How to write the analysis of clothing store goods and how to do a good job in the analysis of clothing store sales data

I believe many business owners will be so confused. What products should I promote? When should I make a promotion? How can I adjust my sales strategy? As a living Lei Feng, I mainly want to take the clothing industry as an example today, and share it with you around the sales rate, the ratio of stock to sales and the simplicity of floor efficiency, hoping to help. For merchants, the best-selling products do not need to be promoted, only the unsalable products need to be promoted, and the unsalable products can be determined by the sales rate.

Selling-out rate

Selling-out rate refers to the proportion of sales of a certain kind of goods to the total purchase in a certain period of time. It is an assessment index based on the proportion of sales of a batch of goods to recover the sales costs and expenses, which is convenient to determine the extent to which goods can be sold at a discount for clearance. (from Baidu Encyclopedia)

Combined with clothing, the sales life cycle of general clothing is 3 months. If the sales rate of clothing is less than 6% within three months, not because of seasons, weather and other reasons, it can be roughly judged that the sales of this product are problematic, and of course, it is not necessary to wait until three months. Within three months, the size and color matching will be complete in the first month, and the sold-out rate will be 4-5%, about 2-25% in the second month, and only 5-1% in the third month due to code breakage and other reasons. When the sales rate in the first month is much lower than 4%, and there is no other reason, it is necessary to pay special attention, strengthen the display or promote it.

Take the following figure as an example. Because it is the data of August and September, we can easily find that the sales rate of shirts and dresses is relatively low due to weather factors, so we can consider stopping or reducing the purchase after September when making decisions. And the sales rate of windbreakers and sweaters that should be sold well is also very low, so we need to think about where the problem lies, style or price or location? So as to make the next sales plan.

(If the picture is unclear, you can directly look at the report link)

Inventory-to-sales ratio

The ratio of inventory to sales is an indicator to check whether the inventory is reasonable, such as monthly inventory-to-sales ratio, annual average inventory-to-sales ratio, etc. The calculation method: monthly inventory-to-sales ratio, monthly average inventory/monthly sales. A high ratio means that the inventory is too large and the sales are not smooth. If it is too low, it may be that the production cannot keep up. (from Baidu Encyclopedia)

Whether the setting of stock-to-sales ratio is scientific and reasonable determines whether order supply can really extend to order production; Second, whether the enterprise can truly adapt to the market, respect the market and respond to orders; Third, whether the inventory enterprises can truly meet the market, not overstock, and not stop filing during management.

The more popular goods are, the smaller the ratio of warehouse to sales we need to set, which can better accelerate the turnover efficiency of goods; The more unsalable the goods, the greater the ratio of warehouse to sales. We can maintain the ratio of warehouse to sales at a certain level through sales and distribution, and it is not allowed to be too high or too low. Once the ratio of stock to sales is too high or too low, it indicates that the daily sales and distribution work is not done properly. That is to say, we should not wait until the stock-to-sales ratio reflects the abnormal inventory.

Look at the picture and talk about it. The ratio of stock to sales of sweaters and shirts are two typical examples.

ping efficiency

ping efficiency is mainly used to calculate the operating efficiency of shopping malls, which is used to measure how much turnover can be produced by each ping area.

different locations in the store attract different numbers of customers. The entrance to the first floor is usually the most attractive place. In such a prime location, counters that can make the most profit must be placed. Although the core index of stores is profit, the index that can represent the competitiveness of stores is not the level of profit, but an intensity index, that is, floor efficiency and human efficiency, that is, contribution per square meter and per capita contribution. This is an index that can be compared among stores and a key index that can fully reflect the basic competitiveness of stores.

many specialty stores are ahead of their peers in floor efficiency, which is the result of deeply analyzing the passenger flow and consumer shopping in the early stage and optimizing the store layout, dynamic line and category design. Therefore, floor efficiency is also very important for a clothing store.

The following figure is a complete report for your reference. By the way, you can leave your email address if you need a report link ~

The data and charts are all from BDP Personal Edition!