MI M2 M3 Ml M2 IVI3 Ml M2 M3 P
BAN TONG GIAM DOC
3.3. Moi tru-ong nganh L Khach hang:
3.3.L Khach hang:
Ngudi tieu diing nhu chung ta da thay la lire lugng ddng dao tren 80 trieu ngudi vdi nhu cau va thi hieu ngay cang phong phu.Tuy nhien VINAPACO la mot dan vi san xuat cd quy md Idn nhat trong nude ehi san xuat ra giay eugn la chinh (cd xen ke ddng tap nhung
sd lugng khdng dang k^). Cac nha san xuk thii cap gia cdng, in an sau dd san pham mdi
d^n tay nguai tieu diing nhu san pham in. giay ram, vd tap, sd saeh.Nhu vay thi truang true tidp eua VINAPACO la thi truong tu lieu san xuat, thi truong hang tieu diing la thi
Hinh 3.3. Md hinh tieu thu san pham ciia VINAPACO.
VINAPACO CO sd gia cdng Nha in.
Cac nha san xuat diing giay lam nguyen lieu eiing rat da dang, so lugng nhilu, quy md so vdi san xuat cdng nghiep la khdng Idn va chiu ap lire rat Idn eua canh tranh, hg ddi hdi khdng chi ve chat lugng giay ma edn cd xu hudng chuan boa ve quy each. Thue t8 cho thay viec phat trien cdng nghe in va nhu cau ngay mot cao nen nhieu khach hang tir chdi diing nhirng loai giay khdng dat tieu chuan ky thuat ve dd tao bui, boa chat tdn du trong giay, khd ciia may in ngay cang rgng ddi hdi khd may xeo giay ciing phai phii hgp tuong img. Dieu dd cho thay nganh Giay phai rat nang ddng tir mat hang san xuat, co c^u mat hang den gia ca.
Theo thdng ke den cudi nam 2005 cd 212 khach hang, mdi khach hang tieu thu binh quan 479 tan giay/nam tao miic doanh thu khoang 5.800 trieu ddng. Khach hang giao dich vdi VINAPACO tren toan quoc, khach hang true tiep Idn nhat tieu thu 6.700 tan/nam (in sach giao khoa). Cd 26 khach hang dan dau cd khdi lugng Idn ban 1.000 tan/ nam, doanh thu ban hang tren 120 ty ddng). 126 khach hang edn lai cd miic tieu thu Idn pho bien nhat la d mire 100 - 1.000 tan/nam (doanh thu tir 1,2 ty den 120 ty ddng) Cd 83 khach hang tieu thu it ban 100 tan nam (doanh thu nhd hon 1,2 ty ddng/nam). Neu phan loai theo thanh phan kinh te thi cd 36 khach hang thuge khdi nha nude hoac boat ddng nhu doanh nghiep nha nude (Nha nude cd ed phan chi phdi) tieu thu 20.338 tan vdi doanh thu 250 ty ddng; 199 khach hang ngoai quoc doanh tieu thu 69.000 tan/nam (doanh thu 830 ty ddng/nam).
Bilu 3.4:Pban loai khach hang. Loai khach bang
Khach bang dan dau Khach hang Idn Khach hang nhd Khach hang nha nude Khach hang ngoai NN
Sd lugng 26 103 83 36 176
Mire tieu thu Tren l.OOOtan/nam tir 100- l.OOOtan/nam Nhd hon 100 tan/nam
17.400 tan/nam 69.000 tan/nam
Doanh thu (ty d) > 120
tir 1,2-120 <1,2 210 830