How Can Dealers Slow Down And Sell Less During Peak Season?

China is an ancient civilization with a history of 5 thousand years. The traditional festivals are rich and colorful. The Dragon Boat Festival, Mid Autumn Festival, Spring Festival, may day, national day, and so on, as well as festivals such as Valentine's day and Christmas, can be said to be one after another. On the day of these festivals, businessmen and consumers are especially attracted to the consumption climax brought by festivals. Every businessman takes all kinds of skills to make a big profit promotion: what is 100 full back to 30 yuan, 500 yuan to 200 yuan, various kinds of roadshows, trial eating and other businesses to promote holiday consumption atmosphere, and consumers are willing to join in the fun as if they are spending money on holidays, they do not call money, they are crazy shopping.

What I want to talk about today is not how to increase sales volume during festivals, but how much holiday sales bring us high returns. At the same time, we must prevent the pain of massive returns after holidays.

The general sales volume of the roasted goods industry is normal, but in the second half of the year, especially the Spring Festival, there will be a sudden explosion. The sales volume of Spring Festival accounts for nearly 50% of the annual sales volume. How to grasp the gold sales time of the Spring Festival is very important for the roasted goods enterprises. But for a roasted enterprise, if the returns are not well controlled, the return after the festival will bring us great calamities. The efforts of one year will be lost to the East.

First, accurately estimate sales volume, strictly control terminal shipment volume.

According to the past sales records, the actual situation of the market is analyzed. After the comprehensive analysis, the total delivery volume of the Spring Festival is determined. First, make sure that the 60%-70% with total estimated volume goes into the warehouse of the store. First, seize the limited resources of the store and suppress the opponent. When there is a lot of abnormal orders, if the order quantity suddenly increases a lot, you can confirm with the store whether the order is a group purchase order, and determine the delivery volume according to the actual situation and the sales supervisor.

Two, contact terminal stores, give policy and encourage group buying.

The purchase volume of roasted seeds in Spring Festival is quite large, which accounts for about 25%-30% of the annual turnover. For stores, the Spring Festival also treats group buying customers as key customers, giving big customers some support, such as: increasing small gifts, discounts, door-to-door and so on.

Therefore, during the Spring Festival, we usually find a sales department in advance and a half months to find out the sales policy for group buying, and give support to the key customers. The small group purchase supports a certain amount of gifts. I do not advocate giving discount to the stores. Because, during the Spring Festival, the manufacturers have already produced many competitive products to make sales promotion. There are some orders that we can hardly confirm whether they are genuine group buying. Besides, there are many stores that are irresponsible and random orders when ordering, and will return large quantities after the promotion period.

Three, the delivery should be delivered less frequently.

For orders that are not group buying, we guarantee that when the safety stock of the store is not broken, we promise to guarantee the order of the group purchase at any time. For the normal order, we basically guarantee that the store has 2-3 days' stock and the rest use the principle of less frequent delivery.

Four, diligence and diligence, at any time control terminal sales.

As the saying goes, "doing sales in the busy season in the off-season", during the busy season, we see that the sales volume is so large every day that we still have orders in the market.

In fact, there is nothing profound about doing business. The key to diligence is diligence. For large retail customers, business needs to check inventory every day, check sales volume, communicate with sales supervisor, sales volume, whether there is a predetermined group purchase order, and how the company delivers.

Only when these details of the process are fulfilled, will the stores fully cooperate with our work when they are satisfied with your service.

Five. Do a good job in promoters training.

Guide salesmen are manufacturers to increase sales of single stores and put them into stores. They can not belittle the role of purchasing agents. They also have large uses. The key is to see how you use them.

How to use this person?

Shopping guides are in the forefront of the market, how their products are sold and how the market is, so you can't just buy salesmen just to increase sales. In fact, she has another important task: how to control the rate of return of stores in stores to the bottom; therefore, the training of guide buyers must be incorporated into the company's daily management procedures.

Most companies pay more attention to the training of guide buyers. They are generally divided into: company history and honor training, behavior standard training, sales skills training, etc. but few companies will manage how to manage the return of goods into the training courses. I think as long as the company pays attention to returns and recognizes the danger of returns, they should increase the course of return management in the training of shopping guide.