SKU Analysis Of Store Sales To Help You Manage The Store

(1) Description: the dynamic sales rate exceeds 100%, indicating that the number of sales items in this category is higher than that of the existing stock at a certain time, indicating that the loss of the number of items appears in the classification.

(2) causes:

A, shortage of clothing retail products;

B, clothing retail products stop and stop sales;

C,

Retail virtual inventory.

(3) solutions:

A, clothing retail stores to strengthen the control of goods shortage.

It is necessary to attach importance to all aspects of data analysis in the management and operation. We can see from the data that there is a great relationship between the merchantability and regionality of the goods and the price of the season and display, and the prices of the goods. The goods sold by A stores are not equal to those of B stores or C stores. The goods that A stores do not sell well nowadays do not mean that they will never sell well. First of all, we should find out the reasons for the poor sales (the reasons for poor sales are: poor display of goods, unsuitable prices of goods, unfashionable style of goods, too many homogeneous commodities, etc.). The key point of goods shortage control is that our store managers must analyze the data regularly and periodically, and conduct on-site inspections in accordance with relevant processes.

The number of items in the current inventory SKU+ eliminated by SKU< is that the sales of passive sales have been eliminated while the motionless sales have not been eliminated.

SKU> current inventory SKU+ elimination of the number of items: the classified goods are eliminated than should be eliminated.

The number of items in the current inventory SKU+ eliminated by SKU= is that it can not only eliminate commodities, but also introduce the number of commodities.

The second case is that the mobile pin rate is below 100%.

(1) Description: from

On the surface, there are slow-moving commodities in such commodities, and at least there is a proportion of unmarketable products at least during the accounting period.

(2) causes:

A, clothing retail items too many, especially the same quality goods too much.

B, clothing retailing has structural commodities.

C, the elimination of such goods is not enough, or the elimination is out of proportion with the introduction.

D, the display, promotion, price performance ratio of such commodities need to be adjusted.

(3) solutions:

A, strengthen consumer surveys in business circles, and carefully introduce new products of this category (be careful to make full use of the market, make full analysis, and introduce new products moderately and cautiously according to the needs of consumers.

);

B, adjust the display of immovable merchandises, change the display locations of immovable merchandises, increase the quantity of merchandise display, increase the sales promotion of motionless merchandises, and change the marketing strategy of immovable merchandises;

C, adjust the price of fixed commodity in full market, and adjust the pricing strategy of immovable commodity.

D, through comprehensive data analysis, intensify the elimination of commodities;

E, adjust the virtual inventory and increase the stock in time.

We must be cautious in dealing with the classified products with a dynamic sales rate of less than 100%. We should pay attention to finding the reasons why the commodities are not moving: first, whether the commodities are structured or seasonal goods; two, we should check the commodity price ratio (whether the price is higher than the consumer's psychological price, whether it is higher than the competitive store, whether it is higher than the same commodity); three, whether the same commodity of the classification commodity is excessive; four, the display location and promotional activities of the commodity and so on.

Only after the elimination of these factors and effective improvement can we really determine whether the commodities are really unsalable and then deal with them.

Remember: when we see that commodities do not sell or sell unmarketable products, we must know that most of the commodities are not the fault of the commodities themselves, but our human faults. We do not attach importance to its existence.

The third case is that the movable pin rate is equal to 100%.

(1) explain the situation: the dynamic selling rate is equal to 100%, indicating that all the goods in the category are suitable for consumption in the business circle.

(2) the cause: the dynamic sales rate equals 100%, indicating that the classification is relatively normal in terms of commodity structure, but there are still some special reasons that cause the dynamic sales rate equal to 100%.

A, for a long time, did not maintain the number of items missing.

B, shortage of goods (long selling of some movable commodities and shortage of structured goods).

(3) solutions:

A, regular and irregular maintenance of store items, specific measures: store manager according to the layout of goods and historical data to determine the number of items of each small classification plan, and then periodically and irregularly in accordance with the small category inquires "classified inventory SKU report" to understand the change of commodity SKU, find the reasons and items of difference.

B, strengthen the shortage management of commodities, especially the shortage of some salable goods, regular sales and the shortage of structured products.

C, strengthen the public opinion of this commodity, tap the internal consumption power, and introduce new products moderately.

We should not be puzzled by the "100%" surface phenomenon when dealing with the classification with a dynamic sales rate equal to 100%. We should see the inner essence through the surface of the data. We must not think that the structure of these commodities is more reasonable. If we decide whether the premise is reasonable or not, we must go through the elimination and improvement of the above abnormal reasons before we can determine the reasonableness of the structure of the classified commodity list. At the same time, we must also strengthen the public opinion market, tap the potential of consumption, and introduce new products moderately.

Attention should also be paid to it: first, the introduction of new products of the classified commodity; two, the promotion of the small classified products; three, how to increase the sales volume of new products and train more class a commodities.

The fourth case is that the movable pin rate is equal to 0.

(1) explain the situation: the dynamic selling rate is equal to 0. From the surface of the data, it shows that the commodity structure of the store is unreasonable.

A, commodity structure problems.

B, specific causes (seasons and environment)

(2) causes:

A, clothing retail stores did not pay attention to the sale of such products, did not introduce any new products;

B, the classification of clothing retail products is unreasonable.

C, such commodities have specific reasons, such as strong seasonal and sales environment.

D, long-term shortage, at least during the accounting period did not enter and sell business pactions.

(3) solutions:

A and stores should check regularly and irregularly according to the commodity structure form.

B, readjust the commodity structure table;

C, strictly control the shortage of goods, especially for a long time.