What criteria does a newly opened cigarette shop use to judge its stalls?

The judgment criteria are as follows:

1. Two parameters for customer classification

As we all know, there are 7 types of cigarette retail formats, which are specifically divided into shopping malls, supermarkets, and convenience stores. Stores, cigarette hotels, grocery stores, service and entertainment categories, and other categories. In the past, due to the traditional influence of business classification, some customers believed that if they ran supermarkets or cigarette shops, their supply policies and tight cigarette supply would be better than those of grocery stores. Today, this understanding is obviously out of date and does not meet the needs of the market-oriented reform of cigarette marketing. Customer classification is the inevitable result and effective way to solve the outstanding problem of cigarette supply distribution and comply with market-oriented reforms.

There are two important parameters for current customer classification: customer order quantity and average order price. The order quantity is represented by L, and the average price is represented by P. The order quantity is easy to understand, which is the total amount of cigarettes ordered by customers every month and quarter. The average price per cigarette is not difficult to understand. It is the ratio of the money a customer spends ordering cigarettes every month or quarter to the number of cigarettes ordered. Tobacco companies can use the ordering platform to retrieve these two parameters of customers to see the customers' actual ordering levels and operating capabilities. In reality, some customers say, I ordered a lot of cigarettes, why can’t the grade go up? Some people are puzzled: The cigarettes I ordered are all high-end cigarettes, why can’t the cigarette volume increase? In fact, the root of the problem is that the customer's LP value is unbalanced, and there is a phenomenon of partiality just like student exams.

2. Dynamic adjustment of customer classification

Customers’ cigarette business capabilities vary, and LP is also dynamic. Therefore, there must be a time limit for classifying customers. Under normal circumstances, municipal tobacco companies adjust customer levels once every quarter. The specific method is: at the end of each quarter, the marketing department uniformly retrieves the purchase quantity and amount of each customer in the city in the previous quarter, and compares the customer's average monthly order volume and After the average item price is sorted from high to low, the items are divided according to the average monthly order volume and average item price ranking percentage. Through sorting, determine the customer status of the customer this quarter. This method is scientific and reasonable, without any human factors. Please rest assured and don’t be skeptical about your low grade or changes. These are all things that you can accumulate by yourself over time and with data.

3. Correctly view the "preferential policies" for new Internet users

To evaluate the status of new Internet users, the account manager will conduct an on-site inspection of the customer's store and business conditions, and follow the " Contents of the "Business Capacity Evaluation Form for New Internet Customers" are used to evaluate and score new Internet users. Someone asked, why are there more in-demand cigarettes and high-end cigarettes for new Internet users than for old users? The reason is that tobacco companies do not understand the initial business capabilities of new Internet users, so they appropriately tilt their supply allocation policies, which is tentative. If the customer has strong cigarette management capabilities, he or she can get a suitable grade. On the contrary, the supply of cigarettes will be gradually reduced and the customer will return to the normal grade.

Currently, in order to conscientiously implement the "Opinions on Accelerating the Improvement of the Socialist Market Economic System in the New Era" issued by the Central Committee of the Communist Party of China and the State Council, the tobacco industry continues to improve the relevant requirements of the industry's high-quality development policy system. The market-oriented allocation mechanism of elements in the marketing field focuses on key points, revising and improving systems such as brand advancement and withdrawal, supply procurement, customer tiering, supply placement, etc., striving to stimulate the vitality of retail terminal operations, optimizing business rules and business processes, and laying a solid foundation for the high-quality development of cigarette marketing. . As an integral end customer in the industry, we must see the trend of market-oriented reform, more consciously abide by tobacco monopoly laws and regulations, obey monopoly management, cooperate with account managers, and do the following in daily operations:

Cigarettes Management is not simple, and operating in compliance with the law is the key;

Do not sell counterfeit cigarettes, do not sell private cigarettes, and the supply channels cannot be chaotic;

Scientific ordering has a strategy, and the quantity structure should not be biased;

Learn more, ask more questions, use your brain, and the account manager will help guide you;

Persevere in ordering good products, and your grade will be significantly improved;

The cigarette market has a good prospect, and your retail dream will surely come true.