After the establishment of the furniture store, the management of the store is the key to the success of the store. What is the management of the scientific furniture store? Here are four aspects to talk about how the furniture store implements the special monopoly to build a win-win model!
Product management
1. Familiar with the function, structure and size of the product; tap the selling point of each product.
2, we must continue to organize the exhibition, and always keep up with the latest products introduced by the manufacturers. In this way, it is possible to keep the furniture store to give customers a "new" feeling at any time, rather than staying the same.
3, the store does not display other manufacturers' products: other manufacturers' products in terms of color matching, style and quality are different from the monopoly products, which will destroy the coordination of the entire exhibition atmosphere.
4. The store layout of each furniture store has been carefully designed by the factory professionals and decoration designers, so the store must arrange the store according to the decoration plan of the factory.
5. Dealing with product problems in a timely manner: The person in charge of the furniture store must carefully observe the trend of each product. Once the situation of “slow sales†occurs, it is necessary to analyze the reasons and take decisive measures in time. Products that have some quality problems should be repaired and disposed of in a timely manner. If there are quality problems in the products on the exhibition floor, no one will believe how good the quality of the products in your warehouse is.
Price management
Furniture is not a necessity. For most consumers, the price is very sensitive. In addition, the competition in the current furniture retail market is becoming more and more “hotâ€, so the price should be well managed.
1. Formulate a reasonable price level: Before formulating the price, it is important to understand the price of competitors' competitors; once again, determine a target retail gross profit margin, and then set a reasonable price level according to the discount; in addition, with local consumption Habits also have a relationship. For example, some local consumers are accustomed to the “high price, low discount†method. The advantage of this method is that the high price means that the product grade is not low. The low discount means that the price has been “killed†and the customer is easy to obtain. Satisfaction; in some places, the consumption habits are “low price, high discountâ€. The advantage of these methods is that the people feel that the price is very real and close to their psychological price, the so-called “price civilianizationâ€. Therefore, in order to maintain a reasonable price level, the era of profiteering in the furniture industry has ended. Instead, it will be "winning by quality and winning by quantity."
2, Zhou Zhou has a special price: the so-called "parity is the last word", for the Chinese who have not yet become rich, the price of goods will be very sensitive, so the "price card" still has to be used as a trump card. It is recommended that the store launch the “Weekly Weekly Specials†campaign, which is to launch some special products every week to attract and attract more customers.
Personnel management
The core problem of the operation and management of furniture stores is “peopleâ€. Different people will make completely different achievements. This is a well-known truth.
First of all, the salesperson's spirit is good, temperament and affinity, in order to create a sense of trust, this is the beginning of a good sales work.
The number of personnel should be reasonable, and there are too many members. First, increase the cost. Second, it will increase the difficulty of management. Because "people are overstood" will breed a lazy atmosphere, and too few people will do it. This will slow down customers and lose business opportunities.
Employees must be trained to understand the product, understand the company, and increase their confidence in sales.
Love products and be a customer's staff. In the business process, to be a shopping guide rather than a salesman, to love products, from the heart to praise each product, in order to convince people. Good at capturing customer psychology and dispelling customer concerns. In the sales process, we are good at capturing customer psychology and completely eliminating customer concerns.
Strengthen the maintenance of the installer: the installation and delivery of the suite furniture is large, and the general store should have its own professional installer and undergo appropriate training. With the installation knowledge of panel furniture, in the installation process, strictly in accordance with the "disassembly diagram". Ability to test parts of furniture and handle small quality problems on site. The installer should also undertake the after-sales service work, and be responsible for on-site finishing and repair work on the quality problems of the products.
Marketing model
Nowadays, the competition in the furniture retail industry is becoming increasingly fierce, and the homogenization of products and services is becoming more and more serious. The traditional “waiting for the rabbit†sales model in the furniture store is not enough to meet the real needs of consumers. In addition to the monotonous promotion of price reduction and gifts, the furniture store Outside the event, it seems that there is no other way. Of course, there is no denying that this form of promotion can gather popularity and increase sales. However, is this kind of uniform promotion form a boundless mana, and it will last forever? The answer is not! This kind of promotion form will weaken the effect after a certain period of time.
In fact, pioneers have sought new marketing outlets. They combine furniture sales with high technology and bring new changes to furniture sales with the help of high-tech power. They introduced the latest "Furniture Sales Predictive System" to provide free on-site consumer furniture design services. Consumers can see the effect of the selected furniture in their home in just ten minutes, and truly realize the “looking for furnitureâ€. This thoughtful service eliminates consumers' purchase concerns, adds value to the furniture, enhances the brand image for the store, and increases the sales turnover rate and supporting sales.
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