Very Story USTORY Scientific Order Sharing: Before Ordering - What Do We Need to Prepare

Very Story USTORY Scientific Order Sharing: Before Ordering - What Do We Need to Prepare

The manager is the best professional buyer

"Small series" believes that companies and agents should have the concept of single-shop ordering. However, this form of ordering is very demanding for professional buyers. Professional buyers must be very clear about the sales of goods and understand the trends. They can judge whether a certain product will be popular and popular in the next year. Buyers often have strong control over the terminal. Due to the long-term contact with the frontline, the manager is very familiar with the situation of the goods taken in one year and the hobby of the consumer, so the manager can be said to be the best professional buyer. Although many agents have already started to invite better-managed dealers to place orders with manufacturers, it is still difficult to see the presence of the manager at the event.

Scientific identification of terminal data

Monthly reports, quarterly reports, semi-annual reports, single-store sales last year, these are all benchmarks for orders this year. Accumulated terminal data is aggregated to the agent, which is the basic amount to be set this year.

In addition, in addition to statistics on the basic amount of orders, dealers must also consider various factors:

First of all, how many new stores will be opened this year, how big the new stores will be, and how much each shop will take. The dealer should make a reasonable estimate and add the estimated amount to the number of orders this year. Otherwise, the new store will be out of stock or sold out.

Secondly, the data reported by the manager is conservative, and it is basically a sales figure. However, the order quantity is not only the sales volume, but also the inventory quantity. The normal ratio of sales to inventory is 1:1.5, 1:2, or 1:3. The best ratio is 1:2, that is to say sell a pair of shoes, the same style of inventory also has two.

Again, we must consider the line of goods. Pedicure goods refer to the fact that certain goods are basically not sold, but if they are not displayed, the money next to them cannot be sold. This phenomenon is more often found in sportswear and is also a problem easily overlooked by the terminal. The common practice for business operators is to find out if a certain item cannot be sold, and this year it will be less or not set. However, it does not take into account the sales promotion effect that this model provides to other models. There is no such “green leaf” setting. There will be no sales of "red dress" and it will not show the terminal's selectivity. Therefore, dealers must understand which items are “funny products” and deliberately add them.

In the end, it is very difficult to clear up inventory independence and must go systematically. For example, there are many sports pants in stock this year, and it is very difficult to sell the pants alone, and the system will be able to solve this problem by taking the goods: The stock pants and the new clothes of this year's tops are well matched with sales. Therefore, this year's top must be fully booked to bring inventory out. On the contrary, if there is a lot of Trousers in stock last year, this year even the tops will not dare to make more orders. The customer's choice is very small and may cause even more serious consequences: Last year's trousers and this year's tops became inventory together. The data summary of the terminal information is also very good for the brand enterprise's system to take the goods.

The key to doing retail is to make inventory

We often find a ubiquitous contradiction in the ordering meeting: more orders, how to do inventory?

I emphasize a concept: retail is doing inventory. If there is no stock or little inventory, this illustrates a problem: your goods are not enough to sell, and your potential has not been played. Inventory is inevitable, but there is a key issue, namely how to reasonably grasp the degree of inventory. After all, a reasonable amount of inventory is not a vicious inventory, but rather a prerequisite for a good terminal.

Take an 80-square-meter, 3-facade store as an example. The storefront rent, utilities, and staff salaries that it spends are fixed. This way, the more goods sold, the more profitable the store is and the higher the profit is. . To sell much, it must be built on the basis of good quality.

For example, if a customer sees a certain style but does not have a suitable number, it is a pity that why such a situation occurs. In the final analysis, it is an insufficient order. The loss of a lost customer can be predicted using this formula: 1:25:8:1. From this point of view, a customer who spends at a store may spread the brand to 25 people. Of these 25 people, there may be 8 prospective customers who will look at it. The 8 prospective customers may have a deal. In one stroke, a new customer was born. After removing the middle link, we will see that one customer will bring at least one new customer's consumption. Therefore, it is terrible to lose customers because of broken code.

Very Story USTORY Scientific Order Sharing: Before Ordering - What Do We Need to Prepare