Local Garment Enterprises Change Their Operation Mode To See Who Is The Big Winner.

In the year when the clothing market was depressed, many garment enterprises tried their best to change the mode of operation at the beginning of this year. Let's see who is the big winner in the reform.

For a while, nine kings, CABBEEN, zlshijia And other local clothing enterprises coincidentally reform the original business mode, or weaken the proportion of ordering system in the enterprise, or change the original traditional buying and selling mode, or directly make the goods ordering system by distributing goods.

The ordering system helps local businesses to maintain their stability and hide potential risks. In the downward cycle of the economy, garment enterprises in the deep "bubble" period of extrusion have gradually realized the disadvantages of ordering, such as capital, inventory, reaction speed, and so on. This reporter, Shi Shi Shi Mei

1, we will squeeze out the bubble through the "distribution system".

No longer open the order, it will be changed to open sample selection. After years of exploration, the wolf family has made radical reforms to the operation mode and changed the order system to a distribution system.

In short, in the short term, what products are produced by the manufacturer and what the dealers sell, "the demand for production is very high for the production enterprises, the market must be accurately judged, and the product style should be clearly grasped." Shi Hairong, chairman of the wolf family clothing (Fujian) Co., Ltd., told reporters that the distribution system can quickly establish the commodity effect for the wolf family and avoid the disadvantages of many ordering systems.

"Good sell products are out of stock, but goods that are not sold well are broken, broken, and sold." "It is not that I do not pay you, the economic situation is not good, the product can not sell!" "There were quite a lot of products last year, but this year it will be limited." Under the ordering system, garment enterprises can not achieve precise production, and the slow-moving products are finally backlog into stock, which is a common problem encountered by local garment enterprises at present.

In the past, the existence of the order system had helped garment enterprises to stabilize their performance to a certain extent, and also covered potential risks. Agents usually have strong economic strength and can share risks with companies to help them maintain their performance stability. But in the downward cycle of the economy, the problem of frequent use of this model is frequent.

Insiders pointed out that under the mode of ordering agents, there are many "hidden stocks" stuck in channels. If dealers have too much stock in hand, they will be cautious when placing orders again. The brand dealers and dealers should be caught in a vicious circle: market demand is sluggish, a large number of products become inventory, and ultimately affect the capital chain of agents. Inventory can not be turned into actual sales of terminal. Clothing enterprises can not return funds from layer to layer, it will also affect the capacity of the next cycle agents, and then affect the sales of new products.

The clothing industry driven by capital and commercial real estate has produced too many "bubbles". Clothing products are in the development stage of oversupply. In the "bubble" squeeze period of the local garment industry, in order to achieve benign development under the pressure of economic downfall, we must carry out a revolution in the existing mode of operation, and thoroughly change the current management mode and channel strategy of clothing enterprises.

Fortunately, more and more clothing companies are aware of this and try their best to reform the operation mode. Nine brands such as King Mu have changed their order system to "order + distribution". In 2015, CABBEEN clothing transformed the traditional buying and selling mode into a sales agency mode, and transferred the pressure of inventory from dealers to self. CABBEEN apparel said that the ownership of goods belongs to the group, which is conducive to the integration of all the goods under the line and operation. It helps to realize the integrated operation and design of commodities between the large and large areas. It also enables the management to know more about the stock quantity and sales situation, and to grasp the market situation. It is believed that it can help the company to increase its future income, gross profit or even profit.

Shi Hairong said that the production cycle and ordering period of the order system are too long. Before ordering, the agents often only pay part of the order. When the products are not sold at last, they can be found on the basis of inventory. As a result, the financial pressure of enterprises is very large. And with the way of distribution, the new gentleman produces a small part, sells well and then continues to produce. The company's ERP order management system can quickly master the terminal information, which is evaluated by the company, and ultimately develops products suitable for the market.

　 2, the martial arts world will not break quickly.

In fact, the wolf family is not the first enterprise to adopt the mode of distribution. As early as all the clothing brands were in the rush to open orders, Jinyuan began to try a single store franchise system, to establish a rapid response system of supply chain.

In 2003, Jinyuan anticipate that the pricing power is likely to be controlled by agents if the order system is adopted. Once the price system is disrupted, it will affect the loyalty of the fans. Ultimately, the brand is injured. As a result, since the launch of the brand, Jinyuan has adopted a different distribution system with the mainstream, and even in this way it has established its own status.

"Most of the time, most of the land. clothing Enterprises are relying on the wholesale mode of development, enterprises through recruiting agents to promote their own development. But in the order meeting, the goods are booked by agents, which do not mean the final sale. With the change of consumption market in recent years, enterprises must take the consumer demand as the center and transform to the retail mode. Xu Hanqiang, a senior marketing expert at home, said that under the mode of distribution system, enterprises are required to make product design according to market demand, instead of ordering 4 times a year, and the new market environment requires enterprises to enhance the response speed of the supply chain and improve the speed of launching new products. In today's market competition, who will react faster, who will win a broader market and a larger consumer group.

As consumers are increasingly worried about the psychology of jeans and the demand for fashion trends, the market is increasingly inclined to pay more and less products. Naturally, the production cycle of garment enterprises is higher. This leads enterprises to change their original mode and make production cycle arrangement. With order system, enterprises need to design and produce products in advance for a long time. The closer to the seasonal production, the more accurate the consumer demand is.

Under the "distribution system", we can grasp the big data in real time and analyze it, understand the most advanced sales situation, and arrange production according to the best selling style. Hong Shaopei, chairman of Fujian Jinyuan dress and adornment Co., Ltd., said that the fierce competition in the market will test the quick reaction ability of the enterprises. The distribution system enables Jinyuan to create a "fast fashion chain", and the construction of networking and information technology will make enterprises more powerful.

Based on big data, the enterprises adopting the goods distribution system can also carry out regional cargo transfer. Because consumers of different regions have different preferences for styles, the wolf family allows agents to make judgments in 15 days, transfer products that are less optimistic in sales, and make the fastest regional transformation in the shortest time, so as to achieve terminal digestion, reasonably revitalize goods and reduce inventory risks.

"This is not possible under the order system mode. Agents often have to sell their products before payment can be made. There are many uncertainties in the middle. Some agents will be able to sell their products out of stock and become inventories, and the consequences of unsalable products will ultimately be borne by the brand itself. In this context, enterprises are often in a passive state, facing the risk of capital withdrawal and goods being compressed. Shi Hairong disclosed that with the distribution system, enterprises only need to sell 70% of the goods, and at least they will make money. Business is more benign and flexible deployment of resources.

　 3, "internal strength" is not solid or will encounter "life and death robbery".

Although the distribution system can avoid many problems in the order system, it is not easy to implement it smoothly. The biggest constraint of the "distribution system" is that manufacturers have to take risks. When the manufacturer enters the terminal sales outlets after the goods are sent to the distributor, the distributor will not pay the goods directly, so that there is a cycle between the producers and the dealers, which may be 1 months or 1 quarters.

"Enterprises arrange production according to the selection of products, and all risks are borne by enterprises. The situation of sales is actually a test of the enterprise's grasp and judgement of the market. Shi Hairong pointed out that the distribution system put forward higher requirements for the design, supply chain and management of enterprises.

"Designers must make product development and design based on a comprehensive understanding of the regional markets, which brings a lot of homework to enterprises. How to do this "homework" is a serious problem that enterprises need to think about. Shi Hairong said that for the regional market "tailored" product strategy, to meet the requirements of distributors in various regions, meticulous marketing does bring great benefits to the brand in the market development, but behind these, Jin enterprises are also facing a series of pressure. To this end, the company set up a commodity planning system, a very high degree of prediction of goods. For example, how many kinds of funds should be developed in spring, summer, autumn and winter? How many hours should be developed, how many bands, when and when the accessories should be in place, when to go into storage, when to design, when to put into production and how to place orders, the whole system is organically connected in series, so as to ensure that the supply chain and production are fast catching up.

To make brand, resources should not be set before the eyes. The resources of the wolf family are not limited to the locality, but are based on the whole country. For example, the fabric is in Jiangsu, the accessories are in Guangdong, the production is in Zhejiang, Fujian, and so on, research and development extends to Japan, Korea and Europe. "In addition, the wolf family has established long-term cooperation with suppliers, maintaining good credit and forming a community of interests, so that they will also provide many new fabrics for the company." Shi Hairong said that the rapid procurement of surface accessories, the rapid response of supply chain and rapid production are the keys to the implementation of distribution system. It is more difficult for larger garment enterprises to adopt this model, because they are not flexible, they produce more goods, have longer production cycles and slower reaction speed.

Besides the design and fast supply chain, the distribution system also puts forward higher requirements for the internal management of enterprises. "Keep close communication with agents, understand the sales situation and consumer preferences in different regions, and make quick deployment. This requires the expertise of those in the corporate team. Shi Hairong said that once the internal management of enterprises can not keep up, it may bring confusion to the operation of enterprises.

stay Shi Hai Rong It seems that the distribution system is a test of the "internal strength" of enterprises. Only when the design, supply chain, internal management and other aspects are more solid, can the enterprise run smoothly. As long as one of the links is wrong, it will become the "life and death robbery" of normal operation of the model.