Experience Exchange Of Children's Shoes Retailers

First, selling goods is selling ideas.

A shop Management If you don't enter the shop, you can see at the door, see what, look at the shop signs, look at the overall lighting of the store, see the display of the goods, see the sanitary condition, see the salesperson's mental outlook, work attitude and no customers. Do business What is the member doing?

Although we sell goods, we actually sell ideas. What is selling ideas? It is telling consumers what is most important when choosing such products. For example, when you buy a car, Mercedes Benz tells you that identity and status are most important. BMW tells you that the most important thing is to enjoy your life. Volvo tells you that safety is the most important. Grasp the effect that your product may cause, and emphasize it, and it will be right.

For example, in the same shopping mall in Beijing, the same location, the same brand. Children's shoes A person can sell fifty thousand or sixty thousand per month, others can only sell ten thousand or twenty thousand? Why? First, we have a customer called Miss BBG, she is in the shop showroom, will classify all children's shoes, according to the price, boys and girls, children's shoes have leather, PU, canvas, she will also be separated, so that "partition display, special display."

For example, when a customer comes in, she will pay attention to whether the customer's eyes are free or stare at a commodity. First, she wants to separate the price, which is 100 - 200 yuan, which is 200 - 300 yuan or more than 300 yuan. The value range that customers focus on is the price of her mind. If you look at the area and look at the area, it must be the price and style of her mind that have not been determined. When introducing, she will not only introduce a pair of shoes, but also give the other style shoes with a price difference of only 50 yuan to the customers, then explain the characteristics of the two shoes, for example, what kind of shoes and shoes match better. Finally, she will give some suggestions to the customers. What are the two styles representing, noble, fashionable or elegant? Then she will tell the customer: your child is very elegant, more suitable for this elegant. Let's see, Miss BBG's success rate in doing business is almost one hundred percent. Selling shoes is not selling shoes, but selling a symbol of status. Elegance, fashion, safety, health and comfort are all the selling points she launched.

The place we sell, we need to give customers a comfortable feeling. In order to save electricity and not to turn on the lights, to pack the shoes to prevent dust, to display the employees, to work without makeup, to have no spirit, to collect cashiers in a mess, to use shops to sell fancy cars, to shop self-made, handwritten promotions, POP and so on, all this behavior will make the "feeling" much discounted. The feeling of comfort is gone, and the brand image does not exist. We must bear in mind that selling goods means selling ideas.

Two, speak with facts.

For those who are not good but feel good about themselves, we suggest that he go to a shop that sells well. If she only talked about her shop problems, she would find many reasons, such as economic depression, small local population, poor consumption power, and goods can not keep up with them. A lot of them are objective and company problems, and their problems are not at all. Is this really true? We must know that the business of the shops is not good because they are not in place, so we can not just look for the objective and company reasons. We have encountered this kind of situation when we join the store. No matter what, customers simply can't listen to it. The problem is that the company's problem is not solved, the problem is not implemented and the head is listening. Of course, the customer asks questions and reflects the situation very well. But we can't see the problem with the concept of "all the faults of the company and products". We suggest that our customers go to a shop that is closer to him and do a good job. We can see that she is embarrassed. And they, the display is disordered, the sample size is different, the left and right sides are not divided, the store is used as the warehouse, the staff sits on the chair to knit the sweater, the luminaire breaks down a large piece of nobody, the customer enters the shop staff to greet also does not play, compares, the difference has come out, is this kind of shop or "the national shoes brand" shop? How can such a shop create the outstanding achievement! Standing on the position of serving the customer, the customer is also very willing to communicate with us, is willing to listen to our opinion. If there is a gap, there will be room for improvement.

Three, careful management, as long as the intentions will be good.

Shop operations will encounter many problems every day, and there will be many new situations. In order to keep the shops running continuously, we must try our best to set up higher goals every day and encourage them to try and apply new ideas and methods. But many franchisees say that I work harder and harder than others, but no one else is doing well. Why? At this time, we need to encourage them to "manage with heart, as long as their intentions are better." Efforts are to finish the work and do well in the work. Because as long as we work hard and move forward unswervingly towards a goal, we will succeed in using good methods. For example, if we have fewer customers, we should try to guide our prospective customers to the store. For example, in the shopping malls, kindergartens, schools doorway and children's relatively concentrated places, some brands of promotional leaflets and balloons are distributed. Customers should be loyal consumers after they arrive at the store. How to train loyal consumers is simply to make your customers feel that they are needed. It is indisputable that customer satisfaction is the key. Without that, your shop will not survive. But we are talking about customer loyalty and making your customers happy in shopping. Customers who are not satisfied with you today will be satisfied with your competitors unless you know how to retain them. How to train your repeat customers? Assuming that our products and services are value for money, the key to the remaining problems is to make your customers feel that they are needed. Let them feel that they are your most important customers. Give them care and give them to every customer. This feeling is produced in this way: when you hand them goods, you can express your gratitude with a note saying, "thank you for choosing us, this cooperation is quite enjoyable". If there is a customer call, pick up the new product and call out their names to greet them, and tell them that the new products have arrived. Do we still have no sales to do this?

Note down the children's birthday, on their birthday phone call can be free to receive a birthday gift to the store. These thoughtful little details can show your concern for customers. A simple note, "thank you for patronizing us, is extremely grateful," may enable us to win a loyal customer and make it a live advertisement for our company. These are easy to do and easy to ignore.

Doing business is just like being a man. When we are in trouble, tell ourselves that we will do well in our business if we work hard. {page_break}

Four, the attitude of the boss determines the success or failure of the store.

Most of our franchisees have a stable job. Generally, it is "spending money to invite employees to be their own boss, thinking that they can be a shopkeeper." With this kind of thinking, it is a big mistake. Some shops are not very good. They must not be in the shop all day with their bosses. They are only "pointing" to the shops. They think they can have a rest. Why is this kind of thinking wrong? Because the shop is yours, business is yours, and the boss does not work hard. How can the staff work hard? Also speaking of responsibility, what is "sense of responsibility"? For example, the shop does not open for five days, and the employees will not sleep. But the boss must be sleepless every day. The responsibility of each level is different. How much responsibility does it have? The sense of responsibility is decreasing from the top to the bottom. So we ask our employees to meet our requirements. What must we do?

A boss pays more than a hundred times.

The degree of effort made by the boss to the store determines the efforts of the whole business and staff. All businesses must be adequately valued and demonstrated before the boss can be "healthy development". The boss is a boss, but always remind yourself that you can become a permanent boss if you want to start with your employees.

Five, success stems from self-confidence.

As the most grass-roots management staff of brand children's shoes chain operation, whenever we see our franchising stores see our employees wearing different styles of clothing to sell our children's shoes, whenever we see the employees are introducing the clothes to the guests as if the voice is as small as mosquitoes, whenever we see the shops are dead and the employees are not a bit vigorous, we should think that this is the result of the inferiority of our employees. A shop without self-confidence can not be an excellent shop. The boss who lacks self-confidence in business is also not a qualified boss. When our company took over a bad shop that was previously run by our franchisee, asked the salesperson of the shop and how much the manager's salary was. When we realized that only 1000 yuan, we immediately said how it worked, and immediately increased to 1300. Because we know that a manager who takes 1000 yuan can not be an excellent store manager, and a manager of 1000 yuan can not make a 1300 yuan store manager. A little more is not important to the company, but it gives the whole shop a renewed vitality.

As a boss, the most important responsibility is to encourage morale, appoint people to be good at others, and be good at others. In terms of hiring staff, our boss can be generous to our employees in the daily shop management, because the role of the boss is to boost morale and enhance employee confidence. With a high salary, there is high morale and good confidence. As for how to increase sales, there is a natural way for employees to do so.

Six. Concentrate on your major.

Communicating with several bosses of several key customer shops, their turnover is relatively high. What is the matter? She asked her salesmen to arrange the display and sanitation of the shops when they were deserted. They told me: because when they are idle, the whole morale and passion are falling down! This gives us a deeper understanding of the principle of "nothing ado about nothing"! The characteristic of a store is that there are many female employees. The biggest problem for female employees is that they are always in the mood. They are always thinking about how other brands are paid. How are they today? How to be specific? Simply speaking, it is busy, that is, moving. When a person is busy, there is no time for him to go.

I have other questions. Therefore, the management of stores and companies should not be afraid of the fact that employees are doing too much and tired. What you should be afraid of is whether they have something to do, whether they have enough responsibilities and functions, too free, and employees should understand that if your boss asks you to come, if there is nothing to do, you will not have the meaning and value of existence.

It's easy for employees to concentrate on their day's work, but how to make them work well for a year or even two or three years? The successful life experience of a boss is a fresh teaching material, but this is far from enough. As a boss, the most important thing is to portray a beautiful prospect for employees. At the same time, it is also necessary to work hard and unremittingly share your ideals and future with the staff. If the boss talks about the business and development plan five years later, the staff's experience accumulated now is to prepare for their own business, and encourage their employees to try more adventures and opportunities every day. The employees naturally understand that the company is developing and they can grow together with the company. When a person sees the growth and prospects, he will naturally work hard for the goal, then the boss can let your people follow you to do business with you and pursue greater success.

Seven, let the shoes flow.

Once I went to a poorly run shop, and when I arrived at the shop, I found that one was not there.

20 flat shops, shops style up to more than 300 SKU, what last year's last year, even three years ago, the goods are still there, although the number of single is not large, but the total add up is still a very painful figure. And most of our shops, after a year's calculation, find that they are left in the warehouse and earn money in inventory. These are the results of our shoes that are "not mobile".

As far as our brand shoes are concerned, although our design is excellent and the quality of goods is excellent, we can not sell well, and there are always 20%-30% goods that are not good enough to sell. In order to ensure that there is no "profit left in the warehouse" and to ensure that the shops have enough profits, there are two key problems waiting to be solved. One is how to deal with the 20%-30% slow-moving goods, and the two is how to transfer the other 70%-80% products quickly. First of all, we will make a breakdown of 20%-30%'s unsalable goods. We have to make a loss of 10% of the worst goods, that is, 2-3 discount, and 20% of the goods do not make a profit, so we still have 70% of the goods to make money. In these 70%, the sales loss caused by the worst 10% products is retraced, and the total profit of our goods is 60%. In addition, the display area of a boutique is always limited. It shows that one style can not display and sell other styles at the same time at the same time. Therefore, if we solve the sales problem of 20%-30% with the slowest turnover rate in the shortest time, it will naturally bring opportunities for display and sale of other products. Therefore, it can be affirmed that the management of unsalable goods is the key to the success or failure of store goods management. The strength and speed of sales of unsalable goods determine the strength and speed of selling whole goods. This is also a basic requirement for a qualified boss and qualified shop manager. With this in mind, we will take action and make a 2-3 discount.

Eight, people oriented

Even if you have the best store location and business method in the world, but there is no suitable person to perfect it, develop it and realize it, these methods may not produce good results. Only good boss and excellent shop manager can create first-class performance and first-class shop. In the process of our store operation, we ignore the human factor, that is, there is a good strategy. The best way is also in vain. Putting people first, "people first, respect talents and value talents" is the only way for you to succeed.