客户货品分析

目录

SU07销售回顾SU07售罄率分析SU07价位段分析SU07竞争品牌对比分析SU07整体销售总结SU08订货预测--3BU销售占比SU07FWAPPEQPTOTAL数量金额数量金额数量金额数量金额

XxNK89349242727526773166984299543431212738

41%

56%

3%

100%以上3BU占比是只针对Q2货品销售统计其中不包含07Q2之前的过季商品SU07各月销售占比

四月总销售五月总销售六月总销售07Q2总销售汇总xxNK4502777009805104491661706

27%42%31%100%此表格销售为当月的实际销售数据,根据上一表格统计出的3BU合计金额,我们可以看出实际07Q2销售当季新货占比为73%SU07销售平均折扣SUM07季度销售平均折扣

实销金额零售金额平均折扣xxNK1661706

173458696%SU07上下装销售占比

上下装男女合计比例数量销售额零售价比例数量销售额零售价比例数量销售额零售价上装77.20%135829124729958422.80%4019118894148100%1759382435393732下装66.67%66218627519242633.33%331108601112308100%993294876304734男女比例:男73%女27%上下比例:上64%下36%

SU07FW男女销售占比系列数量占比金额占比售罄率卖出平均单价买入平均单价男58265%32820867%65.54%563571女31135%16421933%64.79%528533FW尺码分布统计男士FW55-66-77-88-99-1010-户外鞋

13

16

10

2

经典鞋

5

6

3

篮球鞋

4

43312

跑步鞋

830623856371674

网球鞋

3111810181173

休闲鞋

1616625111031

训练鞋

71710221371

足球鞋

81592416811

TOTAL

12621507317191641610

女士户外鞋2

8

5

1

跑步鞋286365251034

网球鞋451082

休闲鞋51120134

训练鞋554

1

TOTAL4484107462235

单位:元FW确认

OTB

1,215,373类别性别系列/项目SKU定量平均定货深度订货数量订货金额订货占比销售数量销售结算额销售零售额销售折扣销售占比订销差异售磬率08Q2订货计划%08Q2订货金额FWMen's户外

6

11

64

21,7805%55178291845097%5%-1%86%4%32,572经典

6

16

98

43,6809%

79

34,404

35,56097%10%-1%81%10%81,430篮球

7

14

100

70,76015%

17

11,344

12,08094%4%11%17%9%73,287跑步

18

19

341

201,00042%

258

147,842

155,33095%45%-4%76%44%358,292网球

3

32

95

43,3409%

81

36,549

37,64097%11%-2%85%10%81,430训练

8

13

102

64,14013%

77

46,130

48,22096%14%-1%75%10%114,002足球

3

29

88

38,1608%

82

34,110

35,10097%10%-2%93%13%73,287Men'sTTL

51

134

888

482,86065%

582

328,208

342,38096%67%-1%66%67%814,300Women's户外

3

6

18

8,1603%

16

7,067

7,32097%4%-1%89%3%12,032经典

8

8

62

29,08011%

53

25,051

25,98096%15%-4%85%14%56,150跑步

13

25

330

177,45069%

198

108,476

113,66095%66%3%60%68%272,730网球

2

19

37

18,1107%

29

14,361

14,99096%9%-2%78%8%32,086训练

6

6

33

23,2509%

15

9,264

9,52097%6%4%45%7%28,075Women'sTTL

32

63

480

256,05035%

311

164,219

171,47096%33%1%65%33%401,073Total

83

197

1,368

738,910100%

893

492,427

513,85096%100%0%65%100%1,215,373SU07APP男女销售占比系列数量占比金额占比售罄率卖出平均单价买入平均单价男202073%47752671%76.74%236241女73227%19979029%71.97%273284SU07-APP-品项售罄率SKU定量平均定货深度订货数量订货金额销售数量销售结算额销售零售额销售折扣售磬率5

8

42

9,816

24

5,158

5,29297%57%91

19

1,748

382,614

1,334

286,090

294,29297%76%

24

20

472

125,386

314

80,815

83,22297%67%

12

29

351

110,348

329

99,560

103,04297%94%

3

6

19

6,162

19

5,903

6,16296%100%

135

83

2,632

634,326

2,020

477,526

492,01097%77%

3

9

27

5,826

24

4,500

4,78294%89%

38

12

469

107,122

369

83,544

86,18297%79%

1

12

12

4,776

8

3,144

3,18499%67%

10

15

151

40,778

58

14,394

14,82497%38%

13

20

266

89,968

211

69,132

71,42897%79%

6

15

92

40,646

62

25,076

26,05696%67%

71

84

1,017

289,116

732

199,790

206,45697%72%

206

167

3,649

923,442

2,752

677,316

698,46697%75%Men‘s-APP系列故事分析系列故事SKU定量平均定货深度订货数量订货金额销售数量销售结算额销售零售额销售折扣售磬率篮球FLIGHT

3

15

46

8,828

305621

5,80097%65%FORCE

2

6

12

2,976

122876

2,97697%100%JORDAN

2

16

31

7,068

316839

7,06897%100%KOBE

8

8

60

14,480

4910914

11,20297%82%LBJ

2

5

9

2,682

2566

59695%22%篮球基础

7

11

79

13,360

7912995

13,36097%100%篮球合计

24

60

237

49,394

203

39,811

41,00297%86%足球BK2

4

14

55

8,452

456816

6,97298%82%CLUBCULTURE

1

11

11

3,278

2596

596100%18%FOOTBALLCULTURE

1

21

21

5,208

143372

3,47297%67%MERCURIAL

4

7

27

5,346

254811

4,95097%93%T90

9

19

168

43,054

11127647

28,24898%66%TIEMPO

8

12

96

24,048

6414886

15,41297%67%足球合计

27

83

378

89,386

261

58,128

59,65097%69%网球网球基础

8

25

201

48,998

15738048

39,14697%78%网球控制

6

32

189

56,872

16849350

50,97497%89%网球力量

4

24

97

31,356

8526614

27,38097%88%网球合计

18

81

487

137,226

410

114,012

117,50097%84%Men‘s-APP系列故事分析系列故事SKU定量平均定货深度订货数量订货金额销售数量销售结算额销售零售额销售折扣售磬率训练DF棉质短袖T恤

1

18

18

3,204

111922

1,95898%61%男子健身系列

2

9

17

4,726

2556

556100%12%男子训练生活

19

32

607

155,276

525132643

137,24097%86%训练生活系列

1

5

5

1,990

51910

1,99096%100%基础训练系列

2

9

17

4,216

163943

3,96899%94%训练合计

25

72

664

169,412

559

140,974

145,71297%84%户外

3

11

32

10,866

41342

1,42294%13%户外合计

3

11

32

10,866

4

1,342

1,42294%13%运动生活炫彩系列

11

16

172

33,686

10318917

19,34498%60%运动生活

2

10

20

6,960

155063

5,22097%75%"6453"秀

6

21

124

20,532

8814135

14,37498%71%核心系列

11

23

251

74,698

20760377

62,23697%82%基础系列

7

38

267

42,166

17024759

25,55097%64%运动生活合计

37

107

834

178,042

583

123,251

126,72497%70%Women's-APP系列故事分析系列故事SKU定量平均定货深度订货数量订货金额销售数量销售结算额销售零售额销售折扣售磬率网球控制系列

4

10

40

14,520

3512261

12,58097%88%力量系列

3

7

22

8,206

113964

4,17895%50%基础系列

7

19

132

36,706

9826718

27,60497%74%网球合计

14

36

194

59,432

144

42,943

44,36297%74%训练全能训练生活系列

15

14

210

47,960

13430299

31,20297%64%训练合计

15

14

210

47,960

134

30,299

31,20297%64%户外

2

11

22

7,656

3974

1,04493%14%户外合计

2

11

22

7,656

3

974

1,04493%14%运动生活炫彩系列

1

7

7

1,036

7932

1,03690%100%运动生活

10

14

138

53,004

10938179

39,41297%79%"6453"秀

14

11

159

29,002

13123825

24,55897%82%核心系列

15

19

287

91,026

20462636

64,84297%71%运动生活合计

40

51

591

174,068

451

125,572

129,84897%76%APP价位段分析价位段买入数量销售数量售罄率100-200132998474.04%201-3001699131077.10%301-39953240375.75%400-499895561.80%500-599000.00%600-699000.00%700-799000.00%800-899000.00%900-1000000.00%1000以上000.00%APP尺码分布统计男士FWSMLXL2XL3XL283032背心

8862

短袖3629441224872

短裤

549794433

21长裤

1841

中裤368121923510

TOTAL3942564644415313

21女士背心1671

短袖1381305511

长袖3221

短裤211973

长裤2916125

中裤79754017

裙32

TOTAL28925111737

单位:元APP确认

OTB

1,241,232类别性别项目SKU定量平均定货深度订货数量订货金额订货占比销售数量销售结算额销售零售额销售折扣销售占比订销差异售磬率08Q2订货计划%08Q2订货金额APPMen's背心5

8

42

9,8161.5%

24

5,158

5,29297%1%0.5%57%1%

8,689短袖91

19

1,748

382,61460%

1,334

286,090

294,29297%60%1%76%62%

538,695上装

96

28

1,790

392,43062%

1,358

291,248

299,58497%61%1%76%63%

547,383短裤

24

20

472

125,38620%

314

80,815

83,22297%17%3%67%15%

130,329中裤

12

29

351

110,34817%

329

99,560

103,04297%21%-4%94%21%

182,461长裤

3

6

19

6,1621.0%

19

5,903

6,16296%1%0%100%1%

8,689下装

39

55

842

241,89638%

662

186,278

192,42697%39%-1%79%37%

321,479Men'sTTL

135

83

2,632

634,32669%

2,020

477,526

492,01097%70%

-077%70%

868,862Women's背心

3

9

27

5,8262%

24

4,500

4,78294%2%0%89%3%

11,171短袖

38

12

469

107,12237%

369

83,544

86,18297%42%-5%79%52%

193,632长袖

1

12

12

4,7762%

8

3,144

3,18499%2%0%67%2%

7,447上装

42

21

508

117,72441%

401

91,188

94,14897%46%-5%79%57%

212,251短裤

10

15

151

40,77814%

58

14,394

14,82497%7%7%38%6%

22,342中裤

13

20

266

89,96831%

211

69,132

71,42897%35%-3%79%30%

111,711长裤

6

15

92

40,64614%

62

25,076

26,05696%13%1%67%7%

26,066下装

29

51

509

171,39259%

331

108,602

112,30897%54%5%65%43%

160,119Women'sTTL

71

72

1,017

289,11631%

732

199,790

206,45697%30%2%72%30%

372,370TOTAL

206

155

3,649

923,442100%

2,752

677,316

698,46697%100%

-75%100%

1,241,232APP-男子-按故事分析规划系列故事SKU定量平均定货深度订货数量订货金额订货占比销售数量销售结算额销售零售额销售折扣销售占比订销差异售磬率Q2'08订货计划%Q2'08订货金额篮球FLIGHT

3

15

46

8,82818%

305621

5,80097%14%4%65%14%

12,616FORCE

2

6

12

2,9766%

122876

2,97697%7%-1%100%9%

8,110JORDAN

2

16

31

7,06814%

316839

7,06897%17%-3%100%17%

15,319KOBE

8

8

60

14,48029%

4910914

11,20297%27%2%82%25%

22,528LBJ

2

5

9

2,6825%

2566

59695%1%4%22%2%

1,802篮球基础

7

11

79

13,36027%

7912995

13,36097%33%-6%100%33%

29,737篮球合计

24

60

237

49,3948%

203

39,811

41,00297%8%-1%86%11%

90,113足球BK2

4

14

55

8,4529%

456816

6,97298%12%-2%82%12%

9,831CLUBCULTURE

1

11

11

3,2784%

2596

596100%1%3%18%2%

1,638FOOTBALLCULTURE

1

21

21

5,2086%

143372

3,47297%6%0%67%6%

4,915MERCURIAL

4

7

27

5,3466%

254811

4,95097%8%-2%93%10%

8,192T90

9

19

168

43,05448%

11127647

28,24898%47%1%66%45%

36,865TIEMPO

8

12

96

24,04827%

6414886

15,41297%26%1%67%25%

20,480足球合计

27

83

378

89,38614%

261

58,128

59,65097%12%2%69%10%

81,921APP-男子-按故事分析规划系列故事SKU定量平均定货深度订货数量订货金额订货占比销售数量销售结算额销售零售额销售折扣销售占比订销差异售磬率Q2'08订货计划%Q2'08订货金额网球网球基础

8

25

201

48,99836%

15738048

39,14697%33%2%78%34%

50,136网球控制

6

32

189

56,87241%

16849350

50,97497%43%-2%89%43%

63,407网球力量

4

24

97

31,35623%

8526614

27,38097%23%0%88%23%

33,915网球合计

18

81

487

137,22622%

410

114,012

117,50097%24%-2%84%18%

147,458训练DF棉质短袖T恤

1

18

18

3,2042%

111922

1,95898%1%1%61%2%

2,294男子健身系列

2

9

17

4,7263%

2556

556100%0%2%12%4%

4,588男子训练生活

19

32

607

155,27692%

525132643

137,24097%94%-3%86%88%

100,927训练生活系列

1

5

5

1,9901%

51910

1,99096%1%0%100%2%

2,294基础训练系列

2

9

17

4,2162%

163943

3,96899%3%0%94%4%

4,588训练合计

25

72

664

169,41227%

559

140,974

145,71297%30%-3%84%14%

114,690APP-男子-按故事分析规划系列故事SKU定量平均定货深度订货数量订货金额订货占比销售数量销售结算额销售零售额销售折扣销售占比订销差异售磬率Q2'08订货计划%Q2'08订货金额运动生活炫彩系列

11

16

172

33,68619%

10318917

19,34498%15%4%60%15%

56,526运动生活

2

10

20

6,9604%

155063

5,22097%4%0%75%4%

15,074"6453"秀

6

21

124

20,53212%

8814135

14,37498%11%0%71%12%

45,221核心系列

11

23

251

74,69842%

20760377

62,23697%49%-7%82%50%

188,419基础系列

7

38

267

42,16624%

17024759

25,55097%20%4%64%19%

71,599运动生活合计

37

107

834

178,04228%

583

123,251

126,72497%26%2%70%46%

376,838APP-女子-按故事分析规划系列故事SKU定量平均定货深度订货数量订货金额订货占比销售数量销售结算额销售零售额销售折扣销售占比订销差异售磬率Q2'08订货计划%Q2'08订货金额网球控制系列

4

10

40

14,52024%

3512261

12,58097%28%-4%88%28%

17,725力量系列

3

7

22

8,20614%

113964

4,17895%9%4%50%10%

6,330基础系列

7

19

132

36,70662%

9826718

27,60497%62%0%74%62%

39,248网球合计

14

36

194

59,43221%

144

42,943

44,36297%21%-1%74%15%

63,303训练全能训练生活系列

15

14

210

47,960100%

13430299

31,20297%100%0%64%83%

94,574训练合计

15

14

210

47,96017%

134

30,299

31,20297%15%1%64%27%

113,945APP-女子-按故事分析规划系列故事SKU定量平均定货深度订货数量订货金额订货占比销售数量销售结算额销售零售额销售折扣销售占比订销差异售磬率Q2'08订货计划%Q2'08订货金额运动生活炫彩系列

1

7

7

1,0361%

7932

1,03690%1%0%100%3%

7,343运动生活

10

14

138

53,00430%

10938179

39,41297%30%0%79%29%

70,984"6453"秀

14

11

159

29,00217%

13123825

24,55897%19%-2%82%20%

48,954核心系列

15

19

287

91,02652%

20462636

64,84297%50%2%71%48%

117,490运动生活合计

40

51

591

174,06860%

451

125,572

129,84897%63%-3%76%58%

244,771APP-女子价位段分析规划项目价位段07Q2订货数据07Q2实际销售数据08Q2计划订货数据数量金额占比数量金额占比数量金额占比短裤(含短裤,中裤,七分裤)101-200

14

2,7722%

14

2,7723%

27

5,3624%201-300

189

50,10238%

107

28,05534%

179

46,91935%301-400

205

73,84056%

143

50,50460%

216

76,41057%401-500

9

4,0323%

5

2,1953%

12

5,3624%501-600

0%

0%

0%601-700

0%

0%

0%701-800

0%

0%

0%801-900

0%

0%

0%901-1000

0%

0%

0%>1000

0%

0%

0%Ttl

417

130,746100%

269

83,526100%

435

134,05336%长裤(含长裤及棉裤)101-200

0%

0%

0%201-300

16

4,44811%

16

4,30917%

12

3,12812%301-400

0%

0%

20

6,77726%401-500

76

36,19889%

46

20,76783%

36

16,16162%501-600

0%

0%

-0%601-700

0%

0%

-0%701-800

0%

0%

0%801-900

0%

0%

0%901-1000

0%

0%

0%>1000

0%

0%

0%Ttl

92

40,646100%

62

25,076100%

67

26,0667%FW销售前20位分析按照销售数量排列货号款式销售数量买入数量售罄率315982101跑步鞋4646100%31496810