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Анализ рынка и План сбыта продукции
Стратегический план создания предприятия

Сейчас на отечественном рынке известно всего несколько компаний, занимающихся разработкой корпоративных информационных систем. По мере роста информатизации общества в нашей стране и увеличения числа средних и крупных компаний, скорее всего, будет всё больше увеличиваться потребности в системах автоматизации их управления. Поэтому потенциальный объём рынка очень велик и пока не сильно занят конкурентами, что позволяет рассчитывать на получение больших прибылей и занятия лидирующих позиций в этом сегменте рынка. Благодаря характеристикам выпускаемой продукции наше предприятие сможет обойти многих своих конкурентов.

Разделение рынка показано на диаграмме, представленной ниже. В качестве основных конкурентов можно выделить следующие компании: «MIS» (35%), «SoftPro» (23%), «Омега» (10%). Остальные конкуренты вместе контролируют менее 12% рынка. Планируемая доля рынка нашей компании - 20%.

img3

Необходимо провести анализ уровня конкурентоспособности продукта. Данный анализ представлен ниже в таблице.


п/п
Инструменты маркетинга Характеристики инструмента Рейтинг
Наша компания Конкуренты
Описание Рейтинг важности
MIS (гл. конкурент) SoftPro Омега
1. Качество Высокое 10 8∙10 = 80 9∙10 = 90 7∙10 = 70 6∙10 = 60
2. Ассортимент Разнообразный 6 2∙6 = 12 4∙6 = 24 3∙6 = 18 4∙6 = 24
3. Цена Невысокая 5 7∙5 = 35 6∙5 = 30 4∙5 = 20 3∙5 = 15
4. Репутация Хорошая 8 7∙8 = 56 6∙8 = 48 7∙8 = 56 5∙8 = 40
5. Поставка Своевременная 4 3∙4 = 12 4∙4 = 16 4∙4 = 16 3∙4 = 12
6. Коммуникации и реклама Высокий уровень 3 5∙3 = 15 4∙3 = 12 2∙3 = 6 3∙3 = 9
7. Продажа Хорошо организована 7 6∙7 = 42 7∙7 = 49 5∙7 = 35 6∙7 = 42
8. Послепродажное обслуживание Высокий уровень 9 8∙9 = 72 8∙9 = 72 7∙9 = 63 6∙9 = 54
9. Упаковка Стильная 2 3∙2 = 12 4∙2 = 24 3∙2 = 12 3∙2 = 12
Итого: å = 336 å = 356 å = 291 å = 263

Ук = Ксобств.конкур. = 336 / 356 = 0,94. Из этого можно сделать вывод: для того, чтобы одолеть главного конкурента, надо пересмотреть некоторые из параметров данной таблицы.

Средняя цена продукции на рынке составляет 18000$.

На следующем рисунке представлен жизненный цикл товара, производимого нашей фирмой, на рынке

img4

Графическое представление ЖЦТ на рынке

Представленный график позволяет жизненный цикл на рынке товара, выпускаемого нашей разработческой компанией. Первый этап – этап роста, занимает около 2 лет. На этом этапе компания начинает продвижение программного продукта на рынок, проводя массивную рекламную кампанию. Увеличение объема выпускаемого товара обеспечивается за счет разработки и внедрения новых качественных продуктов. К концу этого  периода объём продаж системы приближается к 140 экземплярам в год. Второй этап ЖЦТ на рынке – это зрелость, длящаяся около 4 лет. В этот период компания достигает максимального объёма продаж системы. Затем, на третьем этапе, после многих лет на рынке, начинается медленный спад объёма продаж. Он обуславливается возможным перенасыщением рынка к тому времени подобными системами, связанным с появлением более новых программных продуктов конкурентов, а также возможным переходом информационных технологий на новый уровень.

Ниже представлен возможный план сбыта продукции.

Годы 2008 2009 2010 2011 2012
Объем продаж (экземпляры) 70 105 140 140 140
Доход ($) 140000 210000 280000 2800000 280000
Прибыль ($) 90000 335000 480000 480000 480000

  1. Производственная мощность предприятия и план производства продукции на первый год работы предприятия.

Трудоемкость производства единицы продукции составляет 32 рабочих часов, при этом доход от одного продукта составляет 20000$

Смета постоянных затрат Смета переменных затрат
Статьи расходов Затраты ($)
Аренда помещения 130000
Зарплата администрации 60000
Амортизационные отчисления 90000
Затраты на маркетинг 40000
Использование ресурсов Internet 10000
Налоги 70000
Итого: 400000

Статьи расходов
Затраты на ед-цу продукции.($)
Предпродажное обследование 1000
Зарплата программистам 9000
Закупка программных средств 1500
Доставка и установка 500
Дополнительные расходы 1000
Итого: 13000


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