商品部工作计划.ppt

商品部工作计划.ppt

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MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterBuyerYearlyWorkMDSE.WorkPlan商品部工作计划2005.01.051MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenter1.MDSE.YearlyWorkPlan商品部年度工作计划2.MDSE.Daily,weekly,monthlyworkplan商品部日、周、月工作计划2MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenter1.MDSE.YearlyWorkPlan商品部年度工作计划3MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterBuyerYearlyWork1.Datapreparation&linereview年度数据准备和供应商及其商品的表现分析2.YearlySales&GPandOtherIncometargetsettingandfollowingup年度销售额、毛利及营业外收入的指标的确定、跟踪及执行3.Vendorperformanceevaluation&negotiationplanning年度供应商年度表现评估与谈判计划4.Schematic（seasonal）Change,ItemMaintenance&ReplenishmentProcess年度商品陈列（季节性）调整、商品维护及补货过程5.Exitplanpackage（aftermajorchange）年度退出计划（MajorChange后）6.Marketingprogramandpromotionplananalyzing,proposingandexecution年度市场部、商品部促销计划的分析、制定与执行7.Newstoreplan新店计划8.Companyactivities公司活动4MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterBuyerYearlyWork1.Datapreparation&linereview（twiceayear,oneis6wksafterCNY,theotheroneisJulyeveryyear）年度数据准备和供应商及其商品的表现分析（每年两次:

一次在过年后6周后;一次在每年7月初至7月中）InformationResourcesInclude:

商品信息来源：

1）Industryinformation:

ACNeilsen/GFK/CTR外部信息的收集：

.ACNeilsen,GFK,CTR2）Competitorinformation:

identifytheopportunityitemandclass外部竟争对手方面信息分析：

找出有机会的商品与分类3）Performancereviewofexistingvendors（includeconsignmentvendors）toidentifyopportunityvendors:

YTDSales（best&worst）/GP/Sales/InventoryTurnover/Orderfilling/RTV）回顾目前供应商（包括联销商）的表现（YTD供应商表现（最佳&最差供应商）/毛利,销售,库存周转,送货率,退货）找出有机会的供应商5MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterBuyerYearlyWork4）Linereview（includeconsignmentitem）bybrandtoidentifyopportunityitem（Sales/Pricepoint/GP/SpaceanalysisinBJ/GZ/SH,includereviewingslowmovementandnonmovementitems）按品牌的商品（包括联销商品）结构分析（北京、广州、上海三地销售&毛利/价格点/空间分析,并且对周转慢或无销售商品进行回顾）5）ReviewLotusHousebranditem回顾易初莲花定牌商品6）ReviewLotusGZSourcing,ThaiSourcingItem回顾易初莲花广州商品、泰国进口商品Analyzeandreviewtomakeactionplanon:

通过分析制定行动计划：

-categories/vendors/brands/itemsthatneedtokeep需保留的分类,供应商,品牌,商品-categories/vendors/brands/itemsthatneedtodelete（vendordeletionneedtogetapprovalfromAlextopreventmisconductofbuyers.dolessconsignmentvendorsandensureonebarcodeisonlyforonespecificitem）需删除的分类,供应商,品牌,商品（取消供应商要经过Alex批准，防止采购不正当操作，要尽量少做销供应商，并且保证一个条码对应一个商品）-categories/vendors/brands/itemsthatneedtoexpand需扩充的分类,供应商,品牌,商品6MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterGO最重要的最重要的5个部门个部门MeatLiquorHBAMenWearPaperSmallAppliance最有机会最有机会5个部门个部门Dairy&DailySnackHHCBeddingShoes发展部门发展部门ElectronicconsignmentAutomotiveHomedecorative&furnitureHousewareSeafoodFrozenDriedVegetable&Fruit7MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterBuyerYearlyWork2.YearlySalesGPandOtherIncomeTargetSettingandFollowingUp（onceayear）年度销售额、毛利及营业外收入指标的分析，确定及执行（每年一次）1）F/A,OperationandMDSEreviewLYSales,GPandOtherIncome财务部、营运部、采购部一起分析上一年度销售,毛利及营业外收入2）F/A,OperationandMDSEsettargetforthenextyear财务部、营运部、采购部一起制定下一年度销售，毛利及营业外收入3）Allocateappropriatetargettoeachdept.把年度指标合理分配到各个部门去执行4）Eachdepartmentmakeactionplanaccordingly：

weshouldfocusonhighsales,marginandhighticketitem;buyersshouldallocatethetargettoeachvendor.（buyersneedtoreviewlastyearperformanceoftheirvendorsbeforeallocatingsalesandmargintargettoeachvendor.）各部门制定相应行动计划，要关注销量高,毛利高和买单量高的商品。

采购也要为每个供应商制定下一年度的销售目标，毛利目标.（采购在做每个供应商的年度销售目标及毛利目标前先要对部门里的每个供应商做上一年的表现回顾）8MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterBuyerYearlyWork3.VendorNegotiation年度供应商谈判年度供应商谈判1）Notice:

（几点注意事项几点注意事项）DivisionheadandMDSEmanagershouldcoachbuyersinnegotiationskills采购经理要培训采购员谈判技巧和方法Negotiationwithvendorsshouldbefacetoface;assistantbuyersshouldhelpbuyersinarrangingnegotiationschedule;采购员应该跟供应商面对面谈判,采购助理应该帮助采购员安排供应商谈判的时间表BothvendorsandbuyersneedtosignBusinessEthicAgreementbeforenegotiationstarts.采购员和供应商在开始谈判之前要签订商业道德协议;Forvendorsalsodobusinesswithourcompetitors,buyersneedtoknowrelevantinformation,suchasitemstyle,costetc.Ifavendorprovidegoodmerchandisetoourcompetitorsbutnottous,buyersshouldpunishthevendor.Forinstance,givelesspromotionsupporttothem.若该供应商的商品在竞争对手那里有销售,采购必须了解其在竞争对手那里销售商品的品种,成本等.如果发现供应商提供好的商品给竞争对手而不给我们,采购员要对其采取惩罚措施,如:

在促销位置方面对其不予支持等.9MOBD100%Possibility100%ProbabilityFindTheMostEfficiencyLotusSupercenterBuyerYearlyWork2）ObjectivesofNegotiate（includenewandexistingvendors）谈判内容（包括新,老供应商）a）VendorPerformanceReview根据上一年度供应商合同的表现,谈判下一年度合同并按合同谈判标准更新老合同-SalesReview销售回顾-GPAmt.Review毛利率回顾-D&AReview营业外收入的回顾D&A-Inventoryreview库存回顾-RebateReview年返的目标回顾与达标b）Byvendoritemreviewtodeci