The secrets to get more customers and business potential in the Furniture and Home Decoration

发掘客户源源不绝的秘密及企业潜在力

The SECRETS to get more customers and business potential in the

Furniture and Home Decoration Industry

客户源源不绝的秘密 The secrets to get more customers

库存不分好坏；管理得当就会带来收益 Increase profit from well managed best and worst inventory

为什么一般的销售系统不适合家具家居业? Why normal POS system not able to meet furniture business

requirements？

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目录

客户源源不绝的秘密 The secret to get more customers

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目录

多久换新家具? How frequent do you buy a new furniture?

10年 years?

15年 years?

20年 years?

大马家具家居商市场行销策略 Malaysia furniture and home furnishing retailers marketing approach

报章广告 Newspapers Advertisement

参展 Fair/ Expo

会员卡 Member Card

网购 Online Shopping

面子书 Facebook

报章广告 Paper Advertisement

客户资料库 Customer Database

客户资料库 Customer Database

Kepong

Petaling Jaya

Klang

销售员跟进 Salesman follow up

客户资料库 Customer database

分配给区域店 Name List distribution

资料分配 Database distribute to all outlets

让客户上门试用产品

参展 Fair/ Expo

给免费折扣卷 Discount Voucher

Free Voucher Registration

换取客户资料 Obtain customer profile

参展 输入客户资料 分配给区域店销售员跟进

换取客户资料 Obtain customer profile

会员日 Member’s Day

10种常见特别促销 10 commonly use special promotion

有系统,随时可以做促销! With a good system, anytime can do promotion! Happy hour discount, VIP special discount etc.

促销价格纪录,一目了然 Clear View of Markdown History

网购 Online Shopping

店面，网上，智能手机都能做销售 Brick and mortar, website, market place and mobile phone can do sales

社交媒体 Social media

利用社交媒体，累计粉丝， 增加资料库

Use social medial accumulate fans and build customer database

一旦拥有客户资料库

名字Name

联络号码 Phone

消费纪录 Purchase history

生日 Date of birth

收入Income

—SMS 邀请特别促销 SMS invite special promotion

—VIP邀请 VIP Invitation

—生日祝福/给特别优惠 Birthday wishes and discounts

—定价定位 Pricing setting

不断联系 Keep connecting

M L

卖向现有顾客

Upsell to existing customer

向现有客户卖东西要比向不熟悉你生意的潜在目标客户容易得多 The probability of selling to a new prospect is 5-20%. The probability of selling to an existing customer is 60-70%.

例子1: 利用App Upsell Upsell through an App

例子2: 利用Shopping Cart Upsell Upsell through shopping cart complementing items

例子3：利用POS Upsell Upsell through retail POS

• 八月八号生日 • 喜欢冷色系 • 上次消费RM5000

1 August 2015 • Platinum 会员

• 送上祝福语，生日月特别优惠

• 介绍新冷色家具系列 • 介绍同等/微高价产

品 • 告诉客户有特别折扣

立刻处理若产品损坏 Immediate check/ repair products still under warranty

POS系统立刻可以查客户货物保证期 POS system able to check product warranty period

致电分行/总公司 Customer call to showroom/ HQ

分行＆总公司 能查保证期 Showroom and HQ Able to check warranty validity

立刻安排修理 Immediate arrange repair job if product still under warranty validity period

第一时间让客户知道产品保证期限 On the spot to check product warranty validity period

客户源源不绝的秘密 The secrets to get more customers

准确客户资料库 Accurate customer database

会员日给予特别促销 Members day with special item discount

卖向现有顾客 Upsell to existing customers

第一时间知道客户产品保证期 On the spot to check product warranty validity period

客户源源不绝的秘密 The secrets to get more customers

库存不分好坏；管理得当就会带来收益 Increase profit from well managed best and worst inventory

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2

目录

哪样货最好卖?最不销？ Best seller and worst seller

“最好卖”及”最不销”产品一目了然 Clear view of best and worst selling items

1. 打折 On Sale

2. 特价品 Deal of the Day

3. 调去其他店Transfer

4. 提高销售员佣金 Higher commission for salesman

“最不销” Worst seller

根据月份做分析 Analyze by month

可以根据地区做分析 Analyze by area

销售员卖太低价? Salesman selling too cheap?

成本 cost: RM7000

售出Sell: RM6000

先收/后收付款管理 Pay in full before delivery or after delivery

先收付款 Pay in full before delivery

下订单 收50%定金 准备货 收完定金 出DO & Invoice

Issue sales order Receive 50% Deposit Production Receive full deposit Issue delivery order preparation & invoice

先收付款 Pay in full before delivery

下订单 收50%定金 准备货 收完定金 发DO & Invoice

Issue sales order Receive 50% Deposit Production Receive full deposit Issue delivery order preparation & invoice

举例： Deposit invoice 1 Deposit invoice 2 Deposit invoice 3

系统自动发 Credit Note

下订单 收50%定金 准备货 收完定金

发DO & Invoice

举例： Deposit invoice 1 Deposit invoice 2 Deposit invoice 3

系统自动发 Credit Note

后收付款 Pay in full after delivery

Issue sales order Receive 50% Deposit Production Issue delivery order Receive full deposit preparation & invoice

库存管理得当就会带来收益 Increase profit from well managed best and worst inventory

”最好卖”及”最不销”月份地

区做分析Best and worst seller analysis by month by area

最低销售价管理 Minimum selling price control

先收/后收付款管理 Pay in full before delivery or after delivery

发掘企业潜在力 Discover the real potential of your business

App Store

或

8步骤下载POWER BI 8 easy steps to install Power BI

1/8 2/8

3/8 4/8

5/8 6/8

7/8 8/8

客户源源不绝的秘密 The secrets to get more customers

库存不分好坏；管理得当就会带来收益 Increase profit from well managed best and worst inventory

为什么一般的销售系统不适合家具家居业? Why normal POS system not able to meet furniture business

requirements？

1

2

3

目录

为什么一般销售系统不适合 家具家居业? Why normal POS system not able to meet furniture business requirements？

× 不能下特别订单 × 不能储存客户资料 × 不能处理包含消费税订金 × 不能跟进送货流程 × 不能与总公司链接

如何处理特别订单？ How to handle customer special order?

客户要求: • 2 seater • Remove

headrest • LX Material • Add diamond

accessories

805LX

细心处理特别订单

VR-01-22345

9191MM

VR-01-22345 Fabric sofa – winter

如何立刻

储存客户资料？ How to keep customer data on the POS?

储存客户资料 （客户源源不绝的基本）

如何处理

包含消费税分期订金？

How to handle multiple deposits included with GST?

标准消费税定金处理（关税局来查都不怕）

VR-01-22345

BR-01-22300

CR-09-22000

Long pillow- L seat

Back cushion

3 seater fabric sofa

如何跟进送货流程？ How to keep track delivery status?

如何与总公司链接？ How information could integrate to Head Quarter？

总公司链接 Update to HQ

店面销售额和送货安排 Showroom sales and Order Process

处理订货运输 Order and delivery process

送货至顾客 Deliver to Customer

分行,分店与总公司连接 (增加效率)

家具家居业必备系统 Furniture and Home Deco Retail Industry Must Have System Features

下特别订单 Special orders

储存客户资料 customer database

处理包含消费税订金 Inclusive GST Deposit

跟进送货流程 Customer order tracking

与总公司链接 HQ control all branch operation

客户源源不绝的秘密 The secrets to get more customers

库存不分好坏；管理得当就会带来收益 Increase profit from well managed best and worst inventory

为什么一般的销售系统不适合家具家居业? Why normal POS system not able to meet furniture business

requirements？

1

2

3

分享完毕

谢谢. Q&A.

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