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          首頁 > 行業 > 資訊 > 管理 > 家紡零售必須掌握的“12項數據管理”

          家紡零售必須掌握的“12項數據管理”

           2014-11-20

            零售店鋪搞不了大數據,那就踏踏實實的把小數據用好。一天生意的好壞,如何提升,要掌握分析好十二大數據指標。

            一、營業額

            (1)營業額反映了店鋪的生意走勢。

            針對以往銷售數據,結合地區行業的發展狀況,通過對營業額的每天定期跟進,每周總結比較,以此來調整促銷及推廣活動。

            (2)為店鋪及員工設立銷售目標。

            根據營業額數據,設立店鋪經營目標及員工銷售目標,將營業額目標細分到每月丶每周丶每日丶每時段丶每班次丶每人,讓員工的目標更加清晰;為員工月度目標達成設立相應的獎勵機制,激勵員工沖上更高的銷售額;每天監控營業額指標完成進程情況,當目標任務未能達成時,應立即推出預備方案,如月中的目標進程不理想時應及時調整人員丶貨品丶促銷方案。

            (3)比較各分店銷售狀況。

            營業額指標有助于比較各分店的銷售能力,從而為優化人員結構及貨品組合提供參考。

            二、分類貨品銷售額

            分類貨品銷售額即店鋪中各個品類貨品的銷售額。通過分類貨品銷售額指標的分析,可以了解:

            (1)各分類貨品銷售情況及所占比例是否合理,為店鋪的訂貨丶組貨及促銷提供參考依據,從而作出更完善的貨品調整,使貨品組合更符合店鋪實際消費情況。

            (2)了解該店或該區的消費取向,即時作出補貨丶調貨的措施,并針對性調整陳列,從而優化庫存及利于店鋪利潤最大化。對于銷售額低的品類,則應考慮在店內加強促銷,消化庫存。

            (3)比較本店分類貨品銷售與地區的正常銷售比例,得出本店的銷售特性,對慢流品類應考慮多加展示,同時加強導購對慢流品類的重點推介及搭配銷售能力。

            三、前十大暢銷款

            1、定期統計分析前十大暢銷款(每周/月/季),了解暢銷的原因及庫存狀況。

            2、根據銷售速度及周期對前十大暢銷款設立庫存安全線,適當做出補貨或尋找替代品措施。

            3、教導員工利用暢銷款搭配平銷款或滯銷款銷售,帶動店鋪貨品整體的流動。

            四、前十大滯銷款

            1、定期統計分析前十大滯銷款(每周/月/季),了解滯銷的原因及庫存狀況。

            2、尋找滯銷款的賣點,并加強對導購的產品培訓,提升導購對滯銷品的銷售技巧

            3、調整滯銷品的陳列方式及陳列位置,避免在店鋪的角落,并配合人員進行重點推介。

            4、制定滯銷品的銷售激勵政策(有選擇性實施),如賣出一件滯銷款,獎勵*元……

            5、對滯銷品做出調貨/退貨,或者是促銷的準備。

            五、連帶率(銷售件數/銷售單數)

            1、連帶率的高低是了解店鋪人員貨品搭配銷售能力的重要依據。

            2、連帶率低于1.3,則應立即提升員工的附加推銷力度,并給員工做附加推銷培訓,提升連帶銷售能力。

            3、當連帶率低時,應調整關聯產品的陳列位置,如把可搭配的產品陳列在相近的位置,在銷售時起到便利搭配的作用,提升關聯銷售。

            4、當連帶率低時,應檢查店鋪所采取的促銷策略,調整合適的促銷方式,鼓勵顧客多買。

            六、坪效(每天每平米的銷售額)

            1、例如,店鋪月坪效=月銷售額/營業面積/天數。此指標能分析店鋪面積的生產力,深入了解店鋪銷售的真實情況。

            2、坪效可以為訂貨提供參考,及定期監控確認店內庫存是否足夠,坪效的分析意義也意味著增加有效營業面積則可增加營業額。

            3、坪效低的原因通常有:員工銷售技能低;陳列不當;品類缺乏;搭配不當等。

            4、坪效低則應思考:

            櫥窗及模特是否大部分陳列了低價位的產品?

            導購是否一致傾向于賣便宜類的產品?

            黃金陳列位置的貨品銷售反應是否不佳?

            店長是否制定了每周的主推貨品,并對員工做主推貨品的賣點培訓?

            七、人效(每天每人的銷售額)

            1、例如,店鋪月人效=月銷售額/店鋪總人數/天數。此指標反映了店鋪人員的整體銷售素質高低與否及人員配置數量是否合理等。

            2、人效過低,則須檢查員工的產品知識及銷售技巧是否存在不足,或排班不合理,排班應保證每個班都有銷售能力強的導購,能提供人效的指標。

            3、根據員工最擅長的產品安排對應的銷售區域,能有效提升人效。

            八、客單價(銷售額/銷售單數)

            1、客單價的高低反映了店鋪顧客消費承受能力的情況,多訂適合消費者承受力價位的產品,有助于提升營業額。

            2、比較店鋪中貨品與客人承受能力是否相符,將高于平均單價的產品在賣場做特殊陳列。

            3、用低于平均單價的產品吸引實際型顧客,豐富了顧客類型自然提升了銷售額。

            4、增加以平均單價為主的產品數量和類別,將平均單價做為貨品訂貨的參考價格。

            5、提升中高價位的產品銷售,是提升客單價的重要方法,店長應培訓員工如何做中高價位產品的銷售及如何回應顧客價位高的異議。

            九、貨品流失率

            1、合理布局人員在賣場的站位。

            2、嚴格對待交接班工作,認真清點貨品數目,對出現問題及時做檢查和總結,以避免錯誤重復出現。

            3、在客流高峰期時,員工應提高警惕性,加強配合力度,以杜絕貨品無謂流失。

            十、存銷比(存銷比=庫存件數月銷售件數)

            1、存銷比過高,意味著庫存總量或結構不合理,資金效率低。

            2、存銷比過低,意味著庫存不足,生意難于最大化。

            3、存銷比反映總量問題,總量合理未必結構合理,月存銷比維持在3—4之間是比較良好的。

            4、存銷比細分包括:各品類貨品存銷比丶新老貨存銷比丶款式存銷比等。

            十一、VIP占比(VIP消費額/營業額)

            1、此指標反映的是店鋪VIP的消費情況,從側面表明店鋪市場占有率和顧客忠誠度,考量店鋪的綜合服務能力和市場開發能力。

            2、一般情況下,VIP占比在45%-55%之間比較好;這時公司的利益是最大化的,市場拓展與顧客忠誠度都相對正常,且業績也會相對穩定。若是低于這個數值區間,就表示有顧客流失,或者是市場認可度差,店鋪的服務能力不佳;若是VIP高于數值區間,則表示開發新客戶的能力太弱。假若是先高后低,就表示顧客流失嚴重。

            十二、銷售折扣(營業額/銷售吊牌金額)

            1、銷售折扣是反映店鋪折讓的情況,直接影響店鋪的毛利額,是利潤中很重要的指標。

            2、店鋪的營業額很高,并不代表著利潤高,應參考銷售折扣的高低,若銷售折扣比較低,則說明店鋪在做促銷,店鋪的毛利率是很低的,所以一個店鋪毛利的高低是和營業額及銷售折的高低有關的。

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