Management of a commercial organization. Insufficiency of data for making managerial decisions

Topic 1. Introduction to the commercial service commercial enterprise

1 To study the activities of the commercial service of the organization, their goals, objectives, structure

LLC "Capital" represents a network of supermarkets "Supermarkets of successful purchases". The practice was completed in one of the supermarkets in Novosibirsk, which is located at: st. Oleko Dundicha, 25.

Capital Limited Liability Company (hereinafter referred to as the Company) operates on the basis of the Civil Code Russian Federation, Law of the Russian Federation "On Limited Liability Companies No. 14-FZ of February 8, 1998, other regulatory acts of the Russian Federation regulating the activities legal entities and, in particular, limited liability companies. Society is commercial organization. Form of ownership - private.

The company is a legal entity, from the moment of its state registration in accordance with the legislation of the Russian Federation, owns separate property recorded on its independent balance sheet, can acquire and exercise property and personal non-property rights on its own behalf, incur obligations, be a plaintiff and defendant in court.

The purpose of the commercial service is to study and predict the capacity of regional and commodity markets, development and improvement of advertising and information activities, coordination of procurement work among suppliers and consumers.

The main tasks of the commercial service of Capital LLC are:

study of requests and needs for goods with a focus on purchasing power;

definition of assortment policy;

creation of economic relations;

formation and regulation of the processes of supply, storage, preparation for sale and sale of goods in conjunction with the goals of the enterprise;

ensuring the specified turnover of material and labor resources.

The structure of the commercial service is shown in fig. one.

Rice. 1. The structure of the commercial service of Capital LLC

commercial control service

1.2 Get acquainted with the job description of the commercial director

The head of the commercial service is obliged to carry out the following labor functions:

Lead the work of the service and lead it confidently.

To ensure the timely and high-quality performance by the service of the daily tasks assigned to it in strict accordance with the approved procedure (regulations) and work technology.

Manage the development of the Company's sales policy.

Regularly analyze the consumer properties of the Company's products, forecast consumer demand and market conditions.

Participate in the preparation of prospective and current plans production and sale of products, determination of new sales markets and new consumers of the Company's products.

Create optimal conditions for coordinating the activities of the service with other divisions of the Company.

Ensure daily operational accounting of the main performance indicators of the service, timely and complete presentation of statistical reporting.

To carry out personally and through subordinates effective control over the progress of the tasks, the compliance of the actual performance indicators of the service with the planned ones and take measures to eliminate the identified shortcomings.

Analyze the activities of the service, based on the results of the analysis, develop proposals aimed at improving it.

Participate in the preparation and holding of specialized exhibitions. When working at the exhibition, organize and supervise the work of subordinates in selling and attracting new partners.

To exercise control over the completeness of the collection and accounting of the necessary data on partner firms, its employees, conditions for the distribution of products of competing firms.

Lead the development of service documentation.

Ensure the rational use of material, technical and other means of the department in the interests of fulfilling tasks for their intended purpose.

Ensure reliable protection of information (documents) containing information constituting a trade secret of the Company, other confidential information, including personal data of the Company's employees.

Manage the training of subordinates, create conditions for them to improve their skills.

Monitor compliance with internal regulations by subordinates work schedule, safety requirements.

Use in relation to subordinates the granted rights to encourage them (bring them to responsibility).

To study, generalize and apply in the daily activities of the service advanced domestic and overseas experience in the field of commercial activity.

If necessary, the head of the commercial service may be involved in the performance of his duties overtime, by decision of the head of the Company, in the manner prescribed by labor legislation.

3 Familiarize yourself with the organization of interaction between the commercial service and structural divisions

The commercial service interacts:

FROM Executive Director- on all issues related to the management of the unit, interaction with VIP clients, the establishment of special contractual conditions and other issues, decision-making on which is within the competence of the director of the enterprise.

With accounting - on the issues of processing primary documents of financial and tax accounting, agreeing on the terms of contracts (terms and procedures for payment, VAT, etc.), issuing and paying invoices, monitoring payment and repayment accounts receivable.

4 Familiarize yourself with the additional commercial services of the enterprise: information, advisory, mediation

The store provides the following information:

department location indicators;

surnames and initials of sellers in the trading floor are presented on the badges;

list and cost of additional services provided to customers;

shop hours; the text of the Law of the Russian Federation "On Protection of Consumer Rights";

rules governing the sale of certain types of goods. There is also a book of reviews and suggestions.

The buyer has the right to check the correctness of the price and quality of the goods, as well as the availability of a quality certificate.

The rules of the store provide for the obligation of the seller to provide information containing:

Name of product;

the manufacturer of the goods;

designation of standards that the product must meet;

information about the consumer properties of the goods;

rules and conditions for the effective use of the goods;

warranty period and service life;

price and terms of purchase of goods.

A range of services related to the sale of goods:

settlement operations. These operations are performed at the workplace of the seller-cashier.

Delivery of purchased goods.

Product packaging.

There are various paid and free additional services for customers in the supermarkets of the Supermarkets of Successful Purchases chain of stores, such as:

) luggage storage;

) buyers can pay for their purchase in any convenient way:

in cash;

bank cards.

) buyer's card:

Loyal customer card discounts are provided for all goods and services purchased at the Supermarket of Successful Purchases.

) ATM for cashing out money.

5 Analyze the state of customer service culture

Employees trading floor"Shop of successful purchases" are dressed in branded clothes: a red jumper with a company logo. In the cold season, they wear warm outerwear "Shop of successful purchases". Clothing is kept clean and tidy. On the left side of the chest, each employee wears a badge "Shop of successful purchases" with the name, surname and position held. Employees of the trading floor confidently and competently convey all information to customers, they can listen carefully and clearly answer the questions of interest to the buyer, accurately calculate the required amount of goods and provide a wide range of services. Employees provide the maximum possible range of goods, try to replenish the missing items in a timely manner. In general, the service meets the intra-company standard.

1 Familiarize yourself with the procedure state control for observance of mandatory requirements, technical regulations, trade rules, the Federal Law "On Protection of Consumer Rights", the Federal Law "On Technical Regulation"

According to Chapter 4 of the Consumer Rights Protection Law state protection consumer rights exercised by federal agencies government controlled responsible for monitoring compliance with consumer protection legislation and monitoring and supervising the safety of goods, works and services. Such state bodies include the federal antimonopoly body (its territorial bodies), the federal body for standardization, metrology and certification (Gosstandart of Russia), the federal body for sanitary and epidemiological supervision of the Russian Federation (Gossanepidnadzor), the federal body for the protection environment and natural resources RF, as well as other federal executive authorities.

State control and supervision over compliance with laws and other regulatory legal acts of the Russian Federation regulating relations in the field of consumer protection is currently carried out by the Federal Service for Supervision of Consumer Rights Protection and Human Welfare (Rospotrebnadzor).

Inspections are divided into scheduled and unscheduled, documentary and field inspections. The annual Consolidated Inspection Plan is compiled by the Prosecutor General's Office and posted on the official website of the Prosecutor General's Office.

Unscheduled inspections are possible only in certain cases: if there is a threat of harm to the life and health of citizens, or harm to animals, plants, the environment, state security, as well as in the event of a threat of natural and man-made emergencies. Also unscheduled checks possible on the basis of consumer complaints about the violation of their rights.

2 Familiarize yourself with the audit reports and the work to comply with the instructions of the inspectors, compliance with the requirements of the Federal Law "On the protection of the rights of legal entities individual entrepreneurs in the course of state control (supervision) "of 08.08.2001 No. 134-FZ and analyze the results

Part 8 Art. 16 of the Federal Law of December 26, 2008 N 294-FZ "On the protection of the rights of legal entities and individual entrepreneurs in the exercise of state control (supervision) and municipal control" (hereinafter - Law N 294-FZ) obliges legal entities, individual entrepreneurs to keep a register of inspections .

The form of the journal was approved by the Order of the Ministry of Economic Development of Russia dated April 30, 2009 N 141 "On the implementation of the provisions of the Federal Law "On the protection of the rights of legal entities and individual entrepreneurs in the exercise of state control (supervision) and municipal control."

In the register of inspections by officials of the state control (supervision) body, the municipal control body, a record is made of the inspection carried out, containing information about the name of the state control (supervision) body, the name of the municipal control body, the start and end dates of the inspection, the time of its conduct, legal grounds, goals, objectives and subject of verification, violations detected and orders issued, as well as surnames, names, patronymics officials conducting the verification, their signatures.

The inspection register must be stitched, numbered and certified by the seal of a legal entity, an individual entrepreneur (parts 9, 10, article 16 of Law N 294-FZ).

This magazine, namely the information contained in this magazine, can serve as additional support for organizations and entrepreneurs in defending their rights.

If there is no inspection log book, then the inspection officials will indicate this in the inspection report (part 11 of article 16 of Law N 294-FZ). However, the supervisory authority is not entitled to attract for his absence, since the law does not provide for liability for this.

The verification report states:

) date, time and place of drawing up the inspection report;

) name of the state control (supervision) body or municipal control body;

) the date and number of the order or order of the head, deputy head of the state control (supervision) body, municipal control body;

) last names, first names, patronymics and positions of the official or officials who conducted the inspection;

) the name of the legal entity being inspected or the surname, name and patronymic of the individual entrepreneur, as well as the surname, name, patronymic and position of the head, other official or authorized representative of the legal entity, authorized representative of the individual entrepreneur who were present during the inspection;

) date, time, duration and place of the inspection;

) information on the results of the audit, including violations of mandatory requirements and requirements established by municipal legal acts, about their nature and about the persons who committed these violations;

) information about familiarization or refusal to familiarize with the act of verification of the head, other official or authorized representative of a legal entity, individual entrepreneur, his authorized representative, who were present during the verification, about the presence of their signatures or about the refusal to sign, as well as information about making in the check register of an entry on the inspection carried out or on the impossibility of making such an entry due to the lack of a specified journal by a legal entity, an individual entrepreneur;

) signatures of the official or officials who carried out the inspection.

3 Familiarize yourself with the procedure for conducting intra-company control over the formation of the assortment, ensuring the proper quality and shelf life of goods, the uninterrupted supply of goods to the enterprise, and the work of personnel

The growth of the main economic indicators of the activity of a trading enterprise, as well as the provision of the required level of service, largely depend on the correct formation of the assortment of goods in the store.

In a network of stores selling food products, the following classification of products with an assortment minimum is adopted:

basic goods - commodity high speed sales, bringing 70% of revenue and representing 30% of all assortment positions (for example, cigarettes, low-alcohol drinks). These products must be constantly present in the assortment. outlet, and with a margin. If individual products in this group are subject to seasonal fluctuations in demand, they are replaced by other seasonal products;

fashion goods - unique goods, which are not presented in other stores, bringing 3% of revenue and occupying 1-2% of assortment positions (for example, expensive wine and vodka products or red caviar). The choice of fashion products depends on the location of the store and the target group of buyers;

auxiliary goods - goods that bring 27% of revenue and occupy about 68-69% in the assortment (for example, cereals, canned food, frozen products). They are also present in the store in sufficient quantities to meet the demand of customers.

Based on this classification, as well as knowledge of a typical buyer of a particular outlet, an assortment minimum is formed for each store.

The control of the assortment minimum is usually reduced to the control of current balances in stores using automated reports. The mechanism of the report is based on comparing the balance of warehouses with the balance of the outlet. Next, a table of the required quantitative positions of the assortment minimum is compiled.

There is no single optimal storage temperature for all consumer goods due to the variety of properties that ensure their preservation.

For each assortment group or even type of consumer goods, temperature limits (not higher and / or not lower) are set in standards and / or sanitary rules. SanPiNs regulate the conditions (including temperature and relative humidity) and the shelf life of especially perishable goods.

Systematic control - carrying out periodic control at all stages of the technological cycle, with long-term storage - at certain intervals. Goods are subject to mandatory control upon acceptance and delivery.

During storage, three groups of objects are subject to systematic control: goods, their packaging and storage mode.

Quality control of stored goods is carried out by visual inspection of stacks or bulk of goods. At the same time, they note appearance, which should be characteristic of a particular product.

O quality characteristics goods can also be indirectly judged by the state of the container: breakdowns, traces of smudges on the container, floor, packaging deformation, etc.

Control over the quality of goods and the state of the container is combined with control over the storage mode. Control over the air temperature in the storage is carried out with the help of thermometers, thermographs, and over the relative humidity of the air - with the help of psychrometers, hydrometers, hydrographs.

Air exchange is usually controlled by the duration and frequency of ventilation. The intensity of the air flow is determined using special anemometers.

Control over the sanitary and hygienic regime, as a rule, is visual.

The objective of the supply chain is to provide the planned level of customer service at the lowest overall cost.

As a rule, the following requirements are imposed on the supply system:

ensuring a continuous flow of products: the flow of raw materials, components and the provision of services necessary for the life of the enterprise;

inventory management - reducing the level of investment associated with stocks of products, and the cost of maintaining them to a minimum;

maintaining the level of quality of customer service;

work with suppliers - search for competent suppliers;

standardization - the purchase of standard products where possible;

achieving a minimum total cost of service; the procurement process requires the availability of products and services at the lowest cost;

ensuring the competitive advantage of the enterprise;

developing relationships and achieving harmonious, productive and working relationships with employees of other functional divisions of the enterprise;

ensuring supply while reducing the level of overhead costs. Reliability of supply - the guarantee of providing the consumer with the products he needs during the planned period of time.

4 Familiarize yourself with the composition of persons authorized to conduct production and internal control and documents establishing their powers

When managing the assortment of a retail network, assistant category managers form orders for stores or directly from suppliers.

assortment formation;

implementation of the assortment policy of the enterprise;

procurement and supplier management;

control over logistics operations;

sales control;

organizing and conducting marketing activities to promote your product;

organization and control of the display of goods in stores.

Purchasing Manager Responsibilities:

Organization of work with suppliers:

search for new and potential suppliers;

conducting commercial negotiations with suppliers in the interests of the company;

prompt response to information coming from suppliers and bringing it to the attention of the category manager;

motivation of suppliers to work with the company;

creating supplier databases and maintaining supplier dossiers;

keeping balances of suppliers, ensuring the most favorable for the company financial terms provided by the supplier;

prevention of accounts receivable for settlements with suppliers.

Planning and analytical work:

adjustment of plans and orders in connection with changes in the situation. Providing information about these changes to all interested structures of the company;

analysis of statistical data on purchases, determination of the availability and need for materials at the current moment and for future periods, optimization of warehouse stocks;

providing reports on the results of work in accordance with the regulations of the department and the company;

preparation of forecasts for the supply of products to the warehouse.

Ensuring uninterrupted supply of goods to the company:

organization of deliveries: orders, reconciliation with order confirmations, control of the readiness of goods and timeliness of payments, provision necessary documentation and information for transport and customs departments;

final agreement with the supplier on the conditions for prices, date of shipment and method of delivery of products to the warehouse;

ensuring timely receipt of products to the warehouse on the basis of documents from suppliers, completed in accordance with the law;

Documents establishing the powers of the category manager and the purchasing manager are job descriptions.

5 Familiarize yourself with the documents that determine the procedure for organizing and monitoring compliance with sanitary rules and the implementation of sanitary and epidemic (preventive) measures

Production control is a set of mandatory measures to monitor compliance with sanitary rules and the implementation of sanitary and anti-epidemic (preventive) measures, which are independently carried out by individual entrepreneurs and legal entities. The task of production control is to ensure safety and (or) harmlessness for humans and the environment in the process of production, storage, transportation and sale of products and goods, in the performance of work and the provision of services. The obligation to production control for compliance with sanitary rules and the implementation of sanitary and anti-epidemic (preventive) measures is assigned to individual entrepreneurs and legal entities federal law“On the sanitary and epidemiological well-being of the population” dated March 30, 1999 No. 52-FZ (Article 32). The implementation of production control is a prerequisite for the work of all organizations - legal entities, regardless of the legal form and individual entrepreneurs.

The procedure for organizing production control is set out in the sanitary rules SP 1.1.1058-01 “Organization and conduct of production control over compliance with sanitary rules and the implementation of sanitary and anti-epidemic (preventive) measures” (as amended by amendments and additions No. 1, approved by the Decree of the Chief State Sanitary doctor of the Russian Federation dated March 27, 2007 No. 13).

Control in Capital LLC is carried out in accordance with the developed Program for organizing and conducting production control over compliance with sanitary rules and the implementation of sanitary and anti-epidemic (preventive) measures.

This program is approved by the General Director and includes:

Name of the legal entity, TIN.

Name of the head, phone.

Legal address.

The actual address.

Number of employees ___ people

Certificate of state registration.

A list of products sold, as well as types of activities that pose a potential danger to humans and are subject to sanitary and epidemiological assessment.

The list of officials (employees) who are entrusted with the functions of exercising production control.

List of officially issued regulatory documents, including sanitary rules in accordance with the activities carried out:

Federal Law of March 30, 1999 No. No. 52-FZ “On the sanitary and epidemiological well-being of the population” (as amended on December 1, 2007);

Federal Law of January 02, 2000 No. 29-FZ “On Quality and Safety food products"(as amended on December 30, 2006);

Federal Law of November 22, 1995 No. 171-FZ “On state regulation production and turnover of ethyl alcohol, alcoholic and alcohol-containing products” (as amended on 01.12.2007);

Federal Law "On Immunoprophylaxis of Infectious Diseases", No. 157-FZ of September 17, 1998 (as amended on December 1, 2007);

Federal Law “On the Prevention of the Spread of Tuberculosis in the Russian Federation” No. 77-FZ dated June 18, 2001 (as amended on October 18, 2007);

SP 2.3.6.1066-01 "Sanitary and epidemiological requirements for trade organizations and the circulation of food raw materials and food products in them" (as amended by Changes No. 1, approved by the Decree of the Chief State Sanitary Doctor of the Russian Federation dated 03.05.2007 No. 26 SP 2.3. 6.2203-07);

SanPiN 2.3.2.1324-03 "Hygienic requirements for shelf life and storage conditions of food products";

SP 3.5.1378-03 "Sanitary and epidemiological requirements for the organization and implementation of disinfection activities";

SP 3.5.3.1129-02 "Sanitary and epidemiological requirements for deratization";

SanPiN 2.2.2 / 2.4.1340-03 "Hygienic requirements for personal electronic computers and organization of work" (as amended by Change No. 1, approved by Decree of the Chief State Sanitary Doctor of the Russian Federation dated April 25, 2007 No. 22)

MU 2.3.975-00 "The use of ultraviolet bactericidal radiation for air disinfection of premises of organizations Food Industry, Catering and food trade;

SP 1.1.1058-01 "Organization and conduct of production control over compliance with sanitary rules and implementation of sanitary and anti-epidemic (preventive) measures" (as amended by Amendments and Additions No. 1, approved by the Decree of the Chief State Sanitary Doctor of the Russian Federation dated 03/27/2007 No. 13).

List of positions of employees subject to medical examinations, professional hygienic training and certification.

The list of activities that are necessary to monitor compliance with sanitary rules and hygiene standards, the implementation of sanitary and hygienic (preventive) measures:

The list of situations that pose a threat to the sanitary and epidemiological well-being of the population, in the event of which the population, local authorities, the Office of Rospotrebnadzor for the Novosibirsk Region (territorial department of the Office) are informed:

List of production control objects that pose a potential hazard to humans and their environment, in respect of which organization is necessary laboratory research, tests.

List of accounting and reporting forms established by the current legislation on issues related to the implementation of production control:

1. Journal of registration of control results (indicates the measures taken by the responsible person within the framework of production control; measures to eliminate violations: suspension of the provision of services, holding a sanitary day, other measures taken, the timing and results of repeated studies, the date of resumption of activities);

2. Certificates of quality and safety of products sold;

3. Personal medical books of employees;

4. Sanitary passports for transport (if you have your own transport);

5. Acts of sampling and protocols of laboratory tests of accredited laboratories;

6. Contracts and acts of acceptance of work performed under contracts (delivery of products, waste removal, washing of sanitary clothing, deratization, pest control)

Topic 3. Familiarization with the procedure for concluding business contracts

1 Familiarize yourself with the procedure for concluding business contracts, documenting contractual relations

Commercial activities associated with the actions of citizens and legal entities aimed at establishing economic ties are recognized as transactions.

Clause 1 of Article 420 of the Civil Code of the Russian Federation contains the following definition of the contract: “A contract is an agreement between two or more persons on the establishment, change or termination of civil rights and obligations”

Structure and content of the contract:

The contract must contain details

Name, date and place of conclusion;

Preamble,;

Subject of the contract;

Validity;

Rights and obligations of the parties;

Settlements of the parties;

Responsibility of the parties;

Dispute resolution;

Final position:

Legal address and bank. requisites;

Signatures of the parties.

The main types of contracts used in trade are:

Contract of sale;

Retail sale and purchase agreement;

Supply contract;

Warehousing agreement;

commission agreement; (consignment)

Maintenance contract

In addition to those listed, it is possible to conclude other contracts (transport contract - cargo transportation).

The basis of the conclusion of the contract is the principle of free will of the party wishing to conclude the contract.

The process of concluding a contract consists of the following steps:

Direction by one party to the other party of the offer;

Consideration by the other party of the offer and its acceptance;

Receipt by the party that sent the offer of acceptance;

In addition to oral negotiations, business partners widely use business correspondence- commercial letters.

According to the functional purpose, there are three types of commercial correspondence:

request - response to a request;

proposal (offer) - response to the proposal (emphasis);

REQUEST - a commercial document, the buyer's appeal to the seller to give detailed information about goods and send offers for the supply of goods. The request is included in the group of contract documents and is used in preparation for the conclusion of the transaction.

The response to the request must be given no later than 10 days, in which the seller provides the necessary information, in particular:

acceptance of the issue for consideration;

clarification of the possibility of supplying the goods of interest to the buyer;

refusal to deliver the goods;

change in terms of delivery;

a promise to send offers for the supply of goods.

If the seller can immediately satisfy the buyer's request, he sends him an offer (offer), i.e. a statement to conclude a deal with an indication of its specific conditions.

OFFER (OFFER) - a completed offer to conclude a commercial transaction, containing all essential conditions agreements.

Essential terms of the agreement: assortment, quantity, price, terms, responsibilities of the parties, etc.

When responding to the offer, in case of consent, the buyer confirms the acceptance of the offer to the seller, and then the transaction is considered concluded. Confirmation is the conclusion of an agreement (contract).

If the buyer does not agree with the terms of the offer, he rejects it in writing.

If the buyer does not agree with any condition of the offer, then negotiations continue until the agreement is reached. compromise solution pleasing to both parties.

By entering into an agreement, the parties assume the obligations arising from it. These obligations must be properly implemented.

If one of the parties does not fulfill its obligations under the contract or performs them improperly, then this leads to compensation for losses from the other (injured) party. In this case, the injured party (creditor) may demand compensation from the party that violated the obligation (debtor) for the losses caused to it.

3.2 To identify the number of concluded contracts for the purchase - sale or supply of goods for 1 - 2 groups of goods. Put the results in a table

Table 1 - Analysis of contract work

	Supplier name	Contract type	Assortment supplied. goods	The volume of deliveries in thousand rubles.	Contract time
	IP Zolotukhin A.A.	supplies	Alcoholic products
	Cafe-confectionery MON CHER	supplies	Cakes and birthday cakes
	LLC, N-Bellavista	supplies
	Agroalliance LLC	supplies

Based on the results of the analysis, 5 supply contracts were identified, mainly with a contract term of 1 year.

3 Study the procedure for working with suppliers of goods, documenting contractual relations

Contractual relations allow you to specify in writing a clear list of goods, works and services provided, strictly declare the amount and timing of cash settlements between partners, indicate the scope, degree and amount of responsibility for non-compliance with the terms of the contract on both sides.

Before concluding a contract, an offer-acceptance document is drawn up.

Under the offer in accordance with Art. 435 of the Civil Code of the Russian Federation is understood as a proposal to conclude an agreement.

The form of the offer may be different: letter, telegram, fax, etc. An acceptance is the response of the person to whom the offer is addressed about its acceptance. Acceptance can be expressed both in the form of a written consent, including a message by fax, telegraph and other means of communication, and by performing certain actual actions (for example, shipping goods, paying for them, etc.) or actions to fulfill the terms of the contract specified in the offer . Currently, the main form of the transaction is the written form. The execution of a transaction in writing usually occurs by drawing up a document expressing its content and signed by the person or persons making the transaction, or persons duly authorized by them.

Under economic methods management refers to the use in management of economic levers and tools that can purposefully influence the favorable working conditions and development of the organization. These economic levers and tools reflect the socio-economic nature of organizations and contribute to their development in the market. Among them, the most important place belongs to commercial calculation. Its essence lies in the correlation of costs and results. economic activity organization and ensuring the profitability of production.

Due to the fact that commercial calculation synthesizes both management functions and economic levers and tools, it contributes to ensuring the profitability of production, the optimal use of capital, the development of technology, efficient personnel policy. Developing policy on all these issues, the central authorities use a differentiated approach to individual units, depending on the nature and content of their activities.

Commercial settlement uses such economic levers and tools as pricing, production costs, financing and lending, which contributes to the ultimate goal of commercial settlement - obtaining a sustainable profit.

Each of these levers and tools has specific uses. Thus, prices in terms of structure and level adapt to the requirements and conditions of the market. With regard to production costs, the greatest attention is paid to reducing costs by improving the technology of logistics, launching new products, increasing labor productivity, saving living labor, and overhead costs. In the field of financing and lending, sources of financing and distribution of capital among production units, obtaining loans and credits on favorable terms are determined in advance.

The implementation of the principles of commercial calculation is influenced by the degree and scale of economic relations between enterprises, the type of activity of the enterprise, the nature of the products, i.e. the implementation of commercial calculation methods depends on the specific conditions. AT modern conditions commercial settlement is carried out, on the one hand, in conditions of centralized management (the first feature), and on the other hand, in conditions of independence of enterprises and their divisions.

Commercial calculation turns into a method of implementing the functions of planning and control by subordinating the entire economic activity of the organization to the task of fulfilling predetermined and planned indicators. Reimbursement of all expenses from the income received and ensuring a sustainable profit for the organization as a whole are provided as a result of reducing the cost of material, financial and labor resources.

Granting operational independence to enterprises, production units and branches is the second feature of commercial calculation. As a result, such a form of relationships within the organization (firm) has arisen, which is defined as intra-production (intra-company) settlement.

The financial and economic position of the unit depends on the degree of operational independence. Within the framework of the granted rights, the head of the unit makes independent operational decisions and chooses the means to achieve the goal. For those results of the unit's activities that directly depend on the decisions it makes, the head bears material and administrative responsibility. At the same time, the head of the unit acts within the framework of the unified economic policy of the organization as a whole. So, for example, he can set prices for end products, take measures to reduce costs, conduct scientific research, introduce innovations into production, study the market, advertise products, etc. The head of an enterprise or division is also responsible for the efficient use of fixed capital, and, if necessary, seeks to replenish it with new appropriations.

In intra-production (intra-company) settlement, as a rule, contracts for the supply of goods and services are not concluded. Relations between enterprises and departments are formed on the basis of calendar plans deliveries and mutual obligations in terms of the quantity and quality of the supplied goods, delivery times and prices. Enterprises and divisions are endowed with basic and working capital. Before the organization (firm) report on indicators of profitability, profit and market share. For settlements in the accounting department of an organization (firm), a settlement account is opened for each such unit. All calculations are carried out through the central accounting department.

Intra-company calculation is used in organizations that have a decentralized management structure and developed intra-economic relations between departments. The basis of economic relations between individual divisions conditionally settlement (transfer) prices are accepted, according to which settlements are carried out within the boundaries of one organization (firm). The product appears in the form of a commodity only in form, not being a commodity in essence. Prices are set by the management of the organization within the framework of a single pricing policy. Intracompany settlement is carried out on the basis of cost minimization at all stages of production. Payments and deductions are also established, which affect the production and economic activity and act as cost regulators.

Intra-production calculation is aimed at achieving the goal of commercial calculation and contains its elements. It differs from the commercial calculation in that it is carried out within the framework of own organization, and commercial - between different owners, but this is a single system of cost accounting.

There are also differences in prices. In commercial settlement, prices reflect the existing commodity-money relations, in intra-company settlement, the organization's internal prices are supposed to be set.

Ship management classification

Theme 6

Lecture 10 - 13.02.12

Ship management: content and organization

6.1. The concept of "ship management"

Ship Management – professional support vessel on the basis of an agreement with all services from management company, which is usually separate from ship ownership.

The definition presented can be narrowed down, for example, to providing food to the ship, or expanded to provide everything necessary for the ship to make a profit.

Reasons for attracting subcontractors (management companies):

the shipowner delegates the authority to implement all management functions or part of them to a specialized company, since he does not have the ability, knowledge, experience and/or desire to do it on his own

· the shipowner delegates authority to the management company in order to organize and manage the work of specialized vessels in the non-specific segment of the freight market for the shipowner

· the shipowner delegates the powers of the management company operating in the field of providing crewing services (proformas CREWMAN A and CREWMAN B)

the shipowner invites a manager to carry out the reflagation of ships

The shipowner invites a manager to take the ships out of service and lay them up

· the shipowner delegates authority to the management company in order to conclude contracts for the sale/purchase of ships

Ship management is divided into:

commercial management

technical management

Crewing management

other services

Commercial management:

ü operational management

ü financial management

ü freight management (chartering)

A very important, if not the most important, component of ship management is commercial management. This element of ship management is associated with the direct daily operation of the ship through the adoption of certain management decisions as well as financial support and support production process. Given this approach to the concept and content of commercial management, it is advisable to single out operational and financial management in it and remove chartering from it as an independent part of ship management.

Operations management is the core of ship management, as it is directly related to the operational activities of the ship for the carriage of goods and passengers.

The operations manager is a kind of "nanny" of the vessel, daily accompanying its work by giving instructions, exercising control, and providing assistance in various regular and emergency situations. At the same time, this support begins from the moment the vessel is chartered and continues until the end of the voyage. The fact that the ship is being repaired also does not relieve the operational manager of responsibility for what happens to the ship.

The main functions performed by management are:

in post-fixing (operation or commercial operation of the fleet (ship chartering - fixing))

in a detailed briefing of the captains of the ships about the upcoming voyage, including instructions on:

ports of loading, unloading and bunkering

ü Time and address of submission of notices

ü norms cargo work

ü commercial and technological conditions of cargo transportation

ü travel speed mode, etc.

The operations manager (post-fixing manager) works in close contact with ship chartering specialists (fixing manager), providing them in a timely manner with updated information about the place and time of the ship’s release from the previous voyage, the state of the ship and the validity of register documents, the timing of scheduled repairs, possible restrictions on the transportation of certain goods, etc.

The operational manager in his work is constantly connected with the specialists of technical, financial management and crewing.

Financial management, which is certainly an important element overall process control of the vessel, performs, however, it is quite a passive role. It consists in monitoring incoming finances, in the form of a report from freight management specialists, and the amounts paid out, which make up the costs of maintaining and operating the vessel, carried out by technical, operational management and crewing specialists. Financial management specialists, together with their colleagues in operational management and chartering (or on the basis of information received from them), at the stage of chartering a vessel, perform calculations of expected financial indicators one or another proposal for the upcoming voyage, on the basis of which a decision is subsequently made to charter the vessel. Post-fixing work is carried out jointly with the operations manager in terms of maintaining ship accounts, tracking and receiving freight, possible demurrage, checking invoices, paying them, etc. From competence financial manager and accuracy in his work largely depends on the timeliness and level of income, as well as the possibility of reducing costs.

An independent part of ship management is chartering.

If technical and commercial management are interrelated and interdependent, then chartering is quite independent.

Operational and financial management aimed primarily at ensuring the operation of the ship at the lowest cost.

Chartering a vessel has the only task - to obtain the greatest income. Of course, the amount of loaded cargo, and, consequently, the amount of freight received, depends on how correctly the operations manager, together with the cargo assistant captain and the stevedor, draw up a cargo plan. A properly drawn up ship bunkering scheme also affects the amount of freight received. And in this sense, the operating and freight management are close to achieving the set chain of obtaining the maximum possible income.

In general, the tasks to be solved operational management, much broader than those decided by freight management.

Many ship-owning companies either create their own remote freight offices, seeking to locate them in such world freight centers as London, New York, Singapore, or turn to independent freight brokers, or delegate the authority to perform this management service to management companies.

As a rule, such brokers work for a standard brokerage commission starting from 1.25% of the gross freight ( gross freight- freight without deductions for current voyage costs and discounts).

Always set clear goals for yourself. Business development includes a number of techniques designed to grow a business enterprise. These methods include assessing marketing opportunities and markets, collecting intelligence about customers and competitors, attracting new customers to existing sales, follow-up marketing activities, the distribution of official proposals and the development of business models. Business development involves assessing an enterprise and then realizing its potential through such means as marketing, sales, information management, and customer service. These are the tasks that business development managers perform.

business development manager also called an economist or business planner. The manager must pay attention to commercial development and the use of promising lines of business presented to him and his organization. The commercial development and success of your organization depends on your knowledge of best practices and management theories.

Take a team approach - work collaboratively with other employees to achieve common goals. For some time, business development managers have emphasized the urgent need for radical new approaches to the corporation. In this paradigm net profit yields its dominance to total revenue: the corporation is focused on generating new revenue streams from new products and services and on optimizing existing revenue streams through innovative marketing and rapid adaptation to changing consumer needs and tastes. The new kind corporation is above all "smart and agile".

Senior business development managers worry about the lack of creativity and innovation of their subordinates, but their own decision-making processes and management structure undermine the efforts (even those they themselves have stepped up) to develop new lines of business and innovate old ones.

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