Академический Документы
Профессиональный Документы
Культура Документы
User Manual
iBizSim SM 1 Learning Phase
V.18.05
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 1
iBizSim: International Business Simulations
Table of Contents
2. Decisions...........................................................27
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 3
iBizSim: International Business Simulations
Preface
This course is based on iBizSim: International Business Simulations, a
series of business simulations developed by Prof. Dr. Ashok N. Ullal,
Professor emeritus, School of International Business (now merged into
ESB Business School), Reutlingen University, Germany.
Currencies used
Home market Export market
Euro U.S. Dollar
(EUR) (USD)
The balance sheet, the proft and loss account, and the fnan-
cial accounts will all be drawn up in Euro.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 4
iBizSim: International Business Simulations
The structure of the production plant, sales and turnover in all mar-
kets, stocks of goods and cash, outgoing and incoming payments, i.e.
all the information which is necessary for managing the company, are
in the Management Report. The first Management Report shows the
economic and operating state of the company at the close of the initial
period 0. All the companies have the same opening situation.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 5
iBizSim: International Business Simulations
Your team will take over the management of one of the companies
that are competing with one another in an industry. In real life, man-
agement decisions directly afect the success or failure of a company.
In the same way, your team has to take decisions that will afect your
company. The decisions necessary for this will be made at the start of
each period. The owners of your company expect you to perform bet-
ter than the companies that are in competition with you.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 6
iBizSim: International Business Simulations
Petra Quarto
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 7
iBizSim: International Business Simulations
1.4.Company Policy
One of your first tasks as a team will be to define your business objec-
tives and the strategy to achieve them.
After your team has become familiar with the simulated company, the
products and the markets, we expect a clear statement of short- and
long-term company policy.
Your team should discuss such widely varying and often con-
flicting business objectives, even if it means that at the end of
the discussion some easily determinable objectives like com-
pany proft or proftability are selected as objectives and used
as a measure of success and hence of “ability”.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 8
iBizSim: International Business Simulations
In the analysis and processing of the data, the following points could
be examined:
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 9
iBizSim: International Business Simulations
We recommend that you select and use only a limit number of indices.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 10
iBizSim: International Business Simulations
Set objectives
Define strategy
Plan measures
Develop plans
Purchasing plan Production plan Sales plan Finance plan Cost plan
Assess alternatives
Take decisions
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 11
iBizSim: International Business Simulations
The products are ofered on two diferent markets. At the start of the
simulation, their selling prices and sales figures are identical for all
companies.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 12
iBizSim: International Business Simulations
All companies compete in these markets, but there are no further sup-
pliers. Cooperation between companies is not allowed.
The size of the sales branches in the two markets is determined by the
expected demand for Petra and Quarto This is a fixed cost.
Please note that in the profit and loss account the costs of maintaining
additional stores in the sales branches are not included under the
heading “Sales branches” but are lumped together with the costs of
additional stores in the central store under the heading “Storage costs
for finished goods”.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 13
iBizSim: International Business Simulations
1.9.1. General
In the first period, the trend of the general economic environment in
the two markets remains the same. To date, there have been various
forecasts for the development in subsequent periods.
1.9.2. Decisions
As at the start of the simulation the products of all the companies are
the same, special significance attaches to the companies’ sales policy
decisions. Their aim is to firmly establish the name of the products and
of the company in the consciousness of potential customers, to create
a competitive advantage for their own products, and last but not least
to increase demand and sales at “reasonable” prices.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 14
iBizSim: International Business Simulations
Petra was introduced a long time ago in the home market. Petra
achieved high turnover figures and great success. However, for some
time now the turnover in the home market has been stagnating. Mar-
ket resistance is expected to grow. For the coming periods pessimistic
forecasts predict a considerable decline in demand. This trend will
gradually accelerate. To begin with, replacement sales will continue
but will decline in the long run.
The forecasts are only valid while the economic situation re-
mains constant, i.e. upswings and downswings will increase or
decrease the expected quantities. A continuous observation of
the markets and their developments will improve the level of
information of the companies.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 15
iBizSim: International Business Simulations
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 16
iBizSim: International Business Simulations
It is assumed that the payments from the export market in the initial
period 0 are made to the company in accordance with the contract,
i.e. in the following period.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 17
iBizSim: International Business Simulations
1.11. Image
The market position of the companies, and thus also buyer behavior,
are infuenced by, among other things, image. By “image” we mean
the sum total of all factors that contribute to the public reputation of a
company. Cultivating this reputation can lead to an indirect infuencing
of customers, and to considerable favorable side efects on the promo-
tions side. The companies establish standards that - from the point of
view of the customers - provide the best performance.
● Continuity of prices:
Customers show annoyance with, and lose faith in, companies whose
prices fuctuate greatly between periods.
● Payment of dividend:
Dividend payouts up to a certain level benefits image.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 18
iBizSim: International Business Simulations
1.12. Production
You are required to set up the production program to manufacture the
products Petra and Quarto utilizing the available capacities of raw ma-
terials, machines and personnel. The products are manufactured
partly from the same raw materials, partly from diferent ones. The
raw materials are Tika, Ulli and Varu.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 19
iBizSim: International Business Simulations
In single shift operation, no employee may work more than 8 hours per
day.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 20
iBizSim: International Business Simulations
Order raw
materials
Delivery of
raw
materials
Raw material
store
Home
market
Produce
Transport
Deliver
to the
Central store to the
market
customers
stores
Delivery of
bought-in
goods
Export
market
Order
bought-in
goods
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 21
iBizSim: International Business Simulations
1.13. Costs
For the purposes of costing, the costs can be categorized as follows:
● Production wages.
This category includes costs for transporting the goods from the cen-
tral to the market stores.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 22
iBizSim: International Business Simulations
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 23
iBizSim: International Business Simulations
1.14. Finance
At the start of period 0, all companies possess the same amount of
cash. This is reported in the liquidity account and in the balance sheet.
All decisions taken by you afect the finances of your company and
lead directly or indirectly to cash infows and cash outfows.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 24
iBizSim: International Business Simulations
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 25
iBizSim: International Business Simulations
The efective exchange rates for a period are displayed in the Manage-
ment Report of the period.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 26
iBizSim: International Business Simulations
Has afect on
Factor
Demand Image
State of the economy •
Product life cycle •
Price policy •
Communication policy •
Product policy •
Product quality •
Image •
Payment of dividends •
Training of sales personnel •
Continuity of sales prices •
Punctual delivery •
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 27
iBizSim: International Business Simulations
Has afect on
Fixed Product Production Staf Rejection
Factor costs quality times per turn- rate
per unit over
period
Lean
•
management
Total quality
• •
management
Production
•
technology
Continued
training of • • •
personnel
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 28
iBizSim: International Business Simulations
2. Decisions
When you have become familiar with the simulated company, you
should prepare and enter the decisions for the next period.
The course instructors will define and tell you of the specific dates and
times for the entering of these decisions for every period.
● Company decisions
● Lean management
● Payment of dividends
● Sales decisions
● Product policy
● Transportation
● Market research
● Purchasing decisions
● Market research
● Production decisions
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 29
iBizSim: International Business Simulations
● Lean production
● Production technology
● Financial decisions
● Export factoring
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 30
iBizSim: International Business Simulations
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 31
iBizSim: International Business Simulations
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 32
iBizSim: International Business Simulations
Prices for the various reports are defined in the List of Parameters.
● Type 1:
● Type 2:
● Type 3:
● Type 4:
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 33
iBizSim: International Business Simulations
● Improved design.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 34
iBizSim: International Business Simulations
Improved
customer service
Extended Environmentally
guarantee friendly packaging
Basic function
= Basic use
Improved Attractive
durability design
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 35
iBizSim: International Business Simulations
If prices are set too high, particularly if they are not justified by adver-
tising or quality, customers may feel tempted to switch to other,
cheaper, competing products.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 36
iBizSim: International Business Simulations
The following types of finished goods are available for transport to the
market stores:
● The stocks available at the start of each period. These are the
residual quantities left over at the end of the previous period.
The costs arising from transportation of goods from the central store
to the market stores are debited in the profit and loss account of the
same period.
The transport costs per product and market shown in the List of Pa-
rameters are applicable to small quantities.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 37
iBizSim: International Business Simulations
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 38
iBizSim: International Business Simulations
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 39
iBizSim: International Business Simulations
The decision is valid for one period, and is efective directly. No more
than 2 machine hours of overtime are allowed per working day.
Overtime must not be used for more than two consecutive pe-
riods. After that, at least one period must be without over-
time.
The appointment of a new employee requires a fixed sum for such ex-
penses as job advertisement, interview, and similar.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 40
iBizSim: International Business Simulations
Companies can reduce their production capacity and hence the fixed
assets by selling production plant. Proceeds from the sale of machines
are usually lower than the book value.
● The profit and loss account is debited with any loss in the same
period.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 41
iBizSim: International Business Simulations
Programs for the continued training of the work force represent expen-
diture that results in:
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 42
iBizSim: International Business Simulations
These deposits are invested in the same period in which the decision
to do so is taken. This investment is always on a short-term basis for
two periods.
2.5.3. Factoring
It is possible to arrange for the collection of all accounts receivable
from customers in all markets through the services of a factoring com-
pany. Thus, return on turnover in the period of sale immediately be-
comes cash infow.
The fees (including interest and del credere) are given in the List of Pa-
rameters. The account in the markets is paid at the forward rate of the
pertinent period.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 43
iBizSim: International Business Simulations
The spot rate of the period n+1 can, and as a rule will, deviate
from both the spot rate of period n and from the forward rate of
period n+1. Depending on whether the spot rate of period n+1
is higher or lower, exchange rate losses or profits will accrue.
© 2018 by Prof. Dr. Ashok N. Ullal, Hoelderlinstrasse 13, 72127 Kusterdingen, Germany Page 44