How to make purchases fancy your goods

Difficult to store, hard to enter! As a supplier, who does not want to put all their products into the store, occupy as many items and rows on the shelf? However, most suppliers will feel that the goods are not good enough, the procurement is too picky, the conditions are too high, and there are too many reasons. In any case, they do not want to look like, and the suppliers are very depressed. But do not shop into the product, do not shop as many as a single product, the company is not happy, the boss to give pressure, what a bad job, have to do.

The shelves of the stores are always full. The purchases are ignored and the choices are endless. Is it not a shortage of goods in the stores? Let us first analyze and analyze. Stores are made up of goods. Stores that are not stocked are empty shells. To increase the attractiveness of goods to customers and form operating characteristics, a store must choose marketable goods. In essence, the store is a virtual sales platform. It does not have any output and value-added functions. It depends on the circulation of goods to obtain profits. Therefore, the proper commodity structure is the basis for the survival and development of the store. Moreover, customers are always refreshed, and they always want to see more and better new products. Therefore, from this perspective, stores need goods, new products are needed, and purchases are looking for products every day. Not a commodity, not a store, is a commodity that is not worthless to him, or a commodity that cannot interest him. How does the store choose products? What characteristics must we have for our products to be seen by him?

In general, the store should follow the following two principles when selecting goods: First, the goods must be consistent with the positioning of the store. Is it the principle of parity or quality? Is the popular population serving or the high-end group? This in itself sets the tone for the choice of goods; the second is that the purchased goods must meet the needs of customers, and they must not only meet the current needs of customers, but also create and guide potential consumer demand, with the rapid development of technology and production technology. The rate of renewal of consumer products has also been greatly accelerated. This requires procurement to have forward-looking capabilities and a grasp of popular pulsation. To a certain extent, it is only reasonable for sales to lead the consumer.

We all know that there must be prior planning in order to ensure that the results are more certain to do anything. It is this principle that "everything is pre-emptively abandoned." In the same way, the choice of the goods in the store is also the same as the need to plan in advance. In many stores, there is a tool to guide the commodity structure--the commodity organization table, which is the principle specification and operation guide for commodity procurement work. Each procurement of specific merchandise introduction and elimination activities must be conducted within the principles of the commodity organization table. All merchandise purchase behavior that deviates from the commodity organization table is unscientific. The preparation of the commodity organization table is a major principle and general direction for the establishment of the procurement. The specific introduction and elimination of commodities during the procurement is a point-specific operation. The former is the latter's guidance while the latter is the specific implementation of the former. Purchasing, bringing in, and phasing out commodities should be a scientific act, not subjective, and rely on data to make decisions. In general, the following factors must be taken into account when introducing or phasing out products. These factors are also important when suppliers negotiate goods with stores. How to amplify the advantages, weaken the weaknesses, and cause purchases to be emphasized? among them.

1. Product selling point

The selling point of goods, simply put, is based on the fact that the goods themselves have the attraction points that can satisfy the market and consumers, and how they are positioned in the classified products, and whether they can complement each other and combine with other products to maximize the sales value. . In general, purchases will be based on the needs of the guests and the trend of the existing sales data analysis, in the framework of the commodity organization to guide the table to eliminate the introduction of the plan. Commodity organization table is the concept of classification. It does not refer to a specific specific commodity. It refers to the common characteristics of a single product that constitutes a small category of commodities, such as 100% pure juice. This is a concept of a small classification. It does not specifically refer to a specific commodity of the ** brand flavor ** specification, but is a small category based on a fruit juice content concentration of 100, and any product with this trait can be classified in this category. In this small category, there can be many brands of many specifications of many tastes of a specific single product, according to the needs of customers and sales performance to do screening, and ultimately form the most in line with the needs of customers and sales of the product portfolio.

2. Product attributes

The product attributes mainly include three factors: function index, sensory index, and product background. Functional indicators are the basis for the formation of the value of commodities. The materials, structures, designs, durability, usability, and safety of the products themselves are all included in this aspect, focusing on practical aspects. The sensory index includes the shape, color, quality, and packaging as the main elements, focusing on the sensory surface. The product background refers to the origin of the product, that is to say, how does it originate, is it a famous brand or a pure new face? This has also played a big role in the decision-making on the procurement of goods. The famous doors mean the guarantee of safety, quality and influence, which are also valued by procurement. Pure new manufacturers, new products, and new products mean greater opportunities and greater risks. Procurement requires more rigorous and more professional trade-offs.

3. transaction terms

Entry into the market needs to be negotiated for negotiation. The negotiation conditions include price, discount, delivery, promotion, and expenses. Purchasing personnel generally consider the above factors to evaluate the product.

1) Price. Is there an advantage in purchasing prices and whether there is room for good gross margin in the case of price advantage?

2) Discounts. The first order, batch, cut goods, accumulated discounts, etc., in what way to give the concessions outside the store price, this is a condition that the store strongly strives for. After all, the price may be dead, but the preferential policies can be live, talk about If you do well, you will get more.

3) Delivery. Each store can guarantee the supply at the agreed time, and the shortage is a taboo. Whether it is because of funds or the reason of logistics, if the store thinks that there is a problem with your distribution ability, even the best products will become out of stock. If you are unsatisfied, you may as well not enter.

4) Promotions. New products come in on their own or they have strong promotion policies. The effect of promotion on performance is obvious. It is even crucial for popular attraction and store image. Is there a continuous promotion plan? Is there a novel promotion? Is there a big promotion? This is an important factor to impress purchases. What are the goods you don't actively promote?

5) Fees. How much new product revenue will come from new products? In the current thinning frontier profits, the back-office fees of stores have been constrained by policies. Therefore, some of the well-understood expenses are crucial, and the new product fee is one of them. Others are not ordinary and the cost is high. It can also impress purchases.

In the introduction of goods, procurement is usually faced with the trade-offs and trade-offs between multiple brands of multiple manufacturers. At this time, simply looking at any point or two will lead to a lack of comprehensiveness. Purchasing usually uses tabular methods to design points for consideration and gives a score for the appropriate assessment. Of course, under normal circumstances, when the selling point of goods and the attributes of goods are not much different, trading conditions have become a very important decision-making basis for the elimination of commodities. The spatial flexibility of this negotiation is usually very large, and it has also become a stalemate for vendors to compete for. To let the store fancy your goods, you must know what elements of his fancy goods, your targeted program, first impress yourself, and then impress each other.