ALFRED NOBEL UNIVERSITY, DNIPROPETROVSK
THE DEPARTMENT OF INTERNATIONAL ECONOMY AND ECONONIC THEORY
*
Dnipropetrovs’k
2014
Types of External Relations
Cooperation: industrial,
scientific, technical, scientific,
industrial, educational
Export
Import
International transactions:
payments, fees, loans,
foreign exchange and
insurance operations.
goods, capital,
labor
goods, capital,
labor
Services
Services
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
manufacturing, transportation, forwarding,
consulting, marketing, agency, compensation,
management, accounting, insurance, travel,
legal and others.
countertrade: barter trade to
compensation under
Participation in
organizations: trade fairs,
exhibitions, shareholders,
stock exchanges, tenders,
conferences etc.
Lease: rating, hayring, leasing
Job the contract conditions
Figure. 1. Types of foreign activities
permitted by the law of Ukraine
"On Foreign Economic Activity" (p. 4)
Table 1.
Key performance indicators of foreign trade operations
Index efficiency
Formula
Marking
Description
Table 1.
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Index efficiency
Formula
Marking
Description
calculated as the
aggregate effect of
the export and
import of goods
The economic meaning of this index is that it
reflects the profits derived economic operators for
a period of time on the set of all export and import
operations.
calculated as the
aggregate effect of
the export and
import of goods
The economic meaning of this index is that it
reflects the profits derived economic operators for a
period of time on the set of all export and import
operations.
The base rate for foreign trade when the company
makes its products both export and import of goods
for resale
The base rate for foreign trade when the company has
both the export and import of goods for own
production needs
The total economic impact of export-import of the
company
The base rate for foreign trade when the company
makes its products both export and import of goods
for resale
The base rate for foreign trade when the company has
both the export and import of goods for own
production needs
The total economic impact of export-import of the
company
General gatherings of shareholders
The Supervisory
Board
The Audit
Committee
The Audit
Committee
Administration
Administrative and
Financial
Department
Sales and
Marketing
Department
Department of Foreign
Economic Relations
The economics
department
Marketing department
Logistics
Department
Department of
Commerce
Car Sales Department
Office of Personnel
Management
Department leases
Department of
Foreign Economic
Activity
Legal Department
Accounting
Figure. 2. Organizational chart of activity of
PJSC "Complex" Lybedskyi
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index
Evaluation
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.
Interaction supplier of products,
2. Positive development agreement to pay for goods worth over 40 thousand USD in
obtaining favorable terms dealership the form of ex-post sales. Given that cars and 40 thousand USD have a high turnover
agreement with the supplier of motor 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.
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
Marketing job
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.
Contractual terms and conditions regarding the terms of payment and receipt of
Fulfillment of contractual obligations goods in the customs port of Ukraine is carried out in full and without delay
and monitoring their implementation 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 The mechanism of the exchange of information between structural units occurs at a
"Complex" Lybedskyi 'over the exercise high level due to the implemented automated accounting system 1C-Enterprise that is
of the purchase and sale of cars
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.
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Strengths




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;
Possibilities





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.
Weaknesses
· 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.
Threats
· 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
discounts to car buyers
Communication with the
client
lack of certified service
technician vehicle
maintenance TM Hyundai
Schedule showroom
marketing activities
sales staff
characteristic
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.
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.
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
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
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.
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.
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reserves
characteristic
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
discount program auto supplier 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
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
further organization of the
service station Hyundai
comprehensive service to customers at a significant competitive advantage among other
showrooms tenant spaces JSC "Complex" Lybedskyi. "
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%
improving staff of sales
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
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
viewing patterns lineup presented should be noted that the cars Santa Fe and Sonata quantitatively with the average
in motor show
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
3000.0
2599.3
2500.0
thousands hryvnias
2000.0
1524.0
1500.0
1374.3
1036.9
992.9
1000.0
500.0
0.0
2010
2011
2012
2013
від вик-ня резервів
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
attention!