广东货品运作首次培训剖析

1、店铺货品运作工作计划一、货品调整前期工作1、明确货品调整的目的与对销售产生的影响2、掌握所负责店铺的销售情况3、店铺销售、存货数据的准确性，确保账实相符4、货品调整的重点要确定（季初、季中、季末的货品规划）5、加强货品调整后的各项检视工作二、每周分天工作时间安排每周一：制作相关数据每周二: 制定补货、调货、促销策略每周三：发出各项指令（调货、补货、减价）每周四：跟进货仓到货时间与调货完成时间每周五：检查所有工作落实情况，以数据为准周六日：跟踪销售、临时性工作处理大型节假日需每天查看畅销款排名情况三、附：相关数据分析货品销售分析店铺当周累计今年：5月9- 15日 / 去年：5月11-17日今年：

2、5月1-17/ 去年：5月1-1716年夏季货品销售16年夏季货品销售销售对比去年%男装比去年%女装比去年%销售对比去年%男装比去年%女装比去年%花东-33%-34%-25%-30%-36%3%人和富民-26%-24%-31%-19%-25%-3%新石牌东-11%-17%5%-3%-12%22%广州大源-9%-26%54%-9%-26%63%新南村-6%-11%10%-13%-15%-6%花山阳光店-6%-10%2%-19%-28%1%海珠南洲店-3%-19%34%8%-6%47%太和-1%-43%210%22%-17%151%白云龙归22%18%31%13%9%23%大石31%36%20%2

3、3%10%59%东平广场33%29%44%25%25%25%合计7%0%28%12%2%40%大围7%1%24%1%-4%17% 分类型销售分析全季类型大围花东人和富民新石牌东当周本月累计当周本月累计当周本月累计构成%构成%对比去年%构成%对比去年%构成%对比去年%构成%对比去年%构成%对比去年%构成%对比去年%针织短袖38%39%-38%45%-23%40%-11%41%-17%35%37%-3%短袖衬衫14%17%-27%16%-16%22%13%19%-11%15%-20%14%-29%洗水长裤9%4%-50%5%-33%4%6%5%-7%11%138%9%51%牛仔长裤9%13%11%

4、-23%8%-32%8%-41%11%-20%9%-31%洗水中裤8%14%-25%11%13%6%8%4%-27%6%30%7%48%针织下身3%4%50%3%-38%2%-52%4%-26%4%92%5%128%牛仔中裤7%10%-13%5%-65%7%-18%6%-32%5%-64%7%-40%洗水九分裤3%-100%3%-40%6%50%6%69%5%19%4%77%牛仔九分裤2%1%-50%1%-68%-100%-100%牛仔短裤3%-100%1%-92%2%-68%3%-51%3%-46%4%-4%洗水短裤4%-100%1%-95%2%-85%4%-80%6%-57%4%-69%牛

5、仔七、八分裤0%-100%-100%男装上身53%50%-33%60%-22%60%-14%61%-15%50%-11%52%-9%男装下身47%50%-36%40%-54%41%-39%39%-41%50%-24%49%-15%男装合计71%83%-35%81%-36%75%-24%72%-25%72%-17%69%-12%5月重点组合产品分析-何伟纯性别 部类组合订单数总销售量销售占比总库存 （含未到）库存占比售出率流转周库存占比含加单备注男装上身推广上身5662398912%16731%70%13 2%间条T恤24569103%15461%37%16 2%反领T恤9710360911%6

6、1016%37%21 8%小字母T466918205%28492%39%25 4%网布T155610%940%39%47 0%格仔衬衫10233751%6481%37%26 1%普通衬衫706620866%49805%30%32 7%白衬衫523713964%38413%27%31 5%背心129270%1020%21%102 0%冰爽棉T961219096%77037%20%33 11%下身推广下身5893318210%27113%54%9 4%牛仔长裤583125498%32823%44%22 5%慢跑裤15714851%10861%31%16 2%洗水长裤26215842%20372%2

7、2%30 3%九分裤27816802%21012%24%22 3%磨破牛仔36396702%29693%18%32 4%牛仔中裤42096102%35994%14%32 5%五分裤67037572%59466%11%39 8%洗水短裤25142931%22212%12%43 3%男装 小计1040713173971%7233266%30%24 62%5月重点组合产品分析-何伟纯性别性别部类部类组合组合订单数订单数总销售量总销售量销售占比销售占比总库存总库存 （含未到）（含未到）库存占比库存占比售出率售出率流转周流转周库存占比库存占比( (含加单）含加单）备注备注女装女装上身上身推广上身推广上身

8、307630761563156312%12%151315134%4%51%51%17 17 3%3%间条间条T T恤恤30833083109710978%8%198619864%4%36%36%23 23 5%5%长款长款T T37993799123212329%9%256725677%7%32%32%19 19 6%6%白衬衫白衬衫154215423973973%3%114511452%2%26%26%33 33 3%3%小字母小字母T T395639569869867%7%297029708%8%25%25%29 29 7%7%健美健美T T9339332272272%2%7067062%

9、2%24%24%18 18 2%2%露肩装露肩装241024105355354%4%187518755%5%22%22%28 28 4%4%普通普通T T恤恤948894881894189414%14%7594759420%20%20%20%37 37 17%17%连衣裙连衣裙348434846276275%5%285728577%7%18%18%41 41 6%6%防晒衫防晒衫45645681811%1%3753751%1%18%18%23 23 1%1%推广下身推广下身115711574754754%4%6826821%1%41%41%16 16 2%2%阔腿裤阔腿/p>

10、3913%3%9859852%2%28%28%19 19 2%2%磨破洗水磨破洗水34834889891%1%2592591%1%26%26%43 43 1%1%背带裙（牛仔）背带裙（牛仔）145114513453453%3%110611060%0%24%24%23 23 3%3%背带裙（黑白）背带裙（黑白）113711372672672%2%8708701%1%23%23%35 35 2%2%牛仔长裤牛仔长裤140814082502502%2%115811583%3%18%18%68 68 3%3%牛仔中裤牛仔中裤120712072082082%2%9999993%3%17%17%45 45

11、 2%2%磨破牛仔磨破牛仔402540256846845%5%334133417%7%17%17%35 35 8%8%洗水长裤洗水长裤9979971631631%1%8348342%2%16%16%209 209 2%2%半身裙半身裙159015902172172%2%137313732%2%14%14%23 23 3%3%背带裤（牛仔）背带裤（牛仔）157615761781781%1%139813982%2%11%11%47 47 3%3%背带裤（黑白）背带裤（黑白）75275283831%1%6696690%0%11%11%45 45 2%2%牛仔短裤牛仔短裤296629663103102

12、%2%265626567%7%10%10%57 57 6%6%洗水短裤洗水短裤232223221301301%1%219221926%6%6%6%69 69 5%5%女装女装 小计小计5686456864128131281329%29%440514405134%34%23%23%30 30 38%38%5月重点组合产品分析-人和富民性别性别部类部类组合组合订单数订单数总销售量总销售量销售占比销售占比总库存总库存 （含未到）（含未到）库存占比库存占比售出率售出率流转周流转周库存占比库存占比( (含加单）含加单）备注备注男装男装上身上身推广上身推广上身92992979079013%13%13913

13、91%1%85%85%10 10 1%1%格仔衬衫格仔衬衫19919996962%2%1031031%1%48%48%26 26 1%1%小字母小字母T T119811984044047%7%7947945%5%34%34%36 36 6%6%反领反领T T恤恤2218221861161110%10%1607160711%11%28%28%40 40 11%11%白衬衫白衬衫103310332812815%5%7527526%6%27%27%31 31 5%5%间条间条T T恤恤4854851311312%2%3543542%2%27%27%25 25 2%2%普通衬衫普通衬衫11801180

14、2882885%5%8928926%6%24%24%32 32 6%6%棉麻衬衫棉麻衬衫999919190%0%80801%1%19%19%40 40 1%1%牛仔衬衫牛仔衬衫11611622220%0%94941%1%19%19%16 16 1%1%冰爽棉冰爽棉T T187518752172174%4%1658165812%12%12%12%64 64 12%12%下身下身推广下身推广下身8748745705709%9%3043042%2%65%65%9 9 2%2%牛仔长裤牛仔长裤7927924124127%7%3803803%3%52%52%27 27 3%3%卫衣裤卫衣裤6464303

15、00%0%34340%0%47%47%34 34 0%0%磨破牛仔磨破牛仔5865861561563%3%4304303%3%27%27%27 27 3%3%九分裤九分裤6166161361362%2%4804803%3%22%22%32 32 3%3%慢跑裤慢跑裤4804801031032%2%3773771%1%21%21%24 24 3%3%洗水长裤洗水长裤34534546461%1%2992992%2%13%13%299 299 2%2%牛仔中裤牛仔中裤69069090901%1%6006004%4%13%13%33 33 4%4%五分裤五分裤145614561071072%2%134

16、9134910%10%7%7%61 61 9%9%洗水短裤洗水短裤48548535351%1%4504503%3%7%7%113 113 3%3%牛仔短裤牛仔短裤1431439 90%0%1341341%1%6%6%67 67 1%1%男装男装 小计小计19776197765423542374%74%143531435366%66%27%27%31 31 62%62%5月重点组合产品分析-人和富民性别性别部类部类组合组合订单数订单数总销售量总销售量销售占比销售占比总库存总库存 （含未到）（含未到）库存占比库存占比售出率售出率流转周流转周库存占比库存占比( (含加单）含加单）备注备注女装女装上身

17、上身推广上身推广上身62662628428413%13%3423423%3%45%45%29 29 4%4%长款长款T T5525521841848%8%3683684%4%33%33%33 33 5%5%间条间条T T恤恤5195191121125%5%4074074%4%22%22%68 68 5%5%小字母小字母T T6876871471477%7%5405407%7%21%21%54 54 6%6%健美健美T 2%1511512%2%20%20%25 25 2%2%白衬衫白衬衫36536569693%3%2962962%2%19%19%148 148 3%3%

18、普通普通T T恤恤1688168831531514%14%1373137321%21%19%19%43 43 15%15%连衣裙连衣裙50550593934%4%4124125%5%18%18%46 46 5%5%露肩装露肩装37637668683%3%3083084%4%18%18%51 51 3%3%防晒衫防晒1%1271271%1%12%12%64 64 1%1%下身下身推广下身推广下身3103101051055%5%2052052%2%34%34%41 41 2%2%背带裙（黑白）背带裙（黑白）23323351512%2%1821821%1%22%22%91

19、91 2%2%背带裙（牛仔）背带裙（牛仔）38038060603%3%3203201%1%16%16%53 53 4%4%阔腿裤阔腿裤41141162623%3%3493492%2%15%15%50 50 4%4%牛仔中裤牛仔中1%1341342%2%13%13%67 67 2%2%磨破牛仔磨破牛仔9149141091095%5%8058058%8%12%12%67 67 9%9%背带裤（黑白）背带裤（黑白1%1541540%0%11%11%31 31 2%2%牛仔长裤牛仔长裤28528527271%1%2582584%4%9%9%65 65 3%3%背带裤（牛仔）背带裤（牛仔）34334332321%1%3113112%2%9%9%62 62 4%4%半身裙半身裙28528523231%1%2622622%2%8%8%37 37 3%3%洗水短裤洗水短裤49649626261%1%4704706%6%5%5%157 157 5%5%牛仔九分裤牛仔九分裤1261262 20%0%1241242%2%2%2%124 124 1%1%女装女装 小计小