Run a profitable clothing store

Chapter 22 Purchase tips and storage methods for clothing stores (1)
How to implement a complete set of procurement plans is indispensable for the operation of clothing stores.Similarly, the storage of clothing is also very important, and it is a coherent whole with the purchase.This chapter mainly tells you about the purchasing skills and storage methods of clothing stores.

Clothing store product planning needs to be done in advance
We often find that some clothing stores are full of clothing, but what we need is often out of stock; or clothing is piled up in the entire clothing store, but due to incomplete sizes and difficult matching, consumers buy inconvenience.The main reason for this situation is that the store owner failed to do a good job in store product planning.So how can we do a good job in commodity planning?

1. Choose a good direction

We have to choose a good direction first. Don’t just go to the clothing wholesale market to see everything and want to do everything. Unless you have a large clothing store and can do men’s and women’s clothing together, it is best to have a clear idea and plan.Don't mix and match, don't forget what you are here for when you arrive in the market, and don't let other things affect your purchase ideas.

2. Choose the positioning of the clothing
Brand, student clothing, middle-aged and elderly clothing, or children's clothing?Have a clear position in your heart.

3. Master the local market conditions
For example, what new varieties have emerged, what is the sales trend, how much social stock is there, how is the price increase, and what is the purchasing power situation?In general, I know what I know.

4. Grasp the season of getting goods

Generally speaking, sellers don't need to pay attention to when to buy what goods.Because when you go to the wholesale market, you will see what to take.Generally, the season in the market will be 1 to 2 months earlier than the actual time. Winter has not yet arrived, and all cotton and down jackets are already on the shelves.If you are not sure what to sell, go to the market and look around.

5. Determine the price point of the clothing

The price of clothes to choose depends on the positioning of the clothing store.If you are in the business of white-collar repeat customers, the selling price is 100-250 yuan. The general pricing method is to double the purchase price and add some points. Therefore, the price between 40-120 yuan in spring, summer and autumn is generally acceptable. The purchase price of coats and down jackets is naturally higher, and relatively speaking, the profits of these clothes are also higher.

6. Determine the style of clothing

Fashion trends are changing very fast, what style should you choose to sell best?We can consider the following aspects:

(1) There is always a market for classic styles.

(2) Trendy elements are reflected in clothing details and accessories, not too many, just the finishing touches.

(3) No matter how beautiful the clothes are, they have to be worn by others, so the clothes should focus on self-cultivation, not just look good.The upper body effect of clothes is very important. Women often just want to wear them and feel good, and it is generally difficult to give up.

(4) Some companies stipulate that women cannot wear sleeveless clothes to work. If you have many customers of this type, if you want to buy sleeveless clothes, suspenders and other clothes, you must also think about whether you have suits or sweaters and cardigans that are compatible with them. The collocation.Otherwise, customers will give up buying if they think they have no chance to wear it.

7. Determine the quality of clothing

Clothing styles and popular elements are just appearances, and good quality is the foundation.A successful clothing store does not rely on unique styles, but on the quality and service of clothing.Especially novices, who have no experience, take what they see looks good, and are tempted when they see cheap ones, but when they move back, they find that the grade of the entire clothing store has dropped.And most of the goods are sold by everyone, the quality is similar, and then the price is shopping.In the end, it had to be sold at a loss.Novice purchase, first look at the quality.Of course, the quality of this thing is to rely on experience to distinguish.New shopkeepers can go to the wholesale market more, from the market goods on the first floor to the brand goods on the fourth and fifth floors, and look at them one by one.Check whether the cutting line is straight and flat; check whether the underarm seams are even if there are linings; check whether the pockets are reinforced for slacks, and so on.There is a lot of knowledge here, which is the accumulation of experience.Friends who open a store should compare more and chat with suppliers, some suppliers will tell you what is a good product.

How to find the necessary knowledge of sources

Here are mainly two major sources of purchase:
1. Domestic products
(1) Manufacturer.Many domestic brand manufacturers also control their own sales channels.Generally, clothing stores can purchase goods directly by contacting the business departments of these manufacturers.

(2) Dealers.Some clothing manufacturers have handed over distribution channels in several regions to distributors in several regions to be responsible for business promotion.Clothing stores can purchase directly from these distributors.

(3) Wholesalers.Go to the large clothing wholesale market, where the variety is more complete and the price is lower.It is very suitable for general stores that are not specialty stores.

2. Imported products
(1) Import agent.Many foreign small and medium-sized brands have agents in China to take orders on their behalf.When clothing stores purchase goods from import agents, they must place an order in advance and pay a deposit in advance, but the cost is relatively low.

(2) Distributors of imported goods.Distributors are the largest middlemen in China.Purchasing in this way, the transaction mode is more flexible.

The above two methods can obtain imported goods in the country.Clothing stores with large purchases can develop their own foreign sources of goods in order to obtain monopoly products, which is conducive to establishing an authoritative image.There are several methods:

(1) You can find a reliable trader at the source of goods to find the source of goods on your behalf, and carry out communication, negotiation, purchase, inspection, etc.

(2) Manufacturer information can be obtained through the offices of various countries in China, and then contact the manufacturer.

(3) Directly visit international large-scale clothing exhibitions, you can get in touch with more than half of the well-known manufacturers at one time, and you can directly negotiate and shop with them.

After choosing which channel to purchase, the next step is to consider how to purchase.Ordering methods include salesman ordering, telephone ordering, fax ordering, etc.

Necessary Qualities for Buyers

Purchasing is a profession, and you should have considerable experience and theoretical foundation to be competent.Purchasing personnel should have the following qualities and abilities:

(1) Fully realize that procurement is market-oriented, purchasing the products that customers want to buy, rather than selling the products we purchase.

(2) Be objective and not subjectively use personal likes and dislikes or past experience to speculate on the needs of today's consumers.

(3) Have a keen observation ability to grasp market changes, popular trends, and perceive consumer needs.

(4) Have a strong affinity, respect the opinions of the front-line sales staff, and be able to correctly judge the real thoughts of customers from the reflections of the sales staff.

(5) Have a high degree of enthusiasm for work, and are willing to fully impart product information and knowledge to sales staff, so as to assist sales staff to successfully complete sales tasks.

(6) There must be a wealth of product knowledge, and a strong thirst for knowledge, and constantly learn new knowledge.

(7) Have a calm mind and clear digital computing ability, in order to implement the budget correctly and control the cost.

(8) Have good communication and coordination skills: externally, they can deal with suppliers, and internally, they can correctly convey the spirit of products to relevant personnel for understanding.

(9) Have a clean and pleasant appearance, especially for purchasing personnel.

(10) There must be good professional ethics, no corruption, no favoritism, and fair and equitable procurement tasks.

From the above ten items, it can be seen that to become a qualified and professional procurement personnel, it is necessary to invest a lot of energy in self-training.

Excellent buyers must also master some advanced concepts:
1. Complete next year's season orders after the end of this season's sales
Some shopkeepers believe that ordering depends on the products of the current season, which is completed at the product order meeting of the season. If the product development is good, order more, and if the product is not well developed, order less.However, in fact, when the sales of this season are completed, the product orders for this season next year should be completed.

The store owner who thinks that the order is completed at the order meeting is putting the fate of the store on the product and the brand company, which belongs to passive management; but thinks that the order must be placed after the sales of the previous year and this season are completed , is to hold the fate of the clothing store in their own hands.Such shopkeepers operate more actively, are less affected by objective factors, have stronger emergency response capabilities to emergencies, and are able to control the status of shop operations by themselves.

2. It is better to order more than less

The store does not have a fixed sales capacity, but sales and orders are closely related.No matter how many goods the shopkeeper orders, there will be a certain amount of inventory in the end. This is an inevitable phenomenon in the actual sales management of clothing store merchandise orders.Inventory does not mean that there is no money, the overall profit is the key.Compare the hazards of out-of-stock and inventory. Since neither of them can be absolutely avoided, it is better to order more and sell more than to order less.

3. The area determines the style quantity, and the sales determine the total quantity

In fact, the size of the clothing store is not necessarily related to the order quantity. The order quantity is determined by analyzing the sales data of last year and this season.

In the commodity management of clothing stores, the number of styles will also affect the sales performance.In fact, in many clothing stores, it is precisely because too many styles are ordered that the display of goods in the store is very messy, which makes the whole store look like a lot lower.

If a store with a small area has very good sales due to various favorable factors, the number of styles should be small and the average number of pieces of each style should be large, so as to make the total amount large; if the store has a large area and sales are average, it should have more styles. The quantity is less.

4. Ordering cannot be based on vision alone
The owner's own vision only represents his own preferences, not the preferences of the brand's mainstream customer groups. Moreover, people in different regions have many differences in their aesthetic views on clothing.

In the selection of styles, it is also necessary to combine the competition of similar local brands, to maximize strengths and avoid weaknesses, and not to fight tough battles recklessly.When ordering, pay attention to distinguishing the selection of similar styles, and try to avoid internal competition of your own brand.

5. Involve store managers in ordering decisions

The store managers face customers directly every day, and they have first-hand information about the needs of customers and whether the styles are selling well, and they can understand the detailed reasons why the best-selling models are selling well and the slow-moving models are unsalable.Therefore, letting the store manager participate in the order decision-making will effectively improve the quality of clothing store purchases.

6. Focus on rare and seasonal clothing
There has been a saying in China since ancient times to describe the nature of people in dealing with things, that is, "like the new and dislike the old". Most people in modern society prefer to use "new, novel, latest, fresh" to represent new things or limited commodities that are not easy to get. treasures etc.Such descriptions are often used on products that have not yet been released, or the most suitable products in the season, and products with rare value.

Although the market for such products is generally relatively small, because it can give customers a fresh feeling, it can also achieve certain sales results through it.

In recent years, with the excessive filling of the commodity market and the increasing level of consumer demand, there are fewer and fewer very popular commodities.Small commodities are ever-changing. If the clothing store owner still buys according to the standard of seeking novelty, it is very likely that the clothing will suddenly become unsalable in the middle of the sale.

Therefore, even when purchasing rare clothing or seasonal clothing, it cannot violate the original purchase concept of clothing.

Necessary knowledge of clothing procurement
With the improvement of people's economic level and the continuous development of aesthetics, the garment industry has highlighted its strong development momentum.The continuous emergence of varieties of colors and new products in the clothing market has made it more difficult for the vast number of clothing purchasers to purchase; in addition, the differences in quality, specifications, grades and styles of clothing are also increasing, providing greater opportunities for clothing purchasers. Choice range, but it also increases the difficulty of procurement.

In clothing purchasing, clothing purchasing personnel should not only master purchasing skills to ensure the smooth progress of future business activities, but also maximize purchasing benefits, continuously reduce purchasing costs, and obtain maximum benefits with the least cost.And to do this, the key is to have the basic knowledge of clothing procurement.The following introduces some necessary knowledge of clothing procurement, so that you can strategize in procurement.

1. Basic knowledge necessary for clothing procurement:

(1) The size should conform to the actual situation of consumers.The clothing in most clothing stores has an age target, such as 20-25 years old or 30-40 years old.Obviously, the size of the former will be mostly small size, and the latter will be mostly large size.Some customers with fat bodies may report to the store owner some large-size clothing, and the store owner should consider the needs of these customers.But the overall size is generally between S-XL.

(2) Choose colors carefully.Choose the color according to the style and style of your clothing store.It can be a popular color or a classic color, and when choosing these colors, it is also necessary to refer to consumers' own aesthetics and preferences.

(3) Determine the purchase quantity of clothing.How much is the right amount to buy?This seems to be a difficult question to answer. There are too few goods, and customers are afraid that customers will not find suitable clothes.There are too many goods, and it is easy to cause inventory pressure.So how to determine the quantity of clothing purchases?If your total operating cost is 5000 yuan, and the average profit from clothing sales is 200%, then 5000/200%=2500—you need to buy at least 2500 yuan.

(4) Be cautious when purchasing clothing for seasonal changes.

① You can't buy many pieces of one style at a time, but buy them after they are sold out.Rather run a few more times than have too much in stock.

②Purchase according to the characteristics of the season. For example, in summer, you should buy less long-sleeved or thicker styles and more thinner styles.

③When the season changes, some suppliers will clear their warehouses, so you can find some leftovers and stocks with an appropriate quantity for sale.The wholesale price at this time is about half of what it was when it first went on the market, and you can make a lot of money even if it is a sale.

④ Enter the next quarter's new clothing trial sales.When changing seasons, on the one hand, it is necessary to sell the goods, on the other hand, it is necessary to introduce a small number of new models for trial sales, and then promote them one by one if the sales are good.Because the peak season is not yet reached when the season changes, there will be a certain discount in terms of price when ordering at this time, but it will not be available during the peak season.It is necessary to properly scour some goods for the next season as a reserve.

(5) Handle the relationship with wholesalers well.Dealing with wholesalers is also a technical job. The store owner is familiar with the precautions when dealing with wholesalers, so as to avoid unexpected losses caused by speech mistakes.

① On the issue of exchanging goods, you must reach an agreement with the wholesaler in advance to avoid disputes in the future.What can be exchanged, what cannot be exchanged, and how long the exchange cycle is, you and the wholesaler must know it well.

②As a novice, you must clearly see the characteristics of the wholesaler through communication, and then choose a wholesaler you think you can trust to cooperate.If you find that the wholesaler is too cunning, you should get out in time to avoid being deceived because of unfamiliarity with the industry.

③Don't trust the words of wholesalers too much.If the styles they recommend for you always say that the sales are very good, or that a certain product is sold out immediately, this is actually a means of the wholesaler. If you are credulous because of this, it is easy to cause a backlog of goods.There are only permanent interests in the market, so don't trust anyone.

④ For each payment transaction of the wholesaler, the voucher must be kept.For example, the delivery note issued by the other party when purchasing the goods, the IOU when owed to the other party, etc., it is best to store it in a special clip.If there is an arrears with the wholesaler, you must ask the other party to issue a receipt after paying off the arrears, and the receipt must be kept properly.If the other party asks for repayment again due to forgetting to reconcile the account, there is a basis to prove that the payment has been paid off, otherwise it will easily cause economic disputes.

⑤Try to control at least 5 wholesalers successfully, in order to ensure sufficient supply of goods, and also reduce the purchase cost in the comparison.

2. Knowledge about clothing classification
The production and sales of clothing products continue to develop along with the progress of social culture. With the increase of people's diversified demand for clothing products, various production technologies of clothing continue to improve, and there are more and more varieties. Therefore, whether it is It is very necessary to classify clothing for operators who run clothing business or for consumers who consume clothing products.Just from the classification of clothing in clothing stores, the most important significance is to facilitate the sales of clothing products.

For clothing salespersons, only when they are familiar with the classification knowledge of clothing can they display and display clothing in a targeted manner, and can better provide advice and help for consumers to choose clothing products.In this way, consumers can be more convenient and more targeted when choosing clothing products.

Otherwise, clothing sales will be extremely messy, making both sellers and buyers at a loss.

At the same time, if clothing salespersons can analyze the sales status of classified clothing and grasp the dynamics and trends of the clothing market in a more targeted manner, they can more actively adapt to market demand, predict the future development direction of clothing stores, and strive for greater gains. income.

Due to the variety of clothing products, the functions and uses are different, so only the classification can provide convenience for production and sales management.

In long-term practice, a variety of classification methods have been formed for clothing products. Different classification methods reflect various characteristics of clothing products from different aspects, and have specific guiding significance for the operation of clothing stores.The main classification methods are roughly as follows:
(1) Classified by season.Our country has a vast territory, and most areas have very distinct distinctions throughout the year, and people's clothing also varies greatly with the changes of the seasons.According to this characteristic, the production and sales of clothing are usually divided into three seasons: spring and autumn, summer and winter.Clothing in different seasons has different fabric thickness and styles.

(2) Classified by gender and age.Due to the traditional habits of the society and the difference in body shape between men and women, general clothing can be divided into men's clothing and women's clothing according to gender. Further breakdown:

(End of this chapter)