commercial team 商业团队

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Commercial Team商业团队

How do we buy ?

我们如何购买？

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Commercial TeamHow do we buy ?

Code 编码 :

Division 单元 XX

Department 部门XX

Class 分类XX00

Sub Class 细分类XXXX

Sale Class Structure销售分类结构

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Code 编码 :Division 单元 XXDepartment 部门 XXClass 分类 XX00Sub Class 细分类 XXXX

Sale Class Structure

Sample 示例 :Identify by 2 digits 用 2 位数标识 XX XX XXXXFresh 生鲜 : FF-A, B, C Dry Grocery 干货 : DG-A, B, C, DHardline 硬货 : HL-A, B, C, D Apparel 服装 : AP-A, B, C, D

Soy Sauce 酱油 : 03 XX XXXX

Dry Grocery(Group)

Dry Grocery A(03)

Dry Grocery B(04)

Dry Grocery C(05)

Dry Grocery D(06)

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Sample 示例 : Identify by 2 digits 用 2 位数标识 XX XX XXXXPasta & Instant Noodle 面食和方便面 (01)

Canned food 罐装食品 (02)Agricultural 农产品 (03)

Cooking Needs 烹饪用品 (04)

Pasta & Instant N oodle(01)

Agriculture(03)

C ook ing N eeds(04)

D ry G rocery A(03)

Dry G rocery B(04)

Dry G rocery C(05)

Dry G rocery D(06)

D ry G rocery(03)

Soy Sauce 酱油 : 03 04 XXXX

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Sample 示例 : Identify by 4 digits 用四位数标识 XX XX XXXXCooking Oil 烹饪油 (0100) Sauce 酱汁 (0200)Ketchup 番茄酱 (0300) Seasoning 调味品 (0400)

Pasta & Instant Noodle(01)

Agriculture(03)

C ooking O il(0100)

Sa uce(0200)

K etchup(0300)

C ooking N eeds(04)

D ry G rocery A(03)

Dry G rocery B(04)

Dry G rocery C(05)

Dry G rocery D(06)

D ry G rocery

Soy Sauce 酱油 : 03 04 02XX

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Sample 示例 : Identify by 4 digits 用 4 位数标识 XX XX XXXXFish Sauce 鱼酱 (0201) Soy Sauce 酱油 (0202)Soy Bean 大豆 (0203) Seasoning Sauce 调味酱 (0204)

C h art T it le

Pasta & Instant Noodle(01)

Ã æÊ ³º Í· ½± ãÃ æ

Agriculture(03)

Å ©² úÆ ·

Cooking Oil(0100)Å ëµ ÷Ó Í

Fish Sauce(0201)Ó ã½ ´

Soy Sa uce(0202)½ Ó́ Í

Ketchup(0203)· ¬Ç Ñ½ ´

Sa uce(0200)

½ ´

Ketchup(0300)· ¬Ç Ñ½ ´

C ooking N eeds(04)

Å ëµ ÷Ó Ã

D ry G rocery A(03)

¸ É» õA

Dry Grocery B(04)

¸ É» õB

Dry Grocery C(05)

¸ É» õC

Dry Grocery D(06)

¸ É» õD

D ry G rocery¸ É» õ

Soy Sauce 酱油 : 03 04 0202

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“To provide our customers with the merchandise they want and need”.

为我们的顾客提供他们需要和想要的商品

Item type 商品种类 : We have identified our assortment to be 4 types.

我们已把我们所有的商品分成 4个种类

Product Selection产品选择

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Item type 商品类型 :

1. Basic Item 基本商品 (B)2. Special purchase 特别采购 (N)3. Fresh 生鲜 (F)4. Import item 进口商品 (I)

Product Selection

Basic Item 基本商品 :

“is the basic assortment which our customers always shop for their basic needs”

“ 是顾客为了满足他们的基本需要经常购买的基本商品种类”

Store carries everyday 店里每天有售 Represent “EDLP - Every day low price

. 代表“ EDLP- 天天低价” Using Auto-replenishment to order.

使用自动补货系统订货 Have a permanent location - Schematic

有固定位置 - 商品陈列

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Item type 商品类型 :

1. Basic Item 基本商品 (B)2. Special purchase 特别采购 (N)3. Fresh 生鲜 (F)4. Import item 进口商品 (I)

Product Selection

Non Basic Item 非基本商品 :“consists of items that deal specially at a sp

ecific time”“ 包括在特别时段出售的特卖商品”

Seasonal, Promotional, Fashion 季节性，促销性，流行性

Manual order 手工订货 No permanent location (No schematic)

没有固定位置（无商品陈列）

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Item type 商品类型 : 1. Basic Item 基本商品 (B)2. Special purchase 特别采购 (N)3. Fresh 生鲜 (F)4. Import item 进口商品 (I)

Product Selection

Fresh Item 生鲜商品 :“Apply for fresh food items - usually order

ed and delivered on a daily basis” 指的是每天订货和送货的生鲜食品

Auto-replenishment. 自动补货 Need to identify shelf life 需需需需需需需

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Item type 商品类型 : 1. Basic Item 基本商品 (B)2. Special purchase 特别采购 (N)3. Fresh 生鲜 (F)4. Import item 进口商品 (I)

Product Selection

Imported Item 进口商品 :“ Imported goods from outside country w

ith landed cost by ourselves. ” 自行以到岸成本从国外进口的商品 Direct import 直接进口 Manual order 手工订货 There are the specific data required for

calculating the landed cost such as -

- Duty, Fright, Commission, Broker Insurance fee, etc.

有计算到岸成本所需的明细数据，例如 -关税，运费，佣金，中介保险费等EX. Apply Toy 例，玩具

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Commercial Team 商业团队Work Flow 工作流程

MerchandiseMerchandise采购采购

SchematicSchematic 商品陈列商品陈列

Finance &Finance &AccountingAccounting财务财务

Supply chainSupply chain 供应链供应链

OperationOperation 营运营运VendorVendor 供应商供应商

* Vendor proposes new items供应商建议新商品

Selection Process筛选过程

* Prepare information & Document – Key in Lotus Note准备信息和文件 --输入 Lotus Note

* Send new item package : form, barcode, schematic to Schematic向商品陈列部送交新商品信息：表格，条形码，商品陈列

Check the document审查文件

Draw the schematic画商品陈列

Check Model stock for IM 为 IM检查模型库存

Maintain Master file,维护主文档create new item code创建新商品编码

Test scan Barcode检查条形码

Open Initial order开始最初订货

Receive Schematic package收到商品陈列资料

Receive new goods收到新货

Set Up in Store店内建立陈列

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To offer our customer the best possible value, Lotus tries to sustain a long standing belief,

“We will not be undersold on the identical merchandise on the daily basis”.为了向我们的顾客提供最大价值，易初莲花努力维持一个永久的信念，

“我们每天都以市场上的最低价出售每件商品”

Price set up 价格制定 : (Base on P&P price set up 根据价格制定政策和程序 )

* Get the Net Cost to set up the EDLP price - Best price in the market. 以净成本建立 EDLP 价格 - 市场上最低价 * Determine Retail by consider the dept. average MU. 通过考虑部门平均毛利来决定零售价 * Check the competitor’s price on the same or similar product. 查出竞争对手在同一商品或同类商品上的价格

Pricing 定价

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To maintain the EDLP price, the buyer must consistently check the market and the competitor for the key seasonal and basic item.为了保持 EDLP价格，采购必须坚持调查重要季节性商品和基本商品的市场和竞争对手

Price Change 价格变化 : * Cost Change - Increase/Reduction 成本改变 -升 /降* Competitive price check 竞争价格调查 * Market price change, etc. 市场价格变化

Pricing 定价

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Price Change 价格变化 : 1. Permanent 永久性的Home Office 总公司 :*Base price change 基本价格变化 - cost change 成本改变*Price adjustment 价格调整 - market change 市场变化*Clearance 清仓 - clear stock 清空库存Store 门店 :* Further Markdown 进一步降价* Clearance 清仓

Pricing

Permanent Price Change

永久性价格变化 :

“A change in the price which will not go back to the regular retail”

不会回到原来固定零售价的价格变化 Can be “Markups and Markdowns”

可能是升价或降价 Markups/markdowns are recorded on

the entire inventory (on hand) of each item.

升价和降价记录在每件商品的所有库存里

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Price Change 价格变化 : 2. Temporary 临时性Home Office 总公司 :* Promotion 促销 - price off 减价Store 门店 :* Matching competitor 与竞争对手保持一致* Price override - change price at POS 在收银台上改变价格

Pricing

Temporary Price Change

临时性价格变化 :

“A change in the price which is not permanent and will go back to the regular retail

”

价格改变不是永久性的，会回复到原来的零售价

Can be only “Markdowns” 只可降价 Markdowns are recorded on any items s

old during price change period. 在价格改变期间降价会记录在任一出售的商品上

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Commercial TeamWork Flow

Supply ChaSupply Chaiinn供应供应链链

Create the price change event

创建价格改变活动

MerchandiseMerchandise 采购采购VendorVendor 供应供应商商Cost change成本改变

Change retail改变零售价

Survey调查

Fill in Lotus Note填入 Lotus

Note

Approval process

批准过程

OperationOperation 营营运运

Print out the outstandingprice change report打印出剩余价格变化报告

Temporary临时

Permanent永久

Auto. - activate自动启动

Check Inventory 检查库存

Activate the event

启动活动

Change Shelf label / barcode改变货价标签 /

标牌

Tracking MU/MD report跟踪毛利 /降价报告

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Commercial TeamHow do we buy ?Summarization on Master file se

t up

2.Item Information 商品信息

3.Vendor Information 供应商信息

Pricing 定价

4. Replenishment 补货

5. Special Allowance 特别折扣

1.Sale Class 销售分类

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End

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Additional Topic

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Commercial TeamHow do we buy ?Vendor 供应商

Vendor Code 供应商编码 : There are 2 types. 有 2 种类型

1.1 Trade Vendor 交易供应商Code 编码

Food 食品 00000 - 49999Non - Food 非食品 50000 - 69999Payment on delivery 送货付款 70000 - 79999Consignment 联营 80000 - 89999

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Commercial TeamHow do we buy ?Vendor

Vendor Information 供应商信息 :

1. General Information 总信息 Name & Address 名称和地址 Tax ID. 税收 ID Contact Person 联系人 Telephone & Fax number 电话和传真号

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Vendor


2. Payment Information 付款信息 Credit Term 帐龄 : 60, 90 Days 60 ， 90 天 Payment Method 付款方式 :

* Cheque 支票* Electronic Fund Transfer (EFT) 电子划付

Payment Due 到期日 :* Count from Receipt Date 从收到日起计算* Pay on every Fridays 每个星期五付款

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Commercial TeamHow do we buy ?Vendor


3. Order Information 订货信息 Order Day 订货日 Order Cycle 订货周期 Lead time 从收到订单到送到货的时间

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Commercial TeamWork Flow

AccountingAccounting 财务财务

Approve and review the document officially正式批准和复查文件

LegalLegal 法法务务

Create new vendor code创建新的供应商编码

MerchandiseMerchandise 采购采购

VendorVendor 供应供应商商Get information

from vendor.从供应商处得到

信息

Sign the contacts.签定合同

Send document to Merchandise

Financial to re-check

把文件送往采购财务部复核

Supply ChanSupply Chan 供应供应链链

Send info. To IM to maintain vend

or master把信息送往商品资料部以维护主文档

Open P.O.开立订单

Approved by SVP 由 SVP批准

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Commercial TeamHow do we buy ?Summarization on

Master file set up 建立主文档的总结

1. Department/Class Master file 部门 /分类文档 : Maintain : Department, class and sub-class structure

保存：部门，分类和细分类结构2. Buyer Structure 采购结构

Maintain : Structure of Merchandise team - Authorization Chart 保存：采购队伍的结构 -权限图


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Master file set up

1. Style Master File 商品总信息 : Maintain : Item information ex. Description, pack size, price,etc. 保存 : 商品信息等，例说明、包装、尺寸、价格等2. Style - Size 尺寸Maintain : Size range ( for Apparel)保存：尺寸范围（服装用）3. Style - Color 颜色Maintain : Color code (for Apparel)保存：颜色编码（服装用）4. UPC Matching 条形码匹配Maintain : UPC/ERN 保存：条形码5. Style store discount / Cost master file 店内折扣 / 成本总信息Maintain : Cost, Discount保存：成本，折扣


1.Sale Class

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Master file set up

1. Vendor Master 供应商文档Maintain : Vendor information for Accounting - Name, credit term, etc.保存：为财务部保存供应商信息 -名称，帐期等2. Vendor Contact Person 供应商联系人Maintain : Vendor information for Merchandise - Lead time, order day, etc.保存：为商品部保存供应商信息 - 从收到订单至送到货的时间，订货日3. POM - Purchase order management 采购定货管理Maintain : Replenishment factor 保存：补货因素

2.Item Information商品信息


Pricing 定价

1.Sale Class

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Master file set up



Pricing 定价

4. Replenishment 补货

5. Special Allowance 特别折扣


commercial team 商业团队

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