First, the store staff working procedures

1. Change work clothes, wear work cards and punch in;

2. Attend the pre-shift meeting to learn about the company's regulations, information and problems;

3. Enter the job site and assign work to each department;

4. Clean the sanitation of the area you are responsible for;

5. Check the shelves one by one to ensure cleanliness and safety;

6. Arrange the shelves to ensure cleanliness and safety;

7. Prepare enough shopping carts, shopping baskets and related tools;

8. Smile service, say hello to customers every three meters;

9. Coordinate work among colleagues and rotate work;

10. Constantly organize shelves and replenish commodities;

1 1. Put the goods scattered in various areas back to their original positions;

12. Handling damaged goods;

13. Do a good job in ground sanitation;

14. Make handover records;

15. Night shift staff, work assignment.

Second, the layout, display and sales of goods

1. General merchandise display

(1) classification is clear;

(2) The price is arranged from high to low;

(3) high-priced goods are placed near the main channel;

(4) The display surface is uniform and tidy;

(5) Heavy and fragile goods should be placed on the lower floor as far as possible.

2. The layout of novelty goods

(1) The whole shelf or several trays are lined with the same promotional goods;

(2) Cross arrangement of commodities;

(3) Special sales exhibition lasting for several weeks.

3. Layout of goods at the head of the shelf

(1) Commodities with large sales volume;

(2) Novelty commodities;

(3) selling rising commodities;

(4) Seasonal commodities.

4. In-store merchandise supplement

(1) Move goods from fewer pallets to more pallets;

(2) If a commodity is almost sold and there is not much inventory, other commodities will be arranged;

(3) Hot-selling goods should be displayed as soon as possible after receipt;

(4) Try to save manpower and time.

5. Warehouse layout

(1) Keep the store clean, tidy and clear at all times;

(2) Understand which goods have been sold in large quantities and which have been out of stock;

(3) What goods need to be added or transferred;

(4) Throw away empty containers and level the surface of goods (first in first out principle);

(5) Collection of misplaced goods.

(2) The computer inventory of goods is negative, but the goods are still sold in the store;

(3) There is no sales report for the goods.

8. Derogation measures

(1) Don't throw the goods into the garbage or press them under cardboard;

(2) Discarded articles need the consent of the management personnel;

(3) Strictly implement the operating procedures (acceptance, display, temperature and insurance).

9. Return goods to suppliers

(1) If the goods are unsalable or out of season, the supplier agrees to return the related goods;

(2) Procedure: 1) Send the returned goods to the claim settlement office; 2) The floor staff will take back the related goods.

10. Relevant standards

(1) Use standard of card board: 1) No damaged card board shall arrive at the store; 2) beam is firm, without damage or shaking; 3) Keep it clean. Don't put it on or stand on cardboard.

(2) Standard of shelf head: 1) 60% of shelf head is decorated with novel goods, and 40% is decorated with a large number of best-selling products; 2) Similar goods should not be placed on adjacent shelves; 3) Keep plump and tidy at all times.

(3) Cleanliness standard: 1) All sales areas should always be kept clean and free of dust, garbage and other sundries; 2) All shelves and goods must be dust-free.

-Supermarket management strategy.

Supermarket management countermeasures;

(1) The product shall be clearly identified as far as possible;

(2) Special promotion;

(3) Strengthen the display effect, plan the communication strategy, enhance the brand image, increase the added value of products, and make consumers feel that they are worth the money;

(4) Reasonably reduce operating expenses and strengthen cost advantage.

Feature 2: self-help shopping, large venue and large exhibition area.

Countermeasures:

(1) Many consumers are impulsive consumers, so vividness (display, storefront promotion) is the main attraction of businesses;

(2) As large as possible, as many as possible, as beautiful as possible, with the same style, showing the stack heads, end frames and shelves;

(3) Show sample shops;

(4) Vivid competition (between salespeople and supermarkets).

Feature 3: Supermarket management is formal, and warehousing, finance, store operation and product pricing are all departmental and decentralized. Moreover, most supermarkets implement a monthly settlement policy for suppliers, and hypermarkets are domineering and can always find reasons (such as festivals and store celebrations). ) Seek sponsorship from suppliers.

Countermeasures:

(1) Warehouse manager, business manager, financial manager, cabinet director, warehouse keeper and financial cashier are the key figures in supermarket operation. Business representatives who run supermarkets should have considerable public relations and interpersonal coordination skills, have received special business knowledge training and have good skills;

(2) more joint SP with supermarkets to enhance the cooperative relationship between the two sides (the interests of both sides should be considered when promoting);

(3) Select the champion store with the largest sales volume or the highest oversold rate in the supermarket chain, and reward the store manager and employees;

(4) Special festivals (Christmas, Easter, Valentine's Day) provide supermarkets with Christmas trees, lighthouses, arches and other decorations with company logos;

(5) When the consumer purchases RMB in the supermarket, he will give our company a gift;

(6) supermarket celebrations (such as celebrations) provide special prices and free products;

(7) Do the supplier's duty and provide after-sales service;

(8) Contract signing should be professional and rigorous;

(9) Recruit supermarket operation professionals and conduct special training for existing business personnel;

(10) Educate and require supermarket operators (including tally clerks, promoters and industry representatives) to consider the interests of supermarkets in their work, so as not to bring trouble to stores, such as: a, promotion and tally clerks must dress appropriately, pay attention to their gfd and regulate their behavior; B, products, promotional items are packed neatly and orderly, and hand-painted is popular, neat and beautiful; C, supermarket peak period should avoid a lot of vivid work (such as piling), if necessary, vivid work at night.

(1 1) Try to help store employees do what they can without affecting their jobs.

Feature 4: The inventory area of most supermarkets is relatively large, and there are many kinds and quantities of inventory, which are easy to be confused. The delivery and receipt of goods in supermarkets are very timely, and the warehousing procedures are more formal and complicated.

Countermeasures:

(1) Keep a good cooperative relationship with the warehouse keeper and warehouse keeper, and put your products on the outermost part of the warehouse-the most accessible place, and ask the warehouse staff to take more care of them;

(2) Regular return visits and inventory management to prevent out-of-stock, so as to urge supermarket warehouse personnel to pay more attention to our company's product inventory;

(3) Keep a good relationship with the head of the cabinet, and urge him to transfer goods to the general distribution department of the supermarket in time to ensure the safe inventory of the shelves;

(4) Understand and master the receiving habits of supermarkets, and provide night delivery service when necessary.

Feature 5: When shopping in the supermarket, more than 90% of consumers are ready to buy it back for family consumption (or outside the store; Future consumption), mostly used for the regular purchase of daily necessities.

Countermeasures:

(1) Since it is a family consumption, we will push the big package to make it convenient for the whole family to enjoy;

(2) Since it is a planned regular purchase-we will push multiple product packages (such as half a dozen packages, triple packages, bundled sales, gift packages, etc.). It is convenient for them to carry and promote their expansionary consumption (the more products we put at home, the more we consume);

(3) Make multi-package promotion price-encourage consumers to buy more at one time.

Feature 6: Buyers are mostly women, housewives and their families.

Countermeasures:

The propaganda style of POP and bulletin boards should conform to the psychological characteristics of this part of consumers (such as cartoon POP, vivid and interesting card-shaking, eye-catching promotional price and original price comparison, etc.). ).

Feature 7: The supermarket expects not only the profit of its own products, but also the promotion of the passenger flow in the store and the establishment of the low-price image of this supermarket. On weekends, the flow of people in the supermarket is 1.7-2.5 times as usual, and Friday-Sunday is the "promotion period" of the supermarket.

Countermeasures:

A sharp weapon to negotiate with the supermarket-the promotion schedule of our factory in your store.

Promotion theme and promotion cost control

(1), new product promotion-as an investment method of advertising and marketing expenses, A &；; P ratio is between 15%-30%;

(2) Promotion of mature brands-the promotion fee is charged according to the estimated sales volume (with 5%- 15% as the boundary).

(3) For example, it is estimated that the supermarket can sell 65,438+0,000 boxes of drinks (each box of 45 yuan) during the promotion period.

Feature 8: Each supermarket has its own characteristics more or less.

Countermeasures:

Pay attention to key supermarkets and formulate specific marketing strategies, including the following contents:

(1) distribution system: the case distribution mode of the supermarket is determined according to the storage, flow and receiving habits of the supermarket, such as: three times a week, night delivery; Let the dealer deliver the goods (the relationship between the dealer and the supermarket is very good, and there is no account risk)

(2) Equipment plan: determine the equipment investment plan according to the specific situation of the supermarket. For example, a supermarket is located in the university area, and the fast food area in the store is large, so we should focus on vertical display cabinets, on-site adjustment machines and other equipment.

(3) Product and packaging scheme: For example, a supermarket is located in a downtown area, and more than 60% of buyers walk, so the packaging we provide should be convenient for them to carry on foot.

(4) Others: including pricing, investment plans for promotional products and advertising products.