The diploma thesis describes the process of CRM tool implementation project from project plan to the selection of an appropriate solution. The project is a result of cooperation with specific company. The main goal is to offer a solution of a software tool for managing relationship with business partners of company wholesale, more effective managing and controlling of wholesale representatives. The final solution is a result of consultations with company management, company wholesale representatives and representatives of CRM vendors. The benefit of this thesis is a solution of CRM tool, which is capable to solve actual problems and fulfill company requirements. The benefit is also a documented initial analysis and a process of selecting CRM tool in wholesale company. So the thesis could be used as basis for selection of CRM tool in other wholesale companies. The thesis is divided into theoretical and practical part. The theoretical part enlightens the topic of CRM. The practical part, which prevails in the text, consists of a project plan initial analysis, CRM market analysis and analysis of specific CRM tools.

A Research Report submitted to the Faculty of Engineering and Built Environment, University of the Witwatersrand, in fulfilment of the requirements for the degree of Master of Science in Engineering, October 2019 / Today, an organisation’s successful operations and bottom line is impacted by logistics management. Effectively organized logistics can help reduce costs and time spent to move products from one point to another. According to KPMG (2016) FMCG is characterised by companies that supply low-cost products that are in constant high demand. These products include food, beverages, personal hygiene and household cleaning utensils (KPMG, 2016). Due to complexity and customer requirements in the FMCG industry, the final part of transporting goods to customers is a very inefficient and highly expensive part of logistics. FMCG companies, thus, face high transport costs and inefficiencies in the distribution of finished goods to customers. The aim of this research was to identify the factors impacting the efficiency of the distribution of finished goods to multiple customers at an FMCG company. Nine valid interviews were used for data analysis. Interviews were transcribed and hand coded into themes to identify the factors. Secondary data was analysed from the company’s database using Microsoft Excel. Seven factors that impact the efficiency of the distribution of finished goods to multiple customers were identified. These included minimum order quantity and full truck loads, planning and process, resource management, inventory management replenishment, supply network, delivery frequency, truck turnaround time and booking slot. / PH2020

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Text in Afrikaans, abstract in Afrikaans and English / Die tradisionele Suid-Afrikaanse kontant-afhaal-groothandelaar het vir meer as twintig jaar in sy bestaande vorm oorleef maar vertoon tans tekens van 'n kragtige innoveringsproses. Aspekte soos kleiner verpakkings, kredietverlening, aflewering en bemarking aan die verbruiker wat teen die grondbeginsels van die tradisionele kontant-afhaal-groothandel indruis, is besig om pos te vat. Die impetus tot innovering is afkomstig van veranderings in die doelmark en spesifiek as gevolg van die insluiting van die spazawinkeldoelmark. Verhoogde groei in die kontant-afhaalgroothandelsektor kan deels toegeskryf word aan die opkoms van die spazawinkel maar ongelukkig is hierdie doelmark nog te klein en versplinter om die voortbestaan van die kontant-afhaal-groothandelaar te waarborg. Die navorsing toon dat die spazawinkel 'n belangrike, toekomstige doelmark van die kontant-afhaal-groothandelaar is. In die navorsing wat gedoen is, is menings van die kontant-afhaal-groothandelaars ingewin oor 'n verskeidenheid aspekte aangaande die plek en funksie van die kontant-afhaal-groothandelaar in die Suid-Afrikaanse distribusiekanaal. Van die bevindings was dat intratipe mededinging toegeneem het en dat dit die voortbestaan van die kleiner kontant-afhaal-groothandelaars bedreig. Die groot kleinhandel is ge'identifiseer as die kontant-afhaal-groothandelaar se grootste mededinger. Strawwe mededinging dwing die kontant-afhaal-groothandelaar om sy bemarkingsfunksies te verander en veranderings is reeds aan die verpakkings-, verkoopsverteenwoordigers-, krediet- en afleweringsfunksies aangebring. Gevolglik verrig die kontant-afhaal-groothandelaar al hoe meer kleinhandels- en aldiensgroothandelsfunksies. Daar is sprake van die ontwikkeling van 'n nuwe tipe kontantafhaal- groothandelaar wat eienskappe van die groot kleinhandel en die aldiensgroothandel besit. Sa.IJ).evattend kan gekonstateer word dat die kontant-afhaal-groothandelaar beslis 'n belangrike plek in die Suid-Afrikaanse distribusiekanaal het. Die voortbestaan van die kontant-afhaal-groothandelaar in die distribusiekanaal is grootliks afhanklik van sy vermoe om aanpassings aan sy bemarkingsfunksies te maak om tred te hou by veranderende doelmarkte. / The traditional South African cash and carry wholesaler survived for more than twenty years in its present form but shows signs of a strong innovative process. Aspects such as smaller packaging, credit, delivery and consumer marketing, which go against the principles of the traditional cash and carry wholesaler, are taking root. The impetus for innovation derives from changes in the target market, specifically as a result of the inclusion of the spaza shop target market. Increased ' growth in the cash and carry wholesale sector can partly be ascribed to the rise of the spaza shop, but this target market is unfortunately still too small and fragmented to guarantee the survival of the cash and carry wholesaler. The research shows that the spaza shop is an important future market of the cash and carry wholesaler. In the research undertaken the opinions of cash and carry wholesalers were gathered on various aspects of the role of the cash and carry wholesaler in the South African distribution channel. The main findings are that mutual competition has increased and this threatens the survival of the smaller cash and carry wholesalers. The large retailer was identified as the main competitor of the cash and carry wholesaler. Intensive competition forces the cash and carry wholesaler to modify its marketing functions. Modifications have already been made to the packaging, sales representative, credit and delivery functions. Consequently, the cash and carry wholesaler performs more functions typical of the large retailer and full-service wholesaler. There are indications that a new type of cash and carry wholesaler is developing with characteristics of both the large retailer and the full-service wholesaler. It can be concluded that the cash and carry wholesaler definitely performs an important role in the South African distribution channel. The existence of the cash and carry wholesaler in the distribution channel depends largely on its ability to adapt its marketing functions to keep abreast with changing target markets. / Business Management / D.Comm. (Sakebestuur)

This thesis consists of a summary and five self-contained papers addressing dynamics of firms in the Swedish wholesale trade sector. Paper [1] focuses upon determinants of new firm formation in the Swedish wholesale trade sector, using two definitions of firms’ relevant markets, markets defined as administrative areas, and markets based on a cost minimizing behavior of retailers. The paper shows that new entering firms tend to avoid regions with already high concentration of other firms in the same branch of wholesaling, while right-of-the-center local government and quality of the infrastructure have positive impacts upon entry of new firms. The signs of the estimated coefficients remain the same regardless which definition of relevant market is used, while the size of the coefficients is generally higher once relevant markets delineated on the cost-minimizing assumption of retailers are used. Paper [2] analyses determinant of firm relocation, distinguishing between the role of the factors in in-migration municipalities and out-migration municipalities. The results of the analysis indicate that firm-specific factors, such as profits, age and size of the firm are negatively related to the firm’s decision to relocate. Furthermore, firms seems to be avoiding municipalities with already high concentration of firms operating in the same industrial branch of wholesaling and also to be more reluctant to leave municipalities governed by right-of-the- center parties. Lastly, firms seem to avoid moving to municipalities characterized with high population density. Paper [3] addresses determinants of firm growth, adopting OLS and a quantile regression technique. The results of this paper indicate that very little of the firm growth can be explained by the firm-, industry- and region-specific factors, controlled for in the estimated models. Instead, the firm growth seems to be driven by internal characteristics of firms, factors difficult to capture in conventional statistics. This result supports Penrose’s (1959) suggestion that internal resources such as firm culture, brand loyalty, entrepreneurial skills, and so on, are important determinants of firm growth rates. Paper [4] formulates a forecasting model for firm entry into local markets and tests this model using data from the Swedish wholesale industry. The empirical analysis is based on directly estimating the profit function of wholesale firms and identification of low- and high-return local markets. The results indicate that 19 of 30 estimated models have more net entry in high-return municipalities, but the estimated parameters is only statistically significant at conventional level in one of our estimated models, and then with unexpected negative sign. Paper [5] studies effects of firm relocation on firm profits of relocating firms, employing a difference-in-difference propensity score matching. Using propensity score matching, the pre-relocalization differences between relocating and non-relocating firms are balanced, while the difference-in-difference estimator controls for all time-invariant unobserved heterogeneity among firms. The results suggest that firms that relocate increase their profits significantly, in comparison to what the profits would be had the firms not relocated. This effect is estimated to vary between 3 to 11 percentage points, depending on the length of the analyzed period.

6 pp. / Originally published: 2006 / This publication is an introduction for individuals interested in starting their own business specializing in wholesale nursery production. The bulletin provides an overview of different types of nursery production, common production types in the Southwestern United States, starting the business, economic considerations, and a resource section.

Cette thèse s'intéresse à plusieurs aspects des marchés de gros de l'électricité. L'achat et vente d'électricité se négocient sur les marchés à terme et sur le marché day-ahead. Sur ce dernier se pratique un type d'enchère très spécifique, où les enchères des acteurs prennent la forme de fonctions d'offre et de demande. Chapitre 2 prend comme point de départ un résultat de Zachmann et von Hirschhausen (2008) qui constatent une réponse asymétrique du prix de gros de l'électricité en Allemagne au changement du prix des permis d'émission négociable ( EUA ). Cependant, en contradiction avec les résultats existants, il est démontré que l'asymétrie a disparu suite à la publication d'un rapport d'enquête par l'autorité de la concurrence. Chapitre 3 porte sur l'interaction des marchés à terme et day-ahead dans un jeu d'oligopole répété. L'effet du marché à terme sur la stabilité des collusions est étudié dans le cas où les stratégies sur le marché spot prennent la forme des fonctions d'offre. Il est démontré que la simple existence d'un marché à terme peut élargir l'intervalle des valeurs du facteur d'actualisation pour lesquelles la collusion est soutenable. Chapitre 4 examine si une réaction asymétrique au changement du prix du C02 est également présente dans les fonctions d'offre du marché d'électricité day-ahead. À cette fin, les outils de l'analyse des données fonctionnelles sont adoptés et appliquées à des données des enchères. Chapitre 5 développe un test pour l'auto-corrélation dans un panel d'observations fonctionnelles. Une simulation Monte-Carlo montre une bonne puissance du test dans des échantillons de taille habituellement utilisé dans la recherche appliquée. / This thesis addresses aspects of interacting markets in electricity wholesale. Electricity is traded in forward markets and in day-ahead auctions, which implement a very specifie market design. The bids of market participants take the fonn of supply and demand functions. Chapter 2 builds upon a finding of Zachmann and von Hirschhausen (2008) who report an asymmetric response of electricity wholesale prices for Gennany to changes in the price of EV Emission Allowances (EVA). ln contrast to the fonner contribution, it is shown that the asymmetry disappeared in response to a report on investigations by the competition authority. Chapter 3 addresses the interaction offorward markets and day-ahead auctions in a repeated oligopoly game. The effect offorward trading on the sustainability of collusion is studied for the case that spot market strategies take the fonn of supply functions. It is shown that the existence of forward markets enlarges the range of discount factors for which collusion can be sustained. Chapter 4 examines if an asymmetric reaction to EVA prices can also be found in the supply functions from the day-ahead market. To this end, tools from the field of functionaJ data analysis are adopted and applied to observed bids from the day-ahead auction. Chapter 5 develops a test for autocorrelation in functional panel data. Asymptotic nonnality of the statistic is proved, and Monte-Carlo simulation sho\l good power of the test in sample sizes which frequently prevail in applied research.

Wind energy has been growing rapidly during recent years. This paper aims to estimate the impact of wind power generation on the Swedish wholesale electricity price, using monthly time series data over the periods 2000-2016. The error-correction model is used to measure the price effect by including other factors that influence the electricity supply and demand. Thefindings suggest that the impact of changes in wind power production on the wholesale priceof electricity is negative in the short-term. When the wind power production increases by 1%, the wholesale electricity price decreases with 0.08%. Furthermore, the magnitude of the coefficient increases to 0.10% in the long-term.

Este trabalho tem como objetivo apresentar as principais alterações no modelo institucional do setor elétrico brasileiro, ocorridas a partir de 1995, apresentando as justificativas das transformações, algumas vezes radicais, no modo de funcionamento do Setor Elétrico Brasileiro. Objetiva-se, com a realização deste trabalho, possibilitar uma melhor compreensão das principais alterações, relacionando-as com o contexto da história do setor elétrico brasileiro. Com o objetivo de resgatar a operacionalidade do Setor Elétrico Brasileiro, foi implementado em meados dos anos 90 o Projeto RE-SEB Projeto de Reestruturação do Setor Elétrico Brasileiro, focado no aumento da capacidade de expansão do porque gerador e na atração de investimentos privados, garantindo-se a eficiência do processo via estimulo da competição. Vale ressaltar que o modelo RE-SEB serviu de base para o modelo vigente, concretizado em Lei no ano de 2004. O principal resultado da primeira etapa de mudanças (Projeto RESEB) foi a criação do Mercado Atacadista de Energia Elétrica, ambiente virtual de comercialização de energia. Nos anos de 2001 e 2002 ocorreu o racionamento de energia elétrica, que impactou profundamente o modelo institucional. Na verdade, esta crise serviu para abrir os olhos da sociedade e do setor para a necessidade de melhorias adicionais àquelas que já se haviam processado, tornando claras as lacunas que o Projeto RE-SEB não havia logrado preencher. Nesse contexto, com a entrada de um novo governo, em 2003, o setor elétrico passou por uma nova reformulação e foi instituído um novo arcabouço legal com o objetivo de adaptar o modelo antigo ao objetivo desse governo, além de incorporar as lições aprendidas no período de racionamento. / This work has the objective of presenting the main changes in the Brazilian electrical sector institutional model, stating the whole environment and the reasons that motivated the deep changes occurred since 1995, strongly influencing the operation of the Brazilian Electrical System. It is expected that after this work it would be possible to get a better comprehension of these amendments, relating them to the context Electrical Sector history in Brazil. In order to recover the financial and expansion feasibility of the Brazilian Electric System, it was implemented the Project RE-SEB - Restructuring Project of the Brazilian Electric System in the mid of the 90, aiming at increasing the system capacity expansion, improving the appeal for private investments in efficient way, by stimulation the competition. This first stage of the sector reform has been the basis for the current model. The main result of the RE-SEB project was the creation of the Wholesale Electric Energy Market, a virtual environment for the trade in energy. In 2001 and 2002, it was necessary to rationing the electricity market, which deeply impacted the institutional model. In fact, the crisis was essential to open the eyes of society and industry to the need of further improvements, making clear the gaps that the Project RE-SEB has not filled in. In this context, the government beginning in 2003, established a new effort to improve the institutional model, giving rise to a new legal framework, taking advantage of the Re-SEB experience as well as incorporating the lessons learned during the period of rationing.

The goal of the Master's thesis "Economic analysis of company VESPO, s.r.o." is to assess the economic and financial situation of the company VESPO, s.r.o. and charaterize its performance and competitiveness. The Master's thesis is divided into theoretical and practical part. In the first part there is a descripton of theoretical basis, methods and processes of economic analysis. Practical part is focused on aplication of methods of economic and financial analysis. At the beginning of the theoretical part, the horizontal and vertical analysis is carried out which is followed by the analysis of ratios and working capital. Further, there is a aplication of bankruptcy and creditability models, calculation of economic value added and intercompany comparison. The final assessment of economic situation of the company is worked out in the conclusion.