Clothing Store Management Needs To Learn Index Data Analysis

Store managers should be able to form standardized, institutionalized and written processes in every day's work.

Work out daily, weekly, and monthly work schedules, projects listed in the schedule, and each person checks their performance according to the requirements of each item. This kind of examination is usually conducted in half a month, one month, two months, and three months, so that each worker can become a solidified work habit at ordinary times. There is no small matter in management, and details determine success or failure.

Chain store manager's role positioning, management functions, work specifications, service skills and so on are the qualities that store managers must possess. They believe that understanding, familiarity, basic principles of management of shop keeper, and efforts to practice it, a super heavyweight shop manager will never win.

18 data research

1. the result of life = the way of thinking * enthusiasm.

2. profit growth - 80% of your sales come from 20% of existing customers.

3. cost reduction - the cost of developing new customers = the cost of retaining old customers *6.

4, more new customers - 60% of new customers come from the recommendation of existing customers.

5. cultivate loyal customers - buying 40% depends on trust.

6., to attract a customer, the cost is 5-7 times the cost of retaining a customer.

7., to eliminate a negative impression, we need 12 positive impressions to make up for it.

8. the first impression of consumers who remedies poor service quality often costs more than 25%-50%.

9.100 satisfied customers can derive 15 new guests.

10. behind every complaining guest, there are actually 20 customers who are dissatisfied (telling others).

11. increasing customer loyalty can increase profits by 5-17 times, increase customer loyalty by 5%, and increase business profits to 25%-85%.

12. selling function can't sell brand, sell emotion can sell brand.

13. customers first buy attitude, then buy products.

Good customer service is 90% attitude and 10% knowledge.

14. word of mouth sales power is 15 times higher than direct sales force.

More than 15.90% of salesmen are accustomed to speaking to customers rather than asking questions.

16. sales = refusal, 96% of people give up after 4 times of sales rejection, 4% of them will ask for fifth times, 60% of business is asking for 4 or more pactions.

17. 5% loss of customers and 25% loss of profits.

18. customer complaints handled well, 67% of customers will look back.

1. sales index analysis: mainly analyzes the sales situation of this month, the completion of sales target this month, compared with the same period last year, through this group of data analysis, we can know the difference between the sales trend and the actual sales and plan.

2. gross margin analysis: the gross margin and gross margin of the month are analyzed, compared with the same period last year.

Through the analysis of this set of data, we can know the situation of gross margin and whether there is any shortage of gross profit.

3. operational cost control analysis: mainly the detailed analysis of the cost of this month, compared with the same period last year, whether there is a cost saving control cost, the cost here refers to: staff costs, energy consumption, materials and office supplies, maintenance costs, rent, storage loss, daily operating expenses (telephone, pportation, health, taxes, business expenses), through this set of data analysis, you can clearly know whether the stores after the operation of controllable costs, whether there is an abnormal cost, whether there is room for saving.

4. Ping efficiency: mainly in this month, compared with the same period last year, "average daily efficiency" refers to the "daily average unit area sales", which is the average daily sales / store business area.

5. per capita labor efficiency: mainly the average per capita labor effect this month, compared with the same period last year, the monthly average per capita efficiency calculation method: Sales / monthly salary this month.

6. inventory loss rate analysis: the main result is the brief analysis of store inventory results. Through analysis, we can find out the problems existing in all aspects of drug purchase, sale and storage.

7. store inventory analysis: mainly the average commodity inventory and turnover days this month, compared with the same period last year.

Through this set of data analysis, we can see whether there is an abnormal inventory in stores, especially whether there is a backlog of stock.

1. the summary and analysis of the implementation of the catalogue of commodities: the implementation of the catalogue and the introduction of new products and the introduction of new products, and the timely elimination of the commodities being eliminated. The headquarters will issue the latest catalogue of the main commodity numbers, the catalogue of newly introduced commercial products and the catalogue of the eliminated commodities to the stores every month on the 1 day of the headquarters. The stores will find out the business situation according to the relevant cargo numbers, especially the operation of the main commodities and new imported commodities, and whether the products are eliminated in time. Through this set of data, we can know whether the stores have adjusted the commodity structure of the stores according to the adjustment of the catalogue.

2. commodity sales rate analysis: mainly this month, the statistics of dynamic commodity sales, dynamic sales rate analysis, compared with the previous month, the formula for calculating the dynamic selling rate of goods: the total number of mobile marketing varieties / stores *100, and the number of slow-moving varieties: the total number of stores and the number of mobile sales.

Through this group of data and analysis of specific products, we can see the problems and potential of stores in commodity management.

3. commodity category analysis: mainly the proportion of sales of all kinds of products in this month and the comparison with the same period last year, the gross profit margin of all kinds of products and the comparison with the same period last year. The stores need to conduct a comprehensive analysis of the sales and gross margin of all categories, especially the sales decline and gross profit decrease, and find out the difference through analysis, and propose improvement plan.

4. the analysis of commodity import this month is mainly the introduction of goods to generate sales and gross profit analysis. At this time, the imported commodities need stores to set up files for new imported commodities daily, and follow up the analysis of the dynamic sales rate, the marketable rate, the sales volume and the gross profit of the imported commodities. At the same time, it is analyzed whether these commodities have contributed to the improvement of the sales performance of the stores, whether there are any commodities that are not imported, and constantly optimize and adjust them in the future work.

5. the performance evaluation of special commodities: mainly the implementation of special commodity varieties, the sale of special merchandise, the comparison of the proportion of the sale of special products and the comparison of the previous sales, and the comparative analysis of the "special price goods and the previous sales". The sale situation of the special sale goods is compared with the sales situation before the sale of the special price (the number of days before the implementation of the special price is 14 days or 21 days).

6. the analysis of passenger volume and unit price: mainly refers to the comparison of the average daily flow rate and passenger price per month with the same period last year. The data are analyzed and compared in the analysis of store traffic and customer unit price, especially when the stores begin to promote sales activities and promotional activities. Whether the start of promotional activities plays a certain role in improving the flow of passenger shops and the unit price of passengers?

In daily work, there are still some data that need headquarters and store analysis. However, no matter what data, the analysis is only a beginning. The key is to find out the problems existing in the store and the ability to excavate. It is important to guide how to start the next step.

The store manager meets weekly or monthly to do all kinds of data analysis, summarize the past and find out the gaps.

summary

Store managers are not clear about the daily business indicators such as daily average sales and gross profit margins, but lack of basic cognition of human efficiency and Ping efficiency.

In the final analysis, it is the shopkeeper's lack of concern for data.

The store manager should master the core data covering five aspects, including commodities, employees, customers, funds and store supervision, and build himself into a "data" store manager, strengthen the application of data, completely get rid of empiricism, and comply with the requirements of fine management.