The purchaser's "eight-sided exquisiteness".
Procurement manages the products throughout the entire product introduction process. Wang Li believes that procurement must first have a strong category planning ability and category ability, be able to understand the sales and proportion of each category, and establish the core varieties of each category. At the same time, it is necessary to have an in-depth and accurate understanding of each disease period and development trend, and be able to formulate variety activity strategies in different periods.
In addition to product planning, procurement should also reduce costs as much as possible, through the adjustment of the settlement period, commodity market inquiry, price comparison, and the integration of goods, and the corresponding policies for manufacturers (such as all goods delivered to the door and arranged by the manufacturer's personnel to do unloading, supply channels combing, and manufacturers to do direct supply and purchase) and so on, to control the cost to the minimum. To complete this series of work, procurement needs to be flexible in every link and make the most correct choice.
The management of the supplier is also an important work to be done in procurement, not only to regularly evaluate the supply capacity of the first business, but also to find alternative channels for the supply capacity of the first business, to avoid the loss caused by the out-of-stock; As procurement, the sensitive requirements for market information are higher, and it is necessary to pay attention to the sales of categories and other terminal activities through regular market visits.
How to do a good job in the "manufacturer docking" this important event.
The integration of manufacturer resources is undoubtedly very important for procurement, in Wang Li's view, the first thing to do is to do the following:
1. Sort out each category of goods, determine the reasonable number of business varieties according to the first belt and sales volume, and determine the normal cooperative manufacturers, and integrate the varieties of the same product name and the same belt of a category to avoid the situation that the product has the same product with the same number of products;
2. According to the analysis of the category situation, screen the key varieties and key merchants of each category;
3. Negotiate tasks and corresponding reward policies with the selected **, and formulate corresponding activity plans and ** policies to ensure that the corresponding terminal activities are carried out every month.
Wang Li mentioned effective negotiation with the best businessmen, will undoubtedly make the procurement work twice the result with half the effort, but this is also a lot of procurement needs to face the problem, how to effectively negotiate with the best business, more depends on how to grasp the initiative in the process of the game by the procurement personnel. Through years of experience in dealing with the best businessmen, Wang Li believes that in order to achieve mutual satisfaction and win-win negotiation results, the purchaser should first make preparations before the negotiation, including the corresponding analysis of the data of this negotiation, determine the plan and goals of the negotiation, and prepare solutions to the problems that may arise in the negotiation in advance; In formal negotiations, the procurement should avoid talking about the position of the other party, and can test the other party's point of view and guide the other party to reach a consensus of the point of view put forward by the other party. "Avoid being emotional in the negotiation, and if you can't reach an agreement, you can pause, and both sides can re-analyze and adjust before communicating accordingly. Wang Li said that the emotional intelligence of procurement personnel must be high, not only to strive for more and better resource support with the best businessmen, but also to achieve the use of resources for manufacturers with the operation department.
Balance in mastery.
According to Wang Li, in her many years of professional career, she has not been smooth sailing, and she has encountered many storms. As the saying goes, it doesn't matter if you fall, you should get up stronger when you fall, and be more brave to face and solve problems. ”
Wang Li talked about a failure encountered in the previous procurement work, "In those years, the pursuit of gross profit margin maximization in the work, although it has produced certain results in a short period of time, the gross profit margin has been highlighted and improved, but after a period of data analysis, it is found that the gross profit and customer flow have decreased significantly, and for those varieties with maximum gross profit margin, there is no manufacturer terminal resource activity support in the chain store, which leads to the reduction of the store's customer injury and employee sales enthusiasm." ”
The lesson of failure made Wang Li realize that procurement must be balanced in more aspects, and that pursuing a single effect would only be counterproductive. Later, with the joint efforts of her colleagues, Wang Li began to make a series of new adjustments to the sales orientation of varieties: reorganizing brand enterprises.
First- and second-tier varieties, sort out the core key varieties in each category, and regularly do first-class single product sales or brand month activities; Combined with the manufacturer's publicity and terminal key display and store image packaging, consumers can enter the store to feel the brand chain sales brand varieties; At the same time, we organize staff training, member knowledge lectures and so on. Through the adjustment of more procurement dry goods and the efforts of personnel in various departments, the brand image of the enterprise has been gradually improved, and the sales enthusiasm of employees has also been improved.
Wang Li believes that the future procurement personnel must be good category managers while doing a good job as product managers, and continuous learning and improvement and keeping pace with the times are the basic skills that every purchaser must practice.