Four Steps Of Clothing Store Management

　 First search: best seller. commodity 。

When looking for a best-selling product, the commodity management team must have a concept - every commodity has a sales purpose, and it can be distinguished according to the main push (VIP, task), supplementary money (sale and sale, sale grant), problem money (original disability, defective products, pressure money) and so on. We should eliminate the sale or special products, and make a progress analysis of the main products to find a best seller.

How to evaluate the best seller? There are two ways to evaluate the best seller: the first is the continuous evaluation method; the second is the one week sales TOP ranking method, and the weekly sales ranking. For example, a shop 2011 autumn and winter sales progress indicator (partial), from the table, we can see that the band boots total 75 orders, 13 pairs of sales, the remaining stock 62 pairs; in this band, there are 4 boots listed, of which 2169 of the boots sales the best, this style is the best seller of the wave section.

　 One question is whether the commodity can be remedied.

Now some brands use the distribution system, and some are ordering. Ordering system may not be very easy, but it can also be achieved. However, we must consider carefully the actual situation.

Continue to observe the above table data: first look at the sales status, although the band code 2196 boots are sold well, you can take a closer look, the boots are not sold for the last two weeks, no sales reasons must find the store manager, shopping guide to check; second look at the most ordered style, 2279 orders of boots, the most ordered, 32 pairs, but only 1 pairs, need to check the display of the style in the shop.

I want to shop for updates.

According to the data displayed in the form, sales deviate. Sales of good goods are not the largest ones, that is, not the main push of shops, but the push style. There are many factors that lead to such a sale deviation. It may be that salespeople mix personal preferences into the sales process. As a qualified, excellent shopkeeper and shopping guide, the most ordered style of the company's orders should be the main push of the shop in the opening season.

To sum up, the commodity management team, when observing the sales progress indicator, first depends on the curve trend of the commodity, which items are continuing to sell and which section will not continue to sell. Two, it depends on whether the sales volume is good or not.

　 Second check, no sales of goods.

After checking the sale of commodities, we should consider adjusting the focus of display. In terminal sales, the best seller is not necessarily the largest order. Therefore, the focus of terminal display should be targeted at large inventory.

　 Two, why not?

There is no sale for a period of time after a single stock is listed. The reason may be that the seasonal characteristics of the goods are not in line with the current weather requirements. The change of weather is beyond our control. If it is unmarketable, then we can only consider stripping the goods and rearranging the order. If it is for other reasons, such as not outstanding display, salesperson promotion is not in place, shops should adjust quickly to the specific circumstances.

Two, according to the actual situation, we should push or withdraw.

No sale of goods should be assessed in a single way, considering whether to continue to promote or to withdraw immediately. When evaluating, the products of the band should be turned out to see the design. If you decide that a sale can not be pushed again, then remove it. The goods that need to be removed should be marked. The first record is whether the goods are withdrawn from the sales, flat sales or best sellers. Second, it is appropriate to record when the goods will be sold and how much discount they sell next year.

　 Third check and check large quantities of merchandise.

According to a store's 2012 autumn and winter sales progress indicator, we can see that there are 35 pairs of boots in the commodity code 2208 after the end of the band sales. From the order quantity, we can see that 2208 is the amount of A, which is the main payment. When ordering, the target is also very clear. The price of this product is relatively cheap, and sales will be good. However, due to the negligence of the terminal, it should not be pegged to the gaze. After that, it did not perform well in promotion and display.

Three when do you want to promote sales?

A commodity loses the prime time of its promotion, which will cause the loss of terminal stores.

Under normal circumstances, if every company has conditions, a more advanced POS system should be equipped to provide a complete set of sales data for the terminal. At present, most of the company's sales data also need to be provided by the designated departments. The terminal stores can ask the upper commodity data statistics department to provide such progress data, which can help the terminal store to carry out promotional target analysis.

If a slow sale of shoes has become a reality, how should we consider its promotion? First of all, we must look at the price of goods. If the price is low, the discount is actually not significant. At this time, it is suggested that terminal stores should try to do some special works, such as VIP special field, or choose bundling sales, bundling high priced goods, and implementing "buy one get one". If the price of goods is higher, discount can be considered.

Fourth check and check the small commodities.

For terminal stores, the commodity management team should check the order rank in the season, check the sales rank in the mid season, and check the inventory rank at the end of the season. In the mid season survey, the first thing to look at is whether the sales are good or not. Second, it depends on the terminal sales and the quantity of goods ordered.

According to the analysis just now, according to the data of autumn and winter of 2011, the stock of commodity code 2279 is the largest. Terminal store manager or district officer found that this product has a large stock and the selling price is not low, so the store must adjust its display position in time.

In the process of selling in the season, sometimes there will be more goods left. Not many goods are ordered. Many of the goods ordered may sell well, and the rest will be few. Many of the remaining commodities may not be ordered, nor are they sold well.

　 Four ask when to sell out.

That is, when can these products be sold?

From the data, we can see that the boots of code 2278 sold 3 bands in this band, and the sales time was thirty-seventh weeks and 38 weeks. After that, there were no sales for several weeks, 2280 of the boots were sold 4, and the sales time was scattered. So, which one can continue to sell?

According to the styles and colors of these two boots, we can basically decide which one can not continue to sell. Then, combined with sales progress data, it is concluded that code 2280 boots also have the ability to continue selling. At present, this style has already sold 4 pieces, and there are still 9 pieces left. We will have to estimate when we can sell them.

How do you predict when a product will be sold? According to the weekly sales situation of the band, that is, about one piece per week, then the boots of code 2280 need to be sold in 9 weeks. After understanding this situation, the shopkeeper can assign the product to a specific guide. When the store manager decides his duty, do not allocate his 9 week sales time. It is necessary to increase the difficulty and sell it in 4 or 5 weeks.

　 Four who is responsible?

This is not aimed at individuals, it is a way to enhance the team's ability to resist pressure and challenge difficulties. Facing difficulties and facing danger is a characteristic of an excellent team. And now we can according to the results of data statistics, in command of the circumstances, combing their own ideas, clear their own plans, and ultimately sure to complete the objectives and tasks.

In the terminal store sales process, if the goods are out of control, the risk of excessive inventory can be imagined. We can imagine that the sales volume of large orders has not kept up. The sales of good products are not sold, and the surplus products are not managed by anyone. Terminal personnel and commodity management personnel should understand: "to do retail, we must sell the goods ordered by the company within the stipulated time".