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S R B I J A
Pricing
od cenovnika
do police
Ivana Višnjić
Direktor plana i analize
JAFFA AD CRVENKA
Beograd, 24 maj 2012
S R B I J A
1. Jaffa i ja
3S R B I J A
Jaffa AD Crvenka
1976
Jaffa cakes
1981
Munchmallow
2005
O’Cake
2006
Čajno
pecivo,
Petit Beurre,
Polo, Tak
2008
Jaffolitanke,
Napolitanke
Sales 2006 2007 2008 2009 2010 2011
EURmn 18 19 25 24 24 22
4S R B I J A
Ivana Višnjić
1979
1998
2011
2006
2007
2008
2010
http://rs.linkedin.com/in/ivanavisnjic
S R B I J A
2. Pricing
6S R B I J A
Dva lica cene
CENA
Prihodi
Troškovi
Rabati,
Marže...
Cena na
polici
EBIT
Konkurencija
7S R B I J A
Sales based P&L
Bruto prihod
Neto prihod
Bruto Margina I
Bruto
Margina II
EBIT
EBT
- Rabati
- COGS
- MEX & TM
- OVEX
- Fin.Tr. & Van.Tr.
8S R B I J A
Od cenovnika do police
9S R B I J A
Brand SKU Bruto Cena /pcs
Qwerty Prvi 100,00
Total Markup PDV
Cena na polici
(sa PDVom) /pcs
27,12% 1,18 150,00
Od cenovnika do police
10S R B I J A
Od cenovnika do police
11S R B I J A
Brand SKU Bruto Cena /pcs
Qwerty Prvi 100,00
Rabat na fakturi
5,00%
Semi 1 Net /pcs
95,00
Total Markup PDV
Cena na polici
(sa PDVom) /pcs
33,81% 1,18 150,00
Od cenovnika do police
12S R B I J A
Od cenovnika do police
13S R B I J A
Brand SKU Bruto Cena /pcs
Qwerty Prvi 100,00
Rabat na fakturi Ugovorni rabat
5,00% 6,00%
Semi 1 Net /pcs Semi 2 Net /pcs
95,00 89,30
Total Markup PDV
Cena na polici
(sa PDVom) /pcs
42,35% 1,18 150,00
Od cenovnika do police
14S R B I J A
Od cenovnika do police
15S R B I J A
Brand SKU Bruto Cena /pcs
Qwerty Prvi 100,00
Rabat na fakturi Ugovorni rabat Dodatni rabat
5,00% 6,00% 7,00%
Semi 1 Net /pcs Semi 2 Net /pcs Neto cena /pcs
95,00 89,30 83,05
Total Markup PDV
Cena na polici
(sa PDVom) /pcs
53,06% 1,18 150,00
Od cenovnika do police
16S R B I J A
Od cenovnika do police
17S R B I J A
Od police do količina
18S R B I J A
Brand SKU Bruto Cena /pcs
Qwerty Prvi 100,00
Rabat na fakturi Ugovorni rabat Dodatni rabat
5,00% 6,00% 7,00%
Semi 1 Net /pcs Semi 2 Net /pcs Neto cena /pcs
95,00 89,30 83,05
Total Markup PDV
Cena na polici
(sa PDVom) /pcs
42,35% 1,18 139,50
Od cenovnika do police
19S R B I J A
Od cenovnika do police
dodatna
vrednost
za
krajnjeg
potrošača
20S R B I J A
Od kolicine do vrednosti
Kolicine /pcs
Bruto cena /pcs
Bruto Prihod
Rabat na fakturi
Semi 1 Net /pcs
Semi 1 Net
Ugovorni rabat
Semi 2 Net /pcs
Semi 2 Net
Dodatni rabat
Neto cena /pcs
Neto Prihod
Diff @ I
COGS /pcs
COGS
BM I
BM I /pcs
BM I %
MEX + TM
MEX + TM % @NtPh
BM II
BM II /pcs
BM II % @NtPh
OVEX
OVEX % @NtPh
EBIT
Diff @ I
EBIT /pcs
EBIT % @NtPh
Cena na polici (bez PDVa) /pcs
I
100.000
100
10.000.000
100
10.000.000
100
10.000.000
100
10.000.000
60
6.000.000
4.000.000
40
40,0%
1.000.000
10,0%
3.000.000
30
30,0%
2.000.000
20,0%
1.000.000
10
10,0%
150
II
110.000
100
11.000.000
5,0%
95
10.450.000
95
10.450.000
95
10.450.000
450.000
60
6.600.000
3.850.000
35
36,8%
1.000.000
9,6%
2.850.000
26
27,3%
2.000.000
19,1%
850.000
-150.000
8
8,1%
150
III
140.000
100
14.000.000
5,0%
95
13.300.000
6,0%
89
12.502.000
89
12.502.000
2.502.000
60
8.400.000
4.102.000
29
32,8%
1.000.000
8,0%
3.102.000
22
24,8%
2.000.000
16,0%
1.102.000
102.000
8
8,8%
150
IV
180.000
100
18.000.000
5,0%
95
17.100.000
6,0%
89
16.074.000
7,0%
83
14.949.000
4.949.000
60
10.800.000
4.149.000
23
27,8%
1.000.000
6,7%
3.149.000
17
21,1%
2.000.000
13,4%
1.149.000
149.000
6
7,7%
150
V
220.000
100
22.000.000
5,0%
95
20.900.000
6,0%
89
19.646.000
7,0%
83
18.271.000
8.271.000
60
13.200.000
5.071.000
23
27,8%
1.000.000
5,5%
4.071.000
19
22,3%
2.000.000
10,9%
2.071.000
1.071.000
9
11,3%
140
21S R B I J A
Od kolicine do vrednosti
22S R B I J A
Rezultati
23S R B I J A
HVALA NA PAŽNJI... 
24S R B I J A
Kontakt
Ivana Višnjić
Direktor plana i analize
Jaffa AD Crvenka
Business: 063 461 610
ivana.visnjic@jaffa.rs
Private: 065 8 709 709
vishnja@gmail.com
Za sve dodatne
informacije oko
prezentacije,
možeš direktno da
kontaktiraš autora.

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04. ICV sastanak (sales controlling) Ivana Višnjić JAFFA

  • 1. S R B I J A Pricing od cenovnika do police Ivana Višnjić Direktor plana i analize JAFFA AD CRVENKA Beograd, 24 maj 2012
  • 2. S R B I J A 1. Jaffa i ja
  • 3. 3S R B I J A Jaffa AD Crvenka 1976 Jaffa cakes 1981 Munchmallow 2005 O’Cake 2006 Čajno pecivo, Petit Beurre, Polo, Tak 2008 Jaffolitanke, Napolitanke Sales 2006 2007 2008 2009 2010 2011 EURmn 18 19 25 24 24 22
  • 4. 4S R B I J A Ivana Višnjić 1979 1998 2011 2006 2007 2008 2010 http://rs.linkedin.com/in/ivanavisnjic
  • 5. S R B I J A 2. Pricing
  • 6. 6S R B I J A Dva lica cene CENA Prihodi Troškovi Rabati, Marže... Cena na polici EBIT Konkurencija
  • 7. 7S R B I J A Sales based P&L Bruto prihod Neto prihod Bruto Margina I Bruto Margina II EBIT EBT - Rabati - COGS - MEX & TM - OVEX - Fin.Tr. & Van.Tr.
  • 8. 8S R B I J A Od cenovnika do police
  • 9. 9S R B I J A Brand SKU Bruto Cena /pcs Qwerty Prvi 100,00 Total Markup PDV Cena na polici (sa PDVom) /pcs 27,12% 1,18 150,00 Od cenovnika do police
  • 10. 10S R B I J A Od cenovnika do police
  • 11. 11S R B I J A Brand SKU Bruto Cena /pcs Qwerty Prvi 100,00 Rabat na fakturi 5,00% Semi 1 Net /pcs 95,00 Total Markup PDV Cena na polici (sa PDVom) /pcs 33,81% 1,18 150,00 Od cenovnika do police
  • 12. 12S R B I J A Od cenovnika do police
  • 13. 13S R B I J A Brand SKU Bruto Cena /pcs Qwerty Prvi 100,00 Rabat na fakturi Ugovorni rabat 5,00% 6,00% Semi 1 Net /pcs Semi 2 Net /pcs 95,00 89,30 Total Markup PDV Cena na polici (sa PDVom) /pcs 42,35% 1,18 150,00 Od cenovnika do police
  • 14. 14S R B I J A Od cenovnika do police
  • 15. 15S R B I J A Brand SKU Bruto Cena /pcs Qwerty Prvi 100,00 Rabat na fakturi Ugovorni rabat Dodatni rabat 5,00% 6,00% 7,00% Semi 1 Net /pcs Semi 2 Net /pcs Neto cena /pcs 95,00 89,30 83,05 Total Markup PDV Cena na polici (sa PDVom) /pcs 53,06% 1,18 150,00 Od cenovnika do police
  • 16. 16S R B I J A Od cenovnika do police
  • 17. 17S R B I J A Od police do količina
  • 18. 18S R B I J A Brand SKU Bruto Cena /pcs Qwerty Prvi 100,00 Rabat na fakturi Ugovorni rabat Dodatni rabat 5,00% 6,00% 7,00% Semi 1 Net /pcs Semi 2 Net /pcs Neto cena /pcs 95,00 89,30 83,05 Total Markup PDV Cena na polici (sa PDVom) /pcs 42,35% 1,18 139,50 Od cenovnika do police
  • 19. 19S R B I J A Od cenovnika do police dodatna vrednost za krajnjeg potrošača
  • 20. 20S R B I J A Od kolicine do vrednosti Kolicine /pcs Bruto cena /pcs Bruto Prihod Rabat na fakturi Semi 1 Net /pcs Semi 1 Net Ugovorni rabat Semi 2 Net /pcs Semi 2 Net Dodatni rabat Neto cena /pcs Neto Prihod Diff @ I COGS /pcs COGS BM I BM I /pcs BM I % MEX + TM MEX + TM % @NtPh BM II BM II /pcs BM II % @NtPh OVEX OVEX % @NtPh EBIT Diff @ I EBIT /pcs EBIT % @NtPh Cena na polici (bez PDVa) /pcs I 100.000 100 10.000.000 100 10.000.000 100 10.000.000 100 10.000.000 60 6.000.000 4.000.000 40 40,0% 1.000.000 10,0% 3.000.000 30 30,0% 2.000.000 20,0% 1.000.000 10 10,0% 150 II 110.000 100 11.000.000 5,0% 95 10.450.000 95 10.450.000 95 10.450.000 450.000 60 6.600.000 3.850.000 35 36,8% 1.000.000 9,6% 2.850.000 26 27,3% 2.000.000 19,1% 850.000 -150.000 8 8,1% 150 III 140.000 100 14.000.000 5,0% 95 13.300.000 6,0% 89 12.502.000 89 12.502.000 2.502.000 60 8.400.000 4.102.000 29 32,8% 1.000.000 8,0% 3.102.000 22 24,8% 2.000.000 16,0% 1.102.000 102.000 8 8,8% 150 IV 180.000 100 18.000.000 5,0% 95 17.100.000 6,0% 89 16.074.000 7,0% 83 14.949.000 4.949.000 60 10.800.000 4.149.000 23 27,8% 1.000.000 6,7% 3.149.000 17 21,1% 2.000.000 13,4% 1.149.000 149.000 6 7,7% 150 V 220.000 100 22.000.000 5,0% 95 20.900.000 6,0% 89 19.646.000 7,0% 83 18.271.000 8.271.000 60 13.200.000 5.071.000 23 27,8% 1.000.000 5,5% 4.071.000 19 22,3% 2.000.000 10,9% 2.071.000 1.071.000 9 11,3% 140
  • 21. 21S R B I J A Od kolicine do vrednosti
  • 22. 22S R B I J A Rezultati
  • 23. 23S R B I J A HVALA NA PAŽNJI... 
  • 24. 24S R B I J A Kontakt Ivana Višnjić Direktor plana i analize Jaffa AD Crvenka Business: 063 461 610 ivana.visnjic@jaffa.rs Private: 065 8 709 709 vishnja@gmail.com Za sve dodatne informacije oko prezentacije, možeš direktno da kontaktiraš autora.