What data metrics need to be noted? 12 data to help you get your store business done.

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What data indicators should be noted for opening a store? What is the VIP ratio? What about sales discounts? There's a secret behind it. I hope this article will help you.

(1) turnover

1), the turnover reflects the business trend of the shop.

According to the past sales data, combined with the development of the regional industry, through the daily turnover of regular follow-up, weekly summary comparison, in order to adjust promotional and promotional activities.

2. Set up sales target for shops and employees.

According to the turnover data, set up the business target and the sales target of the staff, subdivide the turnover target to the monthly, weekly, daily, every time, every shift, each person, make the staff's goal clearer;

To set up the corresponding reward mechanism for the employee's monthly goal, and motivate the staff to pay higher sales;

Monitor the completion of the turnover index every day, when the target task is not reached, should immediately launch a preliminary plan, such as the month's target process is not ideal should be adjusted in time personnel, goods, promotional programs.

3. Compare the sales status of each branch.

The turnover index is helpful to compare the sales ability of each branch, so as to provide reference for optimizing the personnel structure and the product combination.

(2) Classified goods sales

Sales of classified goods, such as jackets, slacks, shirts, etc. By classifying the index of sales of goods, we can understand:

1, the sales of classified goods and the proportion of reasonable, for the shop orders, groups and promotions to provide a reference, so as to make a better adjustment of goods, so that the combination of goods more in line with the actual consumption of the shop.

2, understand the shop or the region's consumption orientation, immediately make replenishment, transfer measures, and targeted adjustment of the display, so as to optimize inventory and profit maximization for the store. For the category of low sales, you should consider in the shop to enhance sales, digest inventory.

3), compared with the normal sales of goods sold in the region and the proportion of sales, to get the sale of the store characteristics of the slow flow category should be considered more display, while strengthening the shopping guide to slow flow category of the focus of promotion and matching sales capacity.

(3) Top ten best-selling money

1, regular statistical analysis of the top ten best-selling (Weekly/monthly/quarterly) to understand the reasons for selling and inventory status.

2), according to the sales speed and cycle of the top ten best-selling paragraph set up inventory safety line, appropriate to make replenishment or find alternative measures. 3, the instructor of the use of best-selling money with Ping or unsalable sales, drive the overall flow of shop goods.

(4) Top ten unsalable funds

1, regular statistical analysis of the top ten unsalable (Weekly/Monthly/quarterly) to understand the causes of unsalable and inventory status.

2), looking for the selling point of unsalable money, and strengthen the shopping guide's product training, enhance the shopping guide to unsalable sales skills.

3), adjust the display of unsalable and display position, avoid in the corner of the shop, and with staff to focus on the promotion.

4, the establishment of Unsalable Sales Incentive policy (selective implementation), such as selling a unsalable money, reward * Yuan ...

5, to unsalable to make a transfer/return, or promotional preparations.

(5) Joint Rate (sales number/sales singular)

1), the high and low rate is to understand the store personnel goods with sales capacity of the important basis.

2), the joint rate of less than 1.3, you should immediately enhance the staff's additional marketing efforts, and to provide employees with additional marketing training, improve joint sales capacity.

3, when the joint rate is low, should adjust the display position of the related products, such as the products can be displayed in close proximity, in the sale of the role of convenience collocation, promote related sales.

4, when the joint rate is low, should check the shop to adopt the promotion strategy, adjust the suitable promotion way, encourage the customer buys more.

(6) Ping effect (daily sales per square metre)

1), for example, shop monthly effect = Monthly Sales/business area/days. This index can analyze the productivity of shop area, and understand the real situation of store sales.

2, Ping effect can provide reference for ordering, and regular monitoring to confirm the adequacy of inventory in the store, the analysis of the significance of ping effect also means that increase the effective business area can increase turnover.

3. The reasons for low efficiency are usually: low sales skills, improper display, lack of category, improper collocation, etc.

4), the low effect should think:

Do the windows and models mostly display low-priced products?

Are shopping guides consistently inclined to sell inexpensive products?

Is there a poor response to the sale of the gold display position?

Does the store chief make a weekly main push and train the selling points of the employees?

(7) Human effect (sales per person per day)

1), for example, shop monthly effect = Monthly Sales/shop total number/number of days. This index reflects the shop staff's overall quality of sales or not and the number of personnel allocation is reasonable.

2), the person effect is too low, then must inspect employee's product knowledge and the sale skill existence insufficiency, or the schedule is unreasonable, schedule should ensure each class has the sales ability strong Shopping guide, can provide the human effect the target.

3, according to the staff best at the product arrangements corresponding to the sales area, can effectively enhance human effectiveness.

(8) Customer Unit Price (sales/sales singular)

1, the customer unit price reflects the store customer consumption capacity of the situation, more suitable for consumer affordability price products, to help improve turnover.

2. Compare the goods in the store with the customer's ability to withstand, will be higher than the average price of products in the store to do a special display.

3, with less than the average unit price of products to attract actual customers, enrich the type of customer nature increased sales.

4, increase the average unit price of the product quantity and category, the average unit price as the reference price for the goods order.

5, the promotion of high price of product sales, is an important way to improve customer unit prices, the store should train staff how to do in high price products sales and how to respond to customer high price objections.

(9) The rate of goods wastage (loss of goods = missing goods and sales x100%)

1. Ways to reduce the rate of loss of goods are:

Reasonable layout personnel in the location of the store.

Strict treatment of shift work, the number of carefully counted goods, the problem in a timely manner to check and summary, to avoid repeated errors.

In the peak of passenger flow, staff should increase vigilance and strengthen coordination to eliminate the unnecessary loss of goods.

(10) ratio of deposit and sale (ratio of deposit to sales = number of items in stock)

1, the higher the deposit and sales ratio, means that the total inventory or structure is unreasonable, low capital efficiency.

2, the low ratio of storage and sales, means that inventory is insufficient, business is difficult to maximize.

3, the amount of deposit and sales ratio reflects the total problem, the total amount of reasonable may not be reasonable structure, the monthly deposit ratio maintained in the 3-4 is relatively good.

4, the distribution ratio includes: the category of goods in the stock ratio, the new and old goods and sales ratio, the style of storage and sales ratio.

(11) VIP share ratio (VIP consumption amount/turnover)

1, this indicator reflects the store VIP consumption, from the side of the market share and customer loyalty, considering the shop's integrated service capabilities and market development capabilities.

2), under normal circumstances, VIP accounted for between 45%-55% better; At this time the company's interests are maximized, market expansion and customer loyalty are relatively normal, and the performance will be relatively stable. If it is below this numerical range, it means that there is a loss of customer, or a poor market recognition, store service capacity is poor; If the VIP is above the numerical range, the ability to develop new customers is too weak. If it is first high and then low, it means that the customer is seriously lost.

(12) Sales Discount (turnover/sales tag amount)

1, sales discount is to reflect the situation of shop folding, directly affect the gross margin of the shop is a very important indicator of profit.

2, the turnover of the shop is very high, does not represent a high profit, should be referred to the level of sales discounts, if the sales discount is relatively low, then the shop is doing promotions, the shop's gross margin is very low, so a shop margin is the height and turnover and sales of the height of the relevant