Preparation of goods for sale. Types and purpose of goods. Pre-sale preparation

One of the most important stages in the sale of products to the end consumer is the preparation of goods for sale. The laid out and conveniently packed goods significantly reduces the time of customer service, unloads sellers and cashiers, stimulates sales growth.

Types of operations for the preparation of goods

Pre-sale preparation of the commercial assortment can be general and special. General training includes unpacking, sorting, visual inspection of the integrity of the packaging of products. The same applies to stowage of goods in designated places - in cells, on shelves, pallets, shelves and so on. Special operations include the assembly of various products, the elimination of minor defects, the packing of loose products. In addition, careful preparation of commodity spaces is necessary - clean shelves and racks will allocate a commodity series, and competent filling of refrigerators will help correctly to decompose frozen production, to present it in the most attractive kind.

In connection with a huge range of incoming products, some stages of special training are shifted from the sellers to representatives of commercial warehouses or manufacturing companies. Thus, representatives of suppliers control the layout of products on shelves and refrigerators, commercial warehouses fill loose goods and so on.

How to reduce the number of pre-sales operations

Features of wholesale and small wholesale trade force retail network managers to make the necessary supplies of products. Sometimes this is due to upcoming holidays, sometimes - with the end of a certain season, when the official distributors vacate their warehouses in order to prepare a place for seasonal goods.

Often wholesale firms provide goods in large packages (cereals, sugar, pasta). For retail trade, such packaging is inappropriate, so the packaging of products in convenient containers of acceptable weight should deal with retailers. Best of all, when it is done not by sellers, but by special employees - the advantages of this approach are especially visible when there are several retail stores.

It is important and the location of the packing department - it is desirable that it was located directly near the trading floor and had a continuous message with it. Studies have shown that fixing the packing procedure for individual workers and in a strictly defined place allows to reduce the duration of the working cycle, reduce the incoming price of goods and increase the turnover of the retail network, since sellers and consultants will directly serve customers, and not pre-sales preparation of the product range.

Informative Packaging

Carefulness, informativeness and brightness of the packaging directly affects the product's appearance. In addition, the legislation regulates the list of necessary data that must be present on the packaging of any product. These include:

• Name of product;
• the weight;
• Price per unit of weight or volume (kilogram, liter);
• The date the goods were packed;
• Name of the outlet.

On the other hand, marketers recommend adding the necessary list of data on the package with such parameters as own brand of the store, brand colors of the outlet, a bright and simple slogan that should be associated with this retail network. So it will be possible not only to attract additional attention to the goods, but also to emphasize its uniqueness and to tie the purchase to this particular outlet.

Rotation

It is not correct to think that the preparation of goods for sale can be limited to beautiful packaging. An important stage of presale preparation is rotation. This term indicates a set of actions aimed at the optimal presentation of the goods on the shelf or in the refrigerator. Sellers who follow the laying out are obliged to review the expiration dates and add the product line taking into account these terms. Otherwise, there may be a situation where only recently imported goods are sold, and the one that was adopted earlier, gradually becomes worthless.

Neglect of the rules of rotation reduces the efficiency of sales and reduces the net profit of the store. Sorting of goods should be conducted regularly, with the rejection of expired, unsuitable positions. Sellers are required to remove goods from the shelves with defects or with opened packaging. A thorough revision of the entire assortment is mandatory for perishable products that need to be sold for a certain time. Also rotation helps to "wash" certain positions, for example, in connection with the termination of contractual relations with the supplier.

Placement of commodity assortment

The trading floor has the final parameters, so it is very important to place the goods in such a way that it is convenient for the buyer and beneficial for the store. Correct arrangement of trading shelves, shelving, refrigerators will increase the turnover of the store, reduce the burden on sellers, save time for buyers.

The basis for the placement of goods can be based on an industry or a comprehensive principle.

The commodity-branch principle presupposes the placement of an assortment of similar products in a number of located trading places. For example, bread - buns, butter - margarine, sweets - cakes and stuff.

An integrated approach provides for the location of goods by generality of demand or by categories that satisfy certain social groups. For example, beer can coexist with nuts, crackers, snacks, dog food - with leashes and muzzles. Seasonal goods can also be placed side by side with an integrated approach. For example, picnic covers will be adjacent to sunburn creams, disposable dishes - with beach towels and so on.

Top positions and "golden" shelves

The turnover of goods directly depends on their availability and attractiveness. The most comfortable zone is the shelves located at eye level. But if you put the most popular products on the "gold" shelves, then the level of its sales will not increase substantially. But the goods of impulse demand, which will be located in less attractive places, will remain unrealized. Therefore, goods of constant demand can be placed on less profitable places - the buyer who came for bread, necessarily buy it, regardless of what shelf it is on. But certain categories of goods - chewing gums, batteries, wet napkins and the like - it is desirable to place in the most top places. This is well known to marketers of supermarkets and large shopping centers, when they place such products in the cash register. This arrangement is also advisable from the point of view of security: it is easiest to take out small goods from the store without paying for it.

Commodity stocks

The time interval for which the goods are prepared for sale can be quite significant, especially if the store itself is packing or packing products. Commodity experts should take into account the period of pre-sale preparation when placing orders, taking into account the turnover of this article and its minimum required number. Also, their duties include monitoring the minimum assortment of goods, resolving various disagreements that arise between the point of sale and the supplier, the processes of exchange or return of products, the establishment of specifications for new positions.

Pre-delivery preparation as a condition of the contract with the supplier

Preparation of goods for sale can and should be done taking into account the proposals of the supplier. The right to sell certain categories of goods, such as cigarettes, freeze, water, some alcoholic beverages, can only get those outlets that comply with the rules of compilation agreed with the supplier. For example, beer in refrigerators is installed in accordance with accepted standards. In this case, each type of product must occupy a certain place.

When carrying out various actions, certain categories of goods are put on "golden" places. To the assortment participating in the action, it is possible to attract additional attention with the help of bright pointers, flyers, beautiful scenery and other things. The appearance of the new product should be emphasized by special price tags.

Violation of pre-sale contracts

For compliance with the rules of laying out the supplier can offer its own equipment: shelves, refrigerators, freezers - for a nominal fee. An additional condition may be the provision of a bonus product, the payment of retro bonuses or other remuneration provided for in the contract.

Track compliance with the rules of the layout should be representatives of the supplier - merchandisers and sales agents. If the rules of the calculation and pre-sale preparation are violated, serious disagreements may arise. As a last resort, the supplier takes his goods and equipment and breaks the contract with unscrupulous traders.