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5 czynności mających kolosalny wpływ na start firmy


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Start firmy wiąże się z podjęciem dużego ryzyka. W umyśle początkującego przedsiębiorcy rodzi się wiele pytań, pomysłów i obaw. Aby przekształcić ideę biznesową w samodzielnie istniejący organizm warto poświęcić czas, by ją usystematyzować. Pierwszym krokiem, który należy wykonać by przybliżyć się do celu jest stworzenie modelu biznesowego., Ważna jest jednak pamięć o kluczowych czynnościach, których przeprowadzenie zminimalizuje ryzyko popełnienia podstawowych błędów, a należą do nich: określenie segmentów rynku, kanałów dystrybucji, strumieni przychodów, kosztów, a także wartość dla klienta i propozycji wartości. Analiza tych 5 kwestii stanowi podstawę nowej firmy, dlatego należy podejść do niej z należytą dokładnością.

Segmenty rynku

Rozpoczynając działalność firmy warto zadać sobie pytanie – Do kogo chcemy kierować swoje produkty? Powszechnie wiadomo, że produkt, który ma za zadanie zaspokojenie potrzeb wszystkich grup klientów najprawdopodobniej nie spełni oczekiwań żadnej z nich, dlatego warto je zidentyfikować. Jedną z dróg do dogłębnej analizy tego pytania jest segmentacja rynku, czyli podzielenie go na części, które wyłonią poszczególne grupy odbiorców produktu. Poznanie i analiza tych grup umożliwi wytworzenie produktów, które będą trafiać w potrzeby klientów. Przykładowo, telefon komórkowy skierowany dla ludzi młodych i aktywnych będzie miał inne funkcje niż model dla osób starszych, którzy cenią sobie np. duże klawisze oraz długi czas pracy na baterii.

Kanały dystrybucji

Ważnym aspektem jest również wybranie odpowiedniego kanału dystrybucji, czyli droga jaką dany produkt będzie dostarczany do klientów docelowych. Jest ona zależna od wielu czynników takich jak np. rodzaj produktu, cena, typ nabywcy, czy wielkość i zasoby przedsiębiorstwa. Podstawowym podziałem jest podział na kanały pośrednie i bezpośrednie. Do pierwszej grupy zaliczamy sprzedaż z wykorzystaniem pośredników (Hurtownie, Sklepy). W kanałach bezpośrednich producent dociera ze swoim produktem prosto do konsumenta. Podstawową czynnością przy wyborze kanału dystrybucji powinna być solidna analiza rynku, jego segmentów oraz wielkość i częstotliwość dokonywania zakupów. Istnieje wiele kanałów dystrybucji, dlatego kluczową decyzją jest wybór najbardziej popularnych i opłacalnych. Dobrym pomysłem jest również przeanalizowanie kanałów, z których korzysta konkurencja. Należy sprawdzić czy sprawdzą się w naszej firmie oraz wprowadzić usprawnienia, które pomogą wyprzedzić konkurencję.

Propozycja Wartości

Wartości są swoistym fundamentem na którym powinna opierać się firma, dlatego warto zwrócić uwagę i zastanowić się jakie konkretne wartości chcemy reprezentować, oraz jakie przekazywać dla klienta, ponieważ determinują one przyszłe działanie firmy – są swoistą soczewką, przez którą firma patrzy na świat. Przykładem firmy, która kieruje się wartościami jest Tymbark, która jest głównym sponsorem największego Turnieju piłkarskiego dla dzieci w Europie. Dzięki tej akcji dzieci mają szansę na poznanie świata piłkarskiego i rozwój swoich pasji, a być może w konsekwencji również istnieje szansa na zbudowanie silnej reprezentacji piłkarskiej.

Strumienie przychodów

Nie można zapomnieć o strumieniach przychodów czyli po prostu o tym na czym nasza firma ma zarabiać pieniądze. To właśnie od nich w dużej mierze będzie zależeć, czy oferowanie danego produktu lub usługi będzie dla firmy opłacalne. Myśląc o strumieniach przychodów należy zacząć od zbadania za jaką wartość klient płaci oraz z jakich kanałów płatności korzysta. Następnie warto zbadać za jakie ewentualnie dodatkowe usługi lub produkty klient jest skłonny zapłacić oraz jaki kanał płatności byłby dla niego najbardziej wygodny. W tym miejscu trzeba również podjąć decyzję, czy chcemy zastosować ceny statyczne (ceny katalogowe, zależne od właściwości produktu, segmentów rynku lub wolumenu transakcji) czy dynamiczne (negocjacje, zarządzanie zasobami, aukcje).

Generowane koszty

Struktura kosztowa odgrywa istotną rolę w każdym przedsiębiorstwie. Podczas analizy tego czynnika niezbędna jest odpowiedź na pytania : Jakie koszty generuje nasz biznes? Które zasoby są kluczowe? Co generuje najwięcej kosztów, a co najmniej ? Czy występują korzyści skali? Po odpowiedzeniu na te pytania uzyskamy obraz struktury kosztowej naszego przedsiębiorstwa.

Po przeanalizowaniu powyższych pięciu czynników oraz zweryfikowaniu swojego binzesplanu, z pewnością szanse na powodzenie nowego biznesu wyraźnie wzrosną.

 

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