Clothing Distributors Handle Inventory Strategy

By the end of summer and early autumn, almost all the stores of the clothing store had posted promotional leaflets on the "season discount".

The reason is simple: digest the stock!

Discount sales promotion, happy is the vast majority of consumers, but the pain is the many businessmen.

Do not promote sales, inventory consumption can not go out; promotion, both the loss of the original, but also easy to damage the brand image.

Recently, Jin BA (China) Limited invited Zhu Wenxin, a famous marketing management specialist in China's apparel industry, to teach all the franchisees and store managers how to digest their inventory.

He believes that enterprises can reduce inventory can be carried out in three stages, namely, in the three stages, such as the order stage, the upper loading stage and the sales stage, different measures are taken to reduce inventory as far as possible.

Analysis of sales report and competitive intelligence analysis form

When ordering, many agents enter the ordering site, like buying casinos in Las Vegas casino with their own feeling and experience.

This is the source of inventory, Zhu Wenxin analyses.

Real ordering experts will do data analysis to prevent inventory generation.

Now it has passed the subjective era of "beating the head" and entered the scientific era of "data oriented" ordering.

He cited an example of a dealer in Baotou producing inventories every year.

Later, he asked the boss, "what did you sell best last year?"

The boss replied, "suit and jacket."

When he asked the percentage of sales, the boss couldn't answer it.

In fact, these data are available on sales records.

Zhu Wenxin helped him analyze and found that the overall sales of suits were 40%, jackets accounted for 32%, and the total was 72%.

But when the boss ordered, the suit was ordered 42%, the jacket was ordered 45%, and the total amount was 87%, which was caused by the failure of careful analysis of the sales record before ordering.

At ordinary times, the sales report should be small enough to reflect the proportion of casual wear and formal clothing to the total sales, even the ratio of single fork and double fork. The sales trend of the first three years should be analyzed, and the 20 best sellers sold last year, including its photos, or even the entire sales curve, and the top 15 stocks should be analyzed.

In addition to sales reports, there is an intelligence table that must be done, namely, "weekly competitive intelligence analysis form".

Each store manager should assign corresponding personnel, analyze the products and personnel status of the five major competitive brands near the store, analyze their sales promotion plans, and list all the issues you most concern about the five brands.

The owner of a store usually sends out a person who has a strong ability to go to order, and these buyers often subscribe to their own experience.

In fact, this is very dangerous.

A good buyer must have a strong ability to integrate products.

Before ordering, listen to the ideas of the company's commodity planning department for the development of this season's products. There are several series, what are the themes, what is the main push, the image, the basic funds and the promotion.

The so-called "image" is the clothes that are not good enough to sell in the store, and they must be small and expensive.

If there is no image in a shop, the temperament will not come out, and there will be no way to open the visual difference with the competitors. The basic sum and the main push amount are generally larger. As for promotion, this is used to compete directly with the opponent. Only after careful analysis of the sales list and information table can we get the exact number.

The person in charge of the shop and the seller is often not the same group.

The order time and the time of delivery are often six months apart.

Zhu Wenxin suggested that ten days before the official delivery, the store manager should organize all the shop assistants to hold at least three meetings.

At the first meeting, the person responsible for ordering will communicate with the store manager and dozens of shopping guides, tell them what goods are ordered in the spring and summer, as well as the main promotion and image payment. The second meeting will focus on the technology and quality of each product; at the third meeting, send a purchase order to each guide to simulate the order.

Set up a "buyer Award" with a bonus of 2000 yuan.

Which purchase order is most consistent with the sales results this season, and it will be available.

After simulating the order, the first 20 items selected by the shopping guide should be compared with the order list. If we find that the buyer thinks a good sale half a year ago, no one will choose the shopping guide, then we must analyze the reason quickly and make the sales promotion plan ahead of time. If there are several items in it, the shopping guide will see it, but when the order is placed very little, we need to catch up with the order and replenish the goods.

Many stores will choose August 15th on the day of autumn and winter wear.

If you go ahead, you must hang the windows 6-8 days in advance to impress the customers and attract some fashionable consumers.

But you can't take all the money out of the goods in advance, but you can only take out the 20 largest quantities.

Zhu Wenxin analyzed that the largest amount of stock was often the best seller who thought it was best to sell.

Therefore, we should put these funds in front of consumers in advance to observe the reaction of consumers.

In the exhibition time, we should implement the indicators such as the rate of goods to be sold, the rate of touching goods, the inquiry rate and the trial wear rate.

If these four indicators are very high, it is necessary to quickly check whether the order quantity is enough. If these items refer to? Script src=>