Dragon Boat Festival Sales Summary

Summary of the 2012 Dragon Boat Festival Zongzi Sales Work

The 2012 Dragon Boat Festival Zongzi Sales Work has ended. After a busy month of special theme work, our sales team has obtained While achieving better performance, I also gained experience, joy, and emotion; I learned to experience, share, and inspire. Process review

In early May, before the Shanghai meeting, Mr. * had already made arrangements for this year’s rice dumpling sales. The rice dumpling OEM manufacturer, specifications, quantity, packaging, and arrival time have been clarified. The planning department started the graphic design of Zongzi theme. On May 18, the management communication meeting determined the incentives for rice dumpling sales and group purchase preferential policies.

On May 20, the sales of rice dumplings were fully launched in all stores of the sales department. Each area and store reports daily rice dumpling sales, and conducts sales rankings accordingly, point-to-point communication (with area managers and store managers), holds department and area meetings, and daily work scheduling and arrangements. On May 27th, store promotion instructions will be issued and must be carried out as a morning gift. On June 5, the first group purchase order appeared, and 72 boxes of 79 yuan rice dumpling gift boxes were ordered from the Xinkai Road store. Since then, group buying orders have appeared in various areas. As a result, the number of group purchases of rice dumplings eventually exceeded the number of store retail sales.

On June 10, the telephone instructions for answering inquiries about rice dumpling group purchases were issued, and each store made a public commitment. On the 11th, the promotion strategy after canceling the retail rice dumpling promotion measures was issued. On the 16th, specific requirements for the final work of rice dumpling sales and a summary notice were issued.

On June 16, General Manager *, Vice President *, and Section Chief * inspected the store, expressed condolences to the employees, and inspected the store's recent work. On June 18, a sales department meeting was held at the Xinkai Road store, where managers from each area were summoned to summarize the area's work, resolve remaining issues, and provide specific implementation details for incentive measures.

Starting from June 19, we will conduct point-to-point communication with each store manager, especially the store managers of the top three rice dumpling sales stores, to conduct analysis and summary. On the 20th, all store managers submitted their rice dumpling sales summaries. On the 21st, a lecture was given to each store manager on how to write a work summary. On the 25th, the Sales Department’s 2010 Dragon Boat Festival Zongzi Sales Summary and Commendation Meeting was held. This year’s rice dumpling sales are over. Factors conducive to sales growth:

1. The country pays more and more attention to traditional festivals. The Dragon Boat Festival has a public holiday, which stimulates society’s attention to traditional festivals, thus driving the development of iconic Dragon Boat Festival foods. The popularity of rice dumplings has led to corresponding further demand from ordinary people to government agencies, groups, enterprises and institutions.

2. The domestic political and economic development situation is relatively good. Under the shadow of the global financial crisis, the baking industry has not only gotten a chance to breathe and adjust, but also is showing a steady upward trend. The power of natural growth is embodied.

3. Start early and have a long warm-up period, which is convenient for in-depth cultivation of store sales, customer discovery and training, customers' actual experience, customer inquiries and price comparisons, etc.

4. The departmental linkage is relatively tacit, and there is no competition between departments for customers, or the gray "three no matter" zone between departments. The work of other departments has effectively promoted the work of the sales department. For example, the Key Account Department has posted our rice dumpling posters in some community supermarkets and convenience stores, which can attract more attention from customers; although the group purchase orders placed by * managers and the Key Account Department increase the work intensity of the store, they also bring More customer resources are coming. Under the organization and mobilization of Vice President *, the production department and logistics department ensured that the rice dumplings could enter each store in full and on time. Especially in the late sales period, they arranged timely transfers between stores, so that our main stores basically did not suffer from shortages. And affect sales. The Finance Department intervened in advance in the work of key stores and main stores to ensure that invoices were in place, which reduced obstacles for group purchase customers in the completion process.

5. Competitors have their own considerations in sales strategy but the results are conservative. For example, the well-known domestic brand ***** has no rice dumplings to buy one week before the Dragon Boat Festival. Objectively speaking, As a result, some group buying customers actively moved to us. 6. Strong promotion efforts. In the early stage of rice dumpling sales, our “Buy two rice dumplings and get 8 yuan ice porridge” activity clearly differentiated us from our competitors and established sales barriers; we maintained daily rice dumpling sales in the store and ensured retail sales. Basic disk. As a result, our retail quantity of rice dumplings exceeded the total number of rice dumplings sold by the sales department last year.

7. The managers of each area shall fulfill their duties, strengthen the supervision and inspection of stores in the area, provide targeted guidance and dispatch according to the store situation at any time, and directly participate in large group buying orders. Under the premise of correct direction Effective measures have enabled group buying of rice dumplings to see significant growth this year. During the warm-up period of rice dumpling sales, several area managers patrolled the store every day, provided timely incentives and encouragement to the store and employees, and promptly corrected problems that occurred, so that the entire sales process was unified and well executed. When selling rice dumplings, we have an overall concept and focus on the interests of the team. We cooperate to share customer resources and jointly safeguard the interests of the company, which shows a high level of professionalism. For example, in the Jiefang Road store in the first area, a group buying customer who ordered more than 200 boxes bargained back and forth between the Jiefang Road store and the Tiancheng Road store in the second area. The area manager of the first area did not compete with other areas and store names because of this. Stealing customers and lowering prices, but taking the initiative to give up, ensures the long-term and determined results of the employees of the Tiancheng Road store. The store managers and employees of these two stores have shown high professionalism.

8. Each store manager shall assume his or her own responsibilities and missions and complete daily work resolutely and thoroughly under unified work instructions. Secondary promotions, three beeps for one customer, daily cleaning of the store, management order, sales, etc. were not affected by the highly seasonal Dragon Boat Festival rice dumpling sales. In the process of selling rice dumplings, the store managers of each store have the courage to assume their responsibilities, encourage each other, trust each other, and find ways to pursue their performance goals. Many store managers sacrifice their rest time, stick to the store, and mobilize the enthusiasm and active participation of employees. Actively looking for and contacting customers and maintaining customer relations have resulted in new business opportunities for our Dragon Boat Festival group purchases. In particular, Wang **, the store manager of the Tuanjie Road store, received instructions from Vice President *** to group purchase 1,900 rice dumplings for 6.80 yuan, which could be shipped for 5.00 yuan. However, Wang ** shipped the goods for 5.80 yuan while maintaining good customer service, which was a good thing for the company. Get back an extra 1,520 yuan in profit. Xishan

Liu **, the store manager of Xishan Road Store, also received a group purchase of 700 rice dumplings priced at 3.50 yuan, which could be shipped for 2.50 yuan. On the premise of maintaining good customer relations, Liu ** shipped the goods for 2.72 yuan, earning an extra 154 yuan for the company. profit. Such words and deeds also influence and drive all colleagues in the sales department and inspire high work enthusiasm.

9. Grassroots employees have shown good obedience and execution. During the month-long rice dumpling sales process, we persisted in doing basic work, such as secondary promotions and the implementation of sales techniques. Many store employees gave up their breaks and, under the pressure of comprehensive law enforcement investigations, handed out promotional leaflets and set up stalls to sell goods. They did not shirk the work in the store, took the initiative to win, and assisted the store manager in contacting customers to complete their tasks in a timely and accurate manner. For example, employees on Jiefang Road, Desheng Road, Rose Garden, Daxue Road, and Tuanjie Road took the initiative to fight for all available conditions, communicated and negotiated with comprehensive law enforcement, and made compromises. They not only set up stalls outside the store but also loudly hawked, Employees on Tuanjie Road distribute leaflets on both sides of the street at 3 o'clock in the afternoon, the hottest day of the day. These solid work have laid a solid foundation for us to complete the sales of rice dumplings this year.

10. The sales department decomposes goals in a timely manner based on corporate goals, implements performance indicators to areas, stores, and every employee, adjusts promotional tactics in a timely manner according to market changes, and communicates directly with stores every day , use the company's QQ group to publish sales rankings, latest sales battle reports and real-time work instructions. At the same time, go deep into the sales front line, actively participate in sales work, master first-hand information, and ensure the implementation of various promotional measures.

Factors causing declining sales performance: Objective factors:

1. The overall operation of competitors. For example, local brands **** and ***, and domestic first-tier brands ***** and ** have used city bus stations to release targeted advertisements. While expanding their brand influence, they have also increased customer attention and attracted more customers. Customers’ eyeballs; **** ultra-low discounts to win over group buying customers. For example, a group buying customer at the Xishan Road store offered **** 50% off and 20 boxes as gifts, and gave the organizer multiple vouchers. to stop; ***** Because stores are located in various areas of the city, under the influence of brand power, it is more convenient for customers to pick up goods; these stores have achieved visual and purchasing psychology in variety selection, packaging selection, product combination, and store display. focus.

2. Although ** City is among the first-tier cities, its economic aggregate and balance are still far behind those of Beijing, Shanghai, Guangzhou and other cities; the consumption awareness and spending power of local consumers still need to be awakened , in-depth cultivation and excavation. Low-priced handmade rice dumplings all over the streets have impacted the market of branded rice dumplings. Our shortcomings

1. The preheating time is still insufficient. Our market preheating period is more than 20 days, and the effective preheating is less than two weeks. There is no market preheating of about a month, and the market will be warmed up later. It is difficult for a "blowout" situation to occur during sales