Market trends, business management to increase sales profit is the goal.To achieve this, we must have a relatively strong market sense, but also inseparable from the analysis of historical data.ERP is not the kind of "market feel", but from the historical data to help companies analyze future market trends.Specifically, in the ERP system to focus on sales opportunities, sales orders, from the staff performance, accounts receivable, credit, product inventory, product costs, and other point of view, and then gives the sales trends, product demand trends,Product profit contribution rate of useful data.
I believe that, if an enterprise ERP system, users need to fully explore the value of sales data, you can start from the following aspects.
First, the performance of operational staff.
In most ERP systems, performance analysis module are business people.In fact, this is just an analytical tool, based on data derived from the sale of modules and data related to the financial module.Tools such as this, you can return the customer's money situation as an indicator of operational staff assessment.When the company received in advance to give business people a certain amount of the reward, and when customers do not exceed the date of payment, the clerk can be dedicated to the corresponding punishment to be so.Again, the performance of operational staff can be achieved with the profits of their linked, not only with the sales of a simple link.If this is so, can supervise sales staff who try to sell to customers with high profit products.
According to the author so many years of project implementation point of view, the business of each performance is often the management of enterprise sales, a weak link, but also companies eager to improve a business.If the project managers for this maintenance project, to help sales managers to do this process, I believe we can greatly improve the use value of ERP systems.
Second, case tracking of product returns.
Returns what it means for business? I do not believe too much emphasis.Return for the enterprise, not just the loss of material, more intangible losses, such as loss of customer resources and so on.To this end the management of all enterprises for the return is very important.In the ERP system, you can return the situation to help business people to do the tracking analysis, the maximum reduction in the occurrence of similar situations.
For example, when returned after the incident, ERP systems can always be tracked until the reason for the return found so far.In practice, many companies tend to peter out the processing returns.After receiving the customer's return very seriously, start looking for reasons.But when it comes to the interests of a group of people, it will stalled.Sometimes, simply finishing.The ERP system can help solve this problem.Entry in the system as long as a return user application, it will start the process.This event handler to what extent, what are the relevant persons responsible for penalties to be imposed, and so will clear the reaction in the system out.This not only clearly define the responsibilities, but also can enhance the accountability of staff.
When the return occurs, punishment is not the most important.Enterprises are most concerned about how to avoid this situation to the future.In the system can be very good measures to improve tracking.The easiest way is on the monthly, annual returns or defective products were analyzed events to see whether the same or similar reasons has on many occasions.If so, then there is no place for that improvement, or system, but do not put in place and so on.The analysis of historical data, can be found in quality management weaknesses.
Third, the product sales revenue and profitability analysis.
Product sales revenue and corporate profits although there are certain relationships, but the two are not directly proportional.As an enterprise administrator, the ultimate concern is corporate profits, not just revenue growth.If sales go up, but profits did not go up, and that enterprise is futile.Therefore, the product sales revenue and comparative analysis of corporate profits, but also the potential value of mining sales data is an important factor.If the sales data from this perspective, you can proceed from the following aspects.
First, starting from the product can be a single, profit contribution rate of the product.For example, when pricing their products more unified, that is the same product sold to different customers to adopt a uniform price (or price differential is not), you can analyze product cost and profit analysis products to increase sales and profitsrelationship.In many of the ERP system, you can line chart to visualize the reaction product sales (income) and the relationship between corporate profits.This can help businesses make decisions, whether to give up the product.Typically, if the product sales up, but no significant increase in profits, then do not need this product.
Second, from the customer point of view, to analyze the customer's contribution to enterprise value.In some cases, may only be the product profitability analysis is not very scientific.Such as enterprise customers with a production of five products.2 products companies may have to sell at a loss, but the other 3 big profits products.In this case, the enterprise in order to keep the customer, for those who still have to be a loss of product production and sales, of course, it will only sell to the customer.
This time, if just from the product point of view, obviously these two products should stop out.But if from the customer's perspective, the final will bring a lot of business profits, it should not be stopped.When companies such cases, it should be a customer perspective to analyze, but they are not from a product perspective.In the ERP system, customers can analyze orders certain period of time.Eventually be the customers overall contribution of corporate profits, but also can get each order, each order of products on the impact of corporate profits.These data can help companies choose the high quality customers, a follow-up of product strategy and provide a great help.
Third, a raw material that can help companies analyze the profit after the change of the product.As customers some of the countries in which mandatory, may require the use of certain raw materials products, environmentally friendly material.So change these raw materials, its production costs will also change, then the profits of an enterprise which will have impact? This is also a need to analyze the problem.Business users can be assumed constant when the sales prices of raw materials changes, on the impact of future profits.Can also assume that the profit is expected to remain unchanged, if the raw material changes, the number of sales prices can be increased to ensure the expected profits and so on.When a raw material are more related to the products, such as packing cartons, it will be expensive manual analysis of the workload.And with the help of the system, you can quickly get the right results.In short, business users can be assessed in terms of raw materials from multiple changes or price changes, the impact of profits.
Fourth, the product of cyclical analysis.
For most businesses, its sales trends may be cyclical changes.Words such as umbrella sales in June rose rapidly; and wool will appear in the October blowout.Of course, these are relatively obvious, but some products require the last three years or even longer to analyze sales data to be able to draw the right conclusions.In the system, you can target specific products or certain types of products, sales data analysis to determine the number of periodic patterns.If this is so, companies can produce or arrange timely arrangements for the procurement of raw materials to ensure customer delivery or reduce procurement costs.
As can be seen from the above, ERP system, sales data is not just a simple record.The greater value lies in its wide range of analysis, to make the right business decision makers to provide data on the marketing decision support.Certain point, this analysis may be much lower than the record of the data to be more valuable.But having said that, these basic data also determine the reliability of the analysis results.If the underlying data are wrong, even the best model will fall short.