#4 Kurs pisania biznesplanu – Analiza sprzedaży

Gdy znamy już konkurencję, warto przystąpić do analizy zakładanej sprzedaży.  Robimy to analogicznie, jak w poprzednim przypadku, czyli powinniśmy wiedzieć z kim, gdzie,  jak i za ile. Ponadto, jeśli naszym klientami są przedsiębiorcy (b2b), warto się zastanowić, czy ujawniając naszych dostawców i sposób działania nie staną się jednocześnie naszą konkurencją.

Zazwyczaj w biznesplanie analiza sprzedaży jest kolejnym punktem, po analizie konkurencji.

Praktycznie w każdej działalności gospodarczej występuje sezonowość sprzedaży. Niedopuszczanie tej myśli do siebie i nieujawnianie tego w biznesplanie działa na naszą niekorzyść (zwłaszcza, jeśli staramy się o dotację lub pożyczkę). Sprzedaż definiują pory roku, zjawiska naturalne – jak np. w budownictwie, wydarzenia (święta, uroczystości) oraz mody i potrzeby danej chwili.

Czas żniw dla jednych jest porą na odpoczynek i zmniejszone obroty dla drugich. Przedsiębiorcy działający w pozornie niemających wiele wspólnego ze sobą branżach jak np. IT z systemami typu ERP, a przemysł ciężki są od siebie uzależnieni, a ich wielkość sprzedaży silnie skorelowana. Warto poświęcić chwilę na solidną analizę, żeby później nie ponosić kosztów pochopnych decyzji. Branże, w których sezonowość nie występuje są wyjątkami.

Jednym z celów biznesplanu jest zapobieganie zbytniej sezonowości sprzedaży.  Różne kanały marketingowe i handlowe pozwalają na znaczne powstrzymanie tego efektu. Warto pokusić się o nowe produkty lub usługi, ratujące obroty w chudych okresach np. agroturystyka może być jednocześnie hostelem pracowniczym w zimie. Firma powinna być gotowa na zmiany na rynku niemal natychmiast, bo świat z roku na rok przyspiesza, a ci, którzy nie nadarzają, z liderów  stają się pariasami – jak znany fiński producent telefonów.

Sprzedaż może wahać się także w zależności od mody, upodobań – zwłaszcza w relacji przedsiębiorca -> klient końcowy.

Trzeba nadążać za trendami, kupować branżową prasę, uczestniczyć w tematycznych targach i konferencjach  i zwyczajnie pytać klientów czego potrzebują.

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