Below I will summarize some of my summaries as the manager of this sporting goods store from several aspects:
I. Sales
1, because the market share of the brand I serve is not the attitude of the strong, so in the sales process, we must strive to compete for the market share of competitive brands at the same level and be harsh.
Taking the sports shop 100 of my xx store as the analysis object, the whole shopping mall mainly sells sports shoes, and the passenger flow of the whole shopping mall is mainly sports young people. With the Olympic Games and the slogan of national fitness put forward in recent years, people's consumption of sporting goods will surely flourish.
2. I should match the goods completely when I distribute them.
Such as: sports shoes+jeans+leisure sports coat combination. The brands around me, the competitive brands I have established are jeans jive and casual shirt bossini. We chose them as our main competitive brands because I think competitive brands are brands that we can surpass or be surpassed in a strategic development process. In the process of competition, try our best to restrain the development of competitive brands within the acceptable profit range. In the process of competition, conceptual warfare and price war are mainly adopted.
3. However, we should use tactics flexibly. Don't touch the stone with eggs. Avoid reality and be empty, and use it flexibly.
For example, if xx shows a pair of sweatpants, I will compete with you with clothes with strong price advantages and style advantages. I'll do whatever he says. If the other side's competitive advantage is too strong, and my profit doesn't allow me to make blind behavior, then I will attack from his weakness. However, in the process of fighting between the two sides, we should also pay attention to the market share of other brands to avoid the benefits of others.
4. In the process of sales, the inventory ratio and display of goods must adapt to the sales ratio of the whole freight yard, but this is still a problem of overall control.
For example, if my sales share of men's sports T-shirts accounts for 40% and women's sports T-shirts only accounts for 20%, then I must not adjust my inventory to 40% for men's sports T-shirts and 20% for women's sports T-shirts, because if I do so, my momentum of women's wear will be weakened, and its sales track will inevitably advance to 50% and 10%. If, once, my women's T-shirt is lost.
Because the integrity of the brand is extremely important, or richness. In terms of goods display, I think the entrance of the freight yard must be open and easy to enter. Because the decisive factor of the whole sales is nothing more than the passenger flow and the customer's stay time in the store.
The manager of the store must know what is the best-selling model of his store and what is the most expensive shelf. In different stages of development, shops adopt different display ideas.
If you are in the survival stage, then you should display the best-selling models on the most expensive shelves. If we are in the stage of running towards a well-off society, we should adopt different combinations of best-selling models and slow-selling models to achieve the scene of blooming all around.
In addition, the most popular display idea at this stage is color matching, but in the process of color matching, we must pay attention to the overall layout, the display of the smallest display unit, and then the overall combination layout.
When displaying, we must make full use of the collocation of green leaves and red flowers. If we simply repeat colors without the finishing touch, then the layout of the whole field will be in an awkward position without focus.
6. In terms of storefront posters, we must highlight the theme culture of the brand. Design comes from life and feeds back to life. In concept marketing, we should tell our customers what kind of occasions our clothes are worn in order to find a * * * sound with our customers' attitude towards life.
When collecting sales data, we must treat each store separately so that each store can get a piece of information, so as to give the most accurate feedback on design and production. The setbacks encountered in the sales process should be made up in the plan for the next season.
For example, this week, the sales of men's sports T-shirts only had a market share of 10%. To consider why it is 65,438+00%, how much it can be improved in the next season's sales process, 65,438+05% or other inferences, it must be based on strategic vision.
Second, promotion.
Promotion should be planned, not blindly. Before the start of the whole year, we should make a good promotion plan for the whole year, instead of blindly following competitive brands and being led by them.
(A) the formation of sales promotion has three points:
1, holiday promotion;
2. Guaranteed promotion cannot be completed in the mall;
3. End-of-season inventory promotion.
(2) Promotion advantages:
Increase sales and reduce inventory.
(3) Disadvantages of promotion:
Customer impression discount of brand image. In order to reduce the discount brought by the promotion to the customer's evaluation impression, every promotion should give the customer a reason to reduce the price as much as possible.
When promoting sales, you can also join the intervention of other cultures, such as uniting strong brands in other industries. After each promotion, we should review and summarize in time to grasp the next logistics problem.
Third, buy goods.
1, push the details back to the perimeter, and then use the perimeter to scrutinize the details.
2. The advantages of last season must be passed down, and some elements with changing trends should be merged in a small amount and remain unchanged.
3, understand the sales cycle of goods, all sales should be in the form of parabola, try to improve the height of the parabola vertex and the length of the abscissa.
4. Ensure the integrity of goods, but try to avoid duplication. Because repetition will form competition in its own field.
5, it depends on the trend, such as the current organic wave.
6. The determination of the size ratio and color ratio of commodities shall be calculated according to the period of parabola from top to bottom. It should not be the proportion of sales in the whole season. However, we should also pay attention to honesty.
7. For the launch of new products, what is needed is trial launch, not mass production of new products. Only excellent products can be produced on a large scale.
Fourth, agents.
Try to teach and assist, put yourself in the agent's shoes, and think more about the agent. In terms of professional knowledge, try to share it with agents. In terms of data analysis, it should be provided to agents as perfect as possible. Let the agent form a long-term vision. And let agents see the hope of profit.
Verb (abbreviation of verb) clothing quality
We should try our best to keep improving and develop repeat customers to the greatest extent. Teamwork is as modest as possible and gives unreserved guidance to subordinates.
The above is my summary of experience in the management of this sporting goods store. Due to the limitation of writing, it still needs to be fully developed in many aspects.
Job summary of sporting goods sales manager 2 As the manager of a sports clothing store, I feel deeply responsible. Years of work experience have made me understand such a truth:
For retail stores with good economic benefits:
One is to have professional managers;
Second, we should have good professional knowledge as the backing;
The third is to have a good management system. Observe attentively and communicate with customers attentively, and you can do it well.
First, specific practices
The specific summary is as follows:
1, seriously implement the company's business policy.
At the same time, the company's business strategy is correctly and timely conveyed to every employee, which plays a good role as a bridge between the preceding and the following.
2, do a good job in the ideological work of employees.
Unite the employees in the store, fully mobilize and give play to the enthusiasm of employees, understand the advantages of each employee, give play to their specialties, and do what they can. Strengthen the cohesion of the shopping mall and make it a United collective.
3. Understand the information of peers through various channels.
Knowing the customers' shopping psychology, knowing ourselves and ourselves, knowing well and having a clear aim, our work can be more targeted, thus avoiding unnecessary losses.
4. Lead by example and set an example for employees.
Constantly instill corporate culture in employees, educate employees to have a sense of the overall situation and do things from the overall interests of the company.
5. Attract customers with thoughtful and meticulous service.
Give full play to the initiative and creativity of all employees, and let employees change from passive "let me do" to positive "I want to do".
In order to create a good shopping environment for customers and create more sales performance for the company, lead employees to do the following work.
First of all, do a good job of cleaning every day to create a comfortable shopping environment for customers;
Secondly, actively serve customers and meet the needs of consumers as much as possible; We should constantly strengthen our sense of service and let our customers leave our store with sincere smiles and polite language.
6. Deal with the cooperation between departments, between superiors and subordinates, complain less, be more enthusiastic, treat the problems in work objectively and solve them with a positive attitude.
Second, the plan for next year
Now the management of our store is gradually becoming digital and scientific, and the management means are improved, which puts forward new job requirements for the store manager. Skilled business will help us achieve various operational indicators. A new year has begun, and achievements can only represent the past. I will run our store with more exquisite and skilled business.
Facing the work next year, I feel a great responsibility. We should keep a clear head at any time and sort out our work ideas for next year, focusing on the following aspects:
1. Strengthen daily management, especially the management of basic work;
2. Increase the training of employees internally, and comprehensively improve the overall quality of employees;
3. Establish a high degree of loyalty to the company, love your job, take care of the overall situation, think of everything for the company, and contribute to the overall improvement of the economic benefits of the company.
4. Strengthen unity and cooperation with various departments and brother companies, create the best and seamless working environment, get rid of discordant notes, give full play to employees' greatest work enthusiasm, and gradually become an excellent team.
Summary of the work of the store manager of sporting goods sales: Time flies, and another month has passed in a blink of an eye.
According to the achievements, experiences and lessons of our store's actual work this year, as well as the work progress in recent months, the work this year is summarized as follows:
I. Achievements, experiences and lessons in practical work.
Personnel management.
1. Establishment of the concept of love store
It is proposed that everyone in our store should establish a store-loving ideological education activity that takes the store as their home, cares for the store and builds a store winner. So far, every shop assistant can prove by his own actions that we have established this store-loving idea. No matter from the usual enthusiasm of each clerk or the performance of maintaining the sense of collective honor, I can feel that everyone already has it: the store is their home and the work they do is their own career.
The workload this year is relatively heavy, and it is necessary to complete the seasonal change of autumn and winter sports products and spring and summer sports products. For seven or eight days in a row, everyone often worked overtime around three main tasks: checking and counting the number of new products, arranging products on shelves in autumn and winter, and counting the number of returns in spring and summer. Almost all employees sacrificed their rest time to come to the store to work overtime to help, and no one complained.
This attitude towards work also verifies everyone's cohesive performance and our store-oriented, store-caring and store-building winner's love idea. I believe that as long as there is good spirit and thought as the driving force, all colleagues in the store will have greater work passion to complete the tasks assigned by the company.
2. Master the professional skills of shopping guide
This year's "Six Steps of Experiential Marketing" special study has achieved good results in improving our shopping guide skills. Use the daily morning meeting and business leisure time to discuss marketing theory, and apply it to the current work of receiving customers, and exchange your own shopping guide tips at the party so that everyone can share them seriously, thus greatly improving their overall shopping guide skills.
Insist on using the spare time of the store every Monday and Wednesday, organize the review of the theoretical knowledge of fabrics mastered during training, and organize some small competitions such as "knowing the characteristics of fabrics and striving to be small experts in fabric knowledge", which also achieved good results. All employees in the store can master the fabrics and characteristics of existing products skillfully.
3. The shortcomings of personnel management:
(1) When organizing clerks to perform a small task, sometimes only some arrangements are made, but there is no specific supervision over the whole implementation process.
(2) When dealing with the violation of rules and regulations, the employees who violate the rules and regulations are not punished strictly, so that they may have relaxed and paralyzed thoughts and fail to realize the seriousness of the violation.
4. Achievements in commodity management:
1. It is very successful and effective to set up an inspection team to strictly control the purchase of goods.
The quantity, color and size of the existing goods in the store are registered and catalogued, and the daily report of commodity sales inventory is established, so that the order plan can be made at any time according to the actual sales data of the store.
2. In-store inventory work implements the system of initial inventory and re-inventory, and the effect is also obvious.
The three groups (counting group, record group and audit group) we set up in the inventory are two people in the one-on-one help system, and clearly put forward the seriousness and punishment of inventory errors. Now the efficiency and accuracy of inventory work have been greatly improved.
3. Pay attention to management in the attitude and quality of cashier service, which has been praised and recognized by many new and old customers. Great progress has also been made in improving the speed and accuracy of cashier operation.
5. Inadequate cargo management:
(1) is not more accurate in counting the quantity of goods.
(2) When supervising the cashier's settlement work, the degree of attention is not high enough, which leads to improper mistakes.
Second, the work progress
This year's workload is heavy, and the seasonal work is carried out around the return of spring and summer products and the launch of new products in autumn and winter. We will briefly summarize the progress of this year's key work:
1. Commodity management
1. Spring and summer product return
The production and return work in spring and summer adopts the way of point-to-point combination, and organizes personnel to adjust the corresponding products and posts in spring and summer with reference to the types and quantities of new products in autumn and winter. On the basis of not affecting the overall display effect of the store, the new autumn and winter products will be displayed on the shelves for sale. At this point, the return of spring and summer products has been completed.
2. Acceptance and display of autumn and winter products
There are many kinds, series and quantities of products in autumn and winter, and the accuracy and importance of counting quantity are repeatedly emphasized during the acceptance of incoming goods. Find errors and communicate with warehouse staff in time.
The display of new products in autumn and winter is clearly divided into sports home leisure area, baby clothes area, men's and women's boutique underwear area and men's and women's basic underwear area. Different display modes are adopted in different areas, and two unifications (uniform stacking mode of clothes displayed in the store and uniform spacing of underwear racks in the store) are adopted, which gives customers a clean and layered overall feeling and ultimately seeks the display effect of the whole store. The exhibition of existing autumn and winter products in the store has been basically completed.
Second, master the knowledge of autumn and winter products
1. Be familiar with the price, fabric, characteristics and technology of autumn and winter products.
Combined with fabric knowledge and product introduction card, the price, fabric, characteristics and advantages of new products in autumn and winter this year were exchanged and studied. And discuss the language module that can clearly introduce the advantages of each new autumn and winter product, and clearly introduce the advantages of our products to customers.
2. Master the shopping guide skills of recommending autumn and winter products to customers.
Using spare time to organize shop assistants to discuss the matching effect of existing autumn and winter products in the store can not only really meet the needs of customers, but also improve the performance of single ticket, thus improving the overall performance of the store.
Summarize and draw lessons from this year's work, always remind yourself of some points that need attention, and correct them in time in the next step. This year's key work has been basically completed, and the next work focuses on three major tasks: further familiarizing with autumn and winter products, improving shopping guide skills, improving store performance, and rectifying staff style and discipline.
As the New Year's bell approaches, we bid farewell to the hectic xx year and usher in a bright, hopeful and passionate xx year with enthusiasm and expectation.
Summary of the Work of Sporting Goods Sales Manager 4 The past year was the second year that I stepped out of school, and it was also a very important year in my work. In the past year, with the concern of the group leaders of the Head Office and the help and support of the branch bosses and managers at all levels, my work ability has been further improved, and my work performance has also been significantly improved, mainly in the following aspects:
1. The sales performance of sporting goods stores has reached a new level.
After 20xx years of internship and practice, I spent a lot of time in 20xx learning how to improve the sales performance of the store, starting from the aspects of store image, store atmosphere, poster decoration, customer maintenance, after-sales service, etc., so that our store retained a large number of old customers and developed a number of new customers to become our regular customers.
In store sales, the first thing my salespeople require is that the underwear in the store is clean and tidy, and the display is clean and tidy. I believe that a good first impression is an important factor to retain customers; Secondly, store posters should be changed frequently. In the market of Lu 'an for more than a year, whenever a new poster is changed, the sales volume of the specialty store will be better than that of the shopping mall that day.
Because the window posters of specialty stores directly provide customers with new sales information and attract customers to buy; Third, my salespeople have developed a pair of critical eyes. Every old customer who has been to the store will feel that we are familiar with him and pay close attention to him in the first sentence of reception. We must have full patience and love for after-sales service customers, and make after-sales service a knowledge different from other brands. Finally, sales staff must be good at grasping the sales opportunity, and timely words and deeds will help to achieve sales.
Through the above efforts, the sales of exclusive stores have reached a big step, and the monthly sales have been greatly improved compared with the same period, ranking first among the six stores every month, and the sales of xx store opened in Lian Gang have also been greatly improved.
2. Team building of sporting goods stores has begun to take shape.
Through the observation and understanding of the shop assistants in 20xx, the sales teams of various stores were adjusted in 20xx, and the shop assistants were integrated as a whole. The young clerk in Hong Jie Store was transferred to Xinduhui Store, and the employees of different shifts in the specialty store were also adjusted. The implementation of the combination of old and new employees, the collocation of old employees and new employees, and the sharing of commission have made the competitive sales style of various stores rise.
The contrast between different shifts in the store, the contrast between stores, everyone only talks about work when they go to work, often chats with them after work, and they are both superiors and sisters, and the employees of each store are gradually getting familiar with them. Yi 'erkang in Lu 'an has gradually developed into a large family of Yi 'erkang.
3. Sporting goods store has a dazzling array of goods, and the inventory is gradually reasonable.
After the initial inventory confusion, the goods in the specialty store are more and more reasonable, the proportion of new and old models is appropriate, and the special and regular price goods are complete. When new products go on the market, other brands in other channels should know which ones may become best sellers first, and stock up in advance, so as not to cause insufficient inventory and affect sales.
In terms of inventory, we will coordinate with the warehouse before each new product goes on the market, and return those shoes that are out of season and unsalable funds to the company at the right time to make enough space for the new product to go on the market.
Dear leaders and colleagues, every achievement I have made in the past year is inseparable from the cordial care and careful guidance of the leaders of the group, the strong support and help of colleagues in the branch, and the concerted efforts and hard work of the employees in various stores. Here, I would like to express my heartfelt thanks to all leaders, colleagues and dear employees!
Summing up my work in the past year, I still have many difficulties and shortcomings, which are embodied in the following aspects:
(1) The implementation of the system of specialty stores is not in place, and there is often a phenomenon that human feelings are greater than the system in work;
(2) Personnel management is not in place. In 20xx, there was an accident in which the consequences were introduced because of poor communication with the clerk;
(3) Too little communication with company leaders will easily lead to the lag of decision-making system;
(4) The market and timing are not accurate enough.
I will take the existing problems seriously, find out the reasons and solve them in time.
IV. Work Plan for the Next Year
Next year is a new development opportunity for the sporting goods market. After a year's efforts and rectification, the whole market has shown a thriving development trend. Under the competition of various shopping malls and brands, opportunities and challenges also exist. We will continue to work hard under the guidance of the company's leaders, strive to make the sales of all stores reach a new level in the new year, and ensure the smooth completion of the annual sales target.
The main task in the coming year is to grasp sales, establish a good brand image and enhance the reputation of our brand. Based on this goal, I plan to do the following work:
(1) communicate with branches and establish a reasonable membership system.
In view of the experience and lessons of this year's market, brands with large market share have their own membership system. From ordinary membership cards to VIP members, different consumption levels have different preferential conditions. In view of the understanding of customer psychology, that is, using membership card is only one yuan cheaper, which leaves a deep impression on customers.
Membership cards will make it easier for customers to become our loyal customers. If we have a reasonable membership system, I believe we will continue to retain old customers and develop new customers to become loyal customers this year.
(2) Learn human resource management and strengthen personnel management.
In view of this year's sales staff incident, in the new year, I will study hard the related courses of human resource management, learn to combine the knowledge in books with the practice in practice, understand the psychological state of sales staff from all aspects, find problems in time, feed back the problems to my superiors and contain them in the cradle.
(3) Continue to implement the manager responsibility system.
In the new year, we will hold regular store manager meetings, study and formulate reasonable store rules and regulations with salespeople, use the system to restrain personnel, implement the store manager responsibility system, find problems that I found with other store managers, solve them in time, and nip in the bud.
(4) Training employees and cultivating backbones.
Store employees should be trained regularly. Such training departments need to adopt lectures. The location can be in the store, in the warehouse or when going out every day. Taking sales skills training as a part of chat life will deepen the understanding of the training content and will be applied to practice.
Observe and discover key employees, learn more about them, and focus on cultivating them according to their strengths, so that sales will not be affected whether I am in the store or not, which requires the joint efforts of the manager and key employees in the store.
(5) After-sales service should be more meticulous and patient.
After-sales service in service industry has always been a big problem. Cultivate the quality of shop assistants to handle after-sales service, not afraid of after-sales, dare to face after-sales, and can complete every after-sales service perfectly. This requires not only the extremely high personal qualities of shop assistants, but also their attention to accumulate experience and lessons in their long-term work and practice more in the shop. I believe that every success is inseparable from their efforts to smile at ordinary times.
Leaders and colleagues, looking back on the past year, we are filled with emotion. There are successes and failures, but we have gained a lot from them. Looking ahead, we have a bright future and a strong heart. We have made a good start in the new year. Let's work together in the next time and contribute our share to a better tomorrow in Irkang!
I recommend it carefully.