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",[221],{"metadata":222,"sys":225,"fields":232},{"tags":223,"concepts":224},[],[],{"space":226,"id":16,"type":17,"createdAt":18,"updatedAt":19,"environment":228,"publishedVersion":24,"revision":25,"contentType":230,"locale":29},{"sys":227},{"type":13,"linkType":14,"id":15},{"sys":229},{"id":22,"type":13,"linkType":23},{"sys":231},{"type":13,"linkType":28,"id":8},{"contentfulName":31,"modelCategoryName":32,"slug":33,"contentTypeSlug":233,"mainTitle":234,"subtitle":57,"ctaButton":58},[35],{"nodeType":37,"data":235,"content":236},{},[237,243],{"nodeType":41,"data":238,"content":239},{},[240],{"nodeType":45,"value":46,"marks":241,"data":242},[],{},{"nodeType":50,"data":244,"content":245},{},[246],{"nodeType":45,"value":54,"marks":247,"data":248},[],{},"Aujourd’hui, rendez-vous avec Yohann Paulin, le cofondateur de Work With Island, pour évoquer l’optimisation du BFR pour les entreprises e-commerce. 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Il n’est cependant pas toujours simple d’appréhender un sujet dans sa globalité en peu de temps, avant de décider de s’y lancer ou non. Par où débuter ? Quelles sont les bonnes pratiques et les points d’attention ? Que font les autres entreprises ? ",{"data":283,"marks":284,"value":287,"nodeType":45},{},[285],{"type":286},"bold","Dans cette rubrique, découvrez, deux fois par mois, le retour d’expérience d’une entreprise sur l’un de ces sujets de gestion pour vous aider à prendre les bonnes décisions",{"data":289,"marks":290,"value":291,"nodeType":45},{},[],". ",{"data":293,"content":294,"nodeType":50},{},[295,299,310,314,323],{"data":296,"marks":297,"value":298,"nodeType":45},{},[],"Aujourd’hui, rendez-vous avec ",{"data":300,"content":302,"nodeType":309},{"uri":301},"https://fr.linkedin.com/in/yohann-paulin",[303],{"data":304,"marks":305,"value":308,"nodeType":45},{},[306],{"type":307},"underline","Yohann Paulin","hyperlink",{"data":311,"marks":312,"value":313,"nodeType":45},{},[],", le cofondateur de ",{"data":315,"content":317,"nodeType":309},{"uri":316},"https://workwithisland.com/",[318],{"data":319,"marks":320,"value":322,"nodeType":45},{},[321],{"type":307},"Work With Island",{"data":324,"marks":325,"value":326,"nodeType":45},{},[],", pour évoquer l’optimisation du BFR pour les entreprises e-commerce. ",{"data":328,"content":329,"nodeType":334},{},[330],{"data":331,"marks":332,"value":333,"nodeType":45},{},[],"Stocks, créances, dettes : des enjeux multiples sur le BFR","heading-2",{"data":336,"content":337,"nodeType":342},{},[338],{"data":339,"marks":340,"value":341,"nodeType":45},{},[],"Le contexte de l’entreprise","heading-3",{"data":344,"content":345,"nodeType":50},{},[346,350,356],{"data":347,"marks":348,"value":349,"nodeType":45},{},[],"Avant de nous plonger dans le retour d’expérience de Yohann, quelques éléments de contexte sur l’entreprise. Work With Island fabrique des ",{"data":351,"marks":352,"value":355,"nodeType":45},{},[353],{"type":354},"italic","phone box",{"data":357,"marks":358,"value":359,"nodeType":45},{},[],", qui sont de véritables mini salles de réunion en kit. Elles existent en deux versions : solo et duo. Installable en 30 minutes, le produit va suivre l’entreprise dans ses déménagements et l’évolution de ses bureaux. Le tout est fabriqué en France, à partir de produits éco-responsables. ",{"data":361,"content":362,"nodeType":50},{},[363],{"data":364,"marks":365,"value":366,"nodeType":45},{},[],"Un élément important à noter : la valeur des produits proposés par l’entreprise. La version solo coûte 4 000 € HT, la duo, 8 000 € HT. Le panier moyen est de 14 000 € HT. Les clients de Work With Island sont principalement des PME. ",{"data":368,"content":369,"nodeType":342},{},[370],{"data":371,"marks":372,"value":373,"nodeType":45},{},[],"Les trois enjeux sur le BFR de l’entreprise ",{"data":375,"content":376,"nodeType":385},{},[377],{"data":378,"content":379,"nodeType":50},{},[380],{"data":381,"marks":382,"value":384,"nodeType":45},{},[383],{"type":354},"« Le BFR est constitué des stocks, des créances et des dettes. Chez Work With Island, nous avons un enjeu sur chacun de ces composants. »","blockquote",{"data":387,"content":388,"nodeType":452},{},[389,405,429],{"data":390,"content":391,"nodeType":404},{},[392],{"data":393,"content":394,"nodeType":50},{},[395,400],{"data":396,"marks":397,"value":399,"nodeType":45},{},[398],{"type":286},"Stocks",{"data":401,"marks":402,"value":403,"nodeType":45},{},[]," : Work With Island ne propose pas de fabrication à la commande, le produit est standardisé. C’est ce qui leur permet de fabriquer en France. La livraison est garantie entre 5 et 10 jours. La solution pour répondre à cette promesse ? Avoir du stock. Stock qui a un coût, inévitablement. Il y a donc un gros enjeu sur le pilotage du stock, pour gérer au mieux l’argent immobilisé en entrepôt. ","list-item",{"data":406,"content":407,"nodeType":404},{},[408],{"data":409,"content":410,"nodeType":50},{},[411,416,420,425],{"data":412,"marks":413,"value":415,"nodeType":45},{},[414],{"type":286},"Créances ",{"data":417,"marks":418,"value":419,"nodeType":45},{},[],": le ",{"data":421,"marks":422,"value":424,"nodeType":45},{},[423],{"type":354},"business model ",{"data":426,"marks":427,"value":428,"nodeType":45},{},[],"de l’entreprise fait que beaucoup de clients payent dès la commande. C’est la contrepartie du temps de livraison très court. Cependant, suite au COVID, l’entreprise travaille avec de nouvelles typologies de clients : des (très) grands groupes — et cabinets d’architecte qui les accompagnent. Ces clients ne payent pas immédiatement, il y a donc un gros enjeu sur la gestion des créances clients. ",{"data":430,"content":431,"nodeType":404},{},[432],{"data":433,"content":434,"nodeType":50},{},[435,440,444,448],{"data":436,"marks":437,"value":439,"nodeType":45},{},[438],{"type":286},"Dettes",{"data":441,"marks":442,"value":443,"nodeType":45},{},[]," : l’entreprise a deux fournisseurs, l’un pour les ",{"data":445,"marks":446,"value":355,"nodeType":45},{},[447],{"type":354},{"data":449,"marks":450,"value":451,"nodeType":45},{},[],", l’autre pour les sièges. Il y a un enjeu fort sur les délais de paiement auprès de ces deux fournisseurs — notamment pour les allonger au maximum.","unordered-list",{"data":454,"content":455,"nodeType":385},{},[456],{"data":457,"content":458,"nodeType":50},{},[459],{"data":460,"marks":461,"value":463,"nodeType":45},{},[462],{"type":354},"« Historiquement, nous avions un BFR négatif, ce qui est très confortable. Désormais, nous sommes passés à un BFR positif, ce qui apporte plus d’enjeux et implique un suivi plus minutieux. »",{"data":465,"content":466,"nodeType":334},{},[467],{"data":468,"marks":469,"value":470,"nodeType":45},{},[],"Suivre la trésorerie de près pour anticiper",{"data":472,"content":473,"nodeType":50},{},[474],{"data":475,"marks":476,"value":477,"nodeType":45},{},[],"Yohann insiste sur deux points plus complexes à gérer : les stocks, ainsi que les créances clients. ",{"data":479,"content":480,"nodeType":342},{},[481],{"data":482,"marks":483,"value":484,"nodeType":45},{},[],"Gestion des stocks : estimer le volume de production mensuel",{"data":486,"content":487,"nodeType":50},{},[488,492,496],{"data":489,"marks":490,"value":491,"nodeType":45},{},[],"Yohann et son équipe doivent commander les ",{"data":493,"marks":494,"value":355,"nodeType":45},{},[495],{"type":354},{"data":497,"marks":498,"value":499,"nodeType":45},{},[]," avec 4 mois d’avance. Il faut donc être en mesure de faire un prévisionnel de ventes assez précis.",{"data":501,"content":502,"nodeType":385},{},[503],{"data":504,"content":505,"nodeType":50},{},[506],{"data":507,"marks":508,"value":510,"nodeType":45},{},[509],{"type":354},"« J’ai en stock ce que j’ai commandé 4 mois avant. Je dois donc piloter au mieux les produits dont on va avoir besoin. »",{"data":512,"content":513,"nodeType":50},{},[514],{"data":515,"marks":516,"value":517,"nodeType":45},{},[],"La bonne nouvelle pour Yohann ? Ce sont leurs produits standardisés. Pas besoin de gérer 1 000 références dans leurs entrepôts. ",{"data":519,"content":520,"nodeType":385},{},[521],{"data":522,"content":523,"nodeType":50},{},[524],{"data":525,"marks":526,"value":528,"nodeType":45},{},[527],{"type":354},"« 95% de notre stock est constitué de produits standards. Notre but est de faire commander ces produits-là en priorité. Il est toujours possible d’accessoiriser en dernière minute. »",{"data":530,"content":531,"nodeType":50},{},[532],{"data":533,"marks":534,"value":535,"nodeType":45},{},[],"Attention cependant à ce que l’encours en stock ne soit pas trop diminué : l’entreprise n’est dans ce cas pas en mesure de livrer aussi rapidement. C’est un vrai enjeu commercial. ",{"data":537,"content":538,"nodeType":50},{},[539,543,548],{"data":540,"marks":541,"value":542,"nodeType":45},{},[],"Le pilotage du stock représente un travail à temps (presque) plein. C’est le rôle de leur ",{"data":544,"marks":545,"value":547,"nodeType":45},{},[546],{"type":354},"operation manager",{"data":549,"marks":550,"value":551,"nodeType":45},{},[],". Il commande uniquement ce dont ils ont besoin - ce qui est toujours difficile à mesurer.",{"data":553,"content":554,"nodeType":385},{},[555],{"data":556,"content":557,"nodeType":50},{},[558],{"data":559,"marks":560,"value":562,"nodeType":45},{},[561],{"type":354},"« Cela nous arrive régulièrement d’avoir de très gros écarts. Nous pouvons avoir 250 000 € de marchandises en stock un mois puis 150 000 € le mois suivant. La gestion du stock reste un élément compliqué. »",{"data":564,"content":565,"nodeType":342},{},[566],{"data":567,"marks":568,"value":569,"nodeType":45},{},[],"Créances clients : analyser et automatiser ",{"data":571,"content":572,"nodeType":385},{},[573],{"data":574,"content":575,"nodeType":50},{},[576],{"data":577,"marks":578,"value":580,"nodeType":45},{},[579],{"type":354},"« Notre ambition de lancement était de casser les codes. En faisant de la vente directe aux PME d’une part, en fabriquant un seul produit, que l’on fait très bien, d’autre part (à l’image de Tediber ou Emma pour les matelas par exemple). »",{"data":582,"content":583,"nodeType":50},{},[584],{"data":585,"marks":586,"value":587,"nodeType":45},{},[],"Comme les autres e-commerces, les clients de Work With Island commandent en ligne et payent sur le site, en carte bancaire ou par virement, directement à la commande. Aujourd’hui, la vente aux PME représente entre 50 et 60% des ventes globales de l’entreprise. ",{"data":589,"content":590,"nodeType":50},{},[591],{"data":592,"marks":593,"value":594,"nodeType":45},{},[],"Un modèle très vertueux, qui finance le BFR. Sauf que… le COVID-19 est apparu. Les salariés des PME ont déserté leurs bureaux pendant plusieurs mois. Résultat ? Le chiffre d’affaires de l’entreprise a chuté et est resté à 0 pendant quelques mois. C’est à ce moment-là que Yohann et son équipe ont commencé à travailler avec des cabinets d’architecte, qui agencent des lieux pour des espaces de coworking et de location de bureaux comme Morning, Deskeo, etc.",{"data":596,"content":597,"nodeType":50},{},[598],{"data":599,"marks":600,"value":601,"nodeType":45},{},[],"Depuis que ce nouveau modèle a été mis en place, il a fallu adapter le suivi de trésorerie : ",{"data":603,"content":604,"nodeType":452},{},[605,615,625],{"data":606,"content":607,"nodeType":404},{},[608],{"data":609,"content":610,"nodeType":50},{},[611],{"data":612,"marks":613,"value":614,"nodeType":45},{},[],"Une personne de l’entreprise est presque entièrement dédiée à un suivi fin de la trésorerie. Elle gère également les bons de commande, les factures, etc. ",{"data":616,"content":617,"nodeType":404},{},[618],{"data":619,"content":620,"nodeType":50},{},[621],{"data":622,"marks":623,"value":624,"nodeType":45},{},[],"Une attention particulière est portée sur le calcul des délais de paiement. Les sommes en jeu sont très importantes, il ne faut pas se louper dans son prévisionnel de trésorerie. ",{"data":626,"content":627,"nodeType":404},{},[628],{"data":629,"content":630,"nodeType":50},{},[631],{"data":632,"marks":633,"value":634,"nodeType":45},{},[],"Une à deux fois par semaine, l’équipe fait le rapprochement entre les factures, pour voir ce qui a été payé ou non… et relancer quand c’est nécessaire. Un gros travail est fait sur les créances qui ne sont pas réglées. ",{"data":636,"content":637,"nodeType":385},{},[638],{"data":639,"content":640,"nodeType":50},{},[641],{"data":642,"marks":643,"value":645,"nodeType":45},{},[644],{"type":354},"« Pour faciliter notre gestion de trésorerie, nous utilisons Pennylane. Notre outil de gestion des commandes (bons de commandes, factures, etc) est synchronisé avec notre outil comptable (Pennylane). Le rapprochement bancaire est simplifié, ce qui nous fait gagner du temps, et nous avons automatisé nos relances. »",{"data":647,"content":648,"nodeType":334},{},[649],{"data":650,"marks":651,"value":652,"nodeType":45},{},[],"Adapter les prévisionnels au monde post-pandémie",{"data":654,"content":655,"nodeType":50},{},[656],{"data":657,"marks":658,"value":659,"nodeType":45},{},[],"Quel a été l’impact du COVID-19 pour l’entreprise e-commerce ? Nous avons déjà évoqué le nouveau business model lancé à cette occasion. Comment cela se traduit-il pour les prévisionnels de l’entreprise ? ",{"data":661,"content":662,"nodeType":385},{},[663],{"data":664,"content":665,"nodeType":50},{},[666],{"data":667,"marks":668,"value":670,"nodeType":45},{},[669],{"type":354},"« Aujourd’hui, notre prévisionnel ne se fait pas tant sur ce que nous sommes capables de vendre que sur ce que nous sommes capables de produire. Le marché est sous-équipé, il y a une très forte demande. Ce que nous devons estimer, c’est le nombre de cabines que nous pouvons produire à l’année, les investissements nécessaires pour augmenter les volumes, etc. »",{"data":672,"content":673,"nodeType":50},{},[674],{"data":675,"marks":676,"value":677,"nodeType":45},{},[],"Après un épisode de pénurie sur les matériaux suite à la crise sanitaire, les coûts de production ont augmenté, certains composants ont du retard, etc. Il faut donc affiner en permanence le prévisionnel, tout en sachant que les commandes se font avec 4 mois d’avance. ",{"data":679,"content":680,"nodeType":50},{},[681],{"data":682,"marks":683,"value":684,"nodeType":45},{},[],"Le montant des créances clients représente entre 1,5M€ et 2M€. Il y a donc un très fort enjeu sur le règlement, au plus tôt, des commandes clients. Pour cela, la stratégie adoptée par Work With Island est : ",{"data":686,"content":687,"nodeType":452},{},[688,698],{"data":689,"content":690,"nodeType":404},{},[691],{"data":692,"content":693,"nodeType":50},{},[694],{"data":695,"marks":696,"value":697,"nodeType":45},{},[],"Le recrutement d’une assistante à l’administration des ventes (ADV). 20 à 30% de son périmètre d’action est de vérifier que les factures soient bien réglées. Chaque semaine, un point sur la gestion du cash est effectué.",{"data":699,"content":700,"nodeType":404},{},[701],{"data":702,"content":703,"nodeType":50},{},[704],{"data":705,"marks":706,"value":707,"nodeType":45},{},[],"La pédagogie sur les délais de paiement. 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