1

Y BAN DN TC

*****







CHUYN

THNG TIN V TH TRNG, TIU TH SN PHM
(Chuyn s 07, theo Quyt nh s 04/2007/Q-UBDT ngy 19/7/2007
ca y ban Dn tc v vic Ban hnh chng trnh khung o to,
bi dng cho cn b c s v cng ng thc hin
Chng trnh 135 giai on II)



I TNG HC: CN B X, THN

THI LNG: 04 tit


















H NI, THNG 6 NM 2008

2
MC LC
Mc lc...............................................................................................................................2
I. Tm hiu v thng tin th trng v tiu th sn phm..................................................3
II. Nhng thng tin b con cn bit khi tham gia th trng v cch tm hiu thng tin
th trng............................................................................................................................4
III. S thay i ca gi c v tc ng ca n n thu nhp v i sng ca b con .......6
IV. Cch tnh ton chi ph tiu th sn phm v xc nh gi bn sn phm....................8
V. S dng thng tin th trng lm g .......................................................................10
VI. T chc tiu th sn phm.........................................................................................14
VII. Cc hot ng m rng ............................................................................................14
Ti liu tham kho............................................................................................................17


3
I. TM HIU V TH TRNG V TIU TH SN PHM

NHNG NI DUNG CHNH
Th trng l g?
Nhng ai tham gia th trng?
Ti sao phi tham gia th trng?
B con c th tham gia nhng loi th trng no?
Cn tm hiu nhng thng tin g khi tham gia th trng?

Th trng l g?
Th trng l ni ngi mua v ngi bn gp g trc tip hoc gin tip vi nhau
trao i, mua bn hng ha v dch v.
Th trng l ni din ra cc hot ng mua v bn mt th hng ha nht nh
no . Vi ngha ny, c th trng go, th trng c ph, th trng chng
khon, th trng vn v.v.
Th trng c mt ngha hp khc l mt a im nht nh no , ti din
ra cc hot ng mua bn hng ha v dch v. Vi ngha ny, c th trng H
Ni, th trng TP. H Ch Minh, v.v.

Nhng ai tham gia th trng?
Ngi bn c hiu l ngi cung cp sn phm hoc dch v cho th trng.
Nhng sn phm ny c th do h trc tip lm ra hoc do mua ca ngi khc
bn li.
Ngi mua l ngi c nhu cu v mt loi hng ho, dch v nht nh. Ngi
mua tm n th trng (ch) hoc ngi bn tin hnh trao i sn phm theo
nhu cu ca mnh. Mc ch ca ngi mua c th s dng, hoc mua bn
li.
Ngi phn phi l nhng ngi mua hng t nhng ni sn xut bn li cho
ngi tiu dng mt ni khc.
Ngi tiu dng l ngi c nhu cu tiu dng mt loi hng ho, dch v nht
nh. H tm n th trng tho mn nhu cu tiu dng .
Mi c nhn, doanh nghip khi tham gia vo th trng c th l ngi bn, ngi mua,
trung gian ng vai tr phn phi hoc l ngi tiu dng. Nhng vai tr ny c th
hon i ph thuc vo c im v mc ch khi tham gia th trng.

Ti sao phi tham gia th trng?
Trc y, vic sn xut nng nghip mang tnh cht t cp t tc, nh l v manh
mn. Cc hot ng ny ch yu nhm cung cp nhng nhu cu tiu dng thit yu cho
bn thn ngi sn xut. Ngy nay, c trng ca nn sn xut hng ho khng ch i
hi vic p ng cc nhu cu c nhn m cn phi tnh ti vic p ng v lm tho
mn nhu cu ca ngi khc, nhu cu x hi. Ch c sn xut hng ho mi thc y
pht trin kinh t, nng cao thu thu nhp v i sng cho b con.
4
B con c th tham gia nhng loi th trng no?
C rt nhiu loi th trng khc nhau ph thuc vo cc tiu ch khc nhau. Tuy nhin
trong ti liu ny, xin gii thiu 2 loi th trng chnh:
Th trng bn l: l th trng c bit n rng ri v r rng nht, ngi mua
v ngi bn nhng vt phm phc v cho nhu cu tiu dng cui cng.
Th trng bn bun: L nhng th trng khng bn cho ngi s dng cui
cng, thay vo , ngi bn bun l "ngi trung gian" mua s lng hng ho
ln t ngi sn xut, sau phn phi thnh nhng lng nh hn cho ngi
bn l l nhng ngi giao dch trc tip vi ngi tiu dng cui cng.

Cn tm hiu nhng thng tin g khi tham gia th trng?
C rt nhiu loi thng tin th trng nh sn phm, ngi bn, ngi mua, i th
cnh tranhTrong , i vi sn phm hng ho, b con c th quan tm nhiu n
cc thng tin nh gi c, cht lng, mu m, chi ph sn xut, vn chuyn
Chi ph sn xut l s tin m b con phi chi mua cc yu t u vo cn thit
cho qu trnh sn xut. B con trng rau, qu mang ra bn ngoi th trng
phi b ra mt s tin nht nh mua ging, phn bn, thuc tr su, lm
ts tin chnh l chi ph sn xut.. Vic gim chi ph sn xut mc thp
nht s gip cho b con tng li nhun.
Khi b con l ngi sn xut, b con cn quan tm n cc thng tin th trng
nh nhu cu ca th trng, gi c v chi ph sn xut, bn sn phm cho ai?,
u?, Khi no? Cch thc vn chuyn sn phm i tiu th ra sao v.v.
Khi b con l ngi mua, b con nn quan n cc thng tin v gi c vt t nng
nghip, ging, k thut sn xut, cht lng v mu m sn phm

II. NHNG THNG TIN B CON CN BIT KHI THAM GIA TH TRNG
V CCH TM HIU THNG TIN TH TRNG

NHNG NI DUNG CHNH
Cc thng tin cn bit trn th trng: gi c, cung, cu
Cc ngun cung cp thng tin th trng: ca Nh nc, ca nh bun, ca bn
b, nhng ngi nng dn khc

Nhng thng tin b con cn bit khi tham gia th trng
Gi c l thng tin th trng quan trng nht
i vi b con nng dn khi bn sn phm nng sn, thng tin v gi bn l thng tin
quan trng nht. Thng thng, khi b con n v thu hoch mt loi sn phm no ,
thng li ti a phng s n rung thu mua. Thng li tr b con mt mc gi
nht nh. B con lm th no bit c mc gi l thp hay cao? Bo con cng
khng bit c mnh c b thng li p gi hay khng? S hiu bit v thng tin th
trng s gip b con c c hi bn sn phm ca mnh vi mc gi cao hn. Trc khi
quyt nh bn, b con hy tham kho gi bn ca hng xm, gi mua ca cc thng
li khc, hoc gi c hng ho v loi sn phm c ph bin trong bn tin th
5
trng trn tivi.
Bit c thng tin th trng t nhiu ngun khc nhau s gip cho b con c th
quyt nh gi bn mt cch hp l, quyt nh bn cho thng li hay mang hng i
bn ti ch thu c mt s tin ln nht.

Cc ngun cung cp thng tin th trng
Thng tin th trng ca Nh nc
Thng tin th trng do cc c quan nh nc cung cp thng c ph bin trong cc
bn tin th trng trn truyn hnh. u im ca cc bn tin ny thng l hot ng
c lp v c nhng phn tch th trng su sc, bi bn qua nhiu nm. Tuy nhin,
thng tin gi c ca nhng bn tin dng ny thng chung chung, v khng ph hp
cho tng a phng c th, cho mt loi sn phm c th nn thng ch dng b
con tham kho, nhn bit xu hng tng gim ca gi c th trng.
Cc bn tin th trng c th chuyn n ngi ngi s dng bng nhiu cch khc
nhau. i pht thanh v tivi l nhng phng tin truyn ti thng tin th trng nhanh
chng, gip cho b con c th cp nht cc thng tin gi c th trng. Ngoi ra, cc c
quan bo ch trung ng v a phng cng l nhng ngun thng tin kh quan trng.

Thng li
Thng li thng l nhng ngi thu mua sn phm trc tip ca b con. Khi nng
dn trc tip mang sn phm ca mnh ti cc thnh ph ln tiu th hay bn cho cc
t thng th , h cng thu thp c cc thng tin lin quan n th trng, l
nhng thng tin mi nht h nhn c. Mt s b con nng dn c th s dng in
thoi tm hiu gi c trc khi mang nng sn ra ch bn. a s nhng ngi nng
dn c th tm kim thng tin ti ch (ch yu l gi c) trc khi bn bng cch hi
nhng ngi nng dn khc, tuy nhin nhng thng tin ny cng khng thc s ng
tin cy.
Thng tin gi c do cc thng li a phng cung cp chc chn s cp nht hn so
vi nhng thng tin tng t c cung cp bi cc dch v thng tin th trng khng
ch bi cc t thng thng xuyn n ch tm kim cc thng tin th trng cho
chnh h, m h cn bit c cc tin tc v th trng thng qua nhng t thng
khc. Nhng t thng ny kt ni thng tin th trng trc tip hoc thng qua in
thoi.
Tt nhin, mc ch ca t thng khi tham gia th trng l li nhun. Li nhun ca
h s cng ln nu nh h mua c sn phm vi gi r v bn c gi cao sau khi
tr i chi ph th trng. Nhng t thng ny s c gng tho thun vi ngi nng
dn mua c sn phm vi gi thp hn thc t. Khi thng tin th trng r rng v
c ph bin rng ri, t thng s chp nhn mc gi chung ca th trng m kh
c th p gi i vi nng dn. Nh vy, nu nh b con nng dn khng nm bt c
thng tin th trng, h s l ngi yu th trong vic tho thun bn sn phm.

Nhng ngi nng dn khc
6
Nhng nng dn khc chnh l nhng ngun thng tin th trng quan trng, c bit ti
cc a phng. Nhng thng tin ny c mt s c im nh:
Nhng ngi nng dn c th nh c tng s tin m h nhn c nhng h
khng nh c chnh xc khi lg hng ho m h bn, v l m h
khng th cung cp chnh xc gi c bn.
Nhng ngi nng dn cng c th ni tng gi bn sn phm ca h v h mun
nhng ngi nng dn khc ngh rng h bn c gi tt hoc ngh rng sn
phm ca h c cht lng tt nn bn c gi cao.

III. S THAY I CA GI C V TC NG CA N N THU NHP
V I SNG CA B CON

NHNG NI DUNG CHNH
V sao gi c thay i?
S dao ng ca gi c tm thi
S thay i gi c lu di

V sao gi c thay i?
Gi c thay i khi cung v cu ca th trng thay i. Nhng nguyn nhn chnh
khin cho gi c dao ng ln xung ti tng thi im nht nh ph thuc vo:
S lng hng ho c bn trong ngy v khi lng bn ra trong vi ngy gn
y
S tng gim ca nhu cu th trng i vi mt hng ti thi im
Cnh tranh

Khi lng tiu dng
Theo l thng thng, gi c bn bun lin h cht ch vi khi lng hng ho c
cung cp trong ngy. Nu mua bun 1000 Kg cam vo ngy th 2 vi gi 100.000 Kg
th chng ta cng c th d on rng mua 1000 Kg cam vo ngy th 3 cng vi mc
gi tng t. Tuy nhin, trng hp ny khng din ra lin tc.
V d: C th khng c mt khi lng cam c trao i vo ngy cui cng ca tun
trc. iu ny s to ra mt s thiu ht v lng cam cung cp cho th trng vo
ngy th 2, khin cho gi cam tng ln. n ngy th 3, lng cung th trng
p ng v tr v mc bnh thng khin cho gi c li gim xung.
Nng dn trong mt vng c th cung cp mt sn phm cho th trng a phng, lc
gi c tng cao. Tuy nhin, nhng ngi nng dn cc khu vc khc cng c th
mang sn phm cng chng loi n th trng bn, lc gi c gim do cnh
tranh.
V d: vi thiu ti Thanh H, Hi Dng l sn phm c sn, cung cp cho th trng
H Ni, ngi nng dn trng vi bn rt c gi. Khi Lc Ngn, Bc Giang cng
trng vi thiu vi khi lng ln cung cp cho th trng H Ni khin cho gi vi
thiu gim nhanh chng.
7
S tng gim ca nhu cu th trng
Nu t thng d on ngun cung cp cam s tng trong mt vi ngy ti, h s tr
gi thp hn khi mua vo. Theo gi th trng, 1000 Kg cam c th bn c gi l
100.000 NG vo ngy th 2, nhng n th 4, gi mua cam gim xung ch cn
75.000 NG v nhu cu tiu dng gim xung. Nhng loi nng sn c th lu kho,
bo qun c th mc gi s n nh hn do t ph thuc vo cung v cu th trng.

Cnh tranh
Nu ch c cam c bn trn th trng th s c gi. Tuy nhin, s c nhiu loi
hoa qu khc cng tham gia th trng v th ngi bn le v khch hng c thm s la
chn gia cam, xoi hoc da... Nh vy, mc d khi lng cam a ra th trng
tiu th vn khng i nhng gi vn gim v nhu cu mua cam b chia s cho cc nhu
cu v nhng loi hoa qu khc.

S thay i gi c lu di
Nhng nhn t chnh khin cho gi c cc sn phm nng sn thay i trong mt thi
gian di bao gm:
Ngun cung
Nhu cu th trng
Thi im trong nm
Ngun cung
Trong khi khi lng hng ho tham gia th trng trong mt ngy quyt nh s thay
i gi c ti thi im th ngun cung c tc ng mnh n s thay i gi c hng
ho trong thi gian di. Nhng hng ho khng th lu kho lu hoc khng ph hp
lu kho th yu t chnh tc ng n gi l ma v thu hoch.
V d nh khi thu hoch c chua, gi c s b dao ng mnh ti thi im thu hoch
i tr. i vi cc mt hng nng sn chnh nh la go, ng v nng sn c th lu
kho khc nh khoai ty, hnh... gi th trng ph thuc nhiu vo nhu cu hn l tnh
cht ma v ca sn phm.
Ngun cung sn phm ph thuc vo din tch gieo trng, thi tit, gi c v kh nng
p ng cc yu t ca sn xut nh ging, vn, vt t nng nghip.
Nhu cu th trng
Nhu cu th trng ph thuc nhiu vo gi c. Nu gi c hng ho tng cao, thng
li s hn ch tiu dng, c bit l i vi mt hng ho qu khng cn thit phi mua
hng ngy. Nhng i vi cc mt hng nng sn khc nh go, ng hay rau c qu kh
m c th ct gim nhu cu tiu dng. Khi gi c tng, chng ta ch c th ct gim nhu
cu mt mc khng ng k hoc tiu dng mt hng c cht lng km hn
gim thiu chi ph.
Nu gi c hng ho gim, ngi mua s tng lng tiu dng, la chn hng ho c
cht lng tt. Song mi ngi ch c th n mt lng go hay ng nht nh, v
ngi tiu dng la chn nhng hng ho c cht lng tt, h tiu dng cho nhng
mt hng nh rau qu, thc phm hn mc bnh thng.
Thi im trong nm
8
Gi c c th thay i qua ti mi thi im thu hoch. Nu mt mt hng nng sn cho
thu hoch vo thng T, thng Nm, th rt c th thng 11 hoc 12 gi c ca n s
tng ln. Trong thng T, b con cng c th la chn thu hoch nng sn vo thi
im u thng hay cui thng c c gi bn tt nht.
Nh vy, s dng cc thng tin th trng gip cho b con bit c xu hng gi c
dao ng ca ma v qua cc nm, t c th a ra quyt nh i vi vic thu
hoch v bn sn phm c gi tt nht.


IV. CCH TNH TON CHI PH TIU TH SN PHM V XC NH GI
BN SN PHM
NHNG NI DUNG CHNH
Cc loi chi ph tiu th
Tnh ton chi ph tiu th sn phm
Xc nh gi bn sn phm

Cc loi chi ph tiu th
C s khc nhau ln gia gi mua vo v bn ra ca thng li. iu ny c gii
thch bng chi ph tiu th sn phm, n bao gm mt s loi chi ph c bn sau y:
Khu lm sch v ng
gi
Bc d
Vn chuyn
Hao ht
Lu kho, bo qun
Ch bin
Vn
Th lao, hoa hng v cc khon ph
khng chnh thc
Li nhun

Khu lm sch v ng gi
Sau khi nh bun mua li sn phm t ngi nng dn, h thng lm sch v phn
loi chng, sau ng gi ph hp vi vic vn chuyn i xa v em bn ti th
trng bn bun hoc th trng khc. Khu ny bao gm mt vi chi ph nh chi ph
nhn cng v chi ph ng gi. Mt s nh bun s hu xng ng gi ring v phi
tnh n c chi ph cho n.
Bc d
Trong tt c cc khu ca qu trnh bn sn phm u cn phi thc hin cc cng vic
n gin nh ng gi, tho d bao b, khun vc, d hng Chi ph cho mi cng
vic ring l ch chim t l nh nhng tng cng li th chi ph cng l con s ng k.
Vn chuyn
Chi ph vn chuyn ph thuc ch yu vo khong cch gia ngi nng dn v th
trng ng thi cn ph thuc vo cht lng ng x. Nhng ngi nng dn sng
gn ng cao tc s phi b ra chi ph thp hn cho vic vn chuyn so vi nhng
ngi sng cui nhng con ng him tr, kh khn m xe ti khng th qua c.
Chi ph vn chuyn c th tnh ton d dng v ngi nng dn tr mt mc gi nht
nh cho mi kg sn phm cho ngi vn chuyn. Khi chi ph c tnh trn mi xe
9
container th vic tnh ton s phc tp hn do t l cha ca mi container l khc
nhau. Chi ph s cn kh tnh ton hn na nu nh bun thu xe ti v vn chuyn qua
nhiu ma v hay h s dng phng tin vn chuyn ring. Khi m chi ph vn chuyn
khng th tnh ton trc tip th tt nht nn s dng t l trn mi kg sn phm do
ngi vn chuyn a ra.
Hao ht
Vic hao ht sn phm l chuyn ph bin thm ch khng ai vt i nhng khi lng
sn phm vn c th b hao ht do vic lu kho hay vn chuyn (Vd nh b mt nc
ho). Do mi kg sn phm bn l khng gi nguyn nh 1 kg lc ngi nng dn
bn ra. i khi t l hao ht l rt ln, c bit l vi nhng loi rau v hoa qu d ho.
S hao ht c th ln mc cao nht trong nhng v ma chnh khi sn phm qu d
tha nn b vt b bt m khng bn c. S hao ht ny khng c tnh vo chi ph
th trng v n s c phn nh thng qua gi trn th trng. Tuy vy, ngi nng
dn vn cn phi tnh lng hao ht khi c lng mc gi d kin ca sn phm bn
trn th trng.
Lu kho, bo qun
y l khon chi ph rt quan trng khi nh bun cn phi lu kho sn phm trong qu
trnh a t tay ngi nng dn ti th trng.
Ch bin
Khi ngi nng dn bn sn phm cho nhng ngi ch bin nng sn hay cho cc nh
bun bn li cho cc nh ch bin th kh c th lin h gia mc gi ca thnh
phm vi gi bn nguyn liu ti (th). Cc loi lng thc nh go v ng cn phi
c xay st v khi tnh ton chi ph th trng cn xem xt yu t ny cng nh gi tr
ca cc ph phm. Nhng ngi nng dn khng nn qu c gng tnh ra nhng chi ph
ny nhng thay vo cn nm c chi ph th trng gia nng tri ca h v nh
my v lin h gia nhng chi ph ny vi gi mua ca cc nh my.
Vn
hot ng, cc nh bun c th phi vay vn ca ngn hng. Li sut phi tr cho
khon vay ny chnh l chi ph vn. Nu nh cc nh bun s dng tin ca h th cng
khng th ni l khng mt chi ph v h khng th gi tin vo ngn hng hng
li sut m s dng cho vic bun bn. Chi ph i vi nhng ngi s dng qu ring
kinh doanh chnh l khon li sut m h khng c hng.
Th lao, hoa hng v cc khon ph khng chnh thc
Nhng khon chi ph c nu trn l nhng chi ph chnh m nhng ngi sn xut
nng sn phi i mt. Nhng cn nhng khon chi ph khc v d nh l ph ch, chi
ph cn sn phm, ti mt s a phng h cn phi t lt trn nhng tuyn ng
dn ti th trng.
Li nhun
Cc nh bun khng n thun b ra thi gian v vn ling em cc dch v ti cho
nhng ngi nng dn, h lm iu v li nhun nht nh.

Tnh ton chi ph tiu th sn phm
Nhng nh bun mua sn phm t ngi nng dn v em bn ra th trng bn bun.
10
Gi s nh bun mua c chua t ngi nng dn vi gi 2.000 NG/Kg. H ng
gi trong cc hp g c th s dng li c, mi hp cha 10 kg v em ra th
trng bn bun bn cho nhng ngi bn l vi mc gi trung bnh 3.000
NG/Kg. T l hao ht l 10%, do thc t h ch bn c 0.9 Kg.
Li nhun ca nh bun c tnh nh sau:
- Gi mua c chua t nng dn (1kg x 2.000 NG)
- ng gi (200 NG hp 10 kg)
- Chi ph nhn cng cho bc d: 100 NG
- Vn chuyn ti th trng bn bun (300
NG/hp 10 kg)
- Ph vn chuyn vi nhng qung ng kh i
- Ph ch
- Ph cho cc t chc th trng
1.800
200
100
300
100
50
50
Tng chi ph 2.600
Khi lng bn (0.9 kg x 3.000 NG)
Li nhun ca thng li
2.700
100

Xc nh gi bn sn phm: Li v l
Ga bn sn phm > Chi ph sn xut sn phm: Li
Ga bn sn phm < Chi ph sn xut sn phm: L
Ga bn sn phm = Chi ph sn xut sn phm: Ho vn

V. S DNG THNG TIN TH TRNG LM G

NHNG NI DUNG CHNH
xc nh gi bn sn phm ti thiu (thp nht)
So snh gi bn sn phm ca mnh vi gi c sn phm cng loi trn th
trng
bn c sn phm c gi cao hn, quyt nh ni bn hoc d tr ch gi
cao
Nm bt xu hng bin ng gi, ra quyt nh sn xut, kinh doanh

D tnh c gi sn
Nng dn khng c iu kin bn sn phm ca mnh trc tip cho cc nh bn l hoc
ngi tiu dng, h thng bn cho nhng thng li n tn rung thu mua. Do vy,
cn phi bit rng, trc ht nhng sn phm m h sn xut phi c th trng chp
nhn. Th hai l mt phn chi ph tham gia th trng ca h c nhng t thng
gnh . Thng th ngi nng dn t nhn thy c nhng chi ph . Tuy nhin,
mt iu chc chn rng, gi c ln xung, bin ng rt nhanh chng.
V d: mt phn gi c chnh l chi ph v chuyn. Tuy nhin, chi ph ny cng khc
nhau ph thuc vo nhiu yu t khc nh vng min, gi nhin liu... Hoc nh nu
vn chuyn mt lng hng ho khng trng ti ca xe n ch th chi ph s cao
hn so vi vn chuyn mt xe y.
11
Th ba, khi sn phm ch thu hoch trong thi gian ngn v gi c th trng tng cao
th tt nhin, chi ph tham gia th trng cng tng theo. Nu nh khng nm c cc
thng tin th trng, chc chn rng ngi nng dn s b yu th trong qu trnh
thng lng mc gi vi t thng.

Gim thiu c ri ro khi tham gia vo th trng
B con nng dn rt d gp phi nhng ri ro, nht l thin tai khin cho ma mng tht
bt, gi nng sn thp Khi bn sn phm ra th trng cng khng b chi ph sn
xut do phi mt cc chi ph vn chuyn, lu kho, cc khon l ph
V d: Chi ph ngi nng dn to ra 100 kg ng ht l 300.000 ng, trong , chi
ph tham gia th trng l 150.000 ng cho 150 kg. Nh vy, tng chi ph b ra
ngi nng dn sn xut v tiu th 100 kg ng ht l 450.000 ng.
Nu gi th trng l 600.000 ng cho 100 kg ng ht th ngi nng dn c th
thu hi c c chi ph sn xut v chi ph th trng cng nh li nhun. V
iu chc chn khin cho h quyt nh a sn phm ca mnh tham gia vo
th trng.
Nu gi th trng ch c 300.000 ng cho 100 kg ng ht th ngi nng dn s
b thua l. Tuy nhin, h vn phi bn v h s thu c chi ph th trng v mt
phn chi ph sn xut.
Nu gi th trng ch cn 100.000 ng cho 100 kg ng ht, ngi nng dn c
th s khng em sn phm ra bn bi h s mt ton b s tin chi ph cho
sn xut v mt phn chi ph tham gia th trng. Phn ln, trong trng hp ny,
nng dn khng a sn phm tham gia th trng ngay m gi li ch khi gi
c tng, trong qu trnh cht lng sn phm c th gim st do bo qun.
Nh vy, thng tin v gi c th trng v v cung th trng c th gip gim thiu ri
ro. Tt nhin, thng tin th trng tt n mc no cng khng th loi b hon ton
c ri ro v gi c nng sn lun dao ng, ln v xung theo ma v.

Kim tra gi m mnh nhn c vi mc gi sn phm cng loi trn th
trng
Nhng ngi nng dn bn s (bn bun) sn phm ca mnh, c th s dng thng tin
t nhng bn tin th trng kim tra xem mc gi m h ang nhn c c ph hp
vi gi ngoi th trng hay khng. Nu khng, h phi tm hiu l do ti sao v tm li
gii thch t nh bn s. Thc t c th c mt s thay i nht nh gia mc gi m
bn thn ngi nng dn nhn c vi gi thng bo ngoi th trng. Mc d sau vi
tun, s thay i nn c bnh n v ngi nng dn c th trng i c c mc
gi bng vi gi c bo co bi cc bn tin th trng. Khi ngi nng dn nhn
c mc gi thp hn mc thng bo gi ngoi th trng, cc nh mua s c th s
a ra mt s li gii thch. L do c th l nhng sn phm ca ngi nng dn thu
hoch mun nn phi bn vo bui ti, khi gi thp hn hoc c bn vo bui sng
th cng phi cnh tranh vi hng ho khc ti ngon hn. V hng lot nhng l do
khc lm cho sn phm ca h b tt gi. C th l cht lng sn phm khng tt hoc
ngi nng dn b ln cc sn phm c cht lng khc nhau vo cng mt ti, hay sn
12
phm b h hi trong qu trnh vn chuyn v ngi nng dn cn phi ci tin cht
lng sn phm hoc cch ng gi. V tt nhin, cng chnh l l do m cc nh
bun a ra p gi nng dn.
Vi nhng thng tin th trng tt, b con c th bit c mc gi m b con nhn
c l cao hay thp so vi mc gi chung ca th trng. Kim tra v i chiu gi c
c bit quan trng gip cho ngi nng dn quyt nh mc gi hp l khi bn sn
phm cho doanh nghip hoc bn cho ngi mua bun, bi v hu ht nhng ngi
nng dn khng th tnh ton c gi c, h b ph thuc vo cc doanh nghip, t
thng.
Kim tra v i chiu vi gi c th trng gip cho b con bit c vic tho thun
gi c vi ngi bun hp l hay cha? ng thi b con cng c th nh gi cht
lng sn phm ca b con vi nhng sn phm khc cng chng loi.

T mc c bn c sn phm gi cao hn
Kh nng thng lng cu nng dn vi cc thng li ph thuc ch yu vo s
lng cc thng li cnh tranh nhau trong khu vc ca h. Nu ch c mt thng li
duy nht s khng c c hi cho mt cuc thng lng cng bng. Nu c nhiu
thng li hn, c hi s nhiu hn, k c khi cc thng li u nm trong mt hi.

Quyt nh ni bn, bn cho ai
Th trng c vai tr quan trng gip cho b con nng dn c th bn sn phm ca
mnh mt cch thun tin v c li hn. S c mt vi la chn nh sau:
Bn trc tip cho ngi tiu dng: y l mt trong nhng hnh thc tiu th sn phm
ph bin nht, c bit i vi hng ho nng sn. Bn sn phm cho ngi tiu dng l
hnh thc m sn phm t tay ngi sn xut c trao i trc tip vi ngi s dng
cui cng, khng thng qua bt k mt khu trung gian no khc.
i vi hnh thc ny, ngi bn sn phm phi t tm n khch hng thng qua vic
a hng ho ra trao i trn th trng (ch). Gi bn sn phm thng thng cao hn
so vi vic bn cho thng li v gim bt c cc khu trung gian.
Vic bn sn phm trc tip cho ngi tiu dng khi ngi sn xut ch c mt lng
hng ho nh, khng n nh. Nu m rng quy m, tng lng sn xut hng ho th
phi xem xt chuyn sang hnh thc tiu th sn phm khc ph hp hn.
Bn cho ngi thu gom: Ngi thu gom hay cn gi l thng li nh, t thng l
nhng ngi gi vai tr trung gian trong quan h mua bn, tiu th sn phm ti a
phng. H c th trc tip tham gia sn xut loi hng ho h thu gom hoc ch b
vn lm cng vic thu gom cho ch doanh nghip hoc thng li nh. Nhng ngi
thu gom thng l ngi a phng, c thu ng ra mua sn phm cho mt u
mi khc ln hn hoc cho doanh nghip.
Nhng ngi thu gom ch ng n cc h sn xut thu mua hng, ngi sn xut
khng phi mang hng ho ra ch. Bn sn phm cho ngi thu gom gip cho h sn
xut tit kim c thi gian, chi ph mang hng ho ra ch. Gi bn hng ho cho
ngi thu gom thng thp hn so vi gi bn n tn tay ngi tiu dng. Trong nhiu
trng hp, khi gi c xung thp, ngi sn xut rt d b p gi. Hnh thc bn cho
13
ngi thu gom ph bin ti cc a phng c nhng sn phm c sn xut i tr.
Bn cho ngi sn xut, ch bin: Ngi sn xut, ch bin thng l cc doanh
nghip, cc hp tc x. Sn phm hng ho em bn tr thnh nguyn liu cho cc hot
ng ch bin, sn xut, sau c tung ra th trng tiu th.
Nng dn sn xut thng t khi bn sn phm cho ngi sn xut, ch bin v khi
lng hng ho nh. Do vy h phi bn cho ngi s dng sn phm th (cha qua
ch bin, sn xut) hoc bn cho ngi thu gom. Vic bn sn phm trc tip cho ngi
ch bin, sn xut thng ph bin nhng vng c quy hoch thnh vng nguyn
liu cho mt nh my sn xut no .
Bn cho nc ngoi (xut khu): i tng bn hng l ngi tiu dng hoc doanh
nghip nc ngoi. Vic xut khu hng ho i hi nhng yu cu nghim ngt v s
lng, chng loi, mu m, cht lng sn phm,... v vic ph hp vi cc quy nh
ca i tc. Vic xut khu hng ho thng ch yu l nng sn thng c thc
hin thng qua doanh nghip hoc hp tc x.

Quyt nh bn hay d tr sn phm?
n v thu hoch, ngi nng dn thng c rt t cc la chn i vi vic bn sn
phm. H ch c th xc tin ngay hoc tr hon vic thu hoch trong t ngy, nhng v
c bn cc sn phm ny cn phi c bn ngay khi thu hoch. i vi cc sn phm
nng sn nh ng, la go, hnh, khoai ty... c th lu kho bo qun cho khi gi
c tng cao.
Trong thc t, gi c nng sn ph thuc nhiu vo sn lng thu hoch. Nu nhc
ma, gi c c th khng tng. Do vy, vic bo qun trong kho nm ny qua nm khc
cng c th khng em li li nhun cho b con.

Lu kho sn phm ch gi cao hn
Trong khi cc sn phm tri ma ch yu ch p dng cho nhng loi nng sn d h
hng th vic lu kho c p dng cho nhng loi cy trng kh b h hi hn nh
thc la, ng v khoai ty cng nh hnh v ti. Thng tin th trng c th tr gip
ngi nng dn trong vic quyt nh lu kho hay khng trong nhng nm nht nh.
N cng c th gip ngi nng dn quyt nh c nn u t xy dng nh kho hay
khng. Lu kho ti nhng kho khng ph hp s dn ti nhng h qu xu, lm nh
hng ti cht lng v hao ht sn phm. Thng qua s bin ng gi theo ma ca
mt vi nm gn y c th a ra d on v mc gi sn phm. Tuy nhin quyt nh
cui cng cn phi da trn kin thc v vic thu hoch sn phm. Vi nhng v ma
bi thu th vic lu kho c th khng em li li nhun cao hn. Ngoi ra, ngi nng
dn bn sn phm ngay sau thu hoch c th thu tin v gi ngn hng v hng li
sut. Khi lu kho cn phi tnh ton nu nh li nhun t lu kho cao hn li sut gi
tin vo ngn hng.

Quyt nh trng hay khng i vi mt loi cy trng
Nu mt loi cy trng c th lm gia tng thu nhp, ngi nng dn s c gng
trng chng. Trong nhiu trng hp, nhng chnh sch ca chnh ph khuyn khch a
14
dng ho cy trng, nhiu loi cy trng mi c a vo sn xut.
Trong nhiu trng hp khc, ngi nng dn cng bit tnh ton v tn dng cc nhu
cu ca th trng la chn loi cy trng mang li gi tr kinh t cao.
Trong khi rt nhiu nng dn c th s dng nhng thng tin th trng m phn
vi cc nh bun th ch mt s t nng dn c th lm nhng tnh ton cn thit
quyt nh c nn trng nhng v ma khc khng hay vn trng nhng v ma nh c
nhng trong khong thi gian khc. Mt s tnh ton c th qu phc tp, thm ch l
i vi nhng ngi nng dn tt nht hay thng qua cc t chc dch v thng tin th
trng v cc c quan u ngnh.

VI. T CHC TIU TH SN PHM

NHNG NI DUNG CHNH
Ti sao phi t chc tiu th sn phm
B con nng dn nn t chc tiu th sn phm nh th no?

Ti sao phi t chc tiu th sn phm?
Nhiu b con nng dn khi sn xut c hng ho nng sn khng bit bn u?,
bn cho ai?, gi c th no? Nhn chung, b con thiu nhng thng tin cn thit v th
trng. Vic thiu nhng thng tin th trng nh vy khin cho thng li a phng
p gi, sn phm phi bn gi thp hoc b h hng do b con lu ch c gi. Sn
xut ca b con cn manh mn, khi lng hng ho nh l nn b con kh c th ch
ng c trong vic bn sn phm. Do vy, b con cn phi t chc tiu th sn phm.

B con nng dn nn t chc tiu th sn phm nh th no?
t chc tiu th sn phm c hiu qu, b con nng dn nn tp hp nhau li, hnh
thnh mt nhm sn xut, tiu th sn phm. Khi tp hp li, b con s c khi lng
hng ho ln, c th t mang i tiu th hoc bn li cho thng li. Ti cc a phng
c HTX tiu th sn phm hoc cc t nhm, b con nn tham gia. Cc t nhm, HTX
s gip cho b con c th thng lng gi i vi thng li hoc t xy dng k
hoch tiu th sn phm, hn ch vic b thng li p gi.

VII. CC HOT NG M RNG

Hng dn t chc m hnh tiu th sn phm ti a phng
Mc ch
- Hiu c cc kin thc hc v th trng, thng tin th trng, ngi mua, ngi
bn, cung v cu th trng..
- Hc vin tham gia kho hc xc nh c cc sn phm (c bit l nng - lm sn)
th mnh ca a phng.
- Thng qua trao i kinh nghim, gip cho hc vin bit cch t chc tiu th sn
phm mt cch hiu qu nht.
Chun b
15
- Dn mt s tm giy kh to v m hnh cc nhm i tng tham gia th trng (s
phn trn) ln tng (03 t), xung quanh lp hc. Trn mi tm giy vit tn cc
nhm theo s th t 1, 2, 3.
- Chia lp thnh 3 nhm vi s lng tng ng nhau. Cc nhm c pht bt d
vit. Mi nhm c ra mt nhm trng iu hnh nhm.
Hot ng
- Gio vin yu cu mi nhm tr li cu hi sau 10 pht tho lun. Ni dung cu hi
c a ra l:
- Xc nh tn mt sn phm nng sn ca a phng hin ang c mua bn nhiu
nht
- Tr li cc cu hi sau bng cch in vo m hnh:
i vi ngi bn: Ai bn? Gi bn? Bn u? Bn cho ai?
i vi ngi mua: Ai mua? Gi mua? Mua u? Mua ca ai?
Phn phi sn phm ny nh th no?
Ngi tiu dng sn phm cui cng l ai? Gi tiu dng?
- Sau 10 pht tho lun, i din nhm bo co kt qu thng qua vic tr li cc cu
hi nu ra
- Gio vin gi tho lun cc vn lin quan nhm pht hin nhng im hn ch
trong vic tiu th sn phm ti a phng v gi cc gii php.

T chc tham quan, hc tp m hnh tiu th sn phm

Xc nh
mc ch
tham quan
Nhm gip hc vin hiu c nhng kin thc c bn lin quan
n tiu th sn phm mt cch trc quan
Hc hi, trao i kinh nghim sn xut, tiu th sn phm gia
cc a phng



Lp
cng cc
vn cn
tm hiu khi
i tham
quan

S cn thit ca vic lp cng
Vic lp cng cc vn cn tm hiu khi i tham quan c
ngha rt quan trng. Trc ht nhm xc nh trng tm cc vn
cn tm hiu, trnh vic tm hiu nhng thn tin khng cn thit,
ng thi tn dng ti a hiu qu thi gian rt ngn ca chuyn
tham quan hc hi, trao i kinh nghim.
Yu cu i vi vic xy dng cng khi i tham quan
Vic xy dng cng phi da vo ni dung, di ca t
tham quan
cng c xy dng phi ph hp vi mc ch ca c nhn
hoc t chc khi tham quan
cng ch l nhng chnh, c gch u dng d nh,
d theo di
Cn xc nh trc nhng i tng c th cung cp c thng
tin ngi tham quan cn.


Khi t chc tham quan hc tp m hnh tiu th sn phm, c rt
nhiu cc ni dung khc nhau. Do vy, vic chia nhm tham quan
16
Thit k cc
nhm tham
quan
s trnh b st ni dung cn tm hiu ng thi to iu kin cho
mi nhm tham quan tm hiu su v mt ni dung c phn
cng.
S lng cc nhm tham quan nhiu hay it ph thuc vo 2 yu
t: khi lng kin thc cn hc tp v s lng ngi trong
on tham quan.
Mt nhm tham quan tt nht ch nn c t 5-6 ngi, mt on
tham quan ch nn chia thnh 3-4 nhm.
Mi nhm c th ph trch mt hay nhiu ni dung cn tm hiu.




Thc hnh
t chc
tham quan:
hi p v
ghi chp
Chun b
Giy kh ln, s tay ghi chp, bt d
Yu cu thc hnh
Ni dung gn vi m hnh tiu th mt loi nng sn th mnh
ca a phng
Hi p gn vi cc i tng ngi trng/bn, ngi mua (i
l nh, thu gom), ngi ch bin sn xut (doanh nghip, HTX),
ngi phn phi (i l ln, HTX, doanh nghip)
Cc bc thc hin
Chia lp hc thnh hai nhm, Nhm 1: i tham quan v Nhm 2:
c tham quan
Hng dn cc nhm chia t, chun b cng cc vn cn
tm hiu (i vi nhm i tham quan) v phn chia Nhm 2 thnh
cc i tng cn thit (mua, bn, sn xut, phn phi, tiu dng)
tr li
Ni dung tr li gn vi mt mt hng nng sn th mnh ti a
phng v c Nhm 1 ghi chp trong s tay
Sau khi hi p, Nhm 1 tng hp kt qu tham quan kho st v
bo co


Thc hnh
tng hp
thng tin v
bo co
thng tin
thu thp t
chuyn
tham quan
Gio vin hng dn Nhm 1 bo co kt qu tham quan theo
trnh t logic t sn xut, thng mi n tiu dng.
Gio vin a ra nhn xt, nh gi v 2 nhm trn cc yu t:
- Ni dung
- Cht lng cu hi
- Cu tr li
- Vic ghi chp
- Tin hnh bo co
- Tho lun v rt kinh nghim

17
TI LIU THAM KHO

1. Market Information, FAO
2. Lp tp hun nng dn v nhm nng dn trong chng trnh h tr ngy nng
nghip, B NN&PTNT
3. Bo co Chin lc truyn thng trong chng trnh 135 giai on II, d n
VIE/02/001, UBDT