{"id":10108,"date":"2024-07-15T12:14:14","date_gmt":"2024-07-15T12:14:14","guid":{"rendered":"https:\/\/optibizadria.eu\/?p=10108"},"modified":"2024-07-15T12:16:06","modified_gmt":"2024-07-15T12:16:06","slug":"optimiziraj-zalihe-tajne-open-to-buy-otb-strategije-2-2-dio","status":"publish","type":"post","link":"https:\/\/optibizadria.eu\/en\/savjeti\/optimiziraj-zalihe-tajne-open-to-buy-otb-strategije-2-2-dio\/","title":{"rendered":"Optimiziraj zalihe: tajne Open to Buy (OTB) strategije (2\/2 dio)"},"content":{"rendered":"<div data-elementor-type=\"wp-post\" data-elementor-id=\"10108\" class=\"elementor elementor-10108\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-17430fb elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"17430fb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2ae5278\" data-id=\"2ae5278\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-527602c elementor-widget elementor-widget-text-editor\" data-id=\"527602c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p>OTB bud\u017eetiranje, kako smo naveli u prvom blogu na ovu temu, mo\u017ee se provoditi na nekoliko na\u010dina, ovisno o specifi\u010dnim potrebama trgovca:<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8f537f8 elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"8f537f8\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b65566d\" data-id=\"b65566d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3a39cbc elementor-widget elementor-widget-heading\" data-id=\"3a39cbc\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">2.\tPrema planiranom bud\u017eetu: <\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4e3c443 elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"4e3c443\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-92dde1c\" data-id=\"92dde1c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-07c9151 elementor-widget elementor-widget-text-editor\" data-id=\"07c9151\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ol><li>ovdje se bud\u017eetiranje mo\u017ee podijeliti na razini odjela ili kategorija proizvoda. Na primjer, odjeli kao \u0161to su odje\u0107a, obu\u0107a ili elektronika mogu imati svoje zasebne OTB planove, \u0161to omogu\u0107uje preciznije upravljanje zalihama.<\/li><\/ol><p>U na\u0161em primjeru smo proizvoljno dodijelili tro\u0161kove za proizvod kao i cijenu proizvoda. Tako\u0111er, poduze\u0107e je alociralo bud\u017eet za investiciju u zalihe na osnovu planirane prodaje s o\u010dekivanim profitom. U ovom koraku, a bazirano na okviru (Framework) kojeg smo spomenuli na po\u010detku blog teme, uklju\u010duju se i financije sa svojim P&amp;L (Profit &amp; Loss) bud\u017eetom kao i Cash Flow-om. Informacije koje dolaze od prodaje klju\u010dne su za sve odjele. Sales Forecast (prognoza prodaje) je varijabla koja nam govori \u0161to tr\u017ei\u0161te o\u010dekuje. Zato u ovoj fazi planiranja, pored prodajnog odjela, klju\u010dnu ulogu ima marketing odjel. Istra\u017eivanje tr\u017ei\u0161ta, konkurencije, pona\u0161anja kupaca, itd. klju\u010dni su za ispravan forecast na temelju kojeg \u0107e financije osigurati novac odjelu nabave da krene u akciju. Tako\u0111er, odjel nabave ne smije biti stati\u010dan u smislu istra\u017eivanja potencijalno novih, povoljnijih dobavlja\u010da ili proizvoda na kojima poduze\u0107e mo\u017ee ostvariti ve\u0107i profit i diferencirati se od konkurencije.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-acf4ec1 elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"acf4ec1\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-07cd07d\" data-id=\"07cd07d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a82ae26 elementor-widget elementor-widget-image\" data-id=\"a82ae26\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"707\" src=\"https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/table-4-2-1024x707.png\" class=\"attachment-large size-large wp-image-10111\" alt=\"\" srcset=\"https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/table-4-2-1024x707.png 1024w, https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/table-4-2-300x207.png 300w, https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/table-4-2-768x530.png 768w, https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/table-4-2.png 1156w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-33df5a0 elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"33df5a0\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0eaceef\" data-id=\"0eaceef\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bf53bbe elementor-widget elementor-widget-text-editor\" data-id=\"bf53bbe\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Ne\u0107emo ulaziti u tuma\u010denje svake varijable, ono \u0161to je za nas bitno naglasiti jest da informacije koje se dobiju upotrebom analitike daju dovoljno prostora i odjelu prodaje i nabave da promatraju cjelokupni prodajni asortiman s bilo kojeg aspekta. U ovom slu\u010daju, mi smo alocirali bud\u017eetska sredstva za svaki proizvod, a na osnovu ovih informacija nabava mo\u017ee raditi na pronalasku povoljnijih izvora nabave i ostvariti dodatni profit za poduze\u0107e, pobolj\u0161ati cjelokupne financijske KPI-e itd. Naravno, analiza se mo\u017ee promatrati i s aspekta profitne mar\u017ee ili obrtnog momenta za pojedine proizvode ili grupe proizvoda i da to budu parametri za dodatnu analizu i alokaciju nabavnog bud\u017eeta.<\/p><p>Ono \u0161to je za nas bitno jest dijeljenje informacija unutar organizacije. Ukoliko prodaja nema dobar uvid u potra\u017enju s tr\u017ei\u0161ta, a nabava nema dobre i otvorene odnose s dobavlja\u010dima, u tom procesu dolazi do skrivanja informacija, nedijeljenja informacija, \u0161to uglavnom zavr\u0161ava prekomjernim zalihama. U na\u0161oj analizi koristili smo cjenovni raspon od 25 do 50 jedinica i tro\u0161kovni opseg po proizvodu od 5 do 20 jedinica. Samo za napomenu, dataset u analizi imao je manje od 300 SKU.<\/p><p>Razlika koja se stvorila iznosi 929799 nov\u010danih jedinica u prekomjernom skladi\u0161tu.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c0fcc07 elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"c0fcc07\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-075474f\" data-id=\"075474f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-42d72c6 elementor-widget elementor-widget-heading\" data-id=\"42d72c6\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Zaklju\u010dak<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-0646b6a elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"0646b6a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-fe7b8d2\" data-id=\"fe7b8d2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-0a79798 elementor-widget elementor-widget-image\" data-id=\"0a79798\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"820\" src=\"https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/revenue-income-money-profit-costs-budget-banking-concept-2-1024x820.jpg\" class=\"attachment-large size-large wp-image-10114\" alt=\"\" srcset=\"https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/revenue-income-money-profit-costs-budget-banking-concept-2-1024x820.jpg 1024w, https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/revenue-income-money-profit-costs-budget-banking-concept-2-300x240.jpg 300w, https:\/\/optibizadria.eu\/wp-content\/uploads\/2024\/07\/revenue-income-money-profit-costs-budget-banking-concept-2-768x615.jpg 768w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-785eaeb elementor-section-boxed elementor-section-height-default elementor-section-height-default qodef-elementor-content-no\" data-id=\"785eaeb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2ce86de\" data-id=\"2ce86de\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3e6cb50 elementor-widget elementor-widget-text-editor\" data-id=\"3e6cb50\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>&#8220;Open to Buy&#8221; (OTB) je neophodan alat za uspje\u0161no upravljanje zalihama i financijsko planiranje u maloprodaji. Omogu\u0107uje trgovcima da optimiziraju svoje zalihe, pove\u0107aju profitabilnost, te u\u010dinkovito planiraju budu\u0107e prodajne i marketin\u0161ke aktivnosti. Razumijevanje i pravilna implementacija OTB-a mo\u017ee zna\u010dajno doprinijeti rastu i uspjehu poslovanja.<\/p><p>Me\u0111utim, va\u017eno je napomenuti da nedovoljna komunikacija izme\u0111u odjela i lo\u0161e predvi\u0111anje prodaje (Forecasting) mo\u017ee negativno utjecati na to\u010dnost izra\u010duna OTB-a. Neto\u010dan OTB vodi do neoptimalnih pregovora koje vodi odjel nabave, \u0161to mo\u017ee uzrokovati prekomjerne ili nedovoljne zalihe.<\/p><p>Odokativne prodajne i marketin\u0161ke akcije tako\u0111er mogu dovesti do neispunjenja prodajnih ciljeva, \u0161to rezultira vi\u0161kom zaliha. To mo\u017ee ugroziti Cash Flow poduze\u0107a, pove\u0107ati tro\u0161kove skladi\u0161tenja i manipulacije robe, te pove\u0107ati rizik od zastarjelosti zaliha. \u010ceste akcije i popusti mogu biti neophodni kako bi se dio prihoda vratio u Cash Flow, ali sve to utje\u010de na ukupni financijski performans poduze\u0107a.<\/p><p>Ako odjel nabave i prodaje naprave iste pogre\u0161ke u nekoliko prodajnih perioda, poduze\u0107e mo\u017ee biti prisiljeno tra\u017eiti vanjske izvore financiranja. Ovi izvori su \u010desto skupi i dodatno smanjuju profitabilnost zbog dodatnih tro\u0161kova koji se uklju\u010duju u poslovanje.<\/p><p>Na kraju, sve navedeno mo\u017ee pove\u0107ati rizik od gubitka likvidnosti, posebno ako poduze\u0107e koristi odgodu pla\u0107anja kao jedan od prodajnih alata. Ovo pove\u0107ava financijski pritisak i mo\u017ee dovesti do ozbiljnih problema s likvidno\u0161\u0107u, \u0161to dodatno ugro\u017eava stabilnost i dugoro\u010dni uspjeh poslovanja.<\/p><p>Pravilna implementacija OTB-a zahtijeva precizno planiranje, koordinaciju i kontinuirano pra\u0107enje, ali nagrade za uspje\u0161no upravljanje ovim procesom mogu biti zna\u010dajne, uklju\u010duju\u0107i pobolj\u0161anu profitabilnost, bolji Cash Flow i stabilniji rast.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"<p>Drugi dio na temu OTB strategije govori o pristupu temeljenom na planiranom bud\u017eetu.<\/p>","protected":false},"author":2,"featured_media":10109,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-10108","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-savjeti"],"_links":{"self":[{"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/posts\/10108","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/comments?post=10108"}],"version-history":[{"count":4,"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/posts\/10108\/revisions"}],"predecessor-version":[{"id":10117,"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/posts\/10108\/revisions\/10117"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/media\/10109"}],"wp:attachment":[{"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/media?parent=10108"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/categories?post=10108"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/optibizadria.eu\/en\/wp-json\/wp\/v2\/tags?post=10108"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}