China garment industry Experiencing a process of transformation from manufacturing to market, buyers' market oriented vertical integration capability shows more advantages. What skills should be bought as an agent buyer?

China Fashion daily (hereinafter referred to as CFW): how to calculate the brand or commodity digestibility? Commodity digestibility What are the factors?

Shao Ligang (hereinafter referred to as Shao): Commodity digestibility = quantity of sales. There are two variables that affect digestibility. If one of them is relatively stable, another change will play a key role. The sales volume of a product has a potential to increase proportionally with the quantity delivered at a certain stage, but it will not always increase proportionally.

If a certain shop puts in a commodity surplus, the quantity of sales will be low, which will affect our correct judgement. At this time, we need to refer to the monthly turnover rate.

What should CFW: pay attention to when calculating brand or commodity digestibility?

Shao: first of all, when putting goods into a shop, we should first consider the control of the supply of the whole store, control excessive supply on the amount, determine the proportion of the goods after determining the amount of the supply, and finally determine the reasonable quantity of each product in each category.

Secondly, in the process of calculation, we should refer to historical data, especially the whole area and the seasonal consumption index of each shop.

CFW: generally believes that the higher the digestibility of brands or commodities is, the less true is the low digestibility of brands or commodities.

Shao: the answer to this question by many agents is positive, because low digestibility means less sales and larger inventory.

But, if it's a full-time job, Agent Buyers are only aware of this level, so their professional standards as buyers are not flattered.

CFW: do you have any specific cases to tell us?

Shao: let's look at such a case. The same is for sale of jackets. A sells 100 pieces a day, B sells 10 pieces a day, 45 days later, A sells 4500 pieces and has only 100 pieces of stock left, while B sells 450 pieces, but it also has 100 stocks remaining like A. That is to say, the digestibility of A jacket is as high as 97.8%, and the digestibility of B jacket is only 81.8%.

If you simply look at the digestibility of A and B's jacket, the digestibility is naturally A high and B low. However, if the cost of each jacket of A company is 150 yuan, the gross profit will be only 10 yuan per piece. The cost of B jacket is 150 yuan, and the gross profit is 300 yuan per piece.

In this case, the agent buyer will naturally choose B company. Although B's commodity digestibility is much lower than that of A, B's gross profit margin is much larger than that of A.

The reason for this case is that many agents often compare their brands among brands, and think that their brand is not as good as others' brand digestibility, or they are complacent because the brand digestion rate of their agents is much higher than that of other agents.

The commodity expert team of our nine Party Organization believes that brands can not be compared simply with digestibility, because each brand's rate of increase is different.

The digestibility (including sales volume) of the brand of the mass trading mode is naturally high, but the profit space tends to be relatively low; while the digestibility (including sales volume) of the boutique route brand is usually low, but the profit margins tend to be higher.

Therefore, buying agents should learn to give up the habit of judging the brand and the quality of goods simply by digesting.