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看看别人怎么开服装店的,也就明白了怎么开墙纸店了

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发表于 2011-1-14 20:07:46 | 显示全部楼层 |阅读模式
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费用预算



  1、预算(投资额为2000元左右做市场分析调查[主要是广州,东莞,深圳各地区流行趁势及进货行情]提前预付6个月店租,3000元/月合计18000元总计2万元)


  (1)、装修:A、灯具、全身模特X3、半身模特X2 1000元


  B、店内装饰1800元(约10平方左右)


  (2)、产品首批调货1.2万元(3个档次,其中主要中高档占65%,补充中档占30%,特价品、服装配饰占5%)(中高档次进价为40-50元之间\\\\中档次进价为20-40元之间\\\\特价,服装配饰进价为5-15元之间)



 一、经营效果分析:


  a)经过一年的销售,基本收回投资成本,以每月月销1万计算(年营业总额12万元,除去产品成本(因产品折扣率不同,此处不详细说明)大约6万元,毛利为6万元,全年费用:


  i.店租:3000元/月*12=36000元/年


  ii.员工工资:1人(导购1名)1000元/月*12月*1人=12000元,提成:3600元/年3%提成,工资总计:15600元


  iii.工商税务等:1800元/年


  iv.水电费、电话费:500元/月*12月=6000元/年


  v.广告投入:2000元/年


  以上汇总,全年费用为2.54万元,全年纯利为:6-2.54=3.46万元


  b)第二年收入计算:每月纯收入为:3.46万元/12月=0.288万元


  店面的成败在于管理和销售,这两个方面管理好了,那么赢利也为期不远了。



 二、专卖店管理制度


  为规范专卖店管理,体现专卖店品牌形象,特别制定本管理制度:


  1、导购需按店规穿着导购服装。


2、每天两次大扫除,早晚各一次,营业时间内保持店里、店外干净卫生。


  3、每星期二、六模特衣服更换一次,每星期一高柜货物调换一次。


  4、待客须热情、仔细、认真。


  5、请节约用电,白天开室内“外孔灯”、“壁图灯”,阴天时加开“灯光模特”。每天傍晚开室内“内、外孔灯”、“灯光模特”、“室外孔灯”;20:00至22:00开“招牌射灯”。请节约用水。


  6、节约电话费,每次打电话不可超过5分钟。每月电话费最高限额100元/月,超过部分由导购共同承担。


  7、每天须盘点货物,若出现货品及促销品缺欠,由导购共同负担,货品按零售价赔偿,导购移交货时需检查金额及真假,若发现欠缺及假币,由导购承担。


  8、若导购辞职,须提前一个月告知,同意后方可辞职。



三、行为规范、工作积分(10分为满分)


  五、店铺管理和导购培训:


  终端的销售工作最终是靠导购来完成的,经过培训的导购和没经过培训的导购。


  1、打扫卫生不干净扣1分。


  2、无礼貌用语扣1分。


  3、收银单书写不全扣1分。


  4、迟到、早退扣1分。


  5、摆货不整齐扣1分。


  6、模特三天换一次内衣,没执行扣1分。


  7、高柜货物一星期调换一次,没执行扣1分。


  8、钱币出现缺欠情况,假币情况扣1分。


  9、不节约用电、用水、用电话扣1分。


  10、在营业时间谈论私事、嘻戏、聊天、无执行轮流休息扣1分。


  11、待客不认真、不热情扣1分。


  12、每月请假次数超过3次扣1分。


  注:6分为及格,若连续2个月不及格,则自动辞退。
四、导购用语



  1、顾客临近店里,首先致问候语“欢迎光临,请随便看看(普通话)!”


  2、当顾客的目光停留在某一款式时,对产品的功能及款式卖点进行介绍,并建议其试用“大姐/小姐,这个款式是今年最流行的款式,具有某某优点,某某人已购买了,穿起来后特别合适,您试穿一下。”并主动询问其码数,并将货物取下来,交到顾客手中。


  3、对顾客感兴趣的衣服提出试穿:“根据我的经验,请相信我,这个款式及颜色非常适合您,您试穿一下。”


  4、若顾客选定某款服装,要及时赞美她的眼光好。“大姐/小姐,您的眼光真好,您选的是我们公司最畅销的款式,我将它包好。”


  5、不要问顾客试穿后觉得怎么样,应主动说:“您穿这个款式及穿后非常得体。”


  6、交收现金,应唱收唱付:“共收您100元,找您12元,多谢!”


  7、交接产品时。“请收好,多谢惠顾!”


  8、顾客挑了不买时。“没关系,欢迎您再次光临,某某时候我们有新款进货,有适合时再来。”


  9、当顾客所需的服装没货时。“对不起,您想要的款式(号码)暂时没货,如您方便的话,请留下你的联系方式,有货我们会马上通知您。”


  10、当顾客要求打折扣时。“对不起,我们公司有严格的促销制度,全国统一,请原谅不能打折。”


  11、顾客要走时,双目平视对方,送到店门口,点头,“请慢走!”


  12、接电话时,应说普通话“您好,<店铺名称>”,挂机时,“再见。”



五、专业知识


  服装小店的经营状况如何,跟商品的定位和进货的眼光很有关系。要做好一家服装店,除了要有良好的销售方法外,最关键的一点是要“懂”进货。这个“懂”字包含的内容非常多,不仅要知道进货的地点、各批发市场的价格水平和面对的客户群,还要了解小店针对客户群的喜好、身材特点,更重要的是要会淘货,要炼就一双选货的火眼金睛。这种历练需要时间和经验的不断积累,要达到炉火纯青的境界,至少要3年左右的时间。


  服装进货要适销、适量,简称“双适”,是经商者必须把握的关键一条。经营服装,既要适销,又要适量,但两者很难掌握“准”。很多初次开店的投资者因为眼光不准,都在第一次进货时吃过大亏,有人甚至笑称:开服装店的第一批货都会积压,所以最好第一批少进一些货。(每款按当地身材特点进货,码比分配1:2:1或1:2:2:1,颜色根据市场需求,不要根据自己爱好进货,否则只能自己穿拉!!!)


  服装店的经营旺季为每年5至8月和10月至次年的春节,利润一般在30%至120%之间。刚上市的新款流行服装利润最高,可达200%,随着流行季节的过去,服装价格也逐步降低,到季节末尾,利润只有10%至20%,甚至保本销售,以便回笼资金。至于那些亏本销售的招牌,都是商家招徕顾客的噱头,商家绝不会做亏本的生意。即使有少数亏本,与大部分的高额利润相比,实在是微不足道的
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 楼主| 发表于 2011-1-14 20:09:58 | 显示全部楼层
費用預算

1、預算(投資額為2000元左右做市場分析調查[主要是廣州,東莞,深圳各地區流行趁勢及進貨行情]提前預付6個月店租,3000元/月合計18000元總計2萬元)

(1)、裝修:A、燈具、全身模特X3、半身模特X2 1000元

B、店內裝飾1800元(約10平方左右)

(2)、產品首批調貨1.2萬元(3個檔次,其中主要中高檔佔65%,補充中檔佔30%,特價品、服裝配飾佔5%)(中高檔次進價為40- 50元之間\\\\中檔次進價為20-40元之間\\\\特價,服裝配飾進價為5-15元之間)

 一、經營效果分析:

a)經過一年的銷售,基本收回投資成本,以每月月銷1萬計算(年營業總額12萬元,除去產品成本(因產品折扣率不同,此處不詳細說明)大約6萬元,毛利為6萬元,全年費用:

  i.店租:3000元/月*12=36000元/年

ii.員工工資:1人(導購1名)1000元/月*12月*1人=12000元,提成:3600元/年3%提成,工資總計:15600元

  iii.工商稅務等:1800元/年

iv.水電費、電話費:500元/月*12月=6000元/年

  v.廣告投入:2000元/年

以上匯總,全年費用為2.54萬元,全年純利為:6-2.54=3.46萬元

b)第二年收入計算:每月純收入為:3.46萬元/12月=0.288萬元

店面的成敗在於管理和銷售,這兩個方面管理好了,那麼贏利也為期不遠了。

 二、專賣店管理制度

為規範專賣店管理,體現專賣店品牌形象,特別制定本管理制度:

  1、導購需按店規穿著導購服裝。

2、每天兩次大掃除,早晚各一次,營業時間內保持店裡、店外乾淨衛生。

3、每星期二、六模特衣服更換一次,每星期一高櫃貨物調換一次。

  4、待客須熱情、仔細、認真。

5、請節約用電,白天開室內“外孔燈”、“壁圖燈”,陰天時加開“燈光模特”。每天傍晚開室內“內、外孔燈”、“燈光模特”、“室外孔燈”;20:00至22:00開“招牌射燈”。請節約用水。

6、節約電話費,每次打電話不可超過5分鐘。每月電話費最高限額100元/月,超過部分由導購共同承擔。

7、每天須盤點貨物,若出現貨品及促銷品缺欠,由導購共同負擔,貨品按零售價賠償,導購移交貨時需檢查金額及真假,若發現欠缺及假幣,由導購承擔。

8、若導購辭職,須提前一個月告知,同意後方可辭職。

三、行為規範、工作積分(10分為滿分)

  五、店舖管理和導購培訓:

終端的銷售工作最終是靠導購來完成的,經過培訓的導購和沒經過培訓的導購。

  1、打掃衛生不干淨扣1分。

  2、無禮貌用語扣1分。

  3、收銀單書寫不全扣1分。

  4、遲到、早退扣1分。

  5、擺貨不整齊扣1分。

6、模特三天換一次內衣,沒執行扣1分。

7、高櫃貨物一星期調換一次,沒執行扣1分。

8、錢幣出現缺欠情況,假幣情況扣1分。

9、不節約用電、用水、用電話扣1分。

10、在營業時間談論私事、嘻戲、聊天、無執行輪流休息扣1分。

  11、待客不認真、不熱情扣1分。

  12、每月請假次數超過3次扣1分。

注:6分為及格,若連續2個月不及格,則自動辭退。
四、導購用語

1、顧客臨近店裡,首先致問候語“歡迎光臨,請隨便看看(普通話)!”

2、當顧客的目光停留在某一款式時,對產品的功能及款式賣點進行介紹,並建議其試用“大姐/小姐,這個款式是今年最流行的款式,具有某某優點,某某人已購買了,穿起來後特別合適,您試穿一下。”並主動詢問其碼數,並將貨物取下來,交到顧客手中。

3、對顧客感興趣的衣服提出試穿:“根據我的經驗,請相信我,這個款式及顏色非常適合您,您試穿一下。”

4、若顧客選定某款服裝,要及時讚美她的眼光好。 “大姐/小姐,您的眼光真好,您選的是我們公司最暢銷的款式,我將它包好。”

5、不要問顧客試穿後覺得怎麼樣,應主動說:“您穿這個款式及穿後非常得體。”

6、交收現金,應唱收唱付:“共收您100元,找您12元,多謝!”

  7、交接產品時。 “請收好,多謝惠顧!”

  8、顧客挑了不買時。 “沒關係,歡迎您再次光臨,某某時候我們有新款進貨,有適合時再來。”

  9、當顧客所需的服裝沒貨時。 “對不起,您想要的款式(號碼)暫時沒貨,如您方便的話,請留下你的聯繫方式,有貨我們會馬上通知您。”

  10、當顧客要求打折扣時。 “對不起,我們公司有嚴格的促銷制度,全國統一,請原諒不能打折。”

11、顧客要走時,雙目平視對方,送到店門口,點頭,“請慢走!”

12、接電話時,應說普通話“您好,<店鋪名稱>”,挂機時,“再見。”

五、專業知識

服裝小店的經營狀況如何,跟商品的定位和進貨的眼光很有關係。要做好一家服裝店,除了要有良好的銷售方法外,最關鍵的一點是要“懂”進貨。這個“懂”字包含的內容非常多,不僅要知道進貨的地點、各批發市場的價格水平和麵對的客戶群,還要了解小店針對客戶群的喜好、身材特點,更重要的是要會淘貨,要煉就一雙選貨的火眼金睛。這種歷練需要時間和經驗的不斷積累,要達到爐火純青的境界,至少要3年左右的時間。

服裝進貨要適銷、適量,簡稱“雙適”,是經商者必須把握的關鍵一條。經營服裝,既要適銷,又要適量,但兩者很難掌握“準”。很多初次開店的投資者因為眼光不准,都在第一次進貨時吃過大虧,有人甚至笑稱:開服裝店的第一批貨都會積壓,所以最好第一批少進一些貨。 (每款按當地身材特點進貨,碼比分配1:2:1或1:2:2:1,顏色根據市場需求,不要根據自己愛好進貨,否則只能自己穿拉!!!)

服裝店的經營旺季為每年5至8月和10月至次年的春節,利潤一般在30%至120%之間。剛上市的新款流行服裝利潤最高,可達200%,隨著流行季節的過去,服裝價格也逐步降低,到季節末尾,利潤只有10%至20%,甚至保本銷售,以便回籠資金。至於那些虧本銷售的招牌,都是商家招徠顧客的噱頭,商家絕不會做虧本的生意。即使有少數虧本,與大部分的高額利潤相比,實在是微不足道的
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 楼主| 发表于 2011-1-14 20:10:35 | 显示全部楼层
Budget

1, the budget (investment amounts to around 2,000 surveys to do market analysis [mainly in Guangzhou, Dongguan, Shenzhen and seized the opportunity to purchase all popular market area] in advance for 6 months prepaid rent, 3,000 yuan / month total of 18,000 yuan totaled 2 million)

(1), fitting: A, lamps, body models X3, X2 1000 元 bust model

B, store decorations 1,800 yuan (about 10 square feet or so)

(2), the product first transfer cargo 1.2 million (3 grades, mainly in the high 65%, 30% additional mid-range, special items, clothing accessories, 5%) (in the high-end purchase price for the 40 - between 50 \ \ \ \ in the grade of the purchase price of 20-40 yuan \ \ \ \ specials, clothing accessories purchase price is between 5-15 million)

First, the operating results of:

a) After a year of sales, the basic recovery of investment costs in order to sell 10,000 per month calculated monthly (annual turnover 12 million, excluding product costs (the discount rate because of the different products, not detailed here) about 6 million Gross profit of 6 million, annual costs:

i. Shop Rent: 3,000 / month * 12 = 36,000 yuan / year

ii. Staff salaries: 1 (a shopping guide) 1000 RMB / month * December * 1 = 12,000 yuan, commission: 3600 yuan / year 3% commission, wages Total: 15,600 yuan

iii. industrial and commercial tax: 1800 yuan / year

iv. utilities, telephone: 500 yuan / month * 12 months = 6,000 yuan / year

v. ad spending: 2000 yuan / year

Summarized above, the annual cost of 2.54 million net profit for the 6-2.54 = 34,600 yuan

b) the second year of income: Monthly net income: 3.46 million / 12 months = 02,880 yuan

The success or failure lies in store management and sales, to manage these two areas, then profits are not far off.

Second, the store management system

In order to regulate store management, store reflects the brand image, especially the development of the management system:

1, wearing a shopping guide shopping guide regulatory basis having clothing store.

2, cleaning twice a day, morning and evening business hours to keep the shop clean and sanitary shop.

3, every Tuesday and replaced every six models clothes, exchange of goods every Monday a high cabinet.

4, the hospitality to be warm, carefully and seriously.

5, to conserve electricity during the day and open house "outside the hole light", "wall map light", cloudy day additional "lighting model." Open every evening room "inside and outside the hole light," "light model", "hole outdoor lights"; 20:00 to 22:00 open "sign lighting." Please save water.

6, saving telephone calls, each call must not exceed 5 minutes. Maximum monthly telephone charges 100 yuan / month, more than some shared by the shopping guide.

7 day inventory of the goods shall, if there shortcomings of goods and promotional items from the shopping guide share the burden of the goods at the retail price of compensation for the transfer of goods when shopping guide and need to check the amount of true and false, if found lacking, and counterfeit money, borne by the shopping guide.

8, if the shopping guide to resign, to be informed one month in advance, approve the resignation.

Third, a code of conduct, work points (out of 10)

Fifth, store management and shopping guide training:

Terminal sales to end is done by the shopping guide, shopping guide and not trained trained shopping guide.

1, cleaning is not clean, subtract 1 point.

2, no courtesy, subtract 1 point.

3, the cash register to write a single failure, subtract 1 point.

4, late, leave early, subtract 1 point.

5 shelves, irregular, subtract 1 point.

6, three days for the first underwear model, did not perform, subtract 1 point.

7, high counter exchange of goods once a week, did not perform, subtract 1 point.

8, the coin appears shortcomings case, counterfeit money case, subtract 1 point.

9, do not save electricity, water, telephone, subtract 1 point.

10, during business hours talking about a private matter, Xixi, chat, without the implementation of rest rotation, subtract 1 point.

11, hospitality is not serious, not warm, subtract 1 point.

12-month leave of absence more than 3 times the number, subtract 1 point.

Note: 6 is passing, if it failed for 2 consecutive months is automatically dismissed.
Fourth, shopping guide terms

1, the customer approaching the store, the first caused by greeting "Welcome, please feel free to look at (Mandarin)!"

2, when the customer's eyes stay in one style, the style of the product's features and selling points are introduced and recommended the trial, "Sister / Miss, this model is the most popular styles this year, has certain advantages, certain people purchase, particularly suitable to wear after you try it. "and ask about their code number, and take down the goods and deliver them to customers.

3, presented to customers interested in trying on clothes: "In my experience, believe me, the style and color is right for you, you try it."

4, if the customer selects a paragraph clothing, praise her to look good and timely. "Big Sister / Miss, you look good, your choice is our most popular models, I will wrap it."

5, do not try to ask the customer after the feel, should take the initiative, said: "You wear this style and was very decent to wear."

6, settlement in cash, should pay for the received and sing: "You received a total of 100 yuan, 12 yuan on you, thank you!"

7, the transfer of products. "Please take good, thank us!"

8, the customer chose not to buy time. "Never mind, you are welcome to visit again, when we have new a certain stock, a suitable time again."

9, when the customer when necessary clothing out of stock. "I'm sorry, you want to style (number) is temporarily out of stock, such as your convenience, please leave your contact information, a stock we will inform you immediately."

10, when the discount when the customer requirements. "I'm sorry, our company has a strict system of promotions, national unity, pardon can not be discounted."

11, the customer to go, binocular each other, to the shop door, nodding, "Please walking!"

12, answer the phone, they should speak Mandarin, "Hello," store name> "when you hang up," Goodbye. "

Fifth, professional knowledge

Clothing store business status, with the location and purchase of goods is closely related to the eyes. To make a clothing store, we must have good sales methods, the most crucial point is to "understand" purchase. This "understanding" of the word containing the contents of the very large, not only to know the location of purchase, the wholesale price level, and the face of the customer base, but also understand the shops for customers preferences, body characteristics, it is important to will Taohuo, to refining to a pair of eyes that goods selected. The experience that requires time and experience is gained, to achieve the consummate state, at least 3 years or so.

Clothing purchase to merchantability, amount, referred to as "double-appropriate" is key to business one must grasp. Business clothing, it is necessary to marketable, but also adequate, but difficult to master both the "quasi." Many first time investors because the eyes are not allowed to shop, have eaten at the first purchase when burned, and some even said with a smile: On the first consignment clothing store will be the backlog, it is best to carry some of the first few goods. (According to local shape characteristics of each purchase, the code assigned 1:2:1 or 1:2:2:1 ratio, color according to market demand, not according to their purchase preferences, or can he wears pull!!!)

Clothing store business season from May to August each year and 10 months to next year's Spring Festival, profits generally 30% to 120%. Just listing the most profitable new popular clothing, up to 200%, with the epidemic season in the past, clothing prices have gradually decreased to the end of the season, only 10% of profits to 20%, or even the sale of insurance in order to return the funds. Selling at a loss for those signs, a gimmick to attract customers are businesses, merchants will not do business loss. Even a few at a loss, compared with most of the high profits, it is negligible
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发表于 2012-2-25 14:57:35 | 显示全部楼层
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