顧客對公司利潤貢獻之決定因素-以某電解電容器公司為例

• Main Authors: Ding,Jincheng, 丁金城
• Other Authors: 歐進士
• Format: Others
• Language: zh-TW
• Published: 2013
• Online Access: http://ndltd.ncl.edu.tw/handle/50664983678280510712

碩士 === 國立中正大學 === 高階主管管理碩士在職專班 === 101 === Electrolysis and capacitor is a very competitive industry, due to the timing when Taiwan entered into this industry was late, the progressive technology is controlled by Japan. Started from manufacture, Taiwan did not invest to technology development immediately. That is the reason for difference of one generation between Taiwan and Japan, resulting in feeling powerless when competed with Japan. However, along with the developing of Hong Kong and China (especially for China), by the advantage of less manufacturing cost and human resources, let they stand out in this industry. In a viewpoint of low-end products with competitive price, they intended to in place of the market share of Taiwan, to face a considerable threat, Taiwan need to change their business focus to customer relationship management as an important direction for operation, to increase customers’ marginal distribution. This study analyzed an electrolytic capacitor company's actual operating dataand statistics to analyze patterns and trends of their operations, we compared thesupply, amount of sale, the amount of gross profit, operating pattern for each region, afterevaluation and analysis we provides valuable propositional projects. Theestablishment of the eight hypotheses, and use statistics analysis evaluate thecorrelation between each assumption, the products of case company sell to Taiwanand other regions in Asia(including China, Japan, India, Philippines, Thailand…) ,America, and Europe and so on mainly. The supply of Taiwan accounted for 47%, followed by Asia, 41% in other regions, about 2% in America, and about 10% inEurope, according to the analysis shown above, the case company’s supply inTaiwan as the main, followed by other countries in Asia. The case company provides 51.23% supply for trading company, while theamount of sale just accounted for 31.75%, implied that provides more supply totrading company did not increase amount of sale significantly for case company. On the contrary, provides 48.77% supply for manufacturing plant brought about 70% amount of sale, suggested that provides more supply to manufacturing plant canincrease the amount of sale. However, in the view of gross profit, provides for trading company more supply, brought less amount of sale, but the gross profit is accounted for 51.27%, on theother hand, provides for manufacturing plant more supply, brought the largeramount of sale, while the gross profit decreasing. The figure shows case company need to analyze the supply pattern for trading company, and increasing demand of trading company, thanks to they provides 30% amount of sale can bring about 50% gross profit, this strategy of increasing the supply for trading company can increase the operating gross profit for case company. Resulting of statistic analysis shows that:(1)The performance and size of client has positive effect on the profit of company.(2)The less influential factors including: the type of client is trader, the client take Europe as their sale location, the clientwho trading due to goodwill of company, salesperson, the qualifications, seniority, and the position of salesperson.(3)The client within the group of companies has anegative effect on the profit of company.