Orders For Entering Investment Season

"Behind a successful brand, there must be a group of agents who are always loyal to it, propagate it and sell it." In this sense, agents are really half the brand. However, some brands ignore the strength of this half sky and do not know the reason why "water can carry a boat and can overturn". On the contrary, if the channel of the agent is hard enough, it will also need a long-term excellent product to make profits. Many agents are also willing to find a brand cooperation that can sustain long-term development and stabilize their business. Therefore, when clothing brand enterprises enter the busy season for investment and ordering, agents should also be prepared to lay the foundation for the next season's sales. What are the suggestions for ordering? The characteristics of clothing are consumer trends and fashion trends. The styles of products are fast changing, and the fashion cycle is short. Therefore, quarterly orders are particularly important for agents. In order to successfully open a good order meeting, bosses spend hundreds of thousands of dollars or even millions of money to invite supermodels to build a luxurious T station, training for tens of thousands of courses. The choice of venues is a reflection of customer care and thoughtfulness so as to highlight the honorable status of customers and show glory and riches. Under such circumstances, do you choose to spend a lot of money on new models, or do you allow manufacturers to arrange large quantities of orders according to your requirements? How to deduce and succeed is the key to the long-term success of brand and project. It is also the key to the success of the company's business owners who want to improve. For an agent, the order is to do exactly the opposite of the manufacturer. After putting aside all the facts and packaging, seeing the nature and characteristics of the product, and making long-term scientific planning and forecasting of future market sales, we can help agents win the first opportunity in the new season's market competition. Therefore, in order to analyze the ordering meeting, we should be clear about what suggestions the salesmen should be trustworthy. Is it true that there is no goods that can not be sold? When the annual order meeting is held, Brand Company will usually issue an order meeting goal. The most important thing is the order index, which is rising year by year. The price increase is not only about the price of the goods, but also the quantity of orders. In this process, it is even more powerful and attractive. In addition to the common "if the task can not be fulfilled, the order can be cancelled or the contract can not be renewed, and the purchase discount is increased". This is a threat to forcing customers to place more orders. Some salesmen are especially good at brainwashing agents, such as the truth that seems very reasonable: "goods that are not sold!" Only people who can't sell goods. " Ask agents not to care about goods, but to increase training for salesmen. For many threats, many agents are also easy to resist, but for the latter, they often follow blindly. After careful analysis, it is easy to see that this "genuine" is not conducive to the subsequent development of agents. Terminal staff's sales ability is very important, but according to the characteristics and needs of their own region, scientific ordering is the basis for sales success. Scientific ordering must take account of regional differences, such as climate differences between North and south, consumption habits in different regions, etc. Therefore, different styles and colors will be different for different regions. But most of the brand designers will design and create according to the international trend of every season and the general demand of the market, and will not satisfy the individual market one by one. And selling the clothing that is not suitable for regional consumers in the long run will also damage the reputation of the brand in the hearts of local consumers. Will "insufficient orders affect sales"? "The quantity of goods is not enough to cause the goods to be missing or broken, so that customers can choose other brands. Without reasonable inventory, a large number of customers will be lost." This is also the reason for training supervisors to indoctrination agents at ordering meetings. A shortage of potential loyal customers may be the last thing your agents want to see. Therefore, according to this suggestion, many agencies have increased their inventory according to the requirements of manufacturers. But is this proposal entirely reasonable? As Brand Company hopes that customers can place more orders, but as a customer's psychology, they hope to achieve zero inventory and resolve this contradiction. In addition to manufacturers' efforts to help agents analyze inventory data in detail, agents should not follow blindly and learn to make reasonable inventory according to their sales volume. A sales manager of a brand clearly accounts for the agent: the general scientific and reasonable stock is 30% of the total volume of the season, that is to say, if you order 1000, you sell 700 pieces, and you have 300 pieces, that is, 30% of the total quantity, and the 10% to 20% return rate given by the company. Is it a good idea to apply for replenishment after the goods are broken? Although "insufficient orders will affect sales", it can not be the basis for increasing orders. But some agents like to leave the risk of pressing goods to the manufacturers, and firmly believe that the principle of "replenishment after disqualification" is not necessarily a good idea. Some agents always try to place orders when ordering. They always want to apply for replenishment if they are not ready to sell. As a result, they often apply for a large quantity of replenishment when sales are the best. These agents are often the biggest headache for brand sales managers. When the list of applications for replenishment is delivered again and again, it is easy to disrupt the pace of production and sales, and the sales cycle of clothing is becoming shorter and shorter. If you don't make up, the dealer can't sell it; if you want to make up for it, you will not be able to catch up with the market speed if you are affected by the production cycle. The agent who has this habit should clearly understand that the production cycle of clothing is relatively long, and the sales period of clothing is very limited. When the company returns the production of the supplement, it will miss the best gold sales period. Replenishment and replenishment is a loss for businesses and agents. The agent can calculate the total sales according to his daily sales data in the same period last year, and then determine his order quantity. With the help of this statistics, we find out the reasons for the loss of sales opportunities, find out the opportunities for sales growth, sum up the shortage of orders in the previous season, and make sales forecasts for the terminals to be developed in the plan, and formulate the proportion and quantity of orders for this season, so as to achieve real scientific planning. "Clothing is the art of collocation" is worth learning. Scientific planning is a common sentence. Every agent knows clearly the importance and importance of scientific planning, but in the face of complex sales terminals, only scientific planning is far from enough. A lot of agents sell a lot of orders at the time of ordering, even if they are not booked, but they sell a lot, so it is very important to seriously participate in the training of goods arranged by the manufacturers in the early stage of ordering. "The art of dress is the art of collocation", which is not wrong. Designer Meng Xianfang told reporters that when designing the whole item, designers fully considered the coloring of goods and the matching of upper and lower garments. As an agent, through which way to understand these is the key points that affect the sales after ordering. Manufacturers should be conscious of these ideas, through a relatively easy to understand way to let the franchisee know, and agree. And agents should also be prepared. In accepting these training, we should pay special attention to the following aspects: first, the trainers display and explain the dynamic model matching dress, so as to facilitate the introduction of the customers after trying in the future sales process; besides, the detailed knowledge of the fabric and the use of colors in this season can not be missed; the design of various display windows and the detailed collocation are also very important for the daily work of the ordering meeting; while placing a POP or icon on the static display rack is simple, but the door is very deep and can not be taken lightly. Detailed and systematic learning enables agents to reduce blindness and lack of collocation in ordering. At the same time, designers of many brand enterprises suggest that agents should increase communication with the design department, which is not only easier to grasp the characteristics of new products, but also frequently feedback the information of the terminal or consumers to the design department, and help designers understand the market situation and develop more suitable hot products for the terminal. Negotiation: seize the initiative is the key. For the agent, negotiation is part of sales and part of the company's development strategy, because a successful negotiation is often the beginning of a new stage. So what can the distributors and manufacturers negotiate to maximize the benefits? Two strategies should be grasped if we want to retreat. If the negotiations are to be carried out, the agents should come straight to the point and directly show their advantages. We should seize the initiative of the negotiations. Sometimes, retreat is a great strategy. When negotiating with the other side, if you decide to compromise if you talk about a certain clause, it can become the next "offensive" condition. When negotiating with a brand enterprise, some agents will certainly not give in. They must be accepted by the agents. If these agents are accepted, they can seek some compensation from other sectors. In the process of negotiation, it is difficult to avoid some problems that neither side will give in. In such a situation, if entangled and unwilling to give in, it will easily lead to the stalemate and eventually end in good faith. At this point, it is better to change the train of thought, put aside this topic temporarily, transfer to other topics, or simply do not negotiate, and do other things, such as eating, drinking tea, and so on, when the situation is relaxed, then talk about that topic, it may be easier to solve the problem. This is the so-called twists and turns strategy. Three points are hard to ignore. When negotiations are in progress, the next step is to sign contracts. Contract signing is a very important link. The actual situation shows that many agents are not considering any problems at the time of signing the contract, or considering that they have not formally written into the contract, and finally cause unnecessary disputes and even suffer economic losses. There may be many provisions and many details to be considered when signing a contract. Experts believe that the following three points must be taken seriously. The authorized content should be clear, the authorized content should be as detailed as possible, specifically to the authorized product category. For example, some brands are diversified, and their products include clothing, shoes, bags, accessories, and many other categories. When the contract is signed by an agent, the product category should be clearly identified, including those categories, and whether the brand's future product category is also within the scope of authorization. The definition of authorized area is related to the business scope of agents and the future development prospects. In the contract, the agent should specify the current agent area in addition to the brand enterprise, and whether the agent area can be extended after the operation reaches certain target. The term of the authorization period is relatively moderate. It is a two-year contract. The operation cycle is basically completed in two years. The first year is the construction period and the second year is the harvest period. If a year is signed, the agent is obviously in a bad way, because a year is basically invested in the construction period. In the three years, it will bring more risks to the agents. Especially for the new brand, because in second years, it can basically see if the brand is profitable. If it is signed for three years, it means that if the agent finds out that the brand is not suitable for the development of the local market in second years, it will have to stick to it for another year. In the period of authorization, it should be specially noted that after the expiration of the contract, the agent can have the renewal right when the agent achieves certain performance. Memo, winning the details, besides paying attention to the negotiations.