沃尔玛管理手册HEN system office room 【HEN16H-HENS2AHENS8Q8-HENH1688】Overview概述This manual will familiarize you with the basic sales floor procedures and Merchandising Standards related to product presentation and merchandising. At times, however, you may need to deviate from these guidelines, with a Coach's approval, in order to get the sales that you need.这本手册将会使你熟悉基本的店面运作程序及有关商品陈列与管理的一些指导知识。
有时候为了促进销售，在经理的批准下你也可以尝试偏离这些指导原则而进行工作。
Merchandising is, for the most part, based on opinion. Do not be afraid to try new things if you feel that it will help increase sales. However, there are many proven concepts that should be applied in all buildings. Also, you must be willing to try someone else's ideas if your techniques are not getting results. Just remember to have fun with it.商品布置这一工作是建立在主观想法的基础上的。
不要怯于尝试新的方法，只要你认为它能促进销售，就去做。
当然，如果你自己的方法不是很有效，也不妨试试其他人的建议。
总之，你要对感兴趣就行了。
"It's almost embarrassing to admit this, but it's true: There hasn't been a day in my adult lifewhen I haven't spent some time thinking aboutmerchandising. I suspect I have emphasized itemmerchandising and the importance of promoting itemsto a greater degree than most any other retailmanagement person in this country. It has been anabsolute passion of mine. It is what I enjoy doingas much as anything in the business. I really loveto pick an item - maybe the most basic merchandise -and then call attention to it. We used to say youcould sell anything if you hung it from the ceiling.So we would buy huge quantities of something anddramatize it. We would blow it out of there wheneverybody else knew we would have only sold a few hadwe just left it in the normal store position. It isone of the things that has set our company apart fromthe very beginning and really made us difficult tocompete with. And, man, in the early days of Wal-Mart it really got crazy sometimes.1虽然要我承认这些有些难为情，但自从我成年以後，就没有一天不想着商品布置的。
我怀疑在商品布置与促销上所下功夫及对之的重视程度是任何其它零销业的管理者所不及的。
这一直是我的一贯方针。
它所带给我的乐趣与我们生意中的任何其它有趣的事情一样大。
我非常喜欢亲自动手包装商品，即使是最最平常的一种商品，而後想办法吸引顾客的注意而将它销售出去。
我们有句话，说“只要你能将它挂起来，你就能将它卖出去”。
因而，我们应订购大批量的某种商品，而且将其变成一富有戏剧性色彩的推销活动。
我们要将它像水一样的喷洒出去，而打破“这东西放在货架上卖不了多少”的神话。
这就是我们与我们的对手之间的区别。
现在回头看看早期Wal-Mart所做的促销活动，你一定会认为我们是一群疯子。
-Sam Walton山姆沃尔顿Who Needs This Information参阅人员•All Sales Floor Partners店面工作人员•All Merchandise Team Leaders全体高级主管人员•All Coaches全体经理人员You Will Learn About你将学到•The Competitive Strategy竞争价格策略•Merchandising Standards for the side steel, endcap features and the cart rail边柜、货架头、路售区的陈列标准•Basic merchandising procedures ., signing, zoning, shrink wrap standards, etc.)基本的商品管理程序(如：标签整理、缠绕膜等)•Item audits/Test scanning盘点/扫描测试•Tools (Planners, Reports)工具(计划、报告)Personal Contacts个人联系•Team Leaders主管•Assistant Coaches副经理•Head Coach总经理•Director of Operations运作部总监Merchandise Base商品基本理论Our company is merchandise driven. The foundation of our business is in selling merchandise. Our philosophy is to sell cost effectively to the Business Member while merchandising aggressively to the Advantage Member. The Merchandise Base consists of the following key elements:我们公司是一家商品促销公司，公司经营的基础是销售商品，我们的经营理念是向全商业会员提供价廉的商品，同时极力满足个人会员。
A limited assortment, 3600 SKU’s.全店商品品种限制在3600种。
We carry only high volume items in the largest, most economical sizes needed by our Members. We do not intend to be their only supplier.我们只销售大批量、会员所需最经济的包装形式的商品，我们不只是希望成为会员的唯一供货商。
Our selling price must represent for our Member a significant savings over traditional sources of supply such asdistributors, factory direct and other retailers. Our intent is to save our members money while providing qualitymerchandise.我们的价格必须能显示比其他传统供应渠道(如配销中心、工厂或其他零售商)的商品更节省，我们的宗旨是为会员提供质优价廉的商品。
Our merchandise selection includes wholesale items:选择商品时要考虑针对批发销售形式的商品：1.Wholesale items should be always in stock.2.要一贯保持有批发商品的库存。
3.Strive to maintain these items in the same location in theClub.4.竭力将这些商品陈列于同一位置。
5.Will change these items only if a better value can besecured or if manufacturer changes or drops the item.6.除非找到更好的批发商品或生产厂家改变商品的生产，否则不改变这些针对批发业务的商品。
The remaining merchandise is Advantage Items:其他商品都是针对个人会员消费的商品：1.Selected for personal use of the Advantage member as wellas the Business member. These will change frequently.2.进货时要选择符合个人会员和商业会员使用的商品。
这种商品会经常变化。
3.They include many one-time special purchases.4.这些商品也包括一次性特别采购的商品。
5.Branded: Normal distribution for these items would bedepartment or specialty stores.6.名牌商品，通常将这些商品销售给小店铺或专卖店。
7.Intelligent loss of business. Our philosophy is early inand sold out before the end of the season. This willminimize our exposure to liability and create the urgency to buy. We should feature items early, teaching Members to purchase NOW.8.聪明的生意损失，我们的原则是在销售旺季结束之前尽快进货，尽快售出。