Customized furniture operation scheme is very important for operation. A complete plan can help the operator to make a better work plan and improve the completion of the work. The customized furniture operation plan is arranged as follows.
Customized furniture operation plan 1 1. Overview of entrepreneurial feasibility.
1, the relationship between market demand and oneself
I have been engaged in the furniture industry for more than 20 years, and I am glad that the market demand for this kind of goods is lasting and extensive.
2. Basic conditions for starting a business.
(1) Good professional experience and performance (engaged in technology, business and enterprise management for a long time).
(2) They have prepared for business simulation for a certain period of time, such as team building (the three-tier backbone personnel are basically equipped, and their professional knowledge covers product research and development, marketing, production and management, and they all have good professional performance). These objects will join the new enterprise as sponsors.
(3) Sponsors (teams) have the ability to meet the capital needs of enterprises in the initial stage.
(4) Newly established enterprises (hereinafter referred to as "enterprises") can authorize famous brands.
(5) Enterprises may get support and help from their original work units under the conditions permitted by policies (which can be regarded as the nature of partial restructuring of state-owned enterprises in light industry), and its contents are roughly as follows: workplaces and some equipment, mature sales shops, etc.
(6) It is possible for enterprises to borrow working capital and enjoy relevant preferential policies such as income tax reduction and exemption through entrepreneurship support policies.
(7) A working idea based on core expertise supplemented by "decomposition and combination" is becoming more and more mature. This idea is determined by the market situation and enterprise situation. Strong, refined, accurate 20%; Do a good job, do a good job, do a stable 80%, and achieve this 2: 8 under the guidance of persisting in win-win and continuous learning. For example, in process manufacturing, enterprises only complete the processing of key processes and final processes in the whole process route, accounting for about 20%, and the remaining 80% of the processing (including products) is supported by the purchasing behavior of enterprises. Purchasing behavior will be supported by technical and technological standards, quality control standards, economic contract performance and qualified subcontractors.
(8) Enterprise sponsors (groups) have a strong desire and recognition for building a "learning enterprise" (the basic information of sponsors is omitted).
(9) The direction of enterprise operation will evolve to a "brain-type" enterprise, which will be gradually realized through the running-in effect of controllable resource factors and uncontrollable resource factors in sales and development. The initial stage of enterprise operation will be the simulation practice operation and running-in of this architecture.
Second, the enterprise profile
1, company nature and main business scope
The legal form of a company is a limited liability company. The nature is mixed economy, and the initial investment (registered capital) of the company is RMB 600,000. Among them, state-owned shares are about 10% and natural person shares are about 90%.
The main business scope is: production and sales of wooden furniture (including soft furniture) (including extended products); Manufacturing and creation of handicrafts and artworks and sales of their extended products; Interior decoration design and construction and sales of interior decoration supporting products; Advisory services; Sales of raw materials (including imported raw materials) for manufacturing home-style space-related products.
2. Address selection
Factory address gives priority to renting part of the backbone factories of the original work unit. It covers an area of about 5,000 square meters and has a building area of about 2,500-3,000 square meters. The sales place is selected in Xinyuan unit monopoly commercial building (mature and good sales performance, in Shanghai urban area).
The first and second geographical locations of the factory are located in the jurisdiction of Liuxing Town on the second side of Hu Qing Highway.
3. Business philosophy
Do small, do fine, and do well.
Be small: pursue the harmony of 1: 6.5 (mind and trunk), and handle the operation of 2: 8 (1: 4).
Refinement: quality control.
Do a good job: serve two directions, customers and suppliers. Service customers to establish corporate reputation, service providers to improve the overall quality.
4, quality objectives (refers to the final inspection warehousing inspection status)
Premium rate:10%; First-class product rate: 20%; Qualified rate: 100%.
Enterprises will implement ISO900 1 system in the initial stage of operation. After passing the standard for 6 months, apply for multilaterally recognized certification.
Third, products and services
See "Main Business Scope" for product sales and service scope.
Among them, consulting services include: technology, quality control and enterprise management consultant of small and medium-sized wood enterprises (materials), product and process design of special needs customers.
Fourth, the market and customer base analysis
1, target customer
The target customers of the new enterprise are:
1. 1 Single customers refer to people who buy goods or services to meet their needs and improve their quality of life. They are characterized by personalized small purchases and are our main service targets.
1.2 Group customers refer to customers (such as restaurants, hotels, companies, etc. People who buy goods or services to meet business needs and distributors who sell goods or services (including overseas customers). It is characterized by batch purchasing and personalized design of sample finished product production organization.
1.3 customers with special needs refer to customers (individuals or enterprises) who purchase services to meet the needs of production organization and quality control.
At the beginning of the enterprise (from opening to1August), the planned sales amount is: 65× 18 =108,000 yuan. It is predicted that the above three types of customer groups account for 80% (8.64 million yuan) of the total sales of the enterprise respectively; 15% (1.62 million yuan); 5% (540,000 yuan).
2, the satisfaction of customer needs
Meet the actual and potential needs of three customer groups with products and services that meet specific quality standards:
Personalized goods and services meet the needs of individual customers at different levels, and the potential needs of such customers for effectively creating warm rooms and demonstrating cultural taste are met through integrated sales.
Meet the needs of group customers with punctual service.
Meet the actual needs of customers with special needs, and the effect is obvious.
3. Customer group analysis and target market forecast
Among the three customer groups of newly established enterprises, the second group customers and the third group customers with special needs actually operate stably, and their sales have enough room for growth. The reason is that the sponsors of newly established enterprises have this resource.
Start-ups lock in most first-class customers because they are hot spots of competition. Participating in hot competition is the best stage for new enterprises to realize 2: 8 operation and exercise their new product development ability and finished product control ability. Participating in the competition in this target market is the best way to improve the evolution speed of new enterprises to "brain-type" organizations.
The first category (single customer group analysis)
Target market capacity (2.5 billion-3 billion yuan)
In Shanghai alone, about 80-65438+million newlyweds and 250,000 families move into new houses every year, and 9.5 million square meters need to be purchased or replaced. According to the survey, 72% of the residents accept the furniture price of 5,000-8,000 yuan, which can bring furniture consumption in 300 yuan per square meter, and the calculated capacity of this item is 3 billion yuan. Or according to the number of people who are married and moved, the furniture consumption of two rooms and one living room is 10000 yuan, which is roughly the same. Therefore, the annual purchase demand of individual customers in Shanghai is 2.5-3 billion yuan.
Flow price situation (five-piece bedroom furniture is; 6000-7000 yuan/set):
According to a questionnaire survey of Shanghai consumers with a monthly salary of 900- 1.200 yuan 1.000, a five-piece furniture (2 beds, bedside tables, wardrobe and low cabinets) of 6,000-7,000 yuan is the mainstream price of such customers. Among them, 89% customers buy mainstream prices; 7% buy high-grade domestic furniture (including mahogany furniture); 4% buy high-grade imported furniture.
4, market prospects and advantages and disadvantages analysis
4. 1 market prospect: the market capacity and the situation of mainstream buyers show that the total annual sales of the main price is between 2.2 billion and 2.6 billion yuan. The annual sales of "Shanghai Brand" furniture in this target market is about 40-45 million yuan, and the market share is only about 1.5%. As the only brand with a history of 40 years, Shanghai furniture products have won the title of famous brand products for four consecutive years, which has a broad market share expansion space. The target sales of this enterprise is 6.24 million yuan, accounting for only about 13% of the total sales of this brand, and the market prospect is promising.
4.2 Advantages and disadvantages analysis: The advantages of the new enterprise are as mentioned above; Disadvantages are:
A. liquidity gap. B. Gap of qualified personnel for production chain connection and quality control. The newly established point of sale lacks the understanding and application of 4PS. D. CAD-aided design follow-up, design cost follow-up is not fast. E. The running-in speed and affinity of the operation team are still insufficient.
Verb (short for verb) competition
1, analysis of enterprise competitors
In the target market, the mainstream price of bedroom furniture, the price and service of competitors,
Style and quality are as follows:
Competitors' pricing service products are planted with wood materials.
Foreign companies A and 9900 yuan generally change less solid wood.
The popular style of Shanghai Enterprise B is 8632 yuan, with general change and multiple pairs of wooden packages.
Shanghai Enterprise C is popular at 7200 yuan, generally short change, double package of Fraxinus mandshurica.
2. Competitive countermeasures
2. 1 service: including instructions for daily use; Follow-up, public commitments, etc.
2.2 Do more styling: There are three versions of the same styling product: A, B and C, so that customers who like styling and want to spend less money can choose the price that is more suitable for them.
2.3 Pricing: part of the preferential policies obtained by enterprises are given to consumers.
Pricing and sales of intransitive verbs
1. The company's first-year sales plan: annual sales of 7.8 million yuan; Sales plan for the second year: the annual sales amount is 7.8 million yuan, and the average monthly sales amount is 650,000 yuan.
Time1-March 4th-June 7th-September10-65438+February
The sales amount is 273156117 234 = 7.8 million yuan.
Percentage 35% 20%15% 30% =100%
2. Pricing and sales channels
Pricing: planning and demand-oriented pricing and competition-oriented pricing alternately use "destroying prices".
Sales channel: In view of the authorization of the enterprise to use well-known brands, there are 500~l000 square meters of special direct sales in the original unit brand monopoly commercial building.
3. Promotion means
(1) The price is appropriate.
(2) create an atmosphere of special sales places, so as to buy realistic and potential goods.
When buyers stay in the sales place, they will ask more questions, which constitutes a good process of appreciation (brand), stay, discussion, opposition and transaction.
(3) Be a consultant and assistant to customers, advocate the behavior of customers buying less under certain conditions, and publicize the principle that "less processes are better than more processes" in furniture procurement.
(4) Publicity: special vehicles for after-sales service, media advertisements and soft advertisements, products and related publicity materials (copies).
(5) Give away unique customized handicrafts with corporate logo, and there is no lower limit on the purchase amount.
(6) Set up a "Shanghai Brand" furniture development exhibition in the sales area to show the cultural connotation of the products and the application of new technologies.
Seven. cost planning
The product group of an enterprise consists of 1, 2 and 3 categories. The cost plan is as follows (first,
Two years, the sales price is 100%):
Category 1 2 3
Customers with special needs, including individual customers and group customers.
Cost Plan (Target Cost)% 88% 85% 20%
Gross profit margin% 12% 15% 80%
Cost planning: materials, labor and expenses (financial expenses, rental expenses, sales expenses and insurance)
Expenses that can be included in the cost, such as expenses, transportation expenses, depreciation expenses).
Example: cost composition table of a single customer product (full bedroom):
(1) Main raw and auxiliary materials and molded parts: about 55%.
(2) Expenditure on decoration materials and labor: 18%.
(3) Advertising fee and sample development fee: 5%
(4) Management expenses (financial expenses, rental expenses, etc.). ): 10%.
(5) Gross profit margin: 12%
Eight. Cash flow plan
The annual sales amount is 7.8 million yuan, the monthly sales amount is 650,000 yuan, and the production cycle is 40 days, among which the second and third categories are not planned for cash flow. Because the second type has 50% deposits, the third type of random investment is mainly the salary expenses of salesmen and operators.
7.8 million yuan × 80% = 6.24 million yuan;
6.24 million yuan12 = 520,000 yuan (sold together with first-class products)
Days of fund turnover: 80-90 days/time
Liquidity demand: 55% of the total sales, that is, 286,000 yuan ×3 months = 858,000 yuan.
Sales (category I) initial investment, final investment, intermediate recovery and final recovery.
520,000 yuan/month 286,000 yuan 858,000 yuan 520,000 yuan 6.5438+0.56 million yuan
1.56 million yuan /3 months
The specific cash flow is designed by professionals.
Nine. Investment recovery
1, payback period of investment (initial investment 1 ten thousand yuan)
The payback period of the design investment of the new enterprise is (not less than) 20 months.
2. Initial allocation of invested capital
Fixed assets investment, working capital investment and one-time sales investment.
20% 80%
200 thousand, 800 thousand, 400 thousand
1 10,000 yuan, of which 400,000 yuan is working capital loan.
The total amount of fixed assets and working capital at the beginning is between 654.38+0.40-654.38+0.5 million yuan.
X. Organization and employees
1, organization
In view of the characteristics of small organizations, the management level will be held by the heads of three departments at the operational level. The management span is not greater than 1: 4, and strive to achieve 1: 3. [See table on next page]
2. Employees
The initial staffing of the enterprise is less than 30 people. The staffing standard is annual per capita sales of more than 250,000 yuan (650,000×12 months = 7.8 million yuan/250,000 yuan = 3 1.2 people).
Executive layer
decision-making level
More than 60% of employees are related to the joint guarantee and surplus of state-owned enterprises (to meet the requirements of the municipal government for the proportion of preferential policies), and the working conditions and wages of employees should be good and well paid (to be kind to employees is to be kind to investors themselves).
XI。 Bidding procedures and timetable
1, step
The sponsors determine the capital contribution, determine the nature and draft the articles of association.
Posture principal in place to register and initiate registration.
2, schedule (preparation)
The enterprise preparation period is 90 days.
In view of the fact that the enterprise intends to rent some different equipment and employees from the original unit, it must be confirmed by the original unit, so it must confirm the overall progress before it can operate.
Customized Furniture Operation Plan 2 This year, I will, as always, set the work target and comprehensively carry out the work in 2020 according to the requirements of the company and on the basis of last year's work, in line with the guiding ideology of "more communication, more coordination, proactive and creative work". This work is formulated as follows:
First, for old customers and regular customers, we should always keep in touch. When you have time and conditions, send some small gifts or entertain customers to stabilize the relationship with customers.
Second, while having old customers, we should constantly obtain more customer information from various media.
Third; If you want to have a good performance, you must strengthen business study, broaden your horizons, enrich your knowledge, and combine business study with communication skills in a variety of forms.
Fourth; I have the following requirements for myself this year.
1: To add more than 1 new customers every month, there must be 20 potential customers.
2. Make a summary once a week and a big summary once a month to see what mistakes are made in the work, correct them in time and don't make them again.
Know more about the customer's status and needs before meeting the customer, and then make preparations to avoid losing this customer.
There should be no concealment and deception from customers, so there will be no loyal customers. On some issues, you and your customers always agree.
We should continue to strengthen business study, read more books, consult relevant information on the Internet, communicate with colleagues and learn better methods and means from them.
6. Work attitude towards all customers should be the same, but don't be too modest. Make a good impression on customers and establish a better image for the company.
7. Customers can't ignore problems. We must try our best to help them solve these problems. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. Always tell yourself that you are the best and you are unique. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
9. Have good communication with other employees of the company, have a sense of teamwork, communicate and discuss more, and constantly increase business skills.
10: For this year's sales task, I will try my best to complete the task of 6,000 sets and create more profits for the company.
The above is my work plan for this year. There will always be all kinds of difficulties in work. I will ask for instructions from the leaders and discuss with my colleagues to work together to overcome it. Make your greatest contribution to the company.
Customized furniture operation scheme 3 20** years ago, under the close care of leaders at all levels of the company, with the full support and efficient cooperation of all the brothers in the company, all the sales staff made certain achievements through hard work, with better growth in performance and further expansion of the market. But at the same time, there are still some unsatisfactory places in the sales department. In the follow-up work, it is necessary to improve working methods and skills, improve service awareness and improve service level.
With the gradual development and maturity of the market, the competition is becoming increasingly fierce, and opportunities and tests coexist. Sales will remain the focus of our company. Facing the initial investment and the existing market, as the person in charge of sales, I am full of passion, confidence and great responsibility. Focus on the company's current situation and give consideration to future development. In the future, under the guidance of the correct thinking of leaders at all levels of the company, we will persist in maintaining the existing market, seize the opportunity to develop potential customers, pay attention to sales details, strengthen quality services, stabilize and improve market share, and actively hand in a satisfactory answer to the company with better results.
I. Review and formulation of sales targets:
Review the sales situation in recent years, and determine the sales target for the next year according to the sales situation and growth rate in recent years (which requires a lot of data support).
Second, the formulation and decomposition of sales targets:
1, annual sales target (data);
2. Monthly sales target (data);
3. Annual sales target (data) by customer;
4. Promote the sales target (data) by customers every month;
Third, market segmentation:
According to the sales quota in recent years, the existing customers are divided into VIP users, first-class users, second-class users and other users, and users at all levels (customer support, credit cooperation and product satisfaction) are comprehensively analyzed.
Fourth, the specific implementation plan:
1, specific division of labor:
The division of labor will be determined by the sales in each district.
2. Sales communication:
Each district communicates with customers regularly and with the company's technical and service team (the specific scheme and form can be decided by itself to create a good comfortable and pleasant communication environment and mode).
3. Customer return visit:
At present, there are as many as seven or eight similar brands circulating in the domestic market, and there are three or four brands equivalent to ours. The technology is comparable, and the competition is becoming more and more fierce, which has constituted a market threat. In order to stabilize and expand the market, we must strengthen communication with customers and coordinate the relationship with customers and direct users.
(1) Visit VIP customers once a month to strengthen information exchange with customers and increase feelings; Visit first-class customers every two months; For secondary customers, arrange the visit time separately according to the actual situation;
(2) to adapt to the situation, sales work is not only the end of sales to our customers, but also to help customers ship and do the work of direct users. This work is included in my annual work focus.
V. Management and construction of sales team;
1, supervise the sales work in each district;
2. Regular sales summary;
Sales summary needs to be combined with sales plan. The main purpose of sales summary is to let every salesperson review what he has done in the past sales time and what achievements he has made next, and finally sum up the law of sales success. Of course, we may also encounter unsuccessful sales cases. If we encounter such a thing, we should also face it positively and see what we have not considered in the sales process and what we should improve in the future.
Regular sales summary is also a good opportunity for me to communicate with sales staff. I can know what the members of the sales team are doing and what problems they have encountered. So I can help them and make the whole sales process go smoothly.
Sales summary can also get some information about related products and know some trends of competitors. You know, we don't fight unprepared. Know yourself and know yourself, and you will win every battle.
3. Management of sales team;
The management of sales team can be said to be a science and an important aspect of public-private relations. Today's sales model is no longer the charm of a single salesperson. To complete the sales task, the sales team should be the decisive factor.
On the basis of unity and clear goals of all members of the sales team, give full play to the potential advantages of each member and make him feel that this kind of work is very suitable for his own development. I feel that joining our sales team is like joining a warm family. I think every team member will like his work and our environment.
The company has created a good corporate culture for everyone and also provided and built a good sales platform for everyone. Therefore, salespeople should feel satisfied and grateful.
Nowadays, salespeople are not just looking for jobs in the past, but will analyze the company's culture, company strategy, company background and many other aspects. So the management of the sales team is also very important. Also plays a decisive role. Imagine that every salesperson in the sales department has his own ideas and blindly sells products according to his own ideas. So, will there be a company culture and company image? The answer is yes. We should let every salesperson learn something.
4. Communication of sales team
To establish effective communication channels, the team and the company should have up-and-down communication, horizontal communication and problem discussion.
5. Sales training
The main functions of sales staff training are:
1 to enhance the overall image of the company.
2. Improve the sales level of sales staff.
3, to facilitate the supervision and management of the sales director.
4. Successfully formed the order.
Six, performance appraisal:
Although the evaluation of performance appraisal is complicated, it is imperative.
Performance appraisal is a relatively direct data to achieve the sales target well.
The general contents of performance appraisal include:
1, the original planned sales target
2. Actual sales volume
3. Develop the number of new customers
4. Number of customer visits
5. Customer's payment situation
6. Monthly order quantity
7. Growth rate
8. Number of new development customers
9. Number of customers lost
10, sales staff's behavior discipline
1 1, work plan, report completion rate
12. Reply to customers who need resources
Sales of manufacturing enterprises are the leader of the company, production is the core of the company, technology is the key to success, and people are the decisive factor in the strategic direction of the company. In addition to doing a good job in the market, sales also need the close cooperation of all levels of the company, so as to really go out and walk steadily, forcefully and smartly. The success of the enterprise needs the support and cooperation of you, me and everyone, and the friendship of all of us needs to be more perfect.