Handbook BG - MEET (2)

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    STUDENT

    HANDBOOK

    MANUALULSTUDENTULUI

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    - SUMMARY -REZUMAT

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    INTRODUCTIONThe Business Game is a web-based application that simulates the competitivebusiness to business (BTB) market. Each team plays the role of a companyoperating in this competitive market by making appropriate strategic decisions.INTRODUCERE The Business Game este o aplicaie bazat pe web care simuleaz piaacompetitiv business to business(BTB).Fiecare echip joac rolul unei companiicare opereaz prin luarea deciziilor strategice apropiate n aceast piacompetitiv.

    What is The Business Game?

    In The Business Game, players aim to achieve a common objective in a simulationthat, using a defined economic model, recreates the market reality as accuratelyas possible.Born in the 1950s, The Business Game has educational and evaluationpurposes. The European Business Institute acknowledged its maindidactic objectives: improving decision-making abilities in terms of thetimeliness and efficiency of choices, building familiarity with risk anduncertainty, teaching management techniques, integrating variouscompany functions, and providing strategic decision-making training.Since each player is part of a team, he or she can develop a concreteteam spirit, which has started playing an increasingly crucial role inpeoples professional lives, although it is often neglected by classiceducational tools. Consequently, companies wishing to provide their staffwith effective and accurate vocational training have shown stronginterest in this ground-breaking tool.

    Ce este The Business Game(Jocul de Afaceri)?n The Business Game juctorii au obiectivul comun pe care trebuie s ajung ntr-o simulare care, folosind un model economic definit, recreaz ct se poate deexact realitile pieei.Creat n anii 1950, The Business Game are scopuri deeducare i evaluare.Institutul de Afaceri European recunoate ca principale

    obiective didactice: mbuntirea capacitilor de luarea deciziilor n condiiile detimp restrns i eficiena alegerilor, ntemeierea familiaritii cu risc i nesiguran,nvarea tehnicilor de management, integrarea funciilor diverselor companii,furnizarea pregtirii lurii deciziilor strategice.Pn cnd fiecare juctor este oparte a echipei, el sau ea poate dezvolta un spirit de echip concret, care anceput tot mai mult s joace un rol crucial n vieile profesionale ale oamenilor,dei este de multe ori neglijat prin metode de educaie clasic. Prin urmarecompaniile care doresc s furnizeze pregtire profesional efectiv i precispentru personalul su au artat un puternic interes fa de aceast metodinovatoare.

    The TournamentYou will participate in a tournament involving all your classmates divided into

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    groups. The best teams will pass the preliminary stage and challenge otherstudents from across Europe to an international final tournament.

    This is a real competition!!!! Thus think carefully about the choices you will takewithin the game and remind that you will lose points in case of wrong choices!!Pay attention!!

    TurneulVei participa la un turneu care va implica toi colegii votri mprii n grupe.Ceamai bun echipa va trece de etapa preliminar i va provoca ceilali elevi dinntreaga Europa la un turneu final internaional.Acesta este o competiie real!!!!Astfel gndete-te cu grij la alegerile tale pecare le vei lua n timpul jocului i amintete-i c vei pierde puncte n cazul unoralegeri greite!!Fii atent!!

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    THE SOFTWAREThis Handbook aims at giving you some general information about the game. Forany questions do not hesitate to ask your teacher!!! Or try to search for the newword or concept on the Web!!

    The first part of this handbook presents the software interface. Subsequently,users receive information and instructions for managing the competition on thewebsite. Finally, they are guided on how to access to the game for the first time.SOFTWAREULAcest manual i ofer unele informaii generale despre joc.Pentru orice ntrebarenu ezita s i ntrebi profesorul!!!Sau ncearc s caui cuvntul sau conceptul pe

    Internet!!Aceast prim parte al manualului prezint interfaa software-ului.Ulterior,utilizatorii primesc informaii i instruciuni pentru administrarea competiiei pepagina de internet.n final ei vor fi ghidai cum s acceseze jocul pentru primadat.

    The user interfaceThe Business Game is a web-based application with a client-server architecture.The user access is the website, which also acts as an interface; anyone who ownsa computer and an Internet connection can play the game. Since user interactionis mediated by the browser, it is crucial to define browser functions in the game.Some browsers enable users to view web pages in full screen; users are urged touse this function, which is typically accessed using the F11 button, when thescreens visible area is too small.Interfaa utilizatoruluiThe Business Game este o aplicaie bazat pe internet cu o arhitectur de serverclient.Pagina de internet este cel accesat de utilizator, care deasemeneaacioneaz ca o interfa; oricine care deine un calculator i o conexiune lainternet poate juca.nc de la interaciunea utilizatorului este intermediat de ctrebrowser, este crucial sa defineti funciile browser-ului n joc.Unii browseri permitutilizatorilor vederea paginii n ecran complet(full screen), utilizatorul este

    ndemnat s foloseasc aceast funcie, care este accesat deobicei folosind tasta

    F11, cnd zona vizibil a ecranului este prea mic.Figure 1: The Business Game homepageFigura 1:Pagin principal al The Business Game

    Game accessTo play The Business Game, users need to enter the website address in their

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    browsers address bar:

    Accesarea joculuiPentru a juca The Business Game, utilizatorul trebuie sa intre pe adresa paginii deinternet n rndul browser-ului de adres.

    http://xxxxxxxxxx.thebusinessgame.it

    The user has to create an account by clicking on the link "registration" andentering the required data.

    Utilizatorul trebuie s creeze un cont prin apsarea link-ului nregistrare i

    introducnd datele necesare.

    Now players can access the system by entering their Username andPasswordand then pressing the Enterbutton.Acum utilizatorii pot accesa sistemul prin introducerea de NumeUtilizator i Parol i prin apsarea tastei Enter.

    Further to the account creation and the login into the system, the userhas to insert the activation key into the "Enabling course" space.Mai departe pentru crearea contului i intrarea n sistem, utilizatorii vor

    trebuii sa introduc m spaiul Curs de validare codul de activare

    Players receive the CODE from their teacher.

    Juc torii primesc CODUL de la profesorul lor.

    Create your team and invite other participantsNow users who are part of a team must decide who will be the captain. Infact the captain of the team will create the virtual company and willinvite the other participants of the team using the appropriate space onthe page.

    Creaz-i echipa i invit ceilali participaniAcum utilizatorii care sunt parte a unei echipe trebuie s decid cine va ficpitanul.De fapt cpitanul echipei va crea compania virtual i va invitaceilali participani ai echipei folosind spaiul apropiat de pe pagin.Create the virtual company:Creaz compania virtual:Enter the virtual company nameClick on the button create companyIntrodu numele companiei virtualeApas butonul creaz compania

    There are two ways to invite other participants to join the team:Exist dou moduri de a invita ceilali participani s se alture echipei:

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    http://xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx/http://xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx/
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    Enter the email of the user you want to invite and click on "send" (if theuser is already registered in the system the invitation will appear on the

    platform in users private area, if user is not a member he will receive anemail).Enter the Nick Name of the user you want to invite and click on " send "(attention: to use this second method it is necessary that the user hasalready created an account into the system).Introdu email-ul utilizatorului pe care vrei s invii i apas pe trimite(dac utilizatorul este dj nregistrat n system invitaia va aprea peplatforma n spaiul privat al utilizatorului, dac utilizatorul nu estemembru va primi un email).Introdu Nick Name-ul(Numele de Utilizator) al utilizatorului pe care vreis invii i apas pe trimite (atenie: este necesar ca utilizatorul saib un cont n system ca s foloseti a doua metod)

    Accept the invitation by a team captainWithin the area reserved for participants of the tournament the user willsee all the invitations sent to him and will decide which to accept (if theuser is a team captain should not accept any invitation).Once accepted the invitation, the user will be part of the team.Accept invitaia cpitanului de echipn zon rezervat participanilor la turneu utilizatorul va vedea toateinvitaiile trimise lui i va decide pe care s accepte(dac utilizatorul

    este cpitanul de echip nu ar trebuii s accepte nici o invitaie).Odat acceptat invitaia utilizatorul va fi parte a echipei.

    Tournament startWhen the tournament will be active a PLAY button will appear in thereserved area. By clicking it the user will enter the tournament.nceperea turneuluiCnd turneul va fi activ un buton JOAC(PLAY)va aprea ntr-un spaiurezervat.Apsnd aceast buton utilizatorul va intra n turneu.

    QUICK START:nceput Rapid

    Main menuMeniu Principal

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    Figure 2: Main Menu

    Figura 2: Meniul Principal.

    Once the access procedure is completed, the system shows the gamesMain Menu. From this page (Figure 2), users can explore all the gamesections by clicking the following links:Odat ce procedura de accesare este complet, sistemul arat MeniulPrincipal al jocului.De la aceast pagin(Figura 2), utilizatorii pot exploratoate seciunile jocului prin apsarea link-urilor urmtoareHomePagina Principal

    Market analysis: Before entering data to initiate game play, users are urged to go to the pagedealing with market analysis, which reports useful information on foreseeable trends in marketdemand;

    Analiza pieei: naintea introducerii datelor pentru iniiarea jocului, utilizatorii sunt ndemnai smearg la pagina de negocieri cu analiza pieei, care raporteaz informaii utile n tendinele

    previzibile ale cererii pieei.

    Parameters: This shows the game parameters for the ongoing match;

    Parametrii: Acetia arat parametrii jocului pentru o potrivire n desfurare.

    Decisions: Users input their decisions here.

    Decizii:Utilizatorii i impun deciziile aici.During the game, links related to the historical data section areaccessible.Pe durata jocului, link-urile referitoare la datele istorice sunt accesibile.

    Summary of Last Quarter:Rezumatul Ultimei Pri

    Competitors: This provides access to information regarding competitors from the previous gameperiod;

    Competitorii: Acesta furnizeaz accesul la informaii referitoare la competitorii din perioadaprecedent de joc.

    Previous decisions: This allows users to view the data entered for the game period underanalysis;

    Deciziile precedente:Acesta permite utilizatorilor sa vad informaiile introduce pentru perioadade joc sub analiz

    Ranking: Here, users can view the results of the completed game;

    Clasament: Aici, utilizatorii pot vedea rezultatele jocului completat.

    Financial statement: This page presents users with tables reporting the companys financialsituation;

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    Situaiile financiare: Aceast pagin prezint utilizatori cu tabele raportate cu situaia financiara companiei.

    Summary of the effects: This page presents users with the effects of strategic decisions.

    Rezumatul efectelor: Aceast pagin prezint utilizatori cu efectele deciziilor strategice.

    Market analysisFirst, users need to open the market analysis page, which reports thetotal volume of forecasted demand.The aggregate demand is reported in a table; final result refers to thelast game period, and the forecasted result for the following period isreported. We recommend that users consider this forecast seriously,since it acts as a reference value for their own sales forecasts.

    Users must consider this information when making their strategicdecisions during the game period.

    Analiza pieein primul rnd, utilizatorii trebuie s deschid pagina analizei pieei, careraporteaz volumul total de cereri preconizate.Ansamblul de cereri este raportat intr-un tabel; rezultate finalereferitoare la ultima perioad de joc, i rezultatele preconizate pentruperioada urmtoare de joc sunt raportate.Noi recomandm ca utilizatoriis considere aceast preconizare serioas, nc de la acionarea ca valoride referin pentru preconizarea vnzrilor proprii.Utilizatorii ar trebui s ia n considerare aceste informaii cnd iaudeciziile strategice pe durata jocului.

    Figure 3: Market analysis.

    ParametersThe Game Parameters link in the main menu enables users to view the

    values assigned to the game parameters during match creation. Theparameters may help users to understand why a given strategic decisionmay be preferable to another one. Indeed, the Parameters page helps tochoose among the correct available strategic decisions and shows theircosts.

    ParametriiLink-ul Parametrii Jocului din meniul principal permite utilizatorilor savizualizeze valorile alocate parametrilor jocului pe durata creriimeciului.Parametrii jocului pot ajuta utilizatorul s neleag de ce odecizie strategic luat poate fi preferabil alteia.ntr-adevr, pagina

    Parametrii ajut alegerea printe deciziile strategice correct valabile iarat costurile lor.

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    Product definitionPlant efficiencyis measured in terms of nominal efficiency. Starting fromthe nominal value, real efficiency is measured through a linearrelationship, according to investments made in maintenance. Theseinvestments are then compared to the investments-objective (i.e.keeping the plant in its nominal condition), which depends on the plantsdegree of automation and production capacity. Similarly, staff efficiency4

    is assessed through a linear relationship wherein, once again, maximumand minimum values are fixed parametrically.Production depends on both efficiency and production capacity. Thestaff-objective parameter was created to assess the opportunitiesavailable to the company to fully exploit its production capacity in termsof the number of personnel required. This value depends on the degreeof automation, number of work shifts, and production capacity.5Definiia produsuluiEficien instalaiei (Plant efficiency) este msurat n termeni nominalide eficien. ncepnd de la valorile nominale, eficiena real estemsurat prin relaie liniar conform investiiilor fcute n

    susinere.Aceste investiii sunt atunci comparate cu investiii obiective(de exemplu. includerea instalaiei este o condiie nominal ), caredepinde de gradele de automatizare i capacitatea de producie ainstalaiei. Similar, eficiena personalului4 este evaluat printr-o relaieliniar unde, nc o dat, valorile maxime i minime sunt fixateparametric. Producia depinde de eficiena amndurora i capacitatea deproducie.Parametru personalul obiectiv a fost creat pentru a evaluaoportunitile valabile pentru companie pentru a exploata pe deplinproducia capacitii sale n ceea ce privete numrul de angajainecesari.Aceast valoare depinde de gradul de automatizare, numrul

    schimburilor de lucru, i capacitatea de producie.5

    Figure 4: Parameters page

    Figura 4: Pagina Parametrii.

    4 Parameters related to investments in the maintenance-objective refer to the initial nominal production capacity; users need

    to adjust such values to the real production capacity.5 Parameters related to the staff-objective refer to a work shift and the initial nominal production capacity; users need toadjust such values to the real number of shifts and production capacity.

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    Price-Quality Ratio (PQR)

    The PQR represents consumers opinions regarding the products offered by thecompany. The ratio depends upon both individual factors related to demanddescription and universal factors related to offer description. In other words, thevalue of the PQR depends on the importance given by the consumer to theexternal product performances and the values assigned to those performances.Through thePQR, the model allows the assigning of market share.

    Raportul PreCalitate(RPC)RPC reprezint opiniile consumatorilor n legtur cu produsele oferite de

    ctre companie. Raportul depinde att de factori individuali referitoare lacererea de descriere i de factori universali legai de oferta de descriere.4 Parametrii legai de investiiile n susinereobiectiv se refer lacapacitatea iniial de producie; utilizatorii trebuie s adapteze acestevalori la capacitatea de producie real5Parametrii legai de personalulobiectiv se refer la o schimbare turei demunc i capacitii iniiale de producie nominal; utilizatorii trebuie sadapteze aceste valori la numrul real de ture i capacitii de producie.In The Business Game, the PQR is defined as the weighted sum of thefollowing three external performances that affect customers directly:

    Product qualityService qualityPricen The Business Game, RPC este definit ca suma ponderat aurmtoarelor trei performane exterioare care afecteaz direct clienii.Calitatea producieiCalitatea serviciuluiPreul

    The external product and service performances depend on the companys internalperformances:

    Quality (impact on product performance) Time (impact on service performance) Flexibility (impact on service performance)

    Perfomanele externe de producie i serviciu depind de performanele interne alecompaniei.

    Calitatea (efect asupra performanei de producie) Timpul (efect asupra performanei de serviciu) Flexibilitatea (efect asupra performanei de serviciu)

    These observations lead to the conclusion that although the objectives ofthe PQR and profitability (competitive and profit success, respectively)

    are deeply interwoven, they are directly opposed. Teams are expected toidentify the strategies that will maximize one of the two objectives or

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    arrive at a successful trade-offbetween the two.Aceste observaii conduc la concluzia c, dei obiectivele PQR irentabilitatea (succesul competitiv,

    precum i profitul, respectiv) sunt profund ntreesute, acestea sunt direct opuse. Echipele sunt deateptat pentru a identifica strategiile care vormaximiza unul dintrecele dou obiective sau a ajunge lao cu succes compromis ntre cele dou.Aceste observaii conduc la concluzia c, dei obiectivele RPC irentabilitii(succesul competitiv, respectiv i profitul ) sunt profund

    ntreesute, acestea fiind direct opuse. Echipele sunt ateptate sidentifice strategiile care vor maximiza unul din cele dou obiective sauvor ajunge cu succes la un compromis ntre aceste dou.

    DECISIONSIn order to enter data for the game session, click the Decisions link in the

    Main Menu.Once the forms have been filled in, the system displays a report (theBudget) containing the companys budget based upon previous salesforecasts. If users are satisfied with their budgets and the data that theyhave entered, they can click the Save button to forward the data to thesystem; otherwise, they can modify the values by clicking the ChangeDecisions button.

    Deciziin scopul de a introduce date pentru sesiunea de joc, apsai pe link-ul dedecizii adoptate din Meniul Principal.Odat ce formularele au fostcompletate, sistemul afieaz un raport (buget) care conine bugetulcompaniei pe baza previziunilor anterioare de vnzri. Dac utilizatoriisunt mulumii de bugetele lor i datele pe care le-au introdus, pot apsape butonul Salvare pentru a transmite datele n sistem; de altfel acetiapot modifica valorile apsnd butonul Modificare a Deciziilor.

    Marketing and SalesPricePrice is an extremely important decision, since it has a considerableimpact on the consumers propensity to purchase, especially when the

    simulated market has been saturated.AdvertisingInvestments in advertising aim to promote consumer informationregarding the presence of a given product in the market. Theseinitiatives tend to highlight the products innovative features incomparison to the competitors products. Such investments deeply affectproduct image and have a long-term effect.Promovare i VnzriPreulPreul este o decizie extreme de important, deoarece are un efectconsiderabil asupra nclinaiei consumatorului de a achiziiona, n special

    cnd piaa simulat a fost saturat.Reclama

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    Investiiile n publicitate au scopul de promova informareaconsumatorilor cu privire la prezena unui anumit de pe pia.Aceste

    iniiative au tendina de a evidenia caracteristicile inovative aleprodusului, n comparaie cu produsele concurenilor. Astfel de investiiiafecteaz profund imaginea produsului i au efect pe termen lung. Advertising investments also affect subsequent periods. For best results, we

    suggest providing for a large and consistent expenditure of money throughout

    the game.

    Investi iile n publicitate afecteaz deasemenea perioadele urm toare.Pentru

    cele mai bune rezultate v suger m prevederea cheltuielilor mari i consistente

    de bani pe tot parcursul jocului.

    Sales forecastSales forecast defines the marketing plan. The entire business strategycentres on this strategic decision. Actually, the management of the otherentry variables must align with the sales forecasts because this valueenables the verification of whether the investments align with theavailable business resources (i.e. if the value is confirmed by the numberof real sales). The production plan also depends on this value. Theproduction plan refers to the allocation of the aggregate resourcesaccording to the products. In other words, production must be organisedin order to achieve the number of components defined by the marketingplan, excluding provisions.

    Prognoza de vnzriPrognoza de vnzri definete planul de promovare. ntregi strategii deafaceri se centreaz pe aceast decizie strategic.De fapt gestionareavariabilelor intrrilor trebuie s se alinieze cu previziunile de vnzri,deoarece aceast valoare permite s se verifice dac investiiile sealiniaz cu resursele disponibile de afaceri( de exemplu dacp valoareaeste confirmat i de numrul de vnzri reale). Planul de producie de

    asemenea depinde de aceast valoare.Planul de producie se refer laalocarea de resurse aggregate n funcie de produse.Cu alte cuvinte,producia trebuie s fie organizat pentru a atinge numrul decomponente definite de planul de marketing, cu excepia dispoziiilor.

    For example, if my sales forecast for this period is

    Sales forecast Product One = 100 pcsSales forecast Product Two = 50 pcsand my total production capacity is 300 pcs, my production system willproduce:

    Product One/ Product Two = 100 / 50 = 2Number of Product One produced = 200 pcs

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    Number of Product Two produced = 100 pcs

    200 + 100 = 300 that is my total production capacity.De exemplu, dac pentru aceast perioad prognoza mea de vnzri estePrognoza de vnzri Produs Unu=100pcsPrognoza de vnzri Produs Doi = 50 pcsi capacitatea mea total de producie este de 300 pc, sistemul meu deproducie va produceProdus Unu/Produs Doi= 100/50=2Numrul Produsului Unu produs=200pcsNumrul Produsului Doi produs = 100 pcs200+100 =300 acesta este capacitatea mea total de producie

    If the stocks are higher than the forecast, the product will not beproduced.Dac stocurile sunt mai mari dect prognozele, produsul nu va fi produs.

    Stock Product One 100 pcsSales forecast Product One 80 pcs

    Production product One 0 pcsStocul Produsului Unu 100pcsPrognoza de vnzri a Produsului Unu 80 pcs

    Producia Produsului Unu 0 pcsProduction

    Purchase of new machineryThe acquisition of new machinery leads to an increase in productioncapacity. An increase in production capacity leads, in turn, to an increasein maintenance costs.ProduciaAchiziionarea utilajelor noiAchiziionarea utilajelor noi conduce la creterea capacitii de producie.Cretereacapacitii de producie conduce la rndul su la creterea costurilor de ntreinere

    Sale of machinerySelling machinery leads to lower production capacity and maintenance costs.MaintenanceInvestments in maintenance aim to keep the production plant at itsnominaloperational condition.Vnzarea utilajelorVnzarea utilajelor conduce la scderea capacitii de producie i acosturilor de ntreinere.ntreinereaInvestiiile n ntreinere au scopul de a menine eficiena produciei lacondiiile nominale operaionale.OutsourcingThe outsourcing percentage shows the tendency to outsource production

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    to third parties. Outsourcing enables the company to completely satisfydemand, even after exceeding its production capacity. However, this

    option produces considerable effects on production costs. This decisioninfluences production as well as internal flexibility. Suppliers can beselected according to their performance and cost levels (see Supplierssection).Surse externeProcentul de surse externe arat tendina produciei externe lapersoanele tere.Sursa extern permite companiei s satisfac complet cererea, chiar idup depirea capacitii de producie.Totui aceast opiune produceefecte considerabile asupra costurilor de producie.Aceast decizieinflueneaz producia la fel ca flexibilitatea intern.Furnizorii pot fi alei

    n conformitate cu performanele i nivelul costurilor lor.(Vezi seciaFurnizori)

    The outsourcing production is a percentage of the internal production;the amount of pieces produced by a third part is the x% of piecesproduced inside the company.Producia extern este un procent al produciei interne; suma unitilorproduse de ctre o ter persoan este de x% din unitile produse ncadrul companiei.

    At 0% outsourcing, the outsourcing supplier table becomes insignificant.

    La 0% externalizare, tabelul furnizorului extern devine nesemnificativ.

    FinanceRequest for financingCompanies can request for bank loans in order to improve their financialsituation. The loan is repaid during the final game period.

    Accounts payable periodThis value refers to the period (up to a maximum of 90 days) duringwhich the company can extend payments for supplies. It affects companyflexibility and the amount of money on hand. A long period increases theavailability of money on hand, but exerts stress on the relationship withsuppliers. On the contrary, a short period reduces the availability ofmoney on hand.Accounts receivable periodThis entry refers to the period (up to a maximum of 90 days) duringwhich customers can extend purchase payments to the company. Thisvariable affects service performance and money on hand. A shorterperiod enhances the availability of money on hand, but lowers the level

    of customer service.Finanare

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    Cererea pentru finanareCompaniile pot cere de la banc mprumuturi n vederea nbuntirii

    situaiilor lor financiare.mprumutul este rambursat pe perioada final dejoc.Perioada conturilor de pltitAceast valoare se refer la durata perioadei de timp (de cel mult 90 dezile) n care compania poate prelungi plile ctre furnizori. Acestaafecteaz flexibilitatea companiei i suma de bani deinut.O perioadlung crete disponibilitatea banilor deinui, dar streseaz relaia cufurnizorii.n caz contrar , o perioad scurt reduce disponibilitateabanilor deinui.Perioada conturilor de ncasatAceast intrare se refer durata perioadei de timp ( de cel mult 90 dezile) n care clienii pot prelungi plile achiziiilor ctre companie.Aceast variabil afecteaz performana de serviciu i banii deinui. Operioad scurt nbuntete disponibilitatea banilor deinui, dar scadenivelul serviciului clientului.

    SourcingSuppliers for components and finished products (outsourcing) can bedefined through the following strategic decision:Expected qualityThe expected supplier quality influences the internal performances of

    both qualityand cost.The higher the quality of the supplier, the greater the costs and qualityof the final product.AprovizionareaFurnizorii pentru componente i produse finite (Surse externe) pot fidefinii prin urmtoarele decizii strategice.Calitatea ateptatCalitatea ateptat a furnizorului influeneaz performanele interne alecalitii i costului.Cu ct calitatea furnizorului a ridicat este ridicat, cu att costurile icalitatea produsului finit sunt mai mari.

    DistributionAfter-sale serviceInvestments in after-sale services are made in order to fund themaintenance, repair, and replacement of components in case ofmalfunction or breakdown.The higher the investment in after-sales service, the higher the customersatisfaction and costs.DistribuireaServicii dup vnzare

    Investiiile n serviciile dup vnzare sunt fcute n vederea fondriintreinerii, reparrii i renlocuirii componentelor n cazul nefuncionrii

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    corespunztoare sau stricrii.Cu ct investiiile n serviciile dup vnzare sunt mai mari, cu att

    satisfacia clientului i costurilor sunt mai mari.

    Investment in distribution channelThis investment aims to increase the level of the companys market penetration.Investiiile n canalul de distribuieAceste investiii au ca obiectiv creterea nivelului companiei de penetrare a pieei.

    Human ResourcesShiftsThe number of work shifts (one, two, or three) affects the total numberof plant working hours per quarter and indirectly affects internal

    production. An increased number of shifts lead to the over-exploitation ofthe plant and a subsequent decrease in its efficiency.1

    Overtime workOvertime work increases personnel productivity by indirectly affectinginternal flexibility. Existing legislation2 provides parameters that setlimits on the impact and cost of overtime work.PersonnelThe number of personnel affectsproduction and the internal performanceofcost. The model envisages three types of agreement as follows:

    Long-term agreements: their cost is lower, but dismissal is not allowed.3

    Seasonal agreements: their cost is standard, but their engagement is limited to a single period.

    Resursele Umane

    Ture

    Numrul turelor de munc (unu, doi sau trei) afecteaz numrul total al instalaiei orelor de muncpe sfert i indirect afecteaz producia intern.Un numr crescut de ture conduce la o exploatare nexces al instalaiei i ulterior scderea eficienei acesteia.1

    Lucru peste programLucrul peste program crete producia personalului afectnd indirect

    flexibilitatea intern.Legislia existent2 prevede parametrii ce limiteaz efectul i costul lucrului peste program.

    Personal

    Numrul personalului afecteaz producia i performanta intern a costului. Modelul are n vederetrei tipuri de agreement ca urmtoarele:

    Agrement pe termen lung: costurile sunt sczute, dar concedierea nu este permis3

    Agrement sezonier: costurile snt standart, dar angajamentul lor este limitat la o singur perioad

    1

    Investments in plant maintenance and adjustments can help limit this effect.2 The policy adopted by the government aims to promote employment as an alternative to overtime work.3 This obligation derives from the mid-term view envisaged by the economic model under analysis.

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    2Politica adoptat de ctre guvern are ca obiectiv promovarea ocuprii forei de munc ca oalternativ pentru lucrul peste program3Aceast obligaie de la mijlocul perioade vizate de ctre modelul economic de sub analiz

    The number of personnel required cannot be decided in advance becauseit depends upon the production plan, which is in turn determined by salesforecasts, volume of stored goods, and selected outsourcing level.Therefore, during the application, the number of personnel is determinedautomatically through approximations generated by simulations.Training of permanent staffTraining of permanent staff aims to increase the staffs level ofspecialization and efficiency and enhances the internal performance ofcost. Moreover, the greater the extent of specialization, the lower theflexibility in internal mobility.Numrul personalului necesar nu poate fi decis nainte pentru c depindede planul de producie care este la rndul su determinat de prognoza devnzri, volumul bunurilor stocate i nivelul surse externe selectate.Prinurmare pe durata aplicaiei numr personalului este determinat automatprin aproximaii generate de simulaiiInstruirea personalului permanentInstruirea personalului permanent are ca obiectiv creterea nivelului de

    specializare i eficien a personalului i mbuntete costulperformanei interne. Mai mult cu ct gradul de specializare este maimare cu att flexibilitatea n mobilitatea intern este sczut.

    Research and DevelopmentCo-designCo-design with suppliers has a strong impact on the internal performanceofquality. Indeed, during this strategic decision, components are tailoredto the relevant product. Co-design implies a surcharge on productioncosts.

    Design investmentsInvestments in design are made to develop the products image in a waythat satisfies the consumers aesthetic expectations. They influence theexternal performance of product quality.Technology investmentsInvestments in product technology are made to develop the productsimage in a way that fulfils the consumers functional expectations. Theyinfluence the external performance of product quality.Cercetare i DezvoltareProiectare comun

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    Proiectarea comun cu furnizorii are un efect puternic asupra performanei interne acalitii.ntr-adevr pe durata aceste decizii strategice componentele sunt adaptate la

    produsul relevant.Proiectarea comun implic o supra tax asupra costului produciei.Investiii n proectInvestiiile n proiecte sunt facute pentru a dezvolta imaginea produsului n modulde a satisface ateptrile estetice ale clientului.Acetia influeneaz performanaextern a calitii produsului.Investiii n tehnologieInvestiiile n produsul tehnologic sunt facte pentru a dezvolta imagineaprodusului n modul c ndeplinete ateptrile funcionale ale clientului.Acetiainflueneaz performana extern a calitii produsului.

    Table: Summary of decisions impacts.

    Tabel: Rezumatul efectelor deciziilor

    DecisionsDecizii

    InternalPerformancePerformanaIntern

    ExternalPreformancePerformanaExtern

    QC T F P S

    AdvertisingPromovare +

    Purchase of new machineryAchiziionare de utilaje noi + +

    Sale of machinery + +

    Maintenance

    OutsourcingSurse externe +

    Design investmentsInvesti ii n roiect

    +

    Technology investmentsInvestiii n tehnologie +

    Suppliers expected qualityCalitatea ateptat de furnizori +

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    Overtime workLucru este ro ram

    +

    ShiftsTure

    Training of permanent staffInstruierea personalului permanent + - + -

    Co-designProiecte commune + +

    Investment in distribution channelInvestiii n canale de distrubuie +

    Accounts receivable periodPerioada de ncasarea a conturilor +

    Accounts payable periodPerioada de platire a conturilor

    +

    After-sales serviceServicii dup vnzare +

    (All the decisions have an impact on costs.)(Toate deciziile au un impact asupra costurilor)LEGENDQ: Effect on QualityT: Effect on TimeF: Effect on FlexibilityP: Effect on ProductS: Effect on Service+: Impact is directly proportional-: Impact is inversely proportional

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    LEGEND

    C: Efectul asupra CalitiiT: Efectul asupra Timpului

    F: Efectul asupra Flexibilitii

    P: Efectul asupra Produsului

    S: Efectul asupra Serviciului

    +: Efectul este direct proporional

    -: Efectul este invers proporional

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    GAME OUTPUTThe objective of this section is to enable users to analyse the results. The first partdeals with the assessment of forecast results; the second deals with theassessment of the final data.

    Expected ResultsAfter the entry form for strategic decisions has been filled in, the systemdisplays the Expected Results report.If users are not satisfied with the forecast results, they can modify thevalues by clicking the Change Decisions button at the bottom of thepage. Otherwise, they can click on the Save button to save their data.

    Figure 6: The estimated results.

    Figura 6:Rezultate estimate.

    RANDAMENTUL JOCULUIObiectivul acestui seciuni este s permit utilizatorilor s analizeze rezultatele.Prima parte oferrezultatele evalurilor prognozelor; a doua ofer evaluarile informaiilor finale.

    Rezultatele AteptateDup ce introducerea formei de decizii strategice a fost completat, sistemul afieaz raportulRezultatelor Ateptate.

    Dac utilizatorii nu sunt satisfcui de rezultatele prognozelor, ei pot modifica valorile prinapsarea butonului Schimb Deciziile din josul paginii. Altfel ei pot apsa butonul Salvare pentrusalvarea informaiilor.

    Summary of Last QuarterThe Summary of Last Quarter provides information on the previous decisions,financial statements, and effects of a users company.Previous decisionsThe Previous Decisions link provides access to the Strategic Decisionspage, which reports the values assigned to the different strategicdecisions of the previous period.Financial statementOn this page, users can find tables reporting the companys financialsituation: there is a statement of assets and liabilities, statement ofprofits and losses, and brief index analysis.Rezumatul Ultimului Sfert

    Rezumatul Ultimului Sfert prevede informaia deciziei precedente, statutului financiar iefectele companiei utilizatorului.

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    Decizia PrecedentLink-ul deciziei precedente prevede accesul la pagina Deciziilor Strategice, careraportez valorile allocate diferitelor decizii strategice din perioada precedent.Statutul Financiarn aceast pagin, utilizatorii pot gsi tabele care raporteaz situaiafinanciar a companiei: acolo este statutul activelor i a pasivelor, statutul profiturilor ipierderilor i analiza indicelui scurt

    This page shows all relevant economic and financial information.

    Acest pagin arat toate informa iile economice i financiare relevante.

    Summary of the effectsThe Summary of the Effects link provides access to the Effects ofStrategic Decisions page; the data displayed on this page refers to the

    information reported on the Forecast Result page, which has beenpreviously discussed.Rezumatul efectelorLink-ul Rezumatul efectelor prevede accesul ctre pagina EfecteleDeciziilor Strategice; informaia afiat pe aceast pagin se refer la informaiaraportat la pagina Rezultatul Prognozei care a fost precedent discutat

    SUMMARY OF THE EFFECTSREZUMATUL EFECTELOR

    Offer: Offer for the game period, consisting of total production and available

    stocks; Oferta: Oferta pentru perioada de joc, constnd n totalitatea produciei i

    stocul valabil. Sold items: Number of sold items resulting from the offer, demand, and

    quality-price ratio; Obiecte Vndute: Numrul obiectelor vndute rezultate de la ofert, cerere

    i raportul calitate-pre Unsold items: Number of unsold items, calculated as the difference between

    offer and sold items; Obiecte Nevndute: Numrul de obiecte nevndute, calculate ca diferena dintre ofert i

    obiecte vndute Stocks: Stocks available at the end of the game period, corresponding to the

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    minimum number of unsold items and the storage capacity per product; Stocuri: Strocurile valabile la sfritul perioadei de joc corespunznd minimumului de

    obiecte nevndute i capacitate de stocare pe produs Total number of machineries: Total number of machines owned by the users

    company; Numrul total de utilaje: Numrul total de utilaje deinute de ctre compania utilizatorului Undersold items: Number of undersold items, calculated as the difference

    between the number of undersold items and number of items stored withinand outside the company;

    Obiecte subvndute: Numrul obiectelor subvndute, calculate ca diferen dintre obiectenevndute subvndute i numrul de obiecte stocate nuntrul i n afara companiei

    Production capacity: Nominal value of the production capacity after the

    introduction of any given change; Capacitatea de producie: Valoarea nominal a capacitii de producie dup introducerea

    oricrei anse acordate Storage capacity: Nominal value of the storage capacity after the

    introduction of any given change; Capacitate de stocare: Valoarea nominal de stocare a capacitii dup

    introducerea oricreo anse acordate Permanent personnel: Number of permanent personnel, including company

    staff and newly employed personnel; Personalul permanent: Numrul personalului permanent incluznd personalul

    companiei i personalul nou angajat Permanent personnel specialization: Degree of specialization of thepermanent personnel, reflected in the specialization degree of company staffand the newly employed;

    Specializarea personalului permanent: Gradul de specializare a personaluluipermanent reflectat n gradul de specializare a personalului companiei i anoilor angajai.

    Seasonal personnel: Number of personnel with seasonal agreements (i.e.new seasonal employees);

    Personalul sezonier: Numrul personalului cu agreement sezonier(deexemplu angajaii noului sezon)

    Personnel: Total number of company personnel; Personalul: Numrul total al personalului companiei Personnel specialization: Average degree of specialization of company

    personnel. Specializarea personalului: Procentul gradului de specializare a personalului

    companiei

    CompetitorsThe Competitors link provides access to the Competitors page, whichreports the following data on each company in the market:

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    ConcureniiLink-ul Concurenii prevede accesul la pagina Concurenii care raporteazp urmatoarele informaii

    pentru fiecare companie din pia

    Number of shifts: Number of shifts activated by the company;

    Numrul de ture: Numrul de ture activate de ctre companie

    New permanent contracts: Number of new permanent employees;

    Contracte noi permanente : Numrul angajailor noi permaneni

    New temporary contracts: Number of new temporary employees;

    Contracte noi temporare: Numrul de angajai noi temporari

    Personnel: Number of personnel available within the company;

    Personalul: Numrul personalului disponibil din companie

    Price: Selling price per product;

    Preul: Preul de vnzare pe produs

    Sold items: Number of items sold per product.

    Obiecte vndute: Numrul de obiecte vndute pe produs

    Looking at competitors statistics enable one to gain an understanding of other

    companies strategies!

    Privind statisticile concurenilor se permite nelegerea strategiilor celorlaltecompanii.

    Results

    Definition of company success

    In The Business Game the final ranking (Company Success) is measuredin terms ofprofit success, which is related to economic indexes and,therefore, to company profits (Figure 7), competitive success, which isrelated to the aggregate market share given by the value of the price-quality ratio, and the technical management of the company.

    Figure 7: Results

    Figura 7:Rezultate.

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    RezultateDefinia succesului companiei

    n The Business Game clasamentul final (Succesul Companiei) este msurat ntermeni de succesul profitului, care este relatat ctre indici economic i prin urmarectre profitul companiei (Figura 7), succesul competitiv, care este relatat ctre agregatul pieei ponderedat de valoarea raportului pre-calitate i de managementul tehnic al companiei.

    Fundamentals of financeThe biggest part of the fundamental analysis involves delving into thefinancial statements. Fundamental analysis is also known as quantitativeanalysis and involves looking at revenue, expenses, assets, liabilities,and all other financial aspects of the company.

    Fundamental analysts use this information to gain insight into acompanys future performance. A considerable portion of this tutorial willbe spent learning about the balance sheet, income statement, and cashflow statement and how they all fit together.The financial statement is the medium by which a company disclosesinformation regarding its financial performance. We will briefly introduceeach financial statements function and identify where each can befound.Fundamentele finanriiCea mai mare parte a analizei fundamentale implic intrnd n statutul financiar. Analizafundamental este de asemenea cunoscut ca analiza cantititiv i implic cutarea n venituri,cheltuieli, active, passive i toate celelalte asptecte financiare ale companiei. Analizatorulfundamental folosete aceast informaie pentru a obine o perspectiv asupra performaneiviitoare a companiei. O poriune considerabil al acestui ghid va fi petrecut nvnd desprebilan, contul de profit i fluxul de numerar i cum toate acestea se potrivesc mpreun. StatutulFinanciar este mediul prin care o companie dezvluie informaia privind performana safinanciar. Vom introduce pe scurt fiecare funcie a statutului financiar i unde se poate gsifiecare.

    The Balance SheetThe balance sheet is a record of a companys assets, liabilities, andequity at a particular point in time. The balance sheet is named for thefact that the financial structure of a business balances in the followingmanner:

    Assets = Liabilities + Shareholders Equity

    Assets represent the resources that the business owns or controls at agiven point in time, including items such as cash, inventory, machinery,and buildings. The other side of the equation represents the total valueof financing that the company has used to acquire those assets.Financing occurs through liabilities or equity. Liabilities represent debt

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    (which, of course, must be repaid), whereas equity represents the totalvalue of the money that the owners have contributed to the business,

    including retained earnings (the profits made in previous years).The balance sheet, then, offers a snapshot of a companys health. It tellsyou how much a company owns (its assets) and how much it owes (itsliabilities). The difference between what it owns and what it owes is itsequity, also commonly called net assets or shareholder equity.The balance sheet offers considerable information to investors regardinga companys fundamentals: it reveals how much debt the company has,how much it needs to collect from customers (and how fast it does that),how much cash and equivalents it possesses, and what kinds of funds ithas generated over time.BilanulBilanul este un registru de active, passive i capitaluri proprii la un anumit punct alcompaniei.Bilanul este numit n felul urmtor pentru faptul c structura financiar a uneibalane de afaceri este n felul urmtor:Avtiv = Pasiv + Acionarii Capitalului PropriuActivele reprezint resursele pe care afacerea le deine sau le controleaz la odat la un anumit punct incluznd obiecte precum numerar, de inventar, utilaje sau cldiri.Cealalt parte a egalului reprezint toatalitatea valorilor financiare pe care compania le-a folositpentru a dobndi aceste active.Finanarea are loc prin passive sau capital propriu.Pasivelereprezint datoria(care bineneles trebuie pltit) ntruct capitalul propriu reprezint totalitateavalorii de bani cu care deintorii au contribuit la afacere, incluznd rezultatul

    raportat( profiturile realizate n anii precedeni)Bilanul contabil, atunci, ofer instantaneu starea unei companii.V spune ct deine ocompanie (activele sale) i ct datoreaz (pasivele sale).Diferena dintre ceea ce deine i ceea cedatoreaz este capitalul su social, de asemenea mpreun numite active nete sau acionarulcapitalului social.Bilanul contabil ofer informaii considerabile investitorilor n legtur cu fundamentelecompaniei: acesta dezvluie ct de multe datorii are compania, ct de mult are de ncasat de laclieni(i ct de repede va face asta), ct de mult numerar i capital social posed, i ce tipuri defonduri a generat de a lungul timpului.

    The Income Statement

    Although the balance sheet is a snapshot of a business, the incomestatement measures a companys performance over a given time frame.Technically, you could formulate a balance sheet for a month or even aday; however, public companies report only quarterly or annually.The income statement shows how much money the company generated(revenue), how much it spent (expenses), and the difference between the

    two (profit) over a given time period:

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    Profits = Revenue ExpensesStatutul de Venit

    Dei bilanul contabil este informaia instantanee a unei afaceri, statutul de venit msoarpperformana pe o perioad dat de timp a unei companii. Tehnic poi s ntocmeti bilanulcontabil pentru o lun sau chiar i pentru o zi; totui, companiile publice raporteaz doarsemestrial sau anualStatutul de venit arat ct de muli bani a ncasat compania(venituri), ct de mult acheltuit (cheltuieli ), i diferena dintre cele dou (profit) pe o perioad dat de timp.Profit = Venituri Cheltuieli

    Economic Indexes

    Return On Sales (ROS) is a ratio that is widely used to evaluate acompanys operational efficiency. The ROS is also known as a firmsoperating profit margin.This measure enables management to provide an insight into how muchprofit is being produced per dollar of sales. As with many ratios, it is bestto compare a companys ROS over time to look for trends and compare itwith the ROS ratios of other companies in the industry. An increasingROS indicates that the company is growing more efficient, whereas adecreasing ROS could signal looming financial troubles.

    Return On Equity (ROE) is the amount of net income returned as apercentage of shareholder equity. Return on equity measures acorporations profitability by revealing how much profit a companygenerates with the money that shareholders have invested. The ROE isuseful for comparing the profitability of one company to those of otherfirms in the same industry.Return On Investment (ROI) is a performance measure used to evaluatethe efficiency of an investment or compare the efficiency of a number ofdifferent investments. In order to calculate ROI, the benefit (return) of aninvestment is divided by the cost of the investment; the result is thenexpressed as a percentage or ratio.

    Indici EconomiciProfitul din vnzri ( PV ) este un raport care este utilizat pe scar largpentru a evalua eficiena operaional a companiei.PV-ul este de asemenea cunoscut camarja de operare a firmei.Aceast msur permite managementul pentru furniza o perspectivct profit este produs pentru fiecare dollar al vnzrilor.Ca majoritatea rapoartelor, este cel maibine s compari PV-ul unei companii de-a lungul timpul cu PV-ul altor companii din industrie.Creterea PV-ului indic faptul c compania crete mai eficient, caz n care scderea PV-uluipoate semnala o problem financiar iminent.Profitul din capitalul social (PCS) este suma veniturilor nete returnate ca procentaj al capitaluluisocial al acionarilor.Profitul din capitalul social msoara rentabilitatea unei companii prindezvluirea ct de mult profit a produs compania cu banii investii de ctre acionari.PCS estefolositor pentru a compara rentabilitatea unei companii din acestea cu a celorlalte firme dinaceai industrie.

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    Profitul din Investiie( PI ) este masur de performan folosit pentru a evalua eficiena uneiinvestiii sau a compara eficiena unor numere diferite de investiii. n vederea calculrii PI,

    beneficiu(profitul) unei investii este divizat de costul investiiei; rezultatul este atunci exprimatca procentaj sau raport.