How to manage the supermarket well

To manage supermarket chain stores well, we should start from the following aspects: 1. Be kind to customers, do not discriminate against any customers, and truly treat them equally. Customers usually have clear shopping goals when visiting supermarkets, so as a waiter, just greet them, such as "Hello" and "Welcome", and don't ask "What do you want" to make it difficult for customers to answer. 2. Posters outside the store should be changed frequently. You can write a few recommended new products, performance characteristics, price introduction, or you can write some warm words to make some cultural atmosphere. 3. Any enterprise wants to follow the advance and retreat exchange measures. However, if the return is not handled well, it may never get rid of the dilemma of buying and selling with one hammer. 4. Pay attention to anti-theft measures. The profits of supermarket chains are thin, so it is very important to prevent losses. Therefore, it is necessary to take stock regularly, count the loss rate, find out the problems and formulate countermeasures. 5. Humanized management of employees is very important. Many companies talk a lot and do it in a mess. The boundary between boss and employee is too obvious, which makes employees have strong psychological resistance. It is impossible to do a good job with emotion. 6. Competition can be held between performance management chain stores, and those with good performance can be rewarded appropriately. 7. Supply and pricing Find suppliers with high quality and low price, the retail price should be reasonable, and it should be adjusted in time according to the price level. When the price is reduced, posters should be sent to customers to remind them. 8. Do a good job in peer market research 1 First look at the location of the supermarket. The location of supermarket is very important. It can not only determine the size of supermarket business, but also greatly change the sales of a certain type of products. The more direct factors are: whether it is in a densely populated area, a commercial area or a residential area, whether there are many floating people, how the consumption power of the nearby population is, whether there are strong competitors in the main radiation range of the supermarket, whether there is a parking lot, how the traffic situation is near the supermarket, and so on. 2. Look at the supermarket cashier. There are as many cashiers as there are merchants in the supermarket, unless the supermarket owner has a brain problem. When a supermarket is newly opened, the checkout counter may be arranged according to a certain proportion, such as business area, passenger flow forecast and so on. In the actual operation process in the future, supermarket operators will still make adjustments according to the actual situation. When you see that a supermarket has more than 9 effective checkout counters, you can be sure that it is a class A supermarket worth investing in. But it should be noted that the number of cashiers mentioned here refers to the number of effective cashiers. If there is a supermarket that looks like a row of checkout counters, but actually only a few are used, then be careful of this kind of supermarket. Idle checkout counter can only explain two problems: 1) reduced passenger flow, 2) unreasonable layout (indicating poor level of operators), and 3) the setting of supermarkets. From a statistical data, customers are more concerned about the overall setting of the supermarket, with 1 between shelves. 2) the goods should be easy to get; 3) the variety of goods should be rich; 4) The shopping environment should be clean and bright; 5) commodity prices should be clear; 6) There should be enough storage boxes, and the front desk service personnel should have a good attitude. A well-run supermarket should have the above conditions. 4. Looking at the stacking of supermarkets is a special display method and an important source of operating income of supermarkets. In principle, supermarkets will give the best stacking location to the goods with the highest bid, but supermarkets with business mind will still consider the following aspects: 1) Whether display promotion can attract consumers and expand consumer groups (including attracting competitors' customers); 2) Whether it can promote the sales growth of all categories; 3) Whether it is a well-known brand; 4) Whether it is the current season, etc. If you see many anti-season winter tonics in the main aisle of a supermarket in summer, you can conclude that the operation of this supermarket will not be very good. The reason is simple: short-term income is used to support the supermarket. But this short-term behavior is often the beginning of a vicious circle. 5. Look at the shelves in the supermarket: In supermarkets with good business conditions, the layout and division of shelves are certain. Its main features are: 1) There are many kinds of food displayed on both sides of the main channel of the store. (Food is the main commodity in the supermarket: large circulation, fast capital turnover and high return rate) 2) Washing products and personal and home care products are displayed at the end of the store (the products are beautiful in appearance, which can increase consumers' stay time and attract consumers to the whole supermarket) 3) The goods displayed on the left and right shelves are related, (let customers buy more) 4) Fresh and frozen counters are large, with rich varieties and complete air conditioning (except clothes, if you (Except supermarket stocking, of course) 6. Look at the variety of goods displayed on the shelves: 1): Generally speaking, a good supermarket should be the leading brand in the market. It's hard to imagine a good supermarket without Coca-Cola or Pepsi on the beverage shelf. 2) Production date of FMCG: The production dates of most products are close, indicating that business is good. 3) Whether the goods on display are neat: FMCG has no dust, indicating that business is good; There is no dust in durable consumer goods, which shows that the supermarket is strictly managed and well managed. 7. Ask about the features and let people know if your price is affordable. 1 The average transaction volume of retailers is small, but the transaction frequency is high. 2 The business circle is relatively small. Refers to the regional scope of enterprises to attract customers. 3 belongs to labor-intensive industries. 4 commercial layout points are wide, often located in prosperous areas or residential areas. 5 There are various formats, which are both competitive and complementary. 6. Strong inducement to consumers. 7. Pay attention to service. The competition is fierce. Need a high level of management. The main thing is to have characteristics to be attractive. 1. Shopping mall lot: The first magnet is located on both sides of the main passage, which is the only place for consumers to pass through, which can attract customers to the goods in the internal shopping mall and is also the most important place for commodity sales. 2. Store environment: Ershi Store: The second magnet is located at the end of the passage, usually in the innermost part of the supermarket. The task of the second magnet commodity is to induce consumers to go to the innermost part of the store. The commodities that should be configured here are: (1) The latest commodity consumers are always pursuing novelty. 10 years of unchanged goods, even if the quality is good and the price is cheap, it is difficult to sell. The launch of new products is accompanied by risks. Putting new products in the position of the second magnet will definitely attract consumers to the innermost part of the store. (2) seasonal goods. There must be the most kinds of goods with a sense of season. So supermarkets can make arrangements through seasonal changes to attract consumers' attention. (3) Bright and gorgeous goods Bright and gorgeous goods are usually popular and fashionable goods. Because the position of the second magnet is relatively dark, more gorgeous goods are configured to improve the brightness. 3. Store service, Shisan Store: The third magnet of the end shelf goods refers to the position of the end shelf. The end frame usually faces the export end or the main aisle shelf, and the third magnet commodity, whose basic function is to stimulate and retain consumers. Usually, the following commodities can be configured: (1) special commodities; (2) High-profit commodities; (3) Seasonal commodities; (4) Promotional goods; (4) All product categories: the principle of complete commodity. According to a survey data of supermarkets, 70% consumers in the survey think that the first thing that supermarkets should improve is to increase varieties. It can be seen that the key to the success of supermarkets lies in the completeness of goods, and only supermarkets with complete goods can meet the needs of consumers to buy enough at one time. Therefore, supermarkets must expand their business varieties as much as possible when determining the product mix, but not as many as possible, but should determine the gold portfolio structure. In addition, supermarket operators should pay close attention to the changes of policies, consumption trends and related information, constantly adjust the variety structure and introduce new products. Food: vegetables and fruits, grain and oil products; Aquatic products, livestock products, frozen food, dairy products, sweets and biscuits, beverages, tobacco and alcohol, condiments, etc. Daily groceries: kitchen supplies, bathroom supplies and bedroom supplies. These three series of concentrated products are necessary for supermarkets: washing products, cosmetics, sanitary products, cotton textiles, hardware, small household appliances, glassware and tableware. It should be noted that many supermarket operators only unilaterally pursue the quantification of complete goods, but do not pay attention to excavating the true connotation of complete goods, that is, the subdivision of understanding. Therefore, in business, we should also grasp the following points: first, the brand of goods, second, the quality of goods, and third, the structure of goods. Efforts should be made to tap the subdivision and depth of commodities. (1) Commodities with high consumption frequency (2) Commodities with high consumption frequency are commodities that most consumers use at any time and often buy. Therefore, it is arranged in the position of the first magnet to increase sales. (3) main commodities, 5. Warehouse management, 6. Pricing strategy and the principle of trade-in. Foreign supermarket operators call unsalable products the cancer of supermarket management, in order to "restore a healthy body of the supermarket". There are five commonly used elimination methods: 1, and list elimination method: it is applicable to all commodities, and the list of commodities sold once in a certain period of time is determined, and the final 200 or 5%. 2. Sales elimination method: it is suitable for low-priced goods, and a base (such as 250) is determined within a certain period (such as 3 months), and the unqualified sales are eliminated. 3. Sales elimination method: it is suitable for the main products, and the products with standard sales (such as 3,000 yuan) are determined within a certain period of time (such as 3 months), and the products that fail to meet the standard are eliminated. 4. Quality elimination method: it is applicable to all commodities, and all commodities declared unqualified by the state administrative organs such as the Technical Supervision Bureau or the health department are classified as eliminated products. 5. Artificial elimination method: it is applicable to human goods, and such goods must be eliminated artificially by counting voting rights to eliminate improper human factors. 7. Promotion strategy: In the operation of supermarkets, most of the sales actually come from only a small part of the goods, which is roughly between 80% and 20%. Based on the establishment of this ratio, operators must adhere to the principle of commodity optimization. (1) Constantly explore and create a small proportion of goods for large-scale sales; (2) Class A commodities that carefully cultivate customers and generate profits; (3) Choose limited commodities from relatively infinite commodities; (4) Optimizing the correct combination and rational allocation of commodities; (5) According to the actual situation of this supermarket, determine the best proportion of commodity structure; (6) Dynamic understanding and application of the structural ratio law summarized in practice; (7) Don't simply deal in 20% or 30% high-selling goods. Some supermarkets classify goods into three categories: A, B and C, and adopt different management methods, which are usually called ABC classification management method. 8. Store brand image promotion. DM: Direct mail (short for short: newsletter commodity advertisement), also known as promotional color pages, is generally used as a propaganda means of supermarket commodity promotion, and is usually sent to consumers by mail, newspaper clippings, manual distribution, in-store collection and other forms. DM promotion is the most effective promotion method in supermarkets. EOS: Electronic ordering system is mainly used for order management and inventory of stores. The basic components are: price card, handheld terminal and modem. ERP enterprise resource planning enterprise resource planning system refers to a management platform based on information technology and providing decision-making operation means for enterprise decision makers and employees with systematic management ideas. ERP system integrates information technology and advanced management ideas, and becomes the operation mode of modern enterprises, which embodies the requirements of the times for enterprises to rationally allocate resources and create social wealth to the maximum, and becomes the cornerstone for enterprises to survive and develop in the information age. POP: POINT OF PURCHASE ADVERTISING refers to advertisements that can promote supermarket sales, also known as point-of-sale advertisements. In retail stores, promotional information is posted or hung in nearby or conspicuous places through artistic painting or printing to attract customers' attention and stimulate sales. -Bar code in supermarket terminology: a combination of parallel lines and spaces, which are attached to products or containers to express relevant data. You can read these data with an electronic scanner. Universal Product Code (UPC), a standard widely used by American and Canadian retailers, and an updated code UCC/EAN- 128 are widely used. Detailed explanation: Computer-aided ordering: (CAO for short) prepares for store ordering by using computer to synthesize information about product circulation (recorded by POS system), external factors that affect demand (such as seasonal changes), actual inventory level, product receipt and acceptable safe storage level. This technology is based on the retail system, when the shelf inventory is below a predetermined level, it will automatically generate supplementary orders. The key of this technology depends on comprehensive store inventory and accurate POS scanning data. Cao Can usually reduces the ordering cost and provides timely information on individual product operation and inventory flow at the store level. Cash register: (point of sale, POS) sales information management system, its basic components are: commodity bar code, POS cash register system and background computer. Also known as a single cash register. Pop: (point-of-purchase advertisement) point-of-sale advertisement. Refers to advertisements that can promote supermarket sales. Advertisements for retail hours. In retail stores, promotional information is posted or hung in nearby or conspicuous places by artistic painting or brushing to attract customers' attention and stimulate sales. EOS: (Electronic Ordering System) is mainly used for store order management and inventory. The basic components are: price card, handheld terminal and modem. DM: (Direct mail), also called promotional color pages, is generally a means of supermarket promotion. It is usually delivered to consumers by mail, newspaper clippings, manual delivery and in-store collection. DM promotion is the most effective promotion method in supermarkets. Merge: the goods on two or more pallets are merged into one pallet in an orderly manner. Pavement: When the goods on the shelf are not fully filled, the goods are arranged forward by using the principle of first-in first-out, so that the pavement is full and plump. Pick-up: Pick up the scattered articles discarded by customers in every corner. End rack: the position at both ends of the shelf is also the place where customers return to the store most frequently. First in first out: advanced goods are sold first. Tally: put the messy goods in order. Stack head: that is, the "promotion area", which is usually made up of pallets, iron baskets or turnover boxes. Stack goods: To stack or place goods. Transfer: the replacement of products in two consecutive communications. Price change: change the retail price or purchase price of goods. Price board: a sign used to indicate the sales price of goods and conduct positioning management. Pallet: a wooden pallet for placing goods, which prevents the goods from being directly placed on the ground and facilitates the use of forklifts to carry goods. Replenishment: The tallymen regularly or irregularly replenish the out-of-stock goods on the shelves according to their respective display positions. Tasting: Some promotional foods are tasted by customers on the spot. Clearing goods: the activity of reducing prices in order to clean up redundant goods. Promoter: (also called) information officer. In order to better sell and publicize their products, manufacturers send their own employees to shopping malls. Membership card: proof of membership. Audit: In order to prevent customers from missing the goods and making mistakes with the cashier, check the goods purchased by customers when they leave. Weighing label: a special label for weighing commodities, which generally includes commodity name, packaging time, unit price, weight, shelf life, etc. Slow sales: refers to the phenomenon that the sales effect of goods is not obvious or difficult to sell. Selling well: refers to the phenomenon that goods sell well or easily. Average sales: refers to the fact that the sales effect of goods is not good or bad. Trolley: a small car used by customers to shop. Scrap: goods that cannot be sold due to deterioration, damaged or damaged packaging and need to be treated as scrap. Degaussing: degaussing the anti-theft code attached to the goods during the cashier process. Inventory: regularly inventory the goods in the store to truly grasp the operating performance and inventory situation during this period. Shelf: put the goods on the shelf. Inventory: refers to goods that have not yet been sold. Promotion sample: trial (edible) goods used for promotion. Gift: a commodity sold to stimulate sales. Order Number The number of each purchase order from the supplier. Negative inventory: the sales volume on the book is greater than the inventory on the book, which is usually caused by computer input error, loss, damage and other reasons. Moving line: refers to the layout of shopping malls, allowing customers to walk and shop naturally. Good dynamic planning can induce customers to enter the store smoothly to buy goods, avoid the dead corner of entering the store and improve the evaluation effect of the store. Moving line design is very important for supermarkets. Efficiency: refers to the sales per unit area. Rice efficiency: refers to the sales of each meter on the supermarket shelf on the straight line length of the sales surface. Commodity turnover rate: the average sales of commodities divided by the average inventory. Commodity inventory cycle: the average inventory of commodities divided by the average sales volume is calculated on a daily basis. Supermarkets generally use commodity inventory cycle to control the utilization rate of funds and strengthen the control of commodity sales time. First of all, it is important to look at the location of the supermarket. It can not only determine the size of supermarket business, but also greatly change the sales of a certain type of products. The more direct factors are: whether it is in a densely populated area, a commercial area or a residential area, whether there are many floating people, how the consumption power of the nearby population is, whether there are strong competitors in the main radiation range of the supermarket, whether there is a parking lot, how the traffic situation is near the supermarket, and so on. 2. Look at the supermarket cashier. There are as many cashiers as there are merchants in the supermarket, unless the supermarket owner has a brain problem. When a supermarket is newly opened, the checkout counter may be arranged according to a certain proportion, such as business area, passenger flow forecast and so on. In the actual operation process in the future, supermarket operators will still make adjustments according to the actual situation. When you see that a supermarket has more than 9 effective checkout counters, you can be sure that it is a class A supermarket worth investing in. But it should be noted that the number of cashiers mentioned here refers to the number of effective cashiers. If there is a supermarket that looks like a row of checkout counters, but actually only a few are used, then be careful of this kind of supermarket. Idle checkout counter can only explain two problems: 1) reduced passenger flow, 2) unreasonable layout (indicating poor level of operators), and 3) the setting of supermarkets. From a statistical data, customers are more concerned about the overall setting of the supermarket, with 1 between shelves. 2) the goods should be easy to get; 3) the variety of goods should be rich; 4) The shopping environment should be clean and bright; 5) commodity prices should be clear; 6) There should be enough storage boxes, and the front desk service personnel should have a good attitude. A well-run supermarket should have the above conditions. 4. Looking at the stacking of supermarkets is a special display method and an important source of operating income of supermarkets. In principle, supermarkets will give the best stacking location to the goods with the highest bid, but supermarkets with business mind will still consider the following aspects: 1) Whether display promotion can attract consumers and expand consumer groups (including attracting competitors' customers); 2) Whether it can promote the sales growth of all categories; 3) Whether it is a well-known brand; 4) Whether it is the current season, etc. If you see many anti-season winter tonics in the main aisle of a supermarket in summer, you can conclude that the operation of this supermarket will not be very good. The reason is simple: short-term income is used to support the supermarket. But this short-term behavior is often the beginning of a vicious circle. 5. Look at the shelves in the supermarket: In supermarkets with good business conditions, the layout and division of shelves are certain. Its main features are: 1) There are many kinds of food displayed on both sides of the main channel of the store. (Food is the main commodity in the supermarket: large circulation, fast capital turnover and high return rate) 2) Washing products and personal and home care products are displayed at the end of the store (the products are beautiful in appearance, which can increase consumers' stay time and attract consumers to the whole supermarket) 3) The goods displayed on the left and right shelves are related, (let customers buy more) 4) Fresh and frozen counters are large, with rich varieties and complete air conditioning (except clothes, if you (Except supermarket stocking, of course) 6. Look at the variety of goods displayed on the shelves: 1): Generally speaking, a good supermarket should be the leading brand in the market. It's hard to imagine a good supermarket without Coca-Cola or Pepsi on the beverage shelf. 2) Production date of FMCG: The production dates of most products are close, indicating that business is good. 3) Whether the goods on display are neat: FMCG has no dust, indicating that business is good; There is no dust in durable consumer goods, which shows that the supermarket is strictly managed and well managed. 7. Inquiry is also a very important means of information collection. But only if you ask the right person. If you try to ask the purchasing manager or manager of the supermarket, it is meaningless and stupid. Generally speaking, it's best to ask the following people: 1) salesmen of manufacturers and distributors-recent payment returns, approximate prices and credit status of various expenses in supermarkets, etc. 2) salesgirls and tally clerks in supermarkets-sales and group purchases of passenger flow, competing products and similar products. There must be several branches in the supermarket chain, and it is not easy to do well, mainly because the competition in the retail industry is relatively strong now. But it is still possible to maintain normal economic profits. In my opinion, the management of supermarket chain stores should start from the following aspects: 1. Be kind to customers, do not discriminate against any customers, and truly treat them equally. Customers usually have clear shopping goals when visiting supermarkets, so as a waiter, just greet them, such as "Hello" and "Welcome", and don't ask "What do you want" to make it difficult for customers to answer. 2. Posters outside the store should be changed frequently. You can write a few recommended new products, performance characteristics, price introduction, or you can write some warm words to make some cultural atmosphere. 3. Any enterprise wants to follow the advance and retreat exchange measures. However, if the return is not handled well, it may never get rid of the dilemma of buying and selling with one hammer. 4. Pay attention to anti-theft measures. The profits of supermarket chains are thin, so it is very important to prevent losses. Therefore, it is necessary to take stock regularly, count the loss rate, find out the problems and formulate countermeasures. 5. Humanized management of employees is very important. Many companies talk a lot and do it in a mess. The boundary between boss and employee is too obvious, which makes employees have strong psychological resistance. It is impossible to do a good job with emotion. 6. Competition can be held between performance management chain stores, and those with good performance can be rewarded appropriately. 7. Supply and pricing Find suppliers with high quality and low price, the retail price should be reasonable, and it should be adjusted in time according to the price level. When the price is reduced, posters should be sent to customers to remind them. 8. Do a good job in peer market research, including quality, variety, price and management.