论文--国际物流的调研报告

苏州市职业大学毕业实践报告题目关于江苏众诚国际物流有限公司海运业务的调查报告系经贸系专业班级08报关与国际货运1班姓名夏龙学号082301142指导教师王晟岚2011年5月10日目录摘要········································································································1一、前言···································································································1（一）江苏众诚国际物流有限公司概况···························································1（二）本人业务状况···················································································1二、江苏众诚国际物流有限公司的海运业务概述··············································1（一）揽货业务·······················································································1（二）订舱，装箱业务··············································································2（三）报关业务·······················································································2（四）出运业务·······················································································2三、江苏众诚国际物流有限公司海运业务中存在的问题·······································2（一）揽货阶段存在的问题·····································································21.重复拜访客户·····················································································22.报价单没有弹性··················································································33.无法获得客户准确的货物信息································································3（二）订舱，装箱阶段存在的问题····························································31.订舱信息不能准确确认·······································································32.车队做箱计划混乱··············································································3（三）报关存在的问题···········································································3（四）出运后阶段的问题········································································41.出运后对提单的处理不当······································································42.客户不能及时付款，财务出现太多应收账款··············································4四、针对海运业务中存在的问题提出建议·························································4（一）针对揽货阶段的建议····································································41划分拜访区域，避免重复拜访································································42.及时更新报价单，加强报价培训·····························································4（二）针对订舱，装箱阶段的建议······························································5（三）针对报关阶段的建议·······································································5（四）针对出运后阶段的建议····································································51.及时确认提单处理方式············································································52.确认费用，及时开票···············································································53.留扣核销单，以防出现应收账款································································6五、结论···································································································6参考文献···································································································6苏州市职业大学毕业实践调研报告-1-关于江苏众诚国际物流有限公司海运业务的调查报告班级：08报关与国际货运1班姓名：夏龙指导老师：王晟岚【摘要】本文运用多种调查方法，如个案研究法、访谈法、观察法等，从实际角度，通过对海运业务的状况在江苏众诚国际物流有限公司中的现状进行了调查分析，发现其存在的四大方面的不足之处。一是开发新客户和低价揽货没有常规合理的流程，二是委托订舱和装箱阶段缺乏及时准确的衔接，三是报关阶段人员的专业素质以及经验不足，四是货物出运后阶段对提单的处理不合理以及收款难，并针对以上不足，提出了解决办法和改进的建议，如可以通过划分区域来区分客户，以防销售对同一客户多次拜访，公司内部要对销售进行业务培训提高应变能力，告知销售人员公司的海运报价成本增加弹性报价，及时安排做箱计划，防止出现衔接失误，留存核销单防止客户不按时付款，来维护公司的利益。一、江苏众诚国际物流有限公司简介江苏众诚国际物流有限公司（简称“江苏众诚”）,总公司设在南京，是全省领先的民营物流企业。客户主要集中在以上海港为出口刚的进出口企业，贸易公司以及一般的中小型货代企业。江苏众诚的业务范围包括：海、空运、仓储、驳船、航线经营、船务代理、租船、第三方物流等。截至2010年底,江苏众诚拥有员工近千人。主要在上海、无锡、南通、镇江、合肥、扬州、泰州、苏州和九江等地设有分支机构，在广州、青岛、大连、宁波等地设有代理机构，在境外，代理网点操作遍及欧、美、亚、非、澳五大洲，做到了全方位、全天候“无障碍”服务。本人于2010年11月15号开始在江苏众诚实习，主要负责针对东南亚的海运市场开发新客。东南亚海运市场是江苏众诚今年新推出的超低运价服务区域，旨在要货不要利润，做大做强在特定区的海运业务。但在开发东南亚海运业务的过程中发现，江苏众诚虽然已经拥有一套成熟的海运业务流程，即业务主管发布区域价格海运报价给业务员，业务员以此价格来寻找目标客户，但是在潜在客户暂时不需要此时报价或者业务员因不知道成本而无法降价报给客户，就会造成客户流失，影响公司的销售业绩发展。二、江苏众诚国际物流有限公司的海运业务概述（一）揽货业务江苏众诚物流的承揽货业务针对不同的客户情况提供不同的解决方案。如果客户只是刚开始做出口业务，没有出口货运的经验也不清楚出口需要的单据，那么江苏众诚会设计苏州市职业大学毕业实践调研报告-2-一条完整的运输流程，从接受发货人委托开始，订舱，托运，商检，报关，出运密切衔接，实现快速，便捷的操作，从而解除客户因没有经验而担心货物出运的忧虑。如果客户是经常出货的公司，那么操作就相对简单，一般江苏众诚只提供优惠的运价就可以满足发货人的需求。揽货是江苏众诚业务的开始，以优质服务，低廉价格来取得客户的信任。（二）订舱和装箱业务江苏众诚的订舱和装箱业务也是根据客户的不同性质来提供服务。江苏众诚近年来与众多的船公司，航运企业签订的合作协议能够为客户快速订舱，便利做箱打下了坚实的基础。与MSK，APL，YML,WHL等世界一级船代已保持多年的合作，江苏众诚现在以庄家的身份代理订舱，许多同行也是闻价而来，用江苏众诚的系统预定舱位，从而保持在市场中的价格优势。对于做箱，江苏众诚针对出口旺季月份集中的现象可为客户设计两条做箱计划：一是直接用卡车托运集装箱去客户公司完成做箱；另一个是采用太仓口岸的驳船，直接对接上海口岸的大船，而且通关快速。两条方案缓解了做箱旺季的压力，更好的跟进服务。（三）报关业务针对报关业务，江苏众诚设立自己独立的报关行来操作本公司的报关业务，专人负责，并在各分公司海关设立现场的报关的点，随时为客户服务。报关业务也会承接其它货代公司的委托，以每票报关100人民币的费用在现在市场上保持绝对的竞争优势，虽然会承接同行的报关，但是还以江苏众诚的业务为主（四）出运业务对于出运业务的开展，江苏众诚以签约船公司为依托，在仓位紧张的时候能够预留仓位，这为出口以信用证付款方式的客户争取交货期提供了便利。当在没有仓位的时候，江苏众诚针对客户的潜力也会与船公司配合操作，挤掉其它发货人的舱位来满足江苏众诚的客户的需求。三、江苏众诚国际物流有限公司海运业务中存在的问题（一）揽货阶段存在的问题1．重复拜访客户在进行前期客户开发的时候，由于各个销售之间没有明确的目标客户，而且对客户进行的电话拜访没有明确的区域划分，容易出现多个销售会拜访同一个客户。2011年2月，本人与公司同事就先后五分钟内对同一客人电话拜访。这会给客人一种公司的业务流程比苏州市职业大学毕业实践调研报告-3-较混乱，在第一次对公司的心理印象就会有负面的影响。2．报价单没有弹性在对客户的询价进行报价阶段的时候报不出一个理想的价格，而且对客户的价格可波动范围一无所知。本人在对常熟中利科技股份有限公司进行报价时，针对新加坡海运价格只能依照公司内部已做好的价格表给客户回复，客户询问是否可以再降点价格时由于本人没有成本价格就错过了一次报价的机会。这样无形中就会损失一个潜在的客户。销售不知道成本价