Dealer Training: Enables Distributors To Understand Statistical Terminals

The correct analysis of the terminal by dealer training will be the most important content.

People's traffic, store entry rate, renewal rate and turnover rate are all statistics required by each store.

Whether the sales of distributors' terminal stores are good or not directly affects the sales volume of regional market of shoes and clothing brands, so what factors will affect the sales performance of terminal stores?

The following formula can be used to represent:

Dealer terminal store sales = business district passenger volume * entry rate * (paction rate + renewal rate + repeat sales rate)

Business district passenger flow: for terminal retail, the volume of passenger flow is the most important basic index. As the saying goes, the first factor is the location, the second is the lot, the third is the lot. The lot here refers to the business district. The so-called traffic volume refers to the flow of potential customers in the business circle, and the size of the passenger flow directly determines the number of guests entering the business circle.

Dealer traffic survey: how many people walk from door to door, one week after statistics, and then take the daily average.

The number of people entering the shop is divided by the volume of people.

The rate of normal store up and down is 2%-3%, if not, it shows that the display and atmosphere of the shop are not attractive, so dealers need to improve the display and use posters to add atmosphere.

Enter rate: refers to the proportion of customers entering the store, the more the number of people entering the shop, the more sales opportunities, attracting more customers to enter the store mainly depends on the display of shop goods, the spirit of the staff and the attractiveness of the product.

The turnover rate in 20%-30% is normal, but the turnover rate is not high. It is necessary to check whether there is enough goods. If there is a suitable number and color, this means that the stock is insufficient, and we should try to replenish the goods or pfer the goods.

Renewal rate: refers to the fact that customers who have reached the purchase facts or intentions continue to increase their purchases on the basis of the original purchase plan, which mainly depends on the salesmen of the store to flexibly apply the concept of systematic goods and increase the total purchase amount of individual customers.

Do customers know how to recommend a pair of trousers for customers?

Therefore, the concept of "system running goods" must be guided by the buyer to serve as a customer's clothing collocation consultant.

Customers choose to buy a jacket when they enter the shop. After the guidance of shopping guide, they buy not only their jackets, but also trousers and trousers.

Guo Hanyao said dealers should continue to have more than 70% efficiency.

Turnover rate: a customer who relies on the products and services of a trust store after he produces a purchase behavior, keeps looking back and buying repeatedly, and becomes an old customer. The development and maintenance of the old customers requires the salesmen of the store to make full use of superb sales service skills.

The development of new customers into old customers will benefit franchisees.

Therefore, we must establish customer files, formulate corresponding VIP customer policies and regular customer policies.

New products launch or sales activities promptly notify customers. When promoting sales, old customers can enjoy better policies. They are skills to increase the rate of return sales and dealer training.

Turnover rate: refers to the proportion of customers entering the shop to purchase facts. The rate of turnover depends on the service attitude and skills of store salesmen and the richness of the stock of goods. The sales skills of shop personnel are high and the goods are sufficient, and the turnover rate is high.

Guo Hanyao said dealer sales are divided into two areas: expansion of new customers and maintenance of old customers.

The benefits of new and old customers apply to the "28" principle, that is, old customers will bring 80% profits, new customers can only bring 20% of the profits, and the maintenance cost of old customers is far lower than the development of new customers.

Usually, the cost of developing a new customer is equivalent to maintaining the cost of 5-8 old customers, dealer training.