Some thoughts on the current raw material work (6.20)

According to the economic point of view, in the normal market period, enterprises should focus on expanding sales and seizing the market, while in the weak market period, enterprises should focus on reducing costs and stabilizing the market Feed industry is a processing industry, and the cost of raw materials accounts for more than 80% of the total cost Therefore, how to reduce the cost of raw materials, ensure production, maximize profits and enhance the competitiveness of enterprises has become the focus of many feed enterprises Gjw 1 Analyze the macro policies and micro situations, study the market situation, widely understand the supply and demand information of raw materials, and make scientific, reasonable and reliable policy-making Gjw macro policy determines the trend of raw material price China's market economy system is still in the stage of perfection The state macro-control plays a leading role The formulation and change of state policies fundamentally determine the price change of agricultural products This year, the grain reform policy is to partially adjust the scope of grain purchase At present, wheat has dropped out of the scope of guaranteed and expanded price acquisition, lowered the purchase price of rice, corn and soybeans, implemented quality price difference, grade price difference and season price difference, and allowed leading agricultural industrialization enterprises, large and medium-sized feed enterprises and other enterprises to directly meet production and marketing The implementation of these policies will inevitably affect the price of agricultural products, and provide a basis for feed enterprises to purchase grain directly from farmers Gjw supply and demand change is the key to the price fluctuation of raw materials It is a well-known rule that supply exceeds demand and prices fall; supply exceeds demand and prices rise As the person in charge of the raw material department, we should be good at capturing market information, be cautious about every move in the market, and have a sense of advance, but we should avoid blindness We should be careful when making decisions, because it is directly related to the interests of the company For example, when we organized soybean meal and cottonseed meal last month, we found that soybean meal and cottonseed meal would rise through various sign analysis, so we reported the situation to the general manager and the marketing department, and contacted the surrounding companies to confirm that the conclusion was correct Considering the digestion capacity of the company, we have signed the purchase and sale contracts with the suppliers of 580 tons of soybean meal and 360 tons of cotton meal respectively after demonstration in various aspects At that time, the price was still relatively low In order to guarantee one month's consumption, we indicated the delivery date on the contract In terms of terms of payment, we insist that the payment for the first car shall be settled after the second car is delivered to prevent the supplier from breaking the contract A few days later, the price of soybean meal and cottonseed meal increased by more than 10%, avoiding the trouble caused by the price increase As long as gjw decision-making is based on science and rationality, it can bring benefits to the company In the past, our company has been implementing "zero inventory", because it can reduce market risk and activate liquidity when the price of raw materials falls But everything is constantly changing When the price of raw materials rises and the sales volume rises rapidly, "zero inventory" is certainly not conducive to meeting the production and reducing costs, so we take the method of increasing inventory That is, the chairman of the board of directors put forward: "when the price increases, the warehouse should be full, when the price falls, the warehouse should be empty." Gjw II Introduce competition mechanism, compare goods with three companies, treat every customer fairly and let them participate in the competition with equal opportunities, which is the key to ensure quality and reduce price Gjw we should have dozens of raw material customer files for each kind of bulk raw material, only in this way can we take the initiative when purchasing, so as to avoid the adverse situation of monopoly operation In addition, it is also beneficial to improve the quality of raw materials by opening up purchasing channels, because only by comparison can we distinguish the advantages and disadvantages But how to deal with the relationship between new and old customers and large and small customers? Gjw raw material market is affected by many factors, the price changes greatly, and the supply and demand are seasonal Therefore, in order to ensure a stable purchase channel, there must be two or three long-term supply regular customers The long-term supply quality of regular customers is also relatively stable, which can ensure the stable quality of products, establish a stable supply-demand relationship with each other, the price is relatively reasonable, and the purchase is timely Gjw focuses on developing new customers while consolidating old ones Because of the ever-changing market, in order to prevent a single customer from stopping production and bring supply tension to the enterprise, it is necessary to develop more new customers Moreover, in order to occupy the market, new customers often play a low price card, which also helps us to reduce the purchase cost As long as new customers come to promote our products, we will carefully receive and record them, leave opportunities for each customer, and treat each customer fairly Among our customers, gjw has individual peddlers, companies and large groups We treat every business equally For example, when purchasing corn, our customers are all local farmers When we receive them, we also treat people politely, without the arrogance and arrogance of "shop bully", which reflects the style of famous brand companies In the negotiation business, we are not humble but not arrogant We strive for the truth and speak with data We can not only take the initiative, but also give a deep impression to the other party Gjw III focus on internal coordination and external image building This is the principle we must abide by in order to carry out our work smoothly Gjw internal coordination can reduce internal consumption and improve work efficiency As the saying goes: "home and everything is good." The raw material department has close contact with all departments, and the general manager can give us correct guidance and supervision; the production department can provide the latest production trends, so that we can reasonably organize procurement; the financial department can arrange capital settlement in time, increase the trust of customers; the quality control department can supervise the quality of raw materials, provide market information, and understand the changes in supply and demand Therefore, internal coordination is the key to carry out the work smoothly Gjw in today's society, the value of intangible assets and goodwill is attracting great attention of all enterprises We must pay attention to our words and deeds and always focus on the group's reputation The customers who have cooperated with us all said that they hope the group's reputation is good, the service attitude is home, and they will not create difficulties for customers Therefore, when we carry out our work, we have a sense of pride and urgency in mind, so at this time, we do not represent ourselves, but the whole company and the group With the deepening of reform and opening up and the development of market economy, the feed industry has gradually changed from closed type to open type, from simple production type to marketing type, from output value type to quality benefit type, from single product type to multi business type, from extensive management type to scientific management type The competitiveness is also increasing Although China is a large agricultural country with huge market potential, there are tens of thousands of feed enterprises in China, and there are also international financial groups eyeing at China's feed market with great pressure! It can be seen that purchasing is not only to buy things with money, but also to make changes in French, which can only lead to the demise of enterprises Only by following the market and adapting to the circumstances can we make great progress China feed industry information network gjw (author:)