(1)、如销售占比在70%到90%之间,说明 该分类商品品种结构基本合理 (2)、如销售占比大于90%,说明该分类商 品品种品种太少,价格链不合理,商品销量 仅仅实现在极少数敏感的低毛利商品或特价 商品上,这将直接影响公司的盈利能力. 解决方法: 通过市场采价,合理分类商品的价格链37 (3)、如销售占比小于70%,说明该分类商品品种 数量过多,销量分散,缺少核心商品,这将直接影响 公司的资金运作能力 解决方法: 加速和加大商品淘汰的力度,精减滞销商品,达到合理的商品品种结构 3.改变滞销商品陈列位置、零售价格及调往其它门店(滞销商品不可能在所有门店都滞销) 4.通过调整价格链和加大促销力度,提高商品的销售能 5.通过狠抓缺品率、分销率,减少敏感商品、30商品无销售的情况 38 以下通过提取某超市的洗衣粉小 分类的销售数据,更清楚的对商品的 品类管理做如下解释: 洗衣粉小分类总的品种数量为44 个,平均月销售能力为30万元左右 39 商品品类划分:(1)必有商品品种数量为13个,平均月销售 能力为21.6万元左右,占72% (2)20商品品种数量为9个,平均月销售能 力为5.4万元左右,占18% (3)50商品品种数量为22个,平均月销售能 力为3万元左右,占10% 按必有商品的8%-10%提取敏感必保商品数量为1个,平均月销售能力为6万元左右, 占28% 综上所分析的数据情况,该分类商品品种 结构基本合理 40 月可比门店销售同比分析表(10) 月可比门店销售环比分析表 (11) 门店月费用同(环)比分析表 (12) 商品品项分析表 (13) 门店不动销品种分析表 (14) 门店大类库存分析表 (15) 市场价格调研分析表 (16) 新门店开业后,销售、品种、毛利 分析表 43 0506 (30.20)-11.77% 3.36 20.32% 20 0.72% (5.12) -25.55% 9.26% 7.78% -1.48% 4001 (12.48)-9.07% (3.78) -21.31% (245) -14.76% (0.39) -3.81% 8.81% 9.27% 0.46% 4006 (11.00)-8.35% 7.42 187.41% (106) -6.03% (0.99) -9.67% 9.13% 9.06% -0.07% 4016 16 9.76 11.54% (4.83) -86.76% 163 14.85% 0.98 14.98% 9.04% 9.17% 0.14% 4019 19 9.90 6.08% 2.45 119.19% 164 8.87% 1.07 9.08% 8.33% 8.55% 0.22% 4012 12 15.78 12.40% (0.53) -19.63% 117 6.17% 0.28 2.73% 9.20% 8.41% -0.79% (18.24) -2.03% 4.10 8.44% 112 1.02% (4.18) -6.07% 4009 (36.11)-12.41% (5.03) -7.86% 71 2.61% (1.23) -6.29% 8.89% 9.36% 0.47% 4013 13 (35.83) -6.99% 8.85 41.22% (388) -8.27% (3.95) -9.25% 9.88% 9.71% -0.17% 4002 (34.14)-8.28% 6.74 10.42% (214) -5.98% (5.25) -14.54% 11.24% 10.86% -0.38% 4007 (17.34)-3.76% (4.64) -5.82% 92 2.34% (4.66) -12.03% 11.66% 10.15% -1.51% 4010 10 (13.94) -4.00% 33.76 93.84% 95 2.79% 0.82 3.50% 7.97% 9.34% 1.37% 4017 17 1.32 0.35% (0.30) -1.46% 129 3.63% (0.95) -3.39% 8.82% 8.31% -0.51% 4015 15 5.27 1.45% 11.72 28.65% 307 8.68% (1.23) -4.07% 10.23% 9.87% -0.36% 4014 14 7.89 1.41% 19.23 20.18% 25 0.54% (2.41) -5.31% 10.29% 9.36% -0.93% 4501 27 10.58 1.78% 42.42 31.97% 576 13.24% 2.82 6.16% 11.71% 12.92% 1.20% 4008 32.738.71% 27.60 111.62% 354 8.95% 2.34 8.45% 8.65% 9.02% 0.37% 4020 20 71.33 17.86% 20.43 32.47% 736 23.57% 5.08 15.28% 10.68% 10.19% -0.49% (8.25) -0.18% 160.77 25.00% 1783 4.31% (8.60) -2.32% (26.49) -0.47% 164.87 23.84% 2007 3.62% (12.78) -2.91% 9.90% 9.72% -0.18% 0501 17 0215 0601 06 0204 4405 307.365.54% 370.23 6.14% 62.86 20.45% 27.31 6.28% 33.97 7.36% 6.66 24.38% 06 349.446.30% 403.62 6.70% 54.19 15.51% 18.31 4.21% 20.41 4.42% 2.09 11.43% 01 420.717.58% 456.48 7.57% 35.77 8.50% 20.40 4.69% 23.60 5.11% 3.21 15.72% 07 1049.1118.91% 1082.58 17.96% 33.46 3.19% 84.61 19.44% 76.78 16.63% (7.83) -9.25% 05 542.599.78% 541.54 8.98% (1.05) -0.19% 30.95 7.11% 36.30 7.86% 5.36 17.31% 2669.21 48.12% 2854.45 47.36% 185.23 6.94% 181.58 41.73% 191.06 41.39% 9.49 5.23% 08 950.7917.14% 1047.42 17.38% 96.63 10.16% 75.31 17.31% 83.49 18.08% 8.18 10.86% 09 745.3013.44% 821.32 13.63% 76.02 10.20% 52.86 12.15% 56.08 12.15% 3.22 6.09% 10 247.774.47% 262.03 4.35% 14.26 5.75% 23.54 5.41% 26.15 5.66% 2.60 11.06% 1943.86 35.04% 2130.76 35.35% 186.90 9.61% 151.71 34.87% 165.71 35.89% 14.00 9.23% 13 551.939.95% 622.59 10.33% 70.66 12.80% 48.63 11.18% 50.79 11.00% 2.17 4.45% 14 122.462.21% 141.68 2.35% 19.22 15.69% 20.91 4.80% 22.13 4.79% 1.22 5.85% 17 106.821.93% 123.52 2.05% 16.70 15.63% 14.47 3.33% 15.14 3.28% 0.67 4.64% 16 28.420.51% 37.00 0.61% 8.58 30.18% 2.52 0.58% 2.83 0.61% 0.31 12.33% 03 19.340.35% 22.52 0.37% 3.17 16.40% 1.80 0.41% 2.07 0.45% 0.27 15.08% 15 31.590.57% 28.30 0.47% (3.29) -10.43% 4.01 0.92% 3.78 0.82% (0.24) -5.87% 18 73.291.32% 66.66 1.11% (6.63) -9.04% 9.51 2.18% 8.14 1.76% (1.36) -14.34% 933.86 16.84% 1042.27 17.29% 108.41 11.61% 101.84 23.41% 104.88 22.72% 3.04 2.99% 5546.93 6027.47 480.54 8.66% 435.13 461.66 26.53 6.10% 06 0501 17 0215 0601 06 0204 2122 4505 06 0506 0506 165.31153.66 (11.66) -7.05% 8.83 8.64 (0.19) -2.16% 80 86 7.50%050205 63.3756.95 (6.42) -10.13% 3.89 4.67 0.78 20.08% 45 55 10 22.22% 050206 5.551.74 (3.81) -68.67% 0.67 0.17 (0.50) -74.38% 10 -30.00%050502 0.970.47 (0.50) -51.66% 0.13 0.07 (0.06) -43.51% 0.00%050208 0.500.47 (0.03) -5.36% 0.05 0.05 (0.00) -0.82% -25.00%050402 1.511.52 0.01 0.36% 0.16 0.11 (0.05) -31.49% 11 14 27.27%050202 0.210.23 0.03 14.04% 0.02 0.03 0.00 14.96% 0.00%050204 1.231.54 0.31 25.14% 0.16 0.19 0.04 23.59% 200.00%050301 1.091.42 0.33 30.20% 0.13 0.17 0.04 27.65% 233.33%050203 2.052.51 0.46 22.58% 0.20 0.23 0.04 18.40% 0.00%050302 1.962.64 0.67 34.38% 0.10 0.23 0.13 127.34% 400.00%050201 17.9618.65 0.69 3.87% 1.72 1.62 (0.10) -5.98% 25 19 -24.00%050403 1.572.29 0.73 46.37% 0.10 0.17 0.07 75.12% 100.00%050207 31.9733.70 1.73 5.41% 3.21 3.70 0.50 15.46% 52 71 19 36.54% 050103 37.7040.71 3.01 7.99% 2.77 3.35 0.58 20.85% 30 37 23.33%050507 1.246.52 5.29 427.68% 0.12 0.37 0.26 218.84% 11 23 12 109.09% 050401 61.5467.92 6.39 10.38% 1.26 1.81 0.55 44.15% 27 34 25.93%050209 8.1914.86 6.67 81.44% 0.38 1.39 1.01 268.75% 300.00%050101 200.94237.82 36.87 18.35% 11.34 16.77 5.44 47.96% 101 118 17 16.83% 604.85 645.63 40.78 6.74% 35.21 43.74 8.53 24.21% 411 502 91 22.14% 2122 0501 17 0215 0601 06 0204 4605年 销售占比 06年 销售占比 增减额 增减率 05年 品种占比 06年 品种占比 增减量 增减率 5元以下 0.04 0.03% 0.04 5-9.9元2.84 1.72% 0.97 0.63% (1.87) -65.85% 100.00%10-19元56.69 34.30% 58.63 38.16% 1.94 3.42% 27 35.53% 30 34.88% 11.11%20-29元53.07 32.11% 25.35 16.50% (27.72) -52.23% 11 14.47% 12 13.95%