{"id":4144,"date":"2022-03-23T10:00:27","date_gmt":"2022-03-23T10:00:27","guid":{"rendered":"https:\/\/www.thetaxguys.co.uk\/?p=4144"},"modified":"2023-10-21T11:00:25","modified_gmt":"2023-10-21T10:00:25","slug":"principalele-greseli-legate-de-profit-pe-care-le-fac-toti-comerciantii-cu-amanuntul-din-comertul-electronic","status":"publish","type":"post","link":"https:\/\/www.thetaxguys.co.uk\/ro\/2022\/03\/23\/top-profit-mistakes-every-e-commerce-retailers-make\/","title":{"rendered":"Topul gre\u0219elilor de profit pe care le fac to\u021bi comercian\u021bii cu am\u0103nuntul \u0219i de comer\u021b electronic"},"content":{"rendered":"
\"\"<\/figure>\n\n\n\n

<\/p>\n\n\n\n

Ob\u021binerea unui profit este punctul financiar al unei afaceri - f\u0103r\u0103 acesta, nu exist\u0103 nicio afacere \u0219i orice altceva spera\u021bi s\u0103 realiza\u021bi prin intermediul afacerii dumneavoastr\u0103 (s\u0103 ajuta\u021bi oamenii, s\u0103 schimba\u021bi lumea, s\u0103 v\u0103 sus\u021bine\u021bi familia) nu va fi posibil dec\u00e2t dac\u0103 sunte\u021bi profitabil. Cu toate acestea, din experien\u021ba mea, mult prea mul\u021bi antreprenori nu \u00een\u021beleg cu adev\u0103rat profitul - ce este acesta sau cum s\u0103 se asigure c\u0103 \u00eel ob\u021bin.<\/p>\n\n\n\n

<\/p>\n\n\n\n

IAT\u0102 CARE SUNT CELE MAI MARI \u0218I MAI FRECVENTE 12 GRE\u0218ELI DE PROFIT PE CARE LE FAC ANTREPRENORII:<\/p>\n\n\n\n

<\/p>\n\n\n\n

  1. Contabilitatea soldurilor bancare<\/strong><\/li><\/ol>\n\n\n\n

    \u00cen calitate de proprietar de afacere, a\u021bi auzit de at\u00e2tea ori fraza \"Cash Is King\" \u00eenc\u00e2t \u00eencepe\u021bi s\u0103 crede\u021bi c\u0103 mai mul\u021bi bani \u00eenseamn\u0103 mai mult profit. Atunci \u00eencepe\u021bi s\u0103 evalua\u021bi profitabilitatea afacerii dvs. pe baza soldului bancar. Aceasta este o gre\u0219eal\u0103 comun\u0103 pe care o v\u0103d at\u00e2t de des. Iat\u0103 7 motive pentru care s-ar putea s\u0103 ave\u021bi de fapt pierderi \u00een afacerea dvs. \u00een ciuda numerarului din contul bancar:<\/p>\n\n\n\n

    . Nu v-a\u021bi pl\u0103tit furnizorii sau al\u021bi creditori<\/p>\n\n\n\n

    . Cheltuielile cu salariile nu au fost reflectate \u00een conturi<\/p>\n\n\n\n

    . Nu v\u0103 pl\u0103ti\u021bi un salariu rezonabil<\/p>\n\n\n\n

    Nu a\u021bi efectuat ajust\u0103ri pentru toate cheltuielile<\/p>\n\n\n\n

    . Nu a\u021bi luat nicio tragere sau dividende rezonabile<\/p>\n\n\n\n

    . Banii provin din profiturile de anul trecut<\/p>\n\n\n\n

    Lista de mai sus nu este exhaustiv\u0103, dar acoper\u0103 domeniile comune \u00een care se vor duce banii dumneavoastr\u0103. A\u0219adar, data viitoare c\u00e2nd contabilul dvs. v\u0103 prezint\u0103 conturi cu cifre de profit mai mici dec\u00e2t cele a\u0219teptate, purta\u021bi o discu\u021bie \u0219i analiza\u021bi lista de mai sus \u00eempreun\u0103 cu al\u021bi factori specifici afacerii dvs.<\/p>\n\n\n\n

    2. Marginile, marginile \u0219i marginile<\/strong><\/p>\n\n\n\n

    Acesta este un indicator important al rentabilit\u0103\u021bii, dar este ignorat sau \u00een\u021beles gre\u0219it de majoritatea comercian\u021bilor cu am\u0103nuntul de comer\u021b electronic. Data viitoare c\u00e2nd v\u0103 face\u021bi socotelile, scoate\u021bi costurile directe ale v\u00e2nz\u0103rilor sau cheltuielile directe din venituri. Apoi \u00eemp\u0103r\u021bi\u021bi acest num\u0103r la venituri. Aceasta este marja dvs. de profit brut. S\u0103 spunem c\u0103 venitul dvs. este de 1.000 de lire sterline, iar materialele sau manopera direct\u0103 sau cheltuielile directe v\u0103 cost\u0103 700 de lire sterline.<\/p>\n\n\n\n

    Diferen\u021ba de 300 de lire sterline \u00eemp\u0103r\u021bit\u0103 la venituri de 1.000 de lire sterline v\u0103 ofer\u0103 o marj\u0103 de 30%. Aceasta \u00eenseamn\u0103 c\u0103 pentru fiecare \u00a31 de v\u00e2nzare, ob\u021bine\u021bi un profit brut de 30p. Acest lucru v\u0103 spune c\u00e2t de profitabil sunte\u021bi la nivelul marjei brute. De asemenea, pute\u021bi compara acest 30% cu media industriei pentru a evalua unde v\u0103 afla\u021bi. Dac\u0103 aceast\u0103 marj\u0103 este at\u00e2t de sc\u0103zut\u0103, atunci este pu\u021bin probabil s\u0103 ob\u021bine\u021bi un profit net, deoarece nu va fi suficient pentru a v\u0103 acoperi cheltuielile generale.<\/p>\n\n\n\n

    3. Calcularea gre\u0219it\u0103 a pre\u021bului<\/strong><\/p>\n\n\n\n

    Dup\u0103 ce v-a\u021bi stabilit marjele de profit ale 30%, o gre\u0219eal\u0103 comun\u0103 \u0219i uria\u0219\u0103 pe care o v\u0103d este urm\u0103toarea. Ai stocul \u00een pentru s\u0103 zicem 1 linie de produse. Poate ad\u0103uga\u021bi costurile de livrare, ambalare \u0219i v\u00e2nzare pe Amazon S\u0103 spunem 10 lire sterline. Ce face\u021bi \u00een continuare? Aplica\u021bi 30% la costurile totale. Apoi oferi\u021bi 13 lire sterline pentru produs. V\u0103 sun\u0103 cunoscut? \u0218i are sens, nu? Ei bine, nu chiar. Dac\u0103 lua\u021bi costurile de 10 lire sterline din pre\u021bul de 13 lire sterline, ob\u021bine\u021bi 3 lire sterline. \u00cemp\u0103r\u021bi\u021bi aceast\u0103 sum\u0103 la 13 lire sterline \u0219i ob\u021bine\u021bi 23%. Tocmai a\u021bi pierdut o marj\u0103 de profit de 7% f\u0103r\u0103 s\u0103 clipi\u021bi m\u0103car.<\/p>\n\n\n\n

    Iar aceast\u0103 gre\u0219eal\u0103 se va r\u0103sfr\u00e2nge asupra profitului net, ceea ce v\u0103 va face s\u0103 fi\u021bi mai pu\u021bin profitabil an de an.<\/p>\n\n\n\n

    4. Teama de cre\u0219terea pre\u021burilor<\/strong><\/p>\n\n\n\n

    Dup\u0103 ce v-a\u021bi dat seama c\u0103 a\u021bi subevaluat tarifele pentru lucr\u0103ri sau c\u0103 costurile au crescut, o alt\u0103 gre\u0219eal\u0103 clasic\u0103 este s\u0103 am\u00e2na\u021bi majorarea pre\u021burilor de teama pierderii clien\u021bilor. Da, ve\u021bi pierde c\u00e2\u021biva clien\u021bi, dar haide\u021bi s\u0103 facem pu\u021bin\u0103 matematic\u0103. S\u0103 presupunem c\u0103 ave\u021bi 2000 de clien\u021bi \u0219i pre\u021bul dvs. este de 13 lire sterline pe client. (venituri de 26 000 de lire sterline) Dac\u0103 m\u0103ri\u021bi pre\u021burile cu 10%, noile dvs. venituri vor fi de 28 600 de lire sterline.<\/p>\n\n\n\n

    5. Reducerea cheltuielilor gre\u0219ite<\/strong><\/p>\n\n\n\n

    \u00ce\u021bi dai seama c\u0103 banii de la banc\u0103 nu sunt ai t\u0103i \u0219i c\u0103 nu faci profit. A\u0219a c\u0103 intervine panica \u0219i sunte\u021bi hot\u0103r\u00e2t s\u0103 reduce\u021bi costurile pentru a ob\u021bine profituri. Iat\u0103 \u00eens\u0103 care este treaba: Nu toate cheltuielile vor avea un impact mai mare asupra profiturilor tale. Un studiu realizat de McKinsey and Co (o firm\u0103 global\u0103 de consultan\u021b\u0103) a ar\u0103tat c\u0103, \u00een timp ce o reducere de 1% a costurilor fixe poate avea o cre\u0219tere de aproximativ 2% a profiturilor, aceea\u0219i reducere a costurilor variabile are o cre\u0219tere mai mare de 7% a profiturilor. Prin urmare, \u00een loc s\u0103 v\u0103 orienta\u021bi c\u0103tre reducerea costurilor cu orice pre\u021b (f\u0103r\u0103 a face un joc de cuvinte), efectua\u021bi o analiz\u0103 cost-beneficiu \u0219i concentra\u021bi-v\u0103 mai \u00eent\u00e2i asupra costurilor variabile sau directe.<\/p>\n\n\n\n

    6. Ignor\u00e2nd puterea de 1<\/strong><\/p>\n\n\n\n

    De altfel, acelea\u0219i studii au ar\u0103tat, de asemenea, c\u0103 majorarea pre\u021burilor are o influen\u021b\u0103 mai mare asupra profiturilor dec\u00e2t reducerea costurilor sau cre\u0219terea volumului v\u00e2nz\u0103rilor.<\/p>\n\n\n\n

    Dar iat\u0103 ceea ce majoritatea antreprenorilor nu iau \u00een considerare s\u0103 fac\u0103: Evaluarea puterii unei simple cre\u0219teri de 1% a pre\u021bului, a cre\u0219terii de 1% a v\u00e2nz\u0103rilor, a sc\u0103derii de 1% a costurilor variabile \u0219i a sc\u0103derii de 1% a costurilor fixe.<\/p>\n\n\n\n

    Data viitoare c\u00e2nd sta\u021bi de vorb\u0103 cu contabilul dumneavoastr\u0103, cere\u021bi-i s\u0103 calculeze aceste cifre \u0219i s\u0103 v\u0103 arate impactul pe care \u00eel vor avea asupra profiturilor dumneavoastr\u0103. A\u021bi pierde o mul\u021bime de clien\u021bi din cauza unei simple cre\u0219teri de pre\u021b de 1%?<\/p>\n\n\n\n

    <\/p>\n\n\n\n

    \"\"<\/figure>\n\n\n\n

    <\/p>\n\n\n\n

    7. Costurile for\u021bei de munc\u0103<\/strong><\/p>\n\n\n\n

    Dac\u0103 ave\u021bi personal, o gre\u0219eal\u0103 frecvent\u0103 \u00een ceea ce prive\u0219te profitul este c\u0103 nu m\u0103sura\u021bi veniturile per angajat sau profitul per angajat. Aceasta \u00eenseamn\u0103 pur \u0219i simplu s\u0103 lua\u021bi venitul sau profitul pe an \u0219i s\u0103 \u00eel \u00eemp\u0103r\u021bi\u021bi la num\u0103rul de angaja\u021bi. S\u0103 presupunem c\u0103 venitul dvs. este de 100.000 de lire sterline \u0219i ave\u021bi patru angaja\u021bi. Venitul dvs. per angajat este de 25.000 \u00a3. Acum, compara\u021bi aceast\u0103 sum\u0103 cu costul mediu per angajat. Acest exerci\u021biu simplu v\u0103 va ajuta s\u0103 v\u0103 concentra\u021bi asupra a ceea ce trebuie s\u0103 face\u021bi pentru a v\u0103 cre\u0219te profitul.<\/p>\n\n\n\n

    8. Ineficien\u021ba proceselor<\/strong><\/p>\n\n\n\n

    Atunci c\u00e2nd ratele de rentabilitate a for\u021bei de munc\u0103, cum ar fi cele de mai sus, sunt sc\u0103zute, o alt\u0103 gre\u0219eal\u0103 este s\u0103 ne concentr\u0103m \u00een principal pe personal, mai degrab\u0103 dec\u00e2t pe eficien\u021ba at\u00e2t a personalului, c\u00e2t \u0219i a proceselor. Dr. W Robert Deming, p\u0103rintele evolu\u021biei calit\u0103\u021bii \u0219i al sistemelor de calitate, a spus odat\u0103 c\u0103 \"85% dintre motivele e\u0219ecului sunt deficien\u021bele sistemelor \u0219i proceselor, mai degrab\u0103 dec\u00e2t ale angaja\u021bilor\"<\/p>\n\n\n\n

    Sfatul aici este s\u0103 analiza\u021bi cele \u0219apte de\u0219euri (transport, inventar, mi\u0219care, a\u0219teptare, supraproduc\u021bie, supraprelucrare \u0219i defecte - c\u0103uta\u021bi \"MUDA\" pe Google pentru mai multe informa\u021bii) care exist\u0103 \u00een toate \u00eentreprinderile \u0219i s\u0103 ave\u021bi un plan de reducere a acestora \u00eempreun\u0103 cu formarea \u0219i implicarea personalului.<\/p>\n\n\n\n

    9. Zbor orb<\/strong><\/p>\n\n\n\n

    Peter Drucker (guru al managementului) este adesea citat ca spun\u00e2nd c\u0103 \"nu po\u021bi gestiona ceea ce nu po\u021bi m\u0103sura\". C\u00e2nd vine vorba de profituri, cea mai mare gre\u0219eal\u0103 este s\u0103 nu cuno\u0219ti cifrele de profit care conteaz\u0103 \u00een afacerea ta. Marja dvs. de profit brut, profitul per angajat, profitul per client sau proiect, marja de profit net, cifra de echilibru, costurile lunare \u0219i pre\u021burile sunt toate cifre importante pe care trebuie s\u0103 le urm\u0103ri\u021bi \u0219i asupra c\u0103rora trebuie s\u0103 v\u0103 concentra\u021bi. Dac\u0103 vorbi\u021bi cu contabilul dvs. o dat\u0103 pe an doar pentru a i se spune c\u00e2t impozit trebuie s\u0103 pl\u0103ti\u021bi \u0219i nu ave\u021bi acces la cifrele dvs. cheie, atunci este pu\u021bin probabil s\u0103 v\u0103 pute\u021bi \u00eembun\u0103t\u0103\u021bi rezultatele.<\/p>\n\n\n\n

    Vestea bun\u0103 este c\u0103, cu at\u00e2t de multe aplica\u021bii de contabilitate online pe pia\u021b\u0103 (FreeAgent, QuickBooks \u0219i Xero), antreprenorii nu ar mai trebui s\u0103 fie orbi \u00een afacerile lor.<\/p>\n\n\n\n

    10. Reduceri de pre\u021b<\/strong><\/p>\n\n\n\n

    A\u021bi oferit un pre\u021b pentru lucrare. Clientul v\u0103 \u00eentreab\u0103 \"ce pute\u021bi face \u00een leg\u0103tur\u0103 cu pre\u021bul?\" Ave\u021bi o reac\u021bie impulsiv\u0103 \u0219i oferi\u021bi reduceri de pre\u021b pentru a c\u00e2\u0219tiga lucrarea? S\u0103 ne \u00eentoarcem la exemplul de mai sus (referitor la marje), \u00een care ob\u021binea\u021bi o marj\u0103 de 30% la v\u00e2nz\u0103ri de 1 000. S\u0103 presupunem atunci c\u0103 oferi\u021bi o reducere de 10%. Veniturile scad la 900 \u00a3, dar costurile au r\u0103mas acelea\u0219i. Marjele dvs. scad la 22% (900 \u00a3 minus 700 \u00a3 \u00eemp\u0103r\u021bit la 900 \u00a3) Reducerea de 10% \u00eenseamn\u0103 acum o sc\u0103dere de 26,6% a marjelor dvs. (30% ini\u021bial minus 22% actual \u00eemp\u0103r\u021bit la 30% ini\u021bial. Acesta este doar \u00eenceputul, deoarece situa\u021bia se \u00eenr\u0103ut\u0103\u021be\u0219te dac\u0103 ne uit\u0103m la impactul pe care acest lucru \u00eel va avea asupra rezultatului final (marja net\u0103 de profit), presupun\u00e2nd c\u0103 v\u0103 p\u0103stra\u021bi toate cheltuielile generale la fel. Inten\u021biona\u021bi s\u0103 ave\u021bi o sc\u0103dere de 26,6% a marjelor prin oferirea unei reduceri de 10%?<\/p>\n\n\n\n

    Ideea aici este s\u0103 fi\u021bi con\u0219tien\u021bi de efectul de profit al reducerilor de pre\u021b \u0219i s\u0103 \u00eel folosi\u021bi pentru a negocia o afacere mai avantajoas\u0103 pentru to\u021bi.<\/p>\n\n\n\n

    11. Concuren\u021ba pre\u021burilor f\u0103r\u0103 un plan<\/strong><\/p>\n\n\n\n

    Gre\u0219eala pe care o v\u0103d aici este s\u0103 v\u0103 uita\u021bi la pre\u021burile concuren\u021bilor \u0219i s\u0103 le reduce\u021bi pentru a c\u00e2\u0219tiga afaceri. Adesea, acest lucru se face f\u0103r\u0103 un plan (strategie pe termen scurt de costuri reduse sau necesitatea de a \u00eenfiin\u021ba o divizie f\u0103r\u0103 complica\u021bii pentru a concura pe pia\u021b\u0103). Astfel, pe termen lung, atunci c\u00e2nd c\u00e2\u0219tiga\u021bi mai multe afaceri, v\u0103 trezi\u021bi c\u0103 nu mai ob\u021bine\u021bi profituri deoarece costurile au crescut \u0219i devine dificil s\u0103 v\u0103 m\u0103ri\u021bi pre\u021burile deoarece a\u021bi atras clien\u021bi sensibili la pre\u021b.<\/p>\n\n\n\n

    12. A nu lua profituri mai \u00eent\u00e2i<\/strong><\/p>\n\n\n\n

    \u00cen cartea sa \"Profit First\", Mike Michalowicz prezint\u0103 argumente conving\u0103toare \u00een favoarea deschiderii unui alt cont bancar \u0219i a transfer\u0103rii profiturilor \u00eenainte de a efectua pl\u0103\u021bi c\u0103tre cineva. A\u0219adar, dac\u0103 a\u021bi calculat c\u0103 profitul dvs. net din fiecare v\u00e2nzare este de 10%, atunci o modalitate sigur\u0103 de a vedea \u0219i de a asigura aceste profituri este s\u0103 le transfera\u021bi imediat \u00een \"contul bancar de profit\". \u00cen acest fel, sunte\u021bi obligat s\u0103 v\u0103 descurca\u021bi cu restul de 90%.<\/p>\n\n\n\n

    \"\"<\/figure>\n\n\n\n

    <\/p>\n\n\n\n

    <\/p>\n\n\n\n

    CONCLUZII<\/strong><\/p>\n\n\n\n

    Profitul este ca oxigenul.<\/p>\n\n\n\n

    Afacerea dvs. nu \u00ee\u0219i poate \u021bine respira\u021bia mult timp f\u0103r\u0103 profit, a\u0219a c\u0103 este esen\u021bial s\u0103 \u00een\u021belege\u021bi ce este profitul, cum \u00eel ob\u021bine afacerea dvs. \u0219i ce influen\u021beaz\u0103 profitul.<\/p>\n\n\n\n

    \u00cen\u021beleg\u00e2nd aceste elemente de baz\u0103, v\u0103 pute\u021bi concentra pe cre\u0219terea profitului - ceea ce \u00eenseamn\u0103 mai mul\u021bi bani pentru dumneavoastr\u0103 \u0219i mai mul\u021bi bani pentru afacerea dumneavoastr\u0103<\/p>","protected":false},"excerpt":{"rendered":"

    Making a profit is the financial point of a business \u2013 without it, there is no business and whatever else you are hoping to achieve through your business (helping people, changing the world, supporting your family) will not be possible unless you are profitable. Yet, in my experience, far too many entrepreneurs don\u2019t really understand […]<\/p>\n","protected":false},"author":1,"featured_media":4676,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"off","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[68],"tags":[],"class_list":["post-4144","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ecommerce-retail"],"yoast_head":"\nProfit Pitfalls Unveiled: Common Mistakes E-commerce Retailers Should Avoid<\/title>\n<meta name=\"description\" content=\"Uncover the top profit mistakes that e-commerce retailers often make and how to sidestep them. 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