一个小企业的生存现状——记录寒假实习的点滴.doc

国际学院 08国际商务（1）班 寒假实践报告没有大厦，没有工厂，有的只是柜台前后忙碌的身影。它们的经理、老板也许有着白领的名头，实质上却在做蓝领的工作。在竞争日益激烈的市场中，在金融危机阴影的笼罩下，它们依然顽强地生存着。作者将带您走进一个既熟悉又陌生的小企业，让您感受这种不平庸的平凡。一个小企业的生存现状记录寒假实习的点滴国际学院 国际商务（1）班 庄云虹前言每当我们谈论到企业、公司时，脑海里总会浮现出高大的办公楼，宽阔的厂房。而实际在我们的社会中，中小企业更多的存在于我们的身边，占我国企业总数的95%。它可能只有一间租赁的门面，或者写字楼里偏僻的一个房间；工作人员也只有寥寥可数的几个人。但他们的背后，却可以有着上百万的资金流动。随着信息科技的发展，只要市场在，窄小的办公空间并不妨碍他们赚钱盈利。在竞争日趋激烈的经济环境下，他们是如何生存的？笔者利用寒假的时间进入一家小企业实习，收获颇多。我所实习的这家企业成立于2007年。这是一家长期从事劳动保护用品经营的企业。从企业的资质文件我了解到该企业在正式成立之前就已经有十多年的经营劳动保护用品历史。对于大多数消费者来说，劳动保护用品是一个陌生的概念，因为它主要的销售对象是工厂、工地等工业劳动场所。由于涉及劳动安全与劳动层次，劳保用品一般种类繁多，对材料也有严格的要求。该企业由于资金技术有限，只生产一般劳动防护用品，如工作服、纱口罩等，其他诸如劳保鞋、安全带等产品主要开展批零、兼营、代售业务。笔者这一个星期主要是在公司下属的劳保百文五金供应站里实习，接下来的报告将有两个部分，一个是我的实习经历，另一个是我对企业经理所进行的一个采访。我将会详细的介绍我的所见所闻，所思所感。与您分享这段难忘的经历。印象这间店面位于九江市的九龙街上。整条街都是经营诸如货架、钢管、塑料、劳保等工业产品的店面。早上约八点半，店里的另一个员工丁师傅把门打开，一天的营业便开始了。首先映入我眼帘的是一个正在充电的电动车和一个已经有些锈迹斑驳的三轮车。师傅把三轮车和电动车都推到外面，并告诉我这两个交通工具主要用来去仓库拿货。接着，他把各种收好的样品再摆出来。安全帽、军大衣、回收的蛇皮袋、一个穿着迷彩服的模特、梯子、四箱布料样品等都要放在恰当醒目的位置，便于让顾客挑选，并且又不能显得太乱。除了过道外，两边和中间都是货架，上面有码得整整齐齐的各种手套、劳保鞋、工作服等等。门面的上半部还搭了个阁楼，用于存放货物。如果你跟我一样对商店堆放如此多的存货的必要性有怀疑的话，我迎来的第一个顾客就告诉了我这绝对不是多余的。他一下子就要了400双手套，30个安全带。其实，光顾店里的顾客很少，一般每天只有几个，但是每次的成交额一般都比较大，一天下来结账的时候通常都有几百块钱，好的时候可以上一千。但丁师傅告诉我，扣除成本、运费、房租、税款，所赚的利润其实是很少的。经理在店里的时间很少，因为送货进账等工作都要经理亲自完成。因为多雇一名员工一年可能就要增加一万元的开支，还需要相应的培训熟练，并且不一定会给企业多来一万元的利润。柜台上的两台电话引起我的注意，这可不是普通的电话，刷相应的银行卡可以直接汇货款到其他账户上。这些都为经营者提供了很大的便利。有一次来了一笔业务，要50套冷库里用的棉帽、棉大衣、棉靴。仓库里自然没有这些存货的；我以为业务肯定做不成，但经理和顾客互留了名片，接着便直接打电话给能生产这些货物的工厂，并定好价格和时间，一笔生意便可能做成了。顾客也有很难说话的，对价格的讨还是比较多的情况。这时经理或者丁师傅就会向顾客解释产品材质优劣，让顾客的理解。一般行内人不会乱还价，因为他们知道劳保用品绝对是一分价一分货不同强度难度的工作对劳动保护用品的材质有不同的要求。这也使得记价格成为实习中最大的挑战。就拿手套来说吧，有帆布手套、纱手套、皮手套、止滑手套、涂胶手套等多个品种，涂胶手套还分有PVC手套、红胶手套、黄胶手套等。每种手套的价格都不一样。就连安全帽也有工程塑料和普通塑料之分。一般要的数量多还会适当降点价，为的是薄利多销。访谈下面是我对企业经理的访谈问：您是如何走上创业道路的？经理：我原来在九江劳保用品公司。93年的时候单位裁员，就出来自己干，正好利用原先的业务资源做生意。问：您在经营中的主要遇到的困难是什么？经理：自己的实力不够，因此揽工厂的大单生意招投标竞争很激烈。还有就是资金回笼过慢，流不回来，生意就很难做下去了。 问：您经营对象主要是在那一块？零售占多大比例呢？经理：主要是对工厂、工地，这一块占90%。零售只占很小的部分，大约 10%的样子。问：为什么要成立公司？经理：成立公司可以把业务做强做大，也可以和更多公司做业务。问：我注意到公司营业执照上的公司地址不是门面的地址，这是怎么回事呢？经理：一般成立公司需要房屋的租赁合同，自己的房子比较稳定。公司要求配备电脑、发票打印机， 增值税发票管理规定要求把增值税发票存放在保险柜里，这些东西放在家里很安全。问：您有没有扩宽经营范围的计划？经理：有，下一步打算往环保范围的工业产品发展。问：那生产范围呢？经理：嗯，目前没这个打算。主要是精力有限，小的加工厂工人流动频繁，如果做大的工厂生产又缺乏资金，并且风险大，而且还要要求销量跟上。问：您筹集资金的主要困难在哪？经理：信贷支持很少。像我们这种小企业，银行不敢贷给我们太多的款。问：金融危机对您的经营有多大的影响呢？经理：影响不是很大，有一部分订单大概减少10% 以内，尤其是做外贸生意的公司订单减幅较多。结束语虽然没有大企业的风光与名气，但却与我们的生活息息相关。这家小企业是千千万万个小企业生存现状的缩影。小企业在日趋激烈的市场竞争中克服自身的缺陷，顽强努力地生存与发展着。他们发挥着自己的作用，为市场经济注入了活力。这次实习的经历也给笔者带了很多思考。虽然是一名大学生，有很多像发传真、汇款、开发票、鉴别钞票真伪的基本的技能我还不会，给顾客拿货的时候还错给人少拿了，这些都是今后求职工作所需要注意的地方。只有虚心的学习、认真的观察，才能做好自己的工作。The living condition of a small business Recording of winter social practiceZhuang Yunhong 08 International Business 1 International schoolPrefaceWhen we talk about a business or a enterprise, we always think of high buildings and large factories. However, in fact, there are a larger numbers of small businesses in our society. It may only have a rent shop front, or a single room in a big office building; the number of workers may be small enough that everyone can count out. But there still can have millions yuan of liquidity flows in their hand. With the technologys development, the small office space will not be the obstacle for them making money as long as there has market. In the keener and keener competition, how about there living condition？I spent winter vacation on social practice in a small business, and I gained a lot.The company I went to was founded in 2007. From the qualification documents of it I found that it has a long history of selling labor protection appliance before that year. To many ordinary customers, labor protection appliance is a strange concept. It was because that the main target customers are factory and construction site. And because of the safety and different levels of labor, it has a lot of kinds and strict demanding on quality. Due to the lack of fund and technique, the company only produces some simple products, such as overalls, gauze mask and so on. As for safe belt, shoes and other special products, it only does wholesale or commission sales. I did the one-week practice in a branch of the company. The following report has two parts. The first part is my experience of the practice; the second is an interview to the boss of the company. Ill describe what I saw and what I hear in detail, to share the unforgettable experience with you.ImpressionThe shop front is in the Jiulong Street of Jiujiang. Almost the whole shops of the street sell things like shelf, steel pipe, plastic product and other industrial products. About eight oclock in the morning, the other worker Mr. Ding opened the door. The first thing came into my eyes is a rusty tricycle and a charging electric bike. Ding pushed them out of shop. He told me that they are used to take goods from the warehouse. Then, he put samples out. The safety helmets, long coats, reclaimed gunny bags, a model in camouflage coat, ladder, four boxes of cloth sample must be put in the right place, to be convenient for the customers choose. It should be tidy as well. Except the walking space, the shelves are on both sides and the middle. Many kinds of gloves, shoes, overalls were in a neat stack. For storing goods, there was a loft on the top.If you doubt the necessity of storing so many goods in the shop as me, the first customer I met told me it is a wise choice. He bought 400 pairs of gloves and thirty safe belts. Actually, only a few customers came to the shop, about less than 10 per day, but the revenues of every bargain are big. It can sold goods worth several hundred yuan in one day, sometimes even one thousand. But Ding told me, take of cost, tax, freight, rent, the profit is little. The boss spent little time in the shop, because such work like sending goods, enter bills must be done by boss in person. If add one more employee, it may cost about ten thousand one year, and he or she need some training. But it may not bring the thousand more profit. The two telephones on the desk attract my attention. Its not ordinary telephone, swiping the right bank card it can remit money to other account. These brought great convenience to businessman. Once a customer want 50 suits of coats, boots, cotton-padded caps; the warehouse didnt have all the stuff. I thought it was impossible to make the deal, but boss and customer exchanges each others name cards, then called the factory which produce such goods, make agreement on the price the delivery time,.It is not always easy to make a deal, the most case is the disagreement on price. At that time, boss or Ding will explain to the customers that the differences of materials, to make them understand. Old hands seldom bargain, because they knew the reason make the price different. It also made reciting price to be the biggest challenge for me. Take the gloves as example. There are canvas gloves, leather gloves, gauze gloves, anti-slip gloves, coated gloves and many kinds. The coated gloves also have PVC gloves, yellow latex coated gloves, red latex coated gloves. Even the materials for safety helmets are different. And the price will be lower if the customer wants a large amount, just for “small profit, large sale volume”.InterviewThe following is my interview to the boss.Question: Q Boss: BQ: Why did you want to start to run a business?B: I used to work in The Labor Protect Appliance Company of Jiujiang and was fired in 1993, and then I started to run a business by myself.Q: What is the most difficult challenge in running your business?B: Lacking of economic capabilities made I bid on big deal more difficult. And if the liquidity didnt come back in time, it will be hard to continueQ: What is your target customer? How much proportion does retail selling take? B: It mainly is factory and constriction site. The retail selling only takes about 10%.Q: Why do you want to found a company?B: To make business bigger. Having a company can make deal with more companies.Q: I notice that the address of your business license is not your shop fronts. How come? B: If you found a company, it needs your contract of house renting. My own house is more stable. Company was acquired to have compute and receipt printer. Management of Value-added Tax Invoices said that we should keep the value-added tax invoices in safety box. All this stuff was safe if I kept them in my house.Q: Do you have plans to enlarge your business?B: Yes, the next step I want to develop my business on environment protection. Q: And how about the production area?B: Um, I havent thought about it so for. It is mainly because the limit of my energy. The workers of small factory are not stable. If I enlarge the factory, we need more money and will face more risk. The sales volume must be kept up with it, too.Q: What do you think is the most difficult thing for you raising fund?B: We have little credit aid. Bank dare not lend to much