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Nike Buyer Training Course耐克买手宝典 Buyer Training Course: Product line Structure 产品线结构 Consumer Profile 消费者档案 Retail Mathematics 零售数学 Inventory Management 库存管理 OTB Plan and setting 计划和设定买货金额 How to maximize your Business 如何将你的生意最大化 零售流程 Part II Retail Math 零售数学 Retail Math Allows零售数学使你能够…… To communicate more effectively更有效地沟通 To develop well-thought-out plans analysis做出周密的计划和分析 To respond in changing business conditions.应对变化的业务情况 To impact product structure影响订货架构 a Sell-through that is greater or less than average is a call to action.对高于或低于平均的售磬需采取行动。 a Sell-through that is greater or less than average is a call to action. Nike benchmarks for Sell-through performance.耐克公司售磬的参照数据 General Rating Monthly sell-thru% Weekly Sell-thru% 分级 月售磬% 周售磬% EXCELENT 29-33% 6.7-7.7% GOOD 25-28.9% 5.8-6.6% FAIR 20.8-24.9% 4.8-5.7% POOR 16.6-20.7% 3.8-4.7% Turnover indicates the number of times that an average stock has been sold during a given period.周转指在一定时期内平均库存被售出的次数。 Sell-through vs. Turnover售磬与周转 Markdown 降价 To create traffic 增加客流 To eliminate slow seller 及早把难卖的货品卖掉 To attack competitor pressure应对竞争压力 The common mistake in retail is not taking markdown on seasonal products at timely base. 最常见的零售错误是没有把季节性的产品及时卖掉。 Markdown 降价 Brown spots on banana do not improve with age. 香蕉上的褐斑 不会 因时间而褪色。 Space Productivity seeks to analyze the sales and profits generated from the square footage allocated to a store or product type.坪效是用来分析一个商店或产品类型单位面积的销售和利润。 Calculate Space Allocation by Turn由周转计算空间分配 Part III Inventory Management 库存管理 库存管理的要素 Sell-through Analysis 售磬率分析 Stock to Sales ratio 库销比分析 Inventory turn over 库存周转率 Inventory Structure Analysis 库存结构分析 How to do sell-through analysis如何进行售磬率分析 By OMD 按照上市日 By price range 按照价位带 By Category 按照系列 By Colorway 按照颜色 By Gender 按照性别 Sell-through analysis-SampleHO’05 FW STOCK TO SALES RATIO 投入产出比 6.5%:8.0%这是比较某个系列产品的销售占比和库存占比的关系. How does the stock to sales ratio impact your business management?投入产出比