1、Explain the rationale behind Total Cost Analysis,a systematic logistics-oriented cost accounting system and the principle requirements for an effective logistics costing system.指出总成本分析的基本原理，以物流为导指出总成本分析的基本原理，以物流为导向的系统的成本核算体系及其合理运作应向的系统的成本核算体系及其合理运作应具备的条件。具备的条件。Outlines the many ways in which logisti
2、cs management can impact on overall return on investment and ultimately,shareholder value.简述物流管理如何影响投资总回报及最终影响简述物流管理如何影响投资总回报及最终影响股东价值。股东价值。Emphasize the importance of customer profitability analysis based upon an understanding of the cost-to-serve.强调基于对强调基于对“服务成本服务成本”的认知而进行客户收的认知而进行客户收益分析的重要性。益分析的重
3、要性。Introduces the concept of Direct Product Profitability and underlines the need to understand the customers logistics costs.介绍直接生产收益的概念，阐述熟悉客户物流介绍直接生产收益的概念，阐述熟悉客户物流成本的必要性。成本的必要性。Highlights the need to identify the cost drivers in the logistics pipeline and to replace traditional forms of cost allo
4、cation with more appropriate methods.指出有必要确定物流链中的成本驱动因素，强指出有必要确定物流链中的成本驱动因素，强调应用更适宜的方法取代传统的成本分摊形式。调应用更适宜的方法取代传统的成本分摊形式。1.introduction2.The concept of total cost analysis3.Principles of logistics costing4.Logistics and the bottom line5.Logistics and shareholder value6.Customer profitability analysis7
5、.Direct product profitability8.Cost drivers and activity-based costing Because logistics management is a flow-oriented concept with the objective of integrating resources across a pipeline which extends from supplier to final customers,it is desirable to have a means whereby costs and performance of
6、 that pipeline flow can be assessed.因为物流管理是一种过程导向的概念，其目标是整合从供应商因为物流管理是一种过程导向的概念，其目标是整合从供应商到最终客户整条供应链的资源，所以大家都期待有一种方法，到最终客户整条供应链的资源，所以大家都期待有一种方法，可以评估供应链的成本和绩效。可以评估供应链的成本和绩效。Probably one of the main reasons that the adoption of an integrated approach to logistics and distribution management has proved
7、 so difficult for many companies is the lack of appropriate cost information.对许多企业来说，为什么对许多企业来说，为什么用整合的思想进行物流管用整合的思想进行物流管理和配送管理如此困难呢理和配送管理如此困难呢？这其中的一个主要原因？这其中的一个主要原因是缺乏正确的成本信息。是缺乏正确的成本信息。2.The concept of total cost analysis总成本分析概述总成本分析概述 What problems are there in traditional logistics cost accounti
8、ng system？All the impacts of specific decisions,both direct and indirect,are not taken into account throughout the corporation system;Decisions taken in one area can lead to unforeseen results in other areas;Conventional accounting systems do not usually assist in the identification of company-wide
9、impacts.整个企业都未考虑特定决策带来的直整个企业都未考虑特定决策带来的直接或间接影响。接或间接影响。在一个区域内改变决策会在其他区域在一个区域内改变决策会在其他区域产生难以预料的后果。产生难以预料的后果。传统的核算体系通常无法确认物流对传统的核算体系通常无法确认物流对整个企业造成的影响。整个企业造成的影响。A further feature of logistics decisions which contributes to the complexity of generating appropriate cost information is that they are usual
10、ly taken against the benchmark of an existing system.Cost must therefore be viewed in incremental terms-the change in total costs caused by the change to the system.物流决策造成了正确成本信息在生成时的复杂物流决策造成了正确成本信息在生成时的复杂性，其中的原因在于物流决策通常不适合现有性，其中的原因在于物流决策通常不适合现有系统。系统。因此，必须在一个递进的过程中进行成本核算因此，必须在一个递进的过程中进行成本核算，这是由于系统的改
11、变而导致总成本的改变。，这是由于系统的改变而导致总成本的改变。Total distribution costsTrunking costsInventory costsOutlet costsLocal delivery costsOrder processing costsCostsNumber of outlets配送总成本运输成本库存成本门店成本当地送货成本订单处理成本门店数量 3.Principles of logistics costing物流成本计算原理物流成本计算原理 The system should mirror the materials flow.It should be
12、 capable of identifying the costs that result from providing customer service in the marketplace.核算体系应当如实地核算体系应当如实地反映产品的流动。核反映产品的流动。核算体现应当能够计算算体现应当能够计算出在市场中用于提供出在市场中用于提供客户服务的开支。客户服务的开支。The system should be capable of enabling separate cost and revenue analyses to be made by customer type and by mark
13、et segment or distribution channel.核算体系应当根据不同核算体系应当根据不同客户种类、不同细分市客户种类、不同细分市场、不同配送渠道进行场、不同配送渠道进行单独的成本与收益分析。单独的成本与收益分析。To operationalize these principles requires an output orientation to costing.具体实施这些原具体实施这些原则需要一个以产则需要一个以产出量为导向的成出量为导向的成本计算方法。本计算方法。Distribution mission ADistribution mission BDistribu
14、tion mission CPurchasing Production Sales Marketing Transportation Etc横跨各职能边界的物流任务横跨各职能边界的物流任务Functional area/Activity centre1Functional area/Activity centre2Functional area/Activity centre3Functional area/Activity centre4Total missioncostMission AMission BMission CActivity centre inputs100507022090
15、70301908502020050270702080170290340220项目预算项目预算职能部门职能部门工作中心小组工作中心小组4.Logistics and the bottom line物流与盈亏线物流与盈亏线 How many financial dimensions to decision making are there according to the text?the bottom lineCash flowResource utilization(especially the use of fixed and working capital)Sales ROI=Profit
16、 Capital employedROI=Profit Sales Capital employedx投资回报率投资回报率利润所用资本The margin边际利润边际利润Capital turnover资本周转率资本周转率20%ROI15%ROI10%ROIProfit Sales(Margin)Sales Capital employed(Asset turn)边际利润和资产转换对边际利润和资产转换对ROI的影响的影响无差异曲线无差异曲线indifference curve 无差异曲线是用来表示两种商品的不同无差异曲线是用来表示两种商品的不同数量的组合给消费者所带来的效用完全相数量的组合给消
17、费者所带来的效用完全相同的一条曲线。同的一条曲线。无差异曲线具有四个重要特征：第一，无无差异曲线具有四个重要特征：第一，无差异曲线是一条向右下方倾斜的曲线，其差异曲线是一条向右下方倾斜的曲线，其斜率为负值。第二，在同一平面图上可以斜率为负值。第二，在同一平面图上可以有无数条无差异曲线。第三，在同一平面有无数条无差异曲线。第三，在同一平面图上，任意两条无差异曲线不能相交。第图上，任意两条无差异曲线不能相交。第四，无差异曲线是一条凸向原点的线。四，无差异曲线是一条凸向原点的线。Sales revenueCosts-Inventory Account receivableCash Fixed ass
18、ets+Profit Capital employed Return on investment Customer service Logistics efficiency Asset deployment&utilization 销售收益应收帐款所用资本资产配置和利用订单周期订单完成率发票精确度库存策略和服务水平配送工具运输设备采购方针库存、厂房和设备的财务选择资产资产现金应收帐款库存资产、厂房和设备负债负债流动负债债务所有者权益Balance sheet Logistics variable AssetsCash Order cycle time Order completion rate
19、Receivables Invoice accuracyInventories Inventory policies and service levels Property,plant Distribution facilitiesand equipment Transportation equipment LiabilitiesCurrent liabilities Purchasing policiesDebt Financing options for inventory,Equity plant and equipment物流管理与资产负债表物流管理与资产负债表 5.Logistics
20、 and shareholder value物流与股东价值物流与股东价值 At its simplest,Shareholder value is determined by the net present value of future cash flows.After tax free cash flowNet operating incomesTaxesWorking capital investmentFixed capital investment=_税后现金流净营业税后现金流净营业收入税款营运资收入税款营运资本投资固定资本投资本投资固定资本投资 More Recently,Econ
21、omic Value Added(EVA)has become widely used and linked to the creation of shareholder value.EVA=Profit after tax_True cost of capital employed经济增加值税后收益所经济增加值税后收益所用资本的真实成本用资本的真实成本 If the net present value of expected future EVAs were to be calculated this would generate a measure of wealth known as M
22、arket Value Added(MVA）which is a true measure of what the business is worth to its shareholders.若计算预期若计算预期EVAEVA的净现值，会的净现值，会产生一个新的财务评价指产生一个新的财务评价指标标市场增加值，市场增加值，MVAMVA用于用于评估企业能提供给股东多少评估企业能提供给股东多少价值的真正指标。价值的真正指标。Market value addedStock priceissued shares=xBook value of total capital employed_Market va
23、lue addedNet present value of expected future EVA=市场增加值股票市场增加值股票价格价格已发行股票已发行股票总投入资本的账总投入资本的账面价值面价值市场增加值预期市场增加值预期EVA的净现值的净现值the impact that logistics service canhave upon net operating income(profit)the impact on capital efficiency(asset turn)资本效率（资金周转率）资本效率（资金周转率）Lengthy pipelines and highly capital
24、 intensive logistics facilities can have effect on EVA and hence shareholder value.So companies have focused on finding ways in which pipelines can be shortened and working capital requirements reduced.冗长的物流过程和高价值的物流冗长的物流过程和高价值的物流设备能够影响经济增加值，进而设备能够影响经济增加值，进而影响到股东价值。因此，企业开影响到股东价值。因此，企业开始致力于寻找缩短物流流程的方
25、始致力于寻找缩短物流流程的方法，从而减少对营运资本的需求。法，从而减少对营运资本的需求。6.Customer profitability analysis客户收益分析客户收益分析 whats the basic question of conventional accounting procedures have difficulty answering?How profitable is this customer compared to another?Cumulative customers(%)Cumulative contribution(%)Reveal a proportion
26、of customers who make a negative contribution揭示对企业业绩产揭示对企业业绩产生负面效应的生负面效应的客户的比例客户的比例累积客户累积客户累积效应累积效应Why?AvoidabilitySupplier should seek to assign all costs that are specific to individual accountsEvery star has its own position要精确计算客户收要精确计算客户收益，许多相关的成益，许多相关的成本需要得到确认。本需要得到确认。LowAverageHighOrder proce
27、ssing0.22.67.4Inventory carrying1.12.610.2Picking and shipping0.30.72.5Interplant freight&handing0.00.72.5Outbound freight2.87.114.1Commissions2.43.14.4Customer costs as a%of net sales运用均值产生的偏差运用均值产生的偏差客户成本在净销售额中所客户成本在净销售额中所占比例（占比例（%）订单处理订单处理持有库存持有库存装货和运装货和运输输运出货物运出货物佣金佣金So,It is important to recogn
28、ize the difference between customer costs.What sort of costs should be taken into account in this type of analysis?Following Figure presents a basic model which seeks to identify only those customer-related costs which are avoidable(i.e.if the customer did not exist,these costs would not be incurred
29、)这一分析需要涉及哪些成本呢这一分析需要涉及哪些成本呢？下图呈现了一个确定那些与？下图呈现了一个确定那些与客户相关的可避免成本的基本客户相关的可避免成本的基本模型（也就是某客户退出交易模型（也就是某客户退出交易后所省下的那些成本。）后所省下的那些成本。）Gross salesValue(GSV)Net salesValue(NSV)ProductioncontributionMarketing contributionCustomergross profitCustomer Contribution Productioncosts(Sales)Marketing costsDistributi
30、onService costsTrade discount/Terms of tradeDirectIndirectOverheadCosts(indirect)SalesforcemanagementNationaladvertisingcampaignCustomer-relatedCosts(direct)Sales callsIn-store andco-operativepromotionsBonusesMerchandisingCustomer-relatedCosts(direct)TransportationPackaging/unitizationStockholdingWa
31、rehousingTrade creditOrderprocessing客户收益分析的基本模型ProtectCostengineerBuildDangerzoneCost of serviceLoHiNet sales value of customer accountLoHi客户收益矩阵服务成本客户帐户净销售额利润保持区成本优化区起步区危险区7.direct product profitability直接产品收益直接产品收益 What is DPP?In essence it is somewhat analogous to customer profitability analysis i
32、n that it attempts to Identify all the costs that attach to a product or an order as it moves through the distribution channel 确定一种产品或一份订确定一种产品或一份订单通过整个流通渠道时单通过整个流通渠道时产生的所有相关成本产生的所有相关成本 For the supplier it is important to understand DPP in as much as his ability to be a low cost supplier is clearly
33、influenced by the costs that are incurred as that product moves through his logistics system.Similarly as distributors and retailers are now very much more conscious of an items DPP，it is to the advantage of the supplier equally to understand the cost drivers that impact upon DPP so as to seek to in
34、fluence it favorably.对供应商来说，由于其以低成本运作的能力无疑被产品通过其物对供应商来说，由于其以低成本运作的能力无疑被产品通过其物流系统时所引起的费用影响着，所以理解流系统时所引起的费用影响着，所以理解DPPDPP的意义对供应商来的意义对供应商来说非常重要。相似地，随着经销商和零售商现在对产品说非常重要。相似地，随着经销商和零售商现在对产品DPPDPP的认的认识已更进一步，这种情况下，供应商掌握识已更进一步，这种情况下，供应商掌握DPPDPP的成本动因是有益的成本动因是有益而无一害的，它们能对而无一害的，它们能对DPPDPP施加更有利的影响。施加更有利的影响。Direc
35、t product profitNet profit contributionAllowancesAll specific cost=+_ 直接产品利润直接产品利润净利润补贴净利润补贴所有特定成本所有特定成本 Sales-Cost of goods sold=Gross margin+Allowances and discounts=Adjusted gross margin-Warehouse costs LaborOccupancy Inventory-Transportation costs(cube)-Retail costs Stocking laborFront end labor
36、Occupancy Inventory=Direct product profit销售额销售额进价进价毛利毛利来自供应商津贴与折扣来自供应商津贴与折扣人员数人员数仓库占用面积仓库占用面积柜台销售的劳动力柜台销售的劳动力建筑物占用成本建筑物占用成本8.cost drivers and activity-based costing 成本动因和作业成本分析成本动因和作业成本分析 A general ignorance of the true costs of servicing different customer types/channels/market segment Costs are ca
37、ptured at too high a level of aggregation Full cost allocation still reigns supreme Conventional accounting systems are functional in their orientation rather than output oriented Companies dont understand customer costs为不同客户、渠道以及细分市场服为不同客户、渠道以及细分市场服务，实际需要的成本是不同的。而务，实际需要的成本是不同的。而这一现象往往为大众所忽视。这一现象往往为
38、大众所忽视。成本在太高的整合程度被捕捉。成本在太高的整合程度被捕捉。完全的成本分摊仍占主导地位。完全的成本分摊仍占主导地位。传统的会计体系是以职能而不是按传统的会计体系是以职能而不是按产出值导向来进行核算的。产出值导向来进行核算的。企业对客户成本知之甚少。企业对客户成本知之甚少。Change radically the basis of cost accounting away from the notion that all expenses must be allocated to individual units.Transform Nature 从根本上改变从根本上改变“所有的费用都所
39、有的费用都应当分摊给独立应当分摊给独立的个体的个体”这一成这一成本核算理念。本核算理念。Separate the expenses and match them to the activities that consume the resources.To seek out the cost drivers along the logistics pipeline根据不同的资源消耗行根据不同的资源消耗行为，不同单元的成本费为，不同单元的成本费用独立核算。用独立核算。在整个物流传递过程中在整个物流传递过程中找出找出“成本驱动因素成本驱动因素”。作业成本分析法作业成本分析法TraditionalA
40、ctivityCost cost bases000s cost bases000s driversSalaries550 Sales orderprocessing300 Number of ordersWages580 Holding inventory600 Value of shipmentDepreciation250 Picking300 Number of order linesRent/electricityPacking/assembly/telephone700 of orders100 Number of order linesMaintenance100 Loading2
41、00 WeightFuel200 Transportation500 Location of customerDelivery at customer200 Number of dropsSolving problems380 Number of order lines23802580作业成本分析罚与传统成本核算法的比较1.Define the customer service segmentAll customers should be treaded differently.2.Identify the factors that produce variations in the cost
42、 of serviceMake a determination of the service elements which will directly or indirectly impact upon the costs of service.1.1.明晰客户服务细分市场明晰客户服务细分市场,不同的客不同的客 户要区别对待。户要区别对待。2.2.找出在服务成本中产生变化的因找出在服务成本中产生变化的因素素 明确对服务成本产生直接或间接明确对服务成本产生直接或间接影影 响的服务要素。响的服务要素。n3.Identify the specific resources used to suppor
43、t customer segmentsThe basic tenet of ABC is that the activities that generate cost should be defined and the specific cost drivers involved identified.n4.Attribute activity costs by customer type or segmentThis is not cost allocation but cost attribution.3.3.确定用于服务不同客户的特定资确定用于服务不同客户的特定资源源ABCABC方法的基
44、本原则是：应当明确产方法的基本原则是：应当明确产生成本的物流活动及相关的成本驱生成本的物流活动及相关的成本驱动动因素。因素。4.4.根据客户类型或细分市场将物流根据客户类型或细分市场将物流活活动成本归类动成本归类,这并不是成本分摊，而这并不是成本分摊，而是成本归属。是成本归属。Traditional approaches to accounting based upon full-cost allocation can be misleading and dangerous.Because of the reason above,the true costs of logistics are
45、always misunderstood.Activity-based costing methods provide some significant advantage in identifying the real costs.传统的以总成本分摊为指导理念的成本核算方法传统的以总成本分摊为指导理念的成本核算方法是危险而易误解的。是危险而易误解的。由于以上原因，物流成本的真正含义通常被误解由于以上原因，物流成本的真正含义通常被误解在确认实际成本方面，作业成本分析法具有显著在确认实际成本方面，作业成本分析法具有显著的优势。的优势。Logistics management impacts no
46、t only on the profit and loss account of the business but also upon the balance sheet.Logistics should be recognized as having a significant impact upon EVA and Shareholder Value.物流管理不仅仅影响着交易中的损益帐户，物流管理不仅仅影响着交易中的损益帐户，它还影响着资产负债表。它还影响着资产负债表。由于物流对经济增加值及其带来的股东效益由于物流对经济增加值及其带来的股东效益有着重要的影响，所以正在被越来越多的人有着重要的影响，所以正在被越来越多的人所重视。所重视。
