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Ціни та цінова політика - Тормоса Ю.Г.

6.3. System tsinovih znizhok

The effective tool of the new strategic approach is the system of tsinovih znizhok . Golovnaya meta zastosuvannya tsinovih znizhok polagye in devotional dodatkovyh stimuli for purchases in pridanny goods. Rozmіr znіchok to be buried in the nature of ugod, the minds of deliveries, those payments, the conjuncture of the market at the time of writing contracts, and the characteristics of the product that інших чинників.

In practice, the installation of the Nyniblshshogo poshirennya nabuli soi vid tsinovikh znizhok: for kіlkіst pridbanoї produktsii, for shvidkіst payment, seasonal, dilerskі, znіzhki for the complex purchase of goods, goods and services hall of the Ін.

Знижка за кількість придбаної продукції - це зменшення ціни для покупця, який купує партію товару, розмір of anchor перевщує пввну размер. Taka znizhka, yak, as a rule, vstoletuyutsya vіdsotkom zmenshennya nominalnogo (pricelantnoї) tsіni abo in the natural odinnitjah to the goods, yak moge buti nadaniy kotokshtovno. Nadannya kіlkіsnoї znizhki osnovnuyutsya tim, scho sales of goods in the great parties of the veda to zmenshennya realizatsiih vitrat, yakі povz'yannyі z organisatsіyyu sale, transportuvannyam produktiї ta її zberigannyam. The value of ciq znizhok myo not perevishchuvati sumi ekonomії vitrat vending, yaka wiklikana realizatsiyyu goods znachnimi partiami.

Знижки за кількість придбаної продукції діляться на звичайні та кумулятивні. Zvichayna znizhka vstanovlyuetsya okremo on the skin of the party's product and not to lie in the veneer of alternating sales. Scheme zvichaynogo zyzhki hotge is simple and can, napriklad, mati such viglyad: with razovіy goods up to 500 pcs. Znyzhka kuprettsyu not nadaetsya, from 501 to 600 pcs. - to become 10% of the price, from 601 to 700 pcs. - 15% and so on.

Viznachayuchi mіnіmalnu partneri goods, with overheated bogey nadana znizhka, mozhna vikoristovuvati formula bezbbitkostі zmіni sale vaslidok zmenshennia tsini (6.1). At the top of the border of the kindergarten on the leather goods, ū suma ekonomi, yaka otrimana vіd її realizatsii. Alya vstanoviti specific value ekonomії vіd sale тієї чи іншої партії to the goods to finish foldably, and in active випадках (at an appreciable assortment) it is practically inconvenient. For the cynicism of minds, spirayuchis on the designated formula, you can signify the value of the purchase and the collection, and you will receive the seller's dodatsky goods in the realty of such goods. The sustained pribudku in tsiu vipadku reach the tim, scho padinya income in the znizhennya tsini breeze perekrativas pributkom vіd zbilshennya otnagu sale, yak wiklikane introduced znizhki.

Розглянемо умовний припри, коли підприємство має намір розробити scale звичайних кількісних знижок. Prispimo, scho kopatkovu planuyetsya vstanoviti 2% znizhku on partiyu product, rozmіr yakії перевищує 15 тис. Vibrok. Yaksho tsіna odnitsy products to become 40 UAH, and zmіnnі vitrati в її складі дорівнютьть 15 UAH, then bezbikovy pririst sale vasledіd zmenshennia tsіni 2%, abo 0,8 uah stanovitme 3,3%

Approx. 495 pcs. This rank, for the 2% of znizhki z tsini, realizatsiya kozhno oditytsi goods, shcho transplant the party in 15495 pcs., Bude bring pidpriemstvu dodatkovy pributok. Наприклад, якщо підприємство реалізує партію товару в кількості 16 тис. Pcs., Then dodatkovy pributok vіd її sale of stock 12,2 tis. UAH [(39.2 - 15) • 505].

Prispodimo, scho nachupnu znizhku planuetsya vstanoviti on rivnі 5% tsini, scho become 2 UAH. Todi bezbiksovyi oksyag sale budey dorivnuvati 8,7%

1,305 pcs. Zvidsy can zrobiti visnovok, scho znizhku in rozmіrі 2% can vstanoviti on party products in the interstices 15495 - 16305 pcs. Conducted analogues rozraunkyv for the mind vstanovlennya znizhok on the river 8% and 12% gave zmugu, p pervnuyu mirovu otruklennya, rozrobiti scale zvichaynyh kilkisnyh znizhok (Table 6.4).

When obruvantuvannі rozmіir partyії goods, the values ​​of tsіnovі znіzhki neobhіdіna іnchovuvaty, schо buktsyu not zavzhdy vіgіdіnu kupuvati produktsіy znachnimi partіїy, tcho tcebede zbіlshennya poztchnyh vitrat na її зберігання. Tomu vedi vidapkiv

Table 6.4

THE SCALE OF THE ZONZHOK

Zastosuvannya zvichaynih kilkіsnikh znizhok for the great otsyag raskovoy purchase vtratcha its stimuljuyuchu role. At tsiomu vypadku efektivnishe zastosovuvati kumulyativnі znizhki, yaki zaohchyot pribannya prodstvії navіt neznachnimi partiami. Cumulative znizhka (yaka nazivayutsya takozh bonusnoyu, abortion for the turnover) nadaetsya postyynym buktsyam in raz pridbanya them for the first period party goods, shcho perevishchu vstanovlenu for the sake of the edge. Taka znizhka vrahovuє not tilki value znovu prdbannoї partії produktsii, and the whole octal of the alternate purchases. To that sum pay for придбання кожної нової партії goods pererahovuyutsya з урахуванням зростаючих розмірів знижок.

Rozglyanemo mehanizm zastosuvannya cumulative znizhok on application of the scale zobrazhenoї on tab. 6.5.

Table 6.5

THE SCALE OF THE KUMULYNAYA ZHINZHOK

Pripustimo, scho pіdpriєmstvo realizuvalo buktsyu viznachenu ugodoyu mіnіmalnu partiu product in rozmіrі 5 tis. PC. For a price of 40 UAH per oditnitsu. Z rakhuvannyam 8% znizhki vartіst oditytsi goods to become 36.8 UAH, and for the whole boule party, 184 yew are milled. UAH Після реалізації даного товару merchants вирішив придбати додатково 1,5 тис. PC. For the tidings of 10% of znizhki z tsini. Yakschoo b znizhka not bula cumulative, and zvichayna, then the price of the odnitsy goods of the new party became b 36 UAH, and for her nepotibno bulo b razratiti 54 yis. UAH Ala znizhka mya kopyachuvvalny character and that rozraunok iz from the seller moe zdіysnyuvatis for the price 36 hrn із урахуванням кількості попередньо придбаної продукції.

For the cynicism of the minds for all pridbany products at rozmіrі 6.5 tis. PC. The merchant is guilty of splitting 234 yew. UAH (36 • 6500). Urakhovoychi, scho for the Persh party, already having paid 184 yew. UAH, a new party to the goods yomu koshtuvatime tilki 50 tis. UAH (234 - 184). Тоді ціна одниці продукції нової партії буде дорівнювати не 36, а лише 33,3 грн (50: 1,5), Що забезпечить закупцю отримання додаткової економії від купівлі цієї партії товару в розмірі 4 тис. UAH By this rank, the cumulative accumulation of the coterie is allowed to save the merchants of the new goods on the dedalis of the hunger states.

Kumulyativnі znizhki naybіlshogo поширення набули at realizatsії productів харчування a short term зберігання, action of expensive goods, and takozh machines that tired, scho rіdok kupuyutsya v znachnіy kіlostі.

Order with kilkіsnim znizhkami in zinkovyh umov widely vikoristovuyutsya znizhki for shvidkist payment. Wongs nadayuetsya pokupatyu, yak operatively rally rahunki, tobto ranish vstanovlenogo kogoduyu kintsevogo terminu. Znizhka for shvidkist payment in warehousing in three parts: rozmіru samoї znizhki, perіodu її дії та кінцевого терміну сплати вартості придбаного товару, якщо закапець не використа надану можливість в отриманні знижки. In the regions, the zinc eco-economy is typified by the butt of the contracts for the supply of goods умо уovna, "2/10 net 30". Tse means, sho payi maiyut bouti spent in the course of 30 calendar days at the time of taking back the goods. Alya buktsyatu bude nadana znizhka in rozmіrі 2%, yakshchu vіn rozrauyetsya for produktsiyu the first 10 days.

Value znizhok for shvidkіst payment, as a rule, viznachaetsya rivnem bankovyskoy interest rate for credit on ponovlenya obivovih koshtiv. Zvichayno, yakshcho vibrochnik not otrimaє sveechasno grooshi for realizovany product, then vin budusu vimusheny popovnyuvati svoi obogov koshti rahunok bankovskogo credit. In the cichs of fasting, quicken the payment, change the credit for the loans, and save money for the savings in the amount of the payment of interest.

The value of the charge for the payment of shvidkіv (Z) viznachaetsya for the formula:

(6.9)

De BS - bank rate for the loan,%;

Д - кількість днів, на які скорочується payment for the goods from the porіvnyannі з кінцевим терміном розрахунків;

365 - кількість днів у році.

In our application 2% of the zoning is put on the purchase, yakzczo rozraunkovy term (30 days) to speed up by at least 20 days. For the cynicism of minds, the rate for the bank loan is more than 36% of the riches, and the loan is transferred to the credit in bolshosti rozvinuti kraїn.

This rank, zastosuvannya znizhok for shvidkist payment i priskorju nadohozhdenia koshtiv for realizovanu producty tsenochuyu vitrati sobyttsya, yakі povzjazanny zі stjagennnyam debіtorskoe zaborgovanosti.

Seasonal znizhki vstanovlyulyutsya for spozhivachchiv, yakі kupuyut com in mizhzesezonya. Takso znizhki stimulate popit on posazsezonnnyi com, scho dye zmogu vygoditsyu pidtrymuvati stabilnyi riven vihnogo virobnitsvva that sale in the course of fate. The value of seasonal zizhki viznachaetsya vitratami zamenitsya that purchase on zberіgannya vidpovіdno viroblenoi zavchasno pridbano produkcii up to the beginning of the season її realizatsii. That the value of the nadanoj vibrokom seasonal znyzhki can not perevishchuvati sumu vitrat vіd zberіgannya to the goods at its warehouse. Vodnochas taka znizhka moe zabezpechuvati buktsyu bilshu ekonomiju, nizh vitrati on zberigannya goods to the back of the seasonal seasonal popy on nyogo. With a seasonal seizure, one can be selected over an hour. Chim ranish until the season is about to start selling the goods, tim on the big river is put into the znyka.

Дилерські знижки надаються виробниками своїм предійним представникам або for mediators for the vikonannya operatsіy z realizatsії proizvodstva spizhivacham. Naichastishe takie znizhki zastosovuyut at realizatsii avtomobiliіv, tractorov ta non-standard obladnannya. So, at the edges of the zinc ekonomioku, the dealer's depreciation of cars is colossal due to the brand of machinery, and it becomes at the middle 15-20% of the growth rate.

Deykі fіrmi, yakі realizvat vzаmodopovnichnychі com, vikoristovuyot spetsіialnі znizhki, scho nadayuyut buktsyam at kompleksnіy kompetitsi (napriklad, komp'yuteri programme zabezpechennya). Sutnist takoї znizhki polyagaє in that, sho tina kozhnogo z vibroiv in a warehouse set set on a menshomu rіvnі, nizh if vony proyayutsya okremo. Yaksho fіrma realizuє set of goods vlasnogo vibrobitvtva (napriklad, machine for golіnnya ta leza), then the size of the mozhe bouti can be seen on the basis of the high visibility of the effects on the scale. In the case of the formulations set, the warehousing of the products of the virgin vibrobitvtva and the other companies (napriklad, kopiuvalna tehnika dapir to nei), rozmіr znizhki zumovlyuєtsya magnitude otrymanoї znizhki vіdіktsya dopovnichychogo goods.

We will add the type of tsinovik znizhok є merchandise hall , tobto zmenshenya tsіni new goods for kupyttsya for igovi zdavannya him rannish pridbanoi i vzhe zasheriloi model danoї firmi. Dekki pіdpriєmstva z metoju zbіlshennya obshyagіv sale svetyї produktsii vstanovljayut on the analogous virobi of competing fіrm більші знижки, ніж on the companion of the virgin vibrobitvtva. Товарообмінний залік набув найбільшого поширення в торгівлі автомобілями, телевізорами та ішимшими виробами довгострострокового використання.

Order in order to zastosuvannya perelichnicah znizhok, mozhut vstanovljuvatis і zaponnі znizhki, yakі one-hour poyadnut різні їхні вид.

It is well richer in practice to increase the allowances, which can be established for the sake of the product, the quickening, the delivery, the toto for vikonannya dodatkovyh vimog spozhivacha to the goods. Prior to them, they must levy surcharges (dunks) on the products of doluvnye galuzey (wagill, naphtha), de jakisnі characteristics of goods to maket znachnu diversification, zumovlenu natural chinnikami. In the case of the cichs, the price of the product is set on the product with the standard normative displays of the anchor, and the transition from the basic variance to the last one is due to the add-on of the premiums. For example, in Ukraine, the wholesale prices for vugil are fixed for the rent, the price for the average rates in the amount of fines, and the taxes for that. In vipadku, if the actual demonstrators do not comply with the norms, then for the leather insect perevozchennya (znizhennya) at vugilli, napriklad, zoli, before wholesale tsin zastosovuyutsya charge (znizhka) in rozmіrі 2,5%.