I am 20 years old in sales this year, almost 1 month and a half. Those who came with me have achieved a lot. I

In fact, my brother does have difficulties in personnel salary. As a franchisee, our own profit rate is particularly tight by the brand, and all kinds of expenses have to be saved. If the staff salary is 10%, the investor's profit rate will literally be below 5%, and the inventory rate has not been calculated here. In the city of Zhengzhou, the salary I give artists is in the middle reaches. Besides, the demand is only to do some basic publicity materials, and the workload is not large. This treatment should be considered more appropriate. I hope you can send friends to learn from me. I have been quietly learning from the experience of my predecessors. I feel guilty, so I share a plan I made in the middle of this year with anxiety. I can't guarantee how dry this product is, but it's absolutely true. I hope you can give me your advice. The first stage of a store's operation plan: application and opening time: July1-August 3 1. Need support: 1 1W Tmall store opening fee. Main work contents and steps: 1. Application 2. Some details of signing the contract. Understand the specific support policies of the agent. Apply for the opening fee of Tmall. Specific working rules: 3. Understand the agent's specific support policy 1) the minimum order quantity of distribution funds, and whether there are different purchase prices for different quantities; 2) Whether there is a rebate policy; 3) Whether there are differences in turnover levels and whether there are differences in commodity prices with different turnover; 4) Can you provide on-the-job training materials, products and professional skills? 5) Delivery cycle of distribution funds? 6) Can you provide purchase invoices and how to issue them? 7) Is there a price requirement for the concept of customized funds? And the approximate price range 8) Defective product return policy 9) Specific support policy for large-scale activities such as cost-effective gathering 10) Policy for planning activities of distribution stores 1 1) Whether all the pictures of products can be provided 12) Whether it can provide drilling exhibitions and through-train promotional materials 13) Whether the specialty stores can synchronize new flagship store products. Phase II: Officially put into operation: September1-June 65438+1October 30, which requires support: the upfront outsourcing fee is RMB, the water testing fee is RMB (including upfront billing), the venue is rented, two customer service employees (monthly turnover is reached) are recruited, three computers, office desks and chairs, and the RMB software fee is paid. * * * Achieve the target by counting yuan: January turnover Main work contents and steps: 1. Plan store opening activities and determine the main items and activities. 2. Coordinate with the design outsourcer and publish the first page. 3. Adjust the promotion tools, focusing on brushing and through trains in the early stage. 4. List the KPI and training of customer service department. Workflow 5. Planning of main products in winter. Supplement to the distribution fund. Double 1 1 Specific working rules for event planning: 1. Shop opening activity planning, determine the main products and single product activities as the main products of flagship stores represented by XXX in 12 and 13, and cooperate with single product activities: assembly shop. The overall activities of the store are mainly based on the new theme of autumn, supplemented by member recruitment, and Wangwang was established, leaving old customers and entering coupons from the beginning. 2. Coordinate the page with the design outsourcer. The first version of the page needs the specific product display and page structure scheme of the outsourcer's page. This page mainly includes shop homepage, shop signboard, shop signboard button, relevant parts of description page, design of left side of description page and label design of classified page. The style is based on the flagship store and combined with the store's own activities. 3. Adjust the promotion tools. In the early stage, the list was mainly brushed and the through train was used, and the conversion rate was mainly balanced by the through train flow. For the internal platform, the list brushing platform is selected, and 1-3 sheets are used every day; Through train pictures need to find contacts, pay by piece, and test the pictures before promotion; In the early stage of through train, the words are mainly related brand words, similar brand words around and long tail words. There are two main reasons: the growth rate of store turnover and the roi of through train, and there is no upper limit. 4. List the KPI and training of customer service department. The main work of customer service in the early stage of workflow is pre-sales and after-sales. Before joining the company, you need to obtain the customer service training and product knowledge of the brand. The probation period is from one week to half a month (mainly depending on the difficulty of the training materials), and if you pass the examination, you will become a full member; In the early stage of customer service KPI, some non-performance task indicators, such as response time/average response words, are the main data assessment points; The workflow mainly includes: reception process/quick reply statement/adding process/after-sales reception process/return process, etc. 6. Supplementary standard of distribution funds: the daily sales volume is stable at more than 20 pieces; There is at least 1 month before the off-season; The recent sales volume is on the rise; According to the gross profit and conversion rate after replenishment, roi can be calculated, and replenishment can be made at no loss in principle. The third stage: the whole store distribution transition stage time:165438+1October1-65438+1October 20th. Need support: recruit a customer service, a promotion, two warehouse managers, an artist, payment support, employee computers, tables and chairs, warehouse shelves, packaging boxes, and various office supplies. * * * Calculate yuan to achieve the goal: Main work and steps of January turnover: 1. List the KPI, workflow, job responsibilities and product training of each position. 2. Goal: to create thousands of customized models, which are mainly promoted by two flagship stores. 3. The first customized winter model. 4. Plan 5. Improve the workflow of customer service department. Promote a customer service supervisor. 6. Build the framework of old customers in the store, enhance the customer experience and increase the SNS elements in the store. 7. Make a task plan for the whole year. 8. Work details, products, processes and target plan for the first quarter of spring: 1. List the KPI, workflow and job responsibilities of each position, and train new employees in terms of products, design/promotion/warehouse management, etc. Before employees take up their posts, prepare relevant training materials, mainly including product knowledge training, job responsibility training and workflow training. The sources of these materials are: flagship store, foreign aid and employee summary. It is difficult to digitize the KPI of artists, so consider starting with the degree of task completion and referring to the poster ability and the average level of Zhengzhou to specify the salary level. The promoted KPI is mainly based on the balance of click-through rate/traffic cost /ROI of the promotion tool, and the salary level is around. Don't divide the responsibilities of two warehouse keepers too carefully in the early stage. The assessment data mainly include: the delivery speed of dsr in the store, the package error rate, and the return ratio of quality problems. 2. Objective: To create customized models of 1000, which are mainly promoted by two flagship stores. At present, the customized models of other specialty stores are mostly lower than those of flagship stores, which can improve the conversion rate in a short time, but the gross profit will be much lower. Therefore, we consider that the customized model will be slightly lower than the flagship store price, and the gross profit will be controlled above 50%. Our advantage is high gross profit, and the conversion will be the same as other models, which will be significantly lower than the price of the flagship store in the long run. The shelf time of styles is initially set as165438+1early October. The product selection mainly refers to the following aspects: explosive sales, high gross profit, high conversion rate, large field capacity, SKU quantity, fabric stability, etc. After being put on the shelf, we will give back to our old customers, accumulate initial sales, and associate explosive sales, and then increase the promotion efforts at the early stage of the later period, spiraling up, and the daily flow of single products will reach around. Flagship store's main push: this part of the style does not need to do too much optimization on the inner page, and a good conversion rate can be obtained by collecting prices and giving gifts. The traffic source is mainly through train promotion. 4. It is planned that the remaining inventory in winter can be carried out in June 5438+ 10. At this time, the demand at home often lies in sending relatives and timeliness, and the price does not need to be too liberalized. Grasping these two requirements and applying for activities from suppliers will have a higher success rate. 5. Improve the workflow of customer service department and promote a customer service supervisor. The customer service department is theoretically the team with the largest salary for e-commerce, which involves many problems. Therefore, it will be smoother to consider promoting a supervisor in the early stage. The promotion principle is: customer service itself works well, has a certain appeal, and is willing to learn. In addition to participating, the customer service supervisor also needs to coordinate the work of the art/promotion/logistics department. KPI is initially defined as personal performance and team performance. 6. Build a framework for the maintenance of old customers in the store, enhance the customer experience and increase the SNS elements of the store. This division of labor is mainly to improve the secondary purchase rate. The framework of old customer maintenance mainly includes: rating system, old customer landing point and maintenance, fixed marketing activities, holiday marketing activities, feedback and suggestion system, crm customer marketing system, package surprise and so on. Enhance the customer experience: at first, we mainly start from two aspects, customer service and package surprise. Stage IV: Maturity Stage Time: Feb. 2005 1 May-Apr. 3 1 Need support: RMB-poly cost-effective financial support, including payment, deposit and RMB * * to achieve the goal: 1 month turnover (excluding poly cost-effectiveness) Main work contents:1. Improve department construction, department system and workflow, and subdivide 2. Weekly/monthly meeting system. Planning of the first cost-effective gathering activity 4. Details of team culture construction: 1. Improve departmental construction, departmental system and workflow, and subdivide work. For example, the promotion department can be divided into through train/drilling exhibition/taobao guest /SNS platform and four supervisors. The main responsibility of this department is to get more traffic at a lower price while ensuring roi. Work flow of drilling and exhibition specialist: putting forward picture requirements-art design-testing-monitoring data-returning and modifying-continuous delivery, and so on for other positions. 2. Weekly/monthly/quarterly meeting system. This system is mainly for better distribution of work and follow-up work, and timely adjustment of work direction. Weekly meeting: report last week's work, put forward problems encountered in the work and solve them together, problems with other departments, performance goals for next week, work direction, etc. 3. Plan the turnover of the first cost-effective activity. If you want to achieve a leap in spring, you must rely on more than one outbreak to continue. So considering the cost-effective speed, you will achieve your goal faster. Target poly cost-effective scheme winter test, version modification quotation. At the beginning, I chose 2-4 models, all of which are basic models, and other brands sell well. Registration will start after the year, and replenishment and follow-up will be carried out after passing. Overall planning of the event: prepare printers and express orders in advance, negotiate with express delivery, and strive for more people to pick up items on the same day. Preheat the accumulated old customers, drill to other stores of the brand, monitor and collect data, and package 1/3 products in advance. During the activity, the exhibition was drilled to Yiyang flagship store as the main drainage channel. After the start, the customer service department will always receive them, and other departments will leave the necessary personnel and allocate them by scanning/billing/department. After-sales peak begins three days after the activity, and after-sales personnel are arranged to work at night to solve various problems. The department structure is divided according to the scale of turnover. When the turnover reaches a certain scale, it will be upgraded to the corresponding structure. At the same time, considering the recruitment difficulty of each type of talents, the number of personnel in each stage is determined, and the cost of personnel expenditure in each stage is 6%-7% of the turnover. Turnover: RMB available personnel cost: RMB department establishment and personnel number: Customer Service Department: 2 persons, * * * RMB Note: The initial personnel cost is limited, and basic work such as pre-sales and after-sales should be done together, so the performance need not be too strict, and the cost of artists and other personnel is too high. So only two customer service staff are recruited, one in each class. Turnover: yuan available personnel cost: yuan department establishment and number of employees: customer service department: supervisor 1, employees 2, * yuan art department: employees 1, * yuan promotion department: employees 1, * yuan logistics department: employees 1, * the level of employees in art department is not counted. Their main job is to imitate all kinds of publicity materials, and the shops still rely on outsourcers. The daily work of the staff in the promotion department is to adjust various promotion tools and summarize and sort out data reports. The logistics department was set up because some styles have been shipped directly from their own warehouses, so there must be a person to carry out daily quality inspection/delivery/receiving and returning/sorting shelves. Turnover: yuan available personnel cost: yuan department establishment and personnel number: customer service department: 1 supervisor, 2 employees, * * yuan art department: 1 employee, * * yuan promotion department: 1 employee, * * yuan logistics department: 2 employees, and * * yuan total cost. Other personnel will not be adjusted temporarily. Turnover: yuan available personnel cost: yuan department establishment and number of employees: customer service department: 1 supervisor, 3 employees, * * * art department: 2 employees, * * * promotion department: 1 employee, * * commodity department: 1 employee, * * logistics department. * * * Yuan Planning Department: 1 employee, * * Yuan Total Cost: Yuan Note: At this stage, 1 customer service, 1 artist, 1 commodity specialist, 1 logistics supervisor, 1 planning copy. Reason: The customer service group is divided into pre-sales group and after-sales group, which are managed by different performance appraisal and one supervisor, so the main purpose is to refine management and improve the individual's ability to focus on a certain field; The reason for setting up a logistics supervisor is that the number of personnel in the logistics department has reached three, which is convenient for planning daily work and the responsibility lies with people; The daily work of the commodity specialist mainly includes product transformation data, product follow-up, store product placement, from data guidance to product promotion; There are two main tasks in planning copywriting: planning in-store activities and copywriting in-store posters and promotional materials. After distribution, the gross profit margin of the whole store is 40%. The main costs are divided into promotion cost 10%, personnel cost 6%, Tmall deduction point 5%, freight+packaging cost 5%, tax 4.5%, venue/party/Tmall software/employee welfare cost 2%, and the final profit rate is about 7.5%. The total investment amount of this plan: Yuan time nodes are: 0.8 yuan Tmall deposit. .9 RMB input of goods, hardware facilities and salaries of early-stage personnel. . 1 1: RMB for payment and hardware facilities, and salary of early-stage personnel. .2 Invest RMB to gather cost-effective funds. Among them, Tmall deposit is RMB, payment is RMB, poly-cost-effective deposit is RMB, and the rest is the investment of hardware facilities and personnel in payment and poly-cost-effective deposit, which can be used as working capital in the later period to support the growth of turnover. According to the plan, RMB investment can be recovered in the first year, and it is expected that all investment can be recovered in about two years.