JP2004227480A - Selling price information analysis system and selling price information analysis program - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To provide a selling price information analysis system and selling price information analysis program enabling proper information collection and analysis for determining standard price. <P>SOLUTION: This selling price information analysis system is provided with a means acquiring a selling price of a commodity through a network 1 when the commodity is sold by a distributor, a means cumulatively calculating the discount amount which is the difference of a preset standard price 23 and the selling price over a certain period for every distributor, and a means displaying the results of cumulative calculation of a plurality of distributors by comparison. <P>COPYRIGHT: (C)2004,JPO&NCIPI

Description

[0001]
TECHNICAL FIELD OF THE INVENTION
The present invention relates to a sales price information analysis system and a sales price information analysis program capable of acquiring a sales price of a product through a network when the product is sold at a sales agency.
[0002]
[Prior art]
When consigning the sale of a product to a sales agent, a reference price is set in advance and sales are requested. When sales are performed at the reference price, a sales commission is delivered at a rate of, for example, 10% of the reference price. Distributors select their selling prices based on their own sales policies while considering this base price. The reference price is changed at a predetermined timing according to market trends. A technology for conducting market trend research using a computer network has also been developed (Patent Document 1).
[0003]
[Patent Document 1]
Japanese Patent Application Laid-Open No. 2002-56002
[Problems to be solved by the invention]
By the way, the conventional techniques as described above have the following problems to be solved.
The sales agent can freely determine the selling price of the product. On the other hand, a product manufacturer or the like that entrusts the sales of the product to a sales agent determines a sales margin or the like based on the reference price. Base prices also have a strong effect on sales prices and on the revenue of distributors. Further, if the reference price change timing is early, the price collapses and the profit is reduced, and if the change timing is late, there is a problem that other companies lose the share. On the other hand, before the base price is reduced, the distribution inventory must be sufficiently reduced to create an environment where the sales agent can lower the sales price when the number of distribution inventory is small. Further, when the base price is reduced in accordance with market trends, a system in which the product manufacturer compensates the sales agent for the price reduction of the product is also adopted.
The present invention has been made in view of the above points, and an object of the present invention is to provide a sales price information analysis system and a sales price information analysis program that enable accurate information collection and analysis for determining a reference price. .
[0005]
[Means for Solving the Problems]
The present invention solves the above problem by the following configuration.
<Configuration 1>
When a product is sold at a sales agent, means for acquiring the sales price of the product through a network, and a difference between a preset base price and the above sales price as a discount amount, and this discount amount is used for each sales agent. A means for performing cumulative calculation over a certain period of time, and means for comparing and displaying the results of the cumulative calculation of a plurality of sales agents.
[0006]
When a product is sold at a sales agent, the sales price of the product is obtained through a network. A sales agent is an organization that is commissioned to sell goods and performs the business of selling goods. The reference price is set as a standard price of a product, and its value is arbitrary. The acquisition of the selling price may be performed immediately after the sale of the product or after a certain period of time. The type of network is arbitrary. The reference price is set in advance. Calculate the cumulative value of discounts for each sales agent. If the discount amount is A and the number of sales is N, the cumulative value is AN. The discount amount does not need to be constant. How to determine the fixed period is arbitrary. The certain period may be arbitrarily determined, for example, March, half a year, or one year. The comparison display method is arbitrary. Only the accumulated value may be compared, or the transition of the selling price may be compared.
[0007]
<Configuration 2>
In the sales price information analysis system according to the first aspect, the cumulative value of each sales agent is compared with each other, and the sales agent whose cumulative value is within a predetermined range is regarded as a higher-level sales agent. A means for giving an evaluation of the sales agent, such that the sales agent is located at a lower position as the sales agent moves away from the range.
[0008]
The appropriate range of the accumulated value is calculated in advance based on an empirical rule. This is the predetermined range. This is compared with the cumulative value of each sales agent, and the evaluation of the sales agent is given. If the cumulative value is within a predetermined range, the higher the value, the further away from it, the lower the evaluation. Thereafter, for example, data for optimizing the timing of starting the discount of the product and the discount amount is provided to the sales agent receiving the lower evaluation.
[0009]
<Configuration 3>
In the sales price information analysis system according to the configuration 1, when the sum of the cumulative values of all the sales agents exceeds a predetermined reference value, information indicating that a time suitable for revising the reference price has arrived. A sales price information analysis system comprising means for displaying a price.
[0010]
When the sum of the cumulative values of all the sales agents exceeds a predetermined reference value, it is necessary to consider reducing the reference price. The reference value may be two or more. Therefore, information (message) indicating that a time suitable for the revision of the reference price has arrived is displayed. The content and display method of the message are arbitrary. The reference value is set according to a rule of thumb.
[0011]
<Configuration 4>
In the sales price information analysis system according to the first aspect, when the sum of the cumulative values of all the sales agents exceeds a predetermined reference value, information indicating that the time to reduce the distribution inventory has arrived is displayed. A sales price information analysis system comprising means.
[0012]
When the sum of the cumulative values of all the distributors exceeds a predetermined reference value, it is necessary to consider lowering the reference price, etc., but it is necessary to reduce the distribution inventory before that. No. Therefore, information indicating that the time for distribution inventory reduction has arrived is displayed.
[0013]
<Configuration 5>
When a product is sold at a sales agent, a process of acquiring the sales price of the product through a network, and a difference between a preset base price and the above sales price as a discount amount, and this discount amount is used for each sales agent. A computer that executes a process of performing cumulative calculation over a certain period of time and a process of comparing and displaying the results of the cumulative calculation of a plurality of sales agents.
[0014]
BEST MODE FOR CARRYING OUT THE INVENTION
Hereinafter, embodiments of the present invention will be described using specific examples.
[Embodiment]
Even if a reference price is determined for a certain product, the sales price of the product differs for each sales agent. The selling price is determined based on the sales agent's ability and past performance. Margins, rebates, and other contracts are individually concluded with each manufacturer with each sales agent, and each sales agent has a different sales activity environment. Therefore, the method of determining the sales price differs for each sales agent. For example, there are a sales agent that achieves a certain amount of sales while setting a high sales price, and a sales agent that lowers the sales price early and gives priority to securing the sales volume.
The sales price set by the distributor is sensitive to market trends and serves as an indicator for changing or determining the base price. It is desirable from a sales policy perspective to evaluate not only the data for calculating the commission of the sales agent but also the sales policy of the sales agent and accumulate information that is effective in determining the base price.
[0015]
FIG. 1 is a block diagram showing a specific example of the sales price information analysis system.
In the system of FIG. 1, a host computer 10 is connected to terminal devices 5, 6, 7, and 8 of a sales agent through a network 1. In this computer 10, sales information is collected from each sales agent, and sales price information is analyzed based on this information. The host computer 10 includes a storage device 20. Further, a display 11 and a printer 12 are provided. Further, the arithmetic processing unit is provided with a sales result collection unit 15, a cumulative calculation unit 16, a comparison display unit 17, an agent evaluation unit 18, and a cumulative value information display unit 19. The storage device 20 stores a product database 21 and a sales agent database 25. The product database 21 stores data on products in which a product code 22 and a reference price 23 are associated with each other. Note that the product database 21 is a database that records various types of information on products, but only data closely related to the present invention is shown in FIG. The sales agency database 25 stores data in which an agency code 26, a product 27, a sales record 28, and the like are associated with each other. From the product database 21, the reference price of each product sold at the sales agent can be acquired. Further, the sales agent database 25 can acquire the products handled by each agent and the sales results thereof, that is, the past sales quantity, the sales period of the products, the product prices at the time of sales, and the like.
[0016]
The sales result collecting means 15 has a function of receiving various sales result information from each sales agent through the network 1, analyzing the information, and recording the information in the sales agent database 25. The accumulation calculating means 16 has a function of calculating a difference between a preset reference price for each product and a sales price of the product at a sales agent as a discount amount, and cumulatively calculating the discount amount in a manner to be described later. The result is included in the sales record 28 and recorded. The comparing and displaying means 17 creates a report comparing the sales results of the respective agencies, particularly the results of the cumulative calculation included in the sales results, at a predetermined timing, and displays the report on the display 11 or by using the printer 12. It has a function to control printing. The agency evaluation means 18 has a function of comparing the cumulative value of discounts of each agency and executing a certain evaluation in consideration of past empirical rules. The cumulative value information display means 19 totalizes the cumulative values of all the sales agents, compares the cumulative value with a predetermined reference value, and displays various messages on the display 11 according to the comparison result. Has functions.
[0017]
FIG. 2 is an explanatory diagram illustrating the relationship between the reference price and the selling price of each sales agent, and the relationship between the sales price and the sales volume.
2A shows the sales results of the A store, FIG. 2B shows the sales results of the B store, and FIG. 2C shows the sales results of the C store. The horizontal axis is time. The graph shown at the bottom shows the change over time in the sales volume of the corresponding product. At store A in FIG. 2A, the sale of the product is started in accordance with the setting of the reference price 23 in advance, and the sale price is reduced as shown by the broken line in FIG. Are sold. The height of the broken line 30 indicates the discount amount. Furthermore, since then, for the end of the fiscal year, the company has reduced prices slightly to reduce product inventory. The triangle 35 in FIG. 2 corresponds to the number of sold products. For example, one triangle may be considered as a sale for 10 products. Looking at the tendency of this graph, it can be seen that many products are sold during the period in which the discount is performed. Also, as inventory decreases, product sales have not increased so sharply during the period-end sales season. Further, the discount is performed here, and thereafter, the reference price is reduced at the timing of t1. That is, in consideration of this timing, sales are performed so as to reduce the price and reduce the stock. The sales are started in accordance with the same reference price 23 of the store B shown in FIG. 2B, but the discount amount is small and the discount business is started slightly earlier than the store A. Then, in the portion of the broken line 31, the period of the term-end business is shorter than that of the store A. This is because the inventory was sufficiently organized before that, and finally the inventory was sufficiently low, thus shortening the period of the end-of-term business. In store C shown in FIG. 2C, discount sales are started slightly earlier than the year-end sales, and a considerable number of sales are made earlier. The broken line 32 shown in FIG. 2C does not change the discount amount so much even at the end-of-term sales. The end-of-term sales are slightly longer and the remaining inventory is sorted out.
[0018]
In this manner, after the timing t1, all the agents make the stocks sufficiently small and sell out the remaining goods at a low reference price.
Looking at this tendency in terms of the number of units sold, as shown by the curve 36 in FIG. 2, the sales show a peak just at the end of the year-end sales, and gradually decrease the distribution inventory at the end-of-year sales. Sales volume is decreasing. In this way, the sales volume decreases, and a new product appears from a certain time as shown by a curve 37.
[0019]
As described above, the side that supplies products to each agency issues an instruction to encourage each agency to reduce the distribution inventory at the timing t2, and further instructs the production line to reduce the number of manufactured units. I do. After reducing the distribution inventory in this way, the reference price is reduced at timing t1. Such pricing policies can ensure reasonable profits. The sales performance of goods at each agency as shown in FIG. 2 can be collected by the system shown in FIG. Then, by performing the comparison as shown in FIG. 2, it is possible to determine which sales agent's policy is appropriate. Note that the selection of the discount rate and the selection of the discount time vary depending on the characteristics of the product and the setting of the price. Therefore, the optimum value is obtained by an empirical rule. For example, by comparing the sales and profits of each agency shown in FIG. 2, it is considered that the place where the inventory adjustment finally worked best and the accumulated value of the discount amount was sufficiently small set the appropriate price. Can be In addition to fully evaluating such agencies, the results will be communicated to other agencies to optimize the subsequent pricing process.
[0020]
FIG. 3 is an explanatory diagram showing the contents of specific sales results.
At a certain agency, for example, as shown in FIG. 3, from October 1 to October 31, the sales price is set equal to the reference price, and sales are started at a discount rate of 0. As shown in FIG. 3, the selling price, discount rate, sales quantity, total sales, and cumulative discount amount are calculated for each period. From November 1 to December 13, products are sold at the same selling price as in October. During this period, the number of sales is slightly higher than in October. Next, during the year-end and New Year period from December 14 to January 5, the selling price is discounted from the 10% reference price to increase the sales volume. Although the discount rate is high, the total sales have become sufficiently high and have achieved a predetermined result. At this time, the product of the discount amount obtained by subtracting the selling price from the base price and the quantity is calculated to obtain the cumulative discount amount. For example, when the cumulative discount amount is added for a half year, the total value becomes a total cumulative value, and the results of each agency are compared and displayed every six months, and an output as shown in FIG. 2 may be obtained. As shown in FIG. 3 (b), when the sales results of FIG. 3 (a) are totaled, they are sold at the reference price for 74 days, the sales volume is 34 units, and the total sales is 340,000 yen. In addition, 35 units were sold for 19 days at a discount rate of 10%, and sales were 315,000 yen. Evaluation of these results is also based on past performance. The sales result collection means 15 shown in FIG. 1 collects the sales results shown in FIG. 3, and the accumulation calculating means 16 executes the calculation shown in FIG. In addition, the comparison display unit 17 collectively displays the specific actual performance comparisons as shown in FIG. 2 in an easy-to-understand manner. Needless to say, adding data as shown in FIG. The agent evaluation means 18 compares the sales results as shown in FIG. 3 (b) with the past example, and gives a high evaluation score to an agent which is close to the optimum one, and gives the other agents the state of the state. Output with the corresponding evaluation points. In any case, the feature is that comparative evaluation is performed based on the accumulated discount amount.
[0021]
The cumulative value information display means 19 compares the total value of the cumulative values with the reference value in order to foresee the timings t2 and t1 shown in FIG. 2 based on the sales results of all the sales agents. As shown in FIG. 2, the total value of the cumulative values gradually increases with time. Here, before reaching the predetermined timing t2 or t1, the predetermined cumulative value is exceeded depending on the product. At that stage, a certain message may be output. The standard value varies depending on the product price and the nature of the product.However, the sales price is reduced from the beginning when the sales plan is reached and a certain amount of sales is reached. If a plan is made to replace the product with a new product, a reference value to be compared with the accumulated value in the plan can be set in advance.
[0022]
FIG. 4 is a flowchart showing a specific operation of the above system.
First, in step S1, it is determined whether or not to execute the scheduled processing. The regular processing is, for example, processing once a day. When the scheduled processing is started, the process proceeds to step S2, and one sales agent is selected. In step S3, the sales price of the product is acquired from the sales agency. Further, in step S4, the number of units sold is acquired, and in step S5, sales result data is generated. This is processing of general sales result data including the total of sales prices and the total number of units sold. After that, in step S6, the above-described process of calculating the accumulated value is executed. Then, in step S7, the accumulated value is recorded in the database 25. In step S8, it is determined whether or not this process has been completed for all sales agents. If not, the process returns to step S2, and the processes from step S2 to step S8 are repeated. When the processing for all the sales agents is completed in this way, the process proceeds to step S9, and it is determined whether or not the regular processing is processing of "end of month?" If it is not the processing at the end of the month, the regular processing is ended here. Therefore, the process returns to the first step S1, and waits until the next scheduled processing starts. In the case of the process at the end of the month, the process proceeds to step S10, and the report creation period is determined. This is a period for creating the agency evaluation report, and may be determined to be, for example, six months. In step S11, a report for comparing the accumulated values is created. Although this format is arbitrary, for example, it is as shown in FIG. Then, in step S12, the report is transmitted to each agency terminal by e-mail or by facsimile. Thus, the distribution of the report is completed.
[0023]
FIG. 5 is a flowchart showing a specific operation of the accumulated value information display means 19.
First, in step S21, it is determined whether it is time for the scheduled processing. If it is determined that it is time for the scheduled processing, the process proceeds to step S22, and a sales agent is selected. Then, in step S23, the sales agent database 25 (FIG. 1) is read, and in step S24, the cumulative value of the sales agent is acquired as a total value. Then, in step S25, it is determined whether or not the sum of the accumulated values has been completed for all the sales agents. If not, the process returns to step S22 to select another sales agent. Thus, the total value of the accumulated values is obtained for all the sales agents, and the process proceeds from step S25 to step S26. In step S26, the sum of the accumulated values is compared with a predetermined first reference value. Note that the first reference value and the second reference value shown in FIG. 5 are reference values for determining distribution inventory reduction time and reference price revision time, respectively. The second reference value is larger than the first reference value. In step S27, it is determined whether the accumulated value has exceeded the first reference value. If it does not exceed the first reference value, the process returns to step S21 and waits for the timing of the regular processing. If it exceeds the first reference value, a message is generated indicating that it is the distribution inventory reduction time (step S28). In step S29, the sum of the accumulated values is compared with a second reference value. Then, in a step S30, it is determined whether or not the second reference value is exceeded. If it does not exceed the second reference value, the process jumps to step S22. If it exceeds the second reference value, the message is rewritten as the reference price revision time (step S31). Then, in step S32, a message is output. If the value exceeds the first reference value and does not exceed the second reference value, the content of the message indicates the distribution inventory reduction time. If it exceeds the second reference value, it is the content of the reference price revision time. In step S32, one of them is output. Then, it returns to the standby state again.
[0024]
As described above, by presenting the result of comparing the cumulative value of the discount amount for each sales agent, it can be used as a reference for reviewing the sales policy of each sales agent. For example, a sales agent with a prominent accumulated value can optimize the sales price and its change timing thereafter. Further, when the cumulative value of all the sales agents exceeds a predetermined reference value, a commodity sales policy according to the market trend is developed by changing the reference price or preparing the distribution inventory. In this way, it is easy to take measures for predicting the collapse of the price of the product or changing the reference price after reducing the distribution inventory, which can be used for the sales strategy and the development strategy of the product. At the same time, it is possible to make an accurate market forecast for the selling price and to obtain a predetermined profit while preventing price collapse.
[0025]
In addition, the computer programs installed in the arithmetic processing device may be configured by combining independent program modules, or may be configured by an integrated program as a whole. All or some of the processes controlled by the computer program may be configured by hardware having equivalent functions. Further, the above-described computer program may be used by being incorporated into an existing application program. The computer program for realizing the present invention as described above can be recorded on a computer-readable recording medium such as a CD-ROM, and installed and used in an arbitrary information processing apparatus. In addition, it can be downloaded and used in the memory of any computer through a network.
[Brief description of the drawings]
FIG. 1 is a block diagram showing a specific example of a sales price information analysis system.
FIG. 2 is an explanatory diagram showing a relationship between a base price, a selling price of each sales agent, and the number of sales units.
FIG. 3 is an explanatory diagram showing specific contents of sales results.
FIG. 4 is a flowchart showing a specific operation of the system.
FIG. 5 is a flowchart showing a specific operation of the accumulated value information display means.
[Explanation of symbols]
1 network, 5, 6, 7, 8 terminal device, 10 host computer, 11 display, 12 printer, 15 sales record collection means, 16 accumulation calculation means, 17 comparison display means, 18 agency evaluation means, 19 accumulated value information display Means, 20 storage device, 21 product database, 22 product code, 23 reference price, 25 sales agent database, 26 agent code, 27 products, 28 sales record

Claims (5)

Means for obtaining the selling price of the product through a network when the product is sold at a sales agent;
Means for calculating the difference between the previously set reference price and the selling price as a discount amount, and cumulatively calculating the discount amount for each sales agent over a certain period of time;
Means for comparing and displaying the results of the cumulative calculation of a plurality of sales agents. The sales price information analysis system according to claim 1,
The cumulative values of the respective sales agents are compared with each other, and the sales agent whose cumulative value is within a predetermined range is regarded as a higher-level sales agent, and the further away the cumulative value is from the range, the lower the sales agent. As described above, the sales price information analysis system includes means for giving the evaluation of the sales agent. The sales price information analysis system according to claim 1,
When the sum of the cumulative values of all the sales agents exceeds a predetermined reference value, a means for displaying information indicating that a time suitable for the revision of the reference price has arrived has been provided. Sales price information analysis system. The sales price information analysis system according to claim 1,
Selling price information, characterized by comprising means for displaying information indicating that the time to reduce distribution inventory has arrived when the sum of the cumulative values of all the sales agents exceeds a predetermined reference value. Analysis system. Processing for obtaining the selling price of the product through a network when the product is sold at a sales agent;
The difference between the previously set reference price and the selling price is a discount amount, and the discount amount is cumulatively calculated for each sales agent over a certain period of time,
A computer that executes a process of comparing and displaying the results of the cumulative calculation of a plurality of sales agents on a computer.

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