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  • 空瓶换购活动方案

    分类:活动方案 时间:2016-10-17 本文已影响

    篇一:疯狂的瓶子--空瓶换购促销

    疯狂的瓶子--空瓶换购促销,玩转06年化妆品市场

    在化妆品行业竞争激烈的今天,各商家都在为提高销售额绞尽脑汁,所采取的促销方式更是五花八门,但效果大多却难如人意,消费者经历了无数次被忽悠的洗礼,不知是免疫抵抗力大大增强,还是早已经麻木,任凭你商家怎么折腾,就是不掏人民币。很多的商家在对是否搞促销活动的问题上心情也很矛盾,“促销是找死,不促销是等死”,是他们发出的无奈的咏叹调。而利用化妆品用过后的空瓶来抵现金或给予一定优惠,来达到吸引顾客购买产品的这种促销方式也很常见,现在的消费者对此早已不再“感冒”,可我们就是采用这种再普通不过的方式,竟让小小的瓶子在06年的夏天疯狂起来,在化妆品市场掀起了一股销售热潮,创造了一个小小的奇迹,引起了很多人的模仿与跟风。有更多的人,收集了我们的促销的海报进行研究,看看我们这份促销方案到底给消费者开出的是什么药,为何能让淡季的顾客如此疯狂的抢购?其实这就是我们的整合营销的思路通过瓶子这一载体在市场上得到了很好的体现而已。 开篇:旧瓶装新酒,用瓶子整合出一个好方案

    在去年的夏天,我们接了一个中低价位的一个日化品牌进行运做,这个产品外包装看上去一般,质量还过的去,也没有多大的优势可言,但利润与厂家的支持力度较大。营销人有句话“没有做不好的产品,只有做不好产品的人”。我们也坚信这一条。为了做好产品,在热浪袭人的七月济南,大家汗流浃背的坐在一起,围绕在这个被认为是化妆品最淡的季节如何来拓市和开展促销活动展开了脑力激荡,方案提了很多,但都被一一否决,后来有人提出用空瓶来进行换购。开始大家觉得这种方式已没有多少新意,很多的人做过,效果并不理想,拿空瓶换购产品给予打折或是抵现金,总给人以“羊毛出在羊身上的感觉”。消费者也不是傻子,看不到实惠绝不会买你的帐。但产品确实没有多少可以借用的势和资源,最后大家的意见是,方式可以用,但要避免它的不足,要对它的形式和内容作相应的改动,既能让消费者感兴趣积极响应,有力的带动产品的销售,又能让终端的经营者觉得可行,顺利的接受这个品牌,扫清我们产品拓市的障碍。我们把能想要达到的市场目的都一一列举出来,然后给这个方案添加一些内容进去,不断的完善。三天后,在最后定稿时,我们自己都觉得有些心动了,并且预感到这个小小的空瓶换购,经过我们这么一折腾,也许会在这个沉闷的夏季市场上弄出点动静来。

    市场启动:特价+特技, 让瓶子疯狂起来

    这个空瓶换购活动原理是这样,从产品中选出几款适合季节的销售的,在夏季比如用防晒霜,洗面奶,洗发水,沐浴露等做个特价,这种特价要的就是震撼力,要冲破消费者的心理底线,不是打折或半价而是每款产品象征性的收一元或两元甚至是一分二分,就是要用同类的产品的空瓶(洗面奶空瓶只能换洗面奶,依此类推)加标注的价格就可以买走所要的产品。例如我们价值18元的洗面奶,只要来的顾客持洗面奶的空瓶,拿一分钱就可以买走。并且再三强调空瓶不限于我们品牌的空瓶,即不管是什么牌子都可以加几分钱兑换我们同类的产品,那么这样做不会赔死吗?其实不会,会员产品和特价品都是利润相对高的一些产品,或者将几个单品的价格提升一下,然后再打折,还是原先的价格但会让人感觉特实惠,(当然我们并不是愚弄消费者,还是让出了很大一部分利润的)。另外要注明换购产品的数量,并限定每人换购的瓶数,把顾客吸引过来换产品不是我们的目的,带动产品的销售才是我们真正想要的,活动本身会带动产品产生较大的销售额,足以承受换购发生的费用.如何的销售产品,我们有很好的方法,我会在下面介绍。疯了!疯了!看到我们海报的人第一感觉就是我们这帮

    人疯了,其实我们心里非常清楚:只有迅速的把原先消费其他品牌的顾客给争取过来.变成我们的顾客,才能在市场上获得成功。事后证明我们的思路还是正确的,在活动的执行中确实也会发现很多的顾客拿着名目繁多、五花八门的产品来换购,这样我们吸引新顾客的初级目标就达到了。在与终端化妆品专卖店的老板谈合作时我们这样告诉老板,有很多的顾客拿过来的产品的空瓶并不是你店里卖出的,说明这些顾客并不是你的顾客,是通过这个活动把她们吸引过来,这也可以说是我们的活动给店里带来了新顾客,每当谈到到这里时,老板们的眼里就开始放绿光了。当老板问起收回的空瓶如何处理时,会得到这样回答,回收的空瓶大有用处!通过对空瓶的分析整理,可以帮我们解答这样几个问题:产品要锁定的目标顾客都在消费哪些产品,本地市场哪些产品销售的好?这些旺销产品的哪些特点或卖点吸引了消费者从而使她们产生了购买的动机?产品和专卖店所处的是一个什么样的竞争环境?不同的地域之间的消费者有着怎样不同的消费习惯?通过分析整理,找到了这些问题的答案,对于市场的消费情况会有更详尽的了解,也就能拿出更适应市场的销售方案。能带动很多的新顾客来,正是每个老板所渴望的,更何况被弃之无用的空瓶还能解答这么多市场问题,并能为决策提供重要依据,所以老板往往就能很顺利的接受我们的思路和品牌。

    促销现场, 顾客抢购也疯狂

    促销活动的内容可以五花八门,但最终的目的只有一个,那就是要把产品销售出去,获取利润。把顾客吸引过来不算什么,能不能让她们购买产品为你带来利润,才是衡量活动成功的真正标准,否则就是赔钱赚吆喝。如何保证在人气旺的情况之下产生更旺的销售业绩呢?实践证明,我们采取的一系列做法是非常有效的。就是把活动的宣产海报提前散发,并把时间定在某一天的某一时刻,这样人们要进行排队等候换购,排队会显的人气特旺,也会产生崇众效应(俗话讲的跟风),引起抢购,活动效果自然就会很好。另外培训好促销小姐,让她们在活动期间要特别关注拿膏霜瓶来换购的顾客.这类顾客既然用膏霜的瓶子来换购,因此就可以基本断定这类的顾客自己在消费或家人在消费化妆品,消费化妆品的顾客是我们真正的目标顾客,也是能为零售店带来最大利润的顾客(膏霜产品的零售价和利润一般都大于普通的如肥皂类的日化产品),所以要千方百计把她们留住,变成我们产品的顾客。我们的促销小姐会讲出会员的诱人之处,指出这样大力度的换购活动以后肯定不会面向普通的消费者(指十几元甚至几十元的产品售价几元或几分的这种情况),这样的促销活动搞下去谁都会赔死,所以以后只能面向会员,成为会员不光每次活动都能优先换购,还可以享受会员特价产品,一段时间下来能够省很多钱得到不少的实惠,这样的宣传一般会让很多的顾客心动.另外顾客觉得小姐介绍的产品也不错,反正早晚都要用,不如先购买了产品成为会员,还能提前优先进行换购.这也使得那些排队等侯的顾客怕失去机会而也会加入会员来获得优先换购的机会。要成为会员就要先购买数额在多少元以上的产品(成为会员的购买额度要定在一个单品的价格之上,这样顾客就会至少一次购买两瓶以上的产品,从而实现了连带销售)。也就是说在发展了会员的同时,我们就达到了销售的目的。当然也会有很多的顾客坚持只换产品而不买,这类顾客就属于特别爱贪便宜的那

    空瓶换购活动方案

    种人,给她们低价换走产品我们认为也不是坏事.首先她们用过之后觉得效果不错,也许就成为品牌的忠实顾客。另外这样的促销活动让她们赚了便宜,会成为她们在茶余饭后炫耀自己精明的谈资,得便宜卖乖嘛,这无意中也给产品做了广告,促进了品牌的推广与传播。另外还会给她们留下个想念,因为面对这样几乎跟白捡化妆品品这样的好事,在以后的日子里她们肯定会对产品的销售活动特别的关注,在她们的脑海中怕会形成一种条件反射,只要是一想买化妆品都会先来到我们的柜台前看看,看看有没有再搞活动?什么时候再搞活动?

    由于活动用于换购的产品的数量有限,还会有一部分的顾客不能换购到产品,对这部分顾客在做好解释工作的同时,也会把她们发展成为会员,因为她们没能享受到活动的实惠而却目睹了活动的氛围,为了能下次优先获得换购,那么先购买产品加入会员是最为稳妥的方式,这样一来,也会销售一些产品。

    到位的活动宣传,极具诱惑的活动内容,使我们的拓市与促销都获得了很大的成功,一个不知名的小品牌,在短短的两个月里我们开发了上百家专卖店,每场活动的销售额都能达到几千元,顾客的一次购买量都是在三、五瓶以上,一向谨慎的消费者也变的疯狂了。 落幕:无奈,也无悔,寻找下一个疯狂的理由

    当我们的促销活动如火如荼进行的同时,也有很多的同行开始跟风模仿,但大多数的模仿是生搬硬套,形似而神不同,导致了一些促销活动不但没有成功,反而将这种模式炒滥,并引起了很多客户的不屑与不满,顾客对活动的反应也趋于平淡。一个月后,经过大家的分析讨论,我们最终不得不放弃了这一曾经颇具威力的促销方式。不管怎么说,我们还是感到欣慰的,在那个夏天,我们白天头顶着烈日,手舞着汗水,开发新客户,组织着活动顺利进行;晚上在没有空调的招待所里面红耳赤总结讨论,谋划着明天的活动安排。不间断的从一个城市奔到另一个城市,掀起一浪又一浪的销售热潮,就在化妆品最淡的月份,没有一点的广告投入,只有七八个人的我们把一个不知名的小品牌做到了单月回款50多万,创造了一个不大不小的奇迹。更大的收获是使我们看到小品牌的市场并没有人想象的那样希望渺茫,而是到处充满了机会,我们告诉自己,要不断的探索,去寻找让我们再次疯狂的理由。

    在电影《疯狂的石头》热映的时候,我们在化妆品的市场上也上演了这样一出好戏,为了能与更多的同行交流,大家让我剪辑记录下来,并给它起了个名,就叫《疯狂的瓶子》。

    篇二:空瓶换购社区推广活动执行手册

    “空瓶换购”社区推广活动执行手册

    一,活动理念:空瓶换购,将健康和实惠带给千家万户。

    二,活动目的:通过空瓶换购这种方式来增加消费者对千禾产品的了解,提升品牌知名度,鼓励消费者首次使用千禾产品,为后续的推广工作做铺垫。同时,为公司力推的通路上产品红酱油和鸡汁酱油,做好产品推广工作,培养潜在的消费群体。

    三,营销思路:直接将产品推向终端客户,拉动小区附近通路上的销售。从小区入手,合理使用宣传经费,一步步占据终端市场。

    四,活动产品介绍:

    生抽王(500ml×12):黄豆酿造,属于餐桌酱油,适用于拌菜和蘸碟。

    黄豆酱油(680ml×24):黄豆酿造,餐桌酱油,既可用于凉拌,也可用于烹调.加量装更经济实惠。

    鸡汁(800ml×12):黄豆酿造,餐桌酱油,特别添加了鲜鸡肉提取物,味道更鲜美。适用拌菜和炒菜。

    红酱油(850ml×12):黄豆酿造三级酱油,烹调酱油。用于烹调上色效果最佳,色泽红亮有光泽,浓缩型,用量更节省。适用于卤菜、烧菜等。2斤重,1瓶相当于2瓶。

    一醋(500ml×12):绿色食品,采用糯米酿造,酸味柔和,回味微甜.酸度为5.0,一级醋。

    白醋(500ml×12): 无色透明,酸味柔和,清香酸甜

    各地区可根据当地实际情况,选择4至5支单品进行搭配作为主推产品,如红酱油(炒菜用),鸡汁酱油(拌菜用),680ML黄豆酱油(鸳鸯酱油两用型),一醋,白醋。也可以搭配成:老抽王,生抽王,黄豆酱油,一醋,白醋。活动产品可根据当地力推主要产品进行搭配。

    五,活动内容:

    1,消费者用酱油或醋的空瓶抵2元钱,如:

    500ml一醋原价 4元换购价2元

    500ml白醋原价 4元换购价2元

    680ml黄豆原价 4元换购价2元

    500ml生抽王 原价 5元换购价3元

    800ml鸡汁原价 5元换购价3元

    850ml红酱油 原价 6元换购价4元

    2,如果消费者没有空瓶,可以用填写宣传单页的方式,即消费者用宣传单可以抵1元钱,但不能和空瓶同时使用,并在回收的宣传单请消费者留下姓名和联系方式。

    六、参与人员:3人促销组(组长1名、组员2名)

    七、活动流程:

    (一)、推广专员负责场地的选择、谈判工作。场地应选择人口较密集、消费水平中等的小区大门口或广场(离消费者家200米内)。谈判时将公司营业执照、

    卫生许可证、税务登记证、绿色食品证书等复印件带上,并带上自己的名片。谈判后记录下对方负责人的联系方式、场地费用等信息。

    (二)、推广专员最迟在每周六将下周活动执行信息(包括场地、时间等)与业务主管沟通,业务主管安排业务员在活动前3天对活动地点附近的超市、农贸市场、干杂店等售点开展铺货、理货工作。务必保证参与活动产品都能上架。

    (三)、当区业代在活动前3天和经销商沟通活动的目的、内容,需要经销商配合在活动当天上午8:00将促销物品及产品运到活动现场,下午6:30开到现场拉促销物品及剩余产品。请经销商垫付场地使用费,推广专员交给该住宅区内物业主管,写证明给经销商,证明此费用先由经销商垫付,便于经销商报帐。在活动前1天准备200元零钱(1元100张、5元20张),以备第二天活动中缺少零钱支付。

    (四)、活动事前准备:

    1、推广专员联系当地广告公司印刷宣传单。

    2、活动前一天下午5:30参与活动人员到达活动现场发放宣传单,发放过程中注意要向消费者简要介绍活动内容、场地、时间,并回答消费者提问,发放对象以中老年人为主。

    3、推广专员提前1天将活动内容写在空白POP上。

    4、活动前1天下午4:00推广专员召集所以参与人员开事前准备会议,并确定人员分工。促销组长负责收钱、计数,1名促销员负责换购,1名促销员负责发放宣传单。

    5、物料需求:帐篷1个、横幅1条、太阳伞2把、促销展台3个,X展架2个、

    POP3张、封口胶1卷、围幔1幅、绿色食品证书复印件2张

    (五)、活动当天执行流程

    1、早上8:00经销商车辆将促销物品及产品运到活动现场,全体人员到达活动现场。

    2、8:00-8:30,下货,进行现场布置。

    3、8:30-12:00,换购活动开始,各自按分工开展工作。

    4、12:00-13:30,轮流吃饭。

    5、下午13:30-16:00,轮流休息。

    6、17:30,促销组长联系经销商到现场装货。

    7、18:00,全体人员收促销物品,促销组长向经销商清点货物及结账。

    8、清扫活动现场垃圾。

    9、将换的旧瓶卖掉,卖掉的费用作为经销商的油费补贴。

    八、现场布置:

    1、将产品分品类整齐的堆放在帐篷内。

    2、促销展台放在帐篷前面。

    3、横幅悬挂在促销展台上方。

    4、3个展台从左到右依次陈列一醋、白醋、红酱油、鸡汁、黄豆,每种单品各陈列6瓶。

    5、用帷幔将帐篷围住。

    6、用封口胶将POP和绿色食品证书粘贴在促销台上。

    7、太阳伞和X展架左右各1个,太阳伞靠近帐篷摆放,X展架靠近促销台摆放。

    九、注意事项

    1、将产品换给消费者后,换取的旧瓶当场销毁。

    2、消费者用所有厂家的酱油或醋的空瓶都可以参加本次活动,并且塑料瓶或玻璃瓶都可以参加。

    3、不能累积两个瓶子抵作4元,3个瓶子抵作6元使用。

    4、消费者用宣传单可以抵1元钱,但不能和空瓶同时使用。回收的宣传单请消费者留下姓名和联系方式。

    5、每换购1瓶就记数1瓶,保证随时掌握换购数量。

    6、换购的旧瓶分品牌装入纸箱中,活动结束后分品牌统计数量(1.5L以上的大包装单独注明)。

    7、下午1:30-4:00是现场人流量较少的时候,促销员轮流休息。

    8、活动场地谈判时要敲定雨天不能执行的延期方案。

    十、后续工作

    1、促销组长在活动结束第2天报销费用,并上交活动报告

    2、公司按出厂价向经销商补差。应注意:补差时要减去客户填写宣传单页抵扣的金额。

    与经销商确认报销数量及金额

    报销素材:1、已签批的申请;2、结案报告(附照片);3、经销商确认单;4、抵扣宣传单;5、场地费票据;6、临时促销员工资签收表;

    十一,疑难问题:

    1、顾客:“红酱油是甜的吧?”

    促销员:“红酱油并不是甜酱油,它主要是用来烧菜卤菜上色的,上色效果好,色泽红亮有光泽,您做红烧肉啊、回锅肉用它最合适了。”

    2、顾客:“红酱油是不是加了色素啊?有没有化学成份啊?”

    促销员:“我们的产品是绿色食品,是通过了国家的质量安全认证的,红酱油上色效果好是因为加入了焦糖色(焦糖色是用白糖熬的),并不是什么化学成分,您可以放心食用的。”

    3、顾客:“你们的酱油咸不咸啊?”

    促销员:“我们的酱油咸甜适口,滋味鲜美,酱香浓郁。”

    4、顾客:“空瓶换购”有那么好吗?酱油质量是不是有问题哦?”

    促销员:“我们主要是做品牌的宣传推广活动,卖劣质产品不是‘搬起石头砸自己的脚吗?’千禾是我们省内调味品行业第一家获得绿色食品称号的企业,产品质量获得了国家认证的,是健康绿色食品。”

    5、顾客:“你们为什么搞这样的活动?”

    促销员:我们千禾主要是想通过这个活动让广大消费者吃的更健康,让消费者体验我们千禾酱油,了解我们千禾酱油,给广大消费者一个实惠。“

    6、顾客:“千禾这个牌子我没听过,是不是名牌哦?”

    促销员:“我们千禾是中国驰名商标,是川内新兴的一个品牌,在各大超市和干杂店都可以买到我们的产品,我们的产品在消费者中反映都是非常好的。

    7、顾客:“我们都是吃淘大酱油/保宁醋。”

    促销员:“淘大酱油/保宁醋是老牌子了确实不错,但你也可以尝一下我们千禾的酱油/醋,味道不会比淘大\保宁的差的,我们的酱油是180天精心酿造的,上色佳如味浓。千禾醋是以糯米为主要原料酿造的,酸味柔和回味微甜的。您可以尝试一下。”

    8、顾客:“你们酱油是哪里产的?”

    促销员:我们千禾酱油是产自苏东坡的故乡眉山,好山好水酿造的好酱油。”

    9、顾客:“你们这红酱油多重啊?850克?才一斤多点嘛!”

    促销员:“酱油要比水重的,红酱油又是浓缩型的,850ml称重的话有2斤重的。”

    10、顾客:“我拿两个瓶子换一瓶酱油就不用补钱了吧?”

    促销员:不好意思,我们是一对一兑换的,一瓶酱油只能用一个空瓶子抵换。”

    11、顾客:“我只有一个空瓶子,你给我换两瓶嘛!你要空瓶子也没有用!”

    促销员:“不好意思,一个空瓶子只能换一瓶酱油,换的空瓶子我们公司是要做数据统计的,请您谅解。”

    12、顾客:“啥子酱油哦,卖这么贵?好不好哦!”

    促销员:“我们是采用日本先进的工艺流程高盐稀态用足180天精酿的酱油,是营养健康安全的绿色食品。而且我们做‘空瓶换购’活动是十分优惠的,在外面任何地方这个价钱都是买不到的。各大超市都有卖的,大家可以去超市了解的!”

    13、顾客:“我没用过你们的酱油,不知道好不好哦!”

    促销员:我们千禾的酱油都是采用高盐稀态低温长时间发酵酿造出来的,酱香浓郁,散发的都是自然的醇香,你可以闻闻,也可以尝一下。”(拿白瓷碗中的酱油给顾客展示)

    宣传单:

    横幅内容:千禾酱油“空瓶换购”社区活动

    POP内容:

    空瓶换购

    500ml一醋原价 4元换购价2元

    800ml鸡汁原价 5元换购价3元

    850ml红酱油 原价 6元换购价4元

    活动期间,持任意品牌的酱油(醋)的空瓶,购买千禾指定 产品即可抵用现金2元。(一对一兑换)

    换购时间:

    换购地点:

    空瓶换购活动结案报告

    一、活动时间:

    二、活动地点:

    三、参加人员:

    活动负责人:

    四、活动换购数量及空瓶数统计

    2、每日换购数量统计

    X月X日换购数量: 瓶

    X月X日换购数量: 瓶

    篇三:空瓶换购

    空瓶换购

    一:活动时间:5月13日——5月19日

    二:活动平台:QQ群

    三:活动规则

    ①集齐3个空瓶,可获得10元无门槛优惠券

    ②集齐6个空瓶,可获得20元无门槛优惠券

    ③集齐8个空瓶,可获得新品BB霜一瓶

    ④集齐16个空瓶,可获得新品BB霜和底妆凝露一瓶

    四:活动要求

    1.在各大社交平台(微博,微信,微淘,QQ空间等任一平台)分享自己与空瓶合照,截图@发至对应平台,并附上自己使用心得体验;(空瓶需签上您的大名)

    2.在规定时间内将分享截图发至QQ群管理,并提供旺旺ID(如旺旺ID购买记录与空瓶数目不符,取消获奖资格),逾期视为自动弃权;

    3.10元,20元无门槛优惠券仅限“硒粉节”期间使用

    4.活动最终解释权归土家硒泥坊所有

    相关热词搜索:活动方案 空瓶 1号店1元换购海报 大型换购活动方案 童装一元换购活动方案

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