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Agency piece the shoeshine that the boss ate a batch of new brands, but 3 months went, the business all the time very insipid, he also was done a few times during dozen lose sales promotion kind activity, but before last still piles up in the hand the inventory of more than 10000 shoeshine. Around piece the boss invested near 30 thousand yuan in all, face sell the shoeshine that does not go out tardy, he is very pained, contacted my colleague finally.
Piece the boss appeals to the colleague, after path palpability one's purpose in coming, the colleague clutchs analyse into quotations field survey and product, decided a plan finally. It is this plan, the supply of goods that makes he piles up sells one sky entirely between 20 climate, net profit embellish 20 thousand the left and right sides. Today triumphant elder brother, share this case to everybody:
Through plan plan, the in XX village doorway street after 3 days on the road: "High-grade shoeshine 5 yuan of try out, buy 2 to send an umbrella " paste of sales promotion placard come out! Everybody can ask: "Umbrella can compare shoeshine costly, so give not be out of pocket? " above all we analyse:
1, we need dish of vivid stock foundation and medicine to bring, place's cheapest umbrella retail price is 10 yuan are controlled, so, will look to common people, umbrella and 10 money are equivalent. Such, look in them activity of this sales promotion was not in an unfavorable situation almost the risk that be duped. Because, the common people of stand or fall of the umbrella is judged very easily;
2, umbrella is a necessaries of life, this gift has certain and economic value, so clients want;
3, it is high-grade that we publicize this shoeshine article, just let a client produce the psychology that collects petty gain actually, the ability receiving price because of a shoeshine 5 wool money, and the trade price of umbrella is 4 yuan.
{! - - PGC_COLUMN- - }On put together, this " buy 2 send one " the cost of the formula is 5 yuan, the client should be bought only is 2, so earn 5 yuan firmly, this is the profit margin of 50% ! If you do not understand, so triumphant elder brother is again detailed tell train of thought:
5 yuan of money that come earning in light of the surface is the profit of shoeshine: Namely price of profit = shoeshine - shoeshine cost - umbrella cost, namely 5 yuan of =10 yuan - 1 yuan - 4 yuan. But actually commercial pattern had produced a change: Namely the client is to developing umbrella to come, is not shoeshine. That is to say, the client does not approbate alleged and high-grade shoeshine 5 yuan value, they more the value that those who approbate is 10 yuan of umbrella. So, selling profit is to come from the fund that sells umbrella actually, it is the price difference between trade price and retail price.
What sell on our name is shoeshine, what sell actually is rain, the client still can get two high-grade shoeshine, feel it is cheap to was occupied thereby.
Although this is the small strategy of a sales promotion only, but among them however accumulate containing the sale thinking with wonderful essence of life: "Hang ovine head, flesh selling a dog " , that is to say makes work through building or give those who wait for means to achieve real sale goal to replace, achieve sale goal finally!
Summary
"Hang ovine head, flesh selling a dog " thinking depended on promoting " ovine head " value sense, communicated get freely " dog meat " feeling, achieved finally " the flesh that buy a dog sends a sheep the head " sales promotion effect.
And the psychological appreciation that addition value is value, because buyers and sellers is right,be " ovine head " and " dog meat " value agrees with difference place to form.
"Outstanding achievement soares plan class " : From operation of group of sale strategy, talent, management 3 dimension are spent for the enterprise development escorts the Emperor convoy, the enterprise that help strength realizes outstanding achievement times add;
If you also encountered an enterprise to develop bewilderment, greeting illicit believes a teacher, after getting in touch with the teacher, can measure a body custom-built company plan.
