प्रत्येक व्यवसायात व्यावसायिक हा एक योजना बनवून उतरलेला असतो, तो व्यवसाय करण्यामागे त्याचा एक उद्देश (Vision) असतो. त्याने व्यवसायाच्या संदर्भात एक योजना बनविलेली असते, भांडवल (Money ), संसाधने (Resources), कौशल्य (Skills), कृती करण्याचे प्रावीण्य, (Implementation expertise) या सर्वांना एकत्रित करून, कमीत कमी गुंतवणूकीत आणि खर्चात जास्तीत जास्त फायदा कसा मिळेल हे त्याच्या व्यवसायाचे उद्दिष्ट असते.
व्यवसायासाठी व्यूहरचना / योजना (Business Strategy)
भविष्यात काय घडणार आहे हे कुणालाही माहित नसते परंतू कोणत्या समस्या येऊ शकतील, काय केल्याने पुढील काही वर्षात आपण व्यवसायाचे निश्चित उद्दिष्ट्य गाठू याबाबत रणनीती करावीच लागते, आपण परिस्थितीचे अवलोकन करून बऱ्याच गोष्टींचे आकलन करू शकतो. मोठा दृष्टिक्षेप म्हणजेच 'बर्ड्स आय व्हू' असेल तर रणनीतीत सफलता प्राप्त होते.
कोणत्याही व्यवसायात व्यवसायीकाला सफलता प्राप्त करायची असेल तर त्याला अल्प तसेच दिर्घ कालावधींसाठी योजना बनवल्या जातात.
ठरविलेले रणनीतीक उद्दिष्ट साध्य करायचे असेल तर कालावधी ठरविला जातो उदा. एक वर्ष, दोन वर्ष,पाच वर्ष किंवा अधिक दीर्घ मुदतीची ‘योजना’बनवून, त्या योजनेचे रूपांतर छोट्या छोट्या सहज संपादन करता येईल अश्या योजेत केले जाते व टप्प्या टप्प्याने आपले दीर्घकालीन ध्येय साध्य केले जाते. त्यासाठी विशेषतः वेळापत्रकही बनविले जाऊ शकते.
बऱ्याचदा रणनीतीक योजने अंतर्गत अनेक लक्ष ठरविलेले असतात, ते लक्ष प्राप्त करण्यासाठी तोट्यात जाणारा व्यवसाय सुद्धा वर्षानुवर्षे चालवला जातो, हा कृती व्यूहरचनेचाच भाग असतो. उदाहरणार्थ जेव्हा रिलायन्स जिओ या मोबाइल कंपनीने डिसेम्बर २०१५ मध्ये मार्केट मध्ये प्रवेश केला, त्यात अनलिमिटेड व्हॉइस कॉल,, अनलिमिटेड हायस्पीड ४ जी डेटा, अनलिमिटेड एसएमएस सहा महिन्यांसाठी सर्व्ह जिओ सिम धारकांना मोफत दिल्या होत्या. हा भाग दीर्घकालीन रणनीतीचा होता. आजच्या घडीला असे म्हणता येईल कि, रिलायन्स जीओची रणनीती १०० % यशस्वी झाली असून ती भारतातील क्रमांक एकची कंपनी केवळ आणि केवळ यशस्वी व्यूहरचनेमुळेच झाली आहे .
कोणतीही व्यवसाय रणनीती यशस्वी होण्यासाठी ठरलेल्या नियोजनानुसार क्रमाने कृतीं करणे, वेळोवेळी प्राप्त उद्देश्य (Vision ) त्याची गुणवत्ता समीक्षा करणे, वेळापत्रक इत्यादीची समीक्षा करणे, कमी असलेल्या संसाधनांचा बंदोबस्त करणे, कमी पडणारे कौशल्य आणणे, आणि गरजेनुसार योजनेत बदल इत्यादी कामे काळजीपूर्वक करणे आवश्यक असतात. वेळोवेळी समीक्षा नाही केली तर मात्र तुम्हाला रणनीतीनुसार परिणाम आपल्या हाती लागू शकणार नाही.
बऱ्याचदा उद्योजक त्या त्यावेळच्या परिस्थितीनुसार नवनवीन व्यवसायात बदल करत असतात.ते तात्पुरते बदल असतात , तात्पुरत्या योजना दीर्घ कालावधीसाठीच्या योजनांना विस्कळीत करणार नाही याची काळजी मात्र उद्योजक अथवा व्यावसायिकाला घ्यावी लागते. काही वेळी घटना जसे बिल्डिंगला आग लागणे, मार्केट कोसळणे, चोरी होणे अशा घटना घडतात प्रदीर्घ कालावधीसाठी बनविलेल्या योजनेत दुर्लक्ष केल्याने यातील अश्या घटना घडतात त्यामुळे रणनीतीचे उपयोजन हे नेहमी फोकस्ड राहूनच करावे लागते.
लहान उद्योग वाढीसाठी काय असाव्या व्यूहरचना? (Business Strategy)
बाजारात यशस्वी प्रवेश करणे
बाजारपेठेत यशस्वी प्रवेश करणे ही प्रत्येक व्यवसायिकाची प्रथम रणनीती असते. जर व्यावसायिकाचे उत्पादन बाजारात अगदी अनोखे अथवा नवीन असेल आणि बाजारात ते कुणीही या पूर्वी आणले नसेल, अश्यावेळी अशी परिस्थिती व्यावसायिकांसाठी उत्तमच असते. परंतू प्रस्थापित बाजारात सारखे उत्पादन घेऊन प्रवेश करणे यासाठी यशस्वी रणनीती आवश्यक असते. सध्याची बाजारातील सारखी उत्पादने, सेवा, सध्याचा बाजार लक्षात घ्यावा लागतो. लहान व्यावसायिक आपली उत्पादने अथवा सेवा ज्या बाजारपेठेत आगोदरच उपस्थित आहेत , त्याच बाजारपेठेत आपला वाटा वाढवण्याच्या उद्देशाने मार्केट मध्ये करतांना छोटा व्यावसायिक एका रणनीतीनुसार स्पर्धात्मक मार्ग स्वीकारतो. लहान उद्योजक अश्यावेळी उद्योगातील प्रतिस्पर्ध्यांचा सामना करतो आणि मार्केटमधील वाटा वाढविण्यासाठी विविध योजना तसेच व्यूहरचना राबवितो. त्यातील काही रणनीती जशी, आपल्या उत्पादनाची किंमत इतर उत्पादनांच्या तुलनेने कमी करणे, जसे वॉलमार्टने बाजारात प्रवेश केला तेव्हा वॉल्टन यांनी आपल्या ऑनलाइन बाजारातील प्रतिस्पर्धीना शह देण्यासाठी आपल्या साईटवरील सर्व उत्पादनांच्या किमती कमी ठेवल्या. स्पेशल ऑफर्स, स्पेशल प्रमोशनल इव्हेंट्स, सेल डिस्काऊंट्स, बाय बँक स्कीम, मनीबॅक स्कीम या व्दारे आपण आपल्या उत्पादनाचे प्रमोशन करू शकतो. लहान व्यावसायिकांना बाजारात सुखरूप प्रवेश करण्याचा एक मार्ग आहे. अधिक डिस्ट्रिब्युटर्स, रिटेलर,डीलर्स, मार्केटिंग पार्टनरशिप अश्या माध्यमातून जास्तीत जास्त ग्राहकांपर्यंत पोहचणे आणि आपल्या विक्रीचा दृष्टिक्षेप वाढविणे हा हि एक मार्ग यशस्वी प्रवेशाचा आहे. आपल्या प्रॉडक्ट मध्ये इतरांच्या तुलनेत सुधार घडवणे, न्यू इम्प्रुव्हड प्रॉडक्ट म्हणून बाजारात आणणे हा हि एक मार्ग आहे. त्याच बरोबर आपल्या स्पर्धेत असलेल्या प्रस्थापित प्रतिस्पर्ध्यांच्या ग्राहक शून्य करणे जसे डिस्ट्रिब्युटर्स, रिटेलर,डीलर्स, मार्केटिंग पार्टनर यांना अधिक माजींन देऊन आपले प्रॉडक्ट विकण्यास भाग पडणे हा हि एक नवीन बाजारात यशस्वी प्रवेश करण्याचा मार्ग आहे.
बाजाराचा विस्तार करणे
बाजाराच्या आकारात कोणताही बदल न करताही आपल्या व्यवसायात विकास केला जाऊ शकतो, बाजारात यशस्वी पदार्पण करण्याच्या रणनीतीतून आपणास हे लक्षात आले आहे तरीसुद्धा व्यवसाय हा विस्तारीकरणाव्दारेही आपला व्यवसाय वाढविला जावू शकतो. बऱ्याचदा असे होते की, बाजारात उत्पादने लॉन्च केल्यानंतर त्याच्या उपयोगानंतर नवीन वापरासाठी ते उत्पादन प्रकट होते, संकुचित वापराऐवजी त्याचे विस्तारित स्वरूप आणि विस्तारित बाजार उत्पादकास लक्षात येतो अश्यावेळी त्या उत्पादनाचे पुनर्मूल्यांकन करून त्याच्या सध्याच्या बाजाराच्या पलीकडे विस्तार घडविला जातो. त्यामुळे उत्पादनाच्या रणनीतीचा पुन्हा विचार करावा लागतो. बऱ्याचदा यातून मोठी बाजारपेठ हात लागण्याची शक्यता असते. उदाहरणार्थ, आरोग्य आणि निरोगीपणाच्या उद्देशाने सुरुवातीस तयार केलेले उत्पादन नंतर जर त्वचेची देखभाल करणारे उत्पादन म्हणूनही प्रभावी असल्याचे आढळले तर याचा अर्थ असा होईल की, उत्पादकाचे उत्पादक यापुढे केवळ आरोग्य-जागरूक बाजारापुरते मर्यादीत नाही तर ते सौंदर्य उत्पादनांसाठी असलेल्या नवीन बाजारपेठेत देखील चालू शकेल.
बऱ्याचदा अस्तित्वात असलेल्या प्रदेशापेक्षा, व्यवसायाचा नवीन राज्य, नवीन प्रदेश,नवीन देश किंवा खंड अशा नवीन भौगोलिक बाजारात विस्तार केला जातो, या वाढीच्या व्यवसायाच्या मागणीवर, नफ्यावर मोठा परिणाम होतो. फ्रँचायझी मॉडेलचा अवलंब करणे, ऑनलाईन मार्केट विस्तारणे इत्यादी गोष्टी विस्तारीकरणात केल्या जातात उदा. वॉलमार्ट यूकेचा ब्रँड असूनही जगभरातील 60 पेक्षा जास्त देशांमध्ये बाजारात प्रवेश करण्यात यश आले आहे, व्यवसाय वृद्धीसाठी अश्या व्यूहरचनेचा विचार करावा लागतो.
उत्पादन विक्रीसाठी अन्य पर्याय वापरणे
भारतातील ग्राहकांची ऑनलाइन व्यवहार करण्याची मानसिकता मोठय़ा प्रमाणावर वाढत आहे. अर्थतज्ज्ञांच्या अंदाजानुसार, भारतातील ई-कॉमर्स व्यवहारांमधील वाढ प्रचंड आहे. आर्थिक मंदी असतानाही ही वाढ मोठ्या प्रमाणात झाली आहे. ‘क्रिसिल’ या अर्थविषयक नामवंत संस्थेच्या मते, पुढील तीन वर्षांत देशातील ई-कॉमर्स व्यवहार ८० ते ९०% गतीने वाढण्याची शक्यता आहे. ई-कॉमर्स हे जलद गतीने वाढणारे आणि विकसित होणारे नवे क्षेत्र असून या क्षेत्रात उद्योजकांना उत्पादनाच्या विक्रीसाठी मोठय़ा प्रमाणावर संधी निर्माण होत आहेत. इंटरनेटमुळे ग्राहकांपर्यंत पोहोचण्यासाठी आणि त्यांची उत्पादने विक्रीसाठी पर्याय खुले आहेत. लहान व्यवसाय आणि उद्योजकांसाठी हे फारच फायदेशीर ठरले आहे, कारण त्यांना एक व्यासपीठ उपलब्ध करुन देण्यात आले आहे जेथे त्यांना अधिक स्थापित ब्रॅण्ड्स विरूद्ध स्पर्धा करण्याची संधी यामुळे मिळाली आहे .आपल्या व्यवसायाच्या वाढीसाठी उत्पादन विक्रीच्या नवीन पर्यायांची रणनीती प्रत्येक व्यावसायिकाने आखली पाहिजे, त्यात उत्पादनाची कस्टमर, पार्टनर्सच्या वेबसाइटवरून अथवा अमेझॉन, फ्लिपकार्ट , वॉलमार्ट सारख्या वेबसाईटहून ऑनलाईन विक्री करणे पर्यायांचा विचार केलेला असावा. सब्स्क्रिपशन, मेंबरशिप देऊन अथवा मोबाईल अप्लिकेशनचा वापर करून उत्पादन विक्री करता येवू शकते.
उत्पादन विस्ताराची रणनीती
जर आपल्या उत्पादनाला नवीन बाजारपेठ नाही असे लक्षात आल्यावर उत्पादकाने नवीन उत्पादन विद्यमान बाजारपेठेत दाखल केले तर नवीन उत्पादनाला मोठा बाजार कदाचित मिळू शकतो. बहुतेक वेगाने बदलणाऱ्या तंत्रज्ञान विकास उद्योगांमध्ये असे धोरण स्वीकारले जात आहे. उदाहरणार्थ ईलेक्ट्रॉनिक्स किंवा मोबाइल उद्योग यात तंत्रज्ञानामध्ये होणारे बदल आणि सुधारणा लक्षात ठेवून मोबाइल फोनचे नवनवीन उत्पादने, अद्ययावत मॉडेल्स बाजारात आणले जातात. आपल्या प्रॉडक्टची लाईन म्हणजे विविधता वाढवणे, नवीन उत्पादने विकसित करून बाजारात उपलब्ध करणे , विद्यमान उत्पादनांमध्ये नवनवीन वैशिष्ट्ये जोडणे, जुन्या अप्रचलित उत्पादनांची वैशिष्ट्ये अद्ययावत करणे इत्यादी बाजारात होणाऱ्या नवीन बदलाला सामोरे जाण्यासाठी उत्पादकाला सक्षम होण्यासाठी हे बदल करण्यासाठी आधीच तयार असावे लागते . उत्पादन विस्तारवाढीसाठी लहान व्यावसायिक या प्रकारची रणनीती अंमलात आणू शकतात.
विविधीकरण
लहान व्यवसायीकांकडून देखील विविधीकरणाची रणनीती व्यवसायासाठी वापरली जाते, विविधीकरणाव्दारे नवीन प्रॉडक्ट,नवीन बाजारात उतरवले जाते. ही एक मोट्ठी जोखीम मोठ्ठा परतावा रणनीती असते. विविधतेच्या धोरणात सातत्याने गुंतवणूक करणेही गरजेचे असते. विविधतेसाठी वेळ, पैसा, मनुष्यबळ या सारख्या संसाधनांची गरज असते. नवीन उत्पादनासंदर्भात नवीन बाजारपेठेमध्ये नवीन विपणन संशोधनही करावे लागते. विविधीकरणाच्या रणनीतीमुळे व्यवसायात नफा-तोट्याचा समतोल साधला जाऊ शकतो.
विलीनीकरण आणि अधिग्रहण
टेकओव्हर करणे, मर्जर करणे म्हणजे एका कंपनीची दुसऱ्या कंपनीकडून खरेदी होणे, अधिग्रहण करणे ही व्यापार विस्तारीकरणाची मोठी आणि महत्वाची रणनीती आहे. लहान उद्योग आपल्या व्यवसायाचे विस्तारीकरण करण्यासाठी हे धोरण स्वीकारू शकते यात जरीही मोठा धोका असला तरीही चांगल्या रणनीतीने केलेल्या अधिग्रहण अथवा विलीनीकरणात मोठा फायदा लहान कंपनी व्यवसायाला मिळू शकतो. अधिग्रहण अथवा विलीनीकरणामुळे लहान व्यावसायिक अथवा उद्योगाला मोठा मार्केट शेअर मोठा रेव्हेन्यू मिळू लागतो. अधिग्रहण अथवा विलीनीकरणामुळे लहान व्यवसायाला बाजारात आपली ओळख निर्माण करण्याची संधी प्राप्त होते. अधिग्रहणामुळे भौगोलिक, राजकीय मर्यादा सोडून अगदी जागतिक पातळीवरही व्यापार करण्याची संधी लहान उत्पादक व्यावसायिकाला प्राप्त होते.
मार्केटचे विभाजन करणे
लहान उद्योजकांनी निर्माण केलेली वस्तू अथवा सेवा जेव्हा मोठ्या उद्योग समूहाने निर्माण केलेल्या वस्तू सेवेशी स्पर्धा करू लागतात त्यावेळी मोठा उद्योग लहान उद्योगाला गिळंकृत करू पाहतो. लहान उद्योजकाकडे प्रत्यक्ष स्पर्धा करण्
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