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How to guarantee the Spring Festival sales is the topic that many friends are most concerned about! Today, we have sorted out the 7 basic indicators related to sales, as the starting point of the basic actions of sales guarantee, let's learn together!
1. Make good use of meeting communication
1) Monthly meeting: inform all employees of the store of their work goals and make a plan;
2) Weekly meeting: find problems and propose solutions;
3) Regular meeting: for the solution, effectively implement and follow up the solution through the regular meeting;
4) Morning Meeting: What we need to do in order to accomplish our goals for the day.
The daily routine has a significant impact on the completion of the total sales. The meeting itself is a formality, through which we want all employees to pay more attention to the performance of the store!
2. Weekly summary:
Many retail companies meet every week to review what problems are in the week, give employees methods, and determine the main recommendation for the week; Determine how to do the display; Determine where to focus!
It's the best learning opportunity for employees! If you don't give employees the method, they will continue to do things the way they did before!
Through the weekly summary, problems can be identified and solutions can be proposed. Find out the reasons for the decline in store performance and decide on a marketing plan for the next week!
The second item: year-on-year.
From the sales ratio of the same period, we can understand:
1. Understand the sales situation of this week (month, quarter, year);
2. Judge the sales growth rate in the same unit time;
3. Find out the key factors that affect the decline of sales growth;
4. Make adjustments based on key factors.
1. Understand the combination of goods and sales;
2. Understand the consumption dynamics and guide the ordering.
1. Ping effect: that is, the sales per square meter per day. For example, the monthly ping effect of the store = the monthly sales of the store, the business area of the store, and the number of days.
Ping efficiency is the first indicator to evaluate the performance of a store, and it can also evaluate the competitiveness of a store! Reflect whether inventory is directly proportional to sales! The problem of the floor efficiency of a store reflects that the store has problems in three aspects: people, stores, and goods.
Through the ping effect, it is possible to analyze the productivity of the store area; Understand the number of inventories compared to sales; Find out what's really going on in your store.
2. How to improve the ping efficiency?
1) Goods management. Factors to consider in the product mix: store location, customer demand, category proportion, store format, product promotion, sales estimate, inventory (stocking). An effective product mix comes from understanding customer needs, which in turn comes from analyzing store reports.
2) Display management. The principle of product display: determine the theme and main products based on report analysis; Determine whether to increase the display area in combination with the inventory; Combined with product characteristics for display; The relevant products are matched.
3) Personnel management. Use the right way to sell the goods, and turn the customer's sensitivity to the best to the selling point of the product.
1. Bestsellers:
1) If the inventory of best-selling models is sufficient, consider letting them drive the sales of unsalable models;
2) If the number of best-selling styles is insufficient, you can look for alternatives;
3) Before the first time, we should fully consider the ** cycle and similar styles to the best-selling products.
2.Dead stock.
Most store managers judge that unsalable products are unsalable after a few days, and when they find that a single product is not selling well, they simply judge that it is unsalable! When you find that the product turnover is slow, you have to find a way to promote (strengthen the attention), and when these methods are useless, then judge that it is a slow-moving product.
Order value = sales number of transactions. There are several ways to increase the average order value:
1. Let customers take one more product as much as possible and grasp the customer's purchase comparison psychology;
2. To make a special display of goods, you must find a separate area, with lighting and matching, so that customers can have a feeling of not low at a glance;
3. The product must bring "unique selling points" to customers in the first time.
Human efficiency is the amount of sales per person per day. For example, the monthly efficiency of the store = the monthly sales of the store The total number of people in the store (including store managers, cashiers, shopping guides, warehouse managers, excluding night attendants and security guards) days.
The problems that human effectiveness can reflect:
1. Employees' product knowledge and sales skills;
2. Matching between employees and goods;
3. Whether the schedule is reasonable.
How to improve human efficiency:
1. Reasonable scheduling, strong and weak matching;
2. Arrange the site reasonably (let the employee sell the products he is best at);
3. When the clerk arrives at the store, he or she should formulate a standard learning plan to ensure that the learning content is consistent and the progress is consistent.