Académique Documents
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Accounting
Accounting
- The process of gathering, recording, classifying, summarizing, reporting, and analyzing in monetary
terms, information about an organization to aid in decision-making
- 2 main branches of accounting
○ Managerial accounting
○ Financial accounting
Managerial Financial
People inside Who uses People outside
C.M.A Who prepares C.A.
Specific info What General info
Segments Where Whole
Current & future When Past
Speed Why Precision
Relevant, flexible, useful How Required
Whatever form suits How G.A.A.P
G.A.A.P - C.I.C.A
Generally accepted accounting principles
- Audit
○ All public companies by law
○ Check GAAP applied on consistent basis - not checking every standard
○ Auditor's statement
Scope and opinion sections, qualifications
○ Do NOT say statements are accurate
Could be minor mistakes
There are estimates
Fairly represent how the company is doing
No material errors
○ Qualification errors are problems
○ Section 404 of the Sarbanes-oxley Act/CSA
CEO's and CFO's must certify the design and effectiveness of internal accounting controls
- Concepts
○ Conservatism (use lowest number)
Inventory (stock of goods)
□ Cost figures
□ Market figure - what I can sell it for
○ Objectivity (verify)
Bill of sale
Historic cost
□ Cost from the past, when we bought it-- how much did it cost
Can't use opinion of value
○ Matching
Fundamental principle underlying the income statement
□ Match cost to revenue -- spread cost
□ Amortization
Matching revenue to expenses over year
The Statements
- Balance sheet
○ Statement of financial position
○ Snapshot of a point in time
○ "stock or status of firm's resources and claims against those resources at certain pt in time"
○ XYZ Company LTD Balance Sheet as of December 31, X
- Income Statement
○ Profit and loss statement, statement of earnings
○ Movies over a period of time
○ "flow of revenues and the costs associated with generating those revenues for a period of time"
○ XYZ Company LTD Income statement for the year ended DEC 31, X
Balance Sheet
Sustainability
- development that meets the needs of the present without compromising the ability of future
generations to meet their needs
- Dow Jones Sustainability Index
- Global reporting initiative - guidelines
○ 1000 companies, 80% of global fortune 150
○ More holistic image of company
- Virtue Rewarded
○ 3 factors that determine ROI
○ Examples - companies and industries that could/do most benefit and why?
○ Social responsibility and profitability
Corporate and societal interest intersect
Accounting
Assets
- Current Assets
○ Cash or assets that will be converted to cash, sold or consumed within 1 year - liquid
○ Placed in order of declining liquidity
Cash
Marketable securities - intent is to sell them
Accounting Receivable
□ Less allowance for doubtful accounts - (contra account)
Notes receivable
Inventory - lower of cost or market
Supplies
Paid 1st year's rent of $18,000 = $18,000.00 $1500 per month on Sept. 1/08
Prepaid rent on Dec 31/08
Received the benefit 4 months rent
8 months remaining for which not yet received benefit x $1500
= $12000 prepaid rent
= the portion of the cost of the asset per year that is being matched to revenue AND that
the asset is being reduced by to show its current 'book' value
The amount each year accumulates until the asset's 'book' value = salvage value
On Balance Sheet …
- Other Assets
○ Investments
Long-term holdings of securities - intent to hold (strategic purpose)
○ Intangibles
Legal right vs. physical existence
Patents, trademarks, copyrights etc.
Goodwill
□ Must be bought
□ When one company buys another for more than the fair market value of its net
tangible assets
□ Paying for intangibles not reported on statements, ie. Goodwill that has built up over
time
- Liabilities
○ You must have incurred expense and not yet paid for it
Do I have a liability?
What amount have you NOT paid?
When is it due?
□ Current or long-term
Current Liabilities
- No specific order, due within one year
Wages payable
- Pay $10,000 is bi weekly wages for work done during the pay period, year end falls at end of one
week into pay period
Loan Payable
- $160000 loan on machinery payable over 10 years on Jan 1st of each year = $16000 year
- Current liability Dec 31/08
- How much is still owing / not been paid?
- When is it due?
- Machinery was purchased Jan 1/04
4 x 16000 = 64000 $
Owners Equity
- Form depends on form of ownership
- All have same components
Beginning O/E
+investments
+profits
-Withdrawals
Ending O/E
Proprietors' Equity
Partners Equity
Shareholders' Equity
Common stock
Preferred stock (represent investments)
Retained Earnings = beginning R/E
+ profits
-withdraws/dividends
Ending R/E
Income Statement
Keys:
- Matching expenses with the revenue they help to generate
□ Expense of given period was incurred to earn revenue of same period
- Format
- Matching
Rent expense
Wage Expense
10,000 bi weekly = 260 000/year
But 5000 incurred but not paid
= 260 000 wage expense
Interest Expense
96000 for year @ 15% interest
But not paid
= 14 400 interest expense
Loan expense
-principal payment of $16,000/year
NO SUCH EXPENSE - cost of asset already written off as amortization expense
Don't want to double count cost of asset
Matching to revenue more critical, cash flow not an issue for income statement
Income statement
Cash vs Profit
- Sales revenue -> account receivable
- Expenses -> accounts payable
- Amortization
- Owners' equity - cash to use for business?
If profit is not cash, then why consider cash paid when determining expenses?
Sales
-Cost of goods Sold
Gross Profit
-operating expenses
Income from operations
+/- other income/expenses
Net income before taxes
-taxes
Net income
Gross Sales
- Returns & allowances
- Discounts
- Net sales
Operating Expenses
- Selling & distribution
- General & admin
Gross Purchases
- Returned & allowances
- Discounts
- Net purchases
- + freight in
- Net cost of purchases
- Liabilities
○ 3 questions
○ Do you owe money, how much, when is it due?
- Income Statements
○ Matching concept
Time NOT payment
○ Format
Combined Problem
Information included for both the income statement and the balance sheet
- Deal with the information only once for both the Balance Sheet and Income statement
- Complete the income statement first and use the net income to complete the balance sheet
○ Retained earnings
○ Dividends payable
○ Taxes payable
- advertising expense
Operating expense
- Cash
Balance, current assets
- Account receivable
B/S current asset
- Balance sheet
B/S sh.equity
- Gross purchases
I/S cogs
- Marketable securities
b/s current asset
- Account payable
b/s current liability
- Inventory, feb 1/07
I/S beg inv COFGS
- Inventory Jan 31/08
I/S end inv COGS
B/S current asset
- Ret. Earnings, FEB 1/07
B/S beg, R/E sh.equity
- Purchase returns
I/S COGS
- Net sales
I/S
Current Liability
- Note payable $750
Long term liability
- Note payable $750
Current liability
- Wages payable 1750
- Combined problems
○ Process
Recognizing income statement vs. Balance sheet items
Recognizing categories and placement on statement
Process for handling both statements at one time
Steps to follow for each item on statements
Completing income statement before balance sheet
Putting it together
□ No marks deducted from indents, columns, or $ but affects ability to get numbers right
Things to Know:
- Fixed costs
○ Constant regardless of level of production and sales
○ Assuming operating in 'relevant range'
Normal range of operating activity
- Variable Costs
○ Total depends on level of production and sales
- Margin of Safety
○ = current sales - breakeven sales
Approaches:
- Breakeven chart
- Algebraic approach
- Contribution
○ Contribution margin
○ Contribution rate
Example:
Total revenue
PROFIT
Total Cost
Fixed Cost
LOSS
Variable Cost
3750
X = 3750 units
X = 5000 units
- What is left over after covering variable costs that contributes toward covering fixed costs?
= FC/(Price - VC)
- Point where incremental (additional) fixed costs are covered by incremental contribution
= (30000-10000) / ((10-2)-(10-6))
= 5000 units
- Contribution rate
= 1 - VC/Sales
= FC / (1-VC/SALES)
X = 30000 / (1-2000/10000)
X = 30000 / 1-20%
X = 30000 / .8
X = $37500
- If increasing advertising by $10000 meant that sales would increase by $30000, would you do it?
Process:
- What is the additional/incremental contribution?
- Compare to the additional/incremental fixed cost
- Better off?
○ Quantitatively
○ Qualitatively
- C-V-P Analysis
○ Importance
○ Operating leverage
○ Fixed costs /variable costs
○ Margin of safety
○ Breakeven - chart and algebraic
- Concept of contribution
○ Contribution margin - with units -P-VC
○ Contribution rate with totals - 1-vc/sales
- Applications
○ When to calculate breakeven and what to do with it (could you make money)
Margin of safety, and interpreting that margin
○ Making a decision between two alternatives
Decision point - when become more profitable
When incremental contribution covers incremental fix
○ Making a decision that would affect costs and/or volumes
Quantitative - incremental contribution vs. incremental fixed
Qualitative issues
Marketing
What is marketing?
- An "integrated system of activities designed to plan, price, promote and distribute, want-satisfying
goods and services to present and potential customers"
- 2 keys to successful marketing:
1) Related to providing a want-satisfying good or service
- Used to be sell what you produce
- Now it’s produce what you can sell
- Production - sales - customer orientation
- But the product must not only provide a particular benefit/satisfy a particular want or need, but it must
be needed or wanted…
- It must provide a unique benefit that the competition does not #1 KEY
Target Market
- The group of customers to whom you wish to direct your product toward
- A group of customers whose wants and needs have not been met by the competition
Market Segmentation
- Need to know what groups of customers exist from which to choose a target market
- Involves splitting the market into meaningful segments to determine what groups exist
- Everyone is different but they tend to similar with respect to what they want our of a product…
- Homogenous needs (similar needs)
- Bases for segmentation:
- State-of-being (who they are)
Geographic - region, population size, density, climate
Demographic - age, gender, lifecycle, income, occupation, education, religion, social class
Customer type
- State-of-Mind
Psychographics - personality, and lifestyle, attitudes, interests, and opinions
- Product Usage - Behaviouralistic
Volume - usage rate, user status, readiness to buy
Sensitivity to market factors, occasions
Loyalty
- Benefits sought *z
- CVP
○ Context - fixed costs covered?
- Marketing
○ Marketing concept
○ #1 key - provide unique benefit
- Target market
○ Market segmentation
Marketing
Teens, Families,
Children young people Parents Older men
Sociable, Hypo-
Self-involved Self-conscious chondriacs Autonomous
Steps:
1. Segment on basis of benefits
2. Describe using other bases
3. Name them last
Steps:
1. Draw axes that represent the relevant dimensions by which people differentiate between product offerings
2. Locate the positions of competing products on the axes/dimensions according to customer perceptions
Perceptual mapping
- Locate each segment's ideal product
Preference analysis
- What is the target market?
- Marketing
○ Target market
Market segmentation - demographics vs. psycho graphics
Perceptual mapping and preference analysis
Positioning
Theory in Use…
#1 key
#2 Key
- Be successful is to convince them that the product provides that unique benefit - through your product,
pricing, promotion, and distribution/place decisions
Sustainable Marketing
- Product price place promotion for people, plant, profit
Product
- The creation of a good or service that provides greater value to customers than previously existed.
- "cradle-to-cradle" vs "cradle-to-grave"
□ Principled design based on the laws of nature - transform the making and
consumption of products into a sustainable regenerative force
□ Transform harmful activitiy vs reduce negative impact
Saturation
Lecture Notes Page 110
Product Life Cycle.
Saturation
Maturity Decline
Growth
Introduction
Time
Planned Classification
- Convenience good/service
- Staples
- Impulse goods
- Emergency good
- Shopping good/service
- Homogenous
- Heterogeneous
- Specialty good/service
- Unsought good/service
Product Differentiation
- To prove that the product satisfies wants and needs that the competition does not - that it has a unique
benefit
- Creation of real or perceived product differences
- How does it differ?
Theory in Use..
- Massaging the message
- Sales projections based on research and logic = educated guess you can defend
- Top down forecasting…
○ Market potential not just #households
○ #with lawns demographics likely to mow own lawn, psychographics care about benefits
- Bottom up forecasting
○ What you can do - capacity
- Compare to breakeven - what have to do
- Sensitivity analysis and contingency plan
○ Assumptions to base sensitivity on
○ Need milestones - if not on track, contingency plan
- Keys - focus (relevant info), cash, consistency (integration), milestones, specifics(commit), structure
(organized thoughts, visuals), KISS (easy for judges to understand)
- Sustainable Marketing
○ Meet customer needs
○ 4Ps for 3Ps
- #2 Key - consistency in marketing mix/4Ps
○ CBP(core benefit proposition)
- Product
○ Life cycle
Identification and impact on marketing mix/4Ps
Ability to affect speed of cycle
○ Product Classification
Identification and implication
○ Product differentiation
Theory in Use
What is a Brand?
Brand Name
- Communicate CBP
- Move customer through stages of recognition
Non-recognition
Brand recognition
Brand recall
Brand preference
Brand loyalty
Theory in use
"don't go changing"
- What lessons about branding strategy can the article teach us.
Price
Approaches:
- Cost based, target profit, mark-up
□ Cost $5, retail price $7, retail markup = 29% ($2/$7)
□ CVP analysis!
- Competitive-based (achieve market share)
- Value-based - price-led
□ Customer
- Most important
□ Support CBP
□ Test pricing
Specific Strategies
- Introductory pricing - "skimming" or "penetration"
□ Life span
□ Speed of competitive entry
□ Sunk costs
- Market protection
- Market domination
□ Predatory pricing
Illegal
- Market stabilization - follow the leader
- Product line promotion
□ Buying a set
Price lining
Theory in Use
Massaging the Message
Hand in Case
- Accounting
Promotion
Advertising
- An non personal ad, long term, paid for by a identifiable sponsor, to mass audience
Personal Selling
- Paid for, long term, one to one, no mass audience, extremely expensive per person but more effective.
Sales Promotion
- Mass audience, paid for, short term
Publicity
- Free
Advertising
- Product/institutional advertising
○ Institutional : advertising the institution
- Objectives
○ Create AIDA
- Awareness
- Interest
- Desire
- Action
○ Remind
○ Communicate CBP
Communication Model
- CPM
A $5000/1,000,000 = $5 CPM
B $5000 / 100,000 = $50 CPM
BUT
- A $5000/10000 target = $500 effective CPM
- Geographic selectivity
○ Local tv
○ Direct mail
○ Radio
- Target selectivity
○ Specialty magazine
○ Go to the place
- Flexibility/timeliness
○ Websites
○ Newspapers
- Absolute cost
○ Tv
- Length of life
○ Magazines
- Quality of reprod'n
○ Magazines
- Creative ability
○ TV
○ Internet
- Capacity for detail
○ internet
'Green Washing'
- Mislead consumers regarding the environmental practices of a company or the environmental benefits
of a product or service
Sales Promotion
Place
(MSRP)
= lower contribution?
Midterm Exam
- Mark breakdown
10 multiple choice - distribution marketing and accounting chapters
- Short answers
10 marks accounting theory
50 marks marketing
- Problems
10 marks CVP
20 marks - 1 combined - merchandising corporation
- Accounting 35% + CVP 10% + marketing 55%
- Articles - those covered in class
- Review sheet of topics on website; more detail when exam finalized
- Marketing
Promotion
□ Advertising - communication model
□ Sales promotion
□ Publicity
Place
□ Importance of decisions
□ Implications of using marketing intermediaries
Price and contribution
Promotion
Place
- Accounting
Provides information
- Finance
Makes decisions about the acquisition, disposition, and management of capital with the help of
accounting information
- Ultimate objective
- Maximize shareholder wealth
- Goals
- Viability - liquidity and stability (risk)
- Profitability
- Risk-return tradeoff
Assets Equities
short-term Investing Financing
working capital management
- liquidity
- working capital cycle
- cash budgeting
long-term
» Capital budgeting - Capital structure
- Amount and mix - stability
- Operating leverage - financial leverage
- CVP - EBIT analysis
DIVIDENDS
Budgeting
- 3 steps
Forecasting financial needs
Short term - cash flow forecast
Advantages of Budgeting
Cash Budget
*Worksheet based on historical measure of amounts and timing of cash flows in working capital
cycle
Worksheet based on historical measures of amounts and timing of cash flows in working capital
cycle
• ex: you need to prepare a cash budget for the months of June, July and August; min. cash
balance = $6,000
• assume that sales are forecasted at $10,000, $20,000, $30,000, $15,000, $25,000, and
$20,000 from April to September respectively
• assume also that you expect to collect 30% in month of sale, 60% in month following sale,
and 10% in the 2nd month after sale
• assume that purchases are 75% of the next month’s sales
• assume also that you pay for 20% of purchases in the month of purchase, and 80% in the
month following
Worksheet
April May June July Aug. Sept.
Net Sales 10,000 20,000 30,000 15,000 25,000 20,000
Lecture Notes Page 121
Worksheet
April May June July Aug. Sept.
Net Sales 10,000 20,000 30,000 15,000 25,000 20,000
Collections:
3,000
30% month of sale
6,000
60% month follow 1,000
10% 2nd month
22,000 24,500 19,500
Total Receipts
Net Purchases
75% next mth. sales 22,500 11,250 18,750 15,000
Payments:
20% month of purch. 4,500
80% month follow 18,000
Total Disbursements for Purch.
20250 12750 18000
Cash Budget
June, July, August, 19XX
June July August
Beg. Cash Balance $ 6,000 6000 7050
Add: Receipts 22,000 24500
Total Cash Available 28,000 30500
20,250 12750
Less: Disb. for Purch.
Selling & Admin.
Interest
Dividends
Capital Expenditures
Taxes
Total Disbursements
31,500 23450
Cash Excess / (Deficiency) (3,500)
Min. Cash Balance Desired
Borrowing Required
Surplus Cash
Ending Cash Balance $6,000 7050
- Marketing
○ Place
Implications of using marketing intermediaries
□ Demand-backward pricing
□ Push vs pull promotion
- Finance
○ Objective, goals, tradeoff
○ Budgeting - advantages, negative aspects
○ Format and process of cash budget
- 3 Possibilities
1. Deficiency
a) Borrow for deficiency + minimum
b) Ending balance = minimum req'd
2. Excess > minimum
a) Surplus available to repay borrowing
b) If do… ending balance >/= minimum req'd
c) If don't… ending balance = total excess
3. Excess < minimum
a) Borrow to = minimum req'd
b) End balance = minimum req'd
EBIT Analysis
EBIT Analysis
- To determine the best mix of debt and equity in the form's capital structure
- Objective is to maximize shareholder wealth
- Measured by EPS…
- Earnings per share ( of common stockholders )
• Debt
– Interest
= $ debt x % interest rate
• Preferred stock
– Preferred dividends
=$ preferred stock x % dividend rate
• Common stockLecture Notes Page 124
– Need to know the effect that each element of the
capital structure has on EPS…
• Debt
– Interest
= $ debt x % interest rate
• Preferred stock
– Preferred dividends
=$ preferred stock x % dividend rate
• Common stock
– # shares
= $ common stock / price
– Existing…
• $5 000 000 bonds x 10% = $500,000 interest
• 3000000 preferred stock x 6% = 180 000 dividend
• 1 000 000 shares of common stock
– Alternative #1…
• 3 000 000 bonds x 11% = 330 000 interest
• 1 000 000 preferred stock x 7% = 70 000 dividend
– Alternative #2…
• 2 000 000 preferred stock x 8% = 160 000 dividend
• 2 000 000 common stock /$10 = 200 000 shares
common
Existing Alternative
Structure #1 #2
EBIT $6000 6000 6000
- Interest 500 830 500
EBT 5500 5170 5500
- Taxes 2750 2585 2750
EAT 2750 2585 2750
- Pref. Dividends 180 250 340
Earnings Avail. C/S 2570 2335 2410
Existing Alternative
Structure #1 #2
EBIT $6000 6000 6000
- Interest 500 830 500
EBT 5500 5170 5500
- Taxes 2750 2585 2750
EAT 2750 2585 2750
- Pref. Dividends 180 250 340
Earnings Avail. C/S 2570 2335 2410
- Choose the option which results in the highest EPS while realizing that there is always a tradeoff
between risk and return
- RISK - comes from leverage... what happens when you have more debt than equity in your capital
structure
- Should be able to determine the degree of leverage
Decision
Practice Question
Look at slides.
- EBIT Analysis
○ Keys - finding EBIT, adding in present financing
○ Decision criteria and justification
Maximize shareholder wealth - "least dilutive impact"
Balance risk and return
□ Measure risk - interest coverage ratio - looking for "acceptable" risk => 3x
Ratio Analysis
3. Pull apart the numerator and denominator into component parts to see where problem lies
Liquidity
- Objective?
- What is sufficient? - depends on:
- Speed of working capital cycle
- Knowledge of / ability to predict WCC
Current Ratio
Receivable Ratios
3. Inventory Turnover
Tradeoff? - need to achieve a balance - not too slow, not too fast.
Theory in Use…
Stability
- Measure company's ability to meet its long-term obligations by measuring the relationship between
components of a firm's capital structure
○ Long term viability
- Shows results of financing decisions
Leverage
- Measures the degree to which a company has locked itself into fixed financial costs
- Implies that a given change in sales will result in a greater change in profit
- Advantage
○ Long term debt is a cheapest source of capital because interest is tax deductible, dividends are
not, therefore higher return
- Disadvantage
○ Higher long term debt means higher interest payments which are a legal obligation whereas
dividends are not, therefore a greater risk of insolvency
Summary
- Low leverage :
- High leverage
- PLAN
○ Cater to reader - embedded images vs appendix
○ Get someone to read it - make sure they understand
○ Contingency shows ability to be flexible
- PRESENTATION
○ They need to believe in idea, potential, and you
Over-communicate what and why
Communicate your vision
Be passionate
○ Be confident
○ Present what is important - exec summary as guide, high level financials
○ Rehearse
○ Script, memorize, practice, know
○ Work on flow - transitions between speakers
○ Beginning - wow factor - remember you in a 'professional' way
○ Attire suitable to idea
○ Know your plan - Q&A
Have slides ready with details not included in presentation
Don't BS
- PITCH
○ Pain statement 0 problem trying to solve
○ Gain/value proposition - how does your idea solve it
○ Why yours is best way
○ How easy/fast will it be to get to market
○ How much do you need and what will they get
○ Tell them your idea again - SELL it
○ Succinct, easy to understand, appeal to their greed *WIFM), irrefutable - don't leave them with
more questions than answers
- ROI
– ex:
A B
Sales 10 000 000 10 000 000
Growth
- Measures the rate of growth of any balance sheet or income statement account
Marketability
Yield
= dividends/share
Price/share ( your investment )
Payout
= dividends /share
EPS
- Stability
○ Risk of leverage - interest coverage ratio
- Profitability
○ Margin vs ROI
- Marketability
○ EPS - fully diluted
○ Price/earnings vs payout
○ Importance of dividend decision
Operations
- Focus on performance
- Focus on process and outcome
Manufacturing
□ How to make
Service
□ How it tastes
□ Are facilities clean?
- Focus on service characteristics
Intangibility
Customization
□ Unlimited customization for service
Unstorability
□ Can't store a service
- Focus on customer-service link
- Focus on service quality
Types of Operations
Classified by processes used
- Transformation 'technology'
□ Transforming a raw material
□ Services take person and make them happy
Chemical
Fabrication
Assembly
Transport
Clerical
Responsibilities
- Product Design
Form and function (trade off)
Techniques
◊ Match voice of customer to voice of engineer
◊ Standardization
◊ Prototyping
Technologies
◊ CAD (COMPUTER ASSISTED DESIGN)
◊ CAM (COMPUTER ASSISTED MANUFACTURING)
◊ Must be communication with each other
Research and development
Examples
- Waiting lines
- Assembly lines
- Inventory systems
◊ Minimize sitting
Decisions
- Make or buy
- B/E (break even)
- Optimal operating levels
- Quality management
Tools/Techniques
- Flowcharts
- Simulation (process prototype)
- ERP - Enterprise resource planning
- TQM - total quality management
Cradle-to-Cradle Design
Biomimicry
Product Stewardship
- The responsible and ethical management of the health, safety, and environmental
aspects of a product throughout its total life cycle
- The concept of extended producer responsibility - accounting for the impact of a
product during use and after disposal
- Xerox
- Products becoming commoditized
- 1994 -" the document company " - help companies improve efficiencies in
document intensive business processes
- Increase productivity and reduce costs - better customer relationships - not
likely to change suppliers , other product opportunities, attract new customers
- Operations
○ Service vs manufacturing
○ Type of operations
○ Responsibilities
○ Trends - sustainability
Cradle to cradle design
Biomimicry
Product stewardship
Sustainability through servicing
Sustainability of the supply chain
Wal-Mart
- Pilot program with suppliers of seven common items - to measure and reduce the amount of energy
used in making and distributing them
Home Depot
- Gives marketing and store display preference to EcoOptions line of environmentally friendly products
and favours suppliers that come up with new categories of green products
Starbucks
Timberland
Organic materials
Decisions
- Method
○ Add value
○ Speed up service "fail" points
bottleneck
○ Limit human discretion to increase consistency
○ Worker interaction with customers
- Scheduling
○ Appointments, reservations -- service
- Control
○ Materials management - design, material flows, and inventory
○ Process control - worker training, just in time, quality
Theory In Use
Quality Control
Theory in Use:
- Harley Davidson
- What happened at Harley-Davidson that pushed it to the bring of bankruptcy
- What operational principles/techniques did Harley-Davidson use to turn itself around?
Human Resources
Responsibilities
Sustainability and HR
□ KPMG – among workers who feel their bosses lack integrity only 20% would
recommend workplace vs 80% who believed company had strong ethics would
Planning
- Forecasting/Planning - Stapes :
Project future demand
□ Numbers and skills
□ Internal and external environment
Goals
- Project future supply
Inventory of numbers and skills
□ Currently, then how will this change?
Adjust for future - retirement, turnover, promotions and training
- Determine net needs / "gap"
Shortages and surpluses in numbers of skills
- Develop plan…
- Evaluate and make changes
- Contingency
Absenteeism - develop plan - soft vs hard
Soft approach
□ Caring and concerned about reason
Hard approach
□ Deals with the surface
□ No fault approach
- Shortage options
□ Use resources better
Increase efficiency Choice :
Overtime - Size
Training and transfers - Lead time
□ Decrease requirements - duration
Change plans
Subcontract - "out sourcing"
Capital vs. people
□ hire
Surplus
Layoff - Firing
Recruitment
Sources :
Approaches
Selection
- Employment equity
Validity
- Predict success/performance
Reliability
- Responsibilities of HR department
○ How sustainability affects HR
Recruitment, retention, and training
Engagement, productivity, and incentives
Expectations
- Job analysis - what it is, importance
- H/R Planning
○ Steps, contingency - absenteeism - hard vs. soft approaches
○ Handling shortages and surpluses - application
Downsize vs rightsize
Layoffs, hiring freeze
Job sharing
- Recruitment
○ Sources, application
Selection
Lecture 17
Theory in Use…
- Methods :
Application forms
◊ What can you ask?
► Education and experience
► "bonafide qualifications"
► Actual ability not assumptions
◊ What is it used for?
► Screen for job specifications
◊ "weighted application blank"
► 50 answer YES, 40 high performers = weight 80
Interviews
Solution :
Interviewers :
- Train interviewers
- Use more than one
- Give feedback
Questions :
- Use job analysis as guide for developing questions
- Validate questions
- Use "patterned" questions
Testing
◊ Ability/aptitude
► Pen and paper or job sample
► "assessment centres"
◊ Personality
► Construct validity
- Measuring for a personality trait (construct)
- Is construct related to performance
► Types - self-report and projective
- Projective
– Psychologist projects your personality from your
response
- Self-report
– Yourself
► Interest inventories
- Use more for placement and career counseling
Compensation
- Three objectives
► Attraction - external equity
► Retention - internal equity
► Motivation - provide incentives
- External equity
► Wage survey establishes base rate
► Adjust in regards to economy, nature of company and industry, and
nature of job
- Applicants must understand adjustments
- Internal equity
► Job evaluation
- Evaluating the job to assign pay
► Job evaluation steps
- Job analysis
- Develop list of factors to rate jobs on
Rate jobs *
Increase pay
Selection
Compensation
External equity
Internal equity
- job evaluation process
- Pay equity legislation
Lecture 18
- Tripartite System
○ Management - represent rights of owners
○ Union - represents rights of employees
○ Government - Formulate rules
- Ontario labour relations act
- Canada labour code
□ Only federal if your job cross into another province
AFL-CIO
U.S. Headquarters
CLC or CFL
Canadian Branches
National Unions
of Internationals
Provincial Federations
of Labour
Regional Offices Lecture Notes Page 149
AFL-CIO
U.S. Headquarters
CLC or CFL
Canadian Branches
National Unions
of Internationals
Provincial Federations
of Labour
Regional Offices Regional Offices
Local Labour
Councils
Local Unions
- Parent - let locals do their own thing, they have authority and final say, help with financial trouble
○ Set policies
○ Help legal matters
○ Help strike fund
○ Help bargaining
- Local - day to day, contract bargained, grievances handled, branches of union
- Labour congress - association of many unions - promote interest of unions, lobbies with government,
settle parent disputes
Union
- Threat of a strike
○ Timing
- Peak season
- Ability to carry it out
○ Strike fund
Management
- Ability to withstand a strike
○ Stockpiling
○ Subcontracting
○ Skeleton staff
- Management does work
○ "strikebreakers"
- "scabs"
- Replacement workers
○ Strike insurance
__________________________________
- Industry wide lockouts
- Employer assoc'n bargaining
○ Imbalance in size
○ Small employers band together to bargain as a group with a large employer
- Power
○ Create monopoly over scarce resource (skill) +
Limit access, limit apprenticeship
Because of sequential nature of work, if one trade is gone, nothing is done.
- Tactics
○ U- Withdraw, jobs at other sites, info. Picket
○ M - industry-wide lockout
Only thing they can do.
- Strike characteristics
○ Little violence
○ Resolved quickly
Industrial
- Same industry/company
- Power
○ Strength in numbers
Can be replaced, but makes it difficult to replace
- Tactics
○ U - control physical access through picket line
Get angry people there to intimidate
○ M - withstand strike
- Strike characteristics
○ Can be violent
○ Can be very long
- To gain the right to bargain for a group of employees, the union must first demonstrate to OLRB
that the employees want the union as their exclusive bargaining agent
1. Voluntary recognition
- Certification process - through OLRB
□ Organizing/membership drive
□ Certification hearing
Certification Process
Organizing/Membership drive
- Gather proof that the employees want the union
Signed union card
- Management must not interfere - undue influence - SPIT
SPY, PROMISE, INTERROGATE, THREATEN = BAD.
Certification Hearing
- "appropriate" bargaining unit
Desires of U and M
Desire not to split into too many bargaining units
Splitting office and production workers
Removing management from group
"community of interest" of workers
◊ Nature of work, conditions of employment, and skills
Certification Hearing
Lecture 19
Contract Negotiations
resistance points
• true „winner‟
• greater „power‟
"Principled Negotiation"
4 basic points
- Separate the people from the problem Amicable
Attacking the problem together
- Focus on interests, not positions WISE
Focus on underlying interests
Interest is why you want what you want
- Generate a variety of options before deciding what to do WISE
- Insist that the result be based on some objective criteria WISE
= EFFICIENT
HIGH
Concern
for My Competing/Forcing Collaborating
Interests Hard Positional Principled/Integrative
WIN/LOSE WIN/WIN
Compromising
Distributive
WIN A LITTLE/LOSE A LITTLE
Accommodating
Avoiding Soft Positional
LOSE/LOSE LOSE/WIN
HIGH
LOW
Concern for Their Interests
Negotiating Strategy
- based on situational considerations
Forcing Accommodating Compromising Avoiding Collaborating
Stages of Negotiations
- Opening statements
Reactive vs. proactive approach
- Typically management would present proposal first
- Set agenda and take control
- Not be wise if you don't know what union wants
- Take reactive if you don't know and wait…
- If you're reactive you don't set tone; get sense where other side is at
Explain nature of proposal and necessity for acceptance vs. detailed justification
- Final stage
Weigh costs and gains of proposed settlement relative to costs of no settlement
- Take proposal back to bargaining unit
Contract Negotiations
- Issues
Form of recognition / union security
- (open shop)
Not available in Ontario
Union has no security
Have to collect their own dues
No assistance
No security in terms of management
- Voluntary Check-off of Dues
Everyone in union gets dues taken off paycheck by management
- Rand Formula /Agency Shop
Everyone in bargaining unit pays dues get it taken off pay check
- (maintenance of membership)
Status quo
Keep membership at certain size, if you join you stay a member, you quit, you
lose job.
Least to most secure - Union Shop
After a period of time you have to join
Only if you are permanent you have to join
- Closed shop
Have to be a union member
Automatic
Not legal in USA
- Seniority - "superseniority"
- 10 multiple choice
- Chapter 8,9,11,12,14, and 20 as indicated on course outline - material not covered in class
- 60 marks short answer
○ Finance, operations, HR and labour relations
Less emphasis on finance
- 30 marks problems
○ 3 questions - cash budget, EBIT analysis, ratios - statements and formula sheet attached
- More detailed breakdown and review Wednesday
- Negotiation strategy
○ Resistance points, range of acceptable outcomes
○ Positional/distributive vs principled/integrative bargaining
Situational considerations
- Stages in negotiations
- Issues in negotiations
○ Union security
○ Superseniority
Union Security
Clause 1. (same as present agreement) Each month the company will deduce from the pay cheque of
each employee in the bargaining unit, whether a member of the union or not, an amount equivalent
to monthly Union dues as specified in the Union Constitution and will promptly transmit such
deductions to the secretary-treasurer of the union
Clause 2 : The company agrees that all employees who are or who become members of the Union shall
remain dues-paying members as a condition of continuing employment.
Contract Negotiations
Settlement
Conciliation Process
FINAL EXAM
Report
Conciliation Board Strip both teams down to 1 representative and make suggestion
Strikers ask for these “No Board Report” - strike could be averted and hopefully they settle
- strike cannot be averted - 30 days maximum
Meditation
Arbitration
Voluntary/CompulsoryBinding/Non-BindingEffectonStrike
Conciliation Voluntary Legal strike position
M ediation Voluntary
Arbitration Voluntary
If Government forces it
Binding Ends the strike
For essential
Contract Administration
- Both sides watch that the other lives up to the terms of the agreement
- If not… Grievance Procedure
○ Resolve conflicting interpretations of contract
○ Procedure outlined in contract, but elements same…
Statute of limitations
Escalation to higher levels
Time limits
Arbitration at end
□ Culminates in "rights" arbitration
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