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樂載兵:   財務(wù)人員必須掌握的高水平數(shù)據(jù)分析與
2016-01-20 4274
對象
營銷人員、財務(wù)會計管理人員
目的
挖掘客戶潛力,提升數(shù)據(jù)分析能力
內(nèi)容

                              財務(wù)人員必須掌握的高水平數(shù)據(jù)分析與報告

Background


財務(wù)分析的意義——通過財務(wù)可以透視企業(yè)的一切經(jīng)營活動:
The meaning of financial analysis—— can examine all the business activities of enterprises by finance:
企業(yè)所有活動的目標(biāo)和終結(jié)點是財務(wù),因而,通過財務(wù)分析可以看出企業(yè)存在的幾乎所有問題。
All activities’ objectives and end points of enterprises are finance, thus, almost all the problems of enterprises can be seen through financial analysis.

1.    財務(wù)分析是反映企業(yè)管理、經(jīng)營、決策能力的重要方面!
      Financial analysis is the important aspect that reflects the business management, operation, decision-making capacity!
2.    通過財務(wù)分析可以解析、透視企業(yè)的幾乎一切經(jīng)營活動!
      Almost all the business activities can be analyzed and examined through financial analysis!
3.    財務(wù)分析是銷售、生產(chǎn)、經(jīng)營、發(fā)展、戰(zhàn)略等決策的依據(jù)!
      Financial analysis is the basis of sales, production, management, development, strategy and other decision-makings!
4.    財務(wù)分析也是制訂下期計劃、預(yù)算,有效管理的重要方式手段!
      Financial analysis is also the important way of making the next plan, budget and effective management!
必須依賴一個完整的、現(xiàn)代化的、成功的財務(wù)分析體系!用數(shù)據(jù)管理公司
Must rely on a complete, modern and successful financial analysis system! Use the data to manage company

1.    戰(zhàn)略需要數(shù)字作依據(jù)
      Strategies need data as basis
2.    細節(jié)需要數(shù)字作說明
      Details need data to explain
3.    經(jīng)營需要數(shù)據(jù)作評估 
      Operation needs data to evaluate
4.    管理需要數(shù)據(jù)作指南
      Management needs data as guide
企業(yè)在財務(wù)分析方面通常存在的核心問題:
Enterprises’ usual core problems in financial analysis:

1.    企業(yè)各層管理人員尤其是高層領(lǐng)導(dǎo)對財務(wù)分析的作用認識不夠,分析的目的不明確。沒有真正把財務(wù)管理與分析工作當(dāng)做企業(yè)管理的重要手段,沒有認識到財務(wù)分析是企業(yè)經(jīng)營管理的重要方法;
       Enterprises’ management personnel in every level especially the senior leadership is not enough understanding the function of financial analysis, the analysis purpose is not clear. They don’t really make the financial management and analysis as the important way of business management, don’t recognize that financial analysis is the important way of enterprise operation management;
2.    財務(wù)分析技術(shù)不夠。缺乏邏輯,不夠全面,主次不分明;
      Financial analysis skills are not enough. Lack of logic, not comprehensive, primary and secondary are not clear;
3.    只是純粹的財務(wù)數(shù)據(jù),沒有很好的與業(yè)務(wù)結(jié)合的業(yè)務(wù)數(shù)據(jù),如:銷售分析、采購分析,這樣對企業(yè)的業(yè)務(wù)發(fā)展和整體經(jīng)營分析起不到多大作用;
      Just purely financial data, are not well combined with business data, such as: sales analysis, purchase analysis, these will not do much for business development and overall management analysis;
4.    分析頻率不夠,時間太久,有的甚至半年、一年沒有一次完整的財務(wù)分析;
      The frequency of analysis is not enough, the time is too long, some even half a year, there is not a complete financial analysis in a year;
5.    財務(wù)人員與領(lǐng)導(dǎo)和其它管理者的溝通不夠,高層領(lǐng)導(dǎo)不是完全理解財務(wù)分析報告的內(nèi)容,財務(wù)分析很難對公司的運營起到指導(dǎo)與戰(zhàn)略作用。
      The communication of financial staff with leadership and other managers is not enough, senior leadership is not fully understand the content of financial analysis report, the financial analysis is difficult to play a guiding and strategic role for the company’s operations

 

Target Audience


財務(wù)總監(jiān)、財務(wù)經(jīng)理、會計主管、管理會計、財務(wù)部所有跟數(shù)據(jù)分析工作相關(guān)的同事
Financial director, accountant supervisor, management accountant, all the relevant data analysis staff in financial department
希望懂得如何數(shù)據(jù)分析的各部門主管,尤其是銷售部管理人員、市場部管理人員
Department heads who want to know how to analyze the data, especially sales managers and marketing managers

 


Course Outline

 

第一部分:

從財務(wù)報表看企業(yè)經(jīng)營質(zhì)量
See the quality of business from the financial statements
   資產(chǎn)負債表
   Balance sheet
   現(xiàn)金流量表
   Cash flow statement
   利潤表
   
Income statement
企業(yè)如何營造持續(xù)性的贏利結(jié)構(gòu)
How to create a sustainable profit structure for enterprises
   案例1:直觀的量本利分析
   Case 1: Intuitive analysis of the amount of principal and interest
   案例2:單店營運預(yù)測
   Case 2: Single-store operation forecast
從股東的角度進行決策
Make decisions from the perspective of shareholders
   案例3:投資回報模型
   Case 3: Model of return on investment

第二部分:

基于財務(wù)數(shù)據(jù)的市場分析
Market analysis based on financial data
客戶分析
Customer Analysis
   案例4:客戶分析-真正有價值的客戶在哪里?
   Case 4: Customer Analysis – where are the truly valuable customers?
新品上市的數(shù)據(jù)跟蹤
New listing data tracking
   案例5:新產(chǎn)品上市分析
   Case 5: Analysis of new products
銷量趨勢分析
Sales trend analysis
   客戶數(shù)趨勢分析
   Analysis of the number of customers trend
   客戶開發(fā)質(zhì)量分析
   Analysis of customers development quality 
   品類分析
   Analysis of category 
   區(qū)域分布分析
   Analysis of regional distribution
面向競爭的市場分析與管理
Marketing analysis and management of competitions
   案例6:產(chǎn)品分析策略-矩陣分析
   Case 6: Product analysis strategy - matrix analysis
競爭對手的價格策略分析
Analysis of competitors' pricing strategies
   案例7:產(chǎn)品價格分析
   Case 7: Product price analysis
如何利用財務(wù)數(shù)據(jù)進行市場決策
How to use financial data to make market decisions
   如何定價   
   
how to set a price
   如何確定年度產(chǎn)品投入策略
  
 how to determine the annual product investment strategy
   如何確定客戶投入策略
   
how to determine customer investment strategy
   如何確定渠道投入策略
   
how to determine the channel investment strategy
   如何確定區(qū)域投入策略
   
how to determine the area ??investment strategies 
   如何制定年度營銷預(yù)算
   how to make the annual marketing budget 
   如何制定有效的銷售人員考核指標(biāo)
   how to make effective performance evaluation indicators of sales personnel

第三部分:

基于財務(wù)數(shù)據(jù)的銷售運營分析
Sales operations analysis based on financial data
營銷和財務(wù)部門的共同目標(biāo)和分歧
he common goals and differences of marketing and finance departments
   共同目標(biāo):收入和利潤最大化,成本最低化
   The common goal : Maximization of revenue and profit, minimization of cost
   分歧:長期和短期要求,客戶滿意提升和成本降低,標(biāo)準產(chǎn)品和個性化產(chǎn)品
   The differences: Long-term and short-term requirements, customer satisfaction enhancing and cost reduction, standard products and customized products
從財務(wù)角度看營銷業(yè)績質(zhì)量
See the quality of marketing performance from a financial point of view
   銷售利潤率
   Profit ratio of sales
   毛利率
   Gross profit ratio
   存貨周轉(zhuǎn)率
   Inventory turnover
   應(yīng)收帳款周轉(zhuǎn)率
   Accounts receivable turnover
   現(xiàn)金流量
   Cash flow
   成本結(jié)構(gòu)
   Cost structure
財務(wù)部門需要提供哪些數(shù)據(jù)
What are the data that financial department should provide
   客戶貢獻率和增長率 
   The customer contribution rate and the growth rate
   產(chǎn)品貢獻率和增長率 
   
The product contribution rate and growth rate
   定價和需求關(guān)系
   Pricing and demand relationship
   產(chǎn)品的邊際成本效應(yīng)
   
The marginal cost effect of products
   區(qū)域市場的銷售記錄
   
The regional market sales record
如何進行銷售數(shù)據(jù)分析
How to analyze the sales data
   產(chǎn)品表現(xiàn)
   
The product performance
   區(qū)域表現(xiàn)
   
The regional performance
   客戶表現(xiàn)
   The customer performance 
   渠道表現(xiàn) 
   The channel performance 
   銷售人員表現(xiàn)
   
The sales staff performance
   市場份額
   The market share 
   各類增長率
   All kinds of growth rate
   各類貢獻率
   
All kinds of contribution rate
商品庫存與采購分析
 Merchandise inventory and purchase analysis
   案例8:銷售庫存分析(哪些產(chǎn)品采購多了,哪些產(chǎn)品會斷貨?)
Case 8: Sales of inventory analysis (which products are purchased more, what products will be out of stock?)
用直觀的圖表激活您的銷售團隊
 Activate your sales team with intuitive charts
   案例9:銷售行為分析模型
   Case 9: Sales behavior analysis model
零售門店的運營數(shù)據(jù)挖掘
Retail stores operating data mining
   案例10:零售行業(yè)數(shù)據(jù)分析
   Case 10: Data analysis of retail industry
   客戶消費習(xí)慣
   Customer spending habits
   通道利用效率
   Channel utilization efficiency
   客流峰值分析
   Passenger flow peak analysis
   商品比例分析
   Proportion of goods analysis
銷量預(yù)測
Sales forecast
   案例11:銷量預(yù)測-數(shù)據(jù)分析加上經(jīng)驗調(diào)整
   Case 11: Sales forecast - Data analysis plus experience adjustments
訂單履行記錄中的客戶服務(wù)質(zhì)量分析
Customer service quality analysis in order fulfillment record
   案例12:訂單發(fā)出到客戶簽收的全過程跟蹤
Case 12: The whole process tracking from the order issued to the customer to sign

第四部分:

基于財務(wù)數(shù)據(jù)的采購和生產(chǎn)控制分析
Procurement and production control analysis based on financial data
生產(chǎn)分析
Production analysis
   案例13:是生產(chǎn)損耗的問題還是采購成本的問題?
   Case 13: Is it the problem of production loss or the problem of purchase cost?
采購控制
Purchasing control
   案例14:你的大供應(yīng)商是誰?大宗物品漲價的影響會打擊你多深?應(yīng)付賬款余額是否合理?下月我還要  準備多少現(xiàn)金?
Case 14: Who are your big suppliers? How deep will the influence of commodities prices increasing hit you? Is the payable balance reasonable? How much cash do I have to prepare next month?
質(zhì)量分析
Quality analysis
   案例15:質(zhì)量趨勢—質(zhì)量紀錄中的問題
   Case 15: Quality trends – the problems in quality records

第五部分:

基于財務(wù)數(shù)據(jù)的人力資源管理分析
 Human resource management analysis based on financial data
薪資預(yù)算和薪酬管理
Salary budget and management
   案例16:從工資獎金表中得出的信息
   Case 16: The information obtained from the salary and bonus table
   案例17:年度薪資預(yù)算方案模型制定
   Case 17: Annual salary budget model making
人力資源結(jié)構(gòu)分析
Human resources structure analysis
   案例18:公司員工結(jié)構(gòu)多緯度分析
   Case 18: Enterprise employees structure analysis from more latitude

第六部分:

完整的財務(wù)分析模板
 A complete financial analysis template
贏利能力分析
Profitability analysis
人員分析
 Staff analysis
直營系統(tǒng)分析
Direct sales systems analysis
經(jīng)銷渠道分析
Distribution channels analysis
產(chǎn)品分析
 Product analysis

 

 

 


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