箭牌中国双赢项目中合作经销商融资问题分析

发布时间：2018-04-03 15:26

本文选题：快速消费品　切入点：中小企业融资　出处：《华南理工大学》2013年硕士论文

【摘要】：经销商是箭牌中国市场分销渠道构成的主体，对箭牌中国的业务发展意义重要。全国约800位经销商为箭牌中国贡献了93%的生意额，并协助箭牌产品分销到了超过1200万家的零售终端。为配合今后箭牌生意的迅猛发展，经销商要在资金、产品组合、人员组织、仓储物流、信息系统等方面都要全方位做好准备。为致力于帮助有志于与箭牌长期发展的经销商的提升，箭牌实施了合作性双赢（Win-Win）项目，把经销商管理项目化。运用项目化管理，结合现代经销商管理的方式为经销商节约成本，解决了经销商资金困难的一部分问题，使其有更多资金及人力专注于帮助箭牌开拓空白市场，完善分销网络及赢取更加广泛的市场份额。但是，由于涉及到经销商数量较多，无法形成规模效应，因此该项目的最大的不足之处在于无法从根本上解决经销商融资难的问题。而经销商多被认为没有信用评级，内部治理结构不完善，财务会计制度也不健全等信息不对称因素，导致了逆向选择和道德风险，银行将大部分的信贷资源投向大型企业，经销商类型的中小企业一直面临着融资困难的处境。而箭牌中国作为银行青睐的大型企业，融资十分方便快捷。论文从箭牌中国与经销商的实际销售模式出发，结合双赢项目，在经过可行性分析后为经销商解决资金困难提供供应链金融的融资模式方案。论文讨论了供应链金融的三种融资模式：预付类未来货权融资模式、应收类应收账款融资模式和存货类融通仓融资模式。在这三种模式中结合箭牌中国与经销商的销售模式，在预付类融资模式中选取了适合双方的融资模式厂商银融资模式，并且进行现有模式和融资模式风险对比，取得的经济效益对比以及融资模式下同行业间的对比。最后，，设定了厂商银融资模式的风险控制体系，为箭牌中国能更快更有效的发现及处理可能出现的风险提供了保障体系。
[Abstract]:Distributor is the main body of distribution channel in Wrigley China market, which is important to the business development of Wrigley China.About 800 dealers account for 93% of Wrigley's business in China and assist Wrigley in distributing more than 12 million retail terminals.In order to cooperate with the rapid development of Wrigley business in the future, dealers should be prepared in all aspects, such as fund, product combination, personnel organization, warehousing and logistics, information system, etc.In order to help the distributors who are willing to develop with Wrigley for a long time, Wrigley has implemented the Win-win project, which makes the dealer management project.Using project management, combining with modern dealer management to save costs for dealers, solve some of the difficult problems of dealer funds, so that they have more funds and manpower to help Wrigley to open up the blank market.Improve the distribution network and win a wider market share.However, due to the large number of dealers involved, it can not form a scale effect, so the biggest disadvantage of the project is that it can not fundamentally solve the financing problem of dealers.However, most dealers are considered to have no credit rating, imperfect internal governance structure, imperfect financial and accounting system, and other information asymmetry factors, which lead to adverse selection and moral hazard. Banks invest most of their credit resources in large enterprises.Dealer type of small and medium-sized enterprises have been facing financing difficulties.And Wrigley China as a large-scale enterprise favored by banks, financing is very convenient and fast.Starting from the actual sales model between Wrigley China and dealers and combining the win-win project, this paper provides the financing model scheme of supply chain finance for dealers to solve their financial difficulties after feasibility analysis.This paper discusses three financing modes of supply chain finance: prepaid future right financing model, receivable account receivable financing model and inventory financing model.In these three models, combined with the sales model of Wrigley China and the dealer, the paper selects the financing mode of silver which is suitable for both sides in the prepaid financing mode, and compares the risk between the existing model and the financing mode.The comparison of economic benefits obtained and the comparison of the same industry under the financing mode.Finally, the paper sets up the risk control system of the bank financing model, which provides a guarantee system for Wrigley China to find and deal with the possible risks more quickly and effectively.
【学位授予单位】：华南理工大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F832.4;F724.1

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