Clothing Shop Replenishment Skills, Do Not Blindly Add.

A friend opened a small boutique selling high-end clothing, because the purchase channel is very special, from the opening of the business is quite prosperous, often short after the arrival of goods. One day, when we chatted about her shop experience, she mentioned the replenishment problem. According to the usual practice, she checks the goods every day to replenish the goods that will soon be broken. Her most troublesome problem is that sometimes the goods are sold slowly after they are made up, and the result is stock. Sometimes, the goods are not enough, and the goods will not be sold in a few days. She spends half of her time staring at these items every day, but there are always problems.

She sighed, "replenishment is actually very difficult, and now I have to explore slowly by experience." When I asked her how to calculate the quantity of replenishment, she seemed to have no way. I asked her, "why do you make up 20 pieces of the goods and make up 100 pieces?" she just said, "this is a good sell, and 100 pieces should be needed."

Replenishment is one of the most important functions of buyer's work, and its trick lies in skillful cooperation between quantity and opportunity. If the repair is too slow, not only will the sales break down, but the replenishment of the store has already been over the season, and it will become an inventory backlog. If the quantity is too large, it will not be sold out until the end of the season, and it can only be dealt with at a discount.

First, we collect several main basic values. See table below: A cumulative sales volume (from the date of shipment), B inventory quantity (store + center warehouse), C date. The second step is to calculate the sales week D based on the date of C. That is to date, the goods have been sold in the cabinet for D weeks, and then the total sales volume of A is divided by sales week D, A/D=E, so that the average weekly sales volume of the product is E. The third step is to divide the inventory B by the average weekly sales volume E, that is, the remaining inventory sales week F, B/E=F, F value shows that the remaining inventory can still sell for a few weeks. With F value, it is easy to analyze whether it is necessary to replenish the goods, how much quantity to be replenished, and whether the additional orders will be in time according to the replenishment speed of factories or suppliers.

Suppose that the four items on the table are short sleeved products in summer, which have been sold for 5~8 weeks since they have been loaded. It is not hard to see that the inventory of 245 and 246 two items is enough to be sold for 5 months or more (20 weeks /26 weeks), that is, enough support to the end of the summer sales, which can not be considered for the time being. The inventory of 247 and 248 products can be sold for 2 and a half months and 1 and a half months respectively (10 weeks /6 weeks). Assuming that it is now in early May, it is possible to break the code in the early June when the conservative forecast is sold to the beginning of June. The buyer expects the goods to be sold until the beginning of August. The computer calculated that the current sales rate to the early August was 552 and 640 respectively. G After negotiating with the supplier about the production cycle and confirming that the additional order can be guaranteed within four weeks, the buyer decides to replenish the 247 or 248 two items. Since the temperature has not been high since March, the peak of summer product sales has not really arrived. Buyers expect bigger demand for short sleeved products after entering the summer, so the number of H 2 items is enlarged to 1000 and 1200 respectively.

It is important to note that the initial sales of new goods are often not stable. Generally speaking, the best time to observe the sales and decide whether to make up the order is in the season. When the new product is listed for 2 weeks, the value reflected in this time period will be stable and representative. If there are no other factors, the data can be used as a reference for buyer's replenishment.

Although my friend opened a small shop, the quantity of goods circulation is far less than that of large chain retailers, but the principle of replenishment is interlinked. Hearing this, she could not help but repeatedly praise, "this is really scientific! With this method, I can safely replenish the goods and monitor the progress of sales." however, I have repeatedly stressed to her that even with the support of various statistical data, we should not blindly rely too much on it. data And computer statistics. The high and low tide of clothing sales is often influenced by various external factors, such as the abnormal climate, the promotion of advertising promotion, the short impact of fashion trends, and major social events.

For example, in October, if the temperature drops late, the overcoat will be a few weeks later. Sale It is still in the doldrums. At the same time, taking the price reduction too early will lead to a comprehensive consideration after the temperature has returned to normal. Combined with experience, we should take appropriate and timely measures in response to the trend of market trend in the next few weeks.

　　 Buyer work The trick is to optimize the stock structure by maximizing the best seller through proper replenishment. Of course, the disposal of slow-moving funds must also be timely and effective, so as to promote the rapid turnover of goods. However, at what time and how much quantity will be added, it depends entirely on the market characteristics of each brand and the logistics efficiency of the brand retailers themselves, so we can not simply apply any formula. But there is a rule that can be followed: the younger the brand is, the quicker the speed of replenishment, the more moderate the quantity of replenishment; the conservative brand, the rhythm of replenishment can be operated relatively slowly, and the quantity of replenishment can also be enlarged according to the actual situation.