Apakah Sistem Consignment Merugikan atau Menguntungkan Peniaga?

Oleh sebab ada carian dilakukan menggunakan kata kunci berbentuk pertanyaan yang berbunyi “apakah consignment merugikan penjual”, maka saya terpanggil untuk buat artikel khas mengenai perkara ini.

 

Saya pernah menulis berkenaan sistem consignment dalam blog ini sebelum ini. Ia merujuk kepada salah satu sistem pembayaran yang saya gunakan untuk bisnes kedai runcit yang saya jalankan. Walaubagaimanapun, saya tak pernah menulis satu entri yang khusus yang membincangkan tentang konsep ini, kerana pada pendapat saya, mungkin tak ada yang minat nak tahu.

 

Tetapi, apabila saya lihat, ada carian berbentuk soalan menggunakan kata kunci tersebut, maka saya rasa ada baiknya saya kongsikan disini, apa yang saya tahu mengenai kaedah consignment ini.

sistem-consignment

Sebenarnya, kaedah atau sistem consignment ini adalah kaedah yang memang biasa di praktikkan dalam kebanyakkan bisnes jenis konvensional di luar sana. Ia bukannya hanya terhad kepada bisnes jenis kedai runcit semata-mata.

 

Saya bagi beberapa contoh.

 

Bisnes jual nasi lemak atau nasi berlauk. Kadang-kadang kita boleh nampak, seorang penjual nasi lemak, selain dia jual nasi lemak, dia juga akan jual pelbagai jenis kuih-muih. Barang kepunyaan penjual tu sebenarnya nasi lemak sahaja. Kuih-muih yang turut dijual sebenarnya orang lain yang punya. Dia cuma tolong jualkan sahaja.

 

Apabila waktu berniaga dah habis, pemilik kuih akan datang dan mula kira berapa banyak yang terjual. Mana-mana yang tak terjual, dia akan ambil dan bawa balik. Mana yang terjual, untungnya akan dibahagikan antara penjual dan juga pemilik sebenar kuih-muih itu tadi.

 

Kaedah yang sama juga boleh berlaku dalam perniagaan jenis salun atau kedai gunting rambut. Barangnya sahaja yang berbeza, yang mana kalau dalam keadaan kedai gunting rambut, barangnya yang dijual mengikut kaedah atau sistem consignment mungkin adalah minyak rambut, syampu, conditioner, pewarna rambut dan sebagainya.

 

Jika anda juga mengendalikan perniagaan jenis runcit atau mungkin perniagaan kedai makan, anda juga boleh gunakan kaedah consignment ini.

Dari segi konsep, kaedah consignment ini adalah seperti berikut.

 

Sesuatu barang yang berada dalam tangan penjual (peniaga) sebenarnya masih lagi menjadi hak milik pembekal, sehinggalah ianya berjaya dijual ataupun diguna sendiri oleh peniaga itu tadi dalam urusan perniagaan yang dijalankan.

 

Saya ambil contoh, kedai gunting tadi. Barangan yang terlibat adalah seperti minyak rambut, syampu, dan sebagainya. Mungkin pelanggan yang masuk ke kedai tersebut, tidak akan beli minyak rambut atau sebarang produk penjagaan rambut dari kedai gunting tersebut. Namun, disebabkan kedai tersebut memang terkenal dan ada ramai pelanggan, pembekal boleh gunakan kaedah consignment ini untuk jual produk mereka di kedai gunting tersebut.

 

Walaupun akhirnya, tukang gunting rambut itu akan guna sendiri produk tersebut bagi kegunaan bisnes miliknya, namun jika penggunaannya dalam satu tempoh masa cukup banyak, ia masih lagi dapat beri keuntungan kepada pembekal produk tersebut.

 

Jika ada pelanggan yang beli sebarang produk penjagaan rambut dari kedai gunting tersebut, ini merupakan satu bonus.

 

Jadi, adakah consignment ini merugikan atau menguntungkan penjual dan pembekal?

Secara logik, tiada orang yang ingin jalankan sebarang urusniaga jika ianya merugikan atau hanya menguntungkan sebelah pihak sahaja. Manakala sebelah pihak yang lain, cuma balik modal sahaja.

 

Kaedah ini sepatutnya memberi keuntungan dan kelebihan kepada kedua-dua belah pihak, iaitu pembekal dan juga peniaga.

 

Apa yang saya tahu, ada sekurang-kurang tiga keadaan dimana kaedah consignment ini akan digunapakai.

 

(1) Untuk memperkenalkan produk atau jenama yang baru

Produk yang baru dicipta, selalunya tiada jaminan akan mendapat sambutan. Sebagai peniaga kedai runcit misalnya, sudah tentu mereka tak akan ambil risiko untuk keluar modal dan beli produk tersebut secara borong dan jual di kedai atau premis perniagaan miliknya. Walaupun pihak pembekal sangat yakin yang produk baru tersebut pasti akan sangat diminati, namun risiko adalah ditanggung oleh pihak penjual sekiranya membeli barang tersebut secara borong.

 

Jika pembekal benar-benar yakin yang barang tersebut pasti ada pembeli, tunjukkanlah kesanggupan pada pihaknya untuk tanggung risiko dan tawarkan kaedah consignment kepada penjual itu tadi.

 

Masa saya jaga kedai runcit saya, pernah juga saya didatangi oleh pembekal yang nak jual bateri jenama Red Dot di kedai saya. Saya juga tak berapa familiar dengan bateri jenis ini. Kalau jenama Energizer ke… itu biasalah saya dengar.

 

Saya tak nak ambik risiko untuk keluar modal semata-mata nak jual bateri yang saya sendiri belum tentu akan gunakan. Jadi, saya tawarkan pada dia kaedah consignment kalau serius nak saya jualkan bateri dia.

 

Kalau dia tak nak atau tak setuju pun tak ada masalah. Saya tak rugi apa-apa, dan si pembekal ini pun tak rugi apa-apa. Cuma masa sahaja yang terbuang untuk negobenda yang akhirnya tak jadi.

 

(2) Untuk mencuba platform jualan yang baru yang sebelum ini tak pernah digunakan

Kaedah consignment ni juga biasa digunakan untuk jual produk menggunakan platform yang berbeza, berbanding yang biasa digunakan selama ini.

 

Contohnya, usahawan bakeri. Sebelum ni, mereka cuma jual di kedai makan, kantin dan sebagainya. Satu hari tu, dia nak cuba platform jualan yang baru, iaitu nak masuk pasar dan juga kedai-kedai runcit.

 

Kalau nak minta peniaga keluar modal untuk beli dulu produk-produk bakeri miliknya, memang agak mustahil. Tapi kalau boleh aturkan perjanjian consignment, ia mungkin boleh buatkan pihak satu lagi bersetuju jualkan produk bakeri tersebut.

 

(3) Untuk menjual produk yang mahal yang agak sukar untuk dapatkan pembeli

Untuk menjual produk yang mahal, kebiasaannya tak cukup sekadar kita bagi gambar ataupun katalog produk. Bakal pembeli perlu melihat sendiri produk tersebut, memegang dan mencuba produk yang bakal dibeli.

 

Sebagai contoh, pemilik kedai basikal mungkin ada menjual basikal dari lingkungan harga yang murah, dan sederhana. Dia tak menjual basikal yang mahal harganya kerana beranggapan tiada pelanggan yang sanggup untuk beli basikal yang mahal.

mahal-murah

Jika ada yang minat untuk beli sekalipun, dia boleh buat special order untuk pelanggan tersebut, setelah bakal pelanggan itu tadi membuat bayaran deposit. Keadaan ini tidak begitu baik dari perspektif bisnes, sebabnya jika sesuatu urusniaga ditangguhkan atau dilewatkan, ia berpotensi menyebabkan bakal pelanggan ubah fikiran dan tak jadi beli.

 

Jadi dalam keadaan ini, pihak pembekal bolehlah memberikan beberapa unit basikal yang dalam kategori premium mengikut perjanjian consignment kepada peniaga basikal itu tadi. Setelah menerima basikal yang mahal mengikut kontrak consignment, bolehlah basikal tersebut diletakkan dibahagian display bersama-sama koleksi basikal yang lain.

 

Salah satu jenama basikal yang agak mahal ialah basikal jenama Birdy.

 

Walaupun saya katakan, secara kebiasaan, tiga keadaan diatas adalah pemangkin kepada kenapa orang guna kaedah consignment, namun ada juga keadaan tertentu, yang buatkan orang pilih untuk berniaga secara consignment.

 

Sebagai contoh, seseorang usahawan yang ada modal, ada barang untuk diniagakan, tetapi

  1. Tidak mahu terikat di premis perniagaan miliknya sepanjang masa
  2. Tidak mahu mengupah pekerja untuk uruskan perniagaan
  3. Inginkan lebih fleksibiliti dalam jadual harian
  4. Atau mungkin dia tidak berjaya dapatkan premis perniagaan di lokasi yang strategik

 

Maka untuk usahawan seperti ini, boleh juga menggunakan kaedah consignmentdalam urusniaga. Apa yang dia perlu lakukan ialah, kenal pasti 10 buah kedai dan lakukan rundingan supaya dapat jual barang miliknya dikedai-kedai tersebut secara consignment.

 

Dalam keadaan ini, dia tak perlu ada kedai, tak perlu upah pekerja untuk jaga kedai. Cuma perlu pastikan, ada orang yang boleh hantar barang untuk dijual di kedai-kedai yang terpilih. Cukup masa, datang balik ke kedai-kedai tersebut untuk check stock dan juga ambil bayaran untuk produk yang terjual.

 

Sistem niaga seperti ini nampak lebih mudah, kan?

 

Apa yang perlu dilakukan bagi mengelak masalah dan kekeliruan?

Walaupun kaedah niaga seperti ini nampak mudah, namun ia bukan kalis masalah. Sudah tentu, masalah boleh timbul jika ia tidak dijalankan dengan berhati-hati.

 

Antaranya >>

 

(1) Isu kerosakkan dan kehilangan barang sepanjang masa ia berada dalam jagaan penjual

Siapakah yang perlu tanggung kos kerugian tersebut? Adakah pihak pembekal? Atau adakah penjual yang kena bertanggungjawab? Atau kerugian akan dibahagi dua?

 

(2) Siapa yang perlu tanggung kos-kos sampingan untuk simpanan barangan consignment

Pada satu ketika, saya pernah terima produk frozen food dari pembekal. Frozen food ini, sudah tentu kena pastikan ianya sentiasa disimpan dalam freezer dan ini akan memerlukan penggunaan tenaga elektrik. Ini juga sebenarnya adalah kos tambahan yang agak rumit cara pengiraannya.

 

(3) Pemulangan barang untuk produk yang tak laku, expired, atau rosak

Pelanggan ni, kadang-kadang nakal. Dia suka picit-picit, tekan-tekan, dan kotorkan barang. Akhirnya dia tak jadi beli barang yang dia dah buat eksperimen tu, sebaliknya ambik barang lain yang masih lagi suci. Ok… jadi siapa yang nak beli barang yang ada kesan kena tekan, picit dan nampak kotor tu? Kalau tak ada yang nak beli, kena pulangkan semula kepada pembekal. Apakah polisi pemulangan barang tersebut?

 

(4) Terma dan syarat serta peranan setiap orang yang terlibat

Kena pastikan, setiap orang tahu dan faham apa peranan masing-masing. Sebagai penjual, setidak-tidaknya kenalah ada rasa bertanggungjawab pada barang milik pembekal kita tu. Namun, kalau cuma nak berpegang kepada “faham-faham”, ianya agak susah. Lebih baik kalau ada perjanjian bertulis yang menyenaraikan apa sebenarnya peranan setiap orang.

 

(5) Kaedah pembayaran barang consignment yang terjual

Part bayaran ini adalah part yang cukup penting. Mengikut persetujuan bersama, bagaimanakah cara bayaran akan dilakukan? Adakah

i. Secara real time setiap kali barang berjaya dijual

Iaitu setiap kali ada jualan terhasil, kena terus buat bayaran kepada pembekal. Guna sahaja online banking seperti M2U atau CIMBClicks misalnya.

 

ii. Bayar pada satu tempoh masa yang dipersetujui untuk setiap barang yang berjaya dijual sahaja

Contohnya setiap 23hb mesti buat bayaran, walaupun pada waktu tu hanya 3 unit sahaja yang terjual.

 

iii. Bayar ikut bill to bill

Apabila stok barang yang ada dalam tangan mula menyusut, dan anda ingin tambah stok baru, anda perlu jelaskan pembayaran untuk stok yang lama terlebih dahulu.

 

Dari apa yang saya nampak, ada dua keadaan yang agak signifikan.

 

Jika anda sebagai penjual mempunyai kekuatan yang lebih besar berbanding pembekal, anda boleh demand untuk guna kaedah consignment dalam kebanyakkan barang yang dijual di premis perniagaan anda. Bayangkan anda adalah pemilik pasaraya seperti Mydin yang mempunyai banyak cawangan di merata tempat.

 

Sekiranya anda ada kuasa menjual seperti itu, pembekal pasti tidak khuatir untuk ikut cakap anda.

 

Sebaliknya, jika pembekal lebih “berkuasa” berbanding anda, sebab bisnes anda masih baru, pelanggan pun masih tak begitu ramai, biasanya dalam keadaan ini, memang agak sukar untuk kita dapat tawaran consignment atau tawarkan consignment kepada orang lain.

 

Baiklah, apa yang saya kongsikan dalam artikel ini, lebih kepada perkongsian pengalaman, pembacaan dan juga pendapat peribadi saya. Mungkin bukan semua yang saya ceritakan dalam ini, sesuai atau relevan dengan situasi perniagaan anda. Jadi, sila dapatkan juga nasihat tambahan dari sumber lain sebelum anda ingin terus ikut apa yang saya ceritakan dalam perkongsian ini.

 

Satu lagi soalan yang saya kerap dapat ialah, bagaimana dan dimana nak dapatkan contoh kertas kerja perniagaan kedai runcit? Saya syorkan anda muat turun dari laman web ini. Ada banyak contoh kertas kerja yang anda boleh jadikan rujukan, edit dan tulis semula untuk disesuaikan dengan perniagaan yang anda bakal jalankan.

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