Distribution is essentially a second purchase within an enterprise. It takes the inventory purchased at one time as the purchasing object, takes the specific needs of each store as the purchasing basis, and configures the existing inventory according to certain standards. Distribution work includes the arrival of goods. Distribution, sales replenishment and store adjustment. Whether it is arrival delivery, sales replenishment or store adjustment, we must solve the problems of which varieties, how many and when to deliver them to which store, which is the core of distribution work. Due to the effect of February 28th, in the specific distribution work, we should firmly grasp those books that have made outstanding contributions to the sales volume and sales code, that is, standing books, best-selling books, special books and key books, and strive to increase the proportion of these books in stores and increase the effective sales of stores. So as to establish a distribution idea based on the data and actual demand of store sales, focusing on regular books, key books and bestsellers, taking marketable books as the distribution basis, and taking appropriate new book distribution as the basic supplementary book source, so as to ensure regular books, track bestsellers and key books, and rationally allocate marketable books and new books according to the variety scale of stores. That is to say, whether in the issue of new books or in the supplementary issue of sales, we should grasp the key points, ensure that standing books, best-selling books and key books are issued or supplemented to needed stores, correct the deviation of distribution in the form of adjustment, and ensure the quality of distribution. The principle of distribution The principle of distribution is to distribute according to needs and balance sales and distribution. Demand-oriented distribution emphasizes the needs of stores and drives distribution by demand. This demand includes current demand and potential (or upcoming) demand. In other words, the distribution should not only supplement the books that are about to be sold out, but also respond to the upcoming or growing book demand in advance (such as stocking before the holiday, stocking in the peak season of sales, stocking of key promotional books, etc.). ) so as not to miss the sales opportunity. The balance between sales and distribution is not only a simple balance between sales and distribution, but also a deep dynamic balance between book category structure and quantity structure. In other words, distribution should emphasize the equivalence of category, quantity and sales, rather than the general code balance. This is an important aspect of refined management of distribution work. What should the distribution step always pay attention to? how much is it? When will it match? This core is implemented. First, determine the variety scale. Variety scale refers to the breadth of book varieties, that is, the absolute number of varieties. The display area of the store determines the size of the varieties that can be displayed. However, the determination of the variety scale should also refer to the turnover speed of books in the store and the matching logistics processing ability. That is to say, in the case of a certain exhibition area, the larger the variety, the fewer the number of books displayed, and the faster the book turnover, but the higher the requirements for distribution frequency and speed, the lower the requirements for logistics distribution. Therefore, the actual logistics capacity should be considered when determining the variety scale. Secondly, it is necessary to construct the variety structure. Variety structure refers to the proportion of all kinds of books in the store. The construction of store variety structure is to combine and match the existing books in the library. Because the readers' situation is very different, the purpose of buying books is ever-changing and the demand is diverse, which determines that the bookstore must have diverse varieties and hierarchical structure. The construction of bookstore variety structure must meet the actual needs of readers. For all kinds of shops, the variety structure is the centralized display of all varieties in the warehouse, and its variety structure is controlled by the one-time purchase structure. The variety structure of specialty stores mainly reflects the distribution quality (secondary purchase), and the construction of its variety structure emphasizes the breadth and depth of varieties contained in specialty categories, that is to say, it is necessary to enrich the varieties of specialty categories and properly match books with different knowledge levels to meet the purchasing needs of target readers at different levels. At the same time, we should also give consideration to the display of other key varieties, so that the overall variety structure can adapt and complement each other. Third, choose books. After determining the total variety scale and the proportional relationship between various categories, the specific varieties can be determined according to the principles and ideas of distribution. The basis can be the information fed back by the sales department, the results of data analysis, and even the purchase intention. For the selection of varieties, we can first determine the variety scale of each category according to the total variety scale and the proportional relationship of each category. Specific varieties should be selected from various books, supplemented by those key varieties with sales prospects or potential. Attention should be paid to the selection of varieties: in line with market positioning and management policy; Meet the needs of readers; Guide readers' consumption direction and tap their consumption potential. In addition, it is necessary to maintain the established variety structure to maintain the consistency of store positioning. In addition, it is necessary to determine the number of single-item books, that is, to determine the appropriate distribution number. The determination of distribution quantity must reflect the management idea of supply chain, and comprehensively consider the processing cost and processing capacity of logistics, the bearing capacity of stores, the implementation of purchasing intention and other factors. And seek a balance point among the determinants of distribution. Specifically, the factors that determine the distribution quantity are: the processing cost of logistics-the processing cost of logistics is inversely proportional to the distribution quantity. The greater the distribution volume of a single product, the lower the distribution frequency, the fewer times the logistics picks goods repeatedly, the lower the labor consumption, and the related expenses (such as vehicle transportation fees) will be reduced accordingly. Processing speed of logistics-The processing speed of logistics is restricted by the level of logistics productivity. High degree of mechanization, high quality of personnel, fast processing speed, and short lead time for distribution (from making a distribution list to picking goods according to the list until the books with the list are delivered to the store shelves), which can make frequent distribution and reduce the inventory of the store. Variety scale-under certain logistics conditions, the variety scale of a store directly affects the distribution of single-item books. The exhibition area of the store-under the premise of a certain variety scale, the exhibition area is directly proportional to the exhibition volume of single-item books. Store display mode-The store display mode has a great influence on the total number of books displayed in the store (for example, the volume of books displayed on the cover is much less than that displayed on the spine), which in turn affects the distribution of single-item books. Different display methods will change the determination of distribution quantity. Ideal turnover speed. The turnover rate of stores is directly related to the average inventory. In the case of stable sales, reducing the average inventory of stores can speed up the turnover of books in stores, but the inventory of stores must be maintained at an appropriate level to ensure the uninterrupted sales demand of stores. The distribution quantity of single-item books is directly related to the average inventory of stores, so the optimal turnover speed must be considered to determine the distribution quantity of single-item books. Days in stock. The number of days of stocking refers to the number of days that a single book can be stocked to maintain sales. From the perspective of economic benefits, the shorter the stocking days, the less the store display and the more books it can hold. However, the processing speed of logistics is relatively stable. If the stocking days are too short and the processing speed can't keep up, it will cause sales stall. Considering the above factors comprehensively, under a certain variety scale, the best stocking quantity of single-item books should be slightly larger than the sales volume in the lead time of issuance, and the sales volume in one issuance cycle (the time interval between two adjacent releases of a book) is usually the most ideal, thus ensuring that the quantity structure of books displayed in the store is consistent with the sales situation. However, in practical work, the distribution quantity of single-item books is often close to the sales volume in the same distribution cycle, which can not only take care of the optimization of the book quantity structure, but also take into account the processing cost of logistics and the display effect of stores. In other words, distribution work should be organized and managed from the perspective of internal supply chain, with the aim of optimizing the whole. We should also replenish the books that are about to be sold out in time. After a period of sales, the books in the store need to be supplemented with some varieties that can't meet the next sales demand, so that the sales can continue uninterrupted. There is a question of when to allocate, that is, to determine the starting point of single-item books (when there is only how much inventory left, the allocation begins). Determine the distribution points of books with different sales conditions, so that the books will be put on the shelves when they are about to be sold out, ensure the minimum inventory in the store, accommodate the most varieties, and create the greatest economic benefits with limited business area. The starting point is the quantitative critical point that determines the timing of distribution. To determine the starting point of a single book, we must first calculate its safety inventory. Safety stock refers to the minimum number of books in the store in order to prevent them from being out of stock. The safety inventory of single-item books is the product of the average daily sales volume of books in recent period and the delivery lead time. When the stock is close to the safe stock, it reaches the starting point of distribution. By determining the distribution point and timing of single-item books, the problem of book sales interruption is solved, the continuity of book sales is ensured, the loss of sales opportunities caused by out-of-stock is reduced, and the foundation for realizing zero inventory in stores is laid. Finally, stores should be adjusted regularly. In the process of circulation, some books delivered to a store may not be suitable for sale in a store, or it is not conducive to the category structure optimization of a store. If these books are not transferred out in time, it will not only affect the distribution and replenishment of subsequent varieties, but also hinder the timely delivery of effective varieties, resulting in a decline in store sales, disrupting the existing variety structure and affecting the competitiveness of stores. Therefore, it is very necessary to adjust the work. In the specific adjustment measures, bookstores should first assume the responsibility of monitoring book sales. If the delivered or replenished books still don't sell well after a month in the store, the store will take the initiative to return them in time, which not only ensures the re-sale of books, but also avoids the obsolescence and fragmentation of books and solves the problem that no store is willing to receive books. Secondly, the distribution department regularly analyzes the category structure of stores and corrects the deviation of variety structure in time. Book distribution strategies under different sales situations According to the sales situation of books, books can be divided into best-selling books, best-selling books, marketable books and unsalable books. Accordingly, the distribution of books with different sales situations should be different. For regular books or standing books, because their sales volume is relatively stable, the sales volume in a distribution cycle is easy to grasp, and the number of issues is also easy to accurately grasp. It is important to ensure the continuity of supply and solve the contradiction between shortage and backlog. The sales volume of bestsellers fluctuates greatly, and the sales volume varies in different periods. In order not to let them lose the sales opportunity in the best-selling period, the principle of distribution is to ensure sufficient inventory; The number of key books issued should meet the marketing needs; Marketable books are based on historical sales data, and the inventory quantity is determined according to the book sales trend; New books can refer to the sales situation of the same type of books in the store and determine the distribution quantity according to the experience of the distribution personnel. Pay close attention to the sales situation and adjust the distribution strategy in time to meet the sales demand. If the sales situation is not ideal, it is necessary to adjust to the right store in time. Different types of books have their own sales rules, and distribution should be arranged according to the sales rules. Generally speaking, social science literature and art books will change greatly with the emergence of social focus, fashion and popular books. Distribution should be sensitive to capture relevant information and replenish relevant books to stores in time; Cultural and educational (mainly primary and secondary education) books are sold regularly, and the inventory in the store should be targeted, and the bestsellers should be sufficient and guaranteed; Sales of science and technology books are relatively stable, and stores can stock up according to normal sales. It is important to take care of the goods. Holiday stocking strategy Holidays have their own sales rules. For example, during the long holiday, with the passage of time, the sales of shops decrease in turn, which is related to people's habit of going out to buy books at the beginning of the holiday and then resting at home. For another example, due to the relatively concentrated purchase of books during holidays, the sales volume after holidays is obviously lower than normal, especially after long holidays. All these sales laws should be reflected in the specific distribution strategy. Distribution management The management of distribution work is mainly embodied in distribution control. Distribution control is to use computer technology to summarize and analyze the distribution information, monitor and restrict the distribution within a period of time, and make the distribution work complete the task with high quality, high efficiency and low cost in a controllable state. Distribution control can balance sales and distribution and optimize inventory structure. The specific method of distribution control should first monitor the book category structure. By regularly comparing and analyzing the classified inventory and classified sales of books in stores, we can find out whether the sales structure of all kinds of books is consistent with the existing inventory structure, whether all kinds of sales have changed, and so on, so as to provide a basis for commodity distribution in the next cycle. At the same time, according to the sales situation, through the next cycle of commodity distribution, optimize the inventory structure to make it more reasonable. Secondly, we should control the balance of the book structure. Summarize the weekly distribution by category to ensure the balance between book sales and distribution in total volume and category structure. This deviation should be corrected in the next distribution stage. Finally, we should control the daily distribution. Record the daily delivery situation (such as shops, categories, quantities, freight yards, etc.). ) Grasp the distribution situation of each store and category in time, and monitor the balance of sales and distribution in real time. In order to promote the quality and efficiency of distribution, it is necessary to realize the scientific, simplified and lean distribution. The organization and management of distribution should be scientific, and the number of single items of books in the store should be kept within a reasonable limit, neither more nor less. The inventory structure of stores should be reasonable to fully meet the sales demand. The distribution result is a scientific result obtained by computer statistical reasoning, which has the function of truly reflecting the inventory situation, current demand and demand. Simplification refers to the simple operation process of distribution work. All complicated reasoning, comparison, statistics, etc. It is completed by the computer, and then the result is output. Operators only need to set conditions according to the distribution requirements of different books.