JP6715306B2 - Sales management device and method, and sales management system - Google Patents

Description

According to the present invention, when a predetermined selling unit period, for example, one or two months, some selling items are always sold or a standard product is sold, the amount charged to the customer in the predetermined selling unit period is set. The present invention relates to a sales management device and method for determining, and a sales management system.

In a sales management device installed on the sales side of products such as manufacturers and used for production planning and sales (order) management, for example, it is not a special product that cannot sell even one year, In selling standard products, for example, parts with dimensions often used for construction parts, at present, due to the development of logistics, if there is an order, enter it in the sales management device, print the slip immediately and ship it, Manufacturers, retailers, etc. are becoming out of stock. Therefore, not only the number of slips increases, but, for example, even when the bill is shipped in the morning, it is shipped in the afternoon, and only small lots (the number of products in one package is small).

Therefore, excessive burden is imposed on the physical distribution, leading to exhaustion, and increase in distribution cost is a problem. Furthermore, even if there are shortages of parts at the construction site due to misperceptions, each time they have to be ordered from the manufacturer or dealer, there may be a gap in the process. Therefore, it is desirable to have a spare inventory, and in the past, manufacturers and dealers often had inventory depending on their financial strength, but nowadays, due to the development of logistics, As you can see, it's getting out of stock.

Therefore, it may be possible to carry over a part of the sales and secure the inventory, but it is difficult to keep the inventory properly, and on the other hand, due to the development of logistics as described above, for convenience, each time an order is placed. It has been shipped. Here, Patent Document 1 shows a cashback server that provides cash incentives to customers by selecting whether to immediately return points or carry forward points for some items, which is cashback. There is.

In the sales management apparatus and method and the sales management system of the present invention, for example, when the manufacturer is the sales side, the distributor (agent, distributor) is the customer, and the distributor (agent, distributor). Is a sales side, the contractor or self-employed person becomes a customer, and the present invention can be applied to any of them.

JP, 2008-129715, A

In the above-mentioned conventional technology, although it is a point (asset), it suggests carrying forward. On the other hand, in the case of inventory, since it is a liability, it is unavoidable to be cautious in terms of financial margin and sales (demand) forecast.

It is an object of the present invention to provide a sales management device and method and a sales management system that can reduce the financial burden on the customer side and have an appropriate inventory.

The sales management device of the present invention is, in the sales management device installed on the sales side of a product, a first setting for setting a planned sales amount (delivery amount) in a predetermined transaction unit period determined with a customer. Means, second setting means for setting a billing (payment) rate on the selling side for the customer, and multiplying the sales amount by the billing (payment) rate to obtain the actual value in the transaction unit period. And second calculating means for carrying over the difference between the sales amount and the bill amount to the next transaction unit period and adding the difference to the sales amount in the next transaction unit period. It is characterized by including.

Further, in the sales management method of the present invention, the sales management device installed on the sales side of the product multiplies the planned sales amount (delivery amount) in a predetermined transaction unit period by a preset billing (payment) rate. and setting the billing in the transaction unit period Te, the carryover sales and (delivery amount) the difference between the billing to the next transaction unit period, a step of adding to the sales (delivery amount), the It is characterized in that it is repeated for each transaction unit period.

According to the above configuration, in the sales management device and the sales management method, which are installed on the sales side of products such as manufacturers and used for production planning and sales (order) management, for example, no sales can be made per year. Not a special product like this, but sell some of the best selling items or standard products, such as parts that are often used for construction parts, within a predetermined transaction unit period, for example, one month or two months. At that time, the amount charged to the customer in the predetermined transaction unit period is determined as follows.

First of all, on the customer side such as an agent or a distributor, or a terminal contractor, based on the previous year's performance provided by the manufacturer or a distributor such as an agent or a distributor, one year or six months, etc. In general, the planned purchase amount (sales amount (delivery amount) on the selling side) is determined for each transaction unit period over the predetermined period. However, if the customer decides the planned sales amount (delivery amount) on the sales side based on the previous year's results and the sales (purchasing) target, etc. and places an order, the sales results similar to the previous year continue. However, there is a possibility that shortages may occur due to temporary overlapping of orders. In order to prevent such a problem, in general, the sales (delivery amount) is often ordered with a margin. However, in that case, more than the actual number of sales will be invoiced, which may impose a financial burden on the customer.

Therefore, in the present invention, the first setting means sets the planned sales amount (delivery amount) based on the customer's request, while the second setting means sets the sales amount (delivery amount) according to the customer's credit. Then, a billing (payment) rate is set in advance for the customer. Then, the first calculation means multiplies the sales amount (delivery amount) by the billing rate to set the actual billing amount in the transaction unit period. The billing rate is less than one. Then, there is a difference between the sales amount (delivery amount) and the billing amount, which is deferred by the second calculation means carrying over to the next transaction unit period and adding to the sales amount (delivery amount). Minutes will be further reflected in the next transaction unit period at the billing (payment) rate. If such a process is repeated for each transaction unit period, even if only the billing rate determined in advance is charged, the deferral is finally deferred during the transaction unit period in which the sales amount (delivery amount) is small. As the number of customers decreases, inventory on the customer side decreases, and accounts receivable (accounts receivable) on the sales side also decreases.

Therefore, on the customer side, the financial burden is light and the difference product can be kept in stock from the first transaction unit period. In other words, for inventory, the customer side does not need surplus funds, and only needs to prepare the place. With that alone, the product can be delivered in a large number for each transaction unit period, for example, collectively. As a result, it is possible to eliminate small-volume high-frequency shipments (delivery) such as small-lot shipments due to shortages, and to dramatically reduce logistics burden (labor shortage, fuel cost, etc.). On the side, the shipping (delivery) cost can be suppressed, and the customer can be given back by lowering the product price. Further, the customer side only has to perform a normal accounting process of remitting (transferring) the billed amount.

Further, in the sales management device of the present invention, the billing (payment) rate is determined based on the sales amount (delivery amount) and credit for each customer.

According to the above configuration, for a customer who has a predetermined level of sales (delivery amount) and has a predetermined level of credit, that is, a so-called customer, the billing rate based on them is appropriately determined. Therefore, the higher the sales amount (delivery amount) and the higher the credit level, the lower the billing rate, that is, the higher the deferral rate, the greater the amount of inventory, the easier it is to sell products, and Can reduce the risk of collecting accounts receivable.

Furthermore, in the sales management device of the present invention, the sales amount (delivery amount) in the predetermined transaction unit period is proposed to the customer side based on the results of the same month of the previous year.

According to the above configuration, the actual sales in the same month of the previous year are referred to when the planned sales amount (delivery amount) is decided on the customer side or through discussion between the customer and the sales side. Therefore, it is possible to determine the sales amount (delivery amount) that accurately predicts the movement of seasonal products in particular.

Further, in the sales management device of the present invention, the product is a seasonal product, and the billing (payment) rate is set to 100% during the off season.

According to the above configuration, if the product is a seasonal product such as an air conditioner, it will not work during the off season and the number of orders will decrease. Therefore, the billing rate will be changed from 50% in the on season to the off. It gets bigger during the season, and finally reaches 100%.

Therefore, the customer can reduce the inventory during the off-season and level the payment amount over a predetermined period including a plurality of transaction unit periods such as one year.

Furthermore, in the sales management device of the present invention, application determining means is provided in association with the second setting means, and the application determining means is the second customer regarding some products for the same customer. The billing (payment) rate in the setting means can be set to 100%.

According to the above configuration, even if the sales item or the standard item for which the sales amount (delivery amount) is set by the first setting unit is set, the application determination unit may be the product selling to the same customer. The billing (payment) rate can be changed to 100% for some products in the second setting means.

Therefore, the deferred application can be excluded for some of the products, such as special sale products and recommended products. As a result, it is possible to prevent an undesired purchase, an operation that raises the customer's performance (increase the rank of the store), and even delivery in the event of a disaster.

Further, the sales management system of the present invention sets (contacts, notifies) the sales amount (delivery amount) to the sales management device and the first setting means of the sales management device installed on the customer side. Along with the above-mentioned sales amount (delivery amount), an information processing device that can place an additional order for products and a network that connects the sales management device and the information processing device are configured. To do.

According to the above configuration, by simply placing an order based on the sales amount (delivery amount) online on a regular basis such as each transaction unit period, the burden of accounting processing and payment on the customer side does not occur, It is possible to realize a sales management system that can appropriately keep stock. It is also possible to deal with additional orders.

As described above, the sales management device and method and the sales management system of the present invention, when selling a hot-selling item or a standard product, calculate the sales amount (delivery amount) for each predetermined transaction unit period of one month or two months, Instead of directly billing the customer side, set the billing (payment) rate according to credit etc. and multiply it to set the actual billing amount, while the difference between sales (delivery amount) and billing amount , By carrying over to the next transaction unit period and repeating the addition to the sales amount (delivery amount), the deferral will decrease in the transaction unit period when the sales amount is low, and Inventories will decrease, and accounts receivable (accounts receivable) on the sales side will also decrease.

Therefore, on the customer side, the burden on the financial side is light, and if you prepare only the place, you can keep the difference product in stock from the first transaction unit period, and deliver it in bulk at once. You can As a result, small-volume high-frequency shipments (delivery) such as small shipments due to shortages can be eliminated, and the physical burden (labor shortage, fuel cost, etc.) can be dramatically reduced. Then, it is possible to reduce the shipping (delivery) cost and to return to the customer side by lowering the product price. Further, the customer only has to perform the normal accounting process of remittance (transfer) to the billed amount.
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1 is an overall configuration diagram of a sales management system according to an embodiment of the present invention. It is a block diagram which shows the functional structure of the sales management apparatus which concerns on one embodiment of this invention. It is a figure for explaining a sales management function. It is a figure which shows the simulation result by this inventor.

FIG. 1 is an overall configuration diagram of a sales management system according to an embodiment of the present invention. In the example of FIG. 1, a sales management device 1 installed in a maker is connected via a network 5 to information processing devices 2, 3 and 4 installed in a plurality of dealers (agents, distributors). Consists of Orders from the respective information processing devices 2, 3 and 4 are also sequentially transmitted to the sales management device 1, and the sales management device 1 appropriately processes them, records sales, and uses a printer (not shown). Sales management such as creating shipping slips can be performed. In addition to such a general sales management function, the sales management device 1 of the present invention is characterized by sales management based on sales in a predetermined period such as one year or half a year. The products to be managed are not special products that cannot be sold even once a year, but some of them are selling items that are always sold during a predetermined transaction unit period, for example, one month or two months, or a standard product. It is a product, for example, a component of a size often used for construction parts.

If the seller is not the manufacturer but the dealer (distributor or distributor) that is the customer in the above example, the customer is a contractor or a self-employed person (such as carpenter or electrician). Although the system scale is slightly different (smaller), it is the same in that it constitutes a sales management system that is advantageous for inventory management of hot-selling items and standard products. This sales management system can be used for production planning and material procurement in the above-mentioned predetermined period when the sales side is a manufacturer, and can be used for stocking planning when it is a sales store. For example, there may be hundreds of retailers and tens of thousands of final (end-level) customers. Currently, the retailer sends an order from the final customer to the manufacturer only for the slip, and the product from the manufacturer In many cases, they are delivered directly to the final customer.

2 is a block diagram showing the functional configuration of the sales management device 1, and FIG. 3 is a diagram for explaining the sales management function. First, when the sales management device 1 performs sales management, preferably, the sales amount (delivery quantity) of each product of the previous year is transferred from the database 10 of the sales management device 1 to each of the information processing devices 2, 3 and 4. D1 is provided. Based on this, the dealer side consults with the manufacturer or makes its own judgment, and the planned purchase amount for each transaction unit period (sales side (sales amount (delivery amount)) over a predetermined period such as the one year or half a year. ) And the purchase quantity are determined, and the sales amount D2 is set in the first setting means 11 of the sales management device 1 from each of the information processing devices 2, 3, and 4. Regarding the setting of the sales amount D2, the retailer side does not have the information processing devices 2, 3 and 4, and the determined sales amount D2 is notified to the manufacturer side by telephone or a facsimile so that the manufacturer side operates the operator. May be directly input to the sales management device 1. In the example of FIG. 3, the predetermined period is the fiscal year from April to March, the transaction unit period is one month, and the planned sales amount (delivery amount) D2 is on a monetary basis and the unit is 1,000. It is a circle. In FIG. 3, the sales amount (delivery amount) D2 is 100 thousand yen in April, 150 thousand yen in May,...

On the other hand, on the maker side, information on the sales amount and credit to each store is obtained in advance from the transaction record D3 in the database 10, and the billing (payment) rate is set in the second setting means 12 accordingly. D4 is set. The billing (payment) rate D4 indicates the ratio of the amount actually received by the store to the sales (delivery amount) D2 of the month. Specifically, the billing (payment) rate D4 is the sales management (deferral processing described later) of the present system, which has a predetermined level of sales (delivery amount) and a predetermined level of credit, that is, a so-called This is for customers. For other stores, the system is not applicable, and regular accounting processing is performed to bill the monthly sales as they are. When the sales management by this system is applied, the billing (payment) rate D4 is set lower as the sales amount (delivery amount) D2 is larger and the credit is higher. Credit is higher, for example, with less payment delays and fewer cancellations and returns. The billing (payment) rate D4 is shown as a payment rate in FIG.

In this way, when the billing (payment) rate D4 is set in advance in the second setting means 12 according to the credit of the customer and the sales amount (delivery amount) D2 is set in the first setting means 11, The first computing means 13 multiplies the sales amount (delivery amount) D2 by a billing (payment) rate D4 to obtain an actual billing amount D5 in the transaction unit period. The billing amount D5 is transmitted to the information processing devices 2, 3, 4 on the dealer side at an appropriate timing within the transaction unit period such as at the end of the month, or is created in a bill sent by mail. In FIG. 3, the billing amount D5 is the payment amount for the current month.

The billing rate is less than one. Then, a difference D6 between the sales amount (delivery amount) D2 and the billing amount D5 occurs. In this sales management system, the difference D6 is calculated by the second calculation means 14, and the calculated result is transferred to the sales amount (delivery amount) D2 in the next transaction unit period and is transferred to the first setting means 11. give. Then, the first setting unit 11 adds the difference D6 to the initial sales amount (delivery amount) D2, and when such a process is repeated, the added amount becomes the formal billing amount D2′, and thereafter, The billing amount D2' is multiplied by the billing (payment) rate D4 to obtain the actual billing amount D5. In FIG. 3, the difference D6 is set as the carry-forward amount to the next month, and the carried-over amount for the following month is the carry-forward amount of the previous month, and the billing amount D2′ corrected by the difference D6 (adding the carry-forward amount), The amount billed this month.

Explaining the example of FIG. 3 in detail, in the example of FIG. 3, April, which is the predetermined period, is the beginning of the year, and the carry-forward amount from the previous month is 0 (thousand yen). Of course, it is also possible to leave the carry-over of the previous period for the switching of the predetermined period without considering the year change. The sales amount (delivery amount) D2 is slightly higher than 100 (thousand yen), and since there is no carry-over from March, the billing amount D2' (the billing amount for the current month) is also 100 (thousand yen). ing. Therefore, multiplying the billing (payment) rate D4 by 50%, the actual billing amount D5 (payment amount for the current month) is 50 (thousand yen), and the difference D6 (forwarding amount to the next month) is 50 (thousand yen). Has become.

Then, in the following May, if the sales amount (delivery amount) D2 is 150 (thousand yen), the difference D6 (carrying amount) of the previous month is 50 (thousand yen), so the billing amount D2' (current month). The billing amount will be 200 (thousand yen). Therefore, multiplying 50% of the billing (payment) rate D4, the actual billing amount D5 (payment amount for the current month) is 100 (thousand yen), and the difference D6 (the amount carried forward to the next month) is 100 (thousand yen). Become.

By doing so, as shown in FIG. 3, the total amount of the invoice amount D5 (payment amount in the current month) and the total amount of sales amount (delivery amount) D2 are equal to 2350 (thousand yen) throughout a predetermined period, that is, the year. However, it is understood that 1920 (thousand yen) of that is the difference D6 (the amount carried forward to the next month), and the inventory temporarily exceeds the sales record of the store. Fig. 3 shows the parts used when installing the air conditioner. Carry-over (inventory) begins in April, and even in peaks in August and September, the billing amount D5 (payment amount in the current month) is 250 (thousand). (Yen) and 270 (thousand yen), which is less than the sales amount (delivery amount) D2 of 300 (thousand yen), and it is understood that the burden on the dealer is reduced.

When such a sales management method (deferral processing) is repeated for each transaction unit period, even if only a predetermined charge (payment) rate D4 is charged, finally the sales amount (delivery amount) is reached. During the transaction unit period with a small amount of D2, deferral will decrease, inventory on the retail side will decrease, and accounts receivable (accounts receivable) on the manufacturer side will also decrease. In the example of FIG. 3, in the non-demand period, the billing (payment) rate D4 is set to 100% for the settlement of accounts in March when the year changes, and the carry-forward to the next year is eliminated.

As described above, according to the sales management method of the present invention, the sales amount (delivery amount) D2 in the transaction unit period is multiplied by the billing (payment) rate D4 to determine the actual billing amount D5, and the difference D6 between them. Carries over to the next transaction unit period, adds it to the sales amount (delivery amount) D2, and multiplies it by a billing (payment) rate D4 as a billing amount D2′.

Therefore, in the past, if the customer decides the planned sales amount (delivery amount) D2 on the sales side based on the previous year's results and the sales (purchase) target and orders it, the sales result is the same as the previous year. Even if the above continues, there is a possibility that shortages may occur due to temporary overlapping of orders, whereas in the present invention, such a problem can be prevented. In detail, in order to prevent the shortage of goods, in general, it is often the case that orders are placed with a margin for sales (delivery amount), and in that case, more than the actual number of sales will be invoiced, and customers will have a financial side. It may be a burden. On the other hand, in the present invention, the customer side has a light financial burden and can store the product having the difference D6 in inventory from the first transaction unit period. In other words, for inventory, the customer side does not need surplus funds, and only needs to prepare the place. With that alone, the product can be delivered in a large number for each transaction unit period, for example, collectively. As a result, small-volume high-frequency shipments (delivery) such as small shipments due to shortages can be eliminated, and logistics burden (labor shortage, fuel cost, etc.) can be dramatically reduced. Then, it is possible to reduce the shipping (delivery) cost and to return to the customer by lowering the product price. Further, the customer side only has to perform the normal accounting process of remittance (transfer) to the invoiced amount D5.

Further, instead of making the billing (payment) rate D4 uniform, the customers having a predetermined level of sales (delivery amount) D2 and having a predetermined level of credit, that is, so-called customers, are appropriately Because the billing (payment) rate D4 is determined based on, the higher the sales (delivery amount) D2 and the higher the credit level, the lower the billing (payment) rate D4, that is, the higher the deferral rate, and the higher the inventory. It is possible to have a lot of products and it is easy to sell products, and it is possible for the seller to reduce the risk of collecting accounts receivable.

Furthermore, in determining the sales amount (delivery amount) D2 to be planned for each of the predetermined transaction unit periods on the customer side or through discussion between the customer and the sales side, from the database 10, the sales amount of the same month of the previous year is determined. Since the (delivery amount) D1 is referred to, it is possible to determine the sales amount (delivery amount) D2 in which the movement of the seasonal product is accurately predicted.

In addition, if the product is a seasonal product such as the related parts of the air conditioner described above, it will not work during the off season and the number of orders will decrease, so the billing rate will be changed from 50% in the on season to off. By increasing the amount during the season, and finally reducing the accounts receivable amount to 0 (in the example of Fig. 3, the billing (payment) rate D4 for March is 190%), the customer side can reduce the season-off inventory. The payment amount can be leveled over a predetermined period of a plurality of transaction unit periods such as one year.

The sales management for carrying over a part of the sales amount (delivery amount) D2 as described above may be performed for at least a part of the products. The sales amount (delivery amount) D2 of each product at each store is accumulated in the database 10. Based on the sales amount (delivery amount) collected for each product, the manufacturer makes a production plan and orders materials and sells the products. The store can create a sales plan.

Preferably, an application determination means is provided in association with the second setting means 12, and the selling item or the standard product for which the sales amount (delivery amount) D2 is set by the first setting means 11 is a standard item. Also, among the products to be sold to the same customer, the application determining means can change the billing (payment) rate in the second setting means to set 100% for some products.

Therefore, the deferred application can be excluded for some of the products, such as special sale products and recommended products. As a result, it is possible to prevent an undesired purchase, an operation that raises the customer's performance (increase the rank of the store), and even delivery in the event of a disaster.

FIG. 4 is a diagram showing a simulation result by the present inventor. The conventional method in FIG. 4 is not an extreme example of shipping in the morning and shipping in the afternoon, but an actual transaction example that is extremely sensible at present. Of course, the bill is billed for the current month and the deferral for each month is 0 (thousand yen). Shipment (delivery) is 5 times a month on average, about 60 times a year, and total sales (delivery amount) is 16400 (thousand yen). Therefore, the sales amount (delivery amount) per shipment (delivery), that is, the slip unit price is 270 (thousand yen).

On the other hand, the sales management method of the present invention is applied to this, and the simulation result is as follows for each month and two months. Naturally, the total annual sales (delivery amount) is the same at 16400 (thousand yen), and the monthly sales (delivery amount) is also the same as the conventional method.

However, in the method of the present invention, a part of the sales amount (delivery amount), 50% in FIG. 4, is deferred to the next month or the next two months and added to the sales amount (delivery amount). As a result, the monthly shipping rate (delivery) is about three times a month, about 36 times a year, and the sales amount (delivery amount) per shipping (delivery), that is, the slip unit price is 450 (thousand yen). Become. In addition, in 2 months, the number of shipments (delivery) is 4 times in 2 months, about 24 times a year, the sales amount (delivery amount) per shipment (delivery), that is, the slip unit price is 683 (thousands). Yen).

Therefore, it is understood that the number of shipments (delivery) can be reduced by about 40% every month 〆 and about 60% in two months 〆. Similarly, the slip unit price has increased to 1.7 times and 2.5 times. In consideration of the packing material cost and the packing work cost, the shipping (delivery) cost is reduced to less than half, and the cost can be used for customer return such as reduction of product price.

It should be noted that conventionally, there is an accounting process called “book edge” in which some sales are recorded as a reminder at the edge of the book and deferred after the next month, but it is the amount deferred (difference D6) after the next month. It is merely a deferral to charge the sum of the sales amount (delivery amount) D2 (the billed amount in the current month in FIG. 3), and the actual billed amount D5( This month's payment amount) is not determined.

1 Sales Management Device 2, 3, 4 Information Processing Device 5 Network 10 Database 11 First Setting Means 12 Second Setting Means 13 First Computing Means 14 Second Computing Means

Claims (7)

In the sales management device installed on the sales side of the product,
A first setting means for setting a planned sales amount in a predetermined transaction unit period determined with a customer;
Second setting means for setting a billing rate on the sales side for the customer;
First computing means for determining the billing amount in the transaction unit period by multiplying the sales amount by the billing rate;
A sales management device comprising: a second calculation unit that carries over the difference between the sales amount and the billed amount to the next transaction unit period and adds the difference to the sales amount in the next transaction unit period. The sales management device according to claim 1, wherein the billing rate is determined based on sales and credit for each customer. The sales management device according to claim 1 or 2, wherein the sales amount in the predetermined transaction unit period is proposed to the customer side based on the results of the same month of the previous year. The sales management device according to claim 1, wherein the product is a seasonal product, and the billing rate is set to 100% during a season off. Application determination means is provided in relation to the second setting means, and the application determination means sets the billing rate in the second setting means to 100% for some products of the same customer. The sales management device according to claim 1, wherein the sales management device is settable. The sales management device according to any one of claims 1 to 5,
An information processing device which is installed on the customer side and sets the sales amount in the first setting means of the sales management device, and can place an additional order for a product other than the sales amount,
A sales management system comprising a network connecting the sales management device and an information processing device. The sales management device installed on the sales side of the product,
Multiplying a planned sales amount in a predetermined transaction unit period by a preset billing rate to set a billing amount in the transaction unit period;
Carrying forward the difference between the sales amount and the billed amount to the next transaction unit period, and adding to the sales amount ;
Repetitive sales management how to run before each Symbol trading unit period.

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