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Title:Analiza uspešnosti prodaje izdelka FKX - 9000 v podjetju armature d. o. o.
Authors:ID Žvirc, Jure (Author)
ID Iršič, Matjaž (Mentor) More about this mentor... New window
Files:.pdf VS_Zvirc_Jure_2022.pdf (2,42 MB)
MD5: 64D2AF966F6B42C5EE02A835268C73ED
 
Language:Slovenian
Work type:Bachelor thesis/paper
Typology:2.11 - Undergraduate Thesis
Organization:EPF - Faculty of Business and Economics
Abstract:Armature d.o.o., podjetje za proizvodnjo armatur spada k mednarodni skupini Crane Co. Je srednje veliko, mednarodno usmerjeno in inovativno podjetje, ki razvija, izdeluje in trži raznovrstne proizvode – industrijske armature za kemijsko, ogrevalno in drugo procesno industrijo. Skupaj z družbo Croning livarna, Ravne na Koroškem, ki izdeluje različne ulitke iz nizko in visoko legiranega jekla oziroma iz visoko kakovostne jeklene litine s svojo prisotnostjo na mednarodnem tržišču dokazujeta, da prepletenost kontinuiranega in neustavljivega razvoja in hkrati pa zvestoba temeljnim tradicionalnim vrednotam, vodita do uspeha. Osnovni cilj njihove poslovne politike je, da svojim strankam nudijo najboljše izdelke in storitve. Želijo biti prednostni dobavitelj svojih strank. Podjetje Armature sledi svoji viziji, postati eden vodilnih proizvajalcev industrijskih armatur. Ker sem se že v okviru prakse in počitniškega dela, v času srednješolskega in potem študijskega izobraževanja spoznal z delom v podjetju, sem se tudi za izdelavo diplomske naloge odločil, da jo opravim v podjetju Armature d.o.o.. Namen naloge je analiza uspešnosti točno določenega proizvoda podjetja v določenemu časovnemu obdobju, to je izdelek FKX-9000. Osredotočili smo se na obdobje od leta 2018 do leta 2020. Lastnik podjetja se je odločil, da so določeni podatki poslovna tajnost in jih nismo uspeli uporabiti. Zato smo pri poglavjih analiza prodajnega osebja in analiza zadovoljstva odjemalcev uporabili podatke, ki so nam bili na voljo. Naloga je razdeljena na 4 poglavja. V uvodu smo opisali področje in opredelitev problema, namen, cilje in hipoteze raziskave, predpostavke in omejitve, ter metode raziskovanja. V teoretičnem delu smo analizirali prodajo, osebje, cene, odjemalce, zadovoljstvo le teh, dobičkonosnost ter plačila. V naslednjem delu smo ugotovitve iz prejšnjega dela prenesli v praktični del, to je analiza obsega prodaje izdelka FKX-9000. Zadnje poglavje je sklep, kjer smo razložili rezultate in ugotovitve hipotez, ki smo jih postavili kot bistvo diplomske naloge. Hipoteze, ki smo jih postavili v okviru praktičnega dela niso v celoti potrjene. Prva hipoteza, ki je predvidevala količinsko rast prodaje izdelkov FKX-9000 med letoma 2018 in 2020 za 50% je ovržena. Dvig količinske prodaje je bil za 25,8%. Druga hipoteza, ki predvideva, da se več kot 70% prodaje realizira s prodajo 5 največjim odjemalcem je potrjena. Delno lahko potrdimo hipotezo o več kot 70% realizirani prodaji na tržiščih Amerike in Kitajske, ki je bila samo v letu 2019 nad 70%. Prodajne cene za ocenjevane izdelke so se dvignile za več kot 5%, prav tako se je projektna aktivnost prodajne ekipe med letoma 2018 in 2020 povečala za predvidevan %. Prav tako se tudi odstotek reklamacij in pritožb vsako leto zmanjšuje. V dveh letih se je zmanjšal za okrog 50%, kar je posledica boljšega dela vseh oddelkov v podjetju. Ugotovitve in predlogi, ki bi izboljšali trenutno stanje prodaje FKX-9000 izdelkov: - aktivnosti, ki bi skrajšali roke proizvodnje izdelkov, s tem bi izboljšali tudi terminsko konkurenčnost - zmanjšanje reklamacij in pritožb - večji poudarek pri prodajnih aktivnostih izdelkov FKX-9000, ki so višjega cenovnega razreda
Keywords:Analiza uspešnosti prodaje, analiza obsega prodaje, analiza stroškov in dobičkonosnosti, analiza prodajnega osebja, analiza prodajnih cen, analiza zadovoljstva odjemalcev, analiza plačil.
Place of publishing:[Maribor
Publisher:J. Žvirc
Year of publishing:2022
PID:20.500.12556/DKUM-81795 New window
UDC:658.8
COBISS.SI-ID:127426563 New window
Publication date in DKUM:27.10.2022
Views:934
Downloads:135
Metadata:XML DC-XML DC-RDF
Categories:EPF
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Licences

License:CC BY-NC-SA 4.0, Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International
Link:http://creativecommons.org/licenses/by-nc-sa/4.0/
Description:A Creative Commons license that bans commercial use and requires the user to release any modified works under this license.
Licensing start date:31.05.2022

Secondary language

Language:English
Title:Sales performance analysis of the FKX - 9000 product in the Armature d. o. o.
Abstract:Armature d.o.o. is a company for the production of armatures and is a part of an international group Crane Co. It's a medium- size, innovative, and internationally oriented company, that develops, manufactures, and markets a variety of products – industrial valves for chemical, heating, and other process industries. It’s in collaboration with the foundry Croning livarna, Ravne na Koroškem, that produces different castings from low and high alloy steel – in other words high-quality steel castings, their collaboration is proof that in the international marketing, the intertwining of continuous and unstoppable development, and loyalty to fundamental traditional values, lead to success. The main aim of their business policy is to offer their customers the best possible products and service. Armature follows its vision of becoming one of the leading manufacturers of industrial fittings and wishes to become the main supplier for their buyers. Since I have already familiarised myself with the inner workings of the company while I was doing an internship there during my high school and college years, I have decided to write my diploma thesis at the Armature d.o.o. The purpose of this thesis is to analyse the performance of a specific company product in a certain period of time. So, I have decided to analyse the FKX-9000 product in the period from 2018 to 2020. The following thesis is divided into four parts. It starts with the introduction in which we discuss the scope and the determination of the problem, the purpose, objectives and hypotheses of the research, assumptions and limitations, and research methods. In the theoretical part we analyse sales, staff, prices, customers, customer satisfaction, profitability, and payments. In the part that follows we turn our previous findings into practice, where we analyse the process of salles product FKX-9000. The last chapter contains the conclusion in which we explain the results and findings of the hypotheses that we set as the essence of the thesis. Our findings are that the hypothesis we set for the practical work have not been fully confirmed. The first hypothesis, which predicted the increase in sales of the FKX-9000 product between 2018 and 2020 by 50%, has been refuted. Instead, the increase in sales was 25,8%. The second hypothesis on the other hand, the one that estimates that more than 70% of sales are realized by sales to the 5 largest customers, has been confirmed. We can also partly confirm the hypothesis, which assumes than 70% of realized sales in the market of America and China, which was in the year 2019 above 70%. Sales prices for the evaluating products have risen for more than 5%, and the project activity of the sales team between 2018 and 2020 has also increased by the estimated %. The percentage of complaints and appeals has also decreasing every year. In two years, it has decreased by about 50%, which is due to the better work of all departments in the company. It is to be noted that in the chapter regarding the sales staff analysis and customer satisfaction analysis, a lot of information were evaluated by the business owner to be a trade secret and were therefor omitted from the diploma, so we were only able to use the data available to us. Our findings and suggestions that would improve the current state of sales of FKX-9000 products: - activities that would shorten product production deadlines, thereby also improving forward competitiveness - reduction of complaints and grievances - greater emphasis on the sales activities of FKX-9000 products, which are of a higher price range.
Keywords:Sales preformance analysis, sales volume analysis, cost and profitability analysis, analysis of sales staff, analysis of selling prices, customer satisfaction analysis, analysis of payments.


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