Dnipropetrovs’k

2014

ALFRED NOBEL UNIVERSITY, DNIPROPETROVSKTHE DEPARTMENT OF INTERNATIONAL ECONOMY AND ECONONIC

THEORY

Types of External Relations

goods, capital, labor

International transactions: payments, fees, loans, foreign exchange and insurance operations.

Scientific and technical relations: selling (exchange) licenses, patents, know-how,

engineering, training

joint ventures: international companies and associations, joint ventures, foreign trade

in free economic zones

countertrade: barter trade to compensation under

Lease: rating, hayring, leasing

Participation in organizations: trade fairs, exhibitions, shareholders, stock exchanges, tenders,

conferences etc.

Job the contract conditions

Cooperation: industrial, scientific, technical, scientific,

industrial, educational

goods, capital, labor

Export

manufacturing, transportation, forwarding, consulting, marketing, agency,

compensation, management, accounting, insurance, travel, legal and others.

Import

Services Services

Figure. 1. Types of foreign activities permitted by the law of Ukraine "On Foreign Economic Activity" (p. 4)

Table 1.

Table 1.

Administration

The Audit Committee

The Supervisory Board

The Audit Committee

General gatherings of shareholders

Administrative and Financial Department

The economics department

Department of Foreign

Economic ActivityDepartment

leasesLegal

Department

Department of Foreign Economic

Relations

Sales and Marketing

Department

Marketing department

Department of Commerce

Office of Personnel Management

Logistics Department

Car Sales Department

Figure. 2. Organizational chart of activity of PJSC "Complex" LybedskyiAccounting

index Evaluation

Interaction supplier of products, obtaining favorable terms

dealership agreement with the supplier of motor

1. Under the agreement, the discount program for discounts, payment for goods at a rate of 10-15%. However, because of non-compliance for the period 2010-2013 he established standards, discounts were not obtained.2. Positive development agreement to pay for goods worth over 40 thousand USD in the form of ex-post sales. Given that cars and 40 thousand USD have a high turnover of times, and in some models made buying a subscription and are willing to be expected to supply the required configuration, the company managed to minimize the duration of the operating cycle of rotation of their funds from the date of purchase to implementation, using trade credit effectively.

Marketing job

Despite the effect of factors that directly affect decline in effective demand direct clients brand Hyundai, the author believes that the work of specialists relevant sections of PJSC "Complex" Lybedskyi "in the marketing of vehicles is not effective. Unused competitive edge location salon in Kiev, promotions do not bring the expected result. Do not use all possibilities of cooperation with banks in terms of providing a more attractive loan programs to attract new customers. The effectiveness of the sales managers can be high due to possible additional stimulus to the study and prediction of demand for certain models of cars based on the things make more accurate budgets and more.

Fulfillment of contractual obligations and monitoring their

implementation

Contractual terms and conditions regarding the terms of payment and receipt of goods in the customs port of Ukraine is carried out in full and without delay violations. As part of their sales in accordance with the schedule of established contract manufacturer to the dealership, constantly violated.

Interaction of structural units of PJSC "Complex" Lybedskyi 'over the exercise of the purchase and

sale of cars

The mechanism of the exchange of information between structural units occurs at a high level due to the implemented automated accounting system 1C-Enterprise that is adapted to the Motor Show. Just quickly established affiliations with structural units of the supplier of Hyundai Motor Company in matters of the formation of the queries, reports, exchange of information.

Strengths Weaknesses the company has a rather favorable location and transport accessibility in

the central part of Kyiv; availability of comprehensive road transport infrastructure, in particular in

the enterprise operating platform commission on sales supported and seized cars, new auto showrooms, Pawnshop, sink, shynomantazh stations, specialized repair shops, cafes, and other items necessary road transport infrastructure. The presence of such infrastructure provides a significant competitive advantage in the investigated undertaking compared with auto centers that are competitive in terms of accessibility;

en advantage is great avtoparkynhu 1,000 parking spaces. Due to the transport load of Kyiv and the problem of free parking, the presence of the benefits of undertaking to attract new potential customers cars parking lot with customers;

despite the existing low volume of sales the company has a well-established mechanism of foreign trade operations supplier of Hyundai Motor Company;

· company on the basis of 2010-2013 he did not provide car sales in accordance with established budgets, never received from the supplier declarations discounts on discount program, failed to organize a foreign business to a level to get the return on investment greater than the whole industry sale of cars showrooms.

Possibilities Threats reduce the cost of cars due to new government policies in the automobile

industry, in particular by reducing import duties, cancellation utilization fees or other taxes and fees in customs value and car registration;

increase in sales in accordance with the terms of discount products will get a discount of 10 to 15% of the contractual value of the supply;

attract new customers through the acquisition of more and more popular with buyers TM Hyundai cars in Ukraine, including through the issuance of new car models, more configuration stored in prices;

attract new customers through both improving the socio-economic situation in Ukraine and the intensification of bank auto loans;

Attracting more customers due to the presence in the composition of JSC "Complex" Lybedskyi "developed Transport infrastructure: auto other famous brands, Car Service, avtoparkynhu large area in the central part of the city, etc.

· presence as part of the tenant space company showrooms representing other automobile brands that are direct competitors TM Hyundai, including better adjusted sales in these showrooms, increases competition for the sale of Hyundai TM

problem areas characteristic

discounts to car buyers

During the period 2010-2013 he held a minimum number of free programs for car sales. On the one hand managers is explained by the fact that most cars (60%) with stable demand, including about half of the clients receive the order, the other half was sold on credit applications. Less attention is given to all car sales worth more than 40 thousand USD, although the analysis it cars implementation of this price segment accounts for around 60% of total revenues showroom.

Communication with the client

In the showroom promotions are not using the full range of marketing techniques. One important drawback is the lack of maintenance of the database for buyers who have already purchased the car in the showroom and base for buyers who are interested in the opportunity to buy the car. As a result - lost communication with potential customers, and therefore there are significant missed economic benefits.

lack of certified service technician vehicle

maintenance TM Hyundai

Admittedly, the lack of a comprehensive customer service in HM Hyundai technical service issues quite significantly reduces the volume of sales. Moreover, this fact seems surprising against the background of a developed road transport infrastructure, which is part of JSC "Complex" Lybedskyi "the presence of foreign companies with maintenance vehicles. As noted, market experts, 80% of the revenue it receives from the car center service performance cars sold. Only 20% of revenue - from the sale of new cars

Schedule showroom

Current trends efficient sales organization implies that the buyer of the car determines schedule employees showroom. And preferences showroom checked if the client need to figure out some issues in the evening and off-time when a car dealership or station stations did not work. However, such measures were not available in the target motor

marketing activities

Statistics show that provadzhuvani marketing efforts do not yield the expected result of an increase in sales volumes of cars. One of the reasons for this situation can be explained by extremely intense outdoor advertising (billboards, advertising display cases) at the location of JSC "Complex" Lybedskyi "as the other dealers, and third party auto brands. As a result, the effectiveness of outdoor advertising appeared minimal Insufficient attention is paid to the promotion of goods over the Internet. It should be noted the problem of defining and working with the target audience because of the lack of accounting of existing customers.

sales staff

In this paper, showroom personnel engaged in direct customer service, you can track certain disadvantages associated with establishing effective communication with both clients, maintaining a database of customers (and those who were buyers, and those who are potential). In some cases the lack of initiative staff, subjective evaluation rating showroom. This situation can be explained by the low level of incentives for staff, which ultimately affects the "turnover" rate. Also low are arrangements for skills development (including visits to specialized seminars). Given that it is the work of staff on customer service is outstanding sales in the system, this situation can be considered quite critical.

reserves characteristic

discount program auto supplier

Getting in line with the discount program discounts from the supplier at a rate of 10 to 15% of the cost of the contract for compliance with the established sales plan cars(planned for 2013 - 90 to 2014 - 95 cars). Therefore, get discount will be a consequence of increased sales of cars, and getting off company will be able to have as much profitability and greater opportunities to provide price discounts to buyers to facilitate even greater growth in turnover showroom. Note that the experience of Hyundai Motor Company in the automotive market of Ukraine shows that those dealers are for the year could put over fulfill plans by 50%, the supplier has provided an additional 5% discount on the cost of supplies contract

further organization of the service station Hyundai

As noted, market experts, 80% of the revenue it receives from a car dealership service performance cars sold. Only 20% of revenue - from the sale of new cars. In addition, a comprehensive service to customers at a significant competitive advantage among other showrooms tenant spaces JSC "Complex" Lybedskyi. "

improving staff of sales

The importance of the issue is explained by statistical facts, according to which the decision to buy a car the customer by 52.4% form the same showroom consultant, still 9.4% creates awareness campaign salon, 8.7% of the speed of processing of documents and only 4.7% to buying a car customer stimulate additional gifts. Retrospective analysis shows low efficiency of the staff serving clients showroom

viewing patterns lineup presented in motor show

analysis showed that 35-40% of all cars sold that dealership - a car worth over 40 thousand USD. In accordance with the contractual terms Hyundai Motor Company has set the terms of payment for the cars of medium price segment above 40 thousand USD in fact sale. It should be noted that the cars Santa Fe and Sonata quantitatively with the average percentage of the total average annual sales up 25%, while delivering 40% of all proceeds from the sale. Policies should be revised model range upwards representation of cars in the price range of 40 thousand USD and prophetic, thus stimulating spending marketing activities

Figure. 3. Earnings before tax showroom JSC "Complex" Lybedskyi"

Figure. 4. Dynamics click through merchandise imports over the forecast period using reserves activities

Thank you for Thank you for attention!attention!