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Английский язык. Бизнес курс

Вопрос id:1499054
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Левая частьПравая часть
I have prepared a detailed cash-flow forecast
will total Ј25,000
My start-up costs
and which shows who owns it
This assumes a bank loan of Ј15,000 over five years
for the first year of operation, and this shows that the break-even point is reached after twenty-two months
A document which represents a part of the total stock value of a company
at an annual percentage rate of 18.5t, with interest-only repayments during the first six months
Вопрос id:1499055
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Левая частьПравая часть
A formal description of
a named person has paid for protection against accidental loss or damage of goods or property
A formal agreement to provide
a company’s financial position at a specified moment
A document which states that
goods or services
Вопрос id:1499056
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I am therefore seeking a bank loan
to make money, showing possible income and expenditure
A formal letter with an offer to supply goods or services, containing
that it will lend money to a customer
An official notification from a bank
of Ј15,000. I can offer the truck (estimated value Ј20,000) as security
A description of the ways a new business hopes
a description of the project, including costs, materials, personnel, time plans, etc
Вопрос id:1499057
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Левая частьПравая часть
It renews our vision and strategic focus:
adding value to our target market segments, the small business and high-end home office users, in our local market
AMT is a 10-year-old computer reseller with sales of $7 million per year,
position in the local market, but has been having trouble maintaining healthy financials
It has a good reputation, excellent people, and a steady
declining margins, and market pressure
By focusing on its strengths, its key customers, and the underlying values they need
American Management Technology will increase sales to more than $10 million in three years, while also improving the gross margin on sales and cash management and working capital
Вопрос id:1499058
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Левая частьПравая часть
Dudley, our attorney, and Paul Karots, our
public relations consultant
The largest of these (in percent of ownership) are Frank
investors and two past employees
There are six part owners, including four
by its founder and president, Ralph Jones
AMT is a privately-held corporation owned in majority
Dudley, our attorney, and Paul Karots, our public relations consultant
Вопрос id:1499059
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Левая частьПравая часть
Neither owns more than 15%, but
both are active participants in management decisions
Although the chart titled Past Financial Performance
include other indicators of some concern
AMT has been caught in the vise grip of margin
squeezes that have affected computer resellers worldwide
The more detailed numbers in Table below
shows that we have had healthy growth in sales it also shows declining gross margin and declining profits
Вопрос id:1499060
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Левая частьПравая часть
The margin squeeze is happening
declining steadily, as we see in the chart
All of these concerns are part of the general
throughout the computer industry worldwide
Inventory turnover
trend affecting computer resellers
The gross margin % has been
is getting steadily worse
Вопрос id:1499061
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Левая частьПравая часть
We have one location – a 7,000 square foot store in a suburban shopping center
conveniently close to the downtown area. It includes a training area, service department, offices, and showroom area
We sell the assurance
to small business people to know that their business will not suffer an information technology disaster
AMT sells personal computer technology for small business
including personal computer hardware, peripherals, networks, software, support, service, and training
Ultimately, we are
really selling information technology
Вопрос id:1499062
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Левая частьПравая часть
They are both competing
offering services and that buyers didn’t care, instead preferring lower prices
They say they tried
in the downtown area
When asked, the owners
will complain that margins are squeezed by the chains and customers buy on price only
Store 4 and Store 5 are both
against the chains in an attempt to match prices
Вопрос id:1499063
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Левая частьПравая часть
Nationally, there are approximately
also that they didn’t differentiate from the chains
The home offices in Tintown are an important
growing market segment
We think the problem is also that they didn’t really offer good service, and
is based on an analysis published four months ago in the local newspaper
Our estimate in this plan for the home offices in our market service area
30 million home offices, and the number is growing at 10% per year
Вопрос id:1499064
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Левая частьПравая часть
There are also part-time home offices with people who are employed during the day but work at home at night, people who work
several types
The most important, for our plan’s focus, are
services such as graphic artists, writers, and consultants, some accountants and the occasional lawyer, doctor, or dentist
Home offices include
at home to provide themselves with a part-time income, or people who maintain home offices relating to their hobbies; we will not be focusing on this segment
These are likely to be professional
the home offices that are the only offices of real businesses
Вопрос id:1499065
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Левая частьПравая часть
The 30-employee cutoff
companies, and we shouldn’t be giving up leads when we get them
We find that the larger companies turn to other vendors, but we can sell to departments of larger
from the box pushers
We must differentiate ourselves
industrial location outside of someone’s home, and fewer than 30 employees. We estimate 45,000 such businesses in our market area
Small business within our market includes virtually any business with a retail, office, professional, or
is arbitrary
Вопрос id:1499066
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Левая частьПравая часть
We need to establish our business offering as a clear and viable
alternative for our target market, to the price-only kind of buying
Build long-term relationships with clients, not single-transaction
deals with customers. Become their computer department, not just a vendor. Make them understand the value of the relationship
We need to focus our offerings on small business as the key
market segment we should own
This means the 5-20 unit system, tied together in a local area
network, in a company with 5-50 employees. Our values – training, installation, service, support, knowledge – are more cleanly differentiated in this segment
Вопрос id:1499067
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Левая частьПравая часть
We must charge appropriately for
we pay to assure good service and support must be balanced by the revenue we charge
We do not want to compete for the buyers who go to the chain stores or mail order, but we definitely want
to be able to sell individual systems to the smart home office buyers who want a reliable, full-service vendor
Our revenue structure has to match our cost structure, so the salaries
the high-end, high-quality service and support we offer
As a corollary, the high end of the home
office market is also appropriate
Вопрос id:1499068
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Левая частьПравая часть
Despite the logic behind this, the market
on a note due in five years but amortized over 15 years
The market can’t bear the higher
prices and the buyer feels ill-used when they see the same product priced lower at the chains
Elsewares is seeking a $300,000.00 financial package based
doesn’t support this concept
We cannot build the service and support
revenue into the price of products
Вопрос id:1499069
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Левая частьПравая часть
The note will be personally
record which will enable the company to seek alternate financing for the balance
Whatever profits remain after the above debt payments will be used
out of the business until the long term debt has been satisfied
By amortizing the note over fifteen years, the company will be afforded the opportunity to establish a healthy track
to finance growth, mainly through the acquisition of additional inventory
It should be noted that the owners of Elsewares do not intend to take any profits
guaranteed by the Greenbaums’ assets
Вопрос id:1499070
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Левая частьПравая часть
The most important indicator in our case
capital situation is chronically tight
We do not want to let our average collection days
times to avoid a negative impact on our cost of goods sold and on our cash flow
This could cause a serious problem with cash flow, because our working
is inventory turnover
We have to make sure that our inventory of drawstring bags and any other packaging products turns over a minimum of five
get above 45 under any circumstances
Вопрос id:1499071
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Левая частьПравая часть
In extreme cases, prepayment of orders
distributors depending on their payment history
We must maintain gross margins of 90 percent at the least, and
hold marketing costs to no more than 20 percent of sales
We will rely heavily on our subscription to the ASI Credit
may be the only extendible terms
It may be necessary to implement a variety of payment terms with different
Service for this valuable pre-sale information
Вопрос id:1499072
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Левая частьПравая часть
Mrs. Greenbaum ran the financial department for a start up retail operation whose
department of an ASI listed advertising specialties supplier
Elsewares is organized into three main functional areas: product
married and the mother of one child
She has also spent the last year and a half heading up the sales
sales rose to just under one million dollars in seven years
Mrs. Greenbaum holds a B.A. from U.C.L.A., is
sourcing, sales & marketing; production & shipping; and finance & administration
Вопрос id:1499073
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Левая частьПравая часть
Mr. Rosenbaum is married
and the father of two children
Over the years, Mr. Rosenbaum has been hired by both suppliers and distributors who are either starting a new company as we are or who are attempting
to penetrate the advertising specialties market with products they are already distributing to other markets
Marvin Rosenbaum: Consultant. Mr. Rosenbaum has been associated with the Advertising Specialties industry
and has maintained extensive business contacts with many of the industry leaders
Mr. Rosenbaum has been responsible for the successful entry of many companies into this industry
for just under 25 years and hold the credentials of a C.A.S. or Certified Advertising Specialist
Вопрос id:1499074
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Левая частьПравая часть
Until increases in sales can support additional salaries, Edie Greenbaum
will oversee the operations of Elsewares in an unsalaried position
Mrs. Greenbaum will be responsible for the day to day operations
the labor burden on the companies operating expenses
Pursuant to that goal, the initial payroll
including personnel company policies, and overseeing the sales & marketing and marketing departments
The cornerstone of the personnel plan is to maximize production and minimize
will consist of the following disbursements
Вопрос id:1499075
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Левая частьПравая часть
Mr. Rosenbaum will also oversee the network of commissioned based sales reps
that will call on distributors in their preassigned territories
The sales & marketing department will be headed by Marvin Rosenbaum who has been
also be responsible for calling on distributors as directed by Mr. Rosenbaum
The sales department will be supplemented by Edie Greenbaum who will
contacts with distributors with whom he has had a previous business relationship
Mr. Rosenbaum will be responsible for initiating new leads with the ASI distributor network and for re-establishing existing
hired as an independent consultant at a per diem of $200
Вопрос id:1499076
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Левая частьПравая часть
At a salary of $36,000 per year, Mr. Greenbaum will be responsible for running the customer
of this department into two positions at approximately the fourteenth month of business
We are projecting the division
and is expected to play an important role in sourcing new products
Until increases in sales justify the additional staffing of this
department, Mr. Greenbaum will be responsible for assorted secretarial duties in addition to the previously mentioned duties
Additionally, Mr. Greenbaum will be responsible for running the company’s computer operations
service department which will include handling phone orders and catalogue requests
Вопрос id:1499077
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Левая частьПравая часть
Mr. Greenbaum will then shift his duties to marketing & sourcing and a new employee will take over the customer
service department and its related duties
A full time production person will
labor requirements
We have budgeted
run the imprinting department while a second person will be hired to handle both shipping and receiving
Elsewares will rely on part time help for its imprinting, warehousing & shipping
$500 per week to that end. Naturally, as the need arises, this all encompassing areas will be split into two departments.
Вопрос id:1499078
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Левая частьПравая часть
Most of the specific tax rates and provisions applied in the first half of the 1980s. By far the most important taxes for investment decision-making are personal
and corporate income taxes
We are projecting the need for this additional labor burden at approximately
the eleventh month of business
A well-worn saying holds that nothing is certain but death and taxes. Unhappily, governments arc often responsible
many more firms are organised as partnerships or single proprietorships. Legally, a corporation is regarded as a separate entity, while partnerships are considered as extensions of their owners.
In the US and most other countries, the corporate form of organisation is the most important in terms of dollar value of assets owned, although
for the former, and they are virtually always the source of the latter. Since the United States is the world’s largest capital market, we will focus on taxes levied on US citizens and corporations.
Вопрос id:1499079
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Левая частьПравая часть
The corporate income tax
is relatively simple in one respect. There are usually only a few basic rates
For example, in 1983 there was a tax rate of 15 per cent applicable on the first $25,000 of taxable income, a rate
it is received as dividends by holders of the firm’s securities, via personal income tax
Income earned through proprietorships and partnerships is taxed primarily through the personal tax levied on their owners. Income earned by a corporation may be taxed twice - once when it is earned via corporate income tax and again when
1 above – the top line shows the marginal rate, the bottom line shows the average tax rate
The result is shown in Chart
of 18 per cent applicable to the next $25,000, a rate of 30 per cent applicable to the next $25,000,40 per cent to the next $25,000 and finally a rate of 46 per cent applicable to all income over $ 100,000
Вопрос id:1499080
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Левая частьПравая часть
The most dramatic instance of this difficulty concerns depreciation of assets. If
the higher marginal rate
The marginal rate is more relevant for most decisions. For example,
marginal rate (46 per cent)
As the figure shows, the larger a corporation’s taxable income, the closer its average tax rate comes to
a corporation buys a computer for $ 1 million, it is entitled to eventually charge off this cost as a deductible expense when computing taxable income
Overall such corporations pay taxes equal to virtually the largest
if a corporation were considering an investment that would increase its income from $65,000 to $70,000 each year, the increase in income would be (1 - 0.3) X $5,000
Вопрос id:1499081
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Левая частьПравая часть
For the purposes of
minus expenses. The problems arise in measuring these two elements
On 46 per cent rate, this represents an eventual tax saving of $460,000. The sooner the cost can be written off,
fifteen-year property
Automobiles and research equipment are considered three-year property, most business equipment is considered five-year property, buildings are usually considered
the greater the benefit to the company
For tax purposes, corporate income is defined as revenue
reporting corporate income to the IRS, assets are grouped into four broad classes
Вопрос id:1499082
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Левая частьПравая часть
The question concerns the relevant cost of the 110 boats that were sold and of the 90 that remain. The firm may have sold all the ‘old’ boats first, or all the ‘new’ boats, or
with the measurement of corporate income concerns the cost of inventory sold during the year. This arises when prices are changing fairly rapidly and a company holds inventory for long periods
During the year he takes delivery of 100 more but must pay $11,000 each, ending with 90 in stock. The boats are sold
for $15,000 each
Another vexing problem associated
a mixture of the two
To take a fairly simple case, imagine a retailer of sailboats. At the start of the year he has 100 in stock, all purchased
for $10,000 each
Вопрос id:1499083
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Левая частьПравая часть
An accountant may assume any of the above combinations without regard to the actual
facts of the situation
This will lower taxes
in the present and raise them in the future
However, before 1970 many
in the present and less in the future
The impact of different inventory valuation methods is illustrated in Chart 2. When prices have been rising, the LIFO method will permit a corporation to charge more to cost
companies used the FIFO method, suggesting that in times of moderate inflation many managers were willing to sacrifice some real benefits to improve the appearance of their company’s financial statements
Вопрос id:1499084
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Левая частьПравая часть
If a plan has been expressed in financial terms, we speak of a budget. Budgeting is the changing of operational plans (for example, for purchasing, production, research, or sales) into
the financial position the company will be in if all plans are executed. The possible financial results may be arranged as follows
The budget shows
financial results
The master budget is prepared from, and consolidates, budgets for separate sub-units of an organization (sales, production, distribution and finance) to give a single budget
for the whole organization
The projected balance
sheet, results budget, liquidity budget, and explanatory statements are together described as the master budget
Вопрос id:1499085
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A budget fulfils various functions: it is both a tool and a compass for management. By periodically comparing the budget plan with the actual results (‘feedback’) company processes
maximum possible extent
By trying out various scenarios, management
can ascertain what the consequences of changes in its policy will be. Good use can be made of computerized spread-sheet programs for this ‘ what-if analysis
The master budget is the keystone which demonstrates the overall position of the company if the plans are executed. If, on the basis of this projection, undesirable positions come
can be controlled
Finally, the management makes its choice from the policy options so that the objectives will be realized to the
to light, the management can readjust its policy
Вопрос id:1499086
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Левая частьПравая часть
The budgeting stages formally determine the internal cohesion and necessary harmonizing of company activities which may be functionally divided between various departments. In this sense, a budget
and feedback as to how well those goals are being met. Budgeting obliges the management to contemplate the future
A budget is also a means of
authorization. The staff member responsible for a section of the budget (‘un budget, c’est un monsieur’) is authorized to make expenditures to the extent given in the budget without the further consent of higher management
Control requires a set of goals (the budget)
is an important means of co-ordination
Вопрос id:1499087
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Левая частьПравая часть
Such a budget might be given to the head of the Production Department if he or she is not in a position to influence the prices of the materials
to be purchased
The employee or supervisor concerned is then only responsible for the amount of units in the budget, and not for
possible price fluctuations
Although the budget is typically
management is freed to direct its attention to the future. Intervention in the actual course of business is then only necessary if there are (significant) deviations in the actual results as compared to the plan
Thus, certain authority is delegated, and
a reflection of the financial results to be expected from the planned activities, quantity budgets which are only concerned with the number of units produced can also be included in the total budget system
Вопрос id:1499088
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Левая частьПравая часть
However, the senior financial manager of a company may be held responsible for costs arising from changes in the general level of interest rates, to the extent that his or her strategic choices are to borrow long or short, to make a share issue, or
to cover risks on the futures market
A good rule of thumb
report on this function is concerned
Otherwise, the budget would cease to be an accountability standard. An employee will generally not be accountable for changes in uncontrollable variables
is to include in a budget only those elements which are controllable by the employee or manager concerned (controllability principle)
A quantity budget is also ultimately converted to financial consequences, so that it can be integrated into the master budget, but the price effect is eliminated so far as the performance
such as interest rates, inflation, and taxes
Вопрос id:1499089
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Левая частьПравая часть
A recent survey of EU companies
for the end-result, be it profit or loss
Indeed, there are signs that a shortage of internationally-skilled people may be an important
and lead new international ventures
Companies are beginning to recognise that they do not have enough high-quality people for their international activities. They often have problems releasing experienced people from existing operations in order to resource
constraint on firms’ global ambitions
Similarly, at some levels and in some situations, wage levels are partially controllable by the personnel management. The most senior management is responsible for ‘the bottom line’, that is, they are accountable
reported that the proportion of managers with international experience ranges from about 1% in some UK companies to 80% in one Swiss company. In many firms, only 5-10% of managers are likely to have international experience
Вопрос id:1499090
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Левая частьПравая часть
Such experiences open people’s minds to the fact that things are done differently elsewhere and encourage them
resource is a demanding exercise. Should there be an elite group of managers given international experience as part of their grooming for top jobs.
Developing the international company’s management
to think in a wider context
If a company answers “yes” to
importantly, by working and living abroad
How can a company develop international managers with international skills and perspectives? The only way is through direct international experience either by participating in international task forces or, more
the last question, considerable resources and effort must be spent in preparing managers for international assignments
Вопрос id:1499091
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Левая частьПравая часть
The manager should be
a trend for large companies to think globally: producing goods or delivering services and selling them, all over the world
According to a recent survey, the top characteristics

self-reliant and have an open, non-judgemental personality.

Another important characteristic is strategic awareness: the manager should have a global view of his or her contribution at work

In other words, the manager should think “world” and not see work responsibilities and needs soley from the perspective of his or her own national background. An international manager must become quickly involved in
of an international manager include many soft skills, such as the ability to work in international teams, adaptability to new situations, sensitivity to different cultures (and awareness of own cultural background), and relational skills
Since the 1980s there has been
matters affecting several countries
Вопрос id:1499092
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Левая частьПравая часть
For example, he or she must be sensitive to, and aware of, the market
all important parts of this process
I shall undertake deliveries for chilled food distributors, offering them a service on which they know they can rely at short notice and

transport business, with myself as sole proprietor.

Initially, I shall have one truck with a load capacity of 1.5 tonnes. It will be fitted with a mobile phone.

Language training, overseas visits, in-house management courses and general management training at business schools are
requirements of a wide range of countries right from the start
I wish to set up a refrigerated road
in case of emergency
Вопрос id:1499093
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Левая частьПравая часть
Their response
course at Cardiff Polytechnic
My fiancee will help me with administration, book-keeping and telephone enquiries. Her parents have offered us the use of a room in their house as an office, until
part-time drivers
I have made preliminary enquiries with a number of firms, which I contacted while following a marketing
we can find a small office to rent
I shall drive the truck myself and also employ
was very favourable
Вопрос id:1499094
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Левая частьПравая часть
seeking a bank loan of Ј15,000. I can offer the truck (estimated value Ј20,000)
seeking a bank loan of Ј15,000
I have prepared a detailed
as security
To finance this venture, I have Ј10,000 capital. My start-up costs will total Ј25,000. I am therefore
cash-flow forecast for the first year of operation, and this shows that the break-even point is reached after twenty-two months
This assumes a bank loan of Ј15,000 over five years at an annual percentage rate of 18.5t, with interest-only
repayments during the first six months
Вопрос id:1499095
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Левая частьПравая часть
We need to concentrate on making sure our volume gives us negotiating strength. In accessories and add-ons
we can still get decent margins, 25% to 40%.
We must remain on top of the new technologies, because
this is our bread and butter. For networking, we need to provide better knowledge of cross platform technologies
In order to hold costs down as much
(and previously DOS) lines
We have for years supported both Windows and Macintosh technology for CPUs, although we’ve switched vendors many times for the Windows
as possible, we concentrate our purchasing with Hauser, which offers 30-day net terms and overnight shipping from the warehouse in Dayton
Вопрос id:1499096
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Левая частьПравая часть
The segmentation allows some
room for estimates and nonspecific definitions. We focus on a small-medium level of small business, and it is hard to find information to make an exact classification
Finally, although we have a good command of desktop publishing, we are concerned about getting better at the integration of technologies that creates fax, copier, printer, and voice mail as part of
related communications
Also, we are under pressure to improve our understanding of direct-connect internet and
the computer system
AMT focuses on local markets, small business and home office, with special focus on the high-end home office
and the 5-20 unit small business office
Вопрос id:1499097
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Левая частьПравая часть
We say that our target market has 10-50 employees, and needs 5-20 workstations tied together in a local area
network; the definition is flexible
Our target companies are large enough to need the high-quality information technology management we offer, but too small to have a separate computer management
the owner’s paying real attention to the quality of information technology management, meaning that there is both budget and concerns that warrant working with our level of quality service and support
Defining the high-end home
staff such as an MIS department
The high-end home office business is a business, not a hobby. It generates enough money to merit
office is even more difficult. We generally know the characteristics of our target market, but we can’t find easy classifications that fit into available demographics
Вопрос id:1499098
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Левая частьПравая часть
Computer dealers: storefront computer resellers, usually less than 5,000 square
feet, often focused on a few main brands of hardware, usually offering only a minimum of software, and variable amounts of service and support
These are usually old-fashioned (1980s-style) computer stores and they usually offer relatively few reasons
for buyers to shop with them. Their service and support is not usually very good and their prices are usually higher than the larger stores
We can assume that we aren’t talking about home offices used only part-time by people who work elsewhere during the day, and that our target market home office wants to have powerful technology and a lot of
links between computing, telecommunications, and video
Chain stores and computer
superstores: these include major chains such as CompUSA, Computer City, Future Shop, etc.
Вопрос id:1499099
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Левая частьПравая часть
They are almost always more than 10,000 square feet of space, usually offer decent walk-in service, and are often warehouse-like locations where people go to find
City, Incredible Universe, Babbages, Egghead, and others. They benefit from national advertising, economies of scale, volume buying, and a general trend toward name-brand loyalty for buying in the channels as well as for products
The national chains are a growing presence: CompUSA, Computer
products in boxes with very aggressive pricing, and little support
Mail order: the market is served increasingly
which people buy their computers, usually variations of the main three types above
Others: there are many other channels through
by mail order businesses that offer aggressive pricing of boxed product. For the purely price-driven buyer, who buys boxes and expects no service, these are very good options
Вопрос id:1499100
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Левая частьПравая часть
They are under-capitalized and under-managed. Margins are squeezed as they compete against the chains, in a competition based
accustomed to buying from vendors who visit their offices
They expect the copy machine vendors, office products vendors, and office furniture vendors, as well as the local graphic artists, freelance
they liked computers
Small business buyers are
writers, or whomever, to visit their office to make their sales
Local computer stores are threatened. These tend to be small businesses, owned by people who started them because
on price more than on service and support
Вопрос id:1499101
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Левая частьПравая часть
Unfortunately our home office target
buyers may not expect to buy from us. Many of them turn immediately to the superstores (office equipment, office supplies, and electronics) and mail order to look for the best price
There is usually a lot of leakage in ad-hoc purchasing through local chain stores and mail order. Often the administrators try to discourage
the concept of service and support, and are much more likely to pay for it when the offering is clearly stated
There is no doubt that we compete much more against all the box pushers
than against other service providers
The small business buyers understand
this, but are only partially successful
Вопрос id:1499102
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Левая частьПравая часть
Accounts
equity
Short-term
assets
Debt and
receivable
Balance
sheet
Вопрос id:1499103
Correspond the left and right parts
Левая частьПравая часть
Short-term
notes
Accounts
capital
Other ST
liabilities
Paid in
payable
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