cc nhn vin v trnh tay ngh k thut ca i ng cng nhn sn xut .

i ng qun l ca mt cng ty c trnh cao s m bo cho cc hot ng ca cng ty din ra nhp nhng. Trnh nghip v ca cc nhn vin tt s lm cho cc cng tc khc c din ra xun s gp phn c lc cho hot ng sn xut. Trnh tay ngh k thut ca i ng cng nhn sn xut vng chc ng vai tr m bo cho cht lng sn phm ca cng ty . V vy chm lo bi dng nng lc cho i ng cn b cng nhn vin ca cng ty l mt cng vic cn thit phi tin hnh thng xuyn.


V cng tc bi dng cn b qun l: c th thc hin bng cch gi cc cn b qun l i hc cc lp di hn ti cc trng i hc, cc trung tm c uy tn hoc t chc km cp i vi cc cn b tr c nng lc. Trong nhng nm qua cng ty Vt liu n cng nghip thc hin kh tt cng tc ny. C th l cng ty to iu kin thun lij cho cc cn b qun l hc i hc, cao hc, i hc bng 2 Tuy nhin cng ty cn ch hn na n cng tc ny.

V cng tc nng cao trnh nghip v ca cc nhn vin: c th thc hin bng cch m cc lp o to ngn hn nhm nng cao trnh nghip v ca h. Mc d rt c gng trong nhng nm gn ay trong cng tc ny nh cng ty m cc lp bi dng th kho vt liu n cng nghip, cc lp hc ngn hn, di hn khc do tng cng ty triu tp nhng nh th vn l cha i vi yu cu ngy cng cao ca cng tc sn xut. Trong thi gian ti cng ty cn y mnh vic m cc lp bi dng nghip v cho i ng nhn vin cng ty.

V cng tc nng cao trnh tay ngh k thut cho i ng cng nhn lao ng : Do cng vic sn xut vt liu n l mt vic kh phc tp, i hi ngi cng trc tip sn xut loi sn phm ny phi c trinh tay ngh nht nh. Nhn thc c u trong nhng nm qua cng ty khng ngng ch trmg nang cao tay ngh cho i ng cng nhn cng ty. C th cng ty o to li ton b cng nhn sn xut thuc n ti X nghip ho cht m Qung Ninh v nhiu x nghip khc trn a b cc tnh pha Bc, o to cng nhn k thut khoan mn (3 lp), cng nhn ln n mn di nc.

Tt c nhng gii php trn y nhm y mnh hot ng tiu th sn phm ti cng ty Vt liu n cng nghip c a ra da trn nhng kin thc c c trong qu trnh hc tp, da trn nhng hiu bit c c trong qu trnh thc tp ti cng ty. Tuy nhin nhng gii php trn hon ton ton mang tnh c nhn, ngi thc hin mong rng nhng gii php s gp mt phn no c ch cho ban lnh o cng ty. Mong rng cng ty s thnh cng hn na trong tng lai.

KT LUN

Tiu th sn phm l khu cui cng trong qu trnh sn xut kinh doanh ca cc doanh nghip ni chung v ca Cng ty Vt liu n Cng nghip ni ring. N phn nh kt qu hot ng sn xut kinh doanh ca doanh nghip. Qu trnh tiu th c t chc tt, tin hnh thun li th cc hot ng khc cng din ra tri chy to iu kin cho doanh nghip pht huy ht kh nng ca mnh, ng vng trong cnh tranh em li li nhun cao trong kinh doanh.

Cng ty Vt liu n Cng nghip l mt doanh nghip sn xut sn phm hot ng trong nn kinh t th trng. Cc kt qu t c ca cng ty trong thi gian qua cho thy bng nhng kinh nghim v n lc ca mnh, cng ty ng vng v pht trin trn th trng xng ng l mt n v tin tin ca Tng cng ty than Vit Nam. Nhng thnh qu m cng ty t c cng ng thi phn nh nhng chnh sch ng n ca ng v nh nc v ca ngnh trong lnh vc qun l kinh t.

Tuy nhin kinh doanh trong c ch th trng y khc nghit, cng ty vn cn c s gip v quan tm ca cc ngnh, cc cp gip cng ty pht trin hn na. V bn thn cng ty, cng ty phi c ci nhn ng n v phng hng c th r rng nhm y mnh hot ng tiu th sn phm.

Mt ln na em xin chn thnh cm n s gip v hng dn ca thy gio thc s V Anh Trng cng nh s gip nhit tnh t pha Cng ty Vt liu n Cng nghip gip em hon thnh chuyn ny.

Sinh vin: Phm Vn ng

TI LIU THAM KHO

1- Gio trnh qun tr kinh doanh tng hp tp 1 - Nh xut bn thng k 2001

2- Gio trnh qun tr kinh doanh tng hp tp 2 - Nh xut bn thng k 2001

3- Gio trnh phn tch hot ng kinh doanh - Nh xut bn thng k 2001

4- Gio trnh chin lc kinh doanh v pht trin doanh nghip - Nh xut bn lao ng - x hi 2002

5- S liu phng k ton cng ty vt liu n cng nghip.

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