(1) Sales plan
This month's sales plan is broken down according to the store's annual sales plan, excluding other business income.
Monthly sales plan of each store = sum of monthly sales plan of each shopping mall.
Monthly sales plans vary from month to month, and the number of holidays included in each month varies greatly.
Generally, the breakdown of the sales plan is calculated based on the value of sales revenue * year-on-year growth in the same period.
(2) Sales revenue
Sales revenue: refers to the total monetary income of the enterprise from the sale of products in a certain period.
In the reporting system, it refers to the actual tax-included revenue excluding product discounts, excluding the discount amount.
Calculation formula: sales revenue = sales amount - total discount = product price * sales quantity - total discount
(3) Cumulative sales revenue in the current year and the same period
The cumulative number of sales revenue including tax is the cumulative amount of sales revenue accumulated in the current year and the same period in the same period.
The cumulative sales revenue is the sum of the sales revenue of the month up to date.
(4) Gross profit
Gross profit including tax refers to the real profit of the mall after deducting the cost of sales, including the discount of the supplier, that is, the simple gross profit of sales, excluding other business income of the mall and store, and various expenses.
The gross profit amount is generated in the following ways: sales revenue * gross profit margin.
Gross profit including tax = sales revenue including tax - cost of sales including tax + supplier discount bearing
(5) Gross profit margin
The gross profit margin occurs in the following ways: gross profit including tax / sales revenue including tax = gross profit margin.
Gross profit margin is divided into tax-included gross profit margin and actual gross profit margin, tax-included gross profit margin is the gross profit margin queried in the reporting system, that is, gross profit ÷ sales revenue, actual gross profit margin is generally for financial use, you can evaluate the net profit obtained by the entire store in the current period, actual gross profit margin = actual gross profit ÷ actual sales revenue, the actual gross profit here includes other business income and other business expenses, net gross profit after various expenses.
The company first determines the gross profit margin, and then calculates the gross profit margin according to the corresponding gross profit margin. Pay attention to the priority.
(6) Store area and number of people
The area and number of stores are based on the "Department Store Area and Number of Statistics" issued in June 2009.
Sales management personnel in accordance with the "Department Store Area and Counting Caliber" monthly summary, verification of the area of each shopping mall, for the entire shopping mall due to the adjustment of the goods area to change to carefully check, or actual measurement, the change of the number of area in a timely manner to register changes.
At the end of each month, it will be summarized and submitted to the store entry center for the entry of area and number of people
A comprehensive area survey is organized by the sales manager once a year.
(7) Passenger flow and unit price
Footfall refers to the number of people entering the mall at a certain period of time, which is currently being reported
The value of the data in the system is the number of receipts in the query time period, a receipt (a transaction) is a passenger flow, if there are two categories of goods on a receipt at the same time, then each category is counted as a passenger flow according to the category statistics, this phenomenon rarely occurs in department stores.
Unit value is the ratio of sales to footfall.
It is calculated as follows: unit price = sales in the current period / customer flow in the current period.
As can be seen from the above formula, sales are equal to the product of traffic and average order value.
Therefore, the level of customer flow and average order value will affect the turnover of the mall.
(8) Department store sales
The new department store system was launched in November 2010, and the classification used before is very different from the classification of the new system, and the same commodity is divided into different categories, so there is no similarity in the data of the major categories since the new system is launched, and the year-on-year data can be analyzed since November 2011.
There are 17 categories in the current reporting system: [09] cultural and sports categories, [10] household appliances, [21] cosmetics, [22] jewelry, [23] clocks and glasses, [24] shoes and bags, [25] women's clothing, [26] men's clothing, [27] sports, [28] leisure, [29] children, [30] knitting, [31] seasonal products, [32] home furnishings, [35] international boutiques, [36] leasing, [37] service items
To maximize the output of the area, it is not necessary to put goods in all places, but to maximize the sales output under the condition of providing customers with safety and comfort and achieving the overall style of the shopping mall.
Labor performance evaluates the contribution of each employee. For example, the sales efficiency index of seasonal goods wool and cashmere is higher than that in spring and summer, and the labor efficiency of salespeople of children's products increases significantly around Children's Day.
1. Main products
The brand's main styles or collections in the current season are as follows:
Full size, full color
The stock is abundant
Long-term sampling of the three major display positions
Management Focus:
Coordination of planning activities
Inventory tracking
2. Ancillary commodities
A complementary style or collection to complement the main style:
The code is not full color, and the color is not complete
There is no restocking after sale
Management:
Don't worry about slow-selling
End-of-season discounts
3. Ancillary products
brooch
scarf
chain
Cosmetic bag
Other giveaways, etc
4. Profit-oriented goods
Goods that exceed the average profit
For example: fox collars, cashmere scarves, etc
Management Method:
Observe sales
Pay attention to quality
5. Promotional products
Products used to drive popularity:
Float
Specials
Low-priced goods
Management Focus:
code control
Safety stock management
6. Staying products
Products that have not been sold on the counter for two consecutive weeks
Goods that maintain a high turnover number of days more than half of the season
Vintage items
Serious short codes cannot be replenished
Management Method:
Look for the reason for the lack of sales (display, price, referral method, etc.). Communicate with the manufacturer.
If the turnover days are too high, the gross profit should be calculated to assist the manufacturer in promotion.
The old style should be resolutely recommended to return to the factory.
The short code should contact the manufacturer as soon as possible to transfer the goods
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