tag:blogger.com,1999:blog-14030126731796910412024-02-01T21:50:18.819-08:00Work and Fun
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.comBlogger21125tag:blogger.com,1999:blog-1403012673179691041.post-90189137105658982672020-02-24T05:35:00.003-08:002020-02-26T02:27:10.067-08:00FRANŠIZA – Prilika za siguran posao ili dodatni priliv novca?!<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh-L80tGqpUEJsLiLixgXNo8pd-iZOL3Vho57OZ49Ols7dVnjeYXK1cnq0VanDOyiW6v10pOmpUcSWKrS2Myvh5JzMpG3TFic3Q3mV5JjXckPhUJ7dg4wnJ3zrl4CBNQDXjIxKwy48VUiHy/s1600/sign.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="color: black;"><img border="0" data-original-height="868" data-original-width="1200" height="460" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh-L80tGqpUEJsLiLixgXNo8pd-iZOL3Vho57OZ49Ols7dVnjeYXK1cnq0VanDOyiW6v10pOmpUcSWKrS2Myvh5JzMpG3TFic3Q3mV5JjXckPhUJ7dg4wnJ3zrl4CBNQDXjIxKwy48VUiHy/s640/sign.jpg" width="640" /></span></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">U zadnje vrijeme sve je popularniji trend razvoja poduzetništva,
čak i u našoj zemlji postoje brojni programi i grantovi za osnivanje i razvoj
privatnih kompanija. To je za svaku pohvalu, izuzetno poštujem one hrabre koji
se odvaže na ovaj korak, ali s druge strane šta ako imaš želju, volju,
ambiciju, novac, ali jednostavno nemaš ideju šta raditi? Razmišljam kako što
brže i uspješnije pokrenuti neki biznis, koji će zaživjeti za maksimalno kratak
vremenski period?</span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;">S druge strane, posmatram savršeno razvijen biznis ili brend, koji
ima riješene sve procese, principe i probleme za koje je inače potrebno dosta
vremena i novca da bi se unaprijedili? Da li postoji još neki način na koji taj
biznis može donijeti dodatni inkom vlasniku? <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Odgovor zlata vrijedan je –
FRANŠIZING!<o:p></o:p></span></span></b></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgiEGEfuhbwRuKIHFAlRhAhmTWmWWYiuxlo3nYRNw15zEbylV7U7N0u-_0SQ5Y5Ogm-eTyNnRP-vtZl7QQA2u9YC0qH5bSSrF-wo4KkMaejsQxMAaHY4bPj7YGRKe7GepMwhhAQblU0Q0FA/s1600/bigstock-Word-Cloud-Franchise-437193911.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><span style="color: black;"><img border="0" data-original-height="873" data-original-width="1600" height="217" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgiEGEfuhbwRuKIHFAlRhAhmTWmWWYiuxlo3nYRNw15zEbylV7U7N0u-_0SQ5Y5Ogm-eTyNnRP-vtZl7QQA2u9YC0qH5bSSrF-wo4KkMaejsQxMAaHY4bPj7YGRKe7GepMwhhAQblU0Q0FA/s400/bigstock-Word-Cloud-Franchise-437193911.jpg" width="400" /></span></a></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako bih što jednostavnije i brže otkrila sve tajne poslovanja po
principu franšize, saznala koje su prednosti i mane ovakvog biznisa,
razgovarala sam sa prijateljicom <a href="http://www.bojanavukovic.com/" target="_blank">Bojanom Vuković</a>, čiji je posao da od brenda
napravi svjetski poznatu franšizu!<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA"><br /></span></b></span></div>
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<b style="font-family: arial, helvetica, sans-serif;"><span lang="BS-LATN-BA">AM:</span></b><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><b> Bojana, možeš li nam prvo
pojasniti šta je to franšizing, ko je idealan davaoc, a ko primaoc franšize?</b></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">BV:</span></b><span lang="BS-LATN-BA">
</span><span lang="SR-LATN-RS">Franšizing je oblik poslovnog povezivanja, gde jedna firma (davalac
franšize) prenosi uz novčanu naknadu tj. prodaje drugoj firmi (primaocu
franšize) pravo poslovanja pod svojim brendom uz korišćenje celokupnog znanja,
iskustva i tehnologija potrebnih da bi taj određeni biznis funkcionisao na
drugoj lokaciji.<o:p></o:p></span></span></div>
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<span lang="SR-LATN-RS"><span style="font-family: "arial" , "helvetica" , sans-serif;">Da bi franšizni odnos funkcionisao na zadovoljstvo obe strane,
davalac franšize mora da poseduje dokazano uspešan poslovni koncep. <o:p></o:p></span></span></div>
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<span lang="SR-LATN-RS"><span style="font-family: "arial" , "helvetica" , sans-serif;">A šta to znači? <o:p></o:p></span></span></div>
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<span lang="SR-LATN-RS"><span style="font-family: "arial" , "helvetica" , sans-serif;">To znači da je davalac franšize taj posao razvio u sopstvenoj
praksi, poznaje sve vrline i izazove i ume i želi da odgovori na njih, posluje
veoma profitabilno i prepoznat je kao uspešan na tržištu.<o:p></o:p></span></span></div>
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<span lang="SR-LATN-RS"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ukoliko bilo šta od ovoga nedostaje velike su šanse da koncept neće
biti uspešan ili da će nadolazeći problemi u franšiznom odnosu biti nezamislivo
veliki.<o:p></o:p></span></span></div>
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<span lang="SR-LATN-RS"><span style="font-family: "arial" , "helvetica" , sans-serif;">U franšizingu je davalac franšize mentor i onaj čija je uloga da
primaoca franšize, kao nekoga sa manje iskustva, vodi kroz proces poslovnog
rasta i razvoja, sačuva ga od svih mogućih i nemogućih greški, pada entuzijazma
i strahova, a uz to da i jedan i drugi zarađuju. Jasno je da ako mentor ne zna
šta radi ili nije dovoljno stabilan, učenik je nagrabusio.<o:p></o:p></span></span></div>
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<span lang="SR-LATN-RS"><span style="font-family: "arial" , "helvetica" , sans-serif;">Što se primaoca franšize tiče, pored iskrene želje da radi, uči i
sledi pravila poslovanja, potrebno je da raspolaže sa dovoljno kapitala za
započinjanje posla. Ne želite da odustanete jer nemate dovoljno sredstava da
finansirate posao u prvim mesecima, jer je često potrebno neko vreme da se
posao „zakotrlja“.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;"><b>AM: Hajde
da razmislimo kao vlasnik biznisa koji bi razvio franšizu svog biznisa... Kako
da znam da imam dobar biznis koji mogu franšizirati? </b><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">BV:</span></b><span lang="BS-LATN-BA"><span style="mso-spacerun: yes;"> </span>U franšizingu imamo izreku da skoro svaki
biznis može da se franšizira, ali ne treba svaki posao da se širi na taj način.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ukoliko
se uspeh neke firme zasniva isključivo na ličnim karakteristikama i
potencijalima jednog čoveka, teško da se od toga može napraviti franšiza. <o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA">Npr.
Restoranske franšize su veoma česte i prisutne u celom svetu. Ali ako je
restoran posećen isključivo zbog vlasnika koji je harizmatičan, vedar, uslužan
i zabavlja goste na sebi svojstven način, jako je teško da istog takvog
primaoca franšize imamo na drugoj lokaciji.</span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Evo par
pitanja za vlasnike biznisa:<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"></span><br />
<ul><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-list: Ignore;"> </span></span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">Da li je Vaš biznis uživa
poverenje klijenata?</span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-list: Ignore;"><span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">Da li poslujete profitabilno?</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"> Da li ste dobijali upite za
saradnju, tipa partnerstvo ili bilo šta slično što bi rezultiralo time da Vaš
koncept postoji još negde drugde?</span></li>
</span></ul>
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</ul>
<span style="font-family: "arial" , "helvetica" , sans-serif; text-align: justify;">Ukoliko
je odgovor na pitanja <b>DA</b>, moje pitanje je </span><b style="font-family: arial, helvetica, sans-serif; text-align: justify;">ŠTA ČEKATE</b><span style="font-family: "arial" , "helvetica" , sans-serif; text-align: justify;">?</span><br />
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Suština
cele priče je da ako imate dobru poslovnu ideju, koja funkcioniše u praksi i
generiše prihode, ako se ne budete širili i zauzimali tržište, to će uraditi
neko drugi. <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Sa
franšiznim modelom rasta štedite resurse, manje rizikujete i brže zauzimate
šire tržište.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">AM:</span></b><span lang="BS-LATN-BA"><b> Kako izgleda proces
standardizacije biznisa u franšizu, koliko vremena mi je potrebno za to? </b><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">BV:</span></b><span lang="BS-LATN-BA">
Hajde da prvo objasnimo zašto je potrebna standardizacija kada većina malih
firmi uspešno funkcioniše i bez toga. <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">U malim firmama komunikacija je jednostavna - ako nešto ne znate,
nije komplikovano da pozovete sve kolege i brzo dođete do informacije. U
ovakvim firmama obično svi rade sve i to funkcioniše do jednog trenutka. <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kada krenete da rastete, a franšizing je rast, imate više kolega,
na više lokacija i neophodno je da se u svakom trenutku tačno zna ko šta radi i
ko je za šta odgovoran.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Na kraju krajeva, baš zbog toga je primalac franšize odlučio da Vam
plati određeni iznos i uđe u sistem. On/ ona ne žele da gube vreme i živce u
istraživanju kako nešto treba uraditi, već žele sve te informacije unapred
pripremljene i „servirane“ od strane davaoca franšize.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kada pravimo franšizni koncept, mi prvo pripremamo sistem,
definišemo standarde i procese rada, pa sve to pretočimo u jedan Priručnik koji
je najvažniji dokument u sklopu franšizne dokumentacije. Zahvaljujući njemu
primaoci franšize veoma lako i brzo ulaze u štos sa celokupnim poslovanjem.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Što se vremena tiče, zavisi koliko ste posvećeni razvoju franšiznog
koncepta. Optimalan rok je par meseci. Sve brže može da znači da se neki koraci
preskoče, a sve duže teži da razvodnji početni entuzijazam.<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">AM:</span></b><span lang="BS-LATN-BA"><b> Kako ću procijeniti ko je
dobar kandidat za primaoca franšize? </b><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">BV:</span></b><span lang="BS-LATN-BA"> Ovo je najteže pitanje na
koje ne postoji jednostavan odgovor.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kada ja
biram primaoce franšize, trudim se da slušam onaj osećaj u stomaku - da li bih
volela da sa tom osobom blisko sarađujem svakog dana, delim i dobro i loše? Ako
se stomak buni, nešto nije kako treba i obično to nije idealan primalac
franšize. <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Istina,
dešavalo mi se da zanemarim taj osećaj i vođena nekim drugim motivima sklopim
posao sa ne baš idealnim primaocem. U 95% slučajeva, problemi u saradnji
nastupali su veoma brzo i mučili su me toliko da ni jedan jedini benefit koji
sam u startu videla nije mogao da opravda ispravnost tog poslovnog odnosa.
Takve saradnje su se mučno završavale.<o:p></o:p></span></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjUzNn2RegYJVzlPtQZ4gWo-RwrctEj98pT1I8yEo_4ZG_Crofw_W04h4b4i90edxr9LuD1XeyUZjlXi-Jr0pdvvaHk50H1KFnDvMKlv3lIpGJBdM1DbbgftWblziE8MbCzHNPKU1fxMkYm/s1600/inline_image_preview.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="332" data-original-width="590" height="225" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjUzNn2RegYJVzlPtQZ4gWo-RwrctEj98pT1I8yEo_4ZG_Crofw_W04h4b4i90edxr9LuD1XeyUZjlXi-Jr0pdvvaHk50H1KFnDvMKlv3lIpGJBdM1DbbgftWblziE8MbCzHNPKU1fxMkYm/s400/inline_image_preview.jpg" width="400" /></a></div>
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<span lang="BS-LATN-BA"><o:p><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">AM:</span></b><span lang="BS-LATN-BA"> <b>I najvažnije koliko mogu
zaraditi od svega toga?</b></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><br /></span></span></div>
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<b style="font-family: Arial, Helvetica, sans-serif;"><span lang="BS-LATN-BA">BV</span></b><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">:
Dosta. </span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zarađujete od prodaje franšize, od mesečne naknade koja je obično 5
- 7% prometa.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ukoliko prodate više franšiza, a to je cilj svakako, zarađujete od
svake od njih.<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Cifre ne lažu:</span></div>
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<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Period u
kome ćemo posmatrati prodaju franšize je<b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;"> 5 godina</span></b><o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Prosečan
broj franšiza koje ćete prodavati u jednoj godini je <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">4</span></b> (prve dve godine<br />
će verovatno biti ispod proseka, ali će u naredne 3 broj prodatih franšiza
rasti)<o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Broj
prodatih franšiza za 5 godina je <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">20</span></b> (5*4=20)<o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Cena
franšize: 5 000 eur<o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><b><span lang="EN-US" style="border: none windowtext 1.0pt; mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-border-alt: none windowtext 0cm; mso-fareast-font-family: "Times New Roman"; padding: 0cm;">Ukupna
zarada</span></b><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"> od prodaje: 20 * 5000= <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">100 000 eur</span></b><o:p></o:p></span></span></li>
</ol>
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<span lang="EN-US"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ali, ovo je samo jedan segment zarade. Drugi, bitniji je kroz periodične<b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;"> naknade za podršku i korišćenje brenda (<i>royalties)</i></span></b><o:p></o:p></span></span></div>
<ol start="1" style="margin-top: 0cm;" type="1">
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Svaka
franšiza ostvaruje godišni promet od <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">______X_________</span></b> (
ili iznos Vašeg prometa umanjen za 25%, jer će neke franšize raditi lošije, neke bolje, a svima je
potrebno vreme da se pozicioniraju u svojoj sredini).<br />
Uzećemo da je godišnji <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">promet 50 000 eur.</span></b><o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ukupan
promet svake franšize za 5 godina rada je 5* 50 000 eur= <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">250 000 eur za 5 godina</span></b><o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Promet
svih franšiza u periodu od 5 godina njihovog rada je 20 * 250 000 = <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">5 000 000 eur</span></b><o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"><span style="font-family: "arial" , "helvetica" , sans-serif;">Vaš
royalty fee je 5% od prometa svake franšize<o:p></o:p></span></span></li>
<li class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 0.0001pt; vertical-align: baseline;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><b><span lang="EN-US" style="border: none windowtext 1.0pt; mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-border-alt: none windowtext 0cm; mso-fareast-font-family: "Times New Roman"; padding: 0cm;">Ukupan
iznos periodičnih naknada koje vam plaćaju franšize</span></b><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin; mso-fareast-font-family: "Times New Roman";"> je
5% od 5 000 000 <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0cm; padding: 0cm;">= 250 000 eur</span></b><o:p></o:p></span></span></li>
</ol>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><i><span lang="EN-US" style="border: 1pt none windowtext; padding: 0cm;">*Računica je generalizovana, prilagođena
jednostavnim konceptima koji ne žele da prebrzo rastu, a planiraju da se šire samo u našem regionu.</span></i><span lang="EN-US"><o:p></o:p></span></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhDXGj3gdOVodvljixCIHkXz2phEMcF7HIX2ev2gh_6UA6h_NFGUsqBT-ypysvMkuPWqpgRg94dDfFi1Uo4VLT1VyNX9fdXuoT_TrFExrvpF1Bm7XVqVkQJTSKNHGnnbGbuoiOUOSofjsDm/s1600/Franchising-explained.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="800" data-original-width="1200" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhDXGj3gdOVodvljixCIHkXz2phEMcF7HIX2ev2gh_6UA6h_NFGUsqBT-ypysvMkuPWqpgRg94dDfFi1Uo4VLT1VyNX9fdXuoT_TrFExrvpF1Bm7XVqVkQJTSKNHGnnbGbuoiOUOSofjsDm/s320/Franchising-explained.jpg" width="320" /></a></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><o:p><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></o:p></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">AM:</span></b><span lang="BS-LATN-BA"> <b>S druge strane imamo primaoca
franšize... Zašto bih imala više interesa da „kupim“ franšizu, nego da razvijem
vlastiti biznisi? </b><o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA">BV:</span></b><span lang="BS-LATN-BA">
<span style="mso-spacerun: yes;"> </span>Ulazak u preduzetništvo kupovinom
franšize je sigurniji i lakši put. <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">Statistika pokazuje da čak 80% novootvorenih firmi (ne franšiza)
propadne u prvoj godini poslovanja. To je uglavnom danak poslovnom neiskustvu
preduzetnika, koji često uči po sistemu pogodaka i promašaja. <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">U franšiznom sistemu, pored već pozicioniranog brenda na
raspolaganju imate kompletno znanje i iskustvo koje je godinama sticano. To vas
štiti od greški koje biste sigurno pravili da počinjete sami od nule. Ovako je
te greške već neko napravio i spreman je da sa vama podeli lekcije naučene iz
toga.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">U franšizingu ste sam svoj gazda, a niste sami.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Na osnovu ovog interesantnog
razgovora, mogu zaključiti da je zlatno doba franšizinga tek pred nama na
bosanskohercegovačkom tržištu. Mislim da postoji ogroman potencijal, kako za
standardizaciju bh brendova u franšize i njihovog širenja na domaćem i ino
tržištu, <span style="mso-spacerun: yes;"> </span>tako i za preuzimanje franšiza
i razvoj poduzetništva na ovom principu.<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako bismo procijenile ovu tezu, molim sve zainteresirane na temu
franšizinga, bilo kao potencijalni davalac ili primalac franšize, da
kontaktiraju Bojanu i mene, kako bismo zajedno tražili nove prilike za zdrav
rast i razvoj biznisa!<o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">Kontakt: </span><a href="mailto:hello@innovate.ba"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;">hello@innovate.ba</span></a><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"> <o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="font-size: 14.0pt; line-height: 107%; mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Let's INNOVATE!<o:p></o:p></span></span></b></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="font-size: 14.0pt; line-height: 107%; mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></b></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="font-size: 14.0pt; line-height: 107%; mso-ansi-language: BS-LATN-BA; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 18.6667px;">Razgovarala: Alma Mušić</span></span></div>
<br />W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com1tag:blogger.com,1999:blog-1403012673179691041.post-61076793799287207232020-01-30T01:24:00.000-08:002020-01-30T23:46:28.262-08:00NEWSJACKING - Jeste li primjetili praksu preotimanja vijesti?<br />
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Newsjacking
je relativno nova fora u marketingu i PR-u i svodi se na dodavanja vlastitih
misli ili poruka, referišući se na aktualne i goruće novosti, a u cilju
vidljivosti brenda ili ličnog brendinga.</span></span></h3>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Da
biste kvalitetno proveli newsjacking morate voditi računa o sljedećem:</span></span></div>
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<ul>
<li><span style="text-indent: -18pt;"><span style="font-family: "arial" , "helvetica" , sans-serif;">BRZINA – što prije
izbaciti vlastitu poruku dok je vijest na koju se referišete zaista vijest</span></span></li>
<li><span style="text-indent: -18pt;"><span style="font-family: "arial" , "helvetica" , sans-serif;">KOJU VIJEST PREOTETI –
poplava objava povodom tragične smrti Kobe Bryant-a graniči sa dobrim ukusom i
nikako se ne može definisati kao kvalitetan newsjacking. U vrijeme pisanja ovog
članka na Facebook-u je registrovano čak oko 100 fun page-eva sa naslovom koji
u sebi sadrži „RIP Kobe Bryant“ i neki su čak komercijalog karaktera!</span></span></li>
</ul>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhiDdyx3Y3jjXo6HybLpIcourtv9_hMMJCLweT73qovWrBCOVSS-dWaWihZOoBKSNrPLzsVS1znT8SPRGOzrDowtlGpNBhyphenhyphenXhyphenhyphenQ8oJHiHIBnpDRyYaY9c28PzSu9GMkP5AVd0pEo95ZM_Ce/s1600/7.jpg" imageanchor="1"><img border="0" data-original-height="457" data-original-width="329" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhiDdyx3Y3jjXo6HybLpIcourtv9_hMMJCLweT73qovWrBCOVSS-dWaWihZOoBKSNrPLzsVS1znT8SPRGOzrDowtlGpNBhyphenhyphenXhyphenhyphenQ8oJHiHIBnpDRyYaY9c28PzSu9GMkP5AVd0pEo95ZM_Ce/s400/7.jpg" width="287" /></a></div>
<div style="text-indent: -24px;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
<ul>
<li><span lang="BS-LATN-BA" style="text-indent: -18pt;"><span style="font-family: "arial" , "helvetica" , sans-serif;">DOZA HUMORA – ili kreativnosti
u izrazu i dizajnu su od ogromne važnosti za dobar newsjacking, primjer oglasa „Brad
is single“ norveškog avioprevoznika, koji je objavljen samo jedan dan nakon
objave vijesti da su se Brad Pitt i Angelina Joli razišli.</span></span></li>
</ul>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjl1REITgc1ItKPbDAHQhpNLzK2AFawAbdci7r3ioRwlQ52HNJyOqT_IC-Ic8CeOkhbOxRGf7OntsgwzlUy2ee-gPYWte_TzPCpxj0WbUskQ6On93QKM3xl-Hd5gNgKvSW-MyCC0rKQGlLf/s1600/8.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1200" data-original-width="961" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjl1REITgc1ItKPbDAHQhpNLzK2AFawAbdci7r3ioRwlQ52HNJyOqT_IC-Ic8CeOkhbOxRGf7OntsgwzlUy2ee-gPYWte_TzPCpxj0WbUskQ6On93QKM3xl-Hd5gNgKvSW-MyCC0rKQGlLf/s320/8.jpg" width="256" /></a></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Odličan primjer je i Mlinar kampanja za
predsjednika pita. Vrlo kreativna i sveobuhvatna kampanja u trenutku provođenja
predsjedničkih izbora u Hrvatskoj je zasigurno unaprijedila i osvježila Mlinar
brand image! <o:p></o:p></span></span></div>
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<li><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">OTIMANJE TRENDA – Ne mora se nužno preoteti samo aktualna vijest,
brojni su primjeri „naslanjanja“ na dugoročni trend, odličan primjer je Game of
thrones, „hype“ koji su koristili duže vrijeme brojni brendovi od prehrane,
preko tehnologije, do čak kozmetičke industrije.</span></li>
</ul>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zaključak:<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Neswjacking je svojevrsna komunikacijska
gerila, treba je koristiti, ne prečesto, ne na svaku loptu, kreativno i sa
dozom humora. Cilj newsjacking-a je čisti brand awareness i brand image, po
pravilu nije potreban veliki budžet da bi newsjacking bio uspješan, samo pravo
rješenje u pravo vrijeme!<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Pokušajte i vi!<o:p></o:p></span></span></div>
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W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-67657226990968766882019-11-06T02:53:00.002-08:002019-11-06T03:28:47.088-08:00MALOPRODAJNE METRIKE ili KAD BROJEVI PROGOVORE<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj8FEJrJYhlfjBCLshu5YT-XyVR3h7IOi_EMjhQ69DMnaGHZyg7nGfNUywoDL5PbWKnRBIEa0lqoCl-s1wit0xJRoFPmyn9t0ezbVPTN3HYYn24onhTYuYgu93N43VZL6LAWEaVRLh6dbXK/s1600/Metrike.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" data-original-height="762" data-original-width="1218" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj8FEJrJYhlfjBCLshu5YT-XyVR3h7IOi_EMjhQ69DMnaGHZyg7nGfNUywoDL5PbWKnRBIEa0lqoCl-s1wit0xJRoFPmyn9t0ezbVPTN3HYYn24onhTYuYgu93N43VZL6LAWEaVRLh6dbXK/s640/Metrike.png" width="640" /></span></a></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">13 metoda
za praćenje uspješnosti maloprodaje, uz primjere iz prakse kako unaprijediti
pojedine metrike – male tajne velikih majstora!<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Da brojevi
mogu ispričati odlične priče pokazaće nam nekoliko primjera u nastavku teksta.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Maloprodaja
je živa, svakodnevna inspiracija za iznalaženje inovativnih načina za
diverzifikaciju od konkurencije i što bolje zadovoljenje potreba kupca. No
prije bilo kakvih poslovnih odluka i planova, uvijek pogledajte kakve će vam
inpute dati brojevi...<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">U nastavku
teksta pojašnjavam čak 13 metrika maloprodaje. Koje metrike biste trebali provoditi
u svojoj kompaniji ovisi od poslovnog modela, asortimana i ciljnog tržišta, te
će neka metrika biti važnija od druge. Procijenite sami koja je metrika, kao i
taktika za unapređenje, primjenjiva u vašem biznisu... <o:p></o:p></span></span></div>
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<b style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><span lang="BS-LATN-BA"><span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">1.</span><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></b><b style="font-family: Arial, Helvetica, sans-serif; text-indent: -18pt;"><span lang="BS-LATN-BA">Ukupni promet</span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Ne treba
posebno pojašnjavati kako i zašto se prati Ukupni promet maloprodajnog mjesta,
jedino je možda potrebno istaći da se mjesečni pokazatelji kompariraju sa
prethodnim mjesecom i istim mjesecom prethodne godine/a, kako bi se uvidjeo
trend poslovanja.</span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;"><span lang="BS-LATN-BA"><b>2. Bruto (GP marža) i neto
dobit</b></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Bruto dobit
govori koliko ste zaradili nakon što ste oduzeli troškove kupovine i prodaje
proizvoda. Izračunava se pomoću formule:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Prihodi od prodaje - Trošak prodane robe<o:p></o:p></span></span></i></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Neto dobit
govori o tome koliko ste zaradili nakon što ste oduzeli troškove robe zajedno
sa svim ostalim poslovnim troškovima - uključujući administrativne troškove,
operativne troškove itd. <o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Izračunava
se pomoću formule:<o:p></o:p></span></span></div>
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<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Svi prihodi - Svi troškovi<o:p></o:p></span></span></i></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti bruto i neto dobit?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Bruto i
neto dobit zapravo pokazuju da li i koliko zarađujemo. Ako uspješnost poslovanja
percipirate samo kroz realizaciju Ukupnog prometa, možete se dovesti u zabludu,
ako istovremeno ne analizirate i bruto i neto dobit. <o:p></o:p></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati bruto i neto dobit?</span></div>
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<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Optimizirajte svoje poslovanje kako biste smanjili troškove (npr
uporedite troškove vlastitog sistema dostave i logistike i kada biste cijelu logistiku
dogovorili sa kompanijama kojima je to cor biznis?)<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Primijenite pametnije postupke nabavke (npr povećajte svoju
prosječnu vrijednost narudžbe, iskoristite prodajne akcije svojih dobavljača)</span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Unaprijedite svoje odnose s dobavljačima (razni su načini da
involvirate dobavljače u poslovanje svoje kompanije, npr zajednički marketing)</span></span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Povisite cijene (najjednostavniji, ali za kupce najbolniji način da
povećate dobit... istraživanja kažu da p</span><span lang="HR" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">ovećanje cijene od 1 % dovodi do povećanja poslovnog dobitka za 11.1 %)</span> </li>
</ul>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">3. Trend Rasta<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Da li vaš
biznis raste? Koliko ste bolji u odnosu na prethodne godine? Da biste to uvidjeli,
izračunajte godišnji rast prihoda iz godine u godinu na sljedeći način:<o:p></o:p></span></span></div>
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<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">(Prihod tekućeg razdoblja - Prihod
prethodnog razdoblja) / Prihod prethodnog razdoblja x 100<o:p></o:p></span></span></i></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti Rast?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Stalno
poboljšavanje cilj je kojem trebate težiti, a najbolji način za praćenje vašeg
napretka je mjerenje vaših trenutnih rezultata u odnosu na prethodno razdoblje.
Neki analitičari sa naših prostora ističu da je godišnji rast od 4% neminovan,
imajući u vidu tržišne trendove.<o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati svoj rast?<o:p></o:p></span></span></div>
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</div>
<ul>
<li><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Prvi korak je
da definirate koja je idealna stopa vašeg rasta – u odnosu na rast tržišta,
nove asortimane, potencijalne kupce, povećanje broja uposlenika, nove kanale
distribucije, druge prodajne i marketinške aktivnosti?</span></span></li>
<li><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ako bilježite
spori rast ili čak pad poslovanja, procijenite razloge toga – pratite li nove poslovne
trendove, nove potrebe kupaca, da li bilježite veću fluktuaciju vlastitih
uposlenika, da li se pojavio ozbiljan konkurent na vašem tržištu?</span></span></li>
</ul>
<br />
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Nakon analize
stvarnog stanja, neophodno je poduzeti inovativne aktivnosti za unapređenje
poslovanja.<o:p></o:p></span></span></div>
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<br /></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">4. GMROI<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Bruto
povrat ulaganja (GMROI) mjeri dobit od uloženih sredstava u zalihe, izračunava
se na sljedeći način:<o:p></o:p></span></span></div>
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<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Bruto dobit / Prosječni lager<o:p></o:p></span></span></i></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti GMROI?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">GMROI vam
govori koliko je novca zaradio vaš lager, da li je investicija u lager
opravdana?<o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati GMROI?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">U principu
GMROI se može unaprijediti na dva načina: povećanjem bruto dobiti ili
unapređenjem obrta zaliha. Neke od taktika:<o:p></o:p></span></span></div>
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</div>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Povećanje prodajnih cijena <o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Optimizacija troškova nabavljene robe<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Bolje upravljanje zamjenskim proizvodima<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Povećanje obima prodaje s istom razinom zaliha</span></span></li>
<li><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Smanjenje vrijednosti lagera, uz zadržavanje iste količine prodaje</span></li>
</ul>
<!--[if !supportLists]--><br />
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">5. Obrt zaliha<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ova metrika
odnosi se na broj prodaje zaliha u određenom vremenskom periodu. Koeficijent
obrta zaliha izračunava se na sljedeći način:<o:p></o:p></span></span></div>
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<br /></div>
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<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Trošak prodane robe / Prosječni lager<o:p></o:p></span></span></i></div>
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<br /></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti Obrt zaliha?</span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Obrt zaliha
je kritična metrika za utvrđivanje optimalnih količina zaliha. Ako je obrt prenizak,
to znači da ne prodajete dovoljno zaliha dovoljno brzo i rizikujete sporo ili
mrtvo stanje, razmislite o atraktivnosti asortimana, kao i o cijenama istih.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Međutim,
ako je vaš obrt prebrz (tj. da se lager proda 4 ili više puta godišnje), to bi
moglo značiti da nemate dovoljno zaliha, u ovom slučaju su čak izvjesne i
propuštene prodaje. <o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati Obrt zaliha?<o:p></o:p></span></span></div>
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</div>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Ako vam je promet zaliha prenizak, morate biti pažljiviji sa svojom
robom i izbjegavati pretjerano naručivanje proizvoda. Nadalje, trebali biste
posebnu pažnju posvetiti prodajnom mjestu, atraktivnom načinu izlaganja robe,
te svakako pokušajte „oživiti“ spore artikle premještanjem na najatraktivnije
pozicije u objektu – kasa zonu i hodne zone. </span>Ukoliko ni to ne da rezultat, možda je vrijeme da u potpunosti
osvježite ponudu proizvoda.</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Šta sa visokim prometom zaliha? Optimizirajte interne procedure za
naručivanje zaliha kako biste se osigurali da vam često ne ponestaje zaliha,
optimizirajte skladišni prostor, kao i prostor u rasteru za najtraženije
proizvode. Lično, nema mi ništa gore od praznih polica...<o:p></o:p></span></span></li>
</ul>
<br />
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">6. Prodaja po rasteru<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Da biste
mogli provoditi ovu jako korisnu metriku potrebno je prvo uraditi rasterizaciju
(definisanje svakog SKU – stock keeping unit-a u svakom rasteru na prodajnom
mjestu). Poželjno je naravno da raster predstavlja jednu cjelinu, prodajnu
grupu ili kategoriju sa logičnim pozicioniranjem proizvoda (što je tema za
potpuno novi članak). <o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto mjeriti
Prodaju po rasteru?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">U maloprodaji
je ključan prostor koji se daje za prezentaciju proizvoda i zahvaljujući ovoj
metrici dolazite do podataka koji to ustvari proizvodi prave najveći promet,
koja kategorija, koliko je potrebno SKU-a za optimalne rezultate, koji proizvod
„jede“ prostor i sl.<o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati Prodaju po rasteru?<o:p></o:p></span></span></div>
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</div>
<ul>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Najatraktivniji proizvod (vi procijenite šta je to za vaš biznis –
najtraženiji proizvod ili proizvod sa najvećom maržom?) pozicionirajte u vidno
polje na rasteru.</span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Po mogućnosti ponudite na dohvat ruke sve što je potrebno za
zadovoljenje određene potrebe kupca</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Vodite posebnu pažnju o obilježavanju proizvoda (akcijske cijene,
tehničke specifikacije, posebni vobleri npr „Novo“, „Ograničene količine“ i sl)</span></li>
</ul>
<div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Napomena:
posebna tema su najatraktivnije pozicije u prodajnom mjestu – kasa zona i hodna
zona. Po nekom nepisanom pravilu ovo bi trebale biti „najživlje pozicije“ na
kojima se prezentira trenutna sezona ili prodajna akcija, te kao takve na ulaze
u standardnu rasterizaciju (stalni program) prodajnog mjesta.<o:p></o:p></span></span></div>
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<br /></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">7. Prodaja po kvadratu<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ova metrika
se odnosi na količinu prodaje koju ostvarite po kvadratnom metru prodajnog
prostora u vašoj trgovini (ovo ne uključuje prostor za opremanje ili skladište).<o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Prodaju po
kvadratnom metru možete izračunati pomoću sljedeće formule:<o:p></o:p></span></span></div>
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<br /></div>
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<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Neto prodaja / Kvadratura prodajnog
prostora<o:p></o:p></span></span></i></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti Prodaju po kvadratu?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Prodaja po
kvadratu je dobar pokazatelj produktivnosti prodajnog mjesta, a takođe može
ukazati na to jeste li dobro iskoristili prostor u svojoj trgovini. Možete
upotrebljavati ovu metriku za planiranje izgleda trgovine i prezentacije
proizvoda, kao i za već pomenutu rasterizaciju.<o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati Prodaju po kvadratu?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Optimalna
taktika prodaje i produktivnosti maloprodaje ovisit će o vašem biznisu,
asortimanu i preferenciji kupaca, ali evo nekoliko općih savjeta za poboljšanje
Prodaje po kvadratu:<o:p></o:p></span></span></div>
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<br /></div>
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</div>
<span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"></span><br />
<ul><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">Insistirajte na atraktivnosti svoje trgovine</span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">Konstantno radite na asortimanu i razumijevanju potreba kupaca</span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">Optimizirajte cijene, provodite promocije i prodajne akcije</span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">Povećajte vrijednost maloprodajnog bona</span></li>
<li><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Osposobite svoje osoblje za cross i up selling</span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">Potaknite kupce da ostanu duže u vašoj trgovini</span></li>
</span></ul>
<span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif;">
</span><br />
<ul>
</ul>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zgodno za
napomenuti, neka istraživanja kažu da povećanje prodaje za 1% dovodi do
povećanja dobiti za 3.3 %.<o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">8. Prodaja po zaposlenom<o:p></o:p></span></span></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Prodaja po
zaposlenom je mjera koja je korisna kada planirate ciljeve i planove za
prodajno osoblje. Izračunava se uz pomoć formule:<o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Neto prodaja / Broj zaposlenih<o:p></o:p></span></span></i></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti Prodaju po zaposlenom?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ova metrika
vam može pomoći u donošenju pametnijih odluka o prodajnoj sili, posebno kada je
riječ o regrutovanju, edukaciji, prodajnim targetima i definiranju bonusa za
uposlenike.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati Prodaju po zaposlenom?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Najbolji
način za poboljšanje ovog mjernog podatka jeste motivacija uposlenika da
ostvare veću prodaju. U ovisnosti od vrste biznisa, upravljanje prodajnom silom
svakako upotpunite sa:<o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoListParagraphCxSpFirst" style="margin-bottom: .0001pt; margin-bottom: 0cm; mso-add-space: auto; mso-list: l6 level1 lfo3; text-align: justify; text-indent: -18.0pt;">
</div>
<span lang="BS-LATN-BA" style="font-family: arial, helvetica, sans-serif;"><ul>
<li><span lang="BS-LATN-BA" style="font-family: arial, helvetica, sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: arial, helvetica, sans-serif;">Postavljanjem poticajnih, realnih i fer prodajnih ciljeva po
zaposlenom</span></li>
<li><span lang="BS-LATN-BA" style="font-family: arial, helvetica, sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: arial, helvetica, sans-serif;">Ulaganjem u prodajnu i tehničku edukaciju</span></li>
<li><span lang="BS-LATN-BA" style="font-family: arial, helvetica, sans-serif;"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="font-family: arial, helvetica, sans-serif;">Nagrađivanjem prodajne sile za ostvarenje zadatih ciljeva</span></li>
</ul>
</span><ul>
</ul>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Više o
motivaciji uposlenika možete pročitati u članku: <a href="http://workandfun1.blogspot.com/2013/12/stvorite-zadovoljne-uposlenike-da-bi.html" target="_blank">„Stvorite zadovoljne uposlenike, da bi oni stvorili zadovoljne kupce!“</a><o:p></o:p></span></span></div>
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<br /></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">9. Broj ulazaka u maloprodajni objekat<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ovaj
pokazatelj je prilično izravan, odnosi se na ukupni broj ulazaka na prodajno
mjesto. Za njegovo mjerenje potrebna je instalacija „brojača posjetioca“ i
softvera za analizu maloprodaje.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti Broj ulazaka?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Broj
ulazaka pomaže procjeni marketinških i promotivnih akcija. Na primjer, ako ste
nedavno pokrenuli kampanju kako biste privukli veći broj posjetioca u vašu
trgovinu, ovaj broj daje odgovor da li je kampanja bila uspješna ili ne.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako povećati
Broj ulazaka?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Za
unapređenje ovog pokazatelja baš možete pustiti mašti na volju, ali izdvajam
neke konkretne taktike iz prakse:<o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoListParagraphCxSpFirst" style="margin-bottom: .0001pt; margin-bottom: 0cm; mso-add-space: auto; mso-list: l3 level1 lfo9; text-align: justify; text-indent: -18.0pt;">
</div>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Diverzifikacija od konkurencije u odnosu na ponudu, dodatne usluge
ili čak ugođaj prilikom posjete prodajnom mjestu</span></span></li>
<li><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Sama lokacija prodajnog mjesta je od krucijalne važnosti, te
blizina saobraćajnica i parking </span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Uviđanje specifičnih potreba kupaca i kreiranje poruka za
privlačenje potencijalnih kupaca (uvijek je sezona za nešto!)<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Kreiranje atraktivnih prodajnih akcija (praksa je pokazala da je
GRATIS izašao iz raja!)<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Korištenje digitalnih kanala komunikacije, kreiranje korisnog i
interesantnog contenta za kupce<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Organizacija prigodnih događaja (prezentacije, promocije,
degustacije, eventi za kupce i sl)<o:p></o:p></span></span></li>
</ul>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Prema iskustvu zaključujem
da najbolji rezultat daje sljedeći mix:</span></div>
<div style="height: 0px;">
<i>atraktivna prodajna akcija + prigodan
event + on line + off line komunikacija</i></div>
<div style="height: 0px;">
<i><br /></i></div>
<div style="height: 0px;">
<i><br /></i></div>
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">
<o:p></o:p></span></span>
<br />
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<br /></div>
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<br /></div>
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<b><span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">10. Stopa konverzije</span></span></b></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Stopa
konverzije predstavlja odnos posjeta prodajnom mjestu i broja kupaca koji su izvršili
kupovinu. Izračunava se uz pomoć formule:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<br /></div>
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<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Broj realizovanih prodaja / Ukupan broj
posjetitelja<o:p></o:p></span></span></i></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti Stopu konverzije?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Stopa
konverzije govori koliko ste dobri u pretvaranju gledaoca u kupce. Sama
frekvencija posjetioca je odlična, međutim ukoliko prilikom posjete prodajnom
mjestu nije došlo do kupovine, očito nešto pogrešno radite (na ovu temu
pročitajte članak:<a href="http://workandfun1.blogspot.com/2013/12/kada-je-ulaganje-u-promociju-bacanje.html" target="_blank"> „Kada je ulaganje u promociju bacanje novca?“</a>)<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
poboljšati stopu konverzije?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Povećanje
stope konverzije započinje ustvari kod vaših zaposlenika. Obavezno ih obučite i
osnažite da rade na sljedećem:<o:p></o:p></span></span></div>
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<br /></div>
<div class="MsoListParagraphCxSpFirst" style="margin-bottom: .0001pt; margin-bottom: 0cm; mso-add-space: auto; mso-list: l1 level1 lfo8; text-align: justify; text-indent: -18.0pt;">
</div>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Izgradnja odnosa s kupcima <o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Da umjesto „dodavača proizvoda“ postanu stručnjaci za rješavanje
problema kupaca<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Da budu uvjerljivi i kredibilni, a ne naporni „stocker-i“</span></span></li>
</ul>
<br />
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<b><span lang="BS-LATN-BA"><span style="font-family: "arial" , "helvetica" , sans-serif;">11. Prosječna vrijednost maloprodajnog
računa</span></span></b></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ovaj
metrički podatak govori koliko prosječno kupuju kupci u vašoj trgovini. Za
izračun koristite formulu:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ukupni prihod / Broj transakcija<o:p></o:p></span></span></i></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti Prosječni maloprodajni bon?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ta metrika daje
općenitu predstavu o tome koliko ljudi troše. Visoka vrijednost kupovine bi
mogla značiti da kupci kupuju skuplje proizvode, kupuju veće količine ili
kupuju kompletna rješenja. Shodno tome, obratite pažnju i na <b style="mso-bidi-font-weight: normal;">broj artikala u korpi</b>. Primjer:
rukovodite specijaliziranom trgovinom za prodaju klima uređaja, obratite pažnju
da:<o:p></o:p></span></span></div>
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</div>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Imate u ponudi apsolutno sve što je potrebno za instalaciju klima
uređaja (nekoliko modela klima uređaja u ovisnosti od cjenovnog ranga i
tehničkih karakteristika, nosače, dodatni instalacijski materijal)<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Imate u ponudi artikle za dodatnu prodaju (plin za punjenje klima
uređaja, namjenske sprejeve za održavanje klima uređaja, specifične alate za
instalaciju)<o:p></o:p></span></span></li>
</ul>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Prodajno
osoblje bi trebalo biti fokusirano da prilikom prodaje klima uređaja proda što
više stavki (naravno ukoliko su zaista potrebne kupce) na tom jednom
maloprodajnom računu. <o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako
povećati Prosječni maloprodajni bon?<o:p></o:p></span></span></div>
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<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Dodatna prodaja kroz up selling i cross selling!!! Kako sam već
navela primjer, obe ove taktike omogućuju povećanje prodaje, istovremeno
pomažući kupcima u zadovoljenju njihovih potreba. Jako važno prilikom
provođenja ovih taktika je pružanje dodatne vrijednosti kupcu, rješenje
problema ili potrebe, odnosno win-win odnos i za kupca i za prodavca.<o:p></o:p></span></span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Impulsna kupovina! Već sam pominjala najatraktivnije pozicije u
trgovini – kasa zona i hodna zona. Ovo su idealne pozicije za podsticanje tzv
impulsne kupovine, po pravilu - proizvodi široke namjene i niže prodajne
cijene. Poželjna je masovna prezentacija (što veći broj izloženih artikala) uz
označavanje proizvoda koje privlači oko kupca.<o:p></o:p></span></span></li>
</ul>
<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">12. Broj novih kupaca<o:p></o:p></span></span></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Ova metrika
je od izuzetne važnosti u kompanijama koje primjenjuju B2B poslovni model.<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti broj novih kupaca?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Uz pomoć
ovog pokazatelja možete evaluirati marketinšku kampanju s jedne strane, a sa
druge strane pravilnim rukovođenjem novih kupaca možete uspostaviti CRM sistem
(ako već niste). Od velike važnosti je registracija kupaca, sa svim potrebnim
generalijama, kao i kontaktima što dalje koristi za plasiranje korisnih
informacija (prodajne akcije, uvođenje novog proizvoda u ponudu, info o
eventima za kupce i sl).<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako povećati
Broj novih kupaca?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Marketing
Marketing Marketing!<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Bez šale...
<b>Marketing</b>!<o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><o:p><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span></o:p></span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<b style="mso-bidi-font-weight: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">13. Zadržavanje kupaca (Customer retention)<o:p></o:p></span></span></b></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Vrijedno
ste radili na pronalaženju novih kupaca, pa je poželjno da pratite da li ih
zadržavate ili ne. Postoji nekoliko načina za izračun stope zadržavanja
klijenata, ali evo relativno jednostavne formule:<o:p></o:p></span></span></div>
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<br /></div>
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<i style="mso-bidi-font-style: normal;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">((CE-CN) / CS)) x 100<o:p></o:p></span></span></i></div>
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<br /></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">CE = broj
kupaca na kraju razdoblja<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">CN = broj
novih kupaca stečenih tokom razdoblja<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">CS = broj
kupaca na početku razdoblja<o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Zašto
mjeriti zadržavanje kupaca?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0cm; text-align: justify;">
<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Stopa
zadržavanja kupaca govori o broju kupaca koji se vraćaju u vašu trgovinu. Ova
metrika izvrsno je mjerilo za korisničku uslugu, performanse proizvoda i
lojalnost kupaca.<o:p></o:p></span></span></div>
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<br /></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Kako poboljšati
zadržavanje kupaca?<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Povratak
ljudi koji se vraćaju ukazuje na to koliko dobro upravljate odnosima s kupcima.
To može značiti razne stvari, uključujući:<o:p></o:p></span></span></div>
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<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA"><span style="mso-list: Ignore;"><span style="font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;">Praćenje kupovnih navika kupaca i pružanje prilagođenih pogodnosti
za kupce</span></span></li>
<li><span style="font-size: 7pt; font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><span lang="BS-LATN-BA" style="font-family: "arial" , "helvetica" , sans-serif; text-indent: -18pt;">Razvijanje partnerskih odnosa kroz izvanrednu dodatnu uslugu, ali
uz prethodnu klasifikaciju kupaca s ciljem razvijanja lojalnog, ali i
profitabilnog kupca</span></li>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;"><span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-size: xx-small;"> </span>Provođenje programa lojalnosti za poticanje kupaca da što češće i
što više kupuju <o:p></o:p></span></span></li>
</ul>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Interesantni
su podaci i <b style="mso-bidi-font-weight: normal;">Broj ponovljenih kupovina po
kupcu</b>, kao i <b style="mso-bidi-font-weight: normal;">„Share of wallet“</b>
odnosno koliki je udio vaše prodaje u cjelokupnoj kupovini po pojedinačnom
kupcu. Ovi parametri ukazuju na lojalnost kupca i temelj su uspješnih Loyalty
programa i CRM sistema (više o CRM sistemu pročitajte u članku: <a href="http://workandfun1.blogspot.com/2014/02/mudra-slova-crm.html" target="_blank">„Mudra slova –CRM“</a>)<o:p></o:p></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Želim vam sretnu maloprodaju!</span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Ako imate nekih nedoumica po pitanju marketinga ili maloprodaje, pišite, pokušaćemo dati primjere iz prakse kao rješenja tih pitanja!</span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Piše:</span></span></div>
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<span lang="BS-LATN-BA" style="mso-ansi-language: BS-LATN-BA;"><span style="font-family: "arial" , "helvetica" , sans-serif;">Alma Mušić</span></span></div>
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<br /></div>
</div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-70045123896600550892019-10-15T02:21:00.000-07:002019-10-15T02:21:00.767-07:00Evolution VS Revolution<div class="separator" style="clear: both; text-align: justify;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpfuMt21BIdRSKPGA4JViUA8tmiCqV97wyH5l4LIpBG7AIjKN6xWVkGH826kvwlVZRautO65NbV9iAGbJJpEXYUDkzsOUq8pK9rMo-qkjeEskG3yH1Po1XAgjInRFr1b15qnpnuHrGsSM5/s1600/LI.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="394" data-original-width="941" height="265" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpfuMt21BIdRSKPGA4JViUA8tmiCqV97wyH5l4LIpBG7AIjKN6xWVkGH826kvwlVZRautO65NbV9iAGbJJpEXYUDkzsOUq8pK9rMo-qkjeEskG3yH1Po1XAgjInRFr1b15qnpnuHrGsSM5/s640/LI.png" width="640" /></a></div>
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</span><div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Šta kada u novoj kompaniji preuzmete visoku menadžersku funkciju?</span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><div style="text-align: justify;">
Kako "starosjedioci" reaguju na dolazak visokopozicioniranih menadžera?</div>
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U profesionalnoj karijeri sam posmatrala (ili bila lično u poziciji) nekoliko ovako krupnih prelazaka i zajedničke karakteristike bile su: Promjena i Otpor. Sa dolaskom novog menadžmenta s jedne strane neminovne su promjene (nadajući se na bolje), realizacija novih ideja i projekata, organizacijske promjene, a sa druge strane otpor postojećih struktura na bilo kakve novine.</div>
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Uočavam da se u ovim slučajevima najčešće primjenjuju dvije strategije koje provodi novi visokopozicionirani menadžer (naravno ukoliko ima podršku i ovlasti vlasničkih i upravljačkih struktura):</div>
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<b><div style="text-align: justify;">
<b>Evolucija</b></div>
</b><ul>
<li style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Sa postojećim timom raditi na novim idejama i projektima (bez obzira koliko puta čujete: „Ali mi to tako radimo 15 godina!“)</span></li>
<li style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Educirati postojeći tim, te u skladu sa novom poslovnom vizijom napraviti reorganizaciju radnih mjesta, sa jasno definiranim opisima radnih zadataka</span></li>
<li style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Nagrađivati ostvarene rezultate </span></li>
</ul>
</span><span style="font-family: Arial, Helvetica, sans-serif;"><div style="text-align: justify;">
<b>Revolucija</b></div>
</span><span style="font-family: Arial, Helvetica, sans-serif;"><ul>
<li style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Otpustiti, degradirati ili napraviti pritisak da sami odu uposlenici koji su najžešći protivnici novog menadžera</span></li>
<li style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Oformiti „svoj“ tim na najodgovornijim pozicijama</span></li>
<li style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Stimulacijama i destimulacijama orkestrirati određeni model ponašanja</span></li>
</ul>
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Gruba podjela, ali činjenica jeste da velike kompanije dosta vremena i energije utroše na bavljenje sobom, unutrašnjim previranjima i politikama, umjesto da se posvete tržištu, kupcu i ostvarenju poslovnih ciljeva.</div>
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Mišljenja sam da je istina negdje na sredini... </div>
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Upravljanje pomoću ciljeva, pošten sistem nagrađivanja u skladu sa ostvarenim rezultatima, a ne poželjnim načinom ponašanja, te stalna edukacija i generalno „bavljenje uposlenicima“ je možda pravi način da se uspješno i u što kraćem periodu provedu organizacijske promjene.</div>
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Promjene i inovacije su neminovna pojava u životnom ciklusu bilo koje kompanije, u suprotnom biva kažnjena od strane konkurencije. Otpor s druge strane, je sveprisutan u nekom omjeru, kako je to <a href="http://workandfun1.blogspot.com/2014/01/pokazite-mi-kako-moze.html">Jack Welch</a> poentirao:</div>
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Kolektiv čine tri kategorije uposlenika:</div>
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20% top uposlenika, koji su od najveće važnosti za kompaniju, lideri koji vuku naprijed</div>
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70% sredina, radna mašina kompanije</div>
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10% oni na dnu, kategorija koja vuče kompanije unazad</div>
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Na pravom menadžeru – LIDERU je da iznađe optimalnu strategiju interne komunikacije i upravljanja, te oformi tim koji inovira, koji je usmjeren na kupce i poslovne ciljeve i koji suvereno vlada tržištem!</div>
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Piše:</div>
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Alma Mušić</div>
</span></div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-71315514906804579432018-07-12T04:59:00.000-07:002019-02-12T04:57:38.455-08:00Iz naše male radionice...<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Svježe ispod čekića, s ponosom predstavljamo projekat <b>Unique Walls and Floors</b>!</span><br />
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<a href="http://www.wallsandfloors.ba/" target="_blank"><img border="0" data-original-height="756" data-original-width="1578" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjoUwMM6ZlSryohp9uROK2uKjSNAb8AWr3W2lx3DtWUhduoZOhrhLqdzXTXRtIhGzefXT1FJowfnv-C1slQcsAZCdaqridHw9qTs_VOVjGqTAovfKEebWwgBIl7Hah3cKRZIxZf7GmWQ2Hy/s1600/Screenshot_1.png" /></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Work&Fun support:</span><br />
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<li><span style="background-color: white; font-family: "arial" , "helvetica" , sans-serif;">Business strategy</span></li>
<li><span style="background-color: white; font-family: "arial" , "helvetica" , sans-serif;">Corporate communication</span></li>
<li><span style="background-color: white; font-family: "arial" , "helvetica" , sans-serif;">Concept&Production</span></li>
</ul>
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<img border="0" data-original-height="751" data-original-width="1410" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgn9dnzg59qTpGBr0JDhAeUA_lBkRA226iWTAMJshKxEkGOiIQuW4JCwBL8yfNSgyHEYX-H4yrgebNssM5ZlL2EAcz1kFqQxyOZVYjmfk62W76hKvD6iT9bCVz-0zhwGq6pd0In0pkg4lr2/s1600/Screenshot_2.png" /></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="background-color: white; color: #1d2129; font-size: 14px;"><br /></span></span><span style="color: #1d2129;"><span style="background-color: white; font-family: "arial" , "helvetica" , sans-serif;">Mnogo sreće u daljem radu!</span></span>W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-18836016047303969582016-02-22T23:19:00.002-08:002018-07-11T02:36:59.897-07:00Pametno planiranjeNapraviti poslovni, odnosno marketing plan zvuči kao jednostavan
zadatak, međutim u praksi stvari stoje malko drugačije. Za početak, krenimo od toga kako marketing plan NE treba
izgledati: <span id="goog_7179134"></span>
<br />
<span id="goog_7179133"></span><br />
<ul>
<li>Plan radi plana, mrtvo slovo na papiru, dokument za arhive</li>
</ul>
Praksa koja iscrpljuje resurse, nedjelotvorna je, bez svrhe. Zašto je poslovni ljudi primjenju, ostaje nejasno.<br />
<ul>
<li>Apsolutna posvećenost operativnim zadacima, bez krovne strategije</li>
</ul>
Nepostojanje „big picture“ koja daje smisao, pravac kretanja svodi
plan na jednostavnu „to do“ listu koja ne može dati dugoročne rezultate.
Različiti odjeli u kompaniji nisu uvezani, ne postoji zajednički cilj,
sinergija, te je primat na operativnim, kratkoročnim zadacima (što je
posve u redu za Akcioni plan, ali ne i za Marketing ili Poslovni plan)<br />
<ul>
<li>Kreiranje plana bez prethodnih analiza, istraživanja</li>
</ul>
Ili pričanje bajke pred spavanje. Poslovni stratezi bi svoje
projekcije trebali zasnivati na kredibilnim izvorima informacija,
istraživanjima...Čak se i za kreativni dio kampanje mogu raditi
istraživanja kako će ciljna grupa reagovati na vizuelna rješenja ili
slogane. Dobra priprema povećava izvjesnost kvalitetne realizacije, zar
ne?<br />
<ul>
<li>Usvajanje nerealnih planova</li>
</ul>
Česta je praksa usvajanja npr planova prodaje za koje i Uprava i
uposlenici znaju da su nerealni, nedostižni i kako takvi demorališu
prodajnu silu u startu. Za ciljeve je već općeprihvaćeno da trebaju biti
realni, mjerljivi, vremenski determinisani i motivirajući, zašto onda
vršiti pritisak planovima koji u konačnici služe samo za određivanje
destimulacije prodajne sile?<br />
<br />
Ostatak teksta pročitajte u sklopu kolumne <a href="http://www.akta.ba/bs/Rubrika/Kolumna/pametno-planiranje/60913" target="_blank">akta.ba </a><br />
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<a href="http://www.akta.ba/bs/Rubrika/Kolumna/pametno-planiranje/60913" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;" target="_blank"><img alt="http://www.akta.ba/bs/Rubrika/Kolumna/pametno-planiranje/60913" border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhLY9TeRu4Hrzo05gNIGWp9Cm02FlCKpJuU696rsLhLAb4VOP6KN5I2eEjBYCCyn_hXLuWP1ALWsT7Tb2uF21roMqtatUDAID7Dfvi3TiMgf2E32h1jfJzeO_6RiuQvIH_jpaZ8xwcMFuAH/s400/Plan_v2small_1.jpg" width="400" /></a>Piše: Alma Mušić W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-86008596925194850482015-05-06T14:19:00.000-07:002018-07-11T02:39:04.414-07:0010 savjeta za kvalitetan medijski nastup<div class="separator" style="clear: both; text-align: justify;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEinIrU0kcvx_eOkahK5Fq-wV84WDnCyTGqEiTAdY2LcNMEAimO7enFDRUyIaxmnUQOcqsFrftKUsubUNfTm8ZPq45qmFs5CKEZI7hULDQ6MjmcPDC1TUakSuG7BxFagUOIC6LBmDhlYnmJC/s1600/3.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEinIrU0kcvx_eOkahK5Fq-wV84WDnCyTGqEiTAdY2LcNMEAimO7enFDRUyIaxmnUQOcqsFrftKUsubUNfTm8ZPq45qmFs5CKEZI7hULDQ6MjmcPDC1TUakSuG7BxFagUOIC6LBmDhlYnmJC/s1600/3.jpg" width="211" /></a></div>
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Nedavno mi se pred medijski nastup desilo da je voditelj jednog medija, pa skoro odbio da odradimo intervju po pripremljenom materijalu, uz pojašnjenje:</div>
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"Ma mi ćemo to spontano, znam ja sve o Vama i Vašem biznisu i šta je bitno da danas kažemo". </div>
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Ne znam kako da opišem svoj šok radi ovakvog amaterskog pristupa ozbiljnom novinarskom poslu, te sam onda redom sve predstavnike medija sa kojima sarađujem pitala šta misle o tome. </div>
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Naravno, svi su redom potvrdili da preferiraju raditi po već definiranom sažetku, uz eventualne improvizacije u ovisnosti od toka razgovora, objave priloga, učešća trećih lica i sl.</div>
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Ponukana ovim iskustvom, napisah 10 kratkih savjeta za kvalitetan medijski nastup (primjenjivih i za javni nastup) - <b><span style="font-size: large;">10 Quick Media Tips for Beginners</span></b>:<br />
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<strong>1. Pripremite tekst, šta ustvari želite reći</strong> </div>
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Bez obzira koliko su neki novinari, voditelji uporni "ma mi ćemo to spontano", ukoliko baš niste maher sa medijskim nastupima, toplo preporučujem da ne praktikujete izlazak pred kamere ili mikrofone bez dobro pripremljenog teksta<br />
<strong>2. Vodite računa o mjestu snimanja i kako ćete se uklopiti u isti</strong> </div>
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Npr ako je snimanje u studiju, pitajte kakva je pozadina tamna ili svijetla i odjećom se uklopite u istu, ako govori<span class="text_exposed_show">te u ime kompanije vodite računa o brendiranju scene i sl.<br /> <strong>3. Slobodno koristite "idiota" nije sramota!</strong> </span></div>
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<span class="text_exposed_show">Ako imate poduže izlaganje, korištenje ispisa sa tekstom je skroz ok! Samo ga postavite u visini očiju iza, odnosno pored kamere.<br /> <strong>4. Vježbe disanja!</strong> </span></div>
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<span class="text_exposed_show">10 dubokih udaha i izdaha, korištenjem dijafragme, će vas opustiti i riječi će naprosto same teći.<br /> <strong>5. Čaša vode uvijek pri ruci!</strong> </span></div>
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<span class="text_exposed_show">Trema i duže izlaganje suše usta, pripremite uvijek čašu vode pri ruci...<br /> <strong>6. Iskren osmijeh</strong> </span></div>
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<span class="text_exposed_show">Ukoliko se naravno uklapa u temu izlaganja. Neprirodan osmijeh može dovesti do grčenja mišića lica (kao i trema), a i gledaoci / slušaoci jednostavno umiju prepoznati iskren i prirodan osmijeh.<br /> <strong>7. Big no-no za poštapalice!</strong> </span></div>
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<span class="text_exposed_show">Dakle, znači, mislim, aaaaa, ovaj, onaj - slobodno izbacite iz upotrebe odmah! Vježba vježba vježba Zaista, ako imate problem sa medijskim ili općenito javnim nastupima slobodno vježbajte sami pred ogledalom ili pred prijateljima, vježbom ćete usavršiti javni nastup i riješiti se iritantnih poštapalica.<br /> <strong>8. Govor tijela - ono što govorite, morate potvrđivati i govorom tijela.</strong> </span></div>
<div style="text-align: justify;">
<span class="text_exposed_show">Dakle, otvoreni stav tijela (nikako krštenje ruku na prsima!), vodite računa da su dlanovi otvoreni prema kameri, izbjegavati prijeteće gestikulacije (upiranje prstom, stisnute pesnice, smrknut pogled...osim ako niste u političkim vodama...)<br /> <strong>9. Ton glasa takođe mora biti u skladu sa riječima.</strong> </span></div>
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<span class="text_exposed_show">O</span><span class="text_exposed_show">no što je bitno u izlaganju, naglasite i tonalitetom. Pokušajte koristiti više tonaliteta, time zadržavate pažnju gledaoca / slušaoca, te ističete ono što je bitno.<br /> <strong>10. Opustite se</strong></span></div>
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<span class="text_exposed_show">Prije snimanja ili direktnog emitovanja, razgovarajte sa novinarem, malko se našalite, opustite se...</span></div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-88344977280256537262015-01-04T07:26:00.000-08:002018-07-11T02:52:29.550-07:00U novoj godini želite biti USPJEŠNIJI?<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgn_hpD3Gd3k_At4y6N6m8Dk4OsjhLtZIF3QjmW3vFtBM4t2lgBWM0du1S44eU7t_dZXWXbLrm9fVQhJzZkMT2ke-sKUo7__OcMMG1AbsSmIXZV0ROmF6k1JaO46es5dSHW0EerHwP1xuCt/s1600/1.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="264" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgn_hpD3Gd3k_At4y6N6m8Dk4OsjhLtZIF3QjmW3vFtBM4t2lgBWM0du1S44eU7t_dZXWXbLrm9fVQhJzZkMT2ke-sKUo7__OcMMG1AbsSmIXZV0ROmF6k1JaO46es5dSHW0EerHwP1xuCt/s320/1.png" width="320" /></a></div>
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Ako ste odlučili u novoj godini unaprijediti svoju karijeru (koliko se to kod nas može)<br />
<br />
ili <br />
<br />
jednostavno želite radnu atmosferu učiniti prijatnijom, u narednim redovima odaberite za sebe najbolji savjet...<br />
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<br />
1. Ako ste na početku karijere, ne odbijajte nikakve zadatke, ma kako trivijalnim se činili, morate zaslužiti povjerenje nadređenih i kolega<br />
2. Budite strastveni u svom poslu, radite ono što volite<br />
3. Niko ne uspijeva sam, sarađujte, budite dio tima i potičite timski duh<br />
4. Ne bavite se kuloarima i podmetanjima, kada bi se sva ta energija utrošena na tračanje i podmetanje, usmjerila na nadmetanje sa konkurencijom, kompanija bi bila daleko ispred konkurencije<br />
5. Strpljivo prihvatajte kritike, uz pomoć kritika kredibilnih posmatrača, bićete samo bolji u svom poslu<br />
6. Ako radite posao kojim niste zadovoljni, stalno radite na povećanju svojih kompetencija, prihvatajte se najsloženijih projekata, vrijedno prikupljajte iskustvo, biće vam od koristi kad se ukaže neka nova, bolja prilika<br />
7. Stav „Ne mogu me tako malo platiti, koliko mogu malo raditi“ je najgora stvar koja vam se može desiti u vašem profesionalnom razvoju<br />
8. Kada vam se delegira projekat ili zadatak, nemojte smišljati razloge zašto to NE MOŽE, nego smislite mnoštvo inovativnih i kreativnih načina kako to MOŽE <br />
9. Nemojte se predstavljati stručnjakom za sve i sva (to obično znači da radite na pola i sa prosječnim rezultatima), umjesto toga, odaberite usko polje ekspertize i budite najbolji u tome<br />
10. Ako ste uspješni, to vam ne daje pravo da budete oholi, uvijek imate na umu: „Ko visoko leti, nisko pada“<br />
11. Zračite pozitivnom energijom, kako bi drugi ljudi rado radili s vama i dijelili svoja znanja sa vama<br />
12. Visoka pozicija ne podrazumijeva poštovanje drugih, to morate zaslužiti<br />
13. Vaša znanja i kredibilitet su vaš najdragocjeniji imetak<br />
14. Šta god da radite, radite po principu: Analiziraj, Planiraj, Realiziraj, Kontroliši (Kotler)<br />
15. Konstantno usavršavajte svoje komunikacijske vještine<br />
16. Slušajte da biste zaista čuli<br />
17. Poštujte kolege, poslovne saradnike, ali i konkurenciju<br />
18. Uvijek morate imati na umu „big picture“, vizualizirajte svoje ciljeve<br />
19. Kada imate problem, zamolite kolege za pomoć, uz lijepu riječ rado će vam pomoći<br />
20. Imajte mjeru i u radu, ako „pregorite“ , tad je prekasno...<br />
21. Naučite prihvatiti kritiku, ali takođe je važno da naučite prihvatiti pohvalu<br />
22. Nikada nemojte javno negativno govoriti o kompaniji ili klijentima, pogotovo ne na društvenim mrežama<br />
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Pogledajte takođe tekst o <a href="http://workandfun1.blogspot.com/2013/12/stvorite-zadovoljne-uposlenike-da-bi.html">Motivaciji</a>, stalnom izvoru nesuglasica i nerazumijevanja između poslodavaca i uposlenika.<br />
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Želimo vam sretnu, izazovnu i uspješnu novu godinu!<br />
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Piše:<br />
Alma Mušić<br />
<br />W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-73046905679888520102014-10-25T13:00:00.000-07:002018-07-11T02:53:32.802-07:00Planiranje, da ili ne?<br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><br />Ok, evo me nazad poslije nekog vremena, a u međuvremenu prevalih preko glave:<br />Fizikalnu terapiju (prema staroj tibetanskoj medicini: „terapeut skače po meni, a ja se derem“)<br />Bolovanje od godinu dana, na kojem dobih unapređenje (da se ja opet polomim, možda dobijem nagradno putovanje?)<br />Povratak u nove radne pobjede (idemo dalje...)<br /><br /><br />Sad se već sve vraća na staro i prave se novi PLANOVI, kako privatni, tako i poslovni, što me podsjeti na veliku važnost plana ili bolje rečeno „imanje cilja, te kreiranja plana kako doći do tog cilja“.<br /><br /><br /><strong>Razmišljajte strateški</strong><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgLbf7uHCtPNBYy_qYsrI-DUSifKRx7bUz4QVetE8QuXelvy7kV5sn4yBQAM3i05SK2XNd7-vJaakrjC2PZ1Epl-V1M0-O-SKTtO-eMH_-iSB3lLrnvvHoRpIhc84otrZ73eXqElfG_naVu/s1600/1.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="275" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgLbf7uHCtPNBYy_qYsrI-DUSifKRx7bUz4QVetE8QuXelvy7kV5sn4yBQAM3i05SK2XNd7-vJaakrjC2PZ1Epl-V1M0-O-SKTtO-eMH_-iSB3lLrnvvHoRpIhc84otrZ73eXqElfG_naVu/s400/1.png" width="400" /></a></span></div>
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</span><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><br />Kraj godine je vrijeme kada većina kompanija pravi poslovne planove za narednu godinu. Kako se ustvari pravi kvalitetan plan?<br /><br /><em><strong><span style="color: #999999;">Tips&Tricks</span></strong></em></span><br />
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"></span><br /></div>
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<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Krenite od big picture, gdje smo - gdje želimo da budemo</span></li>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Kada se usvoje korporativni ciljevi, oni se razlažu na ciljeve odjela, tako da Nabava, Prodaja, Marketing, Finansije i dr, imaju vlastite ciljeve koji su u svrsi ostvarenja korporativnih ciljeva</span></li>
<li><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Marketing se posmatra kroz prizmu 7 P (Proizvod, Cijena, Distribucija, Promocija, Fizičko okruženje, Ljudi i Procesi), jer ukoliko svih 7P nema zajedničke ciljeve, strategiju koja ih uvezuje, ispunjenje plana dolazi u pitanje, </span><a href="http://workandfun1.blogspot.com/2013/12/kada-je-ulaganje-u-promociju-bacanje.html"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">pričali smo već o tome</span></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">.</span></li>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"> </span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiVeXkqvjb0hVflptMwCxAoqj42YWcXgV8HKGPbDxza6Vuoyl4kalYN8mRcnj4sZUtR0ypJakOrwK_WpJk-m6MofDBNY4zuNzyXxJjCVvuq-Qu0yxdv8anYvWQs6dUsOTn4Q2Nf4BRd90gJ/s1600/1.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiVeXkqvjb0hVflptMwCxAoqj42YWcXgV8HKGPbDxza6Vuoyl4kalYN8mRcnj4sZUtR0ypJakOrwK_WpJk-m6MofDBNY4zuNzyXxJjCVvuq-Qu0yxdv8anYvWQs6dUsOTn4Q2Nf4BRd90gJ/s1600/1.jpg" width="225" /></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><strong>Kako se NE planira?</strong></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="color: #999999;">Primjer</span>: osmislili ste sjajnu kampanju, dosegli ste ogroman broj potencijalnih kupaca, pobudili želju za kupovinom, kupac dođe na prodajno mjesto i tamo nema promoviranog proizvoda!? Sjetićete se sjajne kampanje za vodu KAP, koja je upravo radi neuvezane strategije doživjela potpuni debakl...</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><span style="color: #999999;">Primjer</span>: mislite da ste osmislili sjajnu kampanju, obezbijedili ste dovoljne količine proizvoda na svim prodajnim mjestima, proizvodi su istaknuti u najfrekventnijim zonama svih centara, zakupljeni su mediji prema idealnom media planu, kampanja kreće i onda šok! Javnost tako negativno reaguje na poruke kampanje, da je bolje da se proizvod nikad nije ni promovirao, sjetićete se kampanje za ARGETA delight paštetu. </span><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Više o temi:</span></div>
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<a href="http://www.dw.de/kolateralna-pa%C5%A1teta/a-16066033"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">„ako je normalno da ljudi koji prave argetu više ne razlikuju žene i meduze, kako da im čovjek povjeruje da razlikuju paštetu I g....?“</span></a></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><strong>Izvori informacija</strong></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Za što bolje planiranje prikupljajte informacije iz svih dostupnih izvora informacija (agencije za statistiku, agencije za podršku poslovanja, internet portali, strukovna udruženja...), ali nekada ćete najbolje ideje dobiti iz izvora kojima se ne poklanja dovoljna pažnja:</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Iz anketa o zadovoljstvu kupaca, od nezadovoljnih bivših kupaca ili kupaca koji po prvi put sarađuju sa kompanijom, od blagajnice ili dostavljača, od fanova na fun page-u brenda, od kompanije koja nema apsolutno nikakve veze sa vašim biznisom, od vulkanizera ili komšinice...</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Za bolju poentu, parafrazirala bih planetarno poznatu izjavu „Stay Hungry, Stay Foolish“ u <span style="color: #999999;"><em><strong>„Stay Hungry, Stay Foolish and Communicate“.</strong></em></span></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><strong>Kako izgleda Marketing plan</strong></span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Da pojednostavimo, svaki Marketing plan, bi najmanje trebao imati obrađene podteme:</span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">To što ovako na prvi pogled strateško promišljanje i planiranje izgledaju jednostavno za uraditi, uopšte ne znači da jesu... </span></div>
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<span style="color: #999999; font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"><em><strong>For Smart Marketing Tips&Tricks, contact us:</strong></em></span></div>
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<a href="mailto:wnf4us@gmail.com"><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">wnf4us@gmail.com</span></a><span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;"> </span></div>
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<span style="font-family: "helvetica neue" , "arial" , "helvetica" , sans-serif;">Piše: Alma Mušić</span></div>
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W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-32303199485757080972014-04-04T04:43:00.001-07:002014-10-25T05:54:27.106-07:00Marketing - Jedan korak ispred<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh42yeElxLS8Qn4lv1UI-ik0_SWnChbBkGvRLsIJmD5Bo180UNAPJnUeKYrKys_T5NGrBa481EkzhHqrL-2umayL0zHS6aiou2Sm9TsbSlU9IpgN8gC9kDZLwHMF0kKw7-FXdgvaU1qR1nV/s1600/2.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh42yeElxLS8Qn4lv1UI-ik0_SWnChbBkGvRLsIJmD5Bo180UNAPJnUeKYrKys_T5NGrBa481EkzhHqrL-2umayL0zHS6aiou2Sm9TsbSlU9IpgN8gC9kDZLwHMF0kKw7-FXdgvaU1qR1nV/s1600/2.jpg" height="320" width="282" /></a></div>
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Kakva je zaista uloga marketinga u bh kompanijama?<br />
Kada je ulaganje u promociju samo bacanje novca?<br />
Da li imate talenta za marketing?<br />
Kako uz ograničen budžet ispričati priču o svom proizvodu ili usluzi?<br />
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Vidimo se 12.04.2014. i pričamo na <a href="http://training.kurgan.ba/marketing-jedan-korak-ispred/" target="_blank">ove teme</a>...<br />
Hotel Hollywood Sarajevo, sa početkom u 10 sati.<br />
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Piše: Alma MušićW'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-80509103852395228392014-03-26T14:30:00.001-07:002014-10-25T05:54:45.092-07:00Moj izbor – cjeloživotno učenje<br />
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Zašto je cjeloživotno učenje /lifelong learning/ dobar izbor?<o:p></o:p></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEib0cNjZfTDSn3R7FCQroW8-NIITSirJ0VCMHEvf-XuI2PcPqqC2Jkkd_CZnpabo4HcRkcZs4zRzF0LtdKOqbUgPqZXXloXchOo-J1yEflf1KZtz547sOD9tLlU8mgBgDGWFdto-sxrThM_/s1600/AlbertEinstein-001.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEib0cNjZfTDSn3R7FCQroW8-NIITSirJ0VCMHEvf-XuI2PcPqqC2Jkkd_CZnpabo4HcRkcZs4zRzF0LtdKOqbUgPqZXXloXchOo-J1yEflf1KZtz547sOD9tLlU8mgBgDGWFdto-sxrThM_/s1600/AlbertEinstein-001.jpg" height="275" width="400" /></a></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Održava mladim, širi vidike, povećava samopouzdanje,
obogaćuje život... <o:p></o:p></span></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Lično poznajem šezdesetogodišnjakinju koja je odlučila
naučiti prakticirati jogu, sedamdesetogodišnjakinju koja je odlučila naučiti
engleski jezik, ali i jako mlade ljude koje ne interesuje apsolutno ništa, koja
šteta.<o:p></o:p></span></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;"><o:p></o:p></span> </div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Ono što je bitno je da konstantno učenje treba da bude
izbor i kada je profesionalno usavršavanje u pitanju. Teorijske osnove, praktične
primjene, te praćenje trendova i tako opet sve iznova, zasigurno jačaju
profesionalne kompetencije.<o:p></o:p></span></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Izdvojila bih dva programa stručnih edukacija, odnosno
programa, u kojima i lično uzimam učešće, uz par riječi zašto su posebni.<o:p></o:p></span></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;"><strong>mentoRING<o:p></o:p></strong></span></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Cilj programa koji se provodi u organizaciji Centra za
promociju civilnog društva je povezivanje uspješnih žena iz svijeta biznisa,
politike, neprofitnog sektora, vlasti i medija sa mladim ženama iz cijele BiH
kojima je potrebna podrška pri razvoju karijere.<o:p></o:p></span></div>
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<i style="mso-bidi-font-style: normal;"><span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">„Žene
su najmoćnije kada su povezane. Iz tog razloga smo i pokrenuli program
mentoRing koji pruža mogućnost ženama da jedna drugoj pomažu u razvoju karijere
i privatnom životu.“ <span style="mso-spacerun: yes;"> </span>Aida Šljamo Daguda,
direktorica Centra za promociju civilnog društva<o:p></o:p></span></i></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Mentorstvo je sjajan način za prenošenje najboljih praksi
i informacija iz stvarnog realnog poslovnog okruženja budućim stručnjacima, te
nevjerovatno iskustvo i za korisnice programa, ali i za mentorice.<o:p></o:p></span></div>
<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;"><a href="http://www.mentoring.ba/"><span style="color: blue;">www.mentoring.ba</span></a><o:p></o:p></span><br />
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;"><strong>Kurgan seminari<o:p></o:p></strong></span></div>
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Profesionalni seminari u organizaciji agencije Kurgan, su
interesantni iz dva razloga:<o:p></o:p></span></div>
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<!--[if !supportLists]--><span lang="HR" style="font-family: Symbol; font-size: 12pt; line-height: 115%; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><!--[endif]--><span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Predavači
su ljudi iz biznisa, iz prakse, koji se svakodnevno susreću sa izazovima svog
posla i na ovim seminarima daju pragmatično, odmah primjenjivo znanje
polaznicima.<o:p></o:p></span></div>
<span lang="HR" style="font-family: Symbol; font-size: 12pt; line-height: 115%; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><!--[endif]--><span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Teme su
u skladu sa trenutnim trendovima poslovanja, posebno prilagođene
interesovanjima polaznika.<o:p></o:p></span><br />
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<i style="mso-bidi-font-style: normal;"><span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">KURGAN
donosi potpuno nekonvencionalan pristup kroz svoje treninge, konzalting i
popratne usluge. Mi otkrivamo i slušamo potrebe i želje naših potencijalnih
klijenata i u stanju smo Vam, umjesto generalizranih i već gotovih, ponuditi
specijalizirane, visokokvalitetne i efikasne treninge.<o:p></o:p></span></i></div>
<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;"><a href="http://www.kurgan.ba/"><span style="color: blue;">www.kurgan.ba</span></a><o:p></o:p></span><br />
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;">Nadam se da ste dobili inspiraciju da naučite japanski
jezik, skakati s padobranom, heklati ili da posjetite seminar o marketingu, možda
se i vidimo u nekom novom izazovu...<o:p></o:p></span></div>
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Piše: Alma Mušić<br />
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<span lang="HR" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%; mso-ansi-language: HR;"><o:p> </o:p></span></div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-15689511795968614772014-03-02T01:38:00.000-08:002014-10-25T13:06:44.088-07:00Bivši kupac - zanemarena kategorija?<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjZmlm2MA2cQY42iBolmx3skujAOE0GS6JMQ7O_XoNYhoK52iQ7iFwmMH73LBHyasTqnl81CJnoB8V5Xf1vgV_KoVHdV7s6hgqRF_2weWju9ln-PI7tHANq3Bk9-jCvdK5CzLhViq-bAvjD/s1600/zena.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjZmlm2MA2cQY42iBolmx3skujAOE0GS6JMQ7O_XoNYhoK52iQ7iFwmMH73LBHyasTqnl81CJnoB8V5Xf1vgV_KoVHdV7s6hgqRF_2weWju9ln-PI7tHANq3Bk9-jCvdK5CzLhViq-bAvjD/s1600/zena.jpg" height="320" width="236" /></a></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Šalu na stranu, ali
koliko zaista kompanija razvija i primjenjuje <span style="font-size: large;">strategije vraćanja bivšeg
kvalitetnog kupca?<o:p></o:p></span></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Idemo iz početka<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Razlikuju se
sljedeći kupci: potencijalni, kupci po prvi put, lojalni, prevrtljivci i bivši
kupci. Većina komunikacijskih napora je usmjereno ka potencijalnim i lojalnim
kupcima, pa čak i prevrtljivcima, <span style="mso-spacerun: yes;"> </span>dok se
kategorija bivšeg kupca zanemaruje. Šteta...<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Bivšeg kupca ne
smijemo zanemariti iz više razloga:<o:p></o:p></span></span></div>
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<div class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="mso-ansi-language: HR; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">1.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Bivši
kupac je bitan izvor informacija o kompaniji<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Poštujem analize zadovoljstva kupaca, ali upravo je bivši kupac značajan
izvor informacija o slabim tačkama kompanije. Izvori nezadovoljstva mogu biti
trivijalni i jednostavnim korekcijama kompanija može unaprijediti poslovanje.<o:p></o:p></span></span></div>
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<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="mso-ansi-language: HR; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">2.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Negativni
word-of-mouth</span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><br />
Analize iz antičkog doba prije društvenih mreža kažu da nezadovoljan kupac širi
svoje nezadovoljstvo sa preko 10 kontakata, a pozitivne impresije podijeli sa 2
– 3. Zahvaljujući internetu i društvenim mrežama sada su te brojke znatno veće.
Treba li istaći da kompaniji nije potreban negativni publicitet?<o:p></o:p></span></span></div>
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<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="mso-ansi-language: HR; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">3.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Naš
kupac je otišao konkurentu<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Pa ne želimo valjda olakšati posao konkurenciji, prepustiti kvalitetnog
kupca bez borbe? Činjenica je da zanemarivanjem ove kategorije kupaca, ustvari
jačamo konkurenciju.<o:p></o:p></span></span></div>
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<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="mso-ansi-language: HR; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">4.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Da li
si možemo priuštiti bacanje novca?<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Kompanija
je jednostavno bacila novac uložen u komunikaciju i izgradnju odnosa s tim
kupcem, a o propuštenim kupovinama da ne govorimo.<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></b><b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Tips & Tricks<o:p></o:p></span></span></b></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Bavite se bivšim
kupcima, analizirajte koje su zajedničke karakteristike bivših kupaca, pokušajte
uvidjeti uzorak i <span style="mso-spacerun: yes;"> </span>naći ćete izvor
nezadovoljstva.<o:p></o:p></span></span><br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Pomnije slušajte
kupce, pratite ponašanje u kupovini, jer se prekid poslovne saradnje uvijek
ranije nagovijesti.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><span style="mso-spacerun: yes;"> </span>Bivšeg kupca nije lako vratiti, ali je moguće
ukoliko se reaguje odmah po uočenom prekidu saradnje.</span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Piše: Alma Mušić</span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-38588564354836985302014-02-17T01:14:00.000-08:002018-07-11T02:54:29.236-07:00Mudra slova - CRM<div class="separator" style="clear: both; text-align: center;">
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Kao marketar i neko ko se
bavi odnosima s kupcima s jedne strane, te kao kupac/korisnik/klijent s druge
strane, primjećujem da kompanije imaju raznolike stavove spram CRM (Customer Relationship
Management) sistemu, od onih koji ne posvećuju posebnu pažnju kupcima (da, ima
i takvih), do onih koji pružaju superiornu podršku kupcima.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Kreirati optimalan CRM
sistem, kako bi kompanija na kraju dobila zadovoljnog, ali profitabilnog kupca,
nije uopšte lagan zadatak. Pretpostavimo da ključni elementi saradnje s kupcem
kompanije koja je B2B orjentirana, izgledaju ovako:<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Treba istaći da se vrlo
često percipira samo cijena koštanja konkretnog proizvoda, dok se većina
nabrojanih elemenata saradnje nekako podrazumijeva, što je naravno pogrešno jer
svaki od navedenih elemenata jednostavno košta. Poznat mi je slučaj kompanije
koja je većini svojih kupca omogućavala kompletan servis, poklanjala značajnu
pažnju kupcima, međutim nakon ozbiljnih analiza kupovnih navika kupaca, došlo
se do zaključka da je poslovna saradnja sa nemalim brojem kupaca na samoj granici
profitabilnosti.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Druga krajnost su kompanije
koje ne razvijaju dvosmjernu komunikaciju niti emotivni odnos s kupcima, a
premašivanje očekivanja kupaca uopšte nije dio poslovne strategije. Ovakve kompanije
su dinosaurusi i zasigurno će ostati bez <span style="mso-spacerun: yes;"> </span>klijenata.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Pravo rješenje je uvijek
negdje u sredini...<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Full customer service? Sjajno, ali kako?<o:p></o:p></span></span></b></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgU0cdONevfW-LlAUbWfNPf0CL1tbPahV6NHcr-LM8nfQFYN-8WdFxKcdrlm9hdAIA5XJOTZkaGyiNzbjglGpYqM_oZzHyQ8SDTvMrzeHLcBDt-x_i6JsEBrj7Op7SaFJmgoaTk_6MmowO1/s1600/korak1.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgU0cdONevfW-LlAUbWfNPf0CL1tbPahV6NHcr-LM8nfQFYN-8WdFxKcdrlm9hdAIA5XJOTZkaGyiNzbjglGpYqM_oZzHyQ8SDTvMrzeHLcBDt-x_i6JsEBrj7Op7SaFJmgoaTk_6MmowO1/s1600/korak1.jpg" width="122" /></a></div>
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<span style="font-family: "calibri";"><b style="mso-bidi-font-weight: normal;"><span lang="HR" style="font-size: 16pt; line-height: 115%; mso-ansi-language: HR;">K</span></b><span lang="HR" style="mso-ansi-language: HR;">reiranje baze podataka<o:p></o:p></span></span><br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Poštujući privatnost kupaca,
prikupiti što veći </span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">broj podataka o kupcu, kako generičke podatke, </span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">tako i podatke
o kupovnim navikama.<o:p></o:p></span></span></div>
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<span style="font-family: "calibri";"><b style="mso-bidi-font-weight: normal;"><span lang="HR" style="font-size: 16pt; line-height: 115%; mso-ansi-language: HR;">K</span></b><span lang="HR" style="mso-ansi-language: HR;">ategorizacija kupaca<o:p></o:p></span></span></div>
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<!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Analize poput LCV
(Lifetime customer value) i </span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">R</span></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">FM </span></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">(Recency, Frequency, Monetary) mogu dati jasne
</span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">pokazatelje koliko svaki kupac zaista ostvaruje prometa, </span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">te kakav je njegov
potencijal.<o:p></o:p></span></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhD0J9RCFUBR2YrRIfuUIkl9JaS7yrnkaPKKoh3R4a_P1p2yDGUjBSRNbz45d1WF75GaqhCYcsATJED9R1vnjjhgnM5G7YcgMi9fa4XkMl8kJJwTS6JQl584w8_kRxEefBTWGTc2NyqTQM3/s1600/korak3.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhD0J9RCFUBR2YrRIfuUIkl9JaS7yrnkaPKKoh3R4a_P1p2yDGUjBSRNbz45d1WF75GaqhCYcsATJED9R1vnjjhgnM5G7YcgMi9fa4XkMl8kJJwTS6JQl584w8_kRxEefBTWGTc2NyqTQM3/s1600/korak3.jpg" width="122" /></a></div>
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<span style="font-family: "calibri";"><b style="mso-bidi-font-weight: normal;"><span lang="HR" style="font-size: 16pt; line-height: 115%; mso-ansi-language: HR;">R</span></b><span lang="HR" style="mso-ansi-language: HR;">azvoj CRM sistema</span></span></div>
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<span style="font-family: "calibri";"><span lang="HR" style="mso-ansi-language: HR;"></span></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Svrsishodan CRM sistem bi
trebao kreirati odgovarajući </span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">set usluga za svaku kategoriju kupca, te prema
tome: <o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">zadržati i nagraditi top
kategoriju kupaca, </span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">pretvarati kvalitetne kupce s potencijalom u top kupce, </span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">te riješiti
pitanje neprofitabilnih kupaca.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Pravim načinom
komunikacije, optimalnim setom usluga i proizvoda, kreiranih prema potrebama
kupaca (ali na način da premaše očekivanja kupaca), dobićete zadovoljne,
lojalne, ali i profitabilne kupce. </span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Piše: Alma Mušić</span></span></div>
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W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-47585743424986092782014-01-26T13:31:00.001-08:002018-07-11T02:55:00.192-07:00Pokažite mi kako MOŽE!<br />
Nije nepoznatno pravilo da<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";"> „Ne opstaju najjači, nego
najprilagodljiviji“. Darvinističko pravilo koje se može preslikati i na tržište, odnosno kako bi se kompanija prilagodila novim zahtjevima ili
potrebama kupaca, mora inovirati i mijenjati se. E tu nastaju problemi...<o:p></o:p></span></span><br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Vjerovatno zvuči
poznato: pokušavate uvesti novi proizvod, novi kanal komunikacije ili
distribucije i niste došli ni do sredine prezentacije, a već pljušte sa strana
komentari zašto to NE MOŽE.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Ali idemo iz
početka, da bi neki projekat bio prihvaćen od strane kolektiva, zaista mora
biti dobro sagledan sa svih strana, troškovne, organizacijske... Pored
prezentacije samog projekta poželjno je prezentirati i ciljeve projekta, šta će
on konkretno donijeti kompaniji: povećanu prodaju, veću razliku u cijeni, nova
tržišta, veće zadovoljstvo kupaca, u kom vremenskom periodu...<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">A onda dolazimo
do uposlenika. O <a href="http://workandfun1.blogspot.com/2013/12/stvorite-zadovoljne-uposlenike-da-bi.html" target="_blank">motivaciji</a> smo već govorili, a pored toga Jack Welch kaže:<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Kolektiv čine tri kategorije uposlenika:<o:p></o:p></span></span></div>
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">20% top uposlenika, koji su od najveće
važnosti za kompaniju, lideri koji vuku naprijed<o:p></o:p></span></span><br />
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">70% sredina, radna mašina kompanije<o:p></o:p></span></span><br />
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">10% oni na dnu, kategorija koja vuče
kompanije unazad<o:p></o:p></span></span><br />
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</div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Nekad mi se čini da je procenat onih koji
se protive bilo kakvoj promjeni znatno veći, a i mnogo toga ovisi od korporativne
kulture.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";"><strong>Tips&Tricks<o:p></o:p></strong></span></span><br />
<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj8E3uXT7CSwsDbXsQucuM32UK4wrkscHR2SK5JkMbOuJhqpyQn-0PDcBean8ChxXudYkF29ocahJRqmzBTYuF704DB9WfnpiBlAS6iTVnFAHoykZjS_kLJWKY_bRr9svliu4mMMGfaYxi2/s1600/imagesCAE85W8R.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj8E3uXT7CSwsDbXsQucuM32UK4wrkscHR2SK5JkMbOuJhqpyQn-0PDcBean8ChxXudYkF29ocahJRqmzBTYuF704DB9WfnpiBlAS6iTVnFAHoykZjS_kLJWKY_bRr9svliu4mMMGfaYxi2/s1600/imagesCAE85W8R.jpg" width="214" /></a></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Izazov je u vrijeme ekonomske
nestabilnosti povući prave poslovne poteze, osmisliti kvalitetne projekte,
sagledati kratkoročne i dugoročne efekte i još je veći izazov provesti ih u
djelo. Zato kada naredni put budete prezentirali neku ideju (koja ispunjava sve
uslove da izraste u kvalitetan projekat), „pokretačima otpora“ postavite
pitanje: </span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";"><strong>Pokažite mi kako MOŽE?</strong> <o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Ovim sjajnim pitanjem uključujete kolege u
proces osmišljavanja projekta, te će ga oni doživjeti svojim. Samim tim, otpor
prema ideji se smanjuje i povećava se mogućnost kvalitetne realizacije.<o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Mjerite efekte projekta i prezentirajte ih
kolegama, jednostavno iz razloga da jasno vide rezultate zajedničkih napora. <o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">I na kraju, potičite kolege da samostalno
daju prijedloge za unapređenje poslovanja.<o:p></o:p></span></span></div>
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</div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Jer ukoliko ne inovirate, sutra vas možda
neće biti...</span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Piše: Alma Mušić</span></span></div>
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</div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-51234932561804773262014-01-20T05:05:00.000-08:002014-10-25T05:55:45.602-07:00Prodajni biseri<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAArki7Cddw6X_dQSc1A4k1BkHj3onqPWkcdey9qNDFI0Mc6hyphenhyphenREVWzY1RY9cKB9GaeTNJnPgPTU_0m1VUsiSEYuAgYE5Ftc8xPO-iQ5guv9ZhUiGVe7aNEkbyVUNU-KfCmSzreJ3214pe/s1600/Brother-for-sale__.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAArki7Cddw6X_dQSc1A4k1BkHj3onqPWkcdey9qNDFI0Mc6hyphenhyphenREVWzY1RY9cKB9GaeTNJnPgPTU_0m1VUsiSEYuAgYE5Ftc8xPO-iQ5guv9ZhUiGVe7aNEkbyVUNU-KfCmSzreJ3214pe/s1600/Brother-for-sale__.jpg" height="210" width="320" /></a></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"></span></o:p></span> </div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">U praksi su
toliko ustaljeni neki stereotipi koji bi trebali da pozitivno utiču na prodaju,
ali prodavci kao da ne uviđaju da zbog tih i takvih izjava, možda nikad neće
zaključiti prodaju i sigurno gube kredibilitet kod kupaca.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"></span></o:p></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"></span></o:p></span> </div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><strong>„Imam i ja isto“<o:p></o:p></strong></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Sigurno ste
nebrojeno puta čuli od prodavca ovu izjavu, koja bi Vas kao trebala uvjeriti u
kvalitetu proizvoda i navesti na kupovinu. E sad, treba biti realan, ukoliko
kupujete neku tehničku opremu tipa fotoaparat, a prodavac je naizgled tehnički
guru, vlada podacima, uvažićete ovu izjavu.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Ali ako kupujete
sexy donje rublje, a prodavačica je godina Vaše mame, sigurno Vas zamisao te
gospođe u crnom korzetu neće navesti na kupovinu.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><strong>„Vozila ga žena“<o:p></o:p></strong></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Uz opasnost da zvučim seksistički, izjava
prilikom kupovine polovnog automobila „vozila ga žena“ nikako nije pohvalna
karakteristika. Lično sam apsolutno neodgovorna po pitanju pravovremenog
održavanja automobila. Jedne prilike sam na pola ceste ostala bez auspuha,
vratim se, stavim auspuh u gepek i odem kod majstora tek poslije nekoliko dana.
<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Majstor se spusti u kanal, pogleda i kaže:
“Pa gospođo, Vi uopšte nemate auspuh“, <o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">odgovaram: „Kako
nemam, imam, eto ga u gepeku!“<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Ne znam da li je
većina <span style="mso-spacerun: yes;"> </span>vozačica neosjetljiva na pitanja
servisa i održavanja automobila, ali ja bih lično razmislila o kupovini auta
poslije žene...<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><strong>„Evo, al ko tebi“<o:p></o:p></strong></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Da sam za svaki
put kad mi je neki dobavljač rekao „Evo, al ko tebi“ dobila marku, danas bih
bila bogata žena. Trebate dati do znanja kupcu ako pravite neki poseban ustupak
i da ga treba cijeniti, ali ukoliko se radi o stvarima koje se podrazumijevaju,
ova izjava je bespotrebna i njome gubite kredibilitet.<o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"></span></o:p></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;">Piše: Alma Mušić</span></o:p></span></div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-47659683370601925722013-12-27T04:05:00.000-08:002014-10-25T05:56:42.464-07:00Poslovno darivanje<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span><br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Ono je doba godine kada se razmjenjuju
kilogrami rokovnika, kalendara, olovaka, upaljača ili privjesaka. </span></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Sve već viđeno... Kada kompanija već ulaže
sredstva u produkciju novogodišnjeg materijala, neka barem to uradi kako treba
i dođe do rezultata, čak i od podjele tih poklona.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Zapitajte se, ako razmišljate o tome šta
ćete pokloniti prijatelju za rođendan, zašto ne razmislite šta ćete pokloniti
poslovnom partneru za Novu godinu? <o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span><br />
<div class="separator" style="clear: both; text-align: center;">
<span style="font-family: Calibri;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEizZXMCUwRl5NkABvRGDknJQi4A8V9JZNg2s6OeGn6YrtF0g6Ko5IaN1volygxZ7ExfFYw8trIYhCPCXKbF-e_P2UEo7605DYtTkiFvxUqznChZv8NgW6YpK1ZGBOeq5dUsKkzLWeycAgq4/s1600/Good-Business-Workplace-Friendly-Gifts.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEizZXMCUwRl5NkABvRGDknJQi4A8V9JZNg2s6OeGn6YrtF0g6Ko5IaN1volygxZ7ExfFYw8trIYhCPCXKbF-e_P2UEo7605DYtTkiFvxUqznChZv8NgW6YpK1ZGBOeq5dUsKkzLWeycAgq4/s1600/Good-Business-Workplace-Friendly-Gifts.jpg" height="232" width="400" /></a></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Tips&Tricks<o:p></o:p></span></span></div>
<br />
<div class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0pt 0.5in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="mso-ansi-language: HR; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">1.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> </span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Poklon
treba biti drugačiji, sa istaknutom upotrebnom vrijednošću</span></span></div>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in; mso-add-space: auto;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Npr,
umjesto da kupite gotov rokovnik (od loših vještačkih materijala), dodatno se
potrudite i odštampajte rokovnik prema vlastitom dizajnu koji je prilagođen
prilici (sa klijentu bitnim podacima, sa nekom zajedničkom fotografijom, sa
informacijama o proizvodima kompanije...)<o:p></o:p></span></span></div>
<br />
<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="mso-ansi-language: HR; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">2.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> </span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Ukoliko
malo bolje poznajte klijenta, vjerovatno ste upoznati sa njegovim hobijima ili
je nekad u razgovoru pomenuo svoje želje ili potrebe. Poklonite mu upravo tako
nešto:<o:p></o:p></span></span></div>
<br />
<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in; mso-add-space: auto;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">štap za
pecanje, dres omiljenog kluba, sezonsku kartu za skijanje ili hobi alat.<o:p></o:p></span></span></div>
<br />
<div class="MsoListParagraphCxSpLast" style="margin: 0in 0in 0pt 0.5in; mso-add-space: auto; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="mso-ansi-language: HR; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">3.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Sve navedeno ne iziskuje znatne budžete, nego
samo da slušate svoje partnere, gradite poslovno prijateljske odnose, a
klijenti će znati cijeniti <span style="mso-spacerun: yes;"> </span>poklonjenu
pažnju. </span></span><br />
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span><br />
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span><br />
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span><br />
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Piše: Alma M</span><span style="font-family: Times New Roman;">ušić<o:p></o:p></span></span></div>
</div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-46403998350294670012013-12-10T13:53:00.000-08:002018-07-11T02:56:38.803-07:00Kada je ulaganje u promociju bacanje novca?<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Nerijetki su
slučajevi da kompanije ulože znatna sredstva u promociju proizvoda ili usluge,
odnosno u oglašavanje, odnose s javnošću, unapređenje prodaje i sl, ali
jednostavno rezultati prodaje izostanu ili su daleko od planiranih. <o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Nerijetki su
slučajevi da marketing menadžeri ili agencije pripremaju Marketing planove,
koji obuhvataju samo promotivne aktivnosti, te nemaju doticaja sa ostalim
elementima marketing mixa.<o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Zašto? <o:p></o:p></span></span></div>
<br />
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Svima je poznata
definicija da marketing čini 4P (proizvod, cijena, distribucija, promocija),
međutim sve su glasniji i teoretičari i praktičari koji kažu da marketing
ustvari čini 7P:<o:p></o:p></span></span></div>
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<span style="font-family: "calibri";"><span style="mso-no-proof: yes;"><v:shapetype coordsize="21600,21600" filled="f" id="_x0000_t75" o:preferrelative="t" o:spt="75" path="m@4@5l@4@11@9@11@9@5xe" stroked="f">
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<v:imagedata o:title="7P" src="file:///C:\Users\alma\AppData\Local\Temp\msohtmlclip1\01\clip_image001.jpg">
</v:imagedata></v:shape></v:path></v:f></v:f></v:f></v:f></v:f></v:f></v:f></v:f></v:f></v:f></v:f></v:formulas></v:stroke></v:shapetype></span></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Pored navedenih 7P, postoji teorija koja dodaje čak i 8P – Produktivnost i
kvalitet.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Zašto pojedine kampanje ne donose željene rezultate?
<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="font-size: 12pt; line-height: 115%; mso-ansi-language: HR;"><span style="font-family: "calibri";">Zato što svi
elementi marketing mixa nisu u optimalnoj korelaciji!<o:p></o:p></span></span></b></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Nemoguće je od
promocije očekivati nerealne rezultate, ukoliko svi elementi marketing mixa
nisu stavljeni u funkciju ostvarenja marketing ciljeva. Promocija, sama po sebi,
će informirati potencijalnog kupca, izazvati interesovanje, povećati broj
ulazaka u prodajne centre, ali da bi došlo do konačne kupovine svi elementi
marketing mixa moraju biti u međuzavisnom optimalnom odnosu.<o:p></o:p></span></span></div>
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<span style="font-family: "calibri";"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgoT12felDZZowP_u6axrkTnyqL68LZJdf5ByyFUkA4SYQI1Ppv4Bm8D1_C43sbGwjcChiBBiVo-jk0D9eMl0Gn4ojV3VOUux4ldpHy-ZbRMGyZ6uO8JbL-GJNPpaJNVpCqvnfaHlbTmxwQ/s1600/povuci+potegni.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="105" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgoT12felDZZowP_u6axrkTnyqL68LZJdf5ByyFUkA4SYQI1Ppv4Bm8D1_C43sbGwjcChiBBiVo-jk0D9eMl0Gn4ojV3VOUux4ldpHy-ZbRMGyZ6uO8JbL-GJNPpaJNVpCqvnfaHlbTmxwQ/s400/povuci+potegni.jpg" width="400" /></a></span></div>
<span style="font-family: "calibri";"><span lang="HR" style="mso-ansi-language: HR;"><o:p></o:p></span></span><br />
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Tips & Tricks <o:p></o:p></span></span></b></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: "calibri";"> </span></o:p></span></b><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Prvo pravilo: <b style="mso-bidi-font-weight: normal;">nekvalitetan proizvod se ne oglašava</b>! Kompanija
će izgubiti povjerenje kupaca, a nezadovoljan kupac će vrlo predano širiti
svoje nezadovoljstvo.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Kompanija
oglašava proizvod koji je mnogo skuplji od konkurentskog proizvoda? Mora imati <b style="mso-bidi-font-weight: normal;">jako dobar razlog za veće cijene</b>. <span style="mso-spacerun: yes;"> </span>U doba ekonomske krize, kupac sve racionalnije
troši svoj novac.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Kompanija je
uložila novac u proizvod, cijena je prihvatljiva, potražnja postoji, ali <b style="mso-bidi-font-weight: normal;">proizvoda jednostavno nema na policama</b>!
Moguće pojednostavljene strategije kroz distributivni kanal:</span></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgfMMA6bsaRk6HdhBTt58iHzgY0xLhuzVwENrRXm6GPcXztvq4POQLP3qZ0_4UJCRs4X_y60JO41nZjN_3LOGxY-Cvr1u4G73tySB0y1_qvToXyJJBsSXyJ-1KEvA1KeldFX9cAYpQA-Ym-/s1600/push.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="225" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgfMMA6bsaRk6HdhBTt58iHzgY0xLhuzVwENrRXm6GPcXztvq4POQLP3qZ0_4UJCRs4X_y60JO41nZjN_3LOGxY-Cvr1u4G73tySB0y1_qvToXyJJBsSXyJ-1KEvA1KeldFX9cAYpQA-Ym-/s400/push.jpg" width="400" /></a></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Najbolja
strategija je kombinacija Push – Pull strategije, s tim da se oprezno pristupa
Oglašavanju, ukoliko proizvod još nije našao svoje mjesto na policima.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Najčešće greške u
odnosu menadžmenta i radne sile su pitanja <b style="mso-bidi-font-weight: normal;">edukacije,
<a href="http://workandfun1.blogspot.com/2013/12/stvorite-zadovoljne-uposlenike-da-bi.html" target="_blank">motivacije</a> i interne komunikacije.</b><span style="mso-spacerun: yes;">
</span>Kompanija je izbacila novi proizvod na tržište ili oglašava prodajnu
akciju, a nije kvalitetno educirala ili informirala prodajnu silu o tome,
naravno da će rezultat izostati. <o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Komplikovan način
kupovine ili isporuke,<b style="mso-bidi-font-weight: normal;"> nebrendirana
prodajna mjesta</b> ili neadekvatan sistem rješavanja reklamacija sigurno neće
doprinjeti dobrom rezultatu marketinške kampanje.<o:p></o:p></span></span></div>
<br />
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Big NO NO?<o:p></o:p></span></span></b></div>
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<span style="font-family: "calibri";"><span lang="HR" style="mso-ansi-language: HR;">Pionir marketinga </span><a href="http://en.wikipedia.org/wiki/John_Wanamaker" target="_blank">John Wanamaker</a> je
izrekao: </span></div>
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<span style="font-family: "calibri";">“Polovica
mog ulaganja u marketing je bačeno kroz prozor, samo ne znam koja polovica!”</span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Svaka kampanja
koja ima povezane sve elemente marketing mixa, uz prepoznatljivu ponudu i mudro
odabranu ciljnu grupu, može se definirati kao 100% investicija, sa mjerljivim
rezultatima, nikako kao bacanje novca.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: "calibri";">Piše: Alma Mušić<o:p></o:p></span></span></div>
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W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-73650562285112459632013-12-05T08:34:00.000-08:002014-10-25T05:57:36.231-07:00Kako kod nas zaista stvari funkcionišu?<br />
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<span lang="HR"><span style="font-family: Calibri;">Marketing i PR <span style="mso-spacerun: yes;"> </span>su ključni procesi za ispunjenje poslovne
strategije, jednako kao i proizvodnja, prodaja ili nabava!</span></span></div>
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<span lang="HR"><span style="font-family: Calibri;">Zar je to nešto
novo?! </span></span></div>
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<span lang="HR"><o:p><span style="font-family: Calibri;"> </span></o:p></span>O<span lang="HR"><span style="font-family: Calibri;">vo pitanje može
postaviti samo neko ko nije radio u jednoj <span style="mso-spacerun: yes;"> </span>prosječnoj domaćoj kompaniji u regiji, ko nije
osjetio otpor kako poslodavaca, tako i kolega prema marketinškoj filozofiji, ko
nikad nije čuo komentare poput :</span></span></div>
<span lang="HR"><span style="font-family: Calibri;">„Marketing samo
troši novac“, „PR je prazna priča“, „Naš proizvod se prodaje sam“, „Nije nam to
sad prioritet“, „Moramo reducirati budžet“...</span></span><br />
<br />
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<span lang="HR"><span style="font-family: Calibri;">Zvuči poznato?</span></span></div>
<b style="mso-bidi-font-weight: normal;"><span lang="HR"><span style="font-family: Calibri;"></span></span></b><br />
<b style="mso-bidi-font-weight: normal;"><span lang="HR"><span style="font-family: Calibri;">Kako se izboriti
za svoj komad neba ili kako da se Vaša riječ čuje?<o:p></o:p></span></span></b><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilteHf37ynlEKD3lSwULZjB4oD8qNrgLOaDqdoiH3-zyzerisw5rjFJPkX4c-za-_27bvhP_sLC4qpMvdbF_WFAE0PO3v_w7NNYMNpeNSJJeIoIP5ocfGb8ZdekHPrffOXwGJmgHlIA-O7/s1600/a.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilteHf37ynlEKD3lSwULZjB4oD8qNrgLOaDqdoiH3-zyzerisw5rjFJPkX4c-za-_27bvhP_sLC4qpMvdbF_WFAE0PO3v_w7NNYMNpeNSJJeIoIP5ocfGb8ZdekHPrffOXwGJmgHlIA-O7/s1600/a.jpg" height="216" width="400" /></a></div>
<br />
<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">1.</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span></b><!--[endif]--><b style="mso-bidi-font-weight: normal;"><span lang="HR"><span style="font-family: Calibri;">Izgradite se kao kredibilan profesionalac<o:p></o:p></span></span></b><br />
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<span lang="HR"><span style="font-family: Calibri;">Radno
iskustvo, cjeloživotno učenje i radna etika garant su izgradnje<span style="mso-spacerun: yes;"> </span>ličnog brenda koji daje težinu </span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR"><span style="font-family: Calibri;">strategiji koju prezentirate. Naučite se
pohvaliti i kako primiti pohvalu ili kritiku. </span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR"><o:p><span style="font-family: Calibri;"></span></o:p></span></b><br />
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<b style="mso-bidi-font-weight: normal;"><span lang="HR"><span style="font-family: Calibri;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKK-mWvRdk8tPi2XvXE4S8Vx1WfgAEK34J5vQRhPW1BDqmRsMjiTAZnh_Uq0VRTCiVBfKs8hrCzKmfoG-q0_tvqEgvBczbGtzS50fpNUczlMpQiARxOFU_YrI70dPczWq_7w3W_LXewIfQ/s1600/2.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKK-mWvRdk8tPi2XvXE4S8Vx1WfgAEK34J5vQRhPW1BDqmRsMjiTAZnh_Uq0VRTCiVBfKs8hrCzKmfoG-q0_tvqEgvBczbGtzS50fpNUczlMpQiARxOFU_YrI70dPczWq_7w3W_LXewIfQ/s1600/2.jpg" height="400" width="256" /></a></span></span></b></div>
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</v:shape><![endif]--><!--[if !vml]--><!--[endif]--><b style="mso-bidi-font-weight: normal;"><span lang="HR"><span style="font-family: Calibri;">2. Radite po principu: </span></span></b><br />
<b style="mso-bidi-font-weight: normal;"><span lang="HR"><span style="font-family: Calibri;">Analiziraj,
Planiraj, Realiziraj, Kontroliši.</span></span></b></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR"><span style="font-family: Calibri;">Ovaj princip, bio
ili ne bio uslovljen poslovnim procesima ili korporativnoj kulturi, je odličan
pristup poslu. Prateći ove korake možete sagledati poslovnu ideju iz svih
uglova, smanjena je mogućnost pogreške ili previda, a neizostavnim mjerenjem
efekata imate argumente ili inpute za neke naredne poslovne ideje.</span></span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
</div>
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Calibri;"><b style="mso-bidi-font-weight: normal;"><span lang="HR">3.</span></b><span lang="HR"> <span style="mso-spacerun: yes;"> </span><b style="mso-bidi-font-weight: normal;">Zaista
morate znati o čemu pričate.</b> </span></span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<a href="https://www.blogger.com/" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><a href="https://www.blogger.com/" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><span lang="HR"><span style="font-family: Calibri;">Ukoliko idete pred nadređenog,
Upravni odbor ili klijenta sa nekom idejom, prvo je sami iscrpno sagledajte, uočite
sve prednosti, moguće opasnosti, definirajte troškovu stranu, jasno definirajte
ciljeve te ideje... Ukoliko nemate odgovore na većinu mogućih pitanja, druga
strana će smatrati da <span style="mso-spacerun: yes;"> </span>trošite vrijeme i
da baš ne vladate materijom, pa kako će onda odobriti ideju ili budžet?</span></span><br />
<br />
<br />
<br />
<span style="font-family: Calibri;"></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span style="font-family: Calibri;"><b style="mso-bidi-font-weight: normal;"><span lang="HR">4.</span></b><span lang="HR"> <b style="mso-bidi-font-weight: normal;">Upoznajte se sa svim procesima, kako svog posla, tako i ostalih u
kompaniji.</b> </span></span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR"><span style="font-family: Calibri;">Najbolje ideje su rezultat
timskog rada, ali mogu izniknuti i iz razgovara sa portirom, blagajnicom ili nezadovoljnim
kupcem. Možete upravo gledajući sa strane uvidjeti prostor za unapređenje
usluge, proizvoda ili radnog procesa.</span></span></div>
<span lang="HR"><br />
<o:p></o:p></span><br />
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR"><span style="font-family: Calibri;"><b style="mso-bidi-font-weight: normal;"><span lang="HR">5.</span></b><span lang="HR"> <span style="mso-spacerun: yes;"> </span><b style="mso-bidi-font-weight: normal;">Stvarajte partnerstva.</b> Ovo je možda čak i najkomplikovanije, jer
morate iznaći win-win opcije i to </span></span></span><br />
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR"><span style="font-family: Calibri;"><span lang="HR"><span style="mso-spacerun: yes;"> </span>ne samo
sa kupcima ili dobavljačima, nego i sa kolegama i ostalim ličnim stakeholderima.
Ovo je dug </span><span lang="HR">i zahtjevan proces, ali ćete stvoriti vrlo jake
poslovne veze, naravno pod pretpostavkom da igrate fer i pošteno.</span></span></span></div>
<span lang="HR"><span style="font-family: Calibri;">
</span></span></div>
<span lang="HR">
</span><br />
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR"> </span></div>
<span lang="HR">
</span><br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9tXsEw-IxrQ1FyJRBicQYpXY9bZbRd3wAs0jQgdxHna30HC-VvF7JkQ83C3a-X1732jV9m-CkEy-7jLHQfYoBtcbgYOuCJSiSrYKha82DJfy5ZuSQEKQp0XmWSZBvi14KNKCJX4MkYbS5/s1600/s.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9tXsEw-IxrQ1FyJRBicQYpXY9bZbRd3wAs0jQgdxHna30HC-VvF7JkQ83C3a-X1732jV9m-CkEy-7jLHQfYoBtcbgYOuCJSiSrYKha82DJfy5ZuSQEKQp0XmWSZBvi14KNKCJX4MkYbS5/s1600/s.jpg" height="166" width="400" /></a></div>
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o:title=""/>
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</v:shape><![endif]--><!--[if !vml]--><span lang="HR"><o:p><span style="font-family: Calibri;"></span></o:p></span><br /></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt; text-align: justify;">
<span lang="HR"><span style="font-family: Calibri;">Piše: Alma Mušić</span></span></div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0Balkans43.957672833438167 17.39835530519485540.981650833438167 12.234781305194854 46.933694833438167 22.561929305194855tag:blogger.com,1999:blog-1403012673179691041.post-66262438104881805922013-12-05T04:05:00.000-08:002014-10-25T05:57:55.591-07:00Organizacija savršenog eventa u tri koraka<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Posjećujući mnoge
evente i razgovarajući sa kolegama pr-ovcima, primjetih nekoliko pojava vezanih
za evente:</span></span></div>
<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span style="font-family: Times New Roman;"></span></span></span><br />
<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">
</span></span><br />
<div class="MsoListParagraphCxSpFirst" style="margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> </span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Amaterski pristup organizaciji<o:p></o:p></span></span></span></span></div>
<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"></span></span><br />
<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in;">
<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Mnogi organizatori olako pristupaju ovom ozbiljnom poslu, po principu
„pozovi ljude, obezbijedi hranu i piće i to je to“. E nije to to, naravno
ukoliko želite upečatljivo dešavanje, koje treba donijeti određene rezultate. <o:p></o:p></span></span></span></span></div>
<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">
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<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span style="font-family: Times New Roman;">
</span></span></span><span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> </span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Loš ukupni dojam</span></span></span></span><span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><br />
</span></div>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in;">
<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Mnogi eventi budu jako dobro osmišljeni, nose i kvalitetnu poruku, ali
previđanje jako bitnih detalja poput: glasnoće muzike, hladan ili zagušljiv prostor,
neadekvatan parking ili nepostojanje garderobera, mogu umanjiti sav trud
organizatora i dovesti do lošeg ukupnog dojma o eventu. <o:p></o:p></span></span></span></span></div>
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<span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span style="font-family: Times New Roman;">
</span></span></span></div>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0in 0in 0pt 0.5in; mso-list: l0 level1 lfo1; text-indent: -0.25in;">
<!--[if !supportLists]--><span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;"><span lang="HR" style="font-family: Symbol; mso-ansi-language: HR; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;"><span style="mso-list: Ignore;">·<span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> </span></span></span><!--[endif]--><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Čast izuzecima<o:p></o:p></span></span></span></span></div>
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<div class="MsoListParagraphCxSpLast" style="margin: 0in 0in 10pt 0.5in;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Postoje
eventi i organizatori koji uspiju i premašiti očekivanja učesnika, te se uspjeh
eventa reflektuje na dobar poslovni rezultat, a dobra atmosfera ostaje u
pamćenju gostiju.<o:p></o:p></span></span></div>
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</span><br />
<h4 class="MsoNormal" style="margin: 0in 0in 10pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Arial, Helvetica, sans-serif;">Kako organizirati event, kako ispričati dobru
priču?<o:p></o:p></span></span></h4>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Korak 1 Ideja<o:p></o:p></span></span></b></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Uvijek sve kreće od ideje, ali i pitanja:
Šta želite postići eventom? Koja je Vaša ciljna grupa?<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Zamislite da je event jedna dobra priča sa
poantom i svakim detaljom organizacije želite istaći tu poantu. Početna ideja
se razrađuje u koncept, koji treba sačinjavati sljedeće:<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Bit eventa, naziv, scenario, organizacioni
tim.<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"></span><br /></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Korak 2 Realizacija - To do list<o:p></o:p></span></span></b></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">To do list je sjajan organizacioni alat
koji pojašnjava KO, KADA, ŠTA treba da odradi.<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Primjer To do liste <o:p></o:p></span></span></b></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></b><br />
<div class="separator" style="clear: both; text-align: center;">
<b style="mso-bidi-font-weight: normal;"><span style="font-family: Calibri;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhbbuQMXN2icRoJ4ZYf8jBvVerrPsXM276DhMjXPYAQwpKpnQV9HKWS87ac5bqjSCeE0e3sflhyphenhyphenq_RoEQ_yfAueCWx3ECh5-GR17oUOL-F-Jv2aANtdxN9w6NxEwi6CAmMXyZCfVUQG9vaB/s1600/todolist.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhbbuQMXN2icRoJ4ZYf8jBvVerrPsXM276DhMjXPYAQwpKpnQV9HKWS87ac5bqjSCeE0e3sflhyphenhyphenq_RoEQ_yfAueCWx3ECh5-GR17oUOL-F-Jv2aANtdxN9w6NxEwi6CAmMXyZCfVUQG9vaB/s1600/todolist.jpg" height="640" width="519" /></a></span></b></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Korak 3 Kontrola <o:p></o:p></span></span></b></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Prolazeći kroz scenario, te „To do listu“
umanjuje se mogućnost previda ili greške. Poželjno je razviti i B scenario za
moguće situacije, npr „U slučaju kiše“, „ U slučaju većeg ili manjeg broja
gostiju“...<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">I na kraju jako je bitno izmjeriti efekte
eventa, kroz neke od pokazatelja uspješnosti:<o:p></o:p></span></span></div>
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<ul>
<li><div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Koliki broj pozvanih osoba se odazvao pozivu</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Broj prisutnih medija</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Press kliping – gdje se sve pojavilo Saopćenje o eventu, te kolika je orjentaciona vrijednost objava</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"></span><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Pokazatelji o prodaji (ukoliko je cilj eventa bio povećanje prodaje)<o:p></o:p></span></span></div>
</li>
</ul>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></b></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Tips&Tricks<o:p></o:p></span></span></b></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Osmislite atraktivan naziv eventa koji
prenosi poantu te dobre priče, primjeri iz prakse:<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhteoTzzjmCIKUxag2vyypqdRHOuBlUdz5aEySRCYJJ9CzsaCcpIEkDc7tPwjzRZAd1S_V0kIackUqP93MijiM_aSUm1Sujfostv1S1UnzRSwUA8-sTfm3Q22RARvVLkC0jZSuX1_rgt8oK/s1600/pozivnica.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhteoTzzjmCIKUxag2vyypqdRHOuBlUdz5aEySRCYJJ9CzsaCcpIEkDc7tPwjzRZAd1S_V0kIackUqP93MijiM_aSUm1Sujfostv1S1UnzRSwUA8-sTfm3Q22RARvVLkC0jZSuX1_rgt8oK/s1600/pozivnica.jpg" height="170" width="320" /></a><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Brend BAGNO – <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">„Bagno ViP Spring event“ </i></b><i style="mso-bidi-font-style: normal;"><o:p></o:p></i></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">(event za ključne poslovne saradnike
kojima se prezentira proljetna kolekcija, tj ozvaničava se početak prodajne
sezone)<o:p></o:p></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Kompanija Ping – <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">„Stay in the game“</i></b></span></span><br />
<div class="separator" style="clear: both; text-align: center;">
<a href="http://www.ping.ba/" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;" target="_blank"><img alt="www.ping.ba" border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjVm8NQ_5rEf0jKraP7umoAkany_toInA4tkGJntUBXxXpL_0eyAuUfnhf-ca8QboODMNjh0ZLO2nMo96xeXB1cfVDIhg6EueQJWMQAQ_oP8JsxyTFxN6njwmkYagTqQEu59I0ETs6ETKnH/s1600/newPing.jpg" height="176" width="320" /></a><span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;"></i></b></span></span></div>
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><o:p></o:p></span></span><br /></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">(tradicionalni godišnji event na kraju
godine koji nagrađuje lojalnost klijenata, ali i ističe bezbrižan karakter
klijenata koji se u svom poslovanju oslanjaju na kompaniju Ping)</span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjY-vqxk4Vfm737l0WnTdhgc3RyNi273Iy6OWHhfMV8lpO3junRtEFQhOto7pO6JFqfykhX4fbdhf7eNzif-na3O-a2lJHo5-iwj55O6vZvRVS7c8ls1e6ovaGGVVOPUIL-zLVUID2bWWh_/s1600/saksija.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjY-vqxk4Vfm737l0WnTdhgc3RyNi273Iy6OWHhfMV8lpO3junRtEFQhOto7pO6JFqfykhX4fbdhf7eNzif-na3O-a2lJHo5-iwj55O6vZvRVS7c8ls1e6ovaGGVVOPUIL-zLVUID2bWWh_/s1600/saksija.jpg" height="320" width="250" /></a></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Potrudite se da pozivnice budu kreativne i
po mogućnosti da imaju neku upotrebnu vrijednost, jer će ih primaoc sigurno
zadržati i služiće kao podsjetnik i na event i na kompaniju.<o:p></o:p></span></span></div>
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<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><span style="mso-spacerun: yes;"> </span>Ako
poznajete osobu koju Vaša kompanija poziva na event, potrudite se da je lično
pozovete na event ili dostavom pozivnice ili barem telefonskim pozivom.</span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">(Divno procvjetalo cvijeće je ustvari pozivnica koja se uručivala lično. Kartonska ovojnica je brendirana sa svim podacima o eventu.)</span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><o:p></o:p></span></span> </div>
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<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><o:p><span style="font-family: Calibri;"> </span></o:p></span></div>
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<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Primjer kvalitetnog eventa: <a href="http://www.youtube.com/watch?v=T3KEEMlrMMM" target="_blank">Otvorenje Bagno salona Banjaluka</a></span></span></div>
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<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"></span></span> </div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;">Piše: Alma Mušić</span></span></div>
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="HR" style="mso-ansi-language: HR;"><span style="font-family: Calibri;"><o:p></o:p></span></span> </div>
</div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-31714891188551224882013-12-01T14:12:00.000-08:002019-02-13T01:29:24.217-08:00Stvorite zadovoljne uposlenike, da bi oni stvorili zadovoljne kupce!<div class="separator" style="clear: both; text-align: center;">
<a href="https://www.blogger.com/" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"></a><br /></div>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://www.blogger.com/" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"></a><br /></div>
<span style="font-family: "calibri";">Izjava sjajnog Jack Welch-a, koju je interesantno razmatrati
kroz prizmu ekonomske krize. Naime, da li i koliko kompanije danas posvećuju
pažnje zadovoljstvu uposlenika…</span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<a href="https://www.blogger.com/" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><span style="font-family: "calibri";"><b style="mso-bidi-font-weight: normal;"><span style="font-size: 16pt; line-height: 115%;">S</span></b>a stajališta menadžmenta
ili vlasnika, u fokusu je nemilosrdna trka za ostvarenje prodajnih planova, sve
lukavija konkurencija, naplata čija je realizacija postala nemoguća misija… Ovaj
tempo iziskuje 120% zalaganja svih uposlenika. Ali kako, ako nisu motivirani I zadovoljni?</span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: "calibri";">Likertovi stilovi rukovođenja dovode u vezu način
rukovođenja i motivaciju:</span></div>
<br />
<table border="1" cellpadding="0" cellspacing="0" class="MsoTableGrid" style="border-collapse: collapse; border: currentColor; mso-border-alt: solid black .5pt; mso-border-themecolor: text1; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184;">
<tbody>
<tr style="mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 2.25pt 2.25pt 0px; mso-border-bottom-themecolor: text2; mso-border-bottom-themetint: 153; mso-border-right-themecolor: text2; mso-border-right-themetint: 153; padding: 0in 5.4pt; width: 149.4pt;" valign="top" width="220"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
</div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Ekstremno autoritativni stil</span></div>
</td>
<td style="background: rgb(242, 242, 242); border-color: rgb(84, 141, 212) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: solid solid solid none; border-width: 2.25pt 2.25pt 2.25pt 0px; mso-background-themecolor: background1; mso-background-themeshade: 242; mso-border-left-alt: solid #548DD4 2.25pt; mso-border-left-themecolor: text2; mso-border-left-themetint: 153; mso-border-themecolor: text2; mso-border-themetint: 153; padding: 0in 5.4pt; width: 329.4pt;" valign="top" width="485"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Ovakav menadžer je vrlo autokratski orjentiran, ima malo povjerenja u
podređene, motivira strahom i kaznom, te samo povremeno nagrađuje.</span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 1;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 2.25pt 2.25pt 0px; mso-border-bottom-themecolor: text2; mso-border-bottom-themetint: 153; mso-border-right-themecolor: text2; mso-border-right-themetint: 153; mso-border-top-alt: solid #548DD4 2.25pt; mso-border-top-themecolor: text2; mso-border-top-themetint: 153; padding: 0in 5.4pt; width: 149.4pt;" valign="top" width="220"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
</div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Benevolentno autokrativni stil</span></div>
</td>
<td style="background: rgb(242, 242, 242); border-color: rgb(0, 0, 0) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 2.25pt 2.25pt 0px; mso-background-themecolor: background1; mso-background-themeshade: 242; mso-border-bottom-themecolor: text2; mso-border-bottom-themetint: 153; mso-border-left-alt: solid #548DD4 2.25pt; mso-border-left-themecolor: text2; mso-border-left-themetint: 153; mso-border-right-themecolor: text2; mso-border-right-themetint: 153; mso-border-top-alt: solid #548DD4 2.25pt; mso-border-top-themecolor: text2; mso-border-top-themetint: 153; padding: 0in 5.4pt; width: 329.4pt;" valign="top" width="485"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Menadžeri <span style="mso-spacerun: yes;"> </span>ovog stila imaju pokroviteljsko
povjerenje u podređene, motiviraju nagradom, te samo ponekad kaznom i
strahom. Usvajaju neke ideje i mišljenja podređenih, ali sa čvrstom kontrolom.</span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 2;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 2.25pt 2.25pt 0px; mso-border-bottom-themecolor: text2; mso-border-bottom-themetint: 153; mso-border-right-themecolor: text2; mso-border-right-themetint: 153; mso-border-top-alt: solid #548DD4 2.25pt; mso-border-top-themecolor: text2; mso-border-top-themetint: 153; padding: 0in 5.4pt; width: 149.4pt;" valign="top" width="220"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
</div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Konzultativni stil</span></div>
</td>
<td style="background: rgb(242, 242, 242); border-color: rgb(0, 0, 0) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 2.25pt 2.25pt 0px; mso-background-themecolor: background1; mso-background-themeshade: 242; mso-border-bottom-themecolor: text2; mso-border-bottom-themetint: 153; mso-border-left-alt: solid #548DD4 2.25pt; mso-border-left-themecolor: text2; mso-border-left-themetint: 153; mso-border-right-themecolor: text2; mso-border-right-themetint: 153; mso-border-top-alt: solid #548DD4 2.25pt; mso-border-top-themecolor: text2; mso-border-top-themetint: 153; padding: 0in 5.4pt; width: 329.4pt;" valign="top" width="485"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Ovakvi menadžeri <span style="mso-spacerun: yes;"> </span>imaju veliko,
ali ne potpuno povjerenje u podređene. Pokušavaju iskoristiti ideje i
mišljenja podređenih, te razvijaju dvosmjernu komunikaciju.</span></div>
</td>
</tr>
<tr style="mso-yfti-irow: 3; mso-yfti-lastrow: yes;">
<td style="background-color: transparent; border-color: rgb(0, 0, 0) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 2.25pt 2.25pt 0px; mso-border-bottom-themecolor: text2; mso-border-bottom-themetint: 153; mso-border-right-themecolor: text2; mso-border-right-themetint: 153; mso-border-top-alt: solid #548DD4 2.25pt; mso-border-top-themecolor: text2; mso-border-top-themetint: 153; padding: 0in 5.4pt; width: 149.4pt;" valign="top" width="220"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
</div>
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Participativno skupni stil</span></div>
</td>
<td style="background: rgb(242, 242, 242); border-color: rgb(0, 0, 0) rgb(84, 141, 212) rgb(84, 141, 212) rgb(0, 0, 0); border-style: none solid solid none; border-width: 0px 2.25pt 2.25pt 0px; mso-background-themecolor: background1; mso-background-themeshade: 242; mso-border-bottom-themecolor: text2; mso-border-bottom-themetint: 153; mso-border-left-alt: solid #548DD4 2.25pt; mso-border-left-themecolor: text2; mso-border-left-themetint: 153; mso-border-right-themecolor: text2; mso-border-right-themetint: 153; mso-border-top-alt: solid #548DD4 2.25pt; mso-border-top-themecolor: text2; mso-border-top-themetint: 153; padding: 0in 5.4pt; width: 329.4pt;" valign="top" width="485"><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Menadžeri ovog stila imaju u svim situacijama potpuno povjerenje u
podređene, uvijek konstruktivno koriste ideje i mišljenja podređenih.
Motivacija se aktivno primjenjuje, kao i dvosmjerna komunikacija.</span></div>
</td>
</tr>
</tbody></table>
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<div class="MsoNormal" style="margin: 0in 0in 10pt;">
</div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: "calibri";"><b style="mso-bidi-font-weight: normal;"><span style="font-size: 16pt; line-height: 115%;">S</span></b>a stajališta upravljanja
ljudskim resursima, koliko se radi na razvoju potencijala, profesionalnom razvoju,
poticanju uspješnosti ili motivaciji? Da li su se negdašnje “Kadrovske službe”
uspjele razviti u moderne Odjele za upravljanje ili unapređenje ljudskih
resursa?</span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span style="font-family: "calibri";"><span lang="HR" style="mso-ansi-language: HR;">Pored Maslowljeve teorije, možda McClellandova
teorija</span><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"> stečenih potreba</span><span lang="HR" style="mso-ansi-language: HR;"> ponajbolje pojašnjava ljudske potrebe, koje treba imati u vidu prilikom
kreiranja motivacijske strategije:</span><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"><o:p></o:p></span></span></div>
<br />
<ol start="1" style="margin-top: 0in;" type="1">
<li class="MsoNormal" style="margin: 0in 0in 0pt; mso-list: l0 level1 lfo1;"><span style="font-family: "calibri";"><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;">Potreba za postignućem</span><span lang="HR" style="mso-ansi-language: HR;"> -</span><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;"> želja da se nešto napravi bolje nego ikad prije.<o:p></o:p></span></span></li>
<li class="MsoNormal" style="margin: 0in 0in 0pt; mso-list: l0 level1 lfo1;"><span style="font-family: "calibri";"><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;">Potreba za moći</span><span lang="HR" style="mso-ansi-language: HR;"> – želja za kontrolom, uti</span><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;">cajem i odgovornošću za druge.<o:p></o:p></span></span></li>
<li class="MsoNormal" style="margin: 0in 0in 0pt; mso-list: l0 level1 lfo1;"><span style="font-family: "calibri";"><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;">Potreba za pripadanjem</span><span lang="HR" style="mso-ansi-language: HR;"> </span><span lang="HR" style="mso-ansi-language: HR; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri;">– želja za održavanjem bliskih, prijateljskih,
osobnih odnosa </span></span></li>
</ol>
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<div class="MsoNormal" style="margin: 0in 0in 0pt 0.5in;">
</div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: "calibri";">Svaki uposlenik je specifičan i potrebno je osmisliti<span style="mso-spacerun: yes;"> </span>odgovarajući način, koji će ga podstaći da da
svoj maksimum, primjenjujući Materijalno i Nematerijalno nagrađivanje:</span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: "calibri";">Redovna plata I uplaćeni doprinosi NISU motivacioni alati. Plata
se podrazumijeva, ali su nagrade, udio u profitu i stimulacije motivacioni
alati.</span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: "calibri";">Sem novčanog nagrađivanja, možda je i bitnija nematerijalna
stimulacija, poput:</span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://www.blogger.com/" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"></a><br /></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span style="font-family: "calibri";">Participacije
u odlučivanju, upravljanje pomoću ciljeva, fleksibilno radno vrijeme, javno
priznanje, usavršavanje i razvoj karijere.</span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
</div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: "calibri";"><b style="mso-bidi-font-weight: normal;"><span style="font-size: 16pt; line-height: 115%;">S</span></b>a stajališta uposlenika,
koliko je jedan prosječan uposlenik samomotiviran, koliko pokazuje inicijativu i
kreativnost, koliko radi na unapređenju vlastitih znanja i vještina, te koliko
je zaista vrijedan kompaniji u kojoj radi?</span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 10pt;">
<span style="font-family: "calibri";">Mogu se razlikovati sljedeći tipovi:</span><br />
<span style="font-family: "calibri";"></span><br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://www.blogger.com/" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><a href="https://www.blogger.com/" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgklY76ozBVx4goaGpV2um7gwserMSzo6m1W6GMi3ce2EbUkzY1sl5t9smz_9nSkUJdvHW8b_gFn0Qh6s74_x_-7hxbzsaWswhCU3tawu9NOt07KW9pjGoo-9SyWC38OSdAZmtFkj5pYO7y/s1600/zna+hoce.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="384" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgklY76ozBVx4goaGpV2um7gwserMSzo6m1W6GMi3ce2EbUkzY1sl5t9smz_9nSkUJdvHW8b_gFn0Qh6s74_x_-7hxbzsaWswhCU3tawu9NOt07KW9pjGoo-9SyWC38OSdAZmtFkj5pYO7y/s640/zna+hoce.jpg" width="640" /></a></div>
</div>
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<span style="font-family: "calibri";">Može se zaključiti da je optimalan odnos onaj u kojem
uposlenik daje maksimalan doprinos za ostvarenje poslovnih ciljeva, te
menadžment koji je osjetljiv na pitanje zadovoljstva uposlenika. </span></div>
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<span style="font-family: "calibri";">Najteže je iznaći win-win opcije….</span></div>
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<span style="font-family: "calibri";">Piše: Alma M</span><span style="font-family: "times new roman";">ušić</span></div>
W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0tag:blogger.com,1999:blog-1403012673179691041.post-1390727704052463472013-01-18T05:30:00.001-08:002013-11-30T05:07:36.428-08:00Wtf is W'n'F?To be continued....W'n'Fhttp://www.blogger.com/profile/13080320945401304252noreply@blogger.com0