Rahasia Selalu Mencapai Target Sesuai Rencana dengan Kekuatan Merchandising

Summary

This video offers advanced merchandising strategies to help retail business owners consistently achieve their sales targets. It highlights the importance of clear planning, purchasing budgets, and execution, along with the SMART framework for setting goals. Key concepts like fast-moving and slow-moving goods, ideal inventory composition, and the management of new and dead stock are covered. The presenter emphasizes the role of the merchandising division as the 'heart' of the business, driving sales and maintaining inventory balance. The session also invites viewers to explore further through an advanced merchandising class on Udemy.

Takeaways

• 😀 Clear planning is essential for achieving sales targets; without it, motivation and direction are lacking.
• 😀 Setting a purchasing budget is crucial, as sales targets can only be met if the right amount of inventory is bought.
• 😀 Execution of purchases is key; even with a solid plan, poor execution will lead to failure in reaching targets.
• 😀 The SMART approach to sales planning (Specific, Measurable, Achievable, Relevant, Time-bound) ensures structured goal setting.
• 😀 Fast-moving items (FMI) contribute 80% of total sales and should make up at least 70% of your inventory.
• 😀 Slow-moving goods should be limited to 20% of total inventory; focus on inventory that drives sales.
• 😀 New goods, especially in fashion, should account for 5-7% of inventory, ensuring freshness without overstocking.
• 😀 Dead goods (those with no sales for 3 consecutive months) should be minimized, ideally under 3% of total inventory.
• 😀 Achieving sales targets depends on maintaining low FMI vacancy (under 5%) to ensure product availability.
• 😀 Regularly assess and adjust inventory composition to align with sales goals, ensuring a healthy balance across merchandise types.
• 😀 Investing in merchandising education, like the advanced class on Udemy, provides the tools and knowledge needed to maintain consistent sales performance.

Q & A

What is the primary focus of this script?

The script focuses on the strategies and principles of merchandising that can help retail businesses consistently achieve their sales targets. It emphasizes the importance of planning, budgeting, and execution in the merchandising process.

Why is planning crucial for achieving sales targets?

Planning is crucial because it provides direction and ensures that targets are clearly defined. Without a plan, there is no concrete strategy, and the sales team will lack the necessary motivation and goals to achieve those targets.

What does SMART stand for in the context of sales targets?

SMART stands for Specific, Measurable, Achievable, Relevant, and Time-bound. This framework helps to create clear, actionable, and realistic sales goals that can be tracked and accomplished within a set timeframe.

What is the significance of Pareto’s Law (80/20 rule) in merchandising?

Pareto’s Law suggests that 80% of sales come from 20% of products, meaning that the majority of your revenue will be driven by a small portion of your inventory. Retailers should focus on maintaining high availability of these fast-moving items (FMIs) to drive sales.

What is the ideal composition of merchandise for achieving sales targets?

The ideal composition consists of at least 70% fast-moving items, no more than 20% slow-moving goods, 5-7% new items, and less than 3% dead stock. This ensures a balanced inventory that can effectively drive sales.

Why is execution important in achieving sales targets?

Execution is critical because even with the right plan and purchasing budget, failing to manage inventory and execute the plan effectively will prevent achieving the sales targets. Proper execution ensures that products are available and that sales processes run smoothly.

How does the inventory composition affect sales performance?

A healthy inventory composition, with a focus on fast-moving items and minimal slow-moving or dead stock, ensures that the store has products that align with customer demand. Maintaining at least 70% fast-moving items leads to higher sales and avoids overstocking items that don't sell well.

What are the risks of having too much slow-moving or dead stock?

Having too much slow-moving or dead stock can tie up valuable resources and space in the store. It reduces overall profitability, as these items are less likely to sell and can result in financial losses due to unsold goods.

How should retailers manage purchasing budgets?

Retailers should create purchasing budgets based on their sales plans and prioritize buying fast-moving items. It's important to ensure that these items make up the majority of the inventory, while controlling the purchase of slow-moving and dead stock to maintain profitability.

What educational resources are recommended for learning more about merchandising?

The script recommends enrolling in advanced merchandising courses, like the 'Retail Excellent Series Workshop' on Udemy, which offers in-depth materials and practical templates to manage inventory, purchasing budgets, and sales targets effectively.