[工程科技]耐克买手Nike Buyer Training CourseP44.ppt

* * Markdown ex. Provided Markdown purposes, functions. Quote from book, retail mistakes. Closeout benchmark 10% or below. * * * Other conditions to concern other than space. Space need. Channel? Actual need? This is not the only factor. * * * * * * * * The stock-to-sales ratio is one of the first places to check to see if a category or a style is selling at a rate appropriate to the stock purchase. (Explain formula.) * If 15% of the department’s sales are being generated in running, you would maintain approximately 15% of the department’s stock in running. If you are trying to develop a new small business, women’s basketball for example, you may want to give it a higher percent of stock (3%) than sales expectations (1%). The theory is that small businesses get lost if you don’t over present them while larger businesses can do nicely when slightly under-stocked. * Turnover measures how your stock is performing for the season or the year. It is closely related to sell-through which measures smaller lengths of time. (Explain formula.) * The smaller the stock levels you can run on, the faster the turn. Most business will turn over there total average stock 3 to 5 times a year. Grocery turns at 20 times. If the store has an electronic connection with the wholesaler that reports their weekly or daily sales they can carry less stock, but get weekly fill ins in the exact styles and sizes needed. This is a optimal situation. Amount of stock and placement of stock on the selling floor increase turnover due to ease of access. Appropriate size or color mix highly impacts turn. If you sell out of all the black in the first week and then the rest of the colors don’t sell the rest of the season, you will have a slow turn. * * * Seasonal OTB ex provided. * * * * * * * * * * 某款总销售 / 所有产品总销售 = % of总销售 100 / 1250 = 8% 某款总库存 / 所有产品总库存 = % of总库存 1,300 / 20,000 = 6.5% 你会希望销售占比和库存占比约接近越好 占小比例的生意部分可以“填入”更多的库存 占大部分比例，发展中的生意部分可以稍稍“饿”一点 TOTAL SALES / AVERAGE ST