Annual Work Summary of Direct Store Management

Written materials that review and analyze the study, work and life of a period, a year and a stage can make the mind clearer and the goal clearer, so we should make a good summary and write a good summary. How should I write a summary? The following is a summary of my annual work in direct store management. Welcome to share.

In a blink of an eye, 20xx years have passed, and 20xx years have followed. At the beginning and end of each year, I will sum up my work as the head of the region for 20xx years, analyze the ups and downs, mistakes and growth, and enjoy my own experience and lessons. I hope I can make more gains and progress in 20xx, and have a good explanation for the company and myself.

I. Personnel

1. At present, there are 3/kloc-0 employees in direct stores and 9 employees in reserve.

(1), regional personnel situation

1 1 year there were 68 employees in this area, and now there are 3 employees1person. 30 people have left their jobs, of which 7 were dismissed (3 did not meet the company's requirements; 4 people did not meet the job requirements), 12 people were assigned to other districts, and 18 people resigned. (The records from 10 to 65438+10-April are incomplete, and there will be some discrepancies. )

The store manager plays a vital role in the work of the store. Market analysis, sales promotion, customer complaint handling and clerk training management are all directly contacted by a store manager, and no store manager is perfect. Seven store managers have their own advantages and disadvantages. As long as you obey management and don't hide your shortcomings, you can improve each other and make progress together. Be patient with the growth of a store manager. Help and training are the focus of management work. If there is a better one to replace the unqualified one, we should discuss the matter realistically and not throw a few hats for no reason.

The vast majority of employees and customers are very good. If there is such disharmony among employees, I would rather believe that there is a problem with management. So as long as the management problem is solved, there will be no problem for employees.

(2), regional personnel flow:

As shown in Figure 3, the turnover of personnel is very large. Of course, one of the main reasons is related to the academic qualification verification in July this year.

There are several reasons for employees to resign:

A. Psychological reasons: When the leader gave an employee great confidence in her work and gave her a good promise, she felt quite fulfilled, but one day she found that this promise could not be fulfilled, and her great sense of accomplishment and self-confidence was lost. Psychological imbalance will lead her to resign voluntarily.

B, economic reasons: no savings. Lack of courage to live, resign and go home.

C. reasons for rest: there are no weekends and holidays at work, and some employees will resign because they can't make concessions in this regard.

D. Environmental reasons: I would rather be a clerk in the office than go to the store.

E. Salary reasons: Some employees will report that without insurance and holidays, our salary is not dominant.

F, geographical reasons: the location of the store is too far away from the employee's rental location, which will also lead to resignation.

Every employee who resigns has different reasons to resign, but the employees who stay have the same reasons to stay. Love the company and cherish the opportunity of this job.

Therefore, in combination with the above reasons for leaving the company, the focus of our recruitment work is mainly on fresh graduates, but if we do not pay attention to the cultivation of employees' feelings for the company, the turnover rate of employees will be relatively large.

(3) Will employee turnover have a great impact on sales?

Combined with the regional situation, the impact of personnel flow on sales is not obvious. In July, there were 1 1 people who left Shanghai due to educational problems, including three store managers. At that time, our pressure was unprecedented, and the office staff ran from store to store like fire extinguishers. However, compared with the sales volume in the same period in July, the sales volume is not bad, and there should be no problem for the manager or old clerk who ensures the stability of a store.

Summary: The relative flow of people will constantly replenish fresh blood to the store, which will make the store manager and old employees have a desire to express themselves, which will not only help to form a lazy atmosphere, but also play a certain role in work enthusiasm. But we must make a good reserve of employees so that management will not be passive.

Second, sales, shops

(1) Overall analysis of sales situation

10, the total sales of each store is 13968439 yuan.

1. Comprehensive analysis of sales situation

Chart 1 The total sales volume this year is13,968,439 yuan, the best month is 10, followed by 10, September and July, so the sales season in this area is basically around10 this year. Sales in May were relatively stable and outstanding, and this month was the worst month for the two stores in the whole year. According to the actual situation, it is no accident that our sales were in a downturn around May, but it should be directly related to the holding of stores, because during this period, all stores have a sudden drop in passenger flow, especially the problems in stores are very prominent. And in this period, not only our mahogany, but also other modern home sales are not ideal.

2. Analysis of the sales situation of each direct store

(1), as can be seen from the figure 1, in this year, the sales of stores are more prominent. When each store performs well in the sales season, it will have a better performance, but its sales are directly linked to some activities of the mall. Because it is located in a remote place, the activities of the mall will bring a lot of passengers in the sales season, so its sales will also increase significantly.

(2) In the figure 1, the sales of the store are relatively stable, because its location is in the city center and the passenger flow is relatively stable, so its annual sales are very stable except for a sudden decline in May and the withdrawal of the store in June 1 1 and February 12.

(3) The most formal and representative direct store in the area shown in Figure 1 should be considered as a store, although the storefront is very small, only 90 square meters. But from the figure 1, its annual sales situation is in line with market rules. Its sales peak season is around May and around 10. In other words, there are two peak sales seasons in the store this year. This has a lot to do with the location of the mall where it is located. So if our store here is bigger, it should have good sales in a year.

(4) After the store was opened in July, the sales volume rose steadily, and the whole sales trend was very good, which should have great potential and good performance in the sales in the coming year.

(5) In Figure 1, the store with weak annual performance has just opened, but its sales volume in the first two months is not less than that of this store, and the sales situation in the later period remains to be seen.

3.3. Rent Analysis of Stores

(1), the largest area and the highest rent this year. The annual sales amount is 4773466 yuan, and the annual rent is 1087800 yuan. The annual sales rent ratio is: 4.39; In 2009, the total sales was 40 17736 yuan, the annual rent was 865,800 yuan, and the annual sales rent ratio was 4.64. Although the annual sales increased by 1 1.88 percentage points this year, on the basis of the synchronous growth of rent, material price and employee salary, the proportion of sales growth is very small. It can be said that this year's sales volume is not ideal. The renovation in March this year affected the sales for one month.

(2) The second floor of the store was closed in July. Area before closing 1.346 m2, rent1.654,38+0.7720 yuan. After July, the area is 506 yuan and the rent is 65974 yuan. The total annual sales volume of 10 is 3,592,722 yuan, and the annual rent is 1 1539 10 yuan (slightly different). The annual sales rent ratio is 3. 1 1.

(3) The total sales of the store this year is 844,826 yuan, and the total annual rent is 65,438+060,050 yuan. The annual sales rent ratio is 5.28.

(4) The total sales of the store this year is1473,202 yuan, and the total annual rent is 327,600 yuan. Annual sales rent ratio: 4.50.

(5) The total sales of the store this year is 105 1778 yuan, and the total annual rent is 92 1456 yuan. The annual sales rent ratio is: 1. 14.

(6), the business is less than half a year, and no analysis is made here. .

(B), analysis of the reasons that affect sales

I > analyze the impact of products and stores on sales.

1. Analysis of the influence of material reasons on sales.

(1), the percentage of annual sales of each material in the total annual sales.

Red rosewood: 45.13%; Chicken wing wood: 31.33%; Rosewood: 6.315%; The yellower:1.765%; Fabric: 0.87%; Crafts:1.17%; Mother of pearl: 0.06%; Rosewood:13.03%; Enclosure: 0.33%.

(2), material sales analysis.

Although the annual sales of red rosewood account for the main part, its main position is not obvious. Because the price of sour branches per kilogram is more than twice that of chicken wing wood, but the sales ratio is only slightly higher than that of chicken wing wood. In addition, in the whole year, the total monthly sales of Taiwan Province rosewood in six months are much higher than those in February, April, May, June, July and August respectively. The sales of Taiwan Province rosewood account for such a high proportion, which will directly affect our total sales in one month or even the whole year.

Rosewood has been on the market since June, and it also performed well in August10.165438+10. The sales volume of rosewood also accounts for a certain proportion, which is better than Dalbergia, but the total amount is not outstanding.

In addition to furniture, the sales of handicrafts account for the highest proportion in fabrics, hanging screens and screens.

(3) The main reasons and suggestions that affect the sales of materials.

The reasons that restrict the sales of sour branches mainly focus on:

A, can't write a scientific name, so that some customers have psychological resistance when buying.

B, when ordering, it can't meet the requirements of customers' puzzles, which makes some customers uneasy to buy.

C. There are too few samples of mahogany products.

These three reasons are prominent mainly because other mahogany brands in the same shopping mall can basically write scientific names, and the operation of placing orders is more flexible. The main sampling method is red rosewood, and there are more safflower pear every year. Red rosewood will write the base materials and accessories on the scientific name, which is more professional. The material of the products in Youlian (agency) store will be confused, and all products will be identified by scientific names. But the decoration and furnishings will look upscale. On the contrary, Yuan Henry also refused the scientific name, but he could agree to the customer's puzzle requirements, mainly based on samples of sour branch products.

Suggestion: The main measure to overcome this aspect is to improve the sense of grade in the store. The overall grade of the new store opened now has gone up a lot, and now we have an advantage in advertising promotion. But there are still many shortcomings in product layout. Incompatible products are scattered; First of all, the product grades of the chicken wing wood and rosewood with which the new store is opened can't go up. Secondly, the dark gray of the chicken wing wood and the dark yellow of rosewood can't give the sense of stability of mahogany.

Too chaotic fabric collocation, not only can not improve the grade, but will be visually chaotic. Fabric collocation should not be too much, but also avoid the confusion of collocation. The main products should all be matched. Furniture, fabric and storefront can enhance the sense of grade by setting off our furniture, but the biggest problem now is that the cohesiveness between storefront and furniture and fabric is not strong, and the screen hanging is a bit messy. I hope to strengthen the communication about stocking in delivery, especially in the delivery of new stores.

2. Analysis of the reasons for opening the store and sales situation.

(1), Analysis of Furniture Mall

(II) Market situation of mahogany brands

(3) Location of the furniture mall.

First, it is located in a remote suburb. A new shopping center was opened in 2007. Shopping malls are located at the top of the furniture industry, and their brands, advertisements and selling points of international furniture village should be good in the later period.

B, the store is located in the center of Putuo District, with a prosperous location and a large passenger flow; The mall opened in 2007, with poor management and advertising. Now all the businesses have started to withdraw, leaving only upstairs 1 and downstairs 3. We should plan the evacuation time now.

C. The store is located in Macau Road, Putuo District, and there is a lot of traffic around here. It has been 12 years since it opened in 1999, and the shopping mall is relatively mature, with good brand and advertising strength. There should be steady sales. It is suggested that this shopping mall change to a bigger store.

D. The store is located in Wuzhong Road, Minhang District, and the shopping mall area is also good. It has been 12 years since it opened in 1999. The mall is mature and the brand is good. Only in shopping malls, fabrics will be weak in furniture.

E, located in the outer suburb of Yanggao South Road, Pudong. It has been nine years since the mall opened in 2002. The mall is mature, but the grade is not high. Midland has been stationed for up to 3 years. The sales situation is not bad, and the later sales situation remains to be seen.

F, located in Zhenbei Road, Putuo District, the new shopping mall 10 opened in July, and the old shopping mall next to it opened in 20xx, which is the best among the four red stars in Shanghai. Next year's sales situation should have a good performance.

G, located in Hutai Road, Pudong, with a small storefront and a remote suburb. 65438+opened in May 2000, a new shopping center.

(4) Market situation of competitive brands in shopping malls.

Although every shopping mall has summed up an analysis with our most competitive stores, not every shopping mall has close competitors under the current situation. Take Zhenbei Red Star as an example. In the sales process of half a year, only one customer made a deal through the mall. There are also old customers, old customers or through websites and advertisements. In other words, there is basically no competition between customers, because they all go straight to the brand Liantianhong. This is basically consistent with what I know. The manager of Zhenbei Red Star reported that in their sales process, except for a customer who returned to our store after purchasing in Yizunxuan, there was no case that customers compared our brand with other brands when purchasing. This also shows that we have formed a part of our own specific customer base in the competition/

Second, analyze the influence of competition on sales.

(1), competing with other brands in the mall.

From the market situation of Lian's shopping malls, we can see that the seven direct stores in Shanghai are not the best-selling brands among the seven shopping malls, and the annual sales of the best-selling brands in each shopping mall are more than twice that of ours. The annual sales of Yuan Henry and Renren Home Store are much higher than those of our seven stores in Shanghai. This shows that our brand only accounts for a small proportion in the market competition in Shanghai.

The effect of advertising has increased our orders, but the sales volume has not increased much for us. Each store has received three orders of more than 300,000 in a year's sales, and none of them exceeds 400,000. Most orders are concentrated around 6,543,800 yuan, so to increase our market share, we must increase the competition of big customers.

(2) Competition between different regions

In the sales area, we often meet foreign customers. In 2009, there were customers from Shaanxi, Northeast China, Kunshan, Zhejiang and Hefei, which is rare this year. Therefore, our brand has competition in other regions. This year, only two foreign orders were introduced by our old customers in Ningbo, some of which were sold in Ningbo and some were sold by telephone in Shanghai. One is from Kunshan, a product that customers learned about in our store. Finally, the contract was signed by the clerk in the store and the master who went to Kunshan by car. These two transactions can be done in other places, but in order to increase the transaction in Shanghai, they are all placed separately in the end. Of course, there are also several transactions conducted directly by customers in other places. So with the opening of direct stores in other cities, customers from other regions will be introduced here, but customers from other regions are rarely introduced.

Third, quality causes affect sales.

In terms of product quality, we have always been in a situation where the mind is willing but unable to do so through communication with the master in the store and understanding and observation of other brands. Mainly manifested in the details of the treatment is not in place, the main aspects of the past year are:

1), the situation of high and low feet is more serious. If it is an ordinary desk and chair shop, the master can solve it. But it is difficult to solve it when it appears on furniture with copper legs. There will be many pieces of high and low furniture in a batch of goods.

2) Falcon structure, some furniture falcon structure does not match. The base is too big and the falcon is too small. Too many holes are filled with sawdust. Some customers in An Baili shopping malls have reflected this problem. The master also felt the seriousness of this problem.

3), puzzles, there are many puzzles about 5 cm on the desktop. There have been cases where this situation has led to customers returning goods.

4) Color difference and large color difference still exist.

5) Excessive necking will affect the beauty of the product.

In a word, it is obvious to all that the quality of products is constantly improving. But the handling of details needs to be strengthened. Generally speaking, the quality of our furniture satisfies most customers, especially in carving. Strengthen the quality of products, close the factories with good products and reduce the quality problems of products sold. This will make customers more confident in our products, thus increasing sales.

Summary:

Through the above analysis, the main reasons that affect the annual sales in this respect are as follows:

1), because some shopping malls are remote and there is no advertising investment, our sales are affected. May is very obvious. In May, Yuexing Store can see an obvious increase through the chart 1. This is because the location of Yuexing Mall is not biased, and the mall has its own activities and advertising promotion.

2) The World Expo in May will have a certain impact on our sales in May. Except for Yuexing, which rose slightly in May, the sales of several other stores all shrank in May, especially Anbaili Store and Jisheng Weibang Store.

3) We don't have an advantage in the competition between Shanghai mahogany brand and shopping malls, and our advantage is not outstanding in the competition between Shanghai local brands and other brands. Especially in the competition of big customers, it is more passive. Every store with an annual sales volume of over 1,000 has its own large order of1100,000, while our order of over 400,000 has disappeared. This is the breakthrough point for us to increase sales, and it is also a problem worth thinking about.

4) Incomplete product matching, incomplete samples in the store, too long ordering time and too many samples of pterygophyllum and rosewood are also the reasons that affect our sales.

5) The increase of direct stores in other areas of Liantianhong has broken down some of our customers.

6) The appearance of product quality problems reduces customers' confidence in our products, which affects the re-purchase and the introduction of friends to buy.

Fourth, customer reasons affect sales.

(1), analysis of the total number of customers.

From Table 4, we can draw a conclusion that our customers have the largest proportion of transactions through advertisements and websites, accounting for 365,438+0.97% of the total number of transactions in one year, followed by our old customers, accounting for 30.65,438+05% of transactions in one year, followed by customers found in shopping malls, accounting for 20%. Of course, although the proportion of transactions introduced by old customers and friends ranks last, this proportion can not be underestimated, and it also accounts for 12.73%. Then with the continuous accumulation of our customers and the growth of opening time, I believe this proportion will increase accordingly.