Liu Liu Jiren, etc. on new overseas opportunities: Pie or trap

Guidance: CCTV "economic half-hour" part broadcast entitled "from the annual meeting of China's economy sound: new opportunities overseas by 2010" program, the following text Record:

Over the past year, more Chinese enterprises are going abroad, is still ongoing merger Geely Volvo, Saab Beiqi M, Yanzhou Coal Mining M & O, etc., impressive.

Opened the 2010 calendar, Chinese enterprises will face overseas What new opportunities? In the Jan. 17 sponsored by the China Central Television, China International Economic and Exchange Center Co, FAW-VW Audi brand as a partner of the first Chinese economy annual meeting, this topic raises a number of business leaders and experts concerned, we were very enthusiastic on this topic, we are also participating in the 100 economists surveyed entrepreneurs, their answer would be what is it? together look.

Overseas M & A is still new opportunities?

Questionnaire 1: In your opinion what new opportunities overseas?

Half of the 100 respondents who think that foreign acquisitions are the biggest bright spot in 2010, followed by outsourcing services, accounting for 28%. The two accounted for a total of nearly eight percent of those surveyed. Another 20% of people choose to overseas consumer markets.

"In the context of the financial crisis, the overseas market as many companies are very concerned about a market, and we note that many companies have moved to overseas."

This is the financial channel of CCTV, China's economy has held annual Round Table on the scene. The topic of this round of new opportunities overseas. Participate in discussions with Wei Jiafu, president of COSCO Group, China's Sha Steel Group Chairman Shen Wenrong, Zhang Hongwei, chairman of Orient Group, Environmental Protection Technology Co., Ltd. President and Chief Burch CEO Yun-Feng Bai, Neusoft Group Co., Ltd., Chairman and Chief Executive Liu Jiren.

"Speaking of overseas, you are not familiar with a few in fact. I know the cause of the current layout which you are overseas, this one actually, so well, that one may be the most distant overseas, and we may not imagine, you abroad antennae have been out into the Where? "

"She's always, you as the ship, to many places. The most distant places?"

"China team flag to the world with all the port cities and countries, so our tentacles are all over the world."

Chen Weihong: "all over the world, so that the back four of us are under pressure Yeah, they all go, and you say that a particular cow is the place we all can not think, you actually do business here. Shen General."

Shen Wenrong: "We have only to Brazil in Australia. Because the steel is to put there."

Chen Weihong: "You want to select the Japanese it is no avail, they still choose Brazil and Australia, most places where iron ore. Zhang and the internationalization of the early start, and now the longest tentacles to where."

Zhang Hongwei: "We set up 15 years ago, the company in the United States, and run the bank, the banks did not collapse, the stock is also very good and then the development of Southeast Asia to Africa, as well as Central Asian regions and countries."

Chen Weihong: "Yunfeng?"

Approach on: "I furthest antenna, contact the forum that I think we have the longest tentacles to Brazil. Africa has, in Europe, too, not to mention the South-East Asia."

Chen Weihong:: "In the future attention in the streets of Brazil to see if there looks like a total Shen, say hello to him. It must be him, and went for the iron ore rush things. And to, Manager Liu then? "

Liu Jiren: "Neusoft's products are now sold in over 40 countries, we may still be the furthest right in South America, South America, Brazil, Peru, Colombia."

Forum of business leaders you already went up to the early international shuttle. The outbreak of the global financial crisis and often inaccessible to those in the past the international top of the business, seems to easily capture overnight become readily available. The internationalization of the sky flying the genuineness of the new opportunities came in front of many Chinese companies.

Guangdong Rising Assets Management Co., Ltd. Chairman Li Jinming: "financial tsunami, people or money, I have money, I buy into Australia, the Australian Prime Minister Kevin Rudd also met with me ah."

Rising is a well-known mining companies. In 2009, overseas companies successful bargain-hunting as the highlight of Rising. February 2009, the company's Shenzhen Zhongjin Lingnan Nonfemet Rising to 45 million Australian dollars (200 million yuan) successfully subscribed Australia PEM company. In less than six months, in July 2009, Rising invest 210 million Australian dollars, obtaining a 19.9% stake in PNA relative holding power to achieve its distribution strategy in Southeast Asia.

Guangdong Rising Assets Management Co., Ltd. Chairman Li Jinming: "My Zinc ownership in the world. I want to create a domestic leader in tungsten, rare earth is also my country unique, so I built this thing is now very mature a. "

Similarly, the Far Eastern Group in Dalian is also a great opportunity to take advantage of the financial crisis, efforts to expand overseas companies.

Qi Shumin: "This is the acquisition of a U.S. company that we are the last of the acquisition agreement, the world's largest plant a bit Greenfield United States company, and his subordinates of all brands and all of the assets to go under the name of our Far Eastern Group."

Far Eastern Group is the only specialized enterprise producing high-grade drill, 2005 promotion in foreign markets. However, the absence of brand promotion being blocked. Do nothing when the opportunity comes to Qi Shumin side.

Qi Shumin: "We should say picked the stars of the feeling, I engaged in this industry over 20 years, I have seen most admired one of the highest acquisition of brands allows us down today, the mood should be relatively cool in the."

Qi Shumin acquired the world's largest high-speed drill works - Greenfield. This acquisition not only the technology rapidly across the Far Eastern Group for 15 years, but also the occupation of its eight brands of the international sales channels. Moreover, Greenfield had a decade ago to 1.1 billion U.S. dollars price to be acquired. This time, Qi Shumin only two thousand dollars 9 million low-cost, they make it into their own businesses.

Qi Shumin: "Do not buy the dips I dare not say a word, we should realize the acquisition of a more favorable acquisition."

Outlook 2010, to participate in the forum many business leaders and experts, foreign acquisitions of Chinese enterprises is still an important new opportunities.

Outsourcing can become a new opportunity?

I believe 2010, for many Chinese enterprises, overseas mergers and acquisitions will remain an important opportunity.

But now, some new new opportunities overseas has already begun into our line of sight, compared to simple acquisitions, the risk of these opportunities is relatively small, and immediately you can give us real money.

So, these new opportunities will be what is it? Continue to hear from the first annual meeting of China's economy sound.

And overseas M & A services to both are favored outsourcing opportunities. In fact, due to financial crisis, economic downturn when many enterprises, the development of uncertainty and worry, the service outsourcing enterprises are Nifengfeiyang.

Yu-Feng Ma: "We deal with these customers to go outside it to change, it needed to lower costs, then the process of cost reduction, the best the most direct way, for the U.S., it cuts, it cuts its work to be done, then who do such work, it take the form of outsourcing, to us to achieve. "

In order to maximize efficiency, and because of the financial crisis, many enterprises to reduce costs, so the production and operation of some of the major part of non-core business to a more professional or less costly to do business, their focus on what is most important and the best at something.

"U.S. dollars, then in our country, about 5 years a software engineer in more than 100,000 yuan annual income is about, then there is just a side room, is what is the difference between an exchange rate, so I say, in the United States with a person with 7 people in China. "

Ma Yufeng told reporters shortly before the decision of one of their U.S. customers, from the end of 2008 to 2009, a quarter of 20% to 30% cuts to save 8 million U.S. dollars of wage costs, while the one part of a commission, service outsourcing way to do business to Jiangsu Run and company. In this way, the U.S. customers, saving the cost, will substantially improve the efficiency of software development.

Yu-Feng Ma: "do some U.S. orders, to do software development, as we work during the day, our clients sleep at home, when we got off work, we have the results of the day's work done by such as the Internet, by e-mail by other means of communication, we can quickly send the results of the past, then woke up the other side, he saw our results, he can continue to do his follow-up work, he completed the follow-up in his work of he put out some of the elements required to refer to, then by mail, send the same by other means to come back, we woke up again, then continue to work, so to speak, in this way is actually 24 hours is even axis switch. "

Nanjing outsourcing these services have a similar to how the business is the Neusoft Group. Neusoft in 2009 acquired three in one fell swoop the Finnish mobile software company. For these companies get, the chairman Liu Jiren confidence.

"Because such an acquisition, we are next year's business in this area is definitely more than 50% growth."

In fact, Liu Jiren that outsourcing is no longer the simple sense of the lower cost. It has become a new channel for business growth. The ongoing globalization of business is national strategic layout in 2010, a large number of software enterprises in China expansion, the software outsourcing is undoubtedly a valuable new opportunities.

Liu Jiren (forum site): "If asked to say that IBM is an American company, but it actually has 60%, 70% of employees are Indians and Chinese, such a restructuring, which makes IBM the one today kinds of cases can maintain its 鐨?competitive, Zhe Yang of adjustments made many multinational corporations had to adjust. Neusoft are now working together to Huoban 20 Duojia five hundred of the world's multinational corporations Yi Liu, Suo You Tan's content is one of joining us together in the past, we called outsourcing, now has a completely different concept, and now we are called open innovation, we are together, doing the patent, along with doing the project, because it is in Europe spend a dollar that this may become a 3 dollars 4 dollars. "

New opportunities overseas pie or a trap?

Through overseas mergers and acquisitions to go abroad and become an international enterprise, which is the dream of many Chinese enterprises. However, in this regard, we lack hard lesson, as SAIC bought Ssangyong so many acquisition is failed, the acquisition not only did not give us open access to the international market, but losses to Chinese companies. Then in 2010, when we again faced with these opportunities, how can we distinguish between these opportunities and pitfalls that pie? Continue to focus on our annual reports from China.

Although many companies believe that the financial crisis become a major opportunity for development of overseas development, but we designed the questionnaire, asked about foreign acquisitions of Chinese enterprises to conduct large-scale arrival of Shique whether the time there is a clear difference. Support those who support and opposition were 52% and 46%.

"The most difficult period the world economy has been in the past, but we welcome the most difficult year that the world economy in 2010, and there are many countries in economic uncertainty will, we create these new opportunities while also great risk. "

Ding Zhijie, a similar view with the foreign investment research institute in China that companies understand their AERONAUTICAL strength is important.

"Development in China very fast, very high expectations of the world, our business may position and China's image in China, the broad background, I personally think that easy to overestimate yourself, but the level of their power quality Ping Gu may be higher, but the energy business in China or the qualifications of enterprises in China within the scope of comparison does not mean that the international scope of the comparison. "

Not only economists worry that, distinguished business entrepreneurs also have their own concerns.

Fu Chengyu, chairman of China National Offshore Oil Corporation: "For business, the ever cautious, not only when we look at the financial crisis to be careful, even when economic development is very good to be cautious."

Lenovo Chairman Liu also points to his own voice. Lenovo bought IBM's thing is still controversial.

"Well since played in China, but went out later on the international market, after all, is not very understanding, especially in hybrid that is the business together to form a team of such business. You can be running well, so that Western managers to adjust his enthusiasm, but can well control is maintained, these are depends on level of attainment, and see mergers and acquisitions of their own lung power, you really know the industry really able to grasp, can control, you dare do it, otherwise there will be the middle anyway spark it. "

In fact, the Overseas Chinese road is not smooth. 2004 SAIC invested 500 million U.S. dollars, South Korea's Ssangyong Motor Holdings, which is the first Merging Foreign auto companies in China with the industries and enterprises. However, due to the beginning of the merger, SAIC Korea's complex legal environment, labor disputes underestimated, a lack of international personnel management of Korean companies, resulting in the original envisaged technical cooperation, technology transfer without losing sight of the "Korea China "plans have been dashed. Fortis is a banking and insurance-based international financial services provider in Europe, the company ranked 20th. In November 2007 due to subprime problems Fortis shares have dropped for four consecutive months, Ping An invested 23.87 billion yuan holding Fortis. However, due to the lack of early predict the net assets of Fortis's experience, this exciting overseas investment has been offered the peace took a plunge. Fortis in peace soon after the acquisition, Fortis collapsed. In addition, TCL acquired Thomson of France, Lenovo acquired IBM, the acquisition of Rio Tinto Aluminium, China Investment Corporation's investment in Blackstone and Morgan Stanley, also have a loss, failure, or has hardly proved to be a successful acquisition. Therefore, the seemingly rare opportunity to bargain hunting overseas, in many cases also have pinched people to sweat.

"I think we must be careful not to overheat mind. I am particularly worried about is taking advantage of this opportunity to bargain-hunting, many people have ideas, want to mergers of foreign companies, in fact I think this is a very dangerous thing."

Chen Weihong:: "But many people feel a rare opportunity, do not take advantage of this time when shot shot?"

"Opportunities to is timing, but not blind, this is a very important point, and now I learn that my friends, buy foreign companies which have already caused a burden in fact, many enterprises are not worth the candle."

Chen Weihong: "This is pie in the end of overseas opportunities, or trap it? Which the possibility of a little louder?"

"My view is that globalization, the focus of overseas M & 2, select the object that is a good acquisition opportunity, select the trap that is not good."

New opportunities overseas, how can I do?

Seems to have a pair of eyes and identifying pie and traps, are critical. Meanwhile, many foreign companies from China for the acquisition of so many cherished distrust, and some even hostile, like Geely, the process of acquisition of Volvo, the resistance from various quarters have been enormous. It appears that globalization, we need more than one pair of eyes and we also need to consider how to better get the other party agree? For them to participate in the first years of China's economy would be business leaders and experts is how to see it? take a look.

Questionnaire 3: Are you Chinese enterprises to develop overseas markets present situation satisfactory?

This option line in 74% of people chose not satisfied. Account for the vast majority of those surveyed. This is also the opinion questionnaire more unified answer. So how to open up overseas markets?

"Please experts, please international experts to help you study."

"What's an expert?"

"You say investment bankers, accountants, lawyers."

"You said that one way to get rid of the risk is to ask some experts, in this time Mr. Zhang Hongwei cited an objection card, objection is that right?"

Zhang Weihong: "I would like to answer the question is indeed overseas M & A duality, the core issue is not critical to employ intermediaries, and my experience is that intermediaries are the most credible."

"You have had this painful lesson?"

"The most credible is it? Your international team. You have to buy the target you have to manage this international team of this project. This is your core, if we rely on intermediaries. Intermediaries Do not forget, it is to make money, and it made the money, not money to do it, so it think of ways to make money. "

Chen Weihong: "think of ways to make money without also try to make this."

Zhang Weihong: "Let me give an example, a painful lesson was not too painful. For example, we receive Kazakhstan oil field. Citibank assessment of 1.2 billion, and other intermediary institutions to assess the 10 billion. Then we started buying, 6 million in start acquisition. last financial crisis, and we re-evaluate, who we invited it. please our own team, our own team to finish there, the back is only one from 100 million to 160 million. "

Chen Weihong: "But the key is you do not agree with the acquired object recognition results of your evaluation?"

Zhang Weihong: "to deal with a listed company stands to reason that in the U.S. listed company, the rating agencies are very strict and legal responsibility. This assessment is credible, but it also has fake ingredients inside. Therefore, we review the finished After excluding those of water, the scale of its value, and finally we gave up the acquisition. "

Chen Weihong: "So one of the risks of overseas acquisitions in fact you mentioned, is that these are not professional, incompetent agency."

Zhang Hongwei: "The most credible is the intermediary."

"I was a little different view of this, you go abroad you are completely on their own, save a little intermediary fees, you are absolutely a failure than success, occasionally a case you can succeed, but most cases are failed. Must To learn to use market mechanisms to help you achieve your goal, that is to use local, you just say the problem is that you do not choose well, you have the ability to choose good qualified intermediaries, to achieve your purpose It was foolproof. "

Chen Weihong: "Oh, the final responsibility is still you."

Zhang Weihong: "I actually do not conflict with the General Wei. We went to overseas acquisitions to make use of intermediaries, but the agency's views can not all listen, to analyze which of the hearing, which should not listen."

Chen Weihong: "So tell everyone you have to carefully select and treatment. Shen always have to face such a risk?"

Shen Wenrong: "One should listen to intermediaries, the second point must have its own team."

Chen Weihong: "You sit in the middle of the two of them combines their views."

"Do not forget that we ourselves are the masters, you can not have entrusted to the people of."

Chen Weihong: "can not just listen to them."

Shen Wenrong: "listen to what their agency is certainly not work. You have to listen to agencies as the gap, but also has its own team to be demonstrated, but can not please intermediaries."

Chen Weihong: "We chose the combination of your comments later."

Forums Wei Jiafu has said that it go out. In international competition, Wei Jiafu summed up her own play.

"I was 10 years ago, and Kawasaki, Japan, Taiwan, Yang Ming, Hanjin Korea to form a coalition of the largest operations in the world, for example, resistance to which I have terminal investment, not only are all ports in China investment in Hong Kong, Singapore, Greece, the United States, Italy, the Netherlands has invested, why they come to vote in my terminal? I have to cast its terminals which there are many struggles, such as the Singapore terminal, I'm going to cast it The terminal, he proposed, the impossible, Captain Wei. I was a small place me how to make foreigners take the resources of my terminal, a shipping company with an opening from Singapore to Malaysia, it's fewer and fewer ships the. this time I raised, you do not vote for me, I go. This forced him to come back to find me, the president and general manager replaced later to find me, Captain Wei, your views have been accepted , and allows you to invest in the two terminals. Results 6 years ago I cast up the two terminals. Up to now, has only one foreign company, that is me, there are terminals in Singapore. "

Chen Weihong: "We should be congratulated about. It seems Wei Jiafu fight more experienced comrades. So we hope you are the theories about this. In fact, many people see the Chinese people when the figure came, they will not, as we willing to understand that followed a win-win situation, they may feel that your opportunity will mean the loss of my market. that the face of such hostile attention, you will encounter a lot, you are by what means them in a very short period of time to accept us. "

"Yes. For example, investment in the terminal, then president of 11 years ago I did not before, the COSCO Group had wanted to invest in the Long Beach Port, the port it. The local board approved. Results one voted against the Federal Parliament. Said COSCO the military, COSCO is spyware, how could he invest it, and it would veto lost. until I came to pick president 11 years ago when I studied the U.S. market. that should be used to practice with the Americans. please say off company, then I would tell him, through him, for me to say, lobbying Congress, to lobby the Government to lobby the port, lobbying business, I am going to persuade the parties to the university, speech, and now more and more people are aware, COSCO an American friend. "

Chen Weihong: "When we are ready to fight a war, when in fact the victory from us really close. We hope that we can find the real in 2010, new opportunities overseas."

Half-hour observation: "She Tunxiang" be prepared

There was a data, China's Overseas M & A in 2008 than in 2002, doubled the amount of 100 times, but more than 60% of Chinese companies overseas mergers and acquisitions are not successful Chinese enterprises in overseas investment in 2008 reached 200 billion yuan loss almost as much.

Many experts believe that the potential risks faced by overseas M & A is the risk of wrong decisions, business integration risks as well as some uncertain factors, such as state-change issues, the attitude of the local trade unions, as well as changes in the host country's laws and so on. To reduce the risk of overseas mergers and acquisitions, the first first clear investment objectives, can not be purchased as a foreign acquisition of a simple "bargain" and, second, to accurately determine the value of the acquisition target. Acquisition of foreign assets in Chinese enterprises, we often hear a word is "She Tunxiang", the face of these elephants international famous enterprises, large enterprises, we must not only weigh weigh how much pocket money we have to consider How good the next I bought after the middle of what may encounter problems and obstacles, after all, we have too many cases of failure and lessons learned.







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Eight motivate the staff more dynamic model [1]

Many managers complain that their staff do not have energy, lack of passion, or even that the employee with the present state of jobs. However, according to Maslow's hierarchy of needs perspective, human nature itself has been the desire to pursue higher level needs. When we carefully examine these managers to be implemented in the enterprise incentives, they found: their incentives is not comprehensive. The following eight incentive model should apply the same management in order to achieve the desired effect, otherwise, rely on 12 kinds of incentive model, power and success can only be temporary, does not develop Yongjiu.

The so-called incentives stimulate employee means the target in the pursuit of a degree when ready.

Target excitation

Behavioral scientists think: are motivated more by the desire originated in the needs of people, an unmet demand is the motivational starting point is the key cause behavior. Because of unmet demand will result in the individual inner tension, causing individuals to take certain actions to meet the demand to remove or mitigate the tension.

Goal is to encourage business needs into the needs of employees. In order to relieve the needs of the tensions brought him, he will work harder. Achieved initial results in staff time, managers should also be the results of feedback to the staff. Feedback can make employees aware of their level of effort is adequate, the need for more efforts to help them after the completion of milestones to further enhance their goals.

Encourage the use of goals is important to note three points:

First, encourage goal setting to meet the needs of the object. Objects that should inspire the work of the achievements obtained with the legitimate expectations of linked, so that a positive incentive to show the purpose of object behavior.

Second, the goals must be clear. For example: "Sales this month to increase the previous month," the goal of such as "this month to the previous month sales up 10%" more stimulating this goal.

Third, set goals both realistic and challenging. Target too difficult, elusive people; goals too low, affecting people's expectations, hardly inspiring. Regardless of whether the target objective can be achieved, as long as the employee can not be perceived goal to achieve, the extent of their efforts is reduced. Goal setting should be like the apple tree, as not standing ground Abstract, but as long as the jump can reach them. Correct approach should target long-term goal broken down into stages.

Material incentives

The so-called material incentives, that is, to satisfy their material needs from start to adjust the material interests, which motivated and inspired people to control their behavior upward trend. Material incentives and more to pay, pay, bonuses, fines and other forms, in the present socio-economic conditions, material incentives are an indispensable means of incentive, it rewards according to strengthen the distribution and mobilization of the working staff have great enthusiasm for the role.

Emotional motivation

Emotional motivation for the induction of material benefits is not, nor is to stimulate spiritual ideals, it means the leader and the led to feelings of connection between the means of the incentives. Everyone needs to care and thoughtfulness, a cordial greeting, some comforting words can inspire people to act as the driving force.

Incentive to pay attention to the use of emotional duality of emotions: positive emotions can enhance people's energy, negative emotions can weaken the people's vitality.

Emotional motivation is to cultivate positive emotions motivate target. The many ways, such as: communication ideas, solve problems and comfort of home visits, communication and entertainment, criticism to help, joint work, democratic consultations. As long as the real leader of caring, respect, care incentive target, through the exchange of fully reflect the feelings of a "human touch", he will send you the sincere feelings of his voluntary acceptance of your leadership turned into a conscious action.

Negative incentive

According to American psychologist Skinner's drive in theory, can motivate behavior into positive motivation and negative motivation, that is what we usually reward and punishment. The so-called positive incentives that meet the organizational goals of the individual expectations of behavior incentives to make such acts more frequently, improving individual initiative. The Wei River is a negative incentive against the organizational goals of the individual expectations of the conduct of non-punitive, so that this behavior does not recur, so that individual initiative in the right direction for the transfer target.

In the organization, the positive incentives and negative incentives are necessary and effective, Yin Wei these two ways 浼?incentive effects not only directly on Geren, and will indirectly affect the Zhou Wei De's individual and Qunti. Through positive role models and the typical negative rousing form a good style, it will produce positive invisible code of conduct and regulations than the boring dogma more intuitive, more specific, more specifically, to the whole group behavior-oriented and more positive and lively.






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eBiz.scm Introduction

Introduction

eBiz.scm is a standard set of enterprise inventory management software, from Beijing to quadruple Century Technology Co., Ltd. an independent development, has been in the Kunming Pharmaceutical Co., Ltd. Jian Yun run.

For daily operations, the most important elements is the most common Invoicing. Invoicing data generated during the most basic and most important corporate data, the premise of the enterprise to implement ERP. Invoicing in the absence of the establishment of an enterprise database of wanted to step before the ERP implementation is extremely unrealistic, a great risk of failure. Therefore, the most stable operation of the enterprise inventory management system, regarded as the first step in enterprise information.

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eBiz.scm divided into two inventory management and sales management process management:

1, Inventory Management:

Purchase order -> storage -> Test -> reinspection -> transfer -> the Library -> stock inventory

2, sales management:

Sales Order -> Sales Single -> sales invoice item -> sales returns -> Accounts Receivable -> Collection Single

eBiz functional characteristics

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eBiz.scm modules Description:

Procurement Management Module

Support the procurement of raw materials business processes, business processes companies use to form cured in this module. Materials purchasing department to issue a schedule control of purchases, materials sector also have permission to view the inventory management module involved in the form, and materials sectors can create a file card supplier management suppliers.

Inventory Management Module

This module supports the storage of raw materials to the library from all the business processes. Buyers fill in requisition, warehousing staff can fill in the arrival of materials for new records to track the condition of material. Warehouse management and quality inspection departments to use storage of materials and materials clean single retest inspection records management supervision of warehousing materials. Warehouse staff and supplies departments may use the plant material into the general ledger, ledgers, material inventory report card on the inspection of warehouse inventory. Filled in by the material requisition departments, financial departments and the warehouse can be checked for this one.

Sales Financial Management Module

Support the daily sales and post-sales data analysis. Users can fill in sales orders, open sales orders, sales of payment orders, cash sales and sales return a single one. Allows the user according to different conditions / terms of generating complex queries of historical data form the form include: customer sales summary, customer sales schedule, merchandise sales summary, sales schedule, summary sales clerk, sales clerk Details table, warehouse sales summary, salesman performance statistics, sales orders, sales invoices not received.

System Management Module

Users in this module to set permissions for system personnel, products, property, personalized interface settings, and other issues related to system configuration parameters.

Pledge:

A, the region free onsite installation, training (1 to 2 days), in other regions, contact

B, One year free maintenance, system failure working days 8 hours response, general telephone and remote maintenance of the main important issues sent home within 24 hours of maintenance engineers

C, to provide updates, upgrades the new version of the retail price of not more than 20%

How to buy?

Demo version of the software without time limits, can record up to 500 documents. Genuine eBiz.scm provide operating manuals, CD and invoice. Buy issues please contact 010-6407-8462 or send email to jimliu@4ltech.com. This region can visit the installation, training (1 to 2 days), travel from each half of the other areas please phone.

Our website: www.4utech.cn







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DDOS DDOS tracking the introduction and

銆愬璇汇?澶氭暟鐨勮拷韪妧鏈兘鏄粠鏈?帴杩憊ictim鐨勮矾鐢卞櫒寮?锛岀劧鍚庡紑濮嬫鏌ヤ笂娴佹暟鎹摼锛岀洿鍒版壘鍒版敾鍑绘祦閲忓彂璧锋簮銆?br />
Chain-level test (Link Testing)

澶氭暟鐨勮拷韪妧鏈兘鏄粠鏈?帴杩憊ictim鐨勮矾鐢卞櫒寮?锛岀劧鍚庡紑濮嬫鏌ヤ笂娴佹暟鎹摼锛岀洿鍒版壘鍒版敾鍑绘祦閲忓彂璧锋簮銆?Ideally, this process can be recursive implementation of the attack until you find the source. This technique assumed attack remains active until the completion of tracking, it is difficult after the attack, intermittent attacks or attacks on the track adjustment to track. Including the following two chain-level testing:

1銆両nput debugging

Many routers offer Input debugging features, which allow administrators to filter certain number of exit data packets, and can decide who can reach the entrance.杩欑鐗规?灏辫鐢ㄦ潵浣渢raceback锛氶鍏堬紝victim鍦ㄧ‘瀹氳鏀诲嚮鏃讹紝瑕佷粠鎵?湁鐨勬暟鎹寘涓弿杩板嚭鏀诲嚮鍖呮爣蹇椼? Through these signs in the upper reaches of the outlet manager configuration suitable Input debugging. This filter will reflect the relevant input port, the filtration process can continue in the upper class, until to reach the original source. Of course, a lot of this work by hand, some foreign ISP tools for the joint development of their network can automatically follow-up.

浣嗘槸杩欑鍔炴硶鏈?ぇ鐨勯棶棰樺氨鏄鐞嗚姳璐广? Multiple ISP links and cooperation with them will take time. Therefore, this approach requires a lot of time, and almost impossible.

2, Controlled flooding

Burch and Cheswick proposed method.杩欑鏂规硶瀹為檯涓婂氨鏄埗閫爁lood鏀诲嚮锛岄?杩囪瀵熻矾鐢卞櫒鐨勭姸鎬佹潵鍒ゆ柇鏀诲嚮璺緞銆?First of all, there should be an upper road map, when under attack, they can start from the victim's upstream routers in accordance with road map on the upstream routers to control the flood, because the data packets with attack-initiated packet router also shared, thus increasing the possibility of the router packet loss. Through this continued up along the road map for, we can close the source of attacks launched.

This idea is very creative but also very practical, but there are several drawbacks and limitations. The biggest drawback is that this approach is itself a DOS attack, it will also carry out some of the trust path DOS, this shortcoming is also difficult procedure.鑰屼笖锛孋ontrolled flooding瑕佹眰鏈変竴涓嚑涔庤鐩栨暣涓綉缁滅殑鎷撴墤鍥俱? Burch and Cheswick also pointed out that this approach could be used for DDOS attacks on the track. This method can only be effective on the ongoing situation in the attack.

CISCO router is CEF (Cisco Express Forwarding) is actually a kind of chain-level test, that is, to use CEF up to the final source, then the link on the router had to use CISCO routers, and support CEF. Must be Cisco 12000 or 7500 series router has. (Do not know how, do not check the latest CISCO document), but the use of this feature is very cost resources.

In the CISCO router (ip source-track support for the router) the IP source tracking in order to achieve the following steps:

1, when the purpose was found to be attacked, opened on the router the destination address of the track, enter the command ip source-track.

2銆佹瘡涓狶ine Card涓鸿杩借釜鐨勭洰鐨勫湴鍧?垱寤虹壒瀹氱殑CEF闃熷垪銆傚浜巐ine card鎴栬?绔彛閫傞厤鍣ㄧ敤鐗瑰畾鐨凙SIC浣滃寘杞崲锛孋EF闃熷垪鐢ㄤ簬灏嗗寘缃叆line card鎴栬?port adapter鐨凜PU銆?br />
3, each line card CPU collect information to track the purpose of communication

4, the timing data generated by export to the router. Be realistic summary of the flow of information, enter the command: show ip source-track summary. Each input interface to display more detailed information, enter the command show ip source-track

5, statistical tracking of IP addresses is a breakdown. This can be used to analyze the upstream router. You can close the current router IP source tracker, enter the command: no ip source-track. And then re-open at the upstream router on this feature.

6, repeat steps 1 through 5, until you find the attack source.

This almost answers securitytest to mention the bar.

Logging

Through this method to record the main data packet router, and then through the data collection techniques to determine the path packets through. While this approach can be used to track the data after the attacks, it also has obvious disadvantages, such as may require significant resources (or sampling), and to deal with large amounts of data synthesis.

ICMP tracking

This approach mainly rely on self-generated ICMP router tracking information. Each router has a very low probability (for example: 1 / 200000), the contents of the packet will be copied to an ICMP message in the package, and contains the information near the source address of the router. When the flood attacks beginning, victim can use ICMP messages to reconstruct the attacker path. In this way comparison with the above description, there are many advantages, but there are some disadvantages.姣斿锛欼CMP鍙兘琚粠鏅?娴侀噺涓繃婊ゆ帀锛屽苟涓旓紝ICMP杩借釜娑堟伅杩樿鍚宨nput debugging鐗规?锛堝皢鏁版嵁鍖呭悓鏁版嵁鍖卛nput绔彛鍜?鎴栬?瑕佸埌杈剧殑MAC鍦板潃鍏宠仈鐨勮兘鍔涳級鐩稿叧锛屼絾鏄紝鍙兘涓?簺璺敱鍣ㄥ氨娌℃湁杩欐牱鐨勫姛鑳姐? At the same time, this approach also must be a way to deal with an attacker could send a forged ICMP Traceback message. In other words, we can approach this way, used in conjunction with other tracking mechanisms to allow more effective. (IETF iTrace)

杩欏氨鏄痽awl璇寸殑IETF鐨勫伐浣滅粍鐮旂┒鐨勫唴瀹癸紝褰撴椂鎴戠粰Bellovin鎻愬嚭涓?簺鎰忚锛屼絾鏄病鏈夊緱鍒扮瓟妗堛? For example:

1, although a random 1 / 20000 to track packages sent, but the package for forgery TRACEBACK cases, the efficiency of the router will have some effect.

2, track packages, and can not solve the counterfeit problem of authentication. To determine whether it is fake because the package, you must go to certification, and increased workload.

3, even with NULL authentication, also serve the purpose of (a certified case). And will not be much affected.

4, itrace purpose is to deal with the original DOS source of the problem of deception, but now the design seems to make us more concerned about the path and not the source. Is the path is more than the source of our problem to solve DOS useful?

绛夌瓑锛岃繕鏈変竴鍫嗛棶棰橈紝閮芥槸鎴戣寰梚Trace灏嗕細闈复鐨勫緢闅惧鐞嗙殑闂銆?br />
Packet Marking

The technology concept (because there is no practical) is to the existing agreement on the basis of changes, and changes very little, not like the idea of iTrace, think better than iTrace.杩欑杩借釜鎶?湳鏈夊緢澶氱粏鑺傜爺绌讹紝褰㈡垚澶氱鏍囪绠楁硶锛屼絾鏄渶濂界殑杩樻槸缁忚繃鍘嬬缉鐨勮竟缂樺彇鏍风畻娉曘?

Principle of this technique is a change in IP header, in which the identification heavy domain. That is, if not used to the identification domain, then this field is defined as the tag.

The 16bit of idnetification into: 3bit the offset (allows 8 slice), 5bit the distance, and the edge of 8bit slice. 5bit the distance allows 31 routes, which for the current network is already enough.

Marking and path reconstruction algorithm is:

Marking procedure at router R: let R'' = BitIntereave(R, Hash(R)) let k be the number of none-overlappling fragments in R'' for each packet w let x be a random number from [0..1) if xlet o be a random integer from [0..k-1] let f be the fragment of R'' at offset o write f into w.frag write 0 into w.distance wirte o into w.offset else if w.distance=0 then let f be the fragment of R'' at offset w.offset write f?w.frag into w.frag increment w.distance Path reconstruction procedure at victim v: let FragTbl be a table of tuples(frag,offset,distance) let G be a tree with root v let edges in G be tuples(start,end,distance) let maxd:=0 let last:=v for each packet w from attacker FragTbl.Insert(w.frag,w.offset,w.distance) if w.distance>maxd then maxd:=w.distance for d:=0 to maxd for all ordered combinations of fragments at distance d construct edge z if d!=0 then z:= z?last if Hash(EvenBits(z))=OddBits(z) then insert edge(z,EvenBits(z),d) into G last:=EvenBits(z); remove any edge(x,y,d) with d!=distance from x to v in G extract path(Ri..Rj) by enumerating acyclic paths in G聽

Under laboratory conditions only victim of such markers can be caught from 1000 to 2500 package will be able to reconstruct the entire path, and should be said that the result is good, but not put to practical, mainly manufacturers and ISP router support needed .

Ip traceback's been almost a practical technology and laboratory techniques, or inanimate, on the main these, although there are other.

For a long time did not engage in a DDOS against it, and the domestic like product have a black hole, previously know some foreign, such as floodguard, toplayer, radware so.鍙梥ecuritytest鎻愮ず锛屽張浜嗚В鍒皉iverhead鐨勶紝鎴戝氨绔嬪埢鐪嬩簡鐪嬩粬浠殑鐧界毊涔︺?

Bigfoot made since the previous main ip traceback subject, securitytest also went to the defense. DDOS problem for ip traceback and Mitigation is not the same, ip traceback main track, mainly because of DDOS spoof, which is difficult to determine the real source of attack, and if the attack is easy to find the real source, not just to deal with DDOS, attacks against the other is also helpful, such as legal issues.鑰孧itigation鏄粠鍙楀鑰呯殑瑙掑害锛屽洜涓簐ictim涓?埇鏄病鏈夎兘鍔涘幓璋冩煡鏁翠釜缃戠粶锛屾壘鍑簊ource锛岃?涓旓紝鍗充究鑳藉鎵惧埌source锛屼篃寰楁湁娉曞緥鎴栬?涓?簺娌熼?鐨勬墜娈垫潵璁﹕ource鍋滀笅鏉ワ紙鏀诲嚮鐨剆ource骞朵笉鏄痵ource鐨勬敾鍑昏?锛夛紝杩欑鎰忓懗鐫?ぇ閲忕殑娌熼?銆佽法ISP銆佽法杩囩瓑绫讳技鐨勯潪鎶?湳闂锛屾墍浠ワ紝閫氬父寰堥毦澶勭悊銆?But from the victim's point of view, have to be a solution, so we need to Mitigation.

杩欏張姝ｅソ鏄垜浠ュ墠鐮旂┒鐨勮寖鍥达紝鎵?互锛屽張浼氳鍑轰竴澶у爢銆傚浜嶮itigation锛屽叾瀹烇紝鎶?湳鐨勬牴鏈氨鏄鑳戒粠浼楀鐨勬祦閲忎腑灏嗘敾鍑诲寘鍜屽悎娉曞寘鍒嗙鍑烘潵锛屾妸鏀诲嚮鍖呮姏寮冩帀锛岃鍚堟硶鍖呴?杩囧氨鎬т簡銆?This is not, so the actual use of technology is to identify how the attack packets as possible, but as small as possible to affect the normal package. This is again to analyze the DDOS (or DOS) of the methods and principles. Basic has the following forms:

1, the system hole formation DOS. This feature fixed, detection and prevention are also easy to

2, protocol attacks (some deal with system-related, some related with the agreement). Such as SYN FLOOD, debris, etc..鐗瑰緛杩樺ソ璇嗗埆锛屾娴嬪拰闃插尽鐩稿瀹规槗銆?Such as SYN COOKIE, SYN CACHE, debris can be discarded. Such as land attack, smurf, teardrop, etc.

3, bandwidth FLOOD. Waste flow plug-bandwidth, feature poor recognition, defense is not easy

4, the basic legal FLOOD. More difficult than three, such as distribution of Slashdot.

Real DDOS, usually combining a variety of ways. For example SYNFLOOD, may also be bandwidth FLOOD.

The main factors that affect the defense is to see whether the features available, such as 1,2 relatively easy to solve, some of the basic does not affect the use of the FLOOD, it can well be abandoned, such as ICMP FLOOD. However, the attack packets if contracting tools to better package disguised as legitimate, it is difficult to identify out.

Mitigation methods in general is:

1, Filter. For obvious characteristics, such as some worms, the router can handle that. Of course, the filter is the ultimate solution, as long as the identification of the attack packets, it is to filter out these packets.

2, random packet loss. Associated with the random algorithm, a good algorithm can make the legitimate packets are less affected

3, SYN COOKIE, SYN CACHE other specific defensive measures. For some regular means of defense and attack filtering. For example ICMP FLOOD, UDP FLOOD. SYN COOKIE are all to avoid spoof, at least there are three TCP handshake, so better to judge SPOOF

4, passive neglect. It can be said to be deceived is also a way to confirm that. The normal connection fails will try again, but the attackers generally do not try.鎵?互鍙互涓存椂鎶涘純绗竴娆¤繛鎺ヨ姹傝?鎺ュ彈绗簩娆℃垨鑰呯涓夋杩炴帴璇锋眰銆?br />
5, take the initiative to send a RST. Against SYN FLOOD, such as on a number of IDS.褰撶劧锛屽疄闄呬笉鏄湁鏁堢殑銆?br />
6, statistical analysis and fingerprints. It would have been the main content, but in the end the algorithm into a dead end, because the main problem is an algorithm. Through statistical analysis point of view to get the fingerprint, and then to abandon the attack fingerprint package is also a anomaly detection technology. Very simple, but it is not easy to affect the legal package, and will not become a random packet loss. 锛堝叾瀹炲綋鏃惰?铏戝お杩囧鏉傦紝闈炲緱瑕佽缁嗗垎鏋愬嚭鏀诲嚮鍖呭拰鍚堟硶鍖咃紝瀹為檯涓嶉渶瑕侊紝鍙杩囨护鎺夎冻澶熺殑鏀诲嚮鍖咃紝鍗充究璁╂敾鍑诲寘閫氳繃锛屼絾鍙涓嶉?鎴怐OS灏卞彲浠ヤ簡銆傦級杩欎篃鏄緢澶氱爺绌惰?鐮旂┒鐨勪富瑕佽棰橈紝鐩殑涔熷氨鏄瘑鍒敾鍑诲寘銆?br />
Now back to securitytest mentioned riverhead. On the riverhead of the technology, I have just learned from their white paper on, but based on my analysis methods did not exceed the above-mentioned range.

riverhead's core program is the detection of Detection, transfer Diversion and mitigation Mitigation, which is to detect attacks, and then transferred to the traffic guard on their products, and then guard for Mitigation.

瀹冪殑瀹炵幇姝ラ锛屽氨鏄細

鍥犱负娌℃湁鍥撅紝鎵?互鍏堝畾涔変竴涓嬶紝鎵嶈兘璇存竻妤氾細

# Source close to distributed denial of service for the remote router routers

# Close to the victim's router to router proximal

#Riverhead鐨凣uard璁惧闄勫睘瀹夎鐨勮矾鐢卞櫒涓?闄勫睘璺敱鍣?br />
Defense steps

1, first detected in a DDOS place and understand the victim

2銆丟uard鍙戦?BGP閫氬憡鍒拌繙绔矾鐢卞櫒锛堝湪victim鐨凚GP閫氬憡璁剧疆鍓嶇紑锛屽苟寰楀埌姣斿師濮婤GP閫氬憡鏇撮珮鐨勪紭鍏堟潈锛夛紝琛ㄧず浠庤繙绔矾鐢卞櫒鍒皏ictim鏈夋柊鐨勮矾鐢憋紝骞朵笖璺敱鍒癎uard鐨刲oopback interface锛屾墍鏈夊埌victim鐨勯兘缁忚繃闄勫睘璺敱鍣ㄨ浆绉诲埌浜咷uard涓?br />
3, Guard inspection flow, and remove one of the attack traffic, and then forwarded to the traffic safety sub router, in the back victim

The core is the Guard, technology is described in the MVP architecture white paper (Multi-Verification Process), which is five levels below

Filter (Filtering): This module contains the static and dynamic DDOS filtering.闈欐?杩囨护锛屾嫤鎴猲on-essential娴侀噺锛屽彲浠ユ槸鐢ㄦ埛瀹氫箟鐨勶紝鎴栬?鏄痳iverhead榛樿鎻愪緵鐨勩? Dynamic filtering is based on the details of behavior analysis and flow analysis, by increasing the flow of the recognition of suspicious or malicious traffic blocking has been confirmed to be real-time updates

Anti-cheat (Anti-Spoofing): This module verify whether the packet into the system to be deceived. Guard uses a unique, patented source verification mechanism to prevent cheating. Also adopted a mechanism to confirm the legitimate flow of legitimate data packets to be discarded to eliminate

Anomaly detection (Anomaly Recognition): The module monitors all anti-cheat has not been filtered and discard the flow module, the flow records with the normal baseline behavior, it is found abnormal.鍩烘湰鍘熺悊灏辨槸閫氳繃妯″紡鍖归厤锛屽尯鍒潵鑷猙lack-hat鍜屽悎娉曢?璁箣闂寸殑涓嶅悓銆?The principle used to identify the attack source and type, and proposed guidelines for interception of such traffic.

寮傚父妫?祴鍖呮嫭锛?鏀诲嚮娴侀噺閫熺巼澶у皬 鍖呭ぇ灏忓拰绔彛鐨勫垎甯?鍖呭埌杈炬椂闂寸殑鍒嗗竷 骞跺彂娴侀噺鏁?楂樼骇鍗忚鐗瑰緛 鍑恒?鍏ョ殑閫熺巼 娴侀噺鍒嗙被锛?婧怚P 婧愮鍙?鐩殑绔彛 鍗忚绫诲瀷 杩炴帴閲忥紙姣忓ぉ銆佹瘡鍛級

鍗忚鍒嗘瀽锛圥rotocol Analysis锛夛細鏈ā鍧楀鐞嗗紓甯告娴嬩腑鍙戠幇鐨勫彲鐤戠殑搴旂敤鏂归潰鐨勬敾鍑伙紝姣斿http鏀诲嚮銆?Protocol analysis also detected a number of agreements misconduct.

Traffic restrictions (Rate Limiting): mainly those who consume too many resources dealing with the source of traffic.

So, in fact the most important content is in the statistical analysis of anomaly detection, but it seems not much to see from the above special place, but must have a good algorithm. Such as FILTER, actually deal with some very familiar features of obvious attacks, anti-cheating is against syn flood like this, perhaps also a syn cookie module, but may have more patented technologies. Protocol analysis should in fact is relatively weak, but can be common agreement on some specific attacks, protocol error detection and identification of some acts simply agreed to check that this is very simple. Traffic restrictions are that a random packet loss, the most helpless way, so the final level.

Because this product is mainly for Mitigation, not ip traceback. But can be determined or there are important issues, such as:

1銆佸浣曞浠樼湡姝ｇ殑bandwidth flood銆?If the router is gigabit, but attacks have accounted for 90% of the traffic, only to shed 10% of the legitimate use, the router has first started with random packet loss of the Guard. (No way, this is the bottleneck of all defense technology)

2, the real attack. The real attack is difficult or not identifiable.姣斿锛屽熀鏈窡姝ｅ父褰㈠紡涓?牱鐨勶紝濡傛灉鍜岀粺璁℃暟鎹緢鎺ヨ繎锛岄偅涔堝緢闅惧尯鍒嚭鏉ャ? Some attacks, such as reflective of the e-mail attacks, it is perfectly legal, but very hard to classify them.








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CFO said, I want to see how many accounts can receive.

CMO said, I want to know how to sell which products.

So many people of so many requirements, in the end is not the complete BI?

CEO: a board to beat

M Group is the reorganization by the old state-owned telecom operators, can be said that the telecommunications industry giant. High-level cadres are mostly from the Secretary, the Director and other "officials" change comes, not from the official standard momentary brain way of thinking changed.

Each group meeting will be almost a complaining, each business division's general manager is hard to blame the market development, product design and development is too slow, and with one voice to the group scrambled to technology, capital and talent. Gradually, the group's veterans are afraid to meet, because in addition to noise, there is no way to form a unified idea, let alone in step. Each of the major decisions in addition to several group vice president of compromise about the views of the decision beyond the superficial, that is, group president have the final say.

President of the group recently found that both new product development, investment in new business, organizational restructuring, had her second child in the U group in the industry leading step by step, or even every time she is still brewing a new business, U Group pioneered, accounting for make the first move. This is very surprising to M group president and wonder.

By chance, U know, president, M group is digging its own top-notch technical personnel. Could it be the other party is engaged in "spy"?

M Group, U come from the dug-paid group vice president of information and intelligence office was informed that the secret of each other through business intelligence system to support the president's decision. More importantly, the current, U Group has business units to share data, information and knowledge, and even have the "armed to the general staff" of the evidence, no wonder the vice president of intelligence assessment, if the M Group is still racking our brains decision-making "fire by rubbing sticks" phase, then the other party has achieved a smart decision, "satellite into space" level.

The development of enterprises is constantly making a decision. CEO as a business decision and the supreme leader, requiring a decision of the matter is many large enterprises to the Board on the strategic direction Jian Yi, small to enterprise resources to Zheng He to take corresponding Cuoshijiyu to achieve the tactical 灞傞潰.

With the expansion of business scale and the deterioration of the external competitive environment, CEO to make the right decision more difficult. The reason is the increase in the number of departments make all kinds of complex information scattered in different departments which are not shared, enterprise-level increase also makes the continued distortion of true information. The CEO of the energy is limited, a critical error message is enough to put decision-making CEO brink of failure, or even ruin a business.

How to build an accurate, fast, multi-dimensional, automated business intelligence system is the desire of each CEO.

Specific to the CEO of the BI requirements, they are most concerned about is the BI system can truly support the business at a crucial moment, investment, marketing, production, and other major decisions. The highest stage of BI is able to help at every level to think and CEO decision-making. These include:

1. Customers. Who is the quality of potential new customers, the kind of special treatment to them; how to retain existing customers and let it repeat purchase; how customers full service on all cross-selling, with more profit.

2. Products and services. How through the combination of innovation and resources to develop new products competitors have not, and the maximum value to products; skinny dog and a cash cow business, how to achieve the business with "East West, light does not shine."

3. Supply chain. How to organize the process so that lower consumption of resources, more responsive; how to find the best path to product and service delivery to the customer hands, spend less money to do more.

4. Competition. Who can be included in the list of competitors, opponents are doing, their threat to themselves what kind of action do to beat each other to exert pressure and even each other.

5. Union. When the enterprise capabilities is not enough, how to find the fit of its development partners, their own weaknesses and strengths are, where the other party, how to complement each other, build strong-strong alliance or complement each other.

6. Investment. Which is a sunset business to stop the sale or conversions, which do the next sunrise industry investment and how to avoid financial risks.

7. Market. What kind of means who let customers buy expectations, how to make the user how to enjoy themselves rather than turn to competitors, why would business disaster improper public relations crisis.

8. Policy: Government rules of the game is not about to or already changing, and how better on their own.

9. Staff Appraisals: Why companies give employees a sense of belonging and strong driving force more than the lure of material; what kind of methods and mechanisms on the performance of the staff more willing to "spring forward to a high enough enough."

CFO: have a bone to receive

Storage supermarket operators in the 100 4 thousand types of commodities, with operating area of 10,000 square meters of large scale storage supermarket 10. Great leadership is then "old department store", used indigenous launched, failing to work, playing cards by drinking to maintain feelings of loyalty in the buddy decided to display goods.

Group management in order to meet the needs of very early on the ERP system, the main function is data collection and basic management functions. But, with the data of the ocean, the chief accountant is difficult to sort out a clue Zhang Jinsong. The group has now grown up, in particular, with 10 chains, to maintain the daily operation of the financial sector barely make do, to provide financial information to support decision-making no-brainer.

To the implementation of ERP in the Fuji group cyclone technology companies, recommended in the 100 on the BI system is to better analyze data, provide a basis for decision-making. This said the Zhang Jinsong's hearts. With this system, the financial analysis to improve a lot. The Group's financial data, such as gross profit, gross margin, dynamic sales rate, turnover rate, amount of funds used ratio, inventory levels, he can be from a different point of view of some, can always draw some meaningful conclusions. And as long as the little mouse can get the data you want, without specialized technical guidance, realize the financial support for the decision.

The birth of large amounts of data every day, has long been a vast accumulation of data. How to dig out from these data, valuable information for decision-making support is the CFO of a challenge.

BI analysis of the direct call in advance to set a good method to judge and improve the value of financial data, and sought after by the CFO. BI best start in the telecommunications, finance, retail and other industry analysis of consumer behavior on a wide range of applications, gradually CFO for the analysis of financial data, in the enterprise fund operations, liabilities, inventory management, market share analysis has played an important effect.

CFO of primary concern is funding operations. BI can be time, institutions, and other dimensions of capital inflow, outflow, and management status. BI in the banking industry a wide range of applications is to analyze the sources of funding costs, capital structure, capital surplus and deficiency, capital availability, position calculations, capital utilization and benefit analysis. BI shorten the response time of the anomaly, for the reasonable development of credit policies to support and optimize capital allocation.

In the enterprise, channels flat is an irreversible trend, which increased the CFO of accounts receivable management, workload and difficult. Accounts receivable related to the data should be Henduo, such as arrears of time, time, discounts, credit rating, etc., the information provider with the management of the channel increases. Use of the BI system, with effective management and analysis, accelerating rate of capital return.

More frequent mergers and acquisitions, CFO's responsibility is to be invested in the financial analysis to determine investment value. Some cosmetic results of the invested enterprise, BI fire a pair of eyes to the CFO Venus.

Main business profit margins, return on total assets such as good corporate indicators, the analysis by BI, you can easily find low cost in mind trick. Some corporate debt ratio is relatively high, the general analysis will be that there is no investment value. The BI liquidity asset turnover and gross margin according to other indicators, analysis of assets and liabilities within a few years, the rate will return to safe levels, which can have a more comprehensive judgments.

Inventory management to ensure timely supply of raw materials, timely supply and product sales, as well as semi-reasonable turnover. Through BI, CFO can combine purchasing, sales, production, finance and other basic data, inventory finance to do in-depth analysis. Materials by a certain time income, place and situation analysis of the balance, by doing the analysis and processing of goods sluggish, so as to achieve optimization and inventory adjustments and reserves the right items. CFO thus reducing the capital stock on the occupancy rate, increased turnover rate, thus saving money.

For market share, previously almost exclusively sales thing. Now CFO of the various data associated with BI analysis, we can get the profit contribution of different markets, so as to sales for the implementation of the different target markets to develop products differentiated services and provide a basis for a reasonable price, thereby increasing market share, also increased the CFO's influence.

CMO: there are goods to sell

Success Stories: U.S. Red Robin burger chain to buy a BI system, from the marketing department to track marketing campaigns for business results. A result, Red Robin soon found himself wasting too much money to buy a white sauce, this sauce, but the fact is no one to eat. As a result, Red Robin decided to develop one's own sauce, not out to buy. There is also an ice cream maker, always hear customers complain about the product, while product quality is no problem, did not know the reason. Finally the marketing department on the BI system, the analysis that the problem lies in the product packaging, since packaging of fruit ice cream place greater number of pictures, but the actual product is not so much, this factor has led to customer dissatisfaction. Later, after changing the packaging, customer complaints also stopped.

Competitive advantage in size, to some extent depends on its data collection and analysis, development and implementation of policy decisions by both the amount of time. No BI systems company, a lot of time will be spent on data collection and analysis of these two steps, only very little time spent on the development and implementation of the decision-making. The company has a BI system, just the opposite, because the rational allocation of resources, decision-making efficiency would be very high, the results achieved are very different. The CMO (Enterprise Marketing Director) is concerned, CMO need BI product sales analysis, marketing analysis, customer behavior analysis can play an effective supporting role.

In product sales, CMO want BI to the Japanese sales curve, curve on sales, product list, best-selling product, niche product, product ABC, time sales, payment methods for analysis. Through this analysis, CMO can control the product sales of slow moving products effective means. One interesting example. Safeway UK supermarkets found that some goods put on the shelf for a long time, selling very slowly, one month to sell 12 supermarkets that are unsalable products, decided to brought down. But then analyzed by business intelligence technology, found that people who buy these products, also buy a lot of things, constitute 25% of supermarket revenues. This case, buy unsalable products and buy other products is a correlation, when the so-called niche product away, the next customer will not come. Therefore, the final Safeway supermarket did not win the so-called niche product to.

In marketing, BI enables companies to find more effective ways to promote. This customer is able to accept advertising? Such promotions have much effect? Choose what kind of media at nothing with half the times? Promotional activities in the market easily put hundreds of million or even 10 million yuan of funds, it is difficult to figure out how much improved performance. This is because too many factors leading to performance improvement, and may be the price, advertising, training sales staff, and may be selling season, weaker competitors, among which the combination of too much. BI allows data CMO want to speak, of the factors which played a key role in helping to make the next step of the decision CMO. Had a mobile phone manufacturers want to cut prices, and further promotion of a high-end phone models, but through the BI technical analysis, we found the target customers to buy such a phone less price sensitive, but rather they have this phone as a status and a symbol of quality, price reduction was not beneficial if the temerity of the mobile phone sales.

Customer behavior, CMO hopes BI, analysis focused on customers (potential customers, cross-selling, incremental sales and customer retention, etc.), while for the customers provide the basis for the development of market activities. For example in the telecommunications field, you can call customer behavior De analysis, development of discount policy of Shi Jian, location and client-oriented groups, and other markets Huodong of Yao Su. Domestic telecom operators in the highly competitive mobile market is obvious, they have launched a service for different groups of packages. But the frequent introduction of the package who is used to bring real benefits? How can an early understanding of customer preferences, and then launch a more targeted customers like the service packages? Using the recently introduced package customers are male or a woman, in what age, in the end, what kind of people we welcome this package? These issues need BI to be analyzed.

Press Notes

Mo take BI when the Bible

What is the relationship of beer and diapers? The BI field in the most often used as an example of the supermarket case, aptly illustrates how complex BI data to find rules to link the two seemingly incomparable things, and the resulting pairs The importance of business management.

That is not to throw everything BI, managers can rest easy out?

Of course not. While BI can help managers make decisions, can help managers determine market prospects, financial condition, product design, etc. The one from a point of view the absence of any laws, but many look at some data, stripping silk cocoon can find one of the pumping problem, but it is not omnipotent.

One reason is that not everything depends on BI data to judge. The accuracy of the data or not, many companies have to draw a question mark end. Data collection is complete, accurate, and whether there are problems during processing, which have a direct impact on BI systems to judge.

The second reason is the scientific modeling. The same data, due to the different model, may come to different conclusions. A simple example is how much safety stock setting right in the end, which itself needs Kuguan staff, dispatchers in accordance with their years of experience make judgments, not simply copy on the can. Many BI systems DEMO is done before the test line is this.

The third reason is the most important reason is, BI is still only reference given in the conclusion, not the final conclusion, the matter of determination and implementation continues to be some wisdom. Do not let the computer complete control of the human brain, do not let the Matrix appears in reality.






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