1.大白天,开黑店
灯光亮度不够,会有种你快要倒闭的错觉。如果你不想让顾客有这种错觉,那就开灯吧。
(1)开店的首要目标是赚钱,不是省钱。
(2)亮度与档次成正比。
(3)比竞争店亮:一条街上最亮。
2.有人无人,开聋哑店
背景音乐非常重要,可使顾客光顾率增加15%;而舒缓的音乐可增加顾客的深度接触率,使销售额提高30%。
(1)上班前:振作精神的乐曲。
(2)下午13:00-14:00:轻音乐,舒缓疲劳
3.橱窗没有吸引力
橱窗无吸引力等同于开盲店。想将商品动销,就要勤换橱窗。每天都有一个新气象,才会使老顾客每次来的时候都觉得有新鲜感。
建议橱窗更新频率约在7~14天。
4.商品种类不齐全,商品销售无主次
(1)无论面积大小,每家店都要有主力品类(差异化)。
(2)要有吸引顾客的商品结构。商品主要包括:
①目标商品:该类商品首选此店;超过市场平均份额;投入主要资源;常规大批量购买。
②必选商品(比价商品):价格最便宜;平均份额。
③便利商品: “一站式”的必备品;正常价格,追求毛利。
④季节商品。
5.货架设计不科学,陈列面积太浪费
标准的货架和陈列是按平方米赚取利润的,你的黄金点能否带来比别的点高几倍的利润?如果不能,请尽快调整!如端架摆放季节品、新品、促销品等。
6.商品陈列不分类,畅销滞销没区别
(1)陈列没有体现“分类原则”与“关联陈列原则”。
(2)畅销品缺乏充足的陈列位与排面数(零售是“让畅销的更畅销”)。
7.商品标价不清晰,价签使用不规范
想要健康发展?请从小小的标签做起。
(1)价格签要做到:明码标价、定位陈列、定量铺货、保护畅销品。
(2)价格签的功能:(颜色管理)正价=蓝色、特价=红色、会员价=粉红色、同类品最低价=橙色,临时特价=白色等。
(3)价格签的大小尺寸:三种以上。
8.特价手法单调
目前特价手法基本上2种方式:一律几折或(特价车)一口价。
要记住,顾客需要的不是便宜,而是占便宜,所以仅仅便宜是不够的,还要抓住顾客消费心理,给予他们占便宜的感觉。
9.新品展示不明显
如何改进?
(1)建立商品淘汰制,引入新品。
(2)新品上架注意:明显陈列、海报说明、促销活动。
(3)新品展示:调整陈列(橱窗、模特、正挂等)。
10.不注重自我学习与培训
从不参加培训的管理者很难在激烈的竞争中发展、壮大。
(1)学习是良好的生活习惯,应坚持每天学习半小时。
(2)要勤动笔墨勤读书。
(3)多参加培训课程。
11.导购员勤于卖货,懒于理货
货要丰满但不是乱,导购员懒于理货是管理问题。
导购员休闲作业五步曲为:补充货品、清洁卫生、学习商品、整理单据、调整陈列。
12.促销活动没有规律,次数太少
一定要记得,促销的本质是增加与顾客沟通的机会。因而应做到:
(1)促销频率:每月1~10日做大型邮报促销。
(2)每周每日皆有优惠。
13.礼品赠品数量少,质量差
赠品没有针对性和吸引力不如不赠,如果赠品质量再差,那就成负面宣传了。
14.不做营业计划
做事没有计划,费事、费钱、费时间。请开始自我分析:
(1)计划分解:年→月→周→日,落实到每个导购。
(2)计划项目:销售额、毛利额、新会员数量。
15.不开会,甚至不开早会
请牢记:销售是90%的准备+10%的介绍;导购员上岗就像演员上台;不开早会不上岗(身体、精神、礼仪、专业、服务五上岗)
那么,如何开早会?
①列队
②检查着装与职业淡妆
③问好
④导购员汇报
⑤店长训练、点评
⑥通报店况。宣讲服务誓言: “……”(想一句正能量的语句)
⑦激励。提出工作目标,如 “今天我要争第一”(符合品牌习惯就行)
⑧解散。
每天都有海量资讯,店铺在诞生,无数的有开店梦想的人在实现他们的梦想,不同开店项目令人莫衷一是,怎样找到并辨别他们?有一帮人决心投身此业,终日与开店为伍,致力于发现与开店相关的人、加盟项目、开店金融与开店酷产品,带你体验并连接其中,邀请你来体验——开店邦。
全部评论
2条评论
2017
02-09
前一阵子,记者盘点了法国10大化妆品企业,发现法国的 ...
2016
07-28
别看美国本身就两百多年的历史,可美国却是一片很神奇 ...
2016
06-08
些化妆品店之所以生意惨淡,很多时候与犯了这15条毛病 ...
2016
05-05
中国现在有16万家化妆品零售店,这次盘点根据《2015中 ...
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