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15 décembre 2016

Comment améliorer la rentabilité de ton entreprise ?

Augmente la rentabilité de ton entreprise

On dit toujours que la base pour qu’une entreprise tienne sur la durée, c’est qu’elle soit rentable. Pour certains c’est une évidence, mais en même temps on ne sait pas toujours concrètement comment faire, et encore moins comment augmenter la rentabilité d’une entreprise au fil du temps. Si c’était si facile, toutes les entreprises se porteraient bien ! Revenons sur quelques basiques qui pourront te donner des pistes pour s’occuper de ta rentabilité.

La rentabilité dépend de deux facteurs : la capacité à générer du chiffre d’affaires supplémentaire, et la capacité à réduire les charges. Le plus efficace, c’est de jouer sur ces deux tableaux en même temps. Pour ça, on peut mettre en œuvre quatre stratégies :

Miser sur la qualité

Qualité des produits et servicesPourquoi le modèle du low-cost n’est pas rentable sur le long terme ? Parce qu’il y aura toujours quelqu’un pour faire moins cher que toi et donc les clients attirés seulement par les prix partiront à la première occasion. En plus, le low-cost peut générer beaucoup de SAV et de réclamations clients. Au contraire, en proposant des produits et services de qualité, on peut se démarquer de la concurrence, et on fidélise ses clients tout en réduisant au maximum le service après-vente.

Ça ne veut pas forcément dire « vendre cher » mais bien calculer tes prix, sans rogner trop sur ta marge, et surtout apporter autre chose en plus à tes clients : ta rentabilité tiendra aussi au fait que tes clients satisfaits achèteront sur la durée.

Augmenter les ventes ou les prix

Une nouvelle fois, je te rappelle qu’il est important de bien fixer le prix de vente dès le départ. Tu peux regarder cette vidéo pour plus d’infos sur le sujet. Si c’est bien calculé, tu auras plus de libertés ensuite pour agir un peu sur ta rentabilité.

Pour ça, tu auras deux choix :

  • tu peux augmenter le volume de vente d’un produit à faible coût et à faible prix de vente (« vendre plus de produits pas cher ») ; faire une publication sponsorisée sur Facebook peut te permettre par exemple de booster tes ventes sur ce produit en le faisant davantage connaître
  • ou augmenter le prix de vente d’un produit à faible volume de vente (on monte les prix pour plus de marge)

A toi de jongler entre ces différentes possibilités selon tes produits et en fonction des périodes de l’année. C’est parfois l’occasion aussi de faire des tests : tu seras souvent surpris de voir qu’en montant un peu les prix sur un produit, tu ne perds pas du tout de ventes ! C’est souvent lié à ce qu’on appelle les « prix psychologiques », mais on aura l’occasion d’en discuter dans un prochain article …

La chasse aux gaspillages

Chasse au gaspillagePour augmenter la rentabilité d’une entreprise, on peut aussi augmenter la marge mais sans baisser la qualité de ses produits, donc pour ça il faut éviter les dépenses inutiles. Ça veut dire faire attention aux petites choses comme par exemple, selon ton secteur d’activité, limiter les impressions et le faire en noir et blanc, sensibiliser tout le monde aux économies d’énergie, limiter les déplacements inutiles, … bref faire le tour de toutes les petites économies qui peuvent s’ajouter.

Ne pense pas que c’est une perte de temps ou ce qu’on appelle « des économies de bouts de chandelles ». Tu serais étonné de voir sur un mois (et encore plus sur un an) ce que tu peux économiser : autant que ce soit sur le compte de ton entreprise plutôt que gaspillé !

Renégocier

Pour baisser tes charges, il faut aussi de temps en temps savoir renégocier avec tous les fournisseurs, la banque, les assureurs, le comptable etc… C’est d’ailleurs l’occasion de vérifier que tes contrats sont toujours conformes à ta situation. Je te conseille de planifier ça dans le temps : 2 ou 3 mois avant la date anniversaire de ton contrat, tu te notes sur ton agenda de faire le point. Comme ça tu n’oublies pas et tu n’as pas tout à renégocier en même temps dans l’année !


Comme tu le vois, pas de recette miracle pour faire bondir d’un coup la rentabilité de ton entreprise. Mais ce sont des axes que tu ne dois pas négliger.

Soit tu fixes tes prix au départ en fonction de tes charges et tu n’en bouges pas : c’est plus simple mais aussi plus risqué car tu ne t’adaptes pas au marché et à son évolution.

Soit tu apprends à être plus agile et à t’adapter en fonction de la concurrence, de la conjoncture et de bien d’autres phénomènes qui ne dépendent pas que de toi, et là c’est un exercice plus compliqué à maîtriser mais qui peut te permettre de durer dans le temps. Comme tu l’as vu, ça implique apprendre à bien piloter ton entreprise en adaptant tes prix, en trouvant les moyens de faire varier le volume de tes ventes, mais aussi en maîtrisant tes charges… Quel programme !

A toi de trouver la bonne recette pour ton entreprise, pour trouver le juste équilibre qui te permettra de durer dans le temps tout en étant rentable, et sans que les stratégies deviennent une prise de tête au quotidien !

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