沃爾瑪管理手冊

編號：時(shí)間：2021年x月x日書山有路勤為徑，學(xué)海無涯苦作舟頁碼：第頁Overview概述ThismanualwillfamiliarizeyouwiththebasicsalesfloorproceduresandMerchandisingStandardsrelatedtoproductpresentationandmerchandising.Attimes,however,youmayneedtodeviatefromtheseguidelines,withaCoach'sapproval,inordertogetthesalesthatyouneed.這本手冊將會使你熟悉基本的店面運(yùn)作程序及有關(guān)商品陳列與管理的一些指導(dǎo)知識。有時(shí)候?yàn)榱舜龠M(jìn)銷售，在經(jīng)理的批準(zhǔn)下你也可以嘗試偏離這些指導(dǎo)原則而進(jìn)行工作。Merchandisingis,forthemostpart,basedonopinion.Donotbeafraidtotrynewthingsifyoufeelthatitwillhelpincreasesales.However,therearemanyprovenconceptsthatshouldbeappliedinallbuildings.Also,youmustbewillingtotrysomeoneelse'sideasifyourtechniquesarenotgettingresults.Justremembertohavefunwithit.商品佈置這一工作是建立在主觀想法的基礎(chǔ)上的。不要怯于嘗試新的方法，只要你認(rèn)為它能促進(jìn)銷售，就去做。當(dāng)然，如果你自己的方法不是很有效，也不妨試試其他人的建議?？傊?，你要對感興趣就行了。 "It'salmostembarrassingtoadmitthis,butit'strue:Therehasn'tbeenadayinmyadultlifewhenIhaven'tspentsometimethinkingaboutmerchandising.IsuspectIhaveemphasizeditemmerchandisingandtheimportanceofpromotingitemstoagreaterdegreethanmostanyotherretailmanagementpersoninthiscountry.Ithasbeenanabsolutepassionofmine.ItiswhatIenjoydoingasmuchasanythinginthebusiness.Ireallylovetopickanitem-maybethemostbasicmerchandise-andthencallattentiontoit.Weusedtosayyoucouldsellanythingifyouhungitfromtheceiling.Sowewouldbuyhugequantitiesofsomethinganddramatizeit.Wewouldblowitoutoftherewheneverybodyelseknewwewouldhaveonlysoldafewhadwejustleftitinthenormalstoreposition.Itisoneofthethingsthathassetourcompanyapartfromtheverybeginningandreallymadeusdifficulttocompetewith.And,man,intheearlydaysofWal-Martitreallygotcrazysometimes.雖然要我承認(rèn)這些有些難為情，但自從我成年以後，就沒有一天不想著商品佈置的。我懷疑在商品佈置與促銷上所下功夫及對之的重視程度是任何其它零銷業(yè)的管理者所不及的。這一直是我的一貫方針。它所帶給我的樂趣與我們生意中的任何其它有趣的事情一樣大。我非常喜歡親自動手包裝商品，即使是最最平常的一種商品，而後想辦法吸引顧客的注意而將它銷售出去。我們有句話，說“只要你能將它掛起來，你就能將它賣出去”。因而，我們應(yīng)訂購大批量的某種商品，而且將其變成一富有戲劇性色彩的推銷活動。我們要將它像水一樣的噴灑出去，而打破“這東西放在貨架上賣不了多少”的神話。這就是我們與我們的對手之間的區(qū)別?，F(xiàn)在回頭看看早期Wal-Mart所做的促銷

活動，你一定會認(rèn)為我們是一群瘋子。-SamWalton山姆沃爾頓

WhoNeedsThisInformation參閱人員SYMBOL183\f"Symbol"\s14\h AllSalesFloorPartners店面工作人員SYMBOL183\f"Symbol"\s14\h AllMerchandiseTeamLeaders全體高級主管人員SYMBOL183\f"Symbol"\s14\h AllCoaches全體經(jīng)理人員YouWillLearnAbout你將學(xué)到SYMBOL183\f"Symbol"\s14\h TheCompetitiveStrategy競爭價(jià)格策略SYMBOL183\f"Symbol"\s14\h MerchandisingStandardsforthesidesteel,endcapfeaturesandthecartrail邊櫃、貨架頭、路售區(qū)的陳列標(biāo)準(zhǔn)SYMBOL183\f"Symbol"\s14\h Basicmerchandisingprocedures(i.e.,signing,zoning,shrinkwrapstandards,etc.)基本的商品管理程序(如：標(biāo)簽整理、纏繞膜等)SYMBOL183\f"Symbol"\s14\h Itemaudits/Testscanning盤點(diǎn)/掃描測試SYMBOL183\f"Symbol"\s14\h Tools(Planners,Reports)工具(計(jì)劃、報(bào)告)PersonalContacts個(gè)人聯(lián)系 SYMBOL183\f"Symbol"\s14\h TeamLeaders主管 SYMBOL183\f"Symbol"\s14\h AssistantCoaches副經(jīng)理 SYMBOL183\f"Symbol"\s14\h HeadCoach總經(jīng)理 SYMBOL183\f"Symbol"\s14\h DirectorofOperations運(yùn)作部總監(jiān)MerchandiseBase商品基本理論Ourcompanyismerchandisedriven.Thefoundationofourbusinessisinsellingmerchandise.OurphilosophyistosellcosteffectivelytotheBusinessMemberwhilemerchandisingaggressivelytotheAdvantageMember.TheMerchandiseBaseconsistsofthefollowingkeyelements:我們公司是一家商品促銷公司，公司經(jīng)營的基礎(chǔ)是銷售商品，我們的經(jīng)營理念是向全商業(yè)會員提供價(jià)廉的商品，同時(shí)極力滿足個(gè)人會員。Alimitedassortment,3600SKU’s.全店商品品種限制在3600種。Wecarryonlyhighvolumeitemsinthelargest,mosteconomicalsizesneededbyourMembers.Wedonotintendtobetheironlysupplier.

我們只銷售大批量、會員所需最經(jīng)濟(jì)的包裝形式的商品，我們不只是希望成為會員的唯一供貨商。OursellingpricemustrepresentforourMemberasignificantsavingsovertraditionalsourcesofsupplysuchasdistributors,factorydirectandotherretailers.Ourintentistosaveourmembersmoneywhileprovidingqualitymerchandise.

我們的價(jià)格必須能顯示比其他傳統(tǒng)供應(yīng)渠道(如配銷中心、工廠或其他零售商)的商品更節(jié)省，我們的宗旨是為會員提供質(zhì)優(yōu)價(jià)廉的商品。Ourmerchandiseselectionincludeswholesaleitems:

選擇商品時(shí)要攷慮針對批發(fā)銷售形式的商品：Wholesaleitemsshouldbealwaysinstock.

要一貫保持有批發(fā)商品的庫存。StrivetomaintaintheseitemsinthesamelocationintheClub.

竭力將這些商品陳列于同一位置。Willchangetheseitemsonlyifabettervaluecanbesecuredorifmanufacturerchangesordropstheitem.

除非找到更好的批發(fā)商品或生產(chǎn)廠家改變商品的生產(chǎn)，否則不改變這些針對批發(fā)業(yè)務(wù)的商品。TheremainingmerchandiseisAdvantageItems:

其他商品都是針對個(gè)人會員消費(fèi)的商品：SelectedforpersonaluseoftheAdvantagememberaswellastheBusinessmember.Thesewillchangefrequently.

進(jìn)貨時(shí)要選擇符合個(gè)人會員和商業(yè)會員使用的商品。這種商品會經(jīng)常變化。Theyincludemanyone-timespecialpurchases.

這些商品也包括一次性特別採購的商品。Branded:Normaldistributionfortheseitemswouldbedepartmentorspecialtystores.

名牌商品，通常將這些商品銷售給小店鋪或?qū)Ｙu店。Intelligentlossofbusiness.Ourphilosophyisearlyinandsoldoutbeforetheendoftheseason.Thiswillminimizeourexposuretoliabilityandcreatetheurgencytobuy.Weshouldfeatureitemsearly,teachingMemberstopurchaseNOW.

聰明的生意損失，我們的原則是在銷售旺季結(jié)束之前盡快進(jìn)貨，盡快售出。這樣做，能減少風(fēng)險(xiǎn)并營造購買的緊迫感。對此，我們要盡快特別作出陳列，指引會員現(xiàn)在購買。

SixBasicRightsofMerchandising商品的六個(gè)“正確”SAM’sClubhasadoptedtheSixBasicRightsofMerchandisingthatisthecornerstoneofmeasurementforeveryitemintheclub.Theserightsare:

山姆會員店采用商品的六個(gè)“正確”原則，店內(nèi)每種商品都要攷慮到這個(gè)原則。這六個(gè)“正確”是：TheRightMerchandise正確的商品FirstithastobeanitemthatourMemberswouldwanttobuy.首先，所選的商品必須是會員需要的商品。TheRightTime正確的時(shí)機(jī)Seasonallycorrect.WehavetopresenttheitemtoourMembersatatimetheywouldwanttopurchasetheitem.隨季節(jié)選貨，必須在會員購買的季節(jié)展示出來。3. TheRightQuality正確的質(zhì)量Productselectionisofthehighestgrade,construction,anddurability.Merchandisedisplaysaccuratelyreflectthequalityofthemerchandiseandenhanceproductsales.所選商品是品質(zhì)優(yōu)良的商品。4. TheRightQuantity正確的數(shù)量Amountofproductmustsupporttherateofsalewewanttogenerate.Presentationshouldbeofasizethatdemonstratesourcommitmenttotheitem.只有足夠貨量才能支持我們所要求的營業(yè)額，商品展示的規(guī)模能顯示我們對商品的承諾。5. TheRightPrice正確的價(jià)格Mustrepresentavalue.Hastoshowsubstantialsavingsovertraditionalchannelsofdistribution.價(jià)格必須反映價(jià)值，必須能比傳統(tǒng)零售的商品更節(jié)省。6. TheRightPlace正確的位置Inthebestlocationtomaximizesales.EnsurethecorrectitemsarefeaturedontheCartRail,Endcaps,Checkouts,SeasonalandFlexAreas.以最佳的陳列位置來擴(kuò)大銷售。確保在路售區(qū)、收銀機(jī)旁、貨架頭等有特賣的商品的陳列。

StandardsWithinPresentation商品陳列標(biāo)準(zhǔn)Therearebasicclubstandardsthatshouldbefollowedeverydayasanexpectationforbeingreadyforbusiness.Thesestandardsinclude:以下是每天開店?duì)I運(yùn)前所要遵循的會員店標(biāo)準(zhǔn)：Merchandiseshouldbepalletdriven(wherepossible)withnohandstacking.(N/A不適用中國)要用卡板來補(bǔ)貨(有可能情況下)，而不應(yīng)用手堆疊。Aislesandendsshouldbelaserbeamstraight.(Merchandisersshoulduseamalletorpalletjacktoexecuteaconsistentappearance.)

過道邊櫃及貨架頭的卡板要筆直(用液壓卡板拖車來保持貨架外觀)。Everymerchandiseitemoutforsaleshouldhaveanitemsigntocommunicatetheprice.Withinthisprogram,signingshouldbeneatandconsistentthroughouttheClub.

在銷售中的每個(gè)品種的商品都要有價(jià)格牌，店內(nèi)所有標(biāo)簽要整潔。Displaysshouldaccompanyeverymerchandiseitem(whereappropriate),andshouldbeclean,secured,completeandfunctional.

樣品要與存貨一起陳列(如有可能)，樣品要干淨(jìng)、安全擺放，配件齊備，并能正常使用。Thesalesfloorshouldbecleanandsafewithmerchandiseneat.

樓面要干淨(jìng)、安全，商品陳列要整潔。ThemerchandisepresentationshouldbeFULL,massouttheinventoryonthesalesfloor.

所陳列的商品要豐滿，能大量展示商品庫存。OverallFloorAppearance總體外觀Therearesomebasicstandardstofollowregardingtheoverallfloorappearanceoftheclub.Thesestandardsinclude:會員店總體外觀有以下幾個(gè)基本的標(biāo)準(zhǔn)：Trashcansonthesteel(N/A不適用中國)中國作法：樓面適當(dāng)?shù)胤接欣?。AlllightbulbsintheceilingandFreezer/Coolerinworkingcondition

屋頂?shù)娜展鉄艏袄錂?凍櫃處於良好工作狀態(tài)。Areabetweenpalletsisclean卡板與卡板之間的地面要干淨(jìng)。Coffincoolerscleananddefrosted冷藏地櫃要干淨(jìng)並且無霜。Polespainted防撞術(shù)要噴上油漆。Floorcleanandfreeoftrashandspills地面干淨(jìng)無垃圾，無溢出物。MemberExpectationsChecklist會員期望檢查清單ToensurewearemeetingClubstandardsduringallhoursofoperationandstrivingtoexceedtheexpectationsofourmembers,wehavedevelopedaMemberExpectationsChecklist.為確保會員店開店期間都符合會員店的標(biāo)準(zhǔn)，以超出會員的希望，制定出以下的《會員期望檢查清單》。Thischecklistshouldbecompletedtwotimesperday:每天至少要兩次根據(jù)清單上的內(nèi)容進(jìn)行檢查：onehourpriortoclubopeninginthemorning每天早上開店前一小時(shí), and和at2:00pmeachafternoon每天下午2：00.TheMerchandiseManagerisresponsibleforthecompletionofthechecklist,butSalesfloorPartnerswillprobablybeaskedtoassistinthecompletionofcertainportionsasitpertainstotheirareaofresponsibility.商品經(jīng)理要負(fù)責(zé)完成此清單的檢查工作，但樓面各區(qū)域員工要協(xié)助該區(qū)域的檢查工作。OnthefollowingpageisacopyoftheMemberExpectationsChecklist.ReadeachpointsoyouaremoreawareoftheClubstandardsasitrelatestosigning,zoning,displays,demos,spotboxes,etc.以下是一份《會員期望檢查清單》，逐項(xiàng)閱讀以理解會員店關(guān)於標(biāo)簽、區(qū)域整理、展示、陳列等。

MemberExpectationsChecklist會員期望檢查清單Club會員店號:_______Date日期:__/__/__TASK內(nèi)容INITIALS檢查人1.Signing

標(biāo)簽OPEN2PM2：00YES是NO*否Arepullticketsinplaceforsecurity/bulkymerchandise?

大件商品的陳列是否貼有安全標(biāo)簽？Aresignsdisplayedwitheverymerchandiseitemonthesalesfloor?

樓面銷售的每種商品是否有價(jià)格標(biāo)簽？Isshelfmaintenancecompletewithallsignsposted?

貨架維護(hù)報(bào)告是否完成，并貼上新標(biāo)簽？Comments備注:______________________________________________________________________________________________________________________________________________________________________________2.Zoning區(qū)域整理OPEN2PMYESNO*Dothemerchandiseaisleshaveacleanandneatappearance?

通道上陳列的商品是否干淨(jìng)整潔？Arethemerchandisepallets“l(fā)ockeddown”(emptyboxespulledandtoplayersleveled)?

卡板上的空箱是否取走，并補(bǔ)齊貨？Comments備注:________________________________________________________________________________________________________________________________________________________________________________________________3.Displays樣品OPEN2PMYESNO*Aredisplaysclean,operableandsecured?

樣品是否干淨(jìng)、功能正常、陳列安全？Dodisplayslookexactlyliketheproductrepresentedforsale?

樣品與存貨是否一樣？Aregridsusedwhenneededtovisuallydisplayproductfeatures?

是否使用網(wǎng)絡(luò)板來突現(xiàn)展示樣品(N/A不適用中國)Comments備注:________________________________________________________________________________________________________________________________________________________________________________________________4.Demos試喫OPEN2PMYESNO*Areproductdemoslocatednearthemerchandise?

試喫品是否靠近該商品的陳列點(diǎn)？Isthereadequateinventoryonhandtosupporteveryproductdemo?

試喫品的庫存是否足夠？Comments備注:__________________________________________________________________________________________________________________________________________________5.SpotBoxes(N/A不適用中國)OPEN2PMYESNO*Arespotboxesfullystockedwithoneitem?Doeseveryspotboxcontaintheappropriatemerchandise(i.e.,demos,CWOs,seasonal,etc.)?Comments備注：____________________________________________________________________________________________________________________________________________________________________________*ProvideexplanationforALLincompletetasks.如果哪項(xiàng)沒有完成，則要寫下理由。

MemberExpectationsChecklist(Cont’d)

TASKINITIALS6.LowsandOuts缺貨情況OPEN2PMYESNO*Ifmerchandiseison-hand,hasitbeenlocatedandrestocked?

如果商品有現(xiàn)貨庫存，是否陳列出來？Ifmerchandiseisnoton-hand,haveyoucheckedtoseeifthemerchandiseisonorder.Ifnot,haveyoucommunicatedtotheDirectorofOperations?

如果沒有庫存，是否檢查該商品是否有無訂貨，如果無訂貨，是否與總經(jīng)理或營運(yùn)總監(jiān)聯(lián)系？Comments備注:_________________________________________________________________________________________________________________________________________________________________________________7.SteelStandards貨架標(biāo)準(zhǔn)OPEN2PMYESNO*Arepalletssafelystacked?所有卡板是否安全陳列商品？Arepalletslocatedinornearthesameaisleasthemerchandiselocatedonthesalesfloor?(N/A不適用中國)Comments備注:________________________________________________________________________________________________________________________________________________________________________________8.Staffing人員OPEN2PMYESNO*Arecriticalmerchandiseareasoftheclubstaffed(e.g.,computers,tires)?

關(guān)鍵區(qū)域的人員是否足夠Comments備注:________________________________________________________________________________________________________________________________________________________________________________9.Floors樓面OPEN2PMYESNO*Arethefloorsclearofpallets,trashandlifts/jacks?

樓面是否無空卡板、無垃圾、無扠車/拖車？Comments備注:________________________________________________________________________________________________________________________________________________________________________________10.FreshDepartments鮮食部門OPEN2PMYESNO*Iscurrentproductinrotation,cleanandfull?

陳列出的商品是否新鮮、干淨(jìng)、豐富？Comments備注:________________________________________________________________________________________________________________________________________________________________________________11.CheckReceiving檢查收貨部OPEN2PMYESNO*Are“hot”itemsoutonthesalesfloor(notinreceiving)?

新商品或暢銷品是否控制樓面進(jìn)行陳列？Comments備注:________________________________________________________________________________________________________________________________________________________________________________Ifall11areashavebeenreviewed,signbelow完成以上所有11個(gè)區(qū)域檢查，在下面簽名:___________________________/____/____ ____________________________/____/____GeneralManager總經(jīng)理 Date日期 MerchandiseManager商品經(jīng)理 Date日期*ProvideexplanationforALLincompletetasks.

SteelStandards貨架標(biāo)準(zhǔn)Reserves儲存貨架Categorizeitemstogetherintheuppersteelonthefrontsideofthefirstracks(facingtheentrance).ThisdemonstratestotheMemberourbuyingpowerandwholesaleconcept.Itemstocategorizewouldinclude:將商品分門另類地存放于高貨架或第二層貨架上(正面對外)，這樣存放可以向會員灌輸批發(fā)商品概念。InGroceries-Juice,SodaorPaperproducts.

干貨：果汁、蘇打飲料或飲品。InCenterSection-Copypaper,paperproductsorchemicals(whereapplicable).

路售區(qū)域—復(fù)寫紙、紙品或化學(xué)製品。InHardlines-Computersortelevisions(ifquantitiesareavailable).

五金—計(jì)算機(jī)或電視機(jī)(如果數(shù)量足夠)。Merchandiseinthereservesteelshouldbestoredonthesamerackasthemerchandiseonthesalesfloorwheneverpossible.Aslongasit’sinthesamerun,merchandisewillbeeasytolocateandeasytoidentifyforaudits.

高貨架上的存貨盡量與陳列于地面上的商品相一致，只要是在同一條貨架地面上的陳列與高貨架存貨一致，方便找貨。FullorpartialpalletsCANbestoredineithertheMIDDLEorTOPreserves.高貨架或中間貨架可以儲放滿卡板或半卡板的商品。Everypalletinthereservesteelshouldbeclearlymarkedwithastandardslottagtoidentifythemerchandise.Makesureslottagsareputinthesamepositiononeverypalletforconsistency.高貨架上儲存的商品必須有儲存標(biāo)簽，以便辯認(rèn)該商品，儲存標(biāo)簽在每個(gè)卡板上的位置要一致。CenterReserves-Theheightofthefirstbarofsteelshouldbeapproximatelyfivefeetfromthefloor(exceptinthecerealaislewherethedistanceis5boxeshigh).Pailsortubsshouldbestoredinthemiddlesteel;theseitemsareasafetyhazardandshouldneverbestoredintheuppersteel.中間儲存貨架—中間儲存貨架的第一根橫鋼要與地面保持5尺的高度，桶和盒不能

存于高貨架，這些商品存于高貨架容易造成危險(xiǎn)。

SteelStandards(Cont’d)貨架標(biāo)準(zhǔn)(續(xù))

Reserves儲存貨架Partialpalletsshouldbeworkedatleastonceperweektoensureproperrotationofthemerchandise,stockstatusintegrityandthatpalletsarequicklyreturnedtotheDistributionCenter.每周至少要查看一次，不滿一卡板貨的商品，確保按時(shí)陳列出來，注意庫存狀態(tài)，不用的卡板要迅速返回配銷中心。Safety-ItisimportantwhenstoringmerchandiseinthereservesteelthatwepracticeappropriatesafetystandardstoprotectourPartnersandMembers.安全—在高貨架上儲存商品，安全非常重要，只有安全儲存才能保護(hù)員工和會員。Neverbackstockchemicalsoverfooditems,orviceversa.

禁止在食品上方儲存化學(xué)製品。Themaximumweightthatshouldbestoredperslottingsectioninthereservesteelisdependentonthetypesteelthatyouhave.

高貨架上每個(gè)卡板承受的重量取決于鋼架的類型。BarLengthxWidth MaximumWeight鋼架長寬能承受最大重量 96”x6.5” 9,000lbs.4086kg

96”x4.5” 7,000lbs.Receiving收貨部(N/A不適用中國)NomerchandiseshouldbestoredintheReceivingareaexceptforhighvolumeorbulkymerchandisestagedforstockingonweekends(ie.bathroomtissue,papertowels,soda)oranymerchandisetoolargetoputinthesteel(ie.ridinglawnmowers,compressors)SideCounters邊櫃Thestandardheightforthefirstbarofsteelingroceries,hardlinesandcentersectionshouldbeapproximately5feet?fromthsefloor.However,theheightofthesteelmayvarybycategory.日用雜品、五金區(qū)域的貨架離地面第一條橫鋼與地面距離5英寸，然而，不同的分類的高度有所不同。SteelStandards(Cont’d)貨架標(biāo)準(zhǔn)(續(xù))

Ifacategoryrequiresthatthesteelbehigherforoneiteminthesidecounter,thenconsistencyintheheightofthebarsdowntheentireaisleshouldbemaintainedifatallpossible.如果邊櫃上某個(gè)商品要求其貨架高度與同一貨架的其他商品的高度要高，則整條貨架的橫鋼高度要一致。SideCounters(Cont’d)邊櫃(續(xù))Secondaryshelves-Whenadditionalsteelisrequiredformorethanone8-footsectionoftheaisle,thebarheightsmustbeconsistentthroughouttheentireaisleifatallpossible.每二層貨架—如果第二層貨架上某個(gè)商品要求其貨架高度比同一層其他貨架高，則

整個(gè)第二層貨架高度要一致。InGroceries,additionalsteelshouldbeusedtoraisesugar/flour/dogfood/riceatleast6?abovethefloorforcleaningpurposes.(N/A不適用中國)

InCenterSection,whenpossible,allitemspresentedinthisareashouldbebackstockedintheCenterSection;thiswouldincludeofficesupplies,officefurniture,booksandbasicapparel.InmanyClubs,steelisnotavailableintheCenterSection;fortheseClubs,themerchandiselocationshouldbeidentifiedandmaintainedincertaindesignatedareas.

(N/A不適用中國)中國作法：路售區(qū)域的整條貨牆要高度一致，中間留一兩個(gè)空卡板，方便會員走動。LaserBeamStraight-Theprofileofeachpalletintherun(sidecounter)mustbestraight.

貨架卡板成直線—邊櫃上的所有卡板向外的一邊成一條直線。

Displays樣品Displayshelpsellthemerchandise.Amemberismorelikelytobuysomethingiftheycanseewhatitlookslikeandhowitworks.樣品展示能促進(jìn)銷售，會員通常在親眼看到商品外觀及功用後才會購買。Display-Sign-Merchandiseshouldbeusedwheneverpossible.

店內(nèi)任何地方商品陳列要遵循這樣的順序原則：樣品—價(jià)格標(biāo)簽—存貨。Thefollowingareguidelinesfordisplays以下是樣品展示的指南: Keepdisplaysclean.Dustdaily.保持樣品干淨(jìng)，每天要除塵。 Displaysmustlookexactlyliketheproductrepresentedforsale;nomissingpartsorpartiallyassembled.

樣品與商品完全一樣，樣品不能有配件缺失。 Keepdisplaysoperableandingoodcondition..Repairdamageddisplays.Connectappropriatedisplaystoanearbypowersourceforattraction(e.g.,computers,televisions,etc.)

樣品處于良好的工作狀態(tài)，破損樣品要維修好，幾種相類似的商品陳列在一起能吸引會員(例如：電腦、電視機(jī)等)。 Keepdisplayssecure.Tiedownalldisplaystopreventaccidents.

確保樣品安全陳列，將樣品適當(dāng)固定以防止意外事故。 Displayshelpsellthemerchandise.Usegridstodisplayallaccessoriestoshowthememberalltheygetwiththeitem.

樣品的展示有利于促銷商品，可用鐵格柵欄來陳列配件，方便會員挑選。 Usevendorsupplieddisplaysifavailable.

如有可能用供應(yīng)商的商品作為樣品。NOTE: Toensuredisplayguidelinesarebeingfollowed,assignapartnertodisplaysasadailyresponsibility.注意：為確保樣品陳列的到位，最好指定員工對此負(fù)責(zé)。

Signing價(jià)格標(biāo)簽SigningisaveryimportantcomponentofMemberService.Ifamembercannotfindthepriceofanitemtheywantorifthesigniswrong,youwillusuallylosethesaleofthatitem.價(jià)格標(biāo)簽是會員服務(wù)的一個(gè)重要方面。如果一個(gè)會員不能看到他們所想看的價(jià)格商品價(jià)格標(biāo)簽不正確，我們將失去銷售的機(jī)會。ClubpartnersmustwalkthrougheachsectiondailytoensureEACHandEVERYitemhasacorrectsign.你必須每天巡查你的工作區(qū)域以保證每件商品均有正確的標(biāo)簽。Remember...Oneofourbasicmerchandiseconceptsis:記住……我們的商品陳列概念是： Display樣品 Sign價(jià)格標(biāo)簽123456Panasonic $139.00MicrowaveOven Merchandise(palletdriven)存貨(以卡板陳列)

Signing(Cont’d)價(jià)格標(biāo)簽(續(xù))Signsshouldbecenteredoverthemerchandise,andthebottomofthesignholdershouldbeflushwiththebottomofthebar.標(biāo)簽應(yīng)放于商品的正上方，標(biāo)簽袋的底部應(yīng)與貨架梁的底部對齊。Allfaded,bent,tornorraggedsignsshouldbereplaced.Oldsignholdersshouldbereplacedwherenecessary.所有破、褪色、卷曲的標(biāo)簽必須更換，舊標(biāo)簽袋也應(yīng)及時(shí)更換。Alwayspresentourbasicconcept.永遠(yuǎn)遵守標(biāo)識的概念準(zhǔn)則。Display展示商品Sign標(biāo)簽Merchandise擺放備貨Allsignsshouldbeneatandcorrect.所有標(biāo)簽必須保持整潔和正確。Allendcaps-largesigns(exceptinthepalletpodsinsoftlines).

除(PalletPods)服裝部之外，所有貨架頭須以大標(biāo)簽/旗標(biāo)標(biāo)注。SideCounters/Softlines/FlexArea-mediumsigns.

櫃臺區(qū)用大標(biāo)簽。Checkouts-largesignattachedtobracketorT-barsaboveproduct.

入口處特價(jià)區(qū)在T形管上用大標(biāo)簽。Cartrail-usemediumsignsifontheT-barsystem;otherwiseuselarge.

大型標(biāo)識。PullticketsforsecuredmerchandisemustbefullystockedandavailableforMembersatthemerchandisedisplay.(N/A不適用中國)Freezer/Cooler-mediumsignsonthesiderunandlargesignsforfrontfeaturedoors.

冷櫃、凍櫃—貨架邊上用中型標(biāo)簽，大型標(biāo)簽用于展示品和前門。Mail-inRebateProgram-Ournewrebateprogramcombinesmanufacturerrebatesintoamonthlongevent.Therewillbeoneeventperquarter.Signingincludes:(N/A不適用中國)81/2OfferPagesign(whichyouputinasheetprotectorcoverandhangonendcapfeaturesanddemos),APhotoShelfSign(whichyouplaceinaplasticsignsleeveandputnexttotheregular/priceitem),andGenericShelfSign(tobeusedonlyifaphotoshelfsignisnotbeingusedtoidentifyarebateitem).SigningDirections標(biāo)簽指南The“LimitedQuantity”signingflipsshouldbeattachedtomediumsignsonlyfor‘pecialBuy’items.“NewItem”signscanattachtomediumsidecountersigns(asaflip)ortolargeendcapsignsit(asabacker).“Newitem”signsshouldremainonnewitemsfor30days.

Creditinformationsigningshouldbedisplayedonthesalesfloorespeciallynearadvantage,highticketmerchandisetopromoteSAM’sClubCredit.(N/A不適用中國)

FactTags(N/A不適用中國)

FactTag(Cont’d)ForinstructionsonhowtoprintFactTagsrefertotheFIRSTSTEPScreensManual,GeneralApplicationsModule.SignHolderSignHolder(Opening) SmallSign SmallFactTagPlacetheFactTagtotherightofthepricesign.Turnthesignholderstomaketheopeningontheleft,thusallowingyoutoinserttheFactTagfirst.ThiswillalleviatehavingtoremovetheFactTageachtimeyouchangethepricesign.DONOTCUTSIGNHOLDERS!FactTagFileMaintenancePreviously,thesignsthatprintedduetofilemaintenancedidnotprintanaccompanyingfacttag.Withthisenhancement,iftheitemhasafacttagassignedtoit,itwillprintautomatically.Theprocessofprintingsmallfacttagsandsmallsigns,thencuttingandpastingthemtogetherhasbeeneliminated.Bothpieceswillprinttogether,onamediumsizesign;thepricewillbeontheleftandthefacttaginformationontheright.Thisdoesnotchangethedirectionthatcertaincategoriesarerequiredtohaveafacttag(categories:05,06,10,11,14,31).Itdoes,however,takethelaboroutofdeterminingwhatitemswithinthesecategorieshaveafacttag.BecausethischangedoesmeanthatALLfacttagswillprint,theClubwillhavetomakethedecisionnottousethefacttagfortheoptionalcategories.

FactTagExampleExample-FactTag592193592193EXXISQUADMONITOR:17?RWITH4CAMERAS$00EXXISEXXISQuadMonitor:17?With4Cameras

a*17?Monitorallowsviewingof4cameras

*Includes4low-lightccdcameras*Time&datestamppreciselypinpointseventstakingplace*Optionalalarmdevicesbringsareatofullscreendisplay*Cameratiltingallowsidentificationofmonitored/locationWARRANTYINFORMATIONOneYearParts/90DaysLabor/Service1-800-683-9947ITEM#592193MODEL#EO-1742WCSM13991399CartRailPrinciples“You’llneverhaveasecondchancetomakethefirstmerchandisingimpression”.TheCartRailistheClub’stooltogrowsalesbywillcreatingabuyingfrenzyamongMembersenteringtheClub.AgoodCartRailpresentationisonethatdoesnotlettheMemberleavethisareawithanemptycart.ThekeytoeffectiveCartRailmanagementisdailytrackingoffeaturesalesandfastreplacementofitemsthatdonotproduce.

CartRailMerchandiseExpectations(中國作法)入口商品特賣區(qū)陳列要求Thefirstimpressionyoumaketothemember.

此處陳列的商品能給會員第一印象。Createabuyingfrenzy.FeaturenewanduniqueitemsofsuchavaluethatmembersbeginshoppingimmediatelyuponenteringtheClub.

能營造一股購物熱潮，在此處展示價(jià)值獨(dú)特的新商品能讓會員一進(jìn)店就購買。Itemsmustalwaysbeshowninfullpallets.

卡板上的商品要足夠豐滿。Generally,noitemsshouldstayonthecartrailformorethantendays.

通常說來，此區(qū)域的商品展期不超過10天。Itemsonthecartrailshouldbeimpulsivetypeitems,capableofproducinghighdollarvolume,andmustrepresentagreatvalue.

在此處陳列的商品應(yīng)是引起會員衝動購物的商品，銷量高，體現(xiàn)物超所值的商品。MerchandiseselectiononthecartrailshouldreflectChristmas,Halloween,Easter,andBack-To-Schoolduringtheserespectiveseasons.FollowthemonthlyMerchandisePlannerforspecifictiming.

此處的商品能反映春節(jié)、中秋、聖誕節(jié)、元旦、“回到學(xué)?！钡裙?jié)日的氣氛，

具體《每月商品展示計(jì)劃》。Itemsshouldalwaysbemeasuredforhighvolumeresultsandchangedquicklyiftheitemsdonotproduce.Lowmargincommodityitemsshouldnotbeshownonthecartrail,i.e.,papertowels,motoroil,soda.

此處的商品的選擇要攷慮商品的銷售額，如果銷售不理想，則要迅速變換商品，低毛利的商品不應(yīng)陳列于此處，如紙巾、汽水。

Atleastonehalfoftheitemsfeaturedmustbe$50.00orless.(N/A不適用中國)TherewillbetimesthatspecificitemswillbemandatoryforthecartrailandcommunicationwillbesentthroughtheMerchandisePlanner,MerchandiseNotesorPriorityNotes.

有些商品是必須陳列于入口特賣區(qū)或路售區(qū)，可參閱《每月商品展示計(jì)劃》。Itemsfeaturedshouldbefor“individual”typepurchasesthatappealtothemajorityofMembersshoppingyourClub.

此處陳列的商品應(yīng)該攷慮到個(gè)人會員的購買，以供大部分會員購買。Wherepowerisavailable,spotboxescanbeputonthecartrail.Theguidelinesarethatthespotboxcontainsoneitem,specialbuy,and/orseasonallycorrectmerchandise.(N/A不適用中國)IfusingtheT-barsystem,utilizemediumsigns.Otherwiseuselargesigns.(N/A不適用中國)NOTE:SomeClubconfigurationshaveshortsteelorareunabletobuildwoodenshelvesfordisplays.Theshelvingisnotrequired.Noticepalletdriven,impulseitemswithgreatpricepoints.(N/A不適用中國)盡量張貼大號標(biāo)簽。(中國作法)對于某些特別商品或某個(gè)銷售季節(jié)，可以選擇在入口特賣區(qū)或路售區(qū)用貨架陳列商品，如春節(jié)期間的水果藍(lán)、禮盒等。EndcapFeatureSpace貨架頭陳列要求EndcapPrinciples貨架頭陳列原則EndcapsarethesinglemostimportanttoolforanitemmerchanttogrowitemsalesbybuildingClubtrafficandencouragingimpulsebuyingbyMembers.貨架頭是增加商品銷售的一種最重要的工具，貨架頭能吸引客流量，製造衝動購買。Thekeytoeffectiveendcapmanagementisdailytrackingoffeaturesalesandfastreplacementofitemsthatdonotproduce.

有效管理貨架頭的關(guān)鍵是每天跟進(jìn)其銷售，因如果銷售不理想，則要換其他商品陳列于貨架頭。EndcapMerchandiseExpectations貨架頭陳列要求Oneitemperfeature一卡板一種貨Noitemduplication不能有重複的貨架頭商品Donotput3likeitemsonendcapswhereamemberisonlylikelytopurchaseoneoftheitems(i.e.Tide,Cheer,andFamilyTree).

Itemscanberelatedonanend.Itemsthatareassociated(or“gotogether”willencouragememberstomakeadditionalpurchases(i.e.,Tide,FamilyTree200ctFabricSheets,Cascade)

互相關(guān)聯(lián)的商品能刺激會員的額外購物(如：汰漬洗衣粉、床上用品)

Ifanitemisfeaturedontheend,itshouldnotbeintherun(sidecounter).

如果貨架頭上有陳列，則邊櫃上不能重複陳列。ForGroceryends-wherespacepermitsclubsshouldhavefourpalletendsonyourgroceryaisles.(Theonlyexceptionto4-palletgroceryendsiswhereyoucannotmaintainaislespaceofaminimumof13feet.)Groceryendsshouldincludefortheinsidepalletpositions(closesttothesteel)basic,highvolumeproducingitemsthatareextensionsoftherunandtheoutsidepalletpositions(facingthemaintrafficaisles)shouldbespecialbuys,seasonllycorrect,newanddifferentitems,and/orregionalitems.

ForHardlinesends-featuresshouldbe3newanddifferentitems.TheitemsshouldbeneartheaisletheyrepresenttogivetheMembersa‘draw’tocomedownt