How to manage small supermarkets? What should I pay attention to?

As far as the process is concerned, a commodity should go through the processes of inspection, trial sale, sales and off-shelf, pay attention to the quality inspection of the commodity, prevent counterfeit and shoddy goods from being put on the shelves, and eliminate expired goods in time. There are many principles of display, the key of which is similar display, same brand display, same price display, forward display (new products are displayed behind the price, so that expired products are sold out first), gold display (best-selling products and key products should be displayed at 3-5 layers of prices that consumers can easily notice) and so on. Small supermarkets can also promote goods. Pay more attention to the promotion methods of big supermarkets and choose the ones that suit you.

Category management is very important, because the 80/20 rule is very effective in the supermarket industry, and 80% of sales volume, sales volume and gross profit are brought by 20% of goods.

First of all, to do a good job in commodity positioning, we should distinguish between running goods and profitable goods, and make different pricing for each kind of goods and each kind of goods. "Price-sensitive" commodities such as rice, oil and salt and well-known brand commodities should be operated with low gross profit, establish a low-price image, gather popularity and drive sales; Household daily chemicals and biscuits can appropriately increase gross profit and ensure business performance.

Then (computer management is needed, on the premise of inputting commodity sales data into the computer), according to different commodity positioning, set weights for the sales volume, sales volume and gross profit of each category (of course, the finer the classification, the greater the analysis value), establish a mathematical analysis model, calculate the importance of each commodity in each price segment, specification segment and even all commodities in this category, and make a choice. Of course, it is not enough to rely only on mathematical models, but also to make empirical judgments on the basis of market research and competition. The above methods depend on your understanding, so take your time to explore.

Third, unsalable goods and high-inventory goods should be regularly analyzed and eliminated. The exception is that although unsalable goods occupy inventory, goods with complementary categories that meet the positioning of supermarkets should be retained.

Thirdly, the launch of new products must go through trial sale first, and be retained and eliminated by the above methods.

Seasonal goods and holiday goods have a great influence on sales, especially during the Spring Festival, Lantern Festival, Tomb-Sweeping Day, Dragon Boat Festival, Mid-Autumn Festival and Christmas. Choosing and promoting holiday goods can even double the turnover of big supermarkets, and small supermarkets can't ignore it.

Gu is an authoritative expert in the business field, and reading his books will certainly benefit you a lot. How to reduce the cost of small and medium-sized supermarkets, as supermarket operators, is their goal. In order to obtain ideal profit, besides external factors such as market and business circle, strengthening its own cost management is also one of the very important means.

Cost of goods procurement

When purchasing goods, the approved price provided by suppliers to supermarkets is usually called the purchase price of supermarkets. Many small and medium-sized supermarkets call the weighted average price of purchase cost in actual operation. For example, the supermarket introduced 335ml of cola, the first time 1.5 yuan/bottle, the second time 1.4 yuan/bottle, and introduced 100 pieces. But the second purchase, the first purchase left 20 yuan, so: cost. If the commodity price is to be adjusted at this time, it should be adjusted at the cost of 1.4 17 yuan/bottle. Because inventory management is based on the principle of first-in first-out, the sales inventory of the branch company decreases from less to more in the computer, which can also be considered as first-in first-out, so the calculation starting point should be different according to each inventory increase or decrease. For example, when there are only 20 pieces left in the inventory for the third time, it means that the first goods are sold out. When calculating the cost, the initial accounting value for the second time should be 1.4 yuan/bottle price.

The above is the explanation of the cost accounting process. In the process of purchasing, how to introduce goods at the lowest possible cost is very important. When purchasing personnel want to introduce a commodity or recommend a new product to them, they must have a deep understanding of the market situation of the commodity. The so-called market situation refers to the sales of goods in the market, the market price, and whether there are competitive enterprises operating the goods.

You can estimate the sales situation in the market, or make a decision based on similar products already in operation. For example, when introducing cosmetics, it can be judged according to the skin quality, climate, consumption level and consumption habits of local residents. So even the products introduced to this place for the first time can be judged according to the characteristics of the products. A series of cosmetics are mostly oily. If the local area is in a humid and sultry area and the residents have oily skin, we can know that the sales situation in this area will not be very good.

In a wide variety of small and medium-sized supermarkets, it is often difficult for buyers to evaluate all products when investigating the market because of the variety of brands and varieties. Some merchants may bring products that have withdrawn from the region, so the introduction of such products will inevitably lead to a backlog. The size of sales directly affects the purchase volume of goods, and small-batch procurement is at a disadvantage when negotiating with suppliers. At present, many manufacturers cannot control the prices of their products in various markets, and suppliers have great price dominance. If the sales volume of competitors is greater than that of our company, this will put our company at a disadvantage in price competition. Due to the formation of the buyer's market, manufacturers often make a fuss about the price in order to sell their products. In the negotiation of supermarket procurement, suppliers mostly encourage supermarkets to increase their shopping volume with kickbacks. For example, a manufacturer stipulates that the sales volume should be 100 pieces/month as the bottom line, and every 10 piece will increase by 2%, and more than 50 pieces will increase by 3%, resulting in a decrease in procurement cost. Therefore, under the premise of judging the market sales prospect, it is much cheaper to obtain low-price concessions and rebate policies from suppliers by increasing the purchasing capacity than frequent small-batch purchases, and the larger the quantity, the lower the cost.

Observing the price or sales situation of competitive enterprises and making reasonable judgments are also one of the effective ways to reduce procurement costs. One way adopted by the enterprise is that each chain store regularly provides the local market price to the business department, and the business department makes reasonable adjustments to the price according to the information compared with the enterprise or asks the supplier to adjust the purchase price. For example, the purchase price of a bottle of 250ml pure water is in 0.7 yuan, the retail price is in 0.8 yuan, and the average market price is in 0.7 yuan. In the case of verifying that the supplier is the same company, you can ask the supplier to give an explanation, or stipulate the penalty clause for the supplier in the first business negotiation. In this way, the goods can be adjusted from time to time, at least in synchronization with other enterprises in the market when they are launched, and there will be no big disadvantage in cost.

In the current unfavorable situation of commodity market control, it is sometimes possible to reduce costs by often going to other places to see the market and go out for procurement.

Commodity management cost

Management expenses include office expenses, personnel expenses, property management and related equipment expenses, which run through the operation of the whole enterprise. In addition to electricity, water and other expenses, there are also documents in office expenses. In the daily operation of supermarkets, there are mainly the following kinds of commonly used documents: a. application form for new product purchase; B. Commodity acceptance list and commodity distribution list; C. Notice of commodity price adjustment (divided into purchase price and selling price); D. commodity return form; E. commodity application; F. Application form for handling defective products; G. commodity sales list; Warehouse inventory purchase order. In addition, according to the different business conditions of each enterprise, there may be some forms to supplement. For example, during the operation of this enterprise, there are: a. inventory three-stage questionnaire (production date, shelf life, shelf life); B. declaration form of unsalable goods; C. daily sales amount registration form; D. application form for commodity scrapping; E. employee salary accounting table; F comparison table of monthly sales by commodity classification (for business department), etc.

In addition to playing an important role in management, the above list is also a very reliable basis for accounting the direction of enterprise funds, which can help operators make correct judgments on the development of enterprises. But if the form management is not good, the direct consequence may be the loss of a lot of money. For example, when the warehouse manager fills in the return form, he and the supplier sign it, and the supplier takes the goods and loses the form. When the enterprise settles with the supplier at the end of the month, it will lose the amount listed in the form. At the same time, if the management is not in place, the more concentrated the supplier returns, the more likely it is to cause losses.

The management of personnel expenses requires the management decision-making department to be very familiar with the workload and nature of each position in the company, and to save personnel expenses as much as possible without affecting the quality of work. After long-term observation and careful evaluation of the work, an enterprise changed the previous counter responsibility system to the regional responsibility system, and only one district of the chain store can save 1 to 2 employees. After the personnel adjustment, in addition to emphasizing mutual assistance at work, employees can learn from each other and supervise each other, because of the interest relationship, they are more familiar with the characteristics and prices of goods. Rotate some employees regularly as the training objects for managers. After some adjustments, the whole enterprise saved 1/4 of the personnel costs. Because employees are familiar with goods, customers have an extra guide when shopping, which improves the overall shopping soft environment.

There is a popular saying in the industry: if you choose the right position, you are half successful. When choosing a store location, an enterprise must make a theoretical judgment based on its own characteristics, not just several sets of data. For example, Metro's business is mainly membership-based wholesale, so its site selection method is different from Carrefour and other residents-oriented customers, so traffic, parking and other factors should be seriously considered.

In addition to the store location (including property management fees, store rent, etc. ), the equipment cost is the question of whether the overall arrangement of the next decoration is reasonable. Equipment includes lighting, freezers, freezers, fresh-keeping cabinets, air conditioners, etc. For example, in the installation of lamps in the clothing area, incandescent lamps and colored lamps need to be matched, but the ratio of the two and the spacing between each lamp are worth studying. If the arrangement is improper, either the whole area is too dark to reflect the color tone of the clothing, or too many lights cause waste.

Cost of return and loss

As a retail industry, in order to reduce losses, it is very important to return goods when talking with manufacturers or distributors about imported goods. Without the support of this link, there will be a large number of overstocked and expired goods in the future commodity circulation, which will make the capital turnover more and more difficult, increase losses and ultimately have a negative impact on the reputation of enterprises. Before, the management of an enterprise was not standardized, which once caused a 30% return rate of a batch of goods. In the absence of clear return conditions in the contract, all manufacturers are unwilling to bear so many returns, and some suppliers have doubts about the operating ability of retail enterprises. After processing for half a year, the goods still have several thousand yuan and have to be scrapped.

So what should we pay attention to in the process of returning goods? First of all, check whether the actual quantity is consistent with the documents, and then pay attention to the price when returning the goods. If computer management is applied, there are two main ways to deal with the price when returning goods:

First, return the goods in batches according to the document number of the receipt. This method strictly controls the flow of documents and commodities, and requires that sales can also be managed by batches. At this time, the return price should be based on the purchase price of this batch, which will not cause price difference. However, for small and medium-sized supermarkets, small-batch and multi-batch purchasing methods are difficult to implement, and if the management is not perfect, it may cause confusion in fund management.

Second, return the goods at cost price. This method is to set the last cost price displayed in the computer as the return price. Although this method will cause some price differences between purchase and return, on the whole, the supply and demand sides will not cause much difference. Then why not return the goods according to the purchase price of the latest batch? Under the direct guidance of the market, the prices of goods operated by supermarkets will fluctuate, and suppliers will adjust the wholesale prices accordingly, so there may be a big difference between the latest purchase price and the original purchase price, especially seasonal goods, so both suppliers and supermarkets themselves may suffer losses. Because it is currently in the buyer's market, the price of new products has been falling since they were put into the market. According to the purchase price of the latest batch of goods, the damaged parties will be concentrated in supermarkets to a great extent.

In addition, the losses of supermarkets are manifested as theft, breakage, expiration and deterioration. As for the loss, there is a saying in the industry: If you can't afford theft or other normal losses, don't engage in the operation of the supermarket industry. It is generally recognized in the industry that the loss is 2‰~ 3‰, and this information is often used to evaluate the performance of chain stores. How to reduce losses, supermarket operators can be said to be exhausted. Anti-theft alarm, convex mirror, monitor, security and other methods are being used in supermarkets, each with its own emphasis. But many methods have little effect on real habitual thieves except some psychological effects. Please note the following points:

1. Set patrol personnel (security guards or supermarket managers) near the cashier, mainly to prevent internal and external collusion and theft;

2. Manage shopping bags used in supermarkets in a unified way, so as to avoid giving thieves opportunities with small items in big bags. You can also learn from foreign supermarkets such as Wal-Mart, and set up stamping personnel at the exit to stamp the computer sales list;

3. Set up plainclothes security guards. In some supermarkets in France, in order to avoid causing customer dissatisfaction, security guards dress up as customers to shop in the supermarket;

In order to prevent internal theft, uniforms without pockets are feasible.

The damage, expiration and deterioration of commodities are not only stolen, but also closely related to the quality of management. A chain store of an enterprise has a record that the whole box of instant noodles has expired. It's because the store manager didn't keep track after changing the clerk, and the goods that were originally on the counter didn't move out when they came to the counter. After a period of time, the newly arrived goods are always sold out, and the early ones have expired. The management of the company learned the lesson and made the third-phase list of goods, requiring all kinds of goods with shelf life in declare in advance. If the shelf life of instant noodles is 6 months, branches are required to report the inventory situation 1 to 1.5 months before the shelf life, and then allocate or discount according to the sales situation of each chain store.