Chapter 1: Enterprise

The purpose of business activity

A business is any organisation that uses resources in order to fulfil peoples

needs and wants. They add a value to raw materials like for example turning a
piece of wood into paper. Business activity uses resources to produce goods or
services which make our life easier and more comfortable.

What do businesses do?

Businesses identify the needs of customers or other firms and then purchase and
use resources to satisfy those needs. The most common aim of a business is to
gain profit or to expand.

Why do businesses need to produce goods and services?

Factors of production.

Land: land for buildings and location of the business, and proximity to raw
materials (e.g. locating near a forest for wood)

Labour: manual or skilled labour who form the workforce.

Capital: finance needed to start up a business and to pay resources and

suppliers.

Enterprise: risk-takers who make decisions and manage the business

The concept of added value

A business adds value to their products when sold, so that there is enough
capital to pay suppliers. From the added value a business pays, not only
suppliers, but other costs such as rent, taxes or their workforce. If a business
increases its added value but doesnt increase the costs, then profit will be
made.

The role of the entrepreneur.

A good entrepreneur must:

- Have an idea for a new business

- Invest some of their own savings and capital
- Accept the responsibility of managing the business
- Accept the possible risk of failure

Characteristics of a successful entrepreneur

Innovation: the must be able to attract customers and make their business stand
out from the rest. Invest on the future and in the new ideas.

Commitment and self-motivation: being ambitious and willing to work hard,

energetic and focused in every situation.
Multi-skilled: being able to perform several different tasks like producing,
promoting and providing a product or service.

Leadership skilled: being able to command tasks and encourage workers.

Self-confidence and an ability to bounce back: being able to encourage

yourself to re-open a business after a previous failure.

Risk-taking: being able to take risks to obtain any type of result, sometimes
investing their own money:

Challenges faced by entrepreneurs

Identify successful business opportunities

Most people think it is better to work for them. However when they do, they
dont have a good entrepreneurship. Because they havent identified a market
need which results profitable. Most new businesses come from sources like:

- Own skill or hobbies: dress making or car repair

- Previous employment experience: working for a successful business allows
you to judge whether you will be able to start one yourself.
- Franchising conferences and exhibitions: these offer ideas to star up a
new, successful business.
- Small budget market research: internet, newspapers allow you to see local
or further opportunities.

Sourcing capital (finance)

Once decided what business to open you then need to consider the capital you
will need to start it up. These are some problems with raising capital:

- Lack of sufficient own finance: very limited personal savings

- Lack of awareness of the financial support and grants available
- Lack of any trading record to present to banks as evidence of past
business success.
- A poorly produced business plan that does not convince investors

Determining a location

It is important to minimise fixed costs. Break-even of output level must be kept

low. Many entrepreneurs began at home, this meant there where less location
costs. But this had its drawback:

- May not be close to potential market

- It lacks status: businesses with own prestigious promises tends to
generate
- May cause family tension
- Difficult to separate private from professional life

Competition
Common in enterprises unless the business idea is unique. Entrepreneurs may
have to offer betters consumer services or lower prices. Older businesses have
more market knowledge.

Building a customer base

When beginning, a business must gain a certain number of customers. Long-term

strength of business depends on encouraging customers to return.

Why do new businesses often fail?

Lack of record keeping

Many entrepreneurs give more importance to consumer needs and think they
can remember all. A shop called busy florist may not remember:

- When the next delivery is due?

- Whether last weeks flowers have been paid
- If cheques have been paid
- How many hours, the shop assistant worked last week.

Lack of record keeping

Capital is needed to pay day-a-day cost and, in general, to maintain the business
a float. Holding stock and paying suppliers are essential uses for capital.

Poor management skills

Managers should:

- Leadership skills
- Cash handling and cash management skills
- Planning and coordinating skills
- Decision-making skills
- Marketing, promotion and selling skills

Changes in the business environment

New competitors can appear, new legal changes, economic problem for
consumer or new technology advances are just a few examples of what can
change in business environment

Common types of entrepreneurship business

Primary sector

- Fishing: beginning with a small boat already owned by the entrepreneur

- Market gardening: cash crops

Secondary

- Jewellery making
- Dress making
- Building trades
Tertiary sector

- Hair dressing
- Car repair
- Restaurant
- Child minding

Impact of enterprise on a countrys economy

- Employment creation: most businesses will employ not only

themselves, but local people too
- Economic growth: increases the outputs of goods and services will
increase the gross domestic product (GDP)
- Firms survival and growth: create more employment, increase
economic growth and it will take the place of fail business
- Innovation and technological change: innovation and creativity are
added to a dynamism in economy
- Exports: supplying other countries will increase the countrys export
value
- Personal development: development of useful business skills
- Increased social cohesion: unemployment creates social problems but
with successful businesses this is evicted.

Social enterprise

Most social enterprises share this features:

- They directly produce goods or provide services

- They have social aims and use ethical ways of achieving them
- They need to make a surplus or profit to survive as they cannot
rely on donations as charities do.

Social enterprise-objectives

- Economic: make a profit to reinvest back into the business and provide
some return to owners
- Social: provide jobs or support for local, often disadvantaged,
communities
- Environmental: protect environment and manage the business in an
environmentally sustainable way

Economic activity and the problem of choice

There are insufficient goods to satisfy everybody. Little resources dont let
business satisfy all our needs and many times they have to make decisions on
whether to choose one or the other

Opportunity cost

It is the second best option which is given up by the business.

Chapter 2: business structure

Primary sector of business

Firms engaged in farming, fishing, oil extraction and all other industries that
extract natural resources so that they can be used and processed by other firms.

Secondary sector of business activity

Firms that manufacture and process products from natural resources, including
computers, brewing, baking, clothes making and construction.

Tertiary sector of business activity

firms that provide services to consumers and other businesses, such as retailing,
transport, insurance, banking, hotels, tourism and telecommunications.

Changes in business activity

The importance if each sector in an economy changes constantly.

Industrialisation is the terms used to describe the growing importance of the
secondary sector manufacturing industries in developing countries. In simple
terms: it is the movement of the secondary sector of business activity, to the
tertiary, or the best example being of catching fishes to exporting them.

Benefits

- Total national output increases and this raises average standard of living
- Increasing output of goods which leads to lower imports and higher
exports
- Expanding manufacturing businesses create more jobs
- Value is added to the countries output of new material

Problems

- Social problems such as encouraging people to move from the country to

the town
- Increase of countrys imports costs

Private sector & public sector

The private sector comprises businesses owned and controlled by individuals or

groups of individuals

The public sector comprises organisations accountable to and controlled by

central or local government.

Mixes economy

Economic resources are owned and controlled by both private and public sectors

Free market economy

Economic resources owned largely by the private sector with very little state
intervention

Command economy

Economic resources owned, planned and controlled by the state.

Sole trader

This is a business in which one person provides the permanent finance and, in
return, has a full control of the business and is able to keep all profits for himself.

Advantages of a sole trader

- Easy to set up
- Owner has complete control
- Owner keeps all profit
- Able to choose times and patterns of working
- Able to establish close personal relationship with staff and customers.
- Business can be based on the interests skills of owners

Disadvantages of sole trader

- Unlimited liability: all of owners assets are potentially at risk

- Intense competition from bigger firms
- Owner is unable to specialise in areas of the business that are most
interesting
- Difficult to raise additional capital
- Long hours often necessary to make business payments
- Lack of continuity

Partnership

A business formed by two or more people to carry on a business together, with

shared capital investment and usually, shared responsibly

Advantages of partnerships

- Partners might specialise in different areas of business management

- Shared decision-making
- Additional capital injected by each partner
- Business losses shared between the partners
- Greater privacy and fewer legal formalities to make the business

Disadvantages of partnerships

- Unlimited liability for all partners

- Profit is shared
- No continuity and the partnership will have to be reformed in the event of
the death of one to the partners
- All partners bounds by decisions of any of them
- Not possible to raise capital from selling shares

Private limited company

A small to medium sized business is owned by shareholders are often members
of the same family. This company cannot sell shares to the general public

Shares

A certificate confirming part ownership of a company and entitling the

shareholder owner to dividends and certain shareholder rights

Shareholder

A person or institution owning shares in a limited company

Advantages of private limited companies

- Shareholders have limited liability

- Separate legal personality.
- Continuity after a shareholders death
- Original owner is still often able to retain control
- Able to raise capital from sell of shares to family, friends and employees
- Greater status that unincorporated business

Disadvantages of private limited companies

- Various legal formalities

- Capital cannot be raised by selling shares to the general public
- Quite difficult to sell shares
- accounts must be sent to companies house to deal with financial accounts
and affairs

Public limited company

It is a limited company, often a large business, with the legal right to sell shares
to the general public- share prices are quoted on the national stock exchange.
The biggest example is BP (British petroleum)

Advantages of public limited companies

- limited liability
- separate legal identity
- continuity
- ease of buying and selling shares for shareholders, which will then
encourage further investments on public limited companies

Disadvantages of public limited companies

- legal formalities in formation are vast

- cost of business consultants and financial advisers when creating such a
company
- fluctuation of the loss and price affect in a great way to share prices
- Legal requirements are vast concerning any big decision in the company.
Every year a meeting is needed for the decision needed plus all other
decision needed to take.
 - Risk of takeover due to the availability of the shares on the stock
exchange.
- Direct influenced by short term objectives of major investors

Legal formalities in setting up a company

Memorandum of association

This states the name of the company, the address of the head office through
which it can be contacted, the maximum share capital for which the company
seeks authorisation and the declared aims of the business

Articles of association

This document covers the internal working and control of the business for
example, the names of directors and the procedures to be followed at meetings
will be detailed

These two are simply two papers needed to change from a private to a public
sector, explaining the change and some information about the company.

Cooperatives

This is a very common form of organisation which includes these features.

- All members contribute to run the business: decision making, sharing

workload
- All members have one vote at important meetings
- Profits are shared equally among members

Advantages of cooperatives

- buying in bulk
- Working together to solve problems and take decisions
- Good motivation of all members to work hard as they will benefit from
shared profits

Disadvantages of cooperatives

- Poor managements skills, unless professional managers are employed

- Capital shortages because no sale of shares to the non-member general
public is allowed
- Slow decision making if all members are to be consulted on important
issues

Franchise

A business that the uses the name, logo and trading systems of an existing
successful business. The biggest and most successful example is MacDonalds

Advantages of franchises
 - Fewer chances of new business failing as an establishes brand and product
are being used
- Advice and training offered by the franchiser
- National advertising paid for by the franchiser
- Suppliers obtained from established and quality-checked suppliers
- Franchiser agrees not to open another branch in the local area

Disadvantages of franchises

- Share of profits or sales revenue has to be paid to the franchiser each year
- Initial franchise license fee can be expensive
- Local promotions may still have to be paid for by franchisee
- No choice of suppliers or suppliers to be used
- Strict rules over pricing and layout to the outlet reduce owners control
over his own business

Joint ventures

This is when two or more businesses agree to work closely together on a

particular project and create a separate business to do so.

Advantages of joint ventures

- Costs and risks of a new business venture are shared

- Different companies might have different strengths and experiences and
they therefore fit well together
- They might have their major markets in different countries and they could
exploit these with the new product more effectively than if they both
decided to go it alone

Disadvantages of joint ventures

- Styles of management and culture might be so different that the two

teams do not blend well together.
- Errors and mistakes might lead to one blaming the other for mistakes
- The business failure of one of the partners would put the whole project at
risk

Holding company

A business organisation that owns and controls a number of separate businesses,

but does not unite them into one unified company

Public corporations

A business enterprise owned and controlled by the state also known as

nationalised businesses. Public corporations dont belong to the private sector,
unlike public limited companies.

Advantages of public corporations

- Managed with social objectives rather than solely with profit objectives.
 - Loss-making services might be still be kept operating if the social benefits
is great enough.
- Finance rose mainly from the government.

Disadvantages of public corporations

- Tendency towards inefficiency due to lack of strict profit targets.

- Subsidies from government can also encourage inefficiencies
- Government may interfere in business decisions for political reasons.

Chapter 3: size of a business

Businesses vary in size, from a sole trader with only one employee to a
multinational corporation with thousand of them. Measuring the size of
businesses is a rather inexact science, but effort is still made so that
comparisons can be made between them.

Measuring size of business:

Government:

-Economic growth

-Low price inflation

-Low levels of unemployment

-Balance of payments

Investors:

-Investors in a firm may wish to compare the size of the business with close
competitors- particularly in order to compare the rate of growth.

- If the business is larger it usually means the business is established

reducing the risk of failure.

-Because investors benefit from business success the bigger the business the
greater the money they will receive.

Customers:

-May prefer to deal with large firms as they are more stable and less likely
to cease production or fail

Problems for the way of measuring business size

1. First problem: There are several different ways of measuring the size of a
business and they are not an exact science.
 2. Second problem: There is no international definition of how big or small a
business is.

Different measures of size

1. Number of employees: This is the simplest way of measuring the size of a

business. The higher the number of employees the bigger the business.

2. Sales turnover: This is the total value of sales made by a business in a

certain period of time. It is usually used when comparing two businesses
in the same industry. The higher the sales turnover the bigger the
business.

3. Capital employed: This is the total value of all long-term finance invested
in the business. The greater the company is, the greater the amount of
capital employed in it.

4. Market capitalisation: This is the total value of a companys issued shares.

This measuring method can only be used in businesses that have shares
on the stock exchange (public limited companies). It is calculated by this
formula=

Market capitalisation=current share price * total number of shares used

5. Market share: Sales of the business as a proportion of total market sales. If

a firm has a high market share, it must be among the leaders in the
industry. It is calculated with this formula.

(Total sales of business/ total sales of industry) * 100

Which form of measurement is best?

There is no best measure. The one used depends on what needs to be

established about the firm being compared. This could depend on whether we
are interested in absolute size or comparative size within one industry. If an
absolute measure of size is required, then it is most certainly advisable to test a
firm on at least two of the above criteria and to make comparisons on the basis
of these.

The significance of small and micro businesses

Even though there is no established universal definition for small business,

it will be easy to identify them within your own economy. They will employ
few people and will have a low turnover in comparison to other firms.

It is now common to make further distinction for very small businesses

which are called micro-enterprises

Benefits of encouraging small businesses

Many jobs are created.

 Variety in the market.

Competition.

Specialist goods and services.

The large firms of the future are the small firms of today.

Small firms may enjoy lower average costs than larger ones.

How governments encourage and assist business

1. Reduced rate of profit tax, will allow the business to retain more profit for
its expansion.

2. Loan guarantee schemes- this are government founded schemes which

guarantees the repayment of a percentage if the business did fail.

3. The department of trade and industry will give information, advice and
support.

4. Governments finance the establishment of small workshops, to help small

businesses overcome certain problems.

Problems faced by small businesses

Poor management skills or lack of management experience.

Racing short and long term finance.

Marketing risks from a limited product range.

Difficulty in finding suitable and reasonably priced premises.

Advantages of small businesses

They can be managed and controlled easily by the owner.

Often able to adapt quickly to meet changing customer needs.

Offer personal service to customers.

They find it easier to know each worker, and many staff prefers to work for
smaller and more human business.

Disadvantages of small business

May have limited access to sources of finance.

May find owner/s have to carry a large burden of responsibility if they are
unable to afford to employ specialist managers.

They may not be diversified, so there are greater risks of negative impact on
external change
Advantages of large businesses

They can afford to employ specialist professional managers.

They benefit from the cost reduction associated with large scale
production.

They may be able to set low prices that other firms have to follow.

Have access to several different sources of finance.

May be diversified in several markets and products so that risks are

spread.

They are more likely to be able to afford research and development into new
products and processes

Disadvantages of large businesses

May be difficult to manage, especially if they spread worldwide.

May have potential cost increases associated with large scale production.

May suffer from slow decision making and poor communication due to the
structure of the large organisation.

May often suffer from a divorce between ownership and control, that can lead
to conflict

Business growth

The owners of many businesses do not want their firms to remain small.
Why do other business owners and directors of companies seek growth for
their business?

There are a number of possible reasons:

-Increased profits.

-Increased market share.

-Increased economies of scale.

-Increase power and status of the owners and directors.

-Reduced risk of being a takeover target

Internal growth

Expansion of a business within its self by means of opening new branches, shops
or factories
External growth

Business expansion achieved by means of merging with or taking over another

business, from either the same or a different industry

Merger: An agreement by shareholders and manager of two businesses to bring

both firms together under a common board of directors with shareholder owning
shares in both businesses.

Takeover: When a company buys over 50 % of the shares of another company

and becomes the controlling owner of it.

Chapter 4: business objectives

The importance of objectives

Every business has an aim in life. Without the objectives the aim of the business
should hardly be achieved. In addition, for an aim to be successfully achieved
there has to be an appropriate strategy or detailed plan of action in order to
ensure that resources are correctly directed towards the final goal.

The most effective business objectives usually meet the SMART criteria:

S- Specific: objectives should focus on what the business does and should apply
directly to that business. A hotel may set and objective of 75% bed occupancy
over the winter period. This objective is specific to the business.

M-Measurable: objectives that have a quantitative value are likely to prove to

be more effective targets for directors and staff to work towards. For instance, to
increase sales in the south-east region by 15% this year.

A-Achievable: setting objectives that are almost impossible in the time frame
given will be pointless. They will demotivate staff who have the task of trying to
reach these targets. So objectives should be achievable.

R-Realistic: objectives should be realistic when compared to the resources of

the company and should be expressed in terms relevant to the people who have
to carry them out. So informing a factory cleaner about increasing market
share is less relevant than a target of reducing usage of cleaning materials by
20%

T-Time: a time limit should be set when an objective is established by when

does the business expect to increase profits by 5%? Without a time limit, it will
be impossible to assess whether the objective has actually been met.

Corporate aim
These are very long term goals which a business hopes to achieve. The core of a
businesss activity is expressed in its corporate aims and plans. A corporate aim
could be to give shareholders maximum returns on their investment by
expanding the business.

What are the benefits of corporate aims?

- They become the starting point for the entire set of objectives on which
effective management is based.
- They can help develop a sense of purpose and direction for the whole
organisation if they are clearly and unambiguously communicated to the
workforce.
- They allow and assessment to be made, at a later date, of how successful
the business has been in attaining its goals.
- They provide the framework within which the strategies or plans of the
business can be drawn up. A business without a long-term corporate plan
or aim is likely to drift from event to event without a clear sense of
purpose

Mission statement

This is a statement of the businesss core aims, phrased in a way to motivate

employees and to stimulate interest by outside groups. Here are some examples
of some mission statement:

A-level College: to provide an academic curriculum in a caring and supportive

environment

British telecom: to be the most successful worldwide telecommunications

group

Unigate: we are committed to consistent profitable growth as the means by

which we can provide attractive returns to shareholders, be a responsible
employer and support the communities in which we operate

Microsoft: to enable people and businesses throughout the world to realize

their full potential

Google: to organize the worlds information and make it universally accessible

and useful

Merck: provide society with superior products and services by developing

innovations and solutions that improve the quality of the quality of life and
satisfy customer needs, to provide employees with meaningful work and
advancement opportunities and investors with a superior rate of return.

Evaluation of mission statements.

Some mission statements can be interchangeable, and can apply to any

business. This of course is a limitation of this mission statement.

Some arguments used in favour of mission statements are:

 - They quickly inform groups outside the business what the central aim and
vision are.
- They can prove motivating to employees, especially where an organization
is looked upon, as a result of its mission statement, as a caring and
environmentally friendly body. Employees will then be associated with
these positive qualities.
- When they include moral statements or values to be worked towards then
these can help to guide and direct individual employee behavior to be
detailed working.
- They are not meant to be detailed working objectives, but they help to
establish in the eyes of other groups what the business is about.

On the other side, mission statements are often criticized for being:

- Too vague and general, so that they end up saying little that is specific
about the business or its future plans
- Based on public relations exercise to make stakeholders group feel good
about the organization
- Virtually impossible to really analyse or disagree with.
- Often rather wooly and general so it is common for two completely
different businesses to have very similar mission statements

Corporate objectives

These are simply the steps a business has to follow in order to achieve its
corporate aim.

Common corporate objectives

1. Profit maximization

Profits are essential for rewarding investors in a business and for financing
further growth and expansion. Profits are also necessary to persuade business
owners or entrepreneurs to take risks. However there are serious limitations
with this corporate objective:

- The focus on high short-term profits may encourage competitors to enter

the market and jeopardize the long-term survival of the business.
- Many businesses seek to maximize sales in order to secure the greatest
possible market share, rather than to maximize profits. The business
would expect to make a target rate of profit from these sales.
- The owners of smaller businesses may be more concerned with ensuring
that leisure time is safeguarded. The issues of independence and retaining
control may assume greater significance than making higher profits.
- Most business analysts asses the performance of a business through
return on capital employed rather than through total profit figures.
- Other stakeholders rather than owners and shareholders will give priority
to other issues. For example security for the workforce or environmental
issues for the local community.
 - It is very difficult to assess whether the point of profit maximization has
been reached, and constant changes to prices or output to attempt to
achieve it may well lead to negative if the market is growing

2. Profit maximization

This basically means aiming to achieve enough profit to keep the owners happy
but not aiming to work flat out to earn as much as profit as possible. Just being
satisfied with what you do?

3. Growth

Larger firms will be less likely to be merged or taken over and should be able to
benefit from economies of scale. Managers will be motivated by the desire of
seeing the business achieve its full potential. However business objectives based
in growth do have limitations:

- Expansion which occurs to rapidly can lead to cash-flow problems

- Sales growth might be achieved at the expense of lower profit margins
- Larger businesses can experience diseconomies of scale
- Using profit to finance growth retained profit can lead to lower short-
term returns to shareholders.
- Growth into new business areas and activities can result in a loss of focus
and direction for the whole organization.

4. Increasing market share

It is possible for an expanding business to suffer market share reductions if the

market is growing at a faster rate than the business itself. Benefits from having a
high market share are:

- Retailers will be keen to stock and promote the best-selling brand.

- Profit margins offered to retailers may be lower than competing brands as
the shops are so keen to stock it this leaves more profit for the producer
- Effective promotional campaigns are often based on buy our product with
confidence it is the brand leader

5. Survival

This is usually the keen objective of most businesses. The high failure rate of new
businesses means that to survive for the first two years of trading is an
important aim for entrepreneurs.

6. Corporate social responsibility

This concept applies to those businesses that consider the interests of society by
taking responsibility for the impact of their decision and activities on customers,
employees, communities and the environment. There are other reasons for these
trends in business objectives increasingly, consumers and other stakeholders
are reacting positively to businesses that act in green or socially responsible
ways. Examples are:
 - Firms that promote organic and vegetarian foods.
- Retailers that emphasise the proportion of their products made from
recycled materials.
- Businesses that refuse to stock goods that have been tested on animals,
or foods based on genetically modified ingredients

7. Maximising short-term sales revenue

This could benefit managers and staff when salaries and bonuses are dependent
on sales revenue levels. However, if increased sales are achieved by reducing
prices, the actual profits of the business might fall

8. Maximising shareholder value

This could apply to public limited companies and direct management action
towards taking decisions that would increase the company share price and
dividends paid to shareholders. These targets might be achieved by pursuing the
goal of profit maximization.

Important issues relating to corporate objectives

Some important issues relating to corporate objectives are:

- Must be based on the corporate aim and should clearly link in with it
- Should be achievable and measurable if they are to motivate employees.
- Need to be communicated to employees and investors in the business.
Unless staff are informed of the objectives and their own targets that
result from these, then the business is most unlikely to be successful.
Effective communication is vital
- Will form the framework of more specific departmental or strategic
objectives
- Should indicate a time scale for their achievement remember SMART.

Conflicts between corporate objectives

- Growth versus profit: achieving higher sales by raising promotional

expenditure and by reducing prices will be likely to reduce short-term
profits.
- Short term versus long term: lower profits and cash flow may need to be
accepted in the short term if managers decide to invest heavily in new
technologies or in developing new products that might lead to higher
profits in the longer term.
- Stakeholder conflicts (ch5)

Changes to corporate objectives

1. A newly formed business may have satisfied the survival objective by

operating for several years, and now the owners wish to pursue objectives
of growth or increased profit
2. The competitive and economic environment may change, so the entry into
the market of a powerful rival or the start of an economic recession may
lead a firm to switch from growth to survival as its main aim.
 3. A short-terms objective of growth in sales or market share might become a
longer-term objective of maximizing profits from the higher level of sales.

Factors that determine the corporate objectives of a business

Corporate culture

This can be defined as the code of behavior and attitudes that influence the
decision-making style of the managers and other employees of the business.
Culture is a way of doing things that is shared by all those in the organization.

The size and legal form of the business

Large businesses, perhaps controlled by directors rather than owners, such as

most public limited companies, might be more concerned with rapid business
growth in order to increase the status and power of the managers. This is often
as a result of a divorce between ownership and control, which nearly always
exists in large companies with directors who dont own it.

Public-sector or private-sector businesses

State-owned organizations usually dont have profit as a major objective. Their

aims can vary, but when the service they provide is not charged for, like
education and health services, then a financial target would be inappropriate.
Instead, quality of service measures are often used such as the maximum days
for a patient to wait for an operation.

The number of the years the business has been operating

Newly formed businesses are likely to be driven by the desire to survive at all
costs the failure rate of new firms in the first year of operation is very high.

Divisional, departmental and individual objectives

This is the hierarchy of objectives (starting from top to bottom with an example):

- Aim: to maximize shareholder value

- Corporate objectives: to increase profits of all divisions by 10% per year.
- Division objectives: within one region, to increase market share by 10%
and cut overheads by 5%
- Department objectives: marketing increase profit margins by 7%
- Individual targets: (marketing department) introduce five more clients
to the business each year

Divisional objectives must be set by very senior managers to ensure:

- Coordination between all divisions

- Consistency with corporate objectives
- Those adequate resources are provided.

Management by objectives (MBO)

This is a method of coordinating and motivating all staff in an organization by
dividing its overall aim into specific targets for each department, manager and
employee.

Ethical influences on business objectives and decisions

Ethics are the moral guidelines that determine decision making. The ethical code
is a document detailing a companys rules and guidelines on staff behavior that
must be followed by all employees. For example:

- Should a toy company advertise its products to young children so that

they pester their parents into buying them?
- Is it acceptable to take brides in order to take place an order with another
company?
- Is it acceptable to feed genetically modified food to cattle?

Evaluating ethical decisions

Adopting and keeping to a strict ethical code in decision making can be

expensive in the short term:

- Not taking brides to secure business contracts can mean failing to secure
significant sales.
- Limiting the advertising of toys and other child related products to just
adults to reduce pesters power may result in lost sales.

However, perhaps in the long terms there could be substantial benefits from
acting ethically:

- Avoiding potentially expensive court cases can reduce costs of fines

- While bad publicity from being caught acting unethically can lead to lost
consumer loyalty and long term reductions in sales, ethical policies can
lead to good publicity and increased sales
- Ethical businesses attract ethical customers and as world pressure grows
for corporate social responsibility, this group of consumers is increasing
- Ethical businesses are more likely to be awarded government contracts
- Well-qualified staff may be attracted to work for the companies with the
most ethical and socially responsible policies

Chapter 5: stakeholders in a business

Who are the stakeholders?

Stakeholders are people or group of people who can be affected by and therefore
have an interest in any action by an organization. These are the stakeholders,
their roles, their rights and their responsibilities.

Stakeholder roles Rights responsibilities

Customers 1.Purchase goods 1. To receive 1.to be honest
 and services goods and pay for goods
2.Provide revenue services that meet 2.not to steal
from sales, which local laws 3.not to make
allow the business regarding health false claims about
to function and and safety, poor service,
expand design, under-performing
performance, etc. goods or failed
2.to be offered items
replacements,
repairs,
compensation in
the event of
failure of the
product or service
suppliers 1.supply goods 1.to be paid on 1.to supply goods
and services to time as laid and services
allow the business down either by ordered by the
to offer its law or by the business in the
products to its service agreement time and condition
own customers 2.to be treated as laid down by
fairly by the the purchaser
purchasing contract
business
Employees 1.provide manual 1.to be treated 1.to be honest
and other labour within the 2.to meet the
services to the minimum limits as conditions and
business to allow established by law requirements of
goods and 2.to be treated the employment
services to be and paid in the contract
provided to ways described in 3.to cooperate
customers the employment with management
contract in all reasonable
3.in most requests
counties, to be 4.to observe the
allowed to join a ethical code of
trade union if conduct
desired
Local 1.provides local 1.to be consulted 1.to cooperate
community services and about major with the business,
infrastructure to changes that where reasonable
the business to affect it to do so, on
allow it to (expansion plans) expansion and
operate, produce, 2.not to have the other plans
sell within legal communitys lives 2.to meet
limits badly affected by reasonable
the businesss requests from
activities business for local
services such as
public transport
Government 1.passes laws that 1.businesses have 1. To treat
restrain many the duty to businesses equally
aspects of government to under the law.
business activity meet all legal 2.to prevent unfair
2.provides law constrains such as competition that
 and order to allow producing only could damage the
legal business legal goods, and business survival
activity to take to pay taxes on chances
place time 3.to establish
3.achieves good trading links
economic stability with other
to encourage countries to allow
business activity international trade

Responsibilities to stakeholders how business decisions can be

influenced by these.
Responsibilities to customers
It is essential to satisfy customers demands in order to stay in business in
the long-term. Decisions about quality, design, durability and customer
service should consider the customers objectives for, in most cases, well-
made attractive goods.
Benefits of accepting these responsibilities
Consumer loyalty, repeat purchases, good publicity with customer
recommendations, good consumer feedback
Responsibilities to suppliers
If supply is of a poor quality or frequently late, then the same problems
will apply when trying to satisfy your own customers.
Benefits of accepting these responsibilities
Supplier loyalty, prepared to meet deadlines and requests for special
orders, reasonable credit terms.
Responsibilities to employees
Providing training opportunities, job security, paying more than minimum
wages when these are low, etc.
Benefits of accepting these responsibilities
Employee loyalty and low labour turnover, easier to recruit good staff,
employee suggestions for improving efficiency.
Responsibilities to local community
Offering secure employment so that there is less local fear of job losses,
spend as much as possible on local supplies to generate more incomes.
Benefits of accepting these responsibilities
Councils will be more likely to give planning for expansion, community
gives financial support
Responsibilities to government
Businesses should pay taxes, complete government statistical and other
forms accurately and check export markets
Benefits of accepting these responsibilities
Good relations between governments might lead to success with
expansion projects receiving planning permission.
Corporate social responsibility (CSR)
The concept that accepts that business should consider the interests of
society in its activities and decisions, beyond the legal obligations that it
has
Social audits
A report on the impact a business has on society. This can cover pollution
levels, health and safety record, sources of supplies, customer satisfaction
and contribution to the community.
Chapter 8: management and leadership
The functions of management what managers are responsible
for
Setting objectives and planning
All good managers think ahead. Senior managers will establish overall
strategic objectives which will turn into tactical objectives. Planning these
objectives and the others the business has will have an important effect
on the business
Organizing resources to meet the objectives
Staff need to be recruited carefully and encouraged to take some
authority. Each department will perform a certain part of the task
Directing and motivating staff
Guiding, leading and overseeing of employees to ensure that
organizational goals are being made
Coordinating activities
As the average size of the business units increases, do does the need to
ensure consistency and coordination between different parts of each firm
increases
Controlling and measuring performance against targets
It is managements responsibility to appraise performance against targets
and to take action if under-performance occurs.
Management roles
Henry Mintzberg (the nature of managerial work, 1973) identified 10
roles common to the work of all managers: (3 categories)
Interpersonal roles: dealing with and motivating staff at all levels of the
organization
Informational roles: acting as a source, the receiver and transmitter of
information
Decisional roles: taking decisions and allocating resources to meet the
organizations objectives.

Role title Description of role Examples of

activities management action to
perform the role
1. Interpersonal
roles
Figurehead Symbolic leader of the Opening new
organization factories/offices,
undertaking duties of a hosting receptions,
social or legal nature giving important
presentation
Leader Motivating Any management tasks
subordinates, selecting involving subordinate
and training other staff
managers/staff
liaison Linking with managers Leading and
and leaders of other participating in
divisions of the meetings, business
business and other correspondence with
organizations other organizations
 1. Informational
roles
Monitor (receiver) Collecting data Attending seminars,
relevant to the business conferences,
businesss operations research groups
reading research
reports
Disseminator Sending information Communicating with
collected from external staff within the
and internal sources to organization using
the relevant people appropriate means
within the organization
spokesperson Communicating Presenting reports to
information about the groups of stake holders
organization its (annual general
current position and meeting) and
achievements to communicating with
external groups and the press and TV media
people

2. Decisional
roles
Entrepreneur Looking for new Encouraging new ideas
opportunities to from within the
develop the business business and holding
meetings aimed at
putting new ideas into
effect
Disturbance handler Responding to Taking decisions on
changing situations how the business
that may put the should respond to
business at risk, threats, such a new
assuming responsibility competitors or changes
when threatening in the economic
factors develop environment
Resource allocator Deciding in the Drawing up and
spending of the approving estimates
organizations financial and budgets, deciding
resources and the on staffing levels for
allocation of its departments and
physical and human within departments
resources
Negotiator Representing the Conducting
organization in all negotiations and
important negotiations building up official links
(government, etc.) between the business
and other
organizations.

Leadership the importance of it and qualities needed

It involves setting up clear direction and vision for an organization. Employees
will want to follow a good leader and will respond positively to them. A poor
leader will often fail to win over staff and will have problems communicating with
and organizing workers effectively. The art of motivating a group of people
towards achieving a common objective. A number of personal characteristics
have been identified as being common among effective leaders:

- Desire to succeed and natural self-confidence that they will succeed.

- Ability to think beyond the obvious to be creative and to encourage
others to do the same
- Multi-talented so that they can understand discussions about a wide range
of issues affecting their business
- Incisive mind that enables the heart of an issue to be identified rather
than unnecessary details.

Important leadership positions in business

Directors

They are elected into office by shareholders in a limited company. They are
usually head of a major functional department, such as marketing. They will be
responsible for delegating within their department, assisting in the recruitment of
senior staff in the department and meeting objectives set by board of directors

Managers

Any individual responsible for people, resources or decision making, or often all
three, can be termed a manager. They will have some authority over other staff
below them in the hierarchy.

Survivors

These are appointed by management to watch over the work of other. This is
usually not a decision-making role, but they will have responsibility for leading a
team of people in working towards pre-set goals.

Workers representatives

These are elected by the workers, either as trade union officials or as

representatives on works councils, in order to discuss areas of common concern
with managers

Leadership styles

style Main features drawbacks Possible

applications
Autocratic 1.leader takes all 1.demotivates 1.defence forces
decisions staff who want to and police where
2.gives little contribute and quick decisions
information to accept are needed and
staff responsibility the scope for
3.supervises 2.decisions do not discussion must
 workers closely benefit from staff be limited
4.only one-way input 2.in times of crisis
communication when decisive
5workers only action might be
given limited needed to limit
information about damage to the
the business business or
danger to others
Democratic 1.participation 1.consultation 1.most likely to be
encouraged with staff can be useful in
2.two-way time consuming businesses that
communication 2.on occasions, expect workers to
used, which allows quick decision contribute fully to
feedback from making will be the production
staff required and decision-
3.workers given 3.level of making processes,
information about involvement thereby satisfying
the business to some issues might their higher-order
allow full staff be too sensitive needs
involvement (job losses) or too 2.an experienced
secret( developme and flexible
nt of new workforce will be
products) likely to benefit
most from this
style
3. In situations
that demand a
new way of
thinking or a new
solution, then staff
input can be very
valuable.
Paternalistic 1.managers do 1.some workers 1. Used by
what they think is will be dissatisfied managers who
best for their with the apparent have a genuine
workers attempts to concern for
2.some consult, while not workers interest,
consultation might having any real but feel the
take place, but the power or influence managers know
final decisions are best in the end
taken by the when workers are
managers there young or
is no true inexperienced this
participation in might be an
decision making appropriate style
3.managers want to employ.
workers to be
happy in their jobs
Laissez-faire 1.managers 1.worker may not 1.when by
delegate virtually appreciate the managers are too
all authority and lack of structure busy (or too lazy)
decision-making and direction in to intervene
powers their work this 2.may be
2. Very broad could lead to a appropriate in
 criteria or limits loss of security research
might be 2.the lack of institutions where
established for the feedback as experts are more
staff to work managers will not likely to arrive at
within. be closely solutions when not
monitoring constrained by
progress may be narrow rules or
demotivating management
controls

McGregors theories

Theory X

Managers that follow theory X believe that workers:

- Dislike work
- Will avoid responsibility
- Are not created

Theory Y

Managers that follow theory Y believe that workers:

- Can derive as much enjoyment from work as from rest and play
- Will accept responsibility
- Are creative

The best leadership style depends on many factors

- The training and experience of the workforce and the degree of

responsibility that they are prepared to take on.
- The amount of time available for consultation and participation
- The attitude of managers, or management culture this will be influenced
by the personality and business background of the managers (whether
they have always worked in an autocratically run organization, etc.)
- The importance of the issues under consideration different styles may be
used in the same business in different situations.

Informal leadership

An informal leader is a person who has no formed authority but has the respect
of colleagues and some power over them.

Emotional intelligence

The ability of managers to understand their own emotions, and those of the
people they work with, to achieve better business performance. These put more
emphasis on emotional intelligence:

- Understanding yourself, your goals, your behavior and your responses to

people
- Understanding other and their feelings
The more managers that understand these, the more effective they will be.
Experts think managers should improve:

Self-awareness: knowing what we feel is important and using that to guide

decision making. Having a realistic view of our own abilities and having self-
confidence in our abilities.

Self-management: being able to recover quickly from stress, being trustworthy

and conscientious, showing initiative and self-control

Social-awareness: sensing what others are feeling, being able to take their
views into account and being able to get on with a wide range of people

Social skills: handling emotions in relationships well and accurately

understanding different social situations, using social skills to persuade,
negotiate and lead.

A manager without these emotional intelligences would:

- Attempt projects beyond their abilities but lack self-confidence that targets
would be met
- Lack the trust and confidence of others and be so stressed out that they
would be difficult to approach
- Fail to take the views of others into account when taking decisions
- Perform poorly in social situations, finding it difficult to talk and negotiate
with others, and lacking the ability to build a team

Chapter 9: motivation
What is motivation?

This is the internal and external factors that stimulate people to take actions that
lead to achieving a goal. This basically means the desire or workers to see a job
done quickly and well. Unmotivated staff will be reluctant to perform effectively
and well done jobs.

Content theories of motivation

Taylor and scientific management (1856-1917)

The techniques he used of establishing an idea or hypothesis, studying and

recording performance at work, altering working methods and re-recording
performance are still used today. This could be ways to improve output per
worker or productivity following Taylors theory:

- Select workers to perform a task

- Observe them performing the task and note the key elements of it
- Record the time taken to do each part of the task
- Identify the quickest method recorded
- Train all workers in the quickest method and do not allow them to make
any changes to it
 - Supervise workers to ensure that this best way is being carried out and
time them to check that the set time is not being exceeded
- Pay workers on the basis of results

Mayo and the human relations theories (1880-1949)

Elton Mayo is best known for his Hawthorne effect conclusions. His work was
initially based on the assumption that working conditions lighting, heating, rest
periods and so on had a significant effect on workers productivity. The
Hawthorne effect is:

- Changing in working conditions and financial rewards have little or no

effect on productivity
- When management consult with workers and take an interest in their
work, then motivation is improved
- Working in teams and developing a team spirit can improve productivity
- When some control over their own working lives is given to workers, such
as deciding when to take breaks, there is a positive motivational effect
- Groups can establish their own targets or norms and these can be greatly
influenced by the informal leaders of the group.

Maslow and the hierarchy of human needs (1908-1970)

He was concerned with trying to identify and classify the main needs that people
have. He them formed the hierarchy of needs (starting from bottom to top).
Physical needs, safety needs, social needs, esteem needs and self-actualization.
The hierarchy was interpreted by Maslow as it follows:

- Individuals needs start on the lowest level

- Once one level of need has been satisfied, humans will strive to achieve
the next level
- Self-actualization, or self-fulfillment, is not reached by many people, but
everyone is capable of reaching their potential
- Once a need is satisfied, it will no longer motivate individuals to action
thus, when material needs have been satisfied, the offer of more money
will not increase productivity
- Reversion is possible.

Herzberg and the two factor theory (1923-2000)

His intention was to discover:

- Those factors that led to them having very good feelings about their jobs
- Those factors that led to them having very negative feelings about their
jobs

His conclusions were that:

- Job satisfaction resulted from five main factors achievement, recognition

for achievement, the work itself, responsibility and advancement
 - Job dissatisfaction resulted from five main factors too company policy
and administration, supervision, salary, relationship with others and
working conditions.

There are three main features of job enrichment and, if these were adopted,
then the motivators would be available for all workers to benefit from:

Complete units of work: typical mass production methods leave workers to

assemble one small part of the finished product. This is not rewarding, can be
boring and repetitive and prevents the worker from appreciating the
importance of what they are doing as part of the overall production system.

Feedback on performance

This type of communication could give recognition for work well done and
could provide incentives to achieve even more

A range of tasks

To give challenge and to stretch the individual, a range of tasks should be

given, some of which may be, at least initially, beyond the workers current
experience. This, in quite a large measure, ties in with the self-actualization
level in Maslows hierarchy.

Job enrichment is the aims to use the full capabilities of workers by giving
them the opportunity to do more challenging and fulfilling work.

McClelland and motivational needs theory (1917-1998)

He is known for describing three types of motivational needs:

Achievement motivation: a person with the strong motivational need for

achievement will seek to reach realistic and challenging goals and job
advancement.

Authority motivation: a person with this dominant need is authority

motivated. The desire to control others is a powerful motivating force.

Affiliation motivation: the person with need for affiliation as the strongest
driver or motivator has a need for friendly relationships and is motivated towards
interaction with other people

Vroom and the expectancy theory (1932- )

He suggested that individuals behave depending on in the ways that they

believe will lead to outcomes they value. Individuals have different set of goals
and can be motivated if they believe that:

- There is a positive link between effort and performance.

- Favorable performance will result in desirable reward
- The reward will satisfy an important need
 - The desire to satisfy the need is strong enough to make the work effort
worthwhile.

His expectancy theory is based on these three beliefs:

Valence: the depth of the want of an employee for an extrinsic reward, such as
money or an intrinsic reward such as satisfaction

Expectancy: the degree to which people believe that putting effort into work
will lead to a given level of performance

Instrumentality: the confidence of employees that there will actually get what
they desire, even if it has been promised by the manager

Motivational theories

Payment or financial reward system

Hourly wage rate

Payment to a worker made for each hour worked

Piece rate

A payment to a worker for each unit produced

Salary

Annual income that is usually paid on a monthly basis

Commission

A payment to a sales person for each sale made

Performance related pay

A bonus scheme to reward staff for above-average work performance

Profit sharing

A bonus for staff based on the profit of the business usually paid as a
proportion of basis salary

Fringe benefits

These are non-cash forms of reward and there are many alternatives that can
be used

Non-financial methods of motivation

Job rotation

Increasing the flexibility of the workforce and the variety of work they do by
switching from one job to another
Job enlargement

Attempting to increase the scope of a job by broadening or deepening the tasks

undertaken

Job enrichment

Involves the principle of organizing work so that employees are encouraged and
allowed to use their full abilities not just physical effort

Job redesign

Involves the restructuring of a job usually with employees involvement to

make work more interesting, satisfying and challenging

Quality circles

They are voluntary groups of workers who meet regularly to discuss work-related
problems and issues

Worker participation

Workers are actively encouraged to become involved in decision making within

the organization

Team working

Production is organized so that groups of workers undertake complete units of

work

Target setting

As well as making work more interesting and rewarding, the purpose of target
setting is to enable direct feedback to workers on how their performance
compares with agreed objectives

Delegation and empowerment

They involve the passing down of authority to perform tasks to workers some
degree of control over how the task should be undertaken.

Chapter 10: Human resource

management
HRM roles and purpose

The strategic approach to the effective management of an organizations workers

so that they help the business gain a competitive advantage. Departments were
responsible for just recruiting, training, disciplines and welfare of staff. They
tended to be:
 - Rather bureaucratic in their approach with an inflexible approach to staff
issues
- Focused on recruitment, selection and discipline rather than developing
and training
- Reluctant to give any HR roles to any other department managers
- Not presented at board of directors level and not part of the strategic
management team.

HRM is broader and more far-reaching in scope. It focuses on:

- Planning in work-force needs of the business

- Recruiting and selecting appropriate staff, using a variety of techniques
- Appraising, training and developing staff at every stage of their careers
- Preparing contract of employment for all staff and deciding on whether
these should be permanent or temporary, full or part-time
- Involving all managers in the development of their staff emphasis that
this is not just an HR responsibility
- Improving staff morale and welfare
- Developing appropriate pay systems for different categories of staff
- Measuring and monitoring staff performance

Workforce planning

Analyzing and forecasting the numbers of workers and the skills of those workers
that will be required by the organization to achieve its objectives. Workforce
planning means thinking ahead and establishing the number of skills of the
workforce required by the business in the future to meet its planned objectives.
The starting point is always a workforce audit. A workforce audit is a check on
the skills and qualifications of all existing workers/managers. Once this has been
conducted the next stages in workforce planning are to assess what additional
staff and skills might be needed.

1. The number of staff required in the future depends on many factors

Forecast demand for the firms product

This will be influenced by market and external conditions, seasonal factors,

competitors actions trends in consumer tastes and so on.

The productivity levels of staff

Of productivity (output per worker) is forecast to increase perhaps as a result of

more efficient machinery then fewer staff will be needed to produce the same
level output

The objectives of the business

This could influence future workforce numbers in two main ways. Firstly, if the
business plans to expand over the coming years then staffing numbers will have
to rise to accommodate this growth

Changes in the law regarding workers rights

If the government of a country decides to pass laws that establish shorter
maximum wage levels, then there will be a considerable impact on the workforce
plan.

The labour turnover

The higher the rate at which staff leave a business, then the greater will be the
firms need to recruit replacement staff

Recruiting and selecting staff

Recruitment is the process of identifying the need for a new employee, defining
the job to be filled and the type of person needed to fill it, attracting suitable
candidates for the job and selecting the best one. The recruitment and selection
process involves several steps:

1.establishing the exact nature of the job vacancy and drawing up a job
description

A job description is a detailed list of the key points about the job to be filled
starting all its key tasks and responsibilities

2.Drawing up a person specification

A person specification is a detailed list of qualities, skills and qualifications that a

successful applicant will need to have

3.preparing a job advertisement reflecting the recruitments of the job

and the personal qualities needed

The job advertisement can be displayed within the business premises-

particularly if an internal appointment is looked for or in government job
centres, recruitment agencies and /or newspapers

4.drawing up a shortlist of applicants

A small number of applicants are chosen based on their application forms and
personal details, often contained in a CV.

5.conducting interview or using other selection methods

Interviews are conducted that will be designed to question the applicant on their
skills, experience and character to see if they will both perform well and fit into
the organization

Training, developing and appraising staff

There are different types of training:

Induction training: is given to all new recruits. It has the objectives of introducing
them to the system and people that they will be working with most closely.
On the job training: instruction at the place of work on how a job should be
carried out

Off the job training: all training undertaken away from the business (work related
college courses, etc)

Development and appraisal of staff

Staff appraisal is the process of assessing the effectiveness of an employee

judged against pre-set objectives

Drawing up contracts of employment

An employment contract is a legal document that sets out the terms and
conditions governing a workers job

Discipline and dismissal of employee

Being dismissed or sacked from a job due to incompetence or breach of

discipline. And unfair dismissal is ending a workers employment contract for a
reason that the law regards as being unfair. In order to dismiss someone the
following procedures:

- Inability to do the job in a situation where necessary and after sufficient

training has been given
- A continuous negative attitude at work, which has badly affected the
employees or their work.
- Continuous disregard of required health and safety procedures
- Deliberate destruction of an employers property
- Continued bullying of other employees

There are certain situations in which dismissal would be unfair:

- Pregnancy
- Discriminatory reason
- Being a member of a union
- A non-relevant criminal record

Sometimes a manager will need to discipline an employee for continued failure

to meet the obligations laid down by the contract.

Staff redundancy

Redundancy is when a job is no longer required, so the employee doing this job
becomes redundant through no fault of his or her own

Employment contra contracts: full or part-time, temporary or

permanent?

Temporary employment contract is an employment contract the lasts for a fixed

time period e.g. six months
Part-time employment contract is an employment contract that is for less than
the normal full working week of, say, 40 hours

Flexi-time contract is an employment contract that allows staff to be called in at

times most convenient to employers and employees e.g. busy times of the day

Advantages to the firm

- Staff can be required to work at particularly busy periods of the day but
not during the slack times, for example banking staff needed at lunch
times or theatre and cinema receptionists needed mainly in the evening
- More staff are available to be able to be called upon should there be
sickness or other causes of absenteeism
- The efficiency of staff can be assessed before they are offered a full time
contract
- By using teleworking from home for some groups of workers, even further
savings in overhead costs can be made, such as smaller office buildings

Advantages for the worker with part time and flexible contracts

- This contract could be ideal for certain types of workers, for example
students, parents with young children, or more elderly people who do not
wish to work a full week.
- They may be able to combine two jobs with different firms, giving greater
variety to their working lives

Disadvantages for the firm

- There will be more staff to manage than if they were all full-time
- Effective communication will become much more difficult, not just because
there will be more staff in total but also because it may be impossible to
hold meetings with all the staff at any one time.
- Motivation levels may be adversely affected because part-time staff may
feel less involved and committed to the business than full-time workers

Disadvantages for the workers

- They will be earning less than full-time workers

- They may be paid at a lower rate than full-time workers
- The security of employment and other working conditions are often
inferior to those of full-time workers

Hard or soft HRM?

Hard HRM is an approach to managing staff that focuses on cutting costs e.g.
temporary and part-time employment contracts, offering maximum flexibility but
with minimum training costs

Soft HRM is an approach to managing staff that focuses on developing staff so

that they reach self-fulfillment and are motivated to work hard and stay with the
business
Chapter 14: what is marketing?
The role of marketing

Marketing is the management process responsible for identifying, anticipating

and satisfying peoples needs and wants profitably Marketing involves a
number of related management functions:

- Market research
- Product design
- Pricing
- Advertising
- Distribution
- Customer service
- Packaging

Key definition: marketing is the management task that links the business to the
customer by identifying an meeting the needs of customers profitably it does
this by getting the right product at the right price to the right place at the right
time.

Related concepts

Markets

One meaning of this word is the place or mechanism where buyers and sellers
meet to engage in exchange. The weekly fruit and vegetable market would be
one example. However, the term market refers to the group of consumers that
are interested in a good or service, has the resources to purchase it and is
permitted by law to purchase it.

Consumer markets and industrial markets

Key definition: consumer markets are markets for goods and services bough by
the final user of them.

Key definition: industrial markets are markets for goods and services bought by
businesses to be used in the production process of other products.

When selling a good like a computer to other businesses, the manufacturer will:

- Not focus on high-street retail stores, but use more resources on industrial
exhibitions and direct or personal selling to companies.
- Customise each computer system to the exacts requirements of each
business customer
- Promote the product as being a cost-saving and profitable choice not
something that will satisfy a consumer desire or need.
- Produce technical promotions and literature that will recognise that the
businesss customers will cery likely be knowledgeable and will be making
an informed choice.

Human needs and wants

A human need is a basic requirement that an individual wishes to satisfy. Physical
needs include food, water, shelter and clothing.

Wants are broader in their perspective. They are things we do not need for our
survival, but they do satisfy certain requirements. For example, a need is of
someone is to feed themselves. However, a want is to feed themselves with a
high quality steak or importation sushi.

Value and satisfaction

Value is not the same as cheapness a consumer will consider that a product has
a good value if it satisfies customers with a reasonable price. If it has a good
quality and is at a reasonable price then it is a good value. not always expensive
goods have a good quality.

Marketing objectives and corporate objectives

The long-terms goals of a company will have a significant impact on both the
marketing objectives and the marketing strategies. A business with long term
objectives will include both profitability and achieving the goals of social
responsibility. Whereas a business with short term objectives will focus on
maximising sales. Examples of marketing objectives include:

- Increasing market share perhaps to gain market leadership

- Rebranding a product to give it fresh appeal
- Increasing total sales levels
- Market development selling existing products in new markets

To be effective, marketing objective should:

- Fit with the overall aims and mission of the business and attempt to
achieve them
- Be determines by senior management
- Be realistic, motivating, achievable, measurable and clearly
communicated to all departments in the organisation

Why are marketing objectives important?

- They provide a sense of direction for the marketing department

- Progress can be monitored against these targets
- They can be broken down into regional and product sales targets to allow
for management by objectives
- They form the basis of marketing strategies

Coordination of marketing with other departments

The links between marketing department and other functional departments is

vital for a successful marketing strategy. Some examples of these links are:

Marketing finance: finance department will use sales forecasts produced by the
marketing department in order to construct a cash flow forecast and operational
budgets. Also they will ensure that the necessary capital is available for
expenditures like promotions.

Marketing human resources: sales forecast used to help devise a workforce

plan for all departments affected by market strategies. HR will also have to
ensure that appropriate and qualified staff has been chosen to perform a task.

Marketing operations: market research data will help product development.

Sales forecasts will plan capacity needed, purchase machines and the stock or
raw materials required

Market orientation and product orientation

Market orientation: and outward-looking approach basing product decisions on

consumer demand, as established by market research. Benefits of market
orientation:

- Reduced chances of newly developed products of failing.

- When consumer needs are met with appropriate products, they are likely
to survive and continue increasing profits
- Constant feedback from customers will help developing future products

Product orientation: in inward-looking approach that focuses on making products

that can be made or have been made for a long time and then trying to sell
them. Product orientated businesses invent and develop products in the belief
that they will find consumers to purchase them. WAP mobile phones were driven
more by technical innovation than by consumer needs.

Product-orientated businesses concentrate their efforts on efficiency producing

high-quality goods and believe quality will be valued more than fashion.

Evaluation of these two approaches

The trend moves towards market orientation, but there are some limitations.
Trying to offer range and choice so that every consumer need is met can be
really expensive. On the other hand, innovation and researching can lead a
business to success.

Key definition: asset-led marketing: and approach to marketing that bases

strategy on the firms existing strengths and assets instead of purely on what
the customer wants.

Asset-led marketing is based on market research too, but does not attempt to
satisfy all consumers in the market. For example BMW does not enter the
commercial-vehicle or motor-caravan markets but it does use its brand to sell
luxury SUVs.

Societal marketing

This approach considers not only the demands of consumers but also the effects
on all members of the public (society) involved in some way when firms meet
these demands. The social-marketing concept has the following implications:
 - It is an attempt to equilibrate 3 concerns: company profits, customer
wants, societys interest
- There may be a difference between short-term consumer wants (low
prices) and long-term consumer and social welfare (protecting
environment or paying workers adequate wages).
- Businesses should still aim to identify and satisfy needs and wants more
efficiently than competitors.
- Using this concept can give advantage towards competitors. Consumers
often buy from responsible businesses.
- If this strategy is successful it could lead the business to being able to
charge higher prices.

Demand, supply and price relationships

Demand is the quantity of a product that consumers are willing and able to buy
at a given price in a time period. Supply is the quantity of a product that firms
are prepared to supply at a given price in a time period. Here marketing manager
will need to know how free markets work to determine prices. If the business can
produce goods at this price it should be profitable. In free markets the
equilibrium price is demand is equal to supply.

Demand

1. It varies with price normally the when quantity of goods bought rise is
due to a fall in price. Shown by the demand curve.
2. Apart from price changes which change the demand curve the demand
level can change due to these:
- Changes in consumers incomes
- Changes in the prices of substitute goods and complementary goods
- Changes in population size and structure
- Fashion and taste changes
- Advertising and promotion spending

Supply

1. This varies with price businesses willing to supply a product if the price is
high.
2. Apart from changes in price, the level of supply can vary due to a change
in these factors:
- Costs of production: changes in labour or raw material costs
- Taxes imposed on the suppliers by governments, which raise their costs
- Subsidies paid by government to suppliers, which reduce their costs
- Weather conditions and other natural factors
- Advances in technology to make cost of production lower

Determining the equilibrium price

The equilibrium price is the market price that equates supply and demand for a
product. when prices are high there will be unsold stock. To avoid this suppliers
reduce prices so stock runs out.

Market
Location

Some businesses operate locally, in their own community, where the business is
located. Then come the regional businesses which are larger. And finally the
hardest to achieve, national business.

However international businesses have a much large range of products to offer

and different places where selling them.

Size

This is the total level of sales of all producers within a market. This can be
measured in volume of sales (units sold) or value of goods (revenue).size is
important because:

-a marketing manager can assess whether a market is worth entering

- Firms can calculate their own market share

- growth or decline of the market can be identified

Growth

This is the percentage change in the total size of a market (volume of value) over
a period of time. The pace of growth will depend on several factors, such as
general economic growth, changes in consumer incomes and development of
new markets and products. However factors like technological advances can
increase the growth.

Share

This is the percentage of sales in the total market sold by one business. This is
the most effective way of measuring the success of a business in the market
towards its competitors. If a business is successful it means their marketing
strategies have been successful. The benefits of a higher market share are:

- Sales are higher than most competitors which lead to higher process.
- Retailers will be keen to stock and promote the best selling business.
- As shops are keen to stock the product, it might be sold to them with a
lower discount rate 10% instead of 15%, which has to be offered by the
smaller, competing brands.
- Consumers are keen to buy the most popular brand.

Important marketing concepts

Adding value

Added value means the difference between the selling price of a product and the
cost of the materials and components bought in to make it. Here are some
strategies that are likely to add value:
 - Create exclusive and luxurious retail environment to make consumers feel
that they are being treated as important. These will make them feel they
are more prepared to pay higher prices and may have physiological effect
on convincing them that the product is of a good quality too.
- Use high-quality packaging to differentiate the product from other brands
- Promote and brand the product so that it becomes a must have brand
name which consumers will pay a higher price for.
- Create a unique selling point that clearly differentiates a product from that
of other manufacturers

Product differentiation is making a product distinctive so that it stands out from

competitors products in consumer perception

Unique point of sale (USP) is the special feature that differentiates it from
competitors products.

Mass marketing and niche marketing

Mass marketing is identifying is selling the same products to the whole markets
with no attempt to target groups within it. Niche marketing is identifying and
exploiting a small segment of a larger market by developing products to suit it.
The advantages of niche marketing are:

- Small firms may be able to survive and thrive in markets that are
dominated by larger firms
- If market is unexploited by competitors, then filling a niche can offer the
chance to sell at high prices and high profit margins.
- Niche market products can also be used by large firms to create status
and image.

Advantages of mass marketing also viewed as disadvantages of niche:

- Small niches do not achieve economies of scale

- Mass-market strategies run fewer risks than niches

Market segmentation

Market segment is a group of a whole market in which consumers have similar

characteristics. Market segmentation is identifying the different segments within
a market and targeting different products or services to them. Examples of
market segmentation is coca cola varieties, Renault megane varieties.

Market segmentation identifying different consumer groups

Consumer profile is a quantified picture of consumers of a firms products,

showing proportions of age groups, income levels, location, gender and social
class
Geographical differences

Consumer tastes may vary between different geographic areas and so it may be
appropriate to offer different products and market them in location specific ways.

Demographic differences

Demographic factors like age, sex, family size and ethnic background, can all be
used to separate markets. Income and social class are two very important factors
leading to segmentation. The main socio-economic groups in Britain are:

A: upper middle class: higher managerial administrative and professional:

lawyers, company directors

B: middle class: managerial staff: teachers

C1: lower middle class: supervisory, clerical or junior managerial

C2: skilled manual workers

D: working class: semi-and unskilled manual worker

E: casual, part-time workers and unemployed.

Psychographic factors

They are to do with peoples lifestyles, personalities, values and attitudes.

Chapter 15: market research

The need for market research

This is the process of collecting, recording and analyzing data about the
customer, competitors and the market

To reduce the risks associated with new product launches

By investigating potential demand for a new product or service the business

should be able to assess with some degree of accuracy the likely chances of a
new product achieving satisfactory sales. No research can guarantee success,
however. Market research is still a key point in new product development (NPD)
and most firms would check market conditions before planning a new product.

To predict future demand changes

A travel firm may wish to investigate social and other changes to see how these
might affect the demand for holidays in the future. For instance, the growth in
the number of single-person households may suggest that there could be a rising
demand for singles-type holidays

To explain patterns in sales of existing products and market trends

Market research is not just undertaken for new or planned products, it needs to
be conducted for existing products too. Sales at the fashion retailer Gap had by
the end of 2009 fallen in 28 of the last 31 months. Unless Gap managers are
prepared to find out why this happened, then they will not be able to take any
remedial action to stop the rot

To assess the most favoured design, flavours, styles, promotions and

packages for a product

Consumer tests of different versions of a product or of the proposed adverts to

promote it will enable a business to focus on the aspects of design and
performance that consumers rate most highly. These can then be incorporated
into the final product. Market research can therefore be used to discover
information about:

- Market size and consumer tastes and trends

- The product and its perceived strengths and weaknesses
- The promotion used and its effectiveness
- Competitors and their claimed unique selling propositions
- Distribution methods most preferred by consumers
- Consumers preferences for packaging of the product

The market research process

Management problem identification

If a business doesnt have a clear idea of the purpose of this research or the
problem that needed investigating, then the money would be wasted. Here are
some examples of problems that might be investigated by market research:

- What size is the potential market for the business?

- Why are our sales falling?
- How can we break into the market in another country?
- How can we most effectively meet the challenge of new competitors?
- What customer groups buy our product and which groups tend not to buy
them?

Research objectives

They must be set in such a way that, when they have been achieved, they
provide all the information needed to solve the problem. Here are some
examples of research objectives in the form of a question:

- how many people are likely to buy our products in country X

- if the price of good Y is reduced, how much will these increase sale volume
- if we advertise this product on television, what will be the likely impact on
sales volume and market share?
- Which new product idea, A or B, will generate more sales
- What would be the impact of new packaging on sales of our product?
- Why are consumer complaints about our products increasing?

Sources of data primary and secondary research

Primary research is a collection of first-hand data that is directly related to a firm
s needs

Secondary research is a collection of data from second-hand sources

Sources of secondary data

Government publications

In most countries, sources such as the following from the UK could be referred to:

- Population census
- Social tends
- Economic trends
- annual abstract of statistics
- family expenditure survey

businesses like a furniture would use this type of information

Local libraries and local government offices

If research needed to be about a small area then local, not national, data would
be necessary:

- local population census returns with details of total numbers and age and
occupation distributions
- numbers of households in the area
- the proportions of the local population from different ethnic and cultural
groups

Trade organizations

They produce regular reports on the state of the markets their members operate
in. for example:

- Society of Motor Manufacturers and Traders.

- Furniture Retailers Association
- Engineering Employers Federation

Market intelligence reports

They are very expensive, but they are usually available at local business
libraries. Examples are:

- Mintel reports
- Key note reports
- Euromonitor

If the owner of a hotel planned to expand by opening a hotel in the capital city,
one of these reports on the hotel and catering market would provide lots of
details.

Newspaper reports and specialist publications

marketing

The grocer

Motor trader

the financial times

Internal company record

If the business has been trading for a long time, then large quantity of secondary
data will already be available for further analysis from:

- Customer sales
- Guarantee claims
- Daily, weekly and monthly sales trends
- Feedback from customers on product, service, delivery and quality

The internet

Internet has transformed secondary data collection but the worldwide web only
has access to data that have already been gathered from sources listed above

Methods of primary research

Primary research can itself be divided into quantitative and qualitative research.
Qualitative research is a research into the in-depth motivations behind consumer
buying behavior or opinions. Quantitative research is a research that leads to
numerical results that can be statistically analysed

Focus groups

A focus group is a group of people who are asked about their attitude towards a
product, service, advertisement or new style of packaging. In market research,
focus groups are used as a method of obtaining feedback about new products,
new brand names, new advertisements and so on

Quantitative research techniques

Observation and recording

This shows how consumers behave. Researchers can count the number of people
or cars that pass a particular location in order to assess the best site for a new
business.

Test marketing

This can take place after a decision has been made to produce a limited quantity
of new product but before a full-scale, national launch is made. It involves
promoting and selling the product in a limited geographical area and see the
results

Consumer surveys
These involve directly asking to consumers or potential consumers for their
opinions and preferences. There are four important issues for market researchers
to be aware of when conducting consumer surveys:

- Who to ask? Given that in most cases it is impossible or too expensive to

survey all potential members of a target market, it is necessary to select a
sample from this population
- What to ask? The construction of an unbiased and unambiguous
questionnaire is essential if the survey is to obtain useful results
- How to ask? Should the questionnaire be self-completed and returned by
post or filled in by an interviewer in a face-to-face session with the
respondent? Could a telephone survey be conducted instead
- How accurate is it? Assessing the likely accuracy and validity of the results
is a crucial element of market research surveys

Who to ask? sample size and sampling methods

Sample size

In nearly all market research situations it is impossible to seek evidence from the
total population. This is either because the market is too extensive that
contacting everyone in it would be too expensive or time consuming or it is
impossible to identify everyone in that market.

Sampling methods

Probability sampling

This involves the selection of a certain number of people based on the principle
of random chance. It is more complex, more time consuming and usually more
costly than non-probability sampling.

Simple random sampling

Each member of the target population has an equal chance of being included in
the sample to select a random sample the following are needed:

- A list of all the people in the target population

- Sequential numbers given to each member of this population
- A list of random numbers generated by computer

Systematic sampling

In this method the sample is selected by taking every nth item from the target
population until the desired size of sample is reached

Stratified sampling

This method recognizes that the target population may be made up of many
different groups with many different opinions. These groups are called strata or
layers of the population and for a sample to be accurate it should contain
members of all these strata
Quota sampling

This is similar to stratified sampling. By this method, interviewees are selected

according to the different proportions that certain consumer groups make up of
the whole target population. For example 60%female 40% male. This is when the
population has been stratified and the interviewer selects and appropriate
number of respondents from each stratum.

Cluster sampling

This is using one or a number of specific groups to draw samples from and not
selecting from the whole population e.g. using one town or region

Non-probability sampling

- Convenience sampling: members of the population are chosen based on

their relative ease of access. Sampling friends, fellow workers or shoppers
in just one location are all examples of convenience sampling
- Snowball sampling: the first respondent refers a friend who then refers
another friendsand so the process continues.
- Judgemental sampling: the researcher chooses the sample based on who
they think would be appropriate to study
- Ad hoc quotas: a quota is established and researchers are told to choose
any respondent that wish up to the pre-set quota

What to ask questionnaire design

N open question is question that invites a wide ranging or imaginative response

the result will be difficult to collate and present numerically. A closed question is
a question to which a limited number of pre-set answers

Cost effectiveness of market research

Market research isnt free even secondary data takes some time and buying
market research reports or undertaking primary research can be very expensive.
However, internet and phones have made it much easier to contact a very wide
range of potential customers. All types of businesses can use electronic means of
contacting large numbers of customers. For example

- Online marketing
- Cell-phone survey

Averages

This is a typical measure of a set of data. Averages tell us something about the
central tendency of data

Arithmetic mean

This is calculated by totaling all the results and dividing by the number of results

Mode
This is the value that occurs most frequently in a set of data

Median

This is the value of the middle item when data have been ordered or ranked. It
divides the data into equal parts

Frequency data

This is common to show data in a frequency form, rather than showing each
result individually. This is used mostly for comparing different products, places,
prices, etc.

The range

This is the difference between the highest and the lowest value

The inter-quartile range

This is the range of the middle 50% of the data

Chapter 16: marketing mix: product

and price
The role of the customer the four Cs

- Customer solution: what the firm needs to provide to meet the customers
needs and wants
- Cost to customer: the total cost of the product including extended
guarantees, delivery charges and financing costs
- Communication with customer: providing up to date and easily accessible
two-way communication links with customers to both promote the product
and gain back important consumer market research information
- Convenience to customer: providing easily accessible pre-sales
information and demonstrations and convenient locations for buying the
product

What is meant by the term product?

It includes consumer and industrial goods and service. Goods have a physical
existence, such as washing machines and chocolate bars. Services have no
physical existence though

Product positioning

The first stage is to identify the features of this type of product considered to be
important to consumers as established in market research. (diagram page 293
book)
The product life cycle

This is the pattern of sales recorded by a product from launch to withdrawal from
market. These are the stages_

- Introduction: when the product has just been launched after development
and testing. Sales are quite low but they may increase
- Growth: when effectively promoted, the product will be well received by
the market. Sales growth significantly
- Maturity: sales are at the highest and fail to grow any more but they do
not decline significantly either.
- Decline: sales fall significantly until it reaches really low sales

Extension strategies

These are marketing plans to extend the maturity stage of the product before a
brand new one is needed.

Uses of the product life cycle

- Assisting with planning marketing-mix decisions, such as new product

launches and price or promotion changes
- Identifying how cash flow might depend on the cycle
- Recognizing the need for a balanced product portfolio

Assisting with the planning of marketing-mix decisions

- When would you advise a firm to lower the price of its product at the
growth or at the decline stage?
- In which phase is advertising likely to be most important during
introduction or at maturity
- When should variations be made to the product during introduction or
maturity?

Identifying how cash flow might depend on the product life cycle

- Cash flow is vital to business survival and ignoring the link between cash
flow and product life cycle could be very serious
- Cash flow is negative during the development of the product as costs are
high, but nothing has yet been produced or sold
- At introduction, development costs might have ended but heavy
promotional expenses are likely to be incurred and these could continue
into the growth phase
- The maturity phase is likely to see the most positive cash flow, because
sales are high, promotion costs might be limited and spare factory
capacity should be low.
- As the product passes into decline, so price reductions and falling sales
are likely to combine to reduce cash flows

Tabla que te cagas en la pagina 296

Why is price a key part of the marketing mix?

It will:

- Determine the degree of value added, by the business, to bought-in

components
- Influence the revenue and profit made by a business due to the impact on
demand
- Reflect on the marketing objectives of the business and it can help
establish the psychological image and identity of a product

Price elasticity of demand

This measures the responsiveness of demand following a change in price (p 298

graphs)

Factors that determine price elasticity

- How necessary the product is: the more necessary the more customers
are going to want to buy it
- How many similar competing products there are
- The level of consumer loyalty
- The price of the product as a proportion of consumers incomes

Applications of price elasticity

- Making more accurate sales forecasts. If a business is considering a price

increase, perhaps to cover rises in production costs, then an awareness of
Price Elasticity of Demand (PED) should allow forecast demand to be
calculated
- Assisting in pricing decisions: if an operator of bus services is considering
changing its pricing structure, then if it is aware of the PED of different
routes, it could raise prices on routes with low PED (inelastic) and lower
them on routes with high PED.

Evaluation of price elasticity of demand

This has three limitations:

- PED assumes that nothing else has changed. If firm A reduces the price for
a product by 10%, it will expect sales to rise because of this but if, at
about the same time, a competitor leaves the industry and consumer
incomes rise, the resulting increase in sales of Firm As product may be
very substantial, but not solely caused by the fall in price.
- A PED calculation, even when calculated when nothing but price changes,
will become outdated quickly and may need to be often recalculated
because over time consumer tastes change and new competitors may
bring new products
- It is not always easy, or indeed possible, to calculate PED the data needed
for working it out might come from past sales results following previous
price changes

The pricing decision how do managers determine the appropriate

price?
 - Costs of production: if the business is to make a profit on the sale of a
product, then, at least in the long term, the price must cover all of the
costs of producing it and of bringing it to the market.
- Competitive conditions in the market: if the firm is a monopolist, it is likely
to have more freedom in price setting than if it is one of many firms
making the same product
- Competitors prices: related to the previous point, it may be difficult to set
a price very different from that of the market leader, unless true product
differentiation can be established.
- Business and marketing objectives: if the aim is to become market leader
through mass marketing, then this will require a different price level to
that set by a business aiming at select niche marketing.
- Price elasticity: the significance of this has already been discussed above
- Whether it is a new or an existing product: if new, a decision will have to
be made as to whether a skimming or a penetration strategy is to be
adopted

Pricing strategies

Cost-based pricing

The basic idea is that firms will assess their costs of producing or supplying each
unit, and then add an amount on top of the calculated cost

Mark-up pricing

Adding a fixed mark-up for profit to the unit price of a product e.g. total cost of
brought-in materials-$40

50% mark-up on cost = $20

Selling price-$60

Target pricing

Setting a price that will give required rate of return at a certain level of
output/sales e.g. total output for 10000 units = $400,000

Required return of 20% on sales = $80,000

Total revenue needed= $480,000

Price per unit 480,000/10,000 = $80

Full-cost pricing

Setting a price by calculating a unit cost for the product and then adding a fixed
profit margin

Contribution-cost pricing

Setting prices based on the variable costs of making a product in order to make a
contribution towards fixed costs and profit
Competition-based pricing

A firm will base its price upon the price set by its competitors

New product pricing strategies

Penetration pricing

Setting a relatively low price often supported by strong promotion in order to

achieve a high volume of sales

Price skimming

Setting a high price for a new product when a firm has a unique or highly
differentiated product with low price elasticity of demand.

CHAPTER 17: PROMOTION AND PLACE

Promotion

Promotion is the use of advertising, sales promotion, personal selling, direct mail,
trade fairs, sponsorship and public relations to inform consumers and persuade
them to buy.

Promotion objectives

These are all about communicating with the target consumer. These aims can be
focused on the short term such as an increase in sales next month or on the
longer term such as to change the image of the business. These aims should be
linked to the overall objectives of the business. They include:

- To increase sales by raising consumer awareness of a product especially

important on newly launched ones
- To remind consumers of an existing product and its distinctive qualities
- To encourage increased purchases by existing consumers or to attract new
consumers to the brand
- To demonstrate the superior specification or qualities of a product
compared with those of competitors often used when the product has
been updated or adapted in some way
- To create or reinforce the brand image or personality of the product this
is becoming increasingly important in consumer markets, where it is often
claimed that all products look the same
- To correct misleading reports about the product or the business and to
reassure the consuming public after a scare or an accident involving the
product
- To develop or adapt the public image of the business rather than the
product through corporate advertising
- To encourage retailers to stock and actively promote products to the final
consumer
Promotion decisions key issues

The promotion mix

The combination of promotional techniques that a firm uses to sell a product it is

most unlikely that just one method of promotion will be sufficient to achieve
promotional objectives. There are several elements of the promotion mix. They
include all of the marketing tools that can be used to communicate with
consumers

1. Advertising

Advertising is paid-for communication with consumers to inform and persuade

them, e.g. TV and cinema advertising. This form of advertising is sometimes
referred to as above-the-line-promotion. Above-the-line-promotion is a form of
promotion that is undertaken by a business by paying for communication with
consumers. Advertisements are often classified in two types:

1. Informative advertising: these are adverts that give information to

potential purchasers that give information to potential purchasers of a
product, rather than just trying to create a brand image. This information
could include price, technical specifications or main features and places
where the product can be purchased. This method of advertising could be
particularly effective when promoting a new product that consumers are
unlikely to be aware of or when communicating a substantial change in
price, design or specification.
2. Persuasive advertising: this is trying to create a distinct image or brand
identity for the product and it may not contain any details at all about
materials or ingredients used, prices or place it to buy it. This form of
advertising is very common, especially with those markets where there
might be little actual difference between products and where advertisers
are trying to create a perceived difference in the minds of consumers.
Perhaps, in reality, there is little difference between these two styles of
advertising: the more informative your advertise, the more persuasive it
will be David Ogilvy.

Advertising agencies

These are firms who advise businesses on the most effective way of promoting
their product. Although it is expensive, these specialists can offer a complete
promotional strategy and this can ve invaluable to a business without its own
marketing experts or to one that might be entering a new market for the first
time. These agencies will for substantial fees undertake the following stages
in devising a promotional plan:

- Research the market, establish consumer tastes and preferences and

identify the typical consumer profile.
- Advise on the most cost-effective forms of media to be used to attract
these potential customers.
 - Use their own creative designers to devise adverts appropriate to the
media to be used.
- Film or print the advert to be used in the campaign
- Monitor public reaction to the campaign and feed this back to the client to
improve the effectiveness of future advice on promotion.

Advertising decisions which media to use?

The choice of media requires consideration of the following factors_

1. Cost. TV and radio advertising can be very expensive per minute of

advert, but the actual cost will depend on the time of the day the
advertisements are to be transmitted and the size of potential audience.
National newspapers will be more expensive than local ones but there are
more people viewing the advertisements. Advertising costs must stay
inside the marketing budget limit. However this is not the only cost. It has
to be written and produced and see if celebrities are taking part.
2. Size of audience. This will allow the cost per person to be calculated.
Media managers will provide details of overall audience numbers at
different times of the day or in different regions. Total numbers are less
important than the profile of the audience, as the advertisements need
to be directed towards potential customers only and not wasted on
groups most unlikely to ever buy the product
3. The profile of the target audience in terms of age, income levels,
interests and so on. This should reflect as closely as possible the target
consumer profile of the market being aimed for. For instance, there is likely
to be little point in advertising a new childrens toy after 10.00 pm. Using
a mass-market, low-priced daily newspaper to advertise a new range of
exclusive clothing would be aiming at the wrong target.
4. The message to be communicated. Written ways of communication
tend to be more effective for giving detailed information about a product
that needs to be referred to more than once by the potential consumer.
However, if an image-creating advert is planned, perhaps for a new range
of clothes or sports equipment, then a dynamic and colourful TV adverts
are probably more effective.
5. The other aspects of the marketing mix. The link between the other
parts of the mix and the media chosen for adverts could be crucial to
success. The use of exclusive and glossy womens magazines to advertise
a new budget sports car could be counterproductive.
6. The law and other constraints. A widespread ban on tobacco
advertising in formula one grand prix racing has forced many sponsors to
use other media for presenting their cigarette advertising. In some
countries there are restrictions due to and for kids.

Advertising expenditure and the trade cycle

Is spending less on promotion during a recession the right strategy to adopt? It

could be argued that advertising is needed most when sales are beginning to
slow down or even decline due to economic forces. Perhaps consumers could still
be encouraged to buy if they were exposed to really influential adverts or
promotions, even if household incomes are quite restricted.

2 Sales promotion

These are incentives such as special offers or special deals directed at

consumers or retailers to achieve short-term sales increases and repeat
purchases by consumers. This is often known as below-the-line promotion.
below-the-line production is promotion that is not a directly paid-for means of
communication, but based on short term incentives to purchase. There are
several incentives and activities that come under the umbrella term sales
promotion. They include:

- Price deals: a temporary reduction in price, such as 10% reduction for one
week only
- Loyalty reward programmes: consumers collect points airmiles or credits
for purchases and redeem them for rewards.
- Money-off coupons: redeemed when the consumer buys the product
- Point-of-sale displays in shops: e.g. an aisle interrupter is a sign that juts
into the supermarket aisle from a shelf; a dump bin is a free standing bin
centrally placed full of products dumped inside to attract attention
- BOGOF: buy one, get one free
- Games and competitions. E.g. on cereal packets. These examples suggest
that sales promotions is very much an active approach to marketing it is
not just about informing consumers. In many cases of sales promotion,
consumers already know about a products existence and any promotion
campaign is all about stimulating consumers to buy it. Sales promotion
can be directed either at:
the final consumer, to encourage purchase (pull strategy) or
the distribution channel, e.g. the retailer, to encourage stocking and
display of the product (push strategy)
3. Personal selling

This is when a member of the sales staff communicates with one consumer with
the aim of selling the product and establishing a long-term relationship between
company and consumer.

4. Direct mail

This directs information to potential customers, identified by market research,

who have a potential interest in this type of product. These mailshots can
contain a great deal of detailed information.

5. Trade fairs and exhibitions

These are used to sell products to the trade, i.e. retailers and wholesalers.
These firms, if they stick the product after a trade fair, will then increase the
chances of it gaining increased sales of consumers. Companies seldom sell much
directly at trade fairs, but contacts are made and awareness of products as
increased.
 6. Sponsorship

This the payment by a company to the organisers of an event so that the

company name becomes associated with the event.

7. Public relations

This is the deliberate use of free publicity provided by newspapers, TV and other
media to communicate with and achieve understanding by the public.

Branding

Branding is the strategy of differentiating products from those of competitors by

creating an identifiable image and clear expectations about the product. It is
claimed that an effective brand identity will have the following benefits for the
business:

- Increase the chances of brand recall by consumers, e.g. when shopping in

a supermarket and there are several product options available
- Clearly differentiate the product from other
- Allow for the establishment of the family of closely associated products
with the same brand name
- Reduce price elasticity of demand as consumers have been shown to have
preferences for well known brands
- Increase consumer loyalty to brands, which is a major marketing benefit

Brand extension

A strong brand identity can be used as a means of supporting the introduction of

new or modified products. For example, Mars extended its brand to ice cream,
Caterpillar to shoes and watches, Adidas and puma to personal hygiene and
Dunlop from tyres to sports equipment

Marketing or promotion expenditure budgets

This is the financial amount made available by a business for spending on

marketing/ promotion during a certain time period. This spending limit can be set
using a number of different approaches:

1. A percentage of sales. Using this approach, the marketing budget for

expenditure will vary with the level of sales. Thus, if sales increase, the
department will have additional funds allocated to it for promotional
activities. This method has a major flaw if sales are declining, perhaps,
due to inadequate promotional activity, then the amount to be spent
declines too.
2. Objective-based budgeting. This approach starts out by analysing what
sales level is required to meet objectives and then assesses how much
supporting expenditure is required to reach such targets. This then
becomes the promotion budget.
3. Competitor-based budget. When two or more firms are roughly the same
size in terms of sales, it is possible that they will attempt to match each
 other in terms of marketing spending. One firm might have a particularly
creative and attractive promotional mix that is not easily matched, even
though other firms spend as much.
4. What the business can afford. Finance is often very limited in smaller
businesses and it is quite common for managers to adopt the attitude that
marketing is a luxury that can only be afforded after all other expenses
have been met. In this cases, marketing budget will be set on the basis of
what can be afforded after all other forecast expenses have been paid for.
5. Incremental budgeting. By taking last years budget and adding on a
percentage to reflect inflation or different sales targets, a new figure is set
and this is called incremental budgeting. One criticism of this approach is
that it does not require marketing managers to justify the total size of the
budget each year just the increment that is being asked for

Is the marketing budget well spent?

From the viewpoint of society and the consumer

Billions of dollars are spent worldwide each year on all forms of promotion,
including advertising. there are many observers who argue that this is a waste of
resources and this money would be more effectively spent, in the interests of the
consumers, in other ways.

From the viewpoint of the business

The main aim of advertising and sales promotion is not always to increase sales
in the short term it could be part of a longer-term brand building exercise,
where the benefits will be spread over many years. Whatever the original aim of
a campaign, it is vital for the business to assess the degree of success and this
is not always an easy to do. How can this be done?

1. Sales performance before and after the promotion campaign. By

comparing the sales of the product and the sales trend before the
campaign was launched with the daily and weekly sales during and after
the campaign, some conclusions could be drawn. The results of this
comparison could then be used to calculate the promotional elasticity of
demand
2. Consumer awareness data. Each week market research agencies publish
results of consumer recall or awareness tests based on answers to a
series of questions concerning the advertisements they have seen and
responded too. This gives the advertising agencies and their clients rapid
feedback on the progress of a campaign, whether the advertisements or
sales promotions have been seen and remembered
3. Consumer panels. These were discussed in the market research chapter
they are useful for giving qualitative feedback on the impact of promotions
and the effectiveness of advertisements.
4. Response rates to advertisements. This is more than just checking on
sales levels. Newspaper and magazine adverts often have tear-off slips to
request more details and even TV adverts can ask for consumers to ring
in.
Consumer markets and industrial markets

So far everything we have seen is consumer market. Industrial products goods

and services sold to the industry, not to consumers also need promoting.
However, the relative significance of the methods used is likely to vary
substantially between these two types of markets. Trade or industry focused
promotional campaigns are unlikely to use commercial TV, radio or national
newspaper advertising.

Promotion and the product life cycle

Stage of life cycle Promotional options

Introduction -Informative advertising to make
consumers aware of the products
existence, price and main features
-sales promotion offering free samples
or trial periods to encourage
consumers to test the product
incentives may need to be offered to
the trade to stock the product
Growth -to continue some informative
advertising, but the focus may now
move to brands building and
persuasive advertising
-sales promotion to encourage repeat
purchase
-attempt to develop brand loyalty
Maturity -advertising to emphasise the
differences between this product and
competitors may be needed to
remind consumers of the existence of
the product
-sales-promotion incentives to
encourage brand switching and
continued loyalty
Decline assuming no extension -minimal advertising, apart from
strategy informing consumers of special offers
-sales promotion there may be little
additional support for the product if
the intention is to withdraw it

Packaging

The quality, design and colour of materials used in packaging of products can
have very supportive role to play in the promotion of a product. Packaging can
perform the following functions:

- Protect and contain the product

- Give information, depending on the product, to consumers about contents,
ingredients, cooking instructions, assembly instructions and so on
- Support the image of the product created by other aspects of promotion
- Aid the recognition of the product by the consumer.
Distinctive packaging can help to form the basis of a promotional theme, which
will endure as long as the product the bright red of coca-cola cans is feature of
advertisements for the product

However, expensive and wasteful packaging may add unnecessarily to costs that
could reduce a products competitiveness. In addition, with increasing
environmental pressures, packaging is seen to be too ostentatious or wasteful
may spark off a negative consumer reaction.

Why are place decisions an important part of the marketing mix?

Place decisions are concerned with how products should pass from manufacturer
to the final customer. Several different channels of distribution are available for
firms to use. The channel of distribution refers to the chain of intermediaries a
product passes through from producer to final consumer. Here are some reasons
why the distribution channel choice is important:

- Consumers may need easy access to a firms products to allow them to

try them and see them before they buy, to make purchasing easy and to
allow, if necessary, for the return of goods.
- Manufacturers need outlets for their products that give as wide a market
coverage as possible, but with a desired image of the product
appropriately promoted
- Retailers firms that sell goods to the final consumer will sell producers
goods but will demand a mark-up to cover their costs and make a profit,
so, if price is very important, using few or no intermediaries would be an
advantage

Concept of distribution

Getting the right product to the right consumer at the right time in a way that is
most convenient to the consumer

In deciding on an appropriate channel strategy, a business must answer

questions such as:

- Should the product be sold directly to consumers?

- Should the product be sold through retailers?
- How long should the channel be (how many intermediaries)?
- Where should the product be made available?
- Should the internet be the main channel?
- How much will it cost to keep the stock of products on store shelves and in
warehouses?
- How much control does the business want to have over the marketing
mix?
- How will the distribution channel selected support the other components
of the marketing mix?

There are three ways in which the product can reach from the manufacturer to
the customer. The first way is called direct selling to customer and is when the
manufacturer directly sales to the customers. The second way is single-
 intermediary channel which starts at the manufacturer, then the retailer and
then the customers. Finally there is the two-intermediary channel which begins
at manufacturer followed by wholesaler, the retailer and the customers

Factors influencing the choice of distribution channel include:

- Industrial products tend to be sold more directly, with fewer intermediaries

than consumer goods.
- Geographical dispersion of the target market. If the target market is large
but widely dispersed throughout the country, then the use of
intermediaries is more likely
- The level of service expected by consumers, e.g. after sales servicing of a
car, means that internet selling is not appropriate for most manufacturers.
- Technical complexity of the product, e.g. business computers are sold
directly as they require a great deal of technical know-how among the
sales staff and a supporting service team.
- Unit value of the product it may be worth employing sales staff to sell
directly to individual customers if the unit cost of, for example, a luxury
yacht is $5m, but not worthwhile if items of jewellery are being sold for $5
- Number of potential customers. If the number of potential customers if
few, as with commercial aircraft, direct selling might be used, but Nike or
Reebok with their millions of customers for sports shoes worldwide would
use intermediate channels to distribute their products

Recent trends in distribution channels in recent years include:

- The increased use of the internet for direct selling of goods and services
- Large supermarket chains perform the function of wholesalers as well as
retailers, holding stocks in their own warehouses
- Some businesses are increasingly using a variety of different channels
- There is increasing integration of services where a complete package is
sold to consumers

Type and main Examples of Possible benefits Possible drawbacks

features products or
services
1 Direct selling: Mail order No intermediaries , so no All storage and stock
no form mark-up or profit margin taken costs have to be paid
intermediaries. manufactu by other businesses for by producer
Can be referred rer Producer has complete control No retail outlets limits
as zero- Airline over the marketing mix the chances for
intermediary tickets and Quicker than other channels consumers to see and
channel hotel try before they but
May lead to fresher good
accommod products May not be
ation sold Direct contact offers useful convenient for
over the market research consumer
internet by No advertising or
the service promotion paid for by
providers intermediaries and no
Farmers after-sales service
markets offered by shops
 Can be expensive to
deliver each item sold
to consumers
2 One Holiday Retailer holds stock and pays Intermediary takes a
intermediary companies for cost of this profit mark-up and
channel. selling Retailer has product displays this could make the
Usually used holidays and offer after-sales service product more
for consumer via travel Retailers often in locations that expensive to final
goods for agents are convenient to consumers consumers
consumer Large Producers lose some
Producers can focus on
goods but supermark control over
production
could also be ets that marketing mix
an agent for hold their Retailers may sell
selling own stocks products from
industrial rather competitors too, so
products to than using there is no exclusive
businesses wholesaler outlet
s Producer has delivery
Where the costs to retailer
whole
country
can be
reached
using the
one-level
route
3. Two- In a large Wholesaler holds goods and Another
intermediaries country with buts in bulk from producer intermediary
channel. great distance Reduces stock-holding costs of takes a profit
Wholesaler to each producer mark-up- may
buys goods retailer Wholesaler pays for transport make final good
form producer costs to retailer more expensive to
and sells to consumer
Wholesaler breaks bulk by
retailer Producer loses
buying in large quantities and
selling to retailers in small further control
quantities. over marketing
Maybe be the best to enter mix
foreign markets where Slows down the
producer has no direct contact distribution chain.
with retailers.

Internet marketing

The marketing of products over the internet. These offer several different
marketing functions:

Selling of goods directly to consumers or other businesses as orders are

placed online through the company website
Advertising
Sales leads are established by visitors to a site leaving their details and
then the company emails them or calls on them to attempt to make a sale
 Collecting market research data
Dynamic pricing- using online data about consumers to charge different
prices to different consumers

This has led to an increment in sales, over 40%. This internet marketing is
used in famous firms like ITUNES, and eBay.

Viral Marketing

Viral marketing is the use of social-networking sites or SMS text messages to

increase brand awareness or sell products.

Benefits of Internet marketing Limitations of internet marketing

Relative inexpensive
Companies can reach a worldwide
audience
Consumer interact with the
websites and make purchases and
leave important data about
themselves
The internet is convenient for
consumers to use
Accurate records of visits of
consumers
Computer ownership and usage
and increasing in all countries of
the world
Selling products on the internet
involves lower fixed costs than
traditional retail stores
Dynamic pricing- charging
different prices to different
consumers.
Some countries have low-speed
internet connections and poorer
countries, have very low computer-
ownership
Consumers cannot touch, smell,
feel, or try on tangible goods
before buying
Product returns may increase if
consumers are dissatisfied with
their purchases once they have
been received
The cost and unreliability of postal
services in some countries may
reduce the cost advantage of
internet selling
The website must be kept up-to
date and user-friendly
Worries about internet security

An integrated marketing mix

It is the key marketing decisions complement each other and work together to
give customers a consistent message about the product.

Chapter 21- operations management

Introduction to operations planning:

Operations planning- preparing input resources to supply products to meet

expected demand.
Operations planning- the importance of the marketing link

Perhaps the key information needed by an operations manager when planning

future productions levels is estimated or forecasts market demand. This is a
crucial link-trying to match supply to potential demand. This process is called
sales and operations planning.

If the sales forecasts are reasonably accurate, then operations managers should
be able to:

Match output closely to the demand levels

Keep stock levels to a minimum efficient level
Reduce wastage of production, e.g. by perishable products being rejected
due to being too old.
Employ and keep busy a stable, appropriate number of staff.

The need for flexibility

If actual demand turns out to be either higher or lower than forecast, there is a
great need for operational flexibility

Operational flexibility- the ability of a business to vary both the level of

production and the range of products following changed in customer demand.

This flexibility can be achieved in a number of ways:

A brief outline of these methods is to:

Increase capacity by extending buildings and buying more equipment- this

is an expensive option
Hold high stocks- but these can be damaged and there is an opportunity
cost to the capital tied up.
Have flexible and adaptable labour force- using temporary, part-time
contracts reduces fixed salary costs but may reduce worker motivation.

Process Innovation

Process Innovation- the use of a new or much improved production method or

service delivery method.

Some examples may include:

Robots in manufacturing
Faster machines to manufacture microchips for computers
Computer tracking of stock, e.g. by using bar codes and scanners.
Using the internet to track the exact location of parcels being delivered
worldwide.

Production Methods
There are several different ways in which goods and services can be produced.
They are usually classified into:

Job production
Batch production
Flow production
Mass customisation

Job Production

Job production- producing a one-off item specially designed for the customer.

This is normally used for the production of single, one-off products.

Job production enables specialised products to be produced and tends to be

motivating for workers, because they produce the whole product and can take
pride in it.

However, this sort of production tends to be expensive, often takes a long time
to complete, and is usually labour intensive.

Batch Production

Batch Production- producing a limited number of identical products- each item in

the batch passes through one stage of production before passing on the next
page.

Batch production involves the production of products in separate groups, where

the products in the batch go through the whole production process together.
Every unit in the batch must go through an individual production stage before
the batch as a whole moves on the next stage.

Flow Production

Flow production- producing items in a continually moving process

This process of flow production is used where individual products move from
stage to stage of the production process as soon as they are ready, without
having to wait for any other products.

Flow production systems are capable of producing large quantities of output in a

relatively short time and so it suits industries where the demand for the product
in question is high and consistent. E.g. Coca-Cola

Advantages:
 Labour costs tend to be relatively low

Quality tends to be consistent and high and it is easy to check the quality
of products at various points throughout the process

Disadvantages:

High initial set-up cost

The work involved tends to be boring, demotivating and repetitive

Recent innovations in the production

The search for production methods that could combine the advantages of job
production flexibility and worker satisfaction- with the gains from flow
production-low costs units-have led to some important recent developments.
These have been greatly aided by tremendous advances in technology such as
CAD and CAM. These allowed much quicker developments of new products,
designs that feature many common components.

Mass customisation.

This process combines the latest technology with multi skilled labour forces to
use production lines to make a range of varied products. This allows the business
to move away from the mass marketing approach with high output of identical
products. Instead, focused or differentiated marketing can be used which allows
for higher added value.

Production methods

Job Batch Flow Mass customization

Main feature Single one Group of identical Mass production Flow production of
off items products pass through of standardized products with many
each stage together products standardised
components but
customized differences
too
Essential Highly Labour and machines Specialized often Many common
requirement skilled must be flexible to expensive, components
s workforce switch to making capital
batches of other equipment- but
designs can be very Flexible and multi-skilled
efficient workers

Highly steady Flexible equipment

demand for
stander products

Main Able to Some economies of Low unit costs Combines low unit costs
advantages undertake scale due to constant with flexibility to meet
specialist working of customers individual
projects or machines, high requirements
jobs often Faster production with labour
with high lower unit costs than productivity and
added job production economies of
value scale

Some flexibility in
design of product in
each batch

Main High unit High levels of stocks Inflexible- often Expensive product
disadvantag costs at each stage of difficult and time redesign may be needed
es production consuming to allow key components

Time
consuming

Wide
range of
tools
needed

Choose each depending on:

Size of the market

- If the market is very small, then job production is likely to be used.

- Flow production is most efficiently adopted when the market for similar or
identical products
- Mass production is used in this way, then mass marketing methods will
also have to be adopted to sell the high output levels that can be
manufactured

The amount of capital available

- A purpose built flow production line is difficult and expensive to construct.

Small firms are unlikely to be able to afford this type of investment and are
more likely to use job or batch production

Availability of other resources

-large scale flow production often requires a supply of relatively unskilled workers
and a large, flat land area.

Market demand exist for products adapted to specific customer requirements

- If firms want the cost advantages of high volume combines with the ability
to make slightly different products.

Problems of changing production methods

Job to batch:

- cost equipment needed to handle large numbers in each batch

- additional working capital needed to finance stocks and work in progress
- staff demotivation- less emphasis placed on an individual craft skills

Job or batch to flow:

- costs of capital equipment needed for flow production

- staff training to be flexible and multi skilled
- accurate estimates of future demand to ensure that output matches
demand

Final evaluation

The traditional differences between the three basic production methods are
becoming much less obvious. Many complex products, such as computers can be
adapted to meet different costumers different requirements. The flexibility
offered by technology to large businesses could put at risk the survival of small
firms that are used to exploit the small markets
Benefits of an optimal location

Problem Disadvantages to business

High fixed site costs High break-even level of production

Low profits

If operating at low capacity utilization

High variable costs Low contribution per unit

Low profits

High unit variable costs reduce

competiveness

Low unemployment rate Problems with recruiting suitable staff

Staff turnover likely to be a problem

Pay levels may have to be raised

High employment rate Average consumer disposable

incomes may be low

Poor transport infrastructure Raises transport costs for both

materials and finished goods

Inaccessible

Difficult to operate JIT stock

management

Optimal location:
- A business location that give the best combination of quantitative and
qualitative factors

Factors influencing location decisions

Quantitative factors: these are the measurable in financial terms and will have
direct impact on either the cost of a site or the revenues from it and its
profitability.

Site and other capital costs such as building or shop-fitting costs; vary
greatly from region to region, within and in between countries. Some sites
may be so expensive that the cost of them is beyond the resources of all
but the largest companies.

Labour costs; depends on whether the business is capital or labour

intensive. It may be much higher if the business need lots of labour
(manual work) rather than a business which is capable of using lot of
capital equipment with low labour work.

Transport costs; also depends on the type of business it is and where it has
the need to use transport for heavy and bulky raw materials. This means
high transport costs, as well this depends if the suppliers are a great
distance from the location where the business is. Goods with increase with
bulk during production will have lower transport cost by locations close to
the market.

Sales revenue potential; level of sales made by a business depends

directly on location. Businesses must be convenient to potential
customers. Also the location of the shop will give a certain image and
status to it.

Government grants; governments are keen to attract new business to

locate in their country. Business operating in a country can be provided
with financial assistance to retain existing jobs or to attract new
employment; this will help to deprived areas of high unemployment.

Techniques used to assist in the location decision:

1. Profit estimates:
By Comparing the estimated revenues and cost of each location, site with
highest annual potential profit may be identified. Limitation Annual profit
forecast alone have a limited use. This means that capital cost of buying
and developing the site must be profitable in the sense that if a site offers
10% higher annual profit than an alternative location may be unlikely to be
chosen if the capital cost is 50% higher.

2. Investment appraisal:
Location decision involves a substantial capital investment. This appraisal
may be used to identify sites which have the highest potential return over
 a number of years. Payback method can be used to estimate the location
most likely to return original investment as quickly as possible. Could be
beneficial to any business with a capital shortage. Limitation: This requires
estimation of cost and revenue for a period of years for each potential
location. Theres a massive degree of inaccuracy and uncertainties in this
form of quantitative decision making.

3. Break-even analysis:
Method of comparing two or more possible locations. Calculates level of
production that must be sold to reinvest equal total costs. Lower break
even, better the site as you will regain all your many invested quicker and
start to gain higher profit. Limitations: this analysis should be uses with
caution and the normal limitations of this technique apply when using it to
help make location decisions.

Qualitative factors:

Qualitative factors: these are the non-measurable factors that may

influence business decisions.

Safety: Avoid potential risk to public and damage to the company

reputation. Some businesses are located in remote areas because of the
potential damage they can cause.

Room of further expansion: May be expensive to relocate a business if the

site proves to be too small to accommodate and expansion of the
business. If location has spare rooms or place in the site, it can be
considered for a long-term objective.

Managers preferences: A manager's preferences may be influenced in the

location as they will choose an appropriate sit they think will suit the
business.

Ethical considerations: This must be in mind when choosing a location to

have cleared that depending where the business must be located in
certain places. Make sure its doesnt affect the environment and have
clear if the business its isolated from other place to make it accessible to
employees to have access to it.

Environmental concerns: Business may be reluctant to set up in areas that

is particularly sensitive from and environmental viewpoint. Could lead to
poor public relations and action from pressure groups.

Infrastructure:Quality of location will affect the business. Such as

communication, accessibility and transport links. Business must have a
quality IT infrastructure which has an important consideration for
companies that need quick communication with their different sites or
customers.
Other locations issues:

The pull of market: Less important with the development of transport and
communication industries. Internet can achieve massive amount in terms of
making location of a retailing business.

Planning restrictions: Local authorities have a duty to serve the interest of

their populations; every government will have certain restrictions to
business.

External economies of scale: There are costs of reductions that can benefit
a business as the industries grow in one region. Common that firms in the
same industry to be clustered in the same region.

Advantages and Disadvantages of multi-site locations

Multi-site location a business that operates from more than one location.

Advantages of multi-site locations

Greater convenience for consumers

Lower transports costs
Production-based companies reduce the risk of supply disruption if there
are technical or industrial-relations problems in one factory
Opportunities for delegation of authority to regional managers from head
office helps to develop staff skills and improves motivation
Cost advantages of multi-sites in different countries

Disadvantages of multi-site locations

Coordination problems between the locations excellent two way

communication system will be essential
Potential lack of control and direction from senior management based at
head office
Different cultural standards and legal systems in different countries the
business must adapt to these differences
If sites are too close then there is the danger that one store might take the
sales away from another owned by the same business.

Off shoring - the relocation of a business process done in one country to the
same or another company in another country

Multinational a business with operations or production bases in more than one

country

Reasons for international locations decisions

 1. To reduce costs

This the major reason which shows the movement of most companies to abroad.
With labour wage rates in India, Malaysia, China and Eastern Europe being a
fraction of those in Western Europe and the USA

2. To access global (world) markets

Rapid economic growth in less developed countries has created huge market
potential for most consumer products. Some businesses have reached the limit
of their internal domestic expansion, as there are threats from government
regulatory bodies about increasing monopoly power.

3. To avoid protectionist trade barriers

Trade barriers taxes (tariffs) or other limitations on the free international

movement of goods and services.

4. Other reasons

These include substantial government financial support to relocating businesses,

good educational standards and highly qualified staff and avoidance of problems
resulting from exchange rate fluctuations.

Issues and potential problems with international location

1. Language and other communications barriers

Distance is a problem because there is less face to face contact, also when some
operations are abroad language can be another problem.

2. Cultural differences

This is the consumers tastes and the religious factors that determine what
goods should be stocked.

3. Level of service concerns

This applies to the off shoring of call centres, technical support centres and
functions such as accounting. Some consumer groups argue that off shoring of
these services has led to inferior customer service due to time difference
problems, time delays in phone message, language barriers and different
practices and conventions.

4. Supply chain concerns

There may be loss of control over quality and reliability of delivery.

5. Ethical considerations
There may be loss of jobs when a company locates all or some of its operations
abroad.

Scale of operations

Scale of operations - the maximum output that can be achieved using the
available inputs this scale can only be increased in the long term by employing
more of all inputs.

Factors that influence the scale of operations

Owners objectives
Capital available
Size of the market the firm operates in
Number of competitors
Scope for scale of economies

Economies of Scale

This is the reductions in a firms unit (average) costs of production that result
from an increase in the scale of operations.

The cost benefits arise for five main reasons

Purchasing Economies
These economies are often known as bulk-buying economies. Suppliers
will often offer substantial discounts for large orders. This is because it is
cheaper for them to process and deliver one large order rather than
several smaller. In addition, they will obviously be keener to keep a very
large customer happy due to the profits made on the large quantities sold.

Technical Economies
Technical economies, basically is the use of technology to have a greater
output than the labour work-force. This will make the unit cost of the
products much lower, and so they will make more at a less cost.

Financial Economies
This economy of scale refers the ease of getting liquidity in the firm.
Larger firms will be better off getting money, by two main ways: Firstly by
the use of banks and other lending institutions which are giving
preferences to the large business to get this loan with a proven track
record and that the business shows that if one product fails they will not
be bankrupt, meaning that they have diversified products. Banks receive
money with the interest rates, which are lower to larger firms, compared
to small firms, and especially newly formed businesses. The second way is
by the issue of shares, if the firm is a PLC. This will allow them selling
many millions of dollars worth of shares.
 Marketing Economies
Marketing costs obviously rise with the size of the businesses. So the
larger firms which do have finance available, they tend to employ
marketing managers, of advertising agencies, to study the market and
direct specifically adverts to them. These costs can be spread over a
higher level of sales for a big firm and this offer a substantial economy of
scale.

Managerial Economies
Small firms often employ general managers who have a range of
management functions to perform. As a firm expands, it should be able to
afford to attract specialist functional managers, the skills of specialist
managers and the chance of them making fewer mistakes because of their
training is a potential economy for larger organisations.

Diseconomies Of scale

These are factors that cause average costs of production to rise when the scale
of operations is increased

If there were no disadvantages to large-scale operations, nearly all industries and

markets would be dominated by huge corporations. The impact of diseconomies
of scale prevents one or just a few firms from being able to completely
dominate. Diseconomies of scale are those factors that increase units costs as a
firms scale of operation increases beyond a certain size. These diseconomies are
all related to the management problems associated with trying to control and
direct an organisation with many thousands of workers, in many separate
divisions. The three main causes are

Communication Problems
Large-scale operations will often lead to poor feedback to workers. These
communication inefficiencies may lead to poor decisions being made, due
to inadequate or delayed information. Poor feedback reduces worker
incentives.

Alienation of the workforce

The bigger the organisation, the more difficult it becomes to directly
involve every worker and to give them a sense of purpose and
achievement in their work. They may fell so insignificant to the overall
business plan that they become demotivated.

Poor coordination
As business become bigger and expand, they also expand in an
international way. The major problem for senior management is to
coordinate and control all of these operations as a worldwide business. If
coordination doesnt work, problems arise, and again money is needed to
 mend these problems, which arises costs. So a tighter control and
coordination is needed.

Large- scale production

It is important to point out that there is not a particular point of operation at

which economies of scale cease and diseconomies begin. The process is much
more difficult to measure than this, as certain economies of scale may continue
to be received because sales increases, but the growing significance of
diseconomies gradually begins to take over and average costs may rise. In
practise it is often impossible to state at what level of output this process occurs,
which is why many managers may continue to expand their business unaware
that the forces causing diseconomies are building up to a significant degree.

Are diseconomies avoidable?

MBO- (Management by Objectives) - This will assist in avoiding

coordination problems by giving each division and department agreed
objectives to work towards.

Decentralisation- This gives power to the managers below them,

delegation. This will motivate them more and make them feel like an
important part of the company, the will have a degree of autonomy and
independence. They will now be operated more like smaller business units.
Only really significant strategic issues might need to be communicated to
the centre.

Reduce diversification.

Chapter 22: inventory management.

Stock (inventory) :materials and goods required to allow for the production and
supply of products to the customer.

Why all businesses hold stock.

Manufacturing business will hold stocks in three distinct forms

1. Raw materials and components these are held in stock until they are
used. These stocks can be drawn upon at any time and allow the firm to
meet increases in demand by increasing the rate of production quickly.
2. Work in progress the production will be converting raw materials and
components into finished goods. During this process there will be work in
progress and for some firms this will be the main form of stocks held. The
 value of stocks held in this form depends not only on the length of time
needed to complete production used.
3. Finished goods these are held in stock until sold and despatched to the
customer. These stocks can be displayed to potential customers and
increase the chances of sales. They are also held to cope with sudden,
unpredicted increases in demand so that customers can be satisfied
without delay.

Stock management.

Without effective stock management several serious problems can arise for
firms:

There might be insufficient stocks to meet unforeseen changes in demand.

Out-of-date stocks might be held if an appropriate stock-rotation system is
not used.
Stock wastage might occur due to mishandling or incorrect storage
conditions.
Very high stock levels may result in excessive storage costs and a high
opportunity cost for the capital tied up.
Poor management of the stock-purchasing function can result in late
deliveries, low discounts from suppliers or too large a delivery for the
warehouse to cope with.

In analysing stock-management systems it is essential to be aware of the costs

of holding stocks and the costs of running out of stocks.

Stock- holding costs.

1. Opportunity cost capital tied up in stocks could be used to other uses

such as, to pay off loans, buy new equipment, left in bank to earn interest
etc. the higher level of stocks and the more capital used to finance them,
then the greater the opportunity cost will be. During periods of high
interest rates, the opportunity cost of stock holding increases.
2. Storage cost stocks have to be held in warehouses, some require
special conditions such as refrigeration, also staff will be needed to guard
and transport the stocks and insurance of stocks is recommended. If
finance has to be borrowed to buy the stocks, then this will incur interest
charges. Lower stock levels are likely to reduce these costs significantly.
3. Risk of wastage and obsolescence if stocks are not used or sold as
rapidly as expected, then they probably deteriorate or become out-dated.
Goods often become damaged whilst held in storage or being moved.

Costs of not holding enough stocks.

This occurs when a business can is not able to operate the JIT system. However
there are risks to holding low stock levels, these have financial costs for the firm.
These costs are often called stock-out costs:
 1. Lost sales- if a firm is unable to supply customers form stock, then sales
could be lost to other firms, this could lead to future losses too. Also in
purchasing contracts between businesses, there may be a penalty-
payment if stock is late.
2. Idle production resources if stocks of resources run out, production will
have to stop. This will leave expensive equipment idle and labour with
nothing to do.
3. Special orders could be expensive
4. Small order quantities - keeping low stock levels may mean only ordering
goods and supplies in small quantities, the firm may lose on bulk
discounts, and transport costs will be higher as more deliveries will have
to be made.

Controlling stock levels- a graphical approach

Stock control charts are widely used to monitor firms stock position. These
charts record

- Levels of stock
- Stock deliveries
- Buffer stocks-the minimum stocks that should be held to ensure that
production could still take place should a delay in delivery occur or should
production rates increase. The greater the degree of uncertainty
about deliveries times or production level, then the higher the
buffer stock level will have to be.
- Maximum stock levels over time- this may be limited due to space or
financial costs of holding higher stock levels.
- Reorder quantity- the number of units ordered each time .They will be
influenced by the economic order quantity.
- Lead time- the normal time taken between ordering new stocks and their
delivery. The longer the period of time, then the higher will have
to be the re-order stock level.

Just in time (JIT) stock control.

 JIT: this stock control method aims to avoid holding stocks by requiring
supplies to arrive just as they are needed in production and completed
products produced to order.

For JIT requirements to be met there are certain very important things that
have to be done

- Relationship with suppliers have to be excellent-

- Production staff must be multi skilled and prepared to change jobs at short
notice
- Equipment and machinery must be flexible and be there at all times
- Accurate demand forecasts will make JIT a much more successful policy
- The latest IT equipment will allow JIT to be more successful.
- Excellent employee-employer relationships are essential for JIT to operate
smoothly
- Quality must be the priority, as no essential spare stocks to fall back on.

Advantages
Capital invested in inventory is
reduced and the opportunity cost of
stock holding as well
Costs of storage and stock are reduced
much less stock becoming out dated or
obsolescent
The multi skilled adaptable staff
required for JIT to work may gain from
improved motivation
JIT evaluation
Disadvantages
any failure to receive goods of material
or components may lead to expensive
production delays
delivery costs will increase as frequent
small deliveries are an essential
feature for JIT
Order administration costs may rise as
so many small orders need to be
processed
The reputation of the business depends
significantly on outside factors such as
the reliability of supplying firms

JIT requires a very different organisational culture to that of other stock control
systems that are often referred to as JIC- holding stock JUST IN CASE.

JIT may not be suitable for all firms at all times:

- There may be limits to the application of JIT if the costs resulting from the
production being halted when supplies do not arrive far exceed the costs
of holding buffer stock of key components
- Small firms could argue that the expensive IT system needed for JIT
effectively cannot be justified by the potential cost savings.
- Rising global inflation make holding stocks of raw material more beneficial
as it may be cheaper the buy a large quantity now than smaller quantities
in the future when prices may have risen.

Chapter 24
Introduction to business finance.
No business activity can take place without some finance- or the means of
purchasing the materials and assets needed before the production of a good or
provision of a service can take place. Finance decisions are some of the most
important that managers have to take. The range and choice of finance sources
are extensive and skilled managers will be able to match accurately the need of
their business for particular types of finance with the sources available.

Why business activity requires finance.

Finance is required for many business activities, like for example:

Setting up a business
For the day to day finance- for bills and expenses
To expand
Finance is needed to buy out the owners of the other firm
Special cases- more finance is needed in the recession mode.
Research and development into new products or to invest in new
marketing strategies- Global marketing.

Start-up Capital- Capital needed by an entrepreneur to set up a business

Working capital- The capital needed to pay for raw materials, day-to-day running
costs and credit offered to customers. In accounting terms working capital=
current assets-current liabilities.

Capital and revenue expenditure.

Capital Expenditure- Involves the purchase of assets that are expected to last for
more than one year, such as building and machinery

Capital Revenue- is spending on all costs and assets other than fixed assets and
includes wages and salaries and materials bought for stock.

Working capital - meaning and significance.

Working capital is often described as the lifeblood of a business. Finance is

needed by every business to pay for everyday expenses, such as the payment of
wages and buying of stock. Without sufficient working capital a business will be
illiquid- unable to pay its immediate or short-term debts.

Liquidity- the ability of a firm to be able to pay its short-term debts

Liquidation- when a firm ceases trading and its assets are sold for cash to pay
suppliers and other creditors.

The simple calculation for working capital is: current assets less current
liabilities. Virtually no business could survive without these three assets:
Inventories, accounts receivable and cash in the bank.

How much working capital is needed?

Sufficient working capital is essential to prevent a business from becoming

illiquid and unable to pay its debts. Too high level of working capital is a
disadvantage; the opportunity cost of too much capital tied up in inventories,
accounts receivable and idle cash is the return that money could earn elsewhere
is the business

The working capital requirements for any business will depend upon the length
of this working capital cycle. The longer the time period from buying materials
to receiving payment from customers, the greater will be the working capital
needs of the business.
As the diagram shows, if credit to customers given by the business will lengthen
the time before a sale is turned into cash. Credit received by the business will
lengthen the time before stock bought has to be paid for. To give more credit
than is received is to increases the need for working capital. To receive more
credit than is given is to reduce the need for working capital.

Managers working capital efficiently is vital for all businesses.

Where does finance come from?

Companies are able to raise finance from a wide range of sources. It is useful to
classify these into:

Internal sources
of finance

Profits retained in the business

If a company is trading profitably, some of these profits will be taken in tax by

the government and some is nearly always paid out to the owners or
shareholders (dividends). If any profit remains, this is kept (retained) in the
business and becomes a source of finance for future activities.

Sales of assets.

Established companies often find that they have assets that are no longer fully
employed. These could be sold to raise cash. In addition, some businesses will
sell assets that they still intend to use, but which they do not need to own. In
these cases, the assets might be sold to leading specialists and leased back by
the company. This will raise capital, but there will be an additional fixed cost in
the leading and rental payment.

Reduction in working capital

When businesses increase stock levels or sell goods on credit to customers, they
use a source of finance. When companies reduce these assets by reducing their
working capital capital is released, which acts as a source of finance for other
uses.

Internal sources of finance an evaluation

This type of capital has no direct cost to the business if assets are leased back
once sold, there will be leasing charges. Internal finance doesnt increase the
liabilities or debts of the business, and there is no risks of loss of control by the
original owners as no share are sold.

External sources of finance

Short term sources

Bank overdrafts

This means that the amount raised can vary from day to day, depending on the
particular needs of the business. The bank allows the business to overdraw on
its account at the bank by writing cheques to a greater value than the balance in
the account. This overdrawn amount should always be agreed in advance and
always has a limit beyond which the firm should not go. Business may need to
increase the overdraft for short periods of time if customers dont pay as quickly
as expected or if a large delivery of stocks has to be paid for.

Trade Credit

This means when suppliers provide goods without receiving immediate payment
and this is the same as lending money. These process of lending money is
not free because discounts and supplier confidence is lost.

Debt factoring

This means selling of claims over debtors to a debt factor in exchange for
immediate liquidity only a proportion of the value of the debts will be received
as cash.

Overdraft bank agrees to a business borrowing up to an agreed limit as and

when required.

Factoring - selling of claims over debtors to a debt factor in exchange for

immediate liquidity only a proportion of the value of the debts will be received
as cash.

Sources of medium term finance

Hire purchase an asset is sold to a company that agrees to pay fixed

repayments over an agreed time period the asset belongs to the company.

Leasing obtaining the use of equipment or vehicles and paying a rental or

leasing charge over a fixed period. This avoids the need for the business to raise
long term capital to buy the asset. Ownership remains with the leasing
company.

Long term finance

Long term loans loans that dont have to be repaid for at least one year

Equity finance permanent finance raised by companies through the sale of

shares.

Long-term bonds or debentures;

Long-term bonds or debentures: bond issued by companies to raise

debt finance, often with a fixed rate of interest.

A company wishing to raise funds will issue or sell such bonds to interested
investors. Company agrees to pay a fixed rate of interest each year for the life of
the bond, which can be up to 25 years. Long-term loans or debentures are
usually not secured on a particular asset to gain repayment, the debentures are
known as mortgage debentures.

Sales of shares-equity fi nance;

All limited companies issue shares when they are first formed. Capital raised will
be used to purchase essential assets. Sell shares to the wider public means
potential benefits for a business. Also theres a risk of the loss of control over the
business by the stakeholders. This can be done by two ways:

Obtaining a list on the Alternative Investment Market (AIM), part of the

stock exchange concerned with small companies that want to raise limited
amounts of additional capital.
Apply for a full listing on the Stock Exchange by satisfying the criteria of
(a) selling at least 50,000 worth of shares and (b) having a satisfactory
trading record to give investors some confidence in the security of their
investment.

Public issue by prospectus advertises the company and its shares sale to
the public and invites them to apply for new shares. This is expensive, as it has
to be prepared and issued.

Arranging a placing of shares with institutional investors without the

expense of a full public issue- once a company has gained plc. status, it is
still possible for it to raise further capital by selling additional shares.

Rights issue: existing shareholders are given the right to buy additional
shares at a discounted price.

Debt or equity capital an evaluation;

Debt finance, advantages:

No shares sold, ownership of the company does not change.

Loans will be repaid eventually, theres no permanent increase in the
liabilities of the business
Interests changed are an expense of the business and are paid out before
corporation tax is deducted.
Gearing of the company increases, this gives shareholders the chance of
higher returns in the future.

Equity capital, advantages:

Never has to be repaid, permanent capital

Dividends do not have to be paid every year; in contrast, interest on loans
must be paid when demanded by lender.

Other sources of long-term fi nance;

Grants: Many agencies that are prepared under circumstances, to grant fund to
businesses. Two major sources in the most European countries are the central
government and the European Union. Grants often have conditions attach to it,
such as location and the number of jobs created, if conditions are met, grants do
not have to be repaid.

Venture: Small companies that are not listed on the Stock Exchange
unquoted companies-can gain long- term investment funds from venture
capitalist. Special organizations or wealthy individuals, prepared to lend risk
capital to or purchase shares in, business start-ups or small to medium-size
business that might find it difficult to raise capital from other sources. Venture
capital its a great risk as they could lose all of their money.

Venture capital: risk capital invested in business start-ups or expanding

small business that have good profit potential but do not find it easy to
gain finance from other sources.

Finance for unincorporated business;

Unincorporated business: sole trades and partnerships, cannot raise finance from
the sale of shares and are most unlikely to be successful in selling debentures as
they are likely to be relatively unknown firms. Owners of these businesses will
have access to bank overdrafts, loans and credit from suppliers. They can borrow
money from family and friend and use the savings and profits made by the
owners.

Any owner of an unincorporated business runs the risk of losing all property
owned if the firm fails.
Grants are available to small and newly formed business as part of most
governments assistance of small business

Micro finance

This approach to provide small capital sums to entrepreneurs has grown in

importance in recent years. Microfinance is the provision of financial services
to low-income clients or solidarity lending groups including consumers and the
self-employed, who traditionally lack access to banking and related services.

Finance and stakeholders

Providing finance to a business creates a stakeholder relationship with that

business. All stakeholders have certain rights, responsibilities and objectives, but
these will differ between the various sources of finance.

These are the three main providers of company finance

Rights Responsibilities Objectives

Shareholders - Part - Capital - Receive an
ownership investment annual
of the cannot be return on
company in claimed investment
proportion back from in shares
to the the - To receive
number of company, capital
shares except growth
owned when it through an
- To attend ceases increase in
the AGM trading share price
and vote
- To receive a
dividend by
the board
Banks - To receive - To check on - To make a
interest business profit
payments viability - To receive
as laid before loan repayment
down in the or overdraft of capital at
loan or is agreed, the end of
overdraft this is both the loan
agreement a term
- To be repaid responsibilit
before y to the
shareholder banks and
s if the the
company is companies
wound up shareholder
s
Creditors - To receive - To provide - To provide
payment regular credit to
 agreed statements encourage
- To be paid of amount the
before owing and business to
shareholder terms of purchase
s in the repayment stock
event of the
business
being
wound up

Raising external finance- the importance of a business plan

Business plan- detailed document giving evidence about a new or existing

business, and that aims to convince external lenders and investors to extend
finance to the business.

Business plans do not guarantee the success of a business, but they are likely to
increase the chances of avoiding failure. This plan does not only provide
essential evidence to investors and lenders, but it also

- Forces the owners to think long and hard about the proposal, its strengths
and potential weaknesses
- Gives the owner and managers a clear plan of action to guide their actions
and decisions

Making a financing decision

You need to use the following steps:

Decision making typically follows a six-step process:

1. Identify the problem or opportunity

2. Gather relevant information

3. Develop as many alternatives as possible

4. Evaluate alternatives to decide which is best

5. Decide on and implement the best alternative

6. Follow-up on the decision

Factors influencing finance choice Why significant

Use to which finance is to put.
- It is very risky to borrow long
term finance to pay for short
term needs. Businesses should
match the sources of finance to
the need for it
- Permanent capital may be
needed for long term business
expansion
Cost - Obtaining finance is never free
- Loans may become very
expensive during a period of
rising interest
- A stock exchange flotation can
cost millions of dollars
Amount required - Shares issues and sales of
debenture, because of the
administration and other costs ,
would generally be used only for
large capital sums
- Small bank loans or reducing
debtors payment period could be
used to raise small sums

Legal structure - Shares issues can only be used

by limited companies.
- If the owner want to retain
control of the business at all
costs, then a sales of shares
might be unwise

Size of existing borrowing - This is a key issue- the higher

the debts of a business the
higher the risk of getting in more
- This concept is referred to as
gearing
Flexibility - When a firms has a variable
need for finance, a flexible form
of finance is better than a long-
term and inflexible sources

Chapter 27-Forecasting Cash flows.

The importance of cash flow

Profits do not pay for the running of a business, but cash does. Profits is of course
important in the long run, but initially, cash is need to run the business
successfully

Cash flow: the sum of cash payments to a business (inflows) minus the sum of
cash payments (outflows)

Liquidation: when a firm ceases trading and its assets are sold for cash to pay
suppliers and other trade creditors.

Insolvent: when a business cannot meet its short term debts

Cash flow planning is vital for new entrepreneurs because:

- New business start-ups are often offered much less time to pay suppliers
than larger, well established firms, they are given a shorter credit period
 - Banks and other lenders may not believe the promises of a new
businesses owner, as they have no trading record

- Finance is often very tight at start-up, so not planning accurately is of

even more significance for a business.

Cash inflows: payments in cash received by a business such as those from

customers (debtors) or from the bank, here are some examples:

- Customers cash purchases- these will be difficult to forecast as they

depend on sales, so a sales forecast will be necessary

- Debtors payments- these are difficult to forecast as these depend on

two unknowns. Firstly what is the likely level of sales credit and secondly
when will the debtors actually pay

Cash outflows: payments in cash made by a business, such as those to

suppliers and workers, here are some examples:

- Bank loan payments- this will be easy to forecast as this is under direct
control.

- Lease for premises- easy to forecast as this will be in the details of

property.

How to forecast cash flow?

Forecasting cash means trying to estimate future cash inflows and outflows,
usually on a monthly basis. Businesses have to plan this so that they always
have a certain amount of money in the business at a certain time, because if not,
the business will have no working capital

Debtor: customers who have bought products on credit and will pay at am
agreed date in the future.

The structure of cash-flow forecasting

All cash flow forecasts have three basic sections:

Cash inflows: this section records the cash payments into the business,
including cash sale, payments for credit sales and capital inflows.

Cash outflows: this section records the cash payments by the business
including wages and materials

Net monthly cash flow and opening and closing balance: this shows the
net cash flow for the period and the cash balances as the start and end of the
period.

Uses of financial planning

- By showing periods of negative cash flow, plans can be put in place to

provide additional finance
 - If negative cash flow appears to be too great, then plans can be made for
reducing theses.

- A new business proposal will never progress beyond the initial planning
stage unless investors and bankers have access to cash-flow forecast and
the assumptions that lie behind it.

Limitations of financial planning

- Mistakes can be made in preparing the revenue and cost forecast or they
may be drawn up by inexperienced entrepreneurs or staff

- Unexpected cost increases may lead to major inaccuracies in forecasts.

- Wrong assumptions can be made in estimating the sales of the business,

perhaps based on poor market research.

Causes of cash flow problems

- Lack of planning: cash flow forecasts help greatly in predicting future

cash problems in the business. This form of financial planning can be used
to predict potential cash-flow problems so that business managers can
take action to overcome them.

- Poor credit control: the credit control department of business keeps a

check on all customers accounts, whos paid and who hasnt. If this credit
control is inefficient and badly managed, then debtors will not be chased
up for payment and potential bad debts will not be identified.

- Allowing customers too long to pay debts: in many trading situations

business will have to offer trade credit to customers in order to be
competitive; however allowing customers too long to pay means reducing
short term cash inflows, which could lead to cash-flow problems.

- Expanding too quickly: when a business expands rapidly, it has to pay

for the expansion for increased wages and material months before it
receives cash from additional sales. This overtrading can lead to serious
cash-flow shortages.

- Unexpected events: a cash flow forecast can never be guaranteed to be

100% accurate.
Unforeseen
increase in
costs.

Way to improve
cash flow
Managing working capital

Ways to increase cash inflows and their possible drawbacks

Method How it works Possible drawbacks

Overdraft Flexible loans on which - Interest rates can

the business can draw as be high
necessary up to an
agreed limit - Overdrafts can be
withdrawn by the
bank and often
cause insolvency

Short term loan A fixed amount can be - The interests costs

borrowed have to be paid

- The loan must be

repaid by the date

Sale of assets Cash receipts can be - Selling assets

obtained from selling off quickly can result
redundant assets in a low price

- The assets could

have been used as
collateral for future
loans

Sale and leaseback Assets can be sold to - The leasing costs

finance the company add to annual
overheads

- The assets could

have been used as
collateral for future
loans

Debt factoring Debt factoring companies - Only about 90-95%

can buy the customers of the debt will
bill from a business and now be paid by the
 offer immediate cash. debt factoring
company

Ways to reduce cash outflows and their possible drawbacks

Method How it works Possible drawbacks

Delay payments to Cash outflows will fall - Suppliers may

suppliers in the short term if reduce any
bills arent paid discount offered
with the
purchase

- Suppliers can
either demand
cash on delivery
or refuse to
supply at all

Delay on spending By not buying - The efficiency of

capital equipment, etc. cash the business
will not have to be may fall if
paid to suppliers outdate

- Expansion
becomes very
difficult

Cut overhead These costs will not - Future demand

spending that does reduce production may be reduced
not directly affect capacity and cash by failing to
output payments promote the
products
effectively

Chapter 28- Costs

Introductions Who needs cost data?
Management decisions can cover a wide range of issues and they require much
information before effective strategies can be adopted. These business decisions
include location of the operations, which method of production to use, which
products to continue to make and whether to buy in components or make them
within the business. Major uses of cost data include:

- Profit and loss cannot be calculated without accurate cost data. Location might
be based on profits and losses.

- Marketing needs accurate cost data in order to inform their pricing decisions.

- Costs records might also help to make comparisons with the past.

- Past costs data can help for future budgets and pricing.

- Resource use might be based on costs.

- Business performance is influenced by the cost as the manager decides what is

best for the business.

What are the costs of production?

Calculating costs for each product is complex; therefore there are many different
classifications. It is important to comprehend cost classification. The most
important ones are:

- Direct costs

- Indirect costs

- Fixed costs

- Variable costs

- Marginal costs

Direct costs

Cost of the meat in a hamburger.

Cost of mechanic in a garage.

Salary of a teacher in a school.

The most common costs in manufacturing are the costs of materials and labour.

Indirect costs

Cost of tractor in a farm

Promotional expenditure in a supermarket

Rent to the garage

The cost of cleaning a school

How are costs affected by the level of output?

Not all costs will vary directly in line with production increases and decreases.
Costs may be classified by:

Fixed costs: Costs that do not vary with the output in the short run.

Variable costs: Costs that vary with output, for example, materials used in
making a washing machine or the electricity used to cook a fast-food meal.

Marginal costs: The extra cost of producing one more unit of output.

Problems in classifying costs

For example; Labour costs: These will be variable or fixed costs depending on the
employment contract made. For example, if the worker of a company that makes
the machines, is made hourly, that will be a variable costs as it fully depends on
the worker his wage, and the wage given to him, but on the other side, a TV
presenter will be given a salary that will be a fixed cost, even though he works
more that he needs to.

Break-even analysis

Break-even point of production: the level of output at which total cost equal total
revenue neither a profit nor a loss is made.

Break-even analysis can be undertaken in two ways:

Graphical method

Equation method

The graphical method the break-even chart.

Usually drawn using three pieces of information:

Fixed costs: will not vary in a short term the level of output which must be paid
whether the firm produces anything or not.j

Total costs: addition of a fixed and variable costs; variable cost vary in
proportional to the output

Sales revenue: obtained by multiplying selling price by output level.

Fixed-cost line is horizontal, showing cost are constant in all output levels.
Sales revenue starts at the origin (0), no sales made = no revenue.

Variable-cost line starts at the origin (0), no good produced = no variable cost.
(not necessary to interpret the chart, often omitted)

Total cost-line starts at the level of fixed costs, difference between are total and
fixed cost being accounted for by variable costs.

Margin of Safety

Margin of safety the amount by which the sales level exceeds the break-even
level of output.

This is a useful indication of how much sales could fall without the firm falling
into loss.

The break-even equation

Contribution per unit selling price less variable costs per unit.

BREAK-EVEN LEVEL OF OUTPUT = FIXED COSTS

CONTRIBUTION PER UNIT

Break-even analysis further uses

Charts can be redrawn showing potential new situation and this can then be
compared with the existing position of the business. Care must be taken in
making these comparisons, as forecasts and predictions are usually necessary.

Examples of further uses of the break-even technique:

1. A marketing decision the impact of a price increase

2. An operations-management decision the purchase of new equipment with

lower variable costs.

3. Choosing between two locations for a new factory.

The usefulness of break-even analysis can be summarised as follows:

Charts are relatively easy to construct and interpret

Analysis provides useful guidelines to management on break-even points, safety

margins and profit/loss levels at different rates of output

Comparisons can be made between different options by constructing new charts

to show

Break-even point of production: the level of output at which total cost equal total
revenue neither a profit nor a loss is made.

Break-even analysis can be undertaken in two ways:

Graphical method

Equation method

The graphical method the break-even chart.

Usually drawn using three pieces of information:

Fixed costs: will not vary in a short term the level of output which must be paid
whether the firm produces anything or not.

Total costs: addition of a fixed and variable costs; variable cost vary in
proportional to the output

Sales revenue: obtained by multiplying selling price by output level.

Fixed-cost line is horizontal, showing cost are constant in all output levels.

Sales revenue starts at the

origin (0), no sales made = no
revenue.

Variable-cost line starts at the

origin (0), no good produced =
no variable cost. (not
necessary to interpret the
chart, often omitted)

Total cost-line starts at the

level of fixed costs, difference
between are total and fixed
cost being accounted for by
variable costs.

The point at which the total-cost and sales-revenue lines cross (BE) is the break-
even point. At productions levels below the break-even point, the business is
making a loss; at production levels above the break-even point the business is
making a profit.

Evaluation of break-even analysis

This analysis also has limitations:

- The assumption that cost and revenues are always represented by straight lines
in unrealistic. Not all variable costs change directly or smoothly with output.

- Not all costs can be conveniently classified into fixed and variable costs. The
introduction

of semi variable costs will make this technique much more complicated

- Semi variable cost is an expense which contains both a fixed costs

component and a variable cost component

- There is an allowance made for inventory levels on the break-even chart. It

is assumed that all units produced are sold. This is unlikely to always be the case
in practice

- it is also unlikely that fixed costs will remain unchanged at different output
levels up to maximum capacity
Evaluation of the costing approaches

Full costing:

Full costing can be useful for single-product firms and as quick guideline to the
costs of products. However, it does have serious flaws for multi-product business
because the approach does not apportion overheads on a real basis. The final
costing figure may, in fact, be inaccurate or misleading. Full-costing data could
be used to make comparisons of costs calculated on the same basis over time,
but it should not be widely used for decision making.

Marginal or Contribution Costing:

Marginal or contribution costing is now the most widely used method for decision
making, because it accepts that fixed overhead costs must be paid during a
particular time period, regardless of the level of production. Marginal costing
does have one potential drawback. If overheads are set aside for costing
purposes, there is a danger that they could be overlooked altogether. This could
mean that contribution is confused with profit, and pricing decisions for products
could ignore the fixed-cost element.

Final Evaluation of costs in operations management:

Operations-management decisions often require accurate and up-to-date cost

data. Manager need to be aware of the different types and classifications of costs
in making their decisions. The importance of cost and profit centres cannot be
over-emphasised.

The need to consider more than one method of costing in making crucial
decisions is also vital-to depend solely on fixed costing would lead to poor
decisions in many instances. Costs are significant but the successful operations
manager will also consider other data from a wide range of sources before
making decisions on issues such as location, make or buy, and purchasing of
new capital equipment.

Chapter 29 : Accounting fundamentals

Introduction

All businesses have to keep detailed records of purchases, sales and other
financial transactions. If financial records are not kept, then some rhetorical
questions affecting certain group of people, for example:

HOW MUCH DID WE BUY FROM OUR SUPPLIERS AND HAVE THEY BEEN
PAID YET?- Group affected: Managers and Suppliers
DID WE PAY TO THE WORKERS Group affected: Managers and Workers.

Internal and external users of accounting information

It is common to divide the users of accounting information into internal and
external users. The managers of a business are termed internal suers and they
will have access to much more detailed and up-to-date data than other groups.
External groups include the banks, government, employees and shareholders
and other stakeholders of the business. Here are why they need accounting data:

Business Managers

To measure the performance of the business to compare against targets,

previous time periods and competitors
To help them take decision, such as new investments.
To control and monitor the operation of each department and division of
the business
To set targets or budgets for the future and review these against actual
performance.

Banks

To decide whether to lend money to the business

To assess whether to allow an increase in overdraft facilities
To decide whether to continue an overdraft facility or a loan.

Creditors, such as suppliers

To see if the business is secure and liquid enough to pay off its debts
To assess whether the business is a good credit ricks
To decide whether to press for early repayment of outstanding debts.

Customers

To assess whether the business is secure

To determine whether they will be assured of future supplies of the goods
they are purchasing
To establish whether there will be security of spare parts and service
facilities.

Government

To calculate how much tax is due from the business

To determine whether the business is likely to expand and create more
jobs and be of increasing importance to the countrys economy
To assess whether the business is in dangers of closing down, economic
problems
 To confirm that the business is staying within the law in terms of
accounting regulations.

Investors, such as shareholders

To assess the value of the business and their investment in it

To establish whether the business is becoming more or less profitable
To determine what share of the profits investors are receiving
To decide whether the business has potential for growth.
Compare to business investors that they had
If they are actual investors, to decide whether to consider selling all or
part of their holding.
Workforce

To assess whether the business is secure enough to pay wages and

salaries
To determine whether the business is likely to expand or be reduced in size
To determine whether, if profits are rising, a wage increases can be
afforded.
To find out how the average wage in the business compares with the
salaries of directors.

Local community

To see if the business is profitable and likely to expand, this could be good
for the local economy.
To determine whether the business is making losses and whether this
could lead to closure.

Limitations of published accounts

Limitations on release of accounting info.

Sensitive information risk to fall out to competitors.
Things that mustnt be present making company annual reports:

Details of sales and profitability of each good or service produced by the

company and of each division or department
The research and development plans of the business and proposed new
products
The precise future plans for expansion
The performance of each department or division
Evidence of companys impact on the environment
Fture budgets or financial plans.
Financial accounting Management accounting
Collection of data on daily Preparation of information for
transactions managers on any financial aspect of
a business, its departments and
products
Preparation of the published report Analysing internal accounts such as
and accounts of a business departmental budgets
balance shit, income statement and
cash statement.
Information is used by external Information is only made available to
groups managers of the business internal
users
Accounts usually prepared once or Accounting reports and data
twice a year prepared as and when required by
managers and owners
Accountants are bound by the rules No set rules accounts will produce
and concepts of the accounting information in the form requested
profession. Company accounts must
observe the requirements of the
Companies Acts
Covers past periods of time Can cover past time periods, but can
also be concerned with the present
of projections into the future.
Management and fi nancial accounting

Foundations of accounting - accounting concepts and

conventions

Important to base all accountings in the same base basic

principles.
If not it will be impossible to compare with accounts of other
companies based in diff erent countries.
Cause huge problems for multinational companies as if accounts
based on activities recorded in other countries using diff erent
concepts and conventions.
(There will be no As or A level Business Studies question based on
this principles

The double-entry principle

Every time business engage in transactions, there will be two sides to this
transactions
So this means business must include this transaction twice; Such as sale
of goods to a costumer on credit will lead to stock falling in value (1 st
record) and the costumer owing money to the business (2 nd record)
 Some computer programs specially design for keeping accounts would be
used for this double-entry task.

Accruals

Accruals arrive when services have been supplied to a business, but not
being paid at the time the accounts are drawn up
Profit in the current accounting period will be overstated, as the one
months electricity has not been charged to this accounting period.
Profit in the next accounting period will be understated as it will include
some of the electricity cost for the current year.
The accruals adjustment adds the unpaid cost to the total cost of the
current accounting period.

The money-measurement principle

Accounts need common form of measuring the wealth and performance of

the business they work for.
Without a common form of measurements, will be impossible to compare
data in terms of quantifiable
Items in transactions that can be measured in monetary terms are
recorded in a business account books and not the skills and experience of
the companys director.

Conservatism also known as the prudence concept

Managers tend to be rather optimistic about a future event.

Might lead managers to assume that profit are higher and cost are lower
than they really are
This could lead to bigger pay-outs to investor than are really justified
Accounts are trained to be more realistic
Accounts should provide for and record losses as soon as they are
anticipated.
Profit should not be recorded until they have realised.

The realisation concept

State that all revenue and profit should be recorded in the accounts when
legal titles of the goods are transferred
Means when the costumer is legally bound to pay for them, unless they
can be proven to be faulty
Sales are not recorded when an order is taken or when payment is actually
made but when the goods or services have been provided to the
customer.
Profit and loss account section

In this section, the income statement calculates both, the net profit and the
profit after the tax

Key definitions:

-Net profit (operating profit): gross profit minus overhead expenses

- Profit after tax: operating profit minus interest costs and corporation tax

Recalling from chapter 28, overheads are costs or expenses of the business that
are not directly related to the number of units sold. These can include rent and
business rates, management salaries, lighting expenses and depreciation.
Operating profit (net profit) is the profit made before taxation.

Appropriation account

This final section of the income statement shows how the profits after tax are
distributed in the company between owners.

Key definitions:

- Dividends the share of the profits paid to shareholders as a return for

the investing in the company.
- Retained profit the profit left after all the deductions, including
dividends, have been made. This is Ploughed back into the company as a
source of finance.

The uses of income statements

This information contained on the profit and loss account can be used in a
number of ways:

- It is used to compare the performance of a business over time or with

another business.
- Predictions in profits can be made.
- Helps creditors to decide whether to lend money or not.
- Gives a futuristic vision to investors.

Key definitions:

- Low-quality profit one off profit that cannot easily be repeated or

sustained
- High-quality profit profit that cannot be repeated and sustained

The balance sheet - what it shows about a business

Key definitions:

- Balance sheet an accounting statement that records the values of

business assets, liabilities and shareholders equity at one point of time.
- Asset an item of monetary value owned by a company
- Liability A financial obligation of a business that it is required to pay in
the future.
- Shareholders equity Total value of assets total value of liabilities.
- Share capital the total value of capital raised from shareholders by the
issues of shares.

The balance sheet records the net wealth or shareholders equity of a business at
one moment of time. The aim of most businesses is to increase the shareholders
equity by raising the value of business assets.

Shareholders equity comes from 2 main sources:

- The capital obtained by the purchase of shares

- The retained earnings of the company which are accumulated

Key definitions:

- Non-current assets Assets to be kept and used by the business for

more than one year (fixed assets)
- Intangible assets items of value without any physical presence
- Current assets assets that are likely to be turned into cash before the
next balance sheet
- Inventories Stocks held by a business in the form of materials,
work in progress and finished goods.
- Accounts receivables (debtors) The value of payments to be
received from customers who have bought goods on credit. Also known as
'Trade receivables'
- Current liabilities - debts of the business that will usually have to
be paid within one year.
- Accounts payable (creditors) - value of debts for goods bought on
credit payable to suppliers. Also known as 'Trade payables'
- Non-current liabilities - value of debts of the business that will be
payable after more than one year.

Non-current of fixed assets

The most common examples of fixed assets are; land, buildings and
machinery. These are tangible assets. Intangible assets include:
-Patents
-Trademarks
-Copyrights
-Goodwill
The reputation and prestige of a business that has been operating for some
time also give value to the business over and above the value of its
physical assets.

Goodwill- Arises when the Business is valued at or sold for more than the
balance-sheet value of its assets
Current Assets:

These are important to a business. The most common examples are inventories,
accounts payable (debtors who have bought goods on credit) and cash.

Current Liabilities:

Typical current liabilities include accounts on payable (suppliers who have

allowed the business credit), back overdraft and unpaid dividends and tax.

Working Capital:

It can be calculated from the balance sheet by the formula:

Current assets - current liabilities. It can also be referred to as net current assets.

Shareholders equity:

This is sometimes referred to as shareholders funds. It represents the capital

originally paid into the business when the shareholders bought shares (share
capital) or the retained earnings/profits of the business that the shareholders
have accepted should be kept in the business. There are also known as reserves.
Other reserves can also appear on the balance sheet if a company believes that
its fixed assets have increased in value (revaluation reserve) or if it sells
additional share for more than their nominal value (share premium reserve).

Shareholders equity is the permanent capital of the business- it will not be

repaid to shareholders (unless the company ceases trading together), unlike
loans that are repaid to creditors.

Non-current liabilities (long-term liabilities)

These are the long-term loans owed by the business. These are due to be paid
over a period of time greater than one year and include loans, commercial
mortgages and debentures.

Other information in published accounts:

Apart from the three main accounting statements, other information is required
by law to be included in company published accounts. Some of the most
important sections are:

1. The Cash-flow Statement: record of the cash received by a business

over a period of time and the cash outflows from the business.

This is the third and final main account published in the annual report accounts.
It focuses not on profit or net worth but on how the companys cash position has
changed over the past year. These statements, therefore, indicate where the
companys cash has become during the year- and how it has been spent. By
focusing on cash or liquidity- these statements help managers realize why a
profitable business might be running out of cash.

2. Chairmans Statement:
This is a general report on the major achievements of the company over the past
year, the future prospectus of the business and how the political and economic
environment might affect the companys prospectus.

3. The Chief Executives Report

This is a more detailed analysis of the financial year, often broken down by are of
main product divisions. Major new projects will be explained and many closures
or rationalization that occurred will also be briefly referred to.

4. The Auditors Report:

This is the report by an independent firm of accountants on the accuracy of the
accounts and the validity of the accounting methods used. If there are no
problems with the accounts, the auditors will state that the accounts give a true
and fair view of the businesss performance and the current position.
 5. Notes to the accounts:
The main accounts contain only the basic information needed to assess the
position of the company. They do not contain precise details, such as the types of
individual fixed assets, the main long-term loans or the depreciation methods
used.

Introduction to accounting-ratio analysis

With a businesss accounting figures we can:

- Compare this years profit to the last

- Changes in revenue can be identified
- Differences between one years and the next current assets and liabilities
- Shareholders equity

Making these calculations can be good for the business but many problems may
also arise:

- You cannot tell exactly about the two businesses performance just by
looking at figures
- You cannot tell the profitability of the businesses.

To do exact calculations for this you need to use these two types of ratio:

- Profitability ratios: these include the profit margin ratios which

compare the profits of the business with the sales revenue
- Liquidity ratios: these give a measure of how easily a business could
meet its short term debts

Profit margin ratios

- Gross profit ratio is used to compare the gross profit with the sales
turnover

Gross profit margin= gross profit/sales revenue x100

- Net profit margin is used to compare the net profit with sales revenue.

Net profit margin= net profit/sales revenue x 100

Liquidity ratios
1. These ratios assess the ability of the firm to pay its short-term debts.

2. They are not concerned with profits, but with the working capital of the
business.

3. If there is too little working capital, then the business could become illiquid
and be unable to settle short-term debts.
4. If it has too much money tied up in working capital, then this could be
used more effectively and profitably by investigating in other assets

Liquidity the ability of a firm to pay its short-term debts

Current ratio

5. This compares the current assets with the current liabilities of the business

Current ratio= _current assets_

current liabilities

The result can be expressed as a ratio (2:1) or just as a number. No result can be
considered as a reliable guide to a firms liquidity. Many accountants recommend
a result of around 1.5 2, but much depends on the industry the firm operates in
and the recent trend in the current ratio. For instance, a result of around 1.5
could be a cause of concern if, last year, the current ratio had been much higher
than this.

Method to increase Examples Evaluation of method

profit margins

Increase gross and net 1 Using cheaper 1 Consumers

profit margin by materials, e.g. rubber perception of quality
reducing direct costs not leather soles on may be damaged and
shoes. this could hit the
products reputation.
2 Cutting labour costs, Consumers may expect
e.g. relocating lower prices, which may
production to low cut the gross profit
labour cost countries, margin.
such as Dyson making
vacuum cleaners in 2 Quality may be at risk;
Malaysia. communication
problems with distant
3 Cutting labour costs factories.
by increasing
productivity through 3 Purchasing machinery
automation in will increase overhead
production, e.g. the costs.
Hyundai production line
uses some of the most
 labour-saving robots in
the world.

4 Cutting wage costs by

reducing workers pay.

Acid Test Ratio

It ignores the least liquid of the firms current assets inventories. By eliminating
the value of the inventories from the acid-test ratios, the users of accounts are
given a clearer picture of the firms ability to pay short-term debts.

ACID-TEST RATIO LIQUID ASSETS

CURRENT LIABILITIES

LIQUID ASSETS CURRENT ASSETS INVENTORIES = LIQUID ASSETS

POINTS TO NOTE:

Results below 1 are often viewed with caution by accountants as this

means that the business has less than 1$ of liquid assets to pay each1$ of
short-term debt.
The full picture needs to be gained by looking at previous years results.
Firms with very high inventory levels will record very different current and
acid test ratios. This is not a problem if inventory levels are always high
for this type of business, such as a furniture retailer.
Whereas selling inventories for cash will not improve the current ratio
both items are included in current assets this policy will improve the acid
test ratio as cash is a liquid asset but inventories are not.

Limitations of Ratio Analysis

1. The 4 ratios studied give an incomplete analysis of the business.

2. One ratio result on its own is of very limited value
3. Comparing results with other businesses should be done with caution,
they can be window dressed.
4. Poor ratio results only highlight a potential business problem.
5. Financial statements can only measure quantitative performance.