Chủ tịch TGDĐ Nguyễn Đức Tài chỉ ra chiến lược mua hàng ai kinh doanh cũng cần lưu ý

Lãnh đạo doanh nghiệp không bao giờ cho phép một mặt hàng chỉ có một người bán, một nhà cung cấp cho mình.

Chủ tịch TGDĐ Nguyễn Đức Tài chỉ ra chiến lược mua hàng ai kinh doanh cũng cần lưu ý: Nếu bị rơi vào cám dỗ thì 1-2 năm sẽ bị bật ra khỏi thị trường

Sự khác nhau về biên lãi gộp giữa Vinamilk, Thế giới di động, FPT Retail

Trong phân tích sức khoẻ của một doanh nghiệp, biên lợi nhuận gộp là cấp độ đầu tiên và quan trọng để đánh giá khả năng sinh lợi. Chỉ tiêu này cho biết với mỗi đồng doanh thu đem về thì doanh nghiệp nhận được bao nhiêu đồng lợi nhuận gộp, sau khi trừ đi giá vốn hàng bán.

Biên lợi nhuận gộp càng cao thì doanh nghiệp làm ăn càng có lãi và hiệu quả. Nhưng cũng không có nghĩa biên lợi nhuận gộp thấp thì doanh nghiệp làm ăn kém hiệu quả. Do đó, để đánh giá được chỉ tiêu này bao nhiêu là tốt chúng ta cần phải đặt trong bối cảnh riêng của mỗi doanh nghiệp và mỗi ngành.

Thông thường các doanh nghiệp sản xuất sẽ có biên lợi nhuận gộp cao hơn so với những doanh nghiệp thương mại. Hãy thử xem qua chỉ tiêu này giữa 3 ông lớn gồm: Vinamilk, Thế giới di động và FPT Retail trong cùng một khoảng thời gian từ 2013-2021.

Chủ tịch TGDĐ Nguyễn Đức Tài chỉ ra chiến lược mua hàng ai kinh doanh cũng cần lưu ý: Nếu bị rơi vào cám dỗ thì 1-2 năm sẽ bị bật ra khỏi thị trường - Ảnh 1.

Giai đoạn này, Vinamilk luôn duy trì mức biên lợi nhuận gộp trên 30%, thậm chí đạt đỉnh 48% vào năm 2016 và duy trì đều đặn 47% trong vài năm sau. Trong khi đó 2 doanh nghiệp bán lẻ là Thế giới di động và FPT cao nhất luôn có mức thấp hơn 25%. Cụ thể trong 2 năm gần đây Thế giới di động mới đạt được biên lợi nhuận gộp 22%, còn trước đó luôn ở mức dưới 20%. FPT Retail hiện cũng duy trì mức từ 13-14% biên lợi nhuận gộp.

Biên lợi nhuận gộp càng cao thì doanh nghiệp làm ăn càng có lãi và hiệu quả. Ngoài ra khi chỉ tiêu này trên mức 30% cho thấy doanh nghiệp đang có lợi thế cạnh tranh. Với những doanh nghiệp bán lẻ thường không có lợi thế cạnh tranh vì chỉ đơn thuần hoạt động nhập hàng và bán hàng thay vì trực tiếp tạo ra sản phẩm.

Hơn nhau ở chiến lược mua hàng 

Để gia tăng khả năng sinh lời, bất kỳ doanh nghiệp nào cũng cần đòi hỏi quản lý hiệu quả giá vốn hàng bán. Điều này lại càng đặc biệt quan trọng với Thế giới di động. Trong buổi chia sẻ với một cộng đồng doanh nhân, Chủ tịch Thế giới di động Nguyễn Đức Tài rất nhấn mạnh vai trò của việc mua hàng khi được hỏi về nghiệp vụ này.

“Bạn cần mua cái gì thì đi tìm người đó. Lúc còn nhỏ thì đi mua lại của các ông bán sỉ, lớn lên chút thì tìm cách mua trực tiếp, mà lớn nữa như Thế giới di động thì chỉ có mua từ nhà máy thôi và thậm chí mua từ nhà máy lớn. Có thể nói tất cả những phụ kiện của Thế giới di động mua trực tiếp từ nhà máy lớn. Tuỳ giai đoạn phát triển của mình mà chiến lược mua hàng nó thay đổi nhưng có một vài nguyên tắc tôi nghĩ là nên lưu ý. 

Các bạn đang nắm trong tay một đội ngũ mua hàng vớ vẩn, họ lấy của nhà cung cấp 5-10% thì còn lại là con số âm.

Đó là lý do vì sao nhiều doanh nghiệp bán lẻ luôn luôn ở trạng thái âm. Không phải vì họ không biết làm mà nó thất thoát quá lớn trong quá trình mua hàng, để ý cái đó. Làm sao để có được đội ngũ mua hàng trong sạch thì lại là câu chuyện khác nữa”, Chủ tịch Thế giới di động chia sẻ.

Điểm thứ 2 ông Tài cũng chỉ ra là chiến lược mua hàng cơ bản bất kỳ doanh nghiệp nào cũng cần lưu ý là multi vendors (tạm dịch: Đa dạng nhà cung cấp). Cụ thể lãnh đạo doanh nghiệp không bao giờ cho phép một mặt hàng chỉ có một người bán, một  nhà cung cấp cho mình.

Chủ tịch Thế giới di động chỉ ra cám dỗ cơ bản của việc chỉ sử dụng một nhà cung cấp. Thường các nhà cung cấp sẽ đưa ra những phương án hạ giá để doanh nghiệp mua 100% sản phẩm từ họ. Lấy ví dụ bạn đang mua hàng của nhà cung ứng A với giá 10 đồng và nhà cung ứng B với giá 11 đồng. Khi nhà cung ứng A hạ giá xuống 9 đồng, lợi ích trước mắt rất rõ ràng là doanh nghiệp giảm được chi phí.

“Ông 10 đồng nói ông mua một mình tôi đi tôi bán 9 đồng, gật một cái thì chi phí liền giảm ngay 1 đồng, thấy hiệu quả tức thì nhưng về lâu dài chiến lược đó tầm bậy. Cứ để cho 2 ông này để họ cạnh tranh giảm giá cung ứng. Duy trì tỷ lệ nhất định ví dụ 20-80. Trong trạng thái cạnh tranh như vậy bạn mới có giá mua hợp lý. Tính về lâu về dài giá mua của bạn chỉ có xuống chứ không lên. Bạn trao hết tương lai cho 1 người thì 1 năm sau, 2 năm sau các bạn out ra khỏi cuộc chơi này. Gật một cái thì về lâu về dài bạn chết với chiến lược đó”, ông Tài khẳng định.

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