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  • 鞋店最新促销活动方案

    分类:活动方案 时间:2016-10-31 本文已影响

    篇一:鞋店策划书

    鞋店策划书

    <div style='padding:10px 5px 0px 20px;margin:10px 0px 0px -15px;'

    1. 开鞋店策划书

    2. 鞋店网络营销策划书

    3. 淘宝鞋店策划书

    4. 虹霓儿鞋店策划书

    5. 鞋店开店前策划书

    1、开鞋店策划书

    一.前言

    在这样一个注重人才的年代,我们作为当代社会的大学生,为了迎接未来挑战,为能够在未来踏入社会的时候有足够的信心,必须提前做好准备,多找机会锻炼自己,给自己充电。当今社会,在校大学生自主创业也成为大学生发展自我,增加经验的一种趋势,这种行为不但可以锻炼自我,磨练意志,积累经验,同时还可以通过自己的努力,为父母减轻一些负担。所以,我们应顺着这种趋势不断摸索,探求,在坚持原则的基础上以更好更多的实战经验去迎接未来的挑战!同时,这是一个商业时代,只要我们善于去观察,就会发现生活中商机无处不在。在日常生活中,我发现江汉大学内部及周边专门卖运动鞋的店很少,而且学校比较偏僻,外出购物不是很方便,为此,我打算建立一个专门卖运动鞋的店,既方便他人,也满足自己,锻炼自己的营销能力与沟通能力。这是个知识的时代,但是这个时代更加需要人才,只要你愿意,没有什么不可以,相信自己----路是自己走出来的!

    二.创业背景

    时代的变迁赋予了当代大学生不一样的涵义,也给予了当代大学生不一样的生活和思想,追求的不同,享受生活的方式自然也不同。科技不断的进步,生活水平的不断提高,人类惰性的潜能又被激发出来,很多大学生不愿意自己动手做一些事情。就穿的方面来说,比较好的名牌运动鞋专卖店离江大这边都比较远,很多学生不愿意为了一双鞋而跑那么远的路,感觉这样很浪费时间。同时,品牌鞋专卖店卖的价位一般都很贵,因为他本身的店面费用就很高,到专卖店买鞋的话很多人感觉很不划算。但很多大学生又都追求穿品牌鞋。因此他们需要有人来给他们提供方便的购鞋方式以及合理的价位。

    三.创业目的

    众所周知,在大学校园里,能力远比知识更重要,这就需要一个平台来让我们不断学习、锻练和展现自我、从而增加能力。学校里面的社团和学生会对我们来说已经没有多大诱惑了,所以我们需要自主创业来为自己铺路。这样可以提前培养我们的创业意识,学会自己给自己当打工。

    四.经营项目

    正品安踏,特步,361度运动鞋及配对的鞋垫。同时提供多种样式,颜色,尺码供给顾客选择。

    五.经营原则

    1、真实原则:对顾客以礼相待,不欺不瞒,友善平等。“顾客是上帝”在这里不再是空洞的说教,而是一种真实的感受;

    2、互利原则:在真诚的基础上,做到主顾双方平等互惠;

    3.便利原则:尽可能的为顾客提供一切可以提供的方便,让他们足不出户,就能够体会到最优质的上门服务。

    六.服务群体:

    1、学习工作繁忙,没有空余时间的人群;

    2、不喜欢逛街,但又追求穿品牌鞋的人群;

    3、力图方便,购买商品注重实惠,希望以最合理的价钱买到最好的商品的人群。

    七.市场分析:

    1、在江大的校园内外,至今还很少有这方面的经营店。所以在市场竞争上,我们处于一个相对的优势位置。但是正因为如此,市场的打开又将面临着一个大的问题。在一定程度上,很多同学会存在戒备的心理,所以一个创新的有说服力的广告宣传是必要。

    2.现在很多学生喜欢网上购物,我们可以将网上与现实相结合,在淘宝网上进行店铺宣传(本文来自:www.kwpang.com 博 旭 范文 网:鞋店最新促销活动方案),顾客可以在网上进行选购,确实购买后,我们可以提供免费送货上门服务,尽可能为顾客提供方便。我们的店铺可以直接开在寝室,不须要店面费,那么价格方面可以定得更便宜一些。

    八.经营策略:

    1.商品来源:从汉正街直接进货,先进行前期市场调查,争取以最合理的价位批到货真价实的品牌鞋。

    2.人力上:集纳有独特创新思想,沟通能力强的人才进入;同时,人员必须要有吃苦耐劳的精神,有耐心。在此基础上采取有秩序的管理模式。

    3.宣传上:开业期间可在资金允许的基础上,发放大量的宣传单,先吸引群众眼球,打入寝室内部做宣传;同时在校园内与学校一些社团进行合作,以拉横幅,贴海报的形式进行宣传。把商品发布到网上店铺,在QQ里进行店铺推广,让更多的了解我们的商品,了解我们的店铺。

    4.经营上:为了弥补资金上的缺乏,创业先期可以采用股份制原则,让更多的同学来投资,按投资金额的多少来分利润。

    5.策略上:开业期间本着薄利多销的原则,采取一定的优惠政策,比如开业期间八折优惠,买一双品牌鞋,送一双对应的袜子等等。

    6.店面上:由于资金原因,同时考虑到送货方便问题,店铺直接开在寝室内部,同时开通淘宝网上店铺。

    顾客可以以以下两种方式来了解购买我们的商品:

    ①网上进行选购,选中后,我们可以提供免费送货上门服务。

    ②直接来店中进行选购。

    7、设备上:需要一台电脑、货架以及一些简单的办公设备。

    九.经费来源及分配:

    来源:起初,采取入股制。前期计划投入三千元,先试验一段时间,如果销售量达到预期的标准,再追加投资。

    1)月基本工资分配标准:每月月底将净剩收入的百分之八十按入股金额的比例发放给员工;

    2)每月提成分配标准:按个人接受任务、完成任务及顾客的满意度分配,将员工的个人业绩分为甲、乙、丙三个等级,从而分配提成。

    十.预想问题及解决办法:

    在服务过程中,可能会出现顾客因不满意而要求赔偿的事宜,为此,我们必须坚持“顾客是上帝”的原则,尽量满足顾客合理要求。在销售过程中,有可能出现货源不足的情况,无法满足顾客的购买需求。我们会尽一切力量来满足顾客,如果他们要买的鞋而本店正好缺货,可以向他们保证如果愿意等的话,可以在一个星期内给他们提供需要的商品。在鞋子质量方面,我们可以承诺:三天内如果是鞋子质量问题,可以无条件包换或者退款。三个月内如果是出现质量问题,确定非人为故意损坏后,我们可以无条件包修。

    2、鞋店网络营销策划书

    一.营销环境分析

    拍鞋网店铺新开业,销售高潮是到新年阶段,策划出个性化广告语和促销力度,争取达到理想业绩。

    二.各种渠道宣传造势

    1、我自己的拍鞋店

    2、QQ签名

    3、QQ日记

    4、QQ微薄

    5、QQ留言板

    6、QQ群发消息

    7、人人网

    8、百度贴吧推广

    9、优酷推广

    10、天涯社区

    11、新浪推广

    12、开心网推广

    13、搜搜推广

    三、广告语

    女人如衣服,鞋子更如“女人”,快把它带回家吧~~~~~~~

    拍鞋网坚持着永远正品的理念以及对消费者的负责。所以,用最苛刻的标准审核每位员工,每天全面检查,绝不瑕痕货物送到消费者手中。拥有专业的队伍,负责任务的制定并实施符合您满意的方案,拍鞋网的目标是为消费者乃至全球提价最高性价比的鞋款,因此将不断奋进。因为有你,所以坚持,坚持全程用心服务!因为有我,所以安心,安

    心享受“拍”的乐趣!

    3、淘宝鞋店策划书

    一行业分析

    在现如今社会,时尚成为人们生活追逐的重要目标之一,古人云:千里之行,始于足下!时尚的鞋是人们张扬个性的重要媒介之一,同时一双好鞋还能保护脚不受外力伤害,让脚在工作的同时享受放松,所以,选购一双时尚精品鞋是非常重要的,基本上人平均每两月都会买一双鞋,所以卖鞋行业发展未来是可以的!

    二产品定位

    我选择耐克品牌运动鞋和板鞋销售,原因有三:第一,我是福建莆田人,我的家乡有很多品牌鞋的代工厂,我有认识的人在鞋厂工作,货源我可以得到保证;第二,耐克的独特的气垫技术使耐克运动鞋很受大众的欢迎;第三,耐克品牌名气大,知名度高。所以,我的产品定位就是耐克运动品牌。

    三开店准备

    (1)店名

    风宇时尚

    (2)主打商品

    耐克运动鞋,跑鞋,板鞋

    (3)营业时间

    7:30——23:00

    (4)目标客户

    12岁——35岁

    (5)店面装修

    采取时尚元素装潢网店

    (6)物流人员

    待定

    篇二:鞋店活动策划案

    “足暖温情 感恩回馈”活动策划方案

    ——XX鞋店元旦、春节促销活动策划方案

    活动背景:XX鞋店由于之前采取的促销方案如单纯的买一送一,以旧换新活动效果不佳,造成库存较多,且临近年底,库存积压严重,影响到今年第四季度及明年的销售预期。而且年底消费者的购物需求急速膨胀,本鞋店需借此机会,吹响年底最后一战的号角,迅速清仓。 目标客户:目标客户为中老年,这一部分的客户对价格的敏感度较高,易受价格浮动及各种广告、促销活动的影响。同时,这一部分客户的子女均成长为社会的中坚力量,在各自的工作岗位上各领风骚,且有强烈的孝敬父母的愿望和需求。

    活动目的:顺利实现年底清仓,实现本年度第四季度的销售高峰,提高XX鞋店的知名度和美誉度。

    活动主题:“足暖温情 感恩回馈”——元旦、春节促销活动

    活动方案:元旦和春节都意味着一个新的开始,而春节更成为全家团圆的标志。在这样喜庆而祥和的佳节时分,恰合适宜地打出感情牌,既享受到新年的喜悦气氛,又感受到浓浓的血义情深。结合活动主题,围绕感恩和亲情,做出方案策划。本案由以下四个分步方案组成:优惠券派发活动,爱心树留影活动,满赠活动和大型抽奖活动。具体实施如下:

    1、活动预热期:30元优惠券派发活动。本优惠券零门槛,只要在活动时间内成功购买,即可在售价上减去30元。派发对象主要为居民区的中老年消费者和办公楼宇内的年轻白领,派发时间为工作日的早上上班高峰,集中在辐射范围内的写字楼附近、公交站、地铁口等,周末主要在步行街、商业街、各大超市门口。优惠券派发员工需着统一店服,佩戴店标胸针和写有本店促销主题和店名的绶带。注:优惠券使用时间为2013年1月1日-2014年1月29日。

    2、主要促销活动:满赠。由于临近年底,消费者的购物需求旺盛,尤其是去各大超市购买年货的需求较大,因此此次满赠充分考虑消费者需求和现实情况,实行赠送超市购物卡的活动。具体为在本鞋店活动期间,单次消费满500元送50元超市购物卡,满1000元送100元超市购物卡,以此类推,上不封顶。数量有限,先到先得。

    3、“美好时光 亲人身旁”爱心树留影活动。此次活动充分调动子女和父母的互动以及中老年夫妻间的参与热情,呼吁人们表达爱,分享爱,增强舆论效应,引爆口碑宣传。需在店内一面墙上,用店内的鞋摆出大树的形状,并标注店名,以此寓意亲情珍贵,并间接宣传出本店的细腻和人性化。凡是成功购买的顾客,均可免费参与留影活动,由店员负责拍照,并负

    责洗出照片,进行装裱,制作成精美礼物,在除夕前夕寄出,尽量保证顾客在新年能够收到礼物。

    4、“惊喜惊喜 购鞋有礼”大型抽奖回馈活动。抽奖活动不只是一个噱头,而要真正成为吸引顾客并且能够打动顾客的行为,这就要在抽奖环节和奖品种类上做文章了。抽奖环节:凡是成功购买的顾客均可获得一个由六位数字组成的抽奖号码,店家以短信的形式下发到顾客的手机,编码方式可选择从000000开始,至999999结束。在除夕当天上午9点举行抽奖仪式,可邀请顾客参加,顾客也可自愿参与,并由店长随机抽取一二三等奖。可用电脑抽奖方式,以产生000000-999999之间随机数的方式抽出。奖项设置应充分考虑顾客需求和吸引眼球的能力,因此初定为:一等奖:32英寸智能电视(价值2000元),1名;二等奖:面包机(价值500元),3名;三等奖:家用豆浆机(价值200元),10名。四等奖:半价购鞋券,50名。本奖品由店员每人随机抽取出。使用时间:2014年2月5日-2014年2月28日。 活动时间:活动预热期:2013年12月20日-2014年1月5日,过期则不再派发优惠券。 满赠和爱心树留影活动:2013年1月1日-2014年1月29日。

    抽奖活动:2014年1月30日上午9点。

    活动预算:

    活动效果预计:覆盖范围不仅有辐射范围内的中老年用户,还包括其子女,影响范围及鞋店的知名度大幅度提高。每日至少有10人购买了500元以上的鞋子,则活动期间的销售额为145000元。此外不包括少于500元和多于1000元的顾客,保守估计每天有10人,每人花费100元,则活动期间销售额为29000元。活动期间共计销售额为174000元。

    补充:为配合此方案,店内布置需重新装点,如气球、拉花等。背景音乐,可选择欢快轻松等比较清新的类型,不可过于嘈杂。

    篇三:鞋子促销方案

    篇一:女鞋促销方案

    走进湖南促销方案

    策划人:谢桔祥

    策划时间:2012.11.16

    前 言

    香港卡菲妮迪女鞋于2006年在广州创立,是广州名剑贸易有限公司器械的一个女鞋知名品牌,

    为25—45岁之间的成熟女性打造时尚、轻巧、靓丽、性感的女鞋。卡菲妮迪品牌产品时尚、

    质量优良,充分体现了“关爱女性,创造和谐、品质生活”的品牌理念,公司以信誉至上,

    客户至上为企业宗旨,品质第一,服务第一位经营理念,创新思维,科学管理为企业重点。

    卡菲妮迪的每一双

    鞋子都是名师设计,前卫的设计、卓越的品质、优秀时尚一族和高收入女性的青睐。

    香港卡菲妮迪女鞋

    主要瞄准国内中档市场独有的消费特点用良好的品牌形象,卓越的产品品质,平稳的市场价

    格,倾力打造“人人买得起的品牌”。卡菲妮迪品牌主管产品品类丰富,每季300—1000个新

    款推出,以满足不同个性消费者的需求。价格体系健全,受众群体非常广泛。据专家测算,

    80%的人群为中档消费目标客户群,中国女鞋市场消费巨大,前景无限广阔,所以卡菲妮迪品

    牌在不断完善的基础上用心来做市场,必将结出胜利的果实。

    目 录

    前言 .................................................................. 错误!未

    定义书签。

    录 .............................................................................

    ....................... 3

    一、活动主

    题 .................................................. 错误!未定义书签。

    二、活动目

    标 .................................................. 错误!未定义书签。

    三、时间地

    点 .................................................. 错误!未定义书签。

    四、对象选

    择 .................................................. 错误!未定义书签。

    五、活动方

    式 .................................................. 错误!未定义书签。

    六、实施安

    排 .................................................. 错误!未定义书签。

    七、预算恰

    当 .................................................. 错误!未定义书签。

    范 .................................................. 错误!未定义书签。

    一、活动主题

    走进湖南,实施38

    妇女节顾客大回馈。

    二、活动目标

    1) 针对目标人群,

    强化品牌的宣传力度,形成搞品牌知名度。

    2) 让广大居民了

    解卡菲妮迪的独特魅力,发展更多的客户群体,拥有更多的潜在客户。

    3) 开展品牌个性

    化宣传,寻求女鞋差异化生存。

    4) 严格把关产品

    质量,不断提高产品里,强化目标消费群体对卡菲妮迪女鞋的品牌印象。

    5) 用良好的品牌

    形象,卓越的产品品质,平稳的市场价格,倾力打造“人人买得起的品牌”。

    6) 提高卡菲妮迪

    在女鞋行业的市场占有率,增加其销售量。

    三、时间地点

    时间:2012年5月

    7日——2012年5月9日

    地点:卖场、店面、

    市中心等

    四、对象选择

    1) 主要是为25—

    45岁之间的成熟女性打造时尚、轻巧、亮丽、性感的女鞋。

    2) 刚上市的新产品不打折,如果是vip贵宾可以打折,而打折的产品也可以折上折九折。

    3) 降低贵宾门槛,

    大范围发展贵宾,扩大会员规模,以此促进口碑传播及销售网络。

    五、活动方式

    (1)活动时间:

    2012年3月7日

    活动内容:在店内

    推出寻找小水晶鞋活动,发现即可获取购物券,让顾客参加送券在购物的活动。

    宣传方式:直邮心

    寒活动告知;店面pop宣传活动告知。

    (2)活动时间:

    2012年3月8日

    活动内容:借助举

    办大型评选活动,引起大众的广泛关注,找来十个模特,以不同的风格穿上卡菲妮迪不同风

    格的鞋子,强化品牌知名度。

    闻宣传,之前就得进行广告及新闻宣传;直邮信函告之;店面pop宣传活动告之。

    (3)活动时间:

    2012年3月9日

    活动内容:推出各

    类赠品,在店内设立堆头区,购买画品即可参与“魅力加价送活动”。活动期间购物满500

    元加28可获赠披肩,购满800远加价38元可获赠皮夹,购物满1200元

    篇二:鞋类促销活动注意事项

    鞋类

    经销商如何合理促销?

    随着三四年前内销制鞋行业大中型企业生产能力的成倍增加,再加上近几年这些企业不断扩

    大的品牌影响力,以及市场网络日益健全,这类内销鞋企的销售额大多数实现了二三倍甚至

    四五倍的增长。随之而来的是在品牌鞋企的蚕食下,一些开发能力弱、市场网络不健全的中

    小鞋业由原来自己做市场转而变为加工厂,以至最后慢慢地退出制鞋行业。以中国内销鞋业

    强势品牌最为集中的浙江永嘉为例,三四年前,以奥康、红蜻蜓为领头羊的近百家鞋企“百

    花齐放,百家争鸣”,展现出“永嘉鞋业红遍天”的繁荣表象。但时至今日,该县十之八九的

    中小型鞋企已经“关停并转”(关门倒闭、停产歇业、被大集团兼并、转行经营)。真正能健

    康生存下来并继续坚持走自己品牌之路的仅剩下奥康、红蜻蜓、蜘蛛王、日泰、杰豪、红草

    帽、统邦、陆陆顺、鼎派等为数不多的十来家企业,而奥康、红蜻蜓也实现了由当初2亿元~

    3亿元至十几亿元的跨越。可以说,整个内销制鞋行业大鱼吃小鱼的时代已经完全结束,随

    之而来的是狮子吃老虎的时代,中国鞋业市场开始了大企业间综合能力的竞争。在产品开发

    不相上下和贴牌盛行的现实情况下,大型鞋企间营销能力的竞争凸现出来。一般的品牌鞋企

    大约拥有2,000家~3,000家网点,因而对终端的掌控成为企业是否能健康发展的先决条件。

    “决胜终端”已不再是理论上的说教。

    根据市场调研,中国品牌鞋企的销售网络尚处于发展期,距成熟期还有很大一段距离,一些

    企业即使有二千多家零售网点,但真正健康有效益的网点一般不过四五百家,剩余的其中一

    半处于保本状态,另一半则处于亏损的态势。由于企业产品开发和营销模式的问题,摆在制

    鞋企业终端零售商面前最主要的难题就是处理库存。有的是企业由于物流原因造成的库存,

    有的是由于开发观念落伍造成的库存(新产品一上市,由于款式不对路,马上就成为库存),

    有的是行业生产过剩造成的库存。据了解,一般的店铺,10双鞋中卖掉8双,积压的2双如

    能处理掉就是利润,如不能及时处理掉,则没有利润。因此,能否及时清除库存已成为鞋业

    零售商生存的关键,可以说,50%~70%的零售商的利润就是他每年的库存,能否处理好库存

    已经成为影响鞋业零售商生存的关键因素,而促销无疑是鞋业零售商清除库存的利器。

    何为促销

    什么是促销呢?所有促进产品销售的行为都是促销。

    作为促销活动的主战场——鞋业终端网点的基础管理工作首先应该到位。尤其是品牌鞋企的

    专卖店或专柜的形象应该遵循以下几项要求:首先应该将产品舞台化,以产品为核心,把最新

    的鞋款置于消费者最易关注到的地方;其次应该创立一个良好的购物环境,实现销售网点的公

    园化、生活化,网点不仅只是卖鞋,而是卖一种生活方式,就像房地产一样,卖的不是水泥

    和砖,而是一种居住环境,一种生活乐趣。在这方面,红蜻蜓集团的卖场应是做得最有特色

    的,鞋文化、绿草地、大自然,建立一种亲和温馨的购物环境,自然就会调动消费者的购买

    欲望;最后应实现服务功能的多样化,如在温州美特斯·邦威的终端里面既可以上网,又可以

    感触休闲文化,还能买到产品。雪凡妮的时装店,楼上卖服装,楼下餐饮休闲,给人宾至如

    归的感觉,这本身也是一种促销方式。

    促销的三个操作要点

    促销作为鞋企的重要营销手段,主要是达到处理库存的目的。那么,促销的几个操作要点是

    什么呢?

    首先要先“发”制人。俗话说,一步先,吃遍天,除活动时间抢先外,活动形式也应创新抢

    先,比如每年促销效果较好的“五一”和“十一”两个黄金周,很多鞋企的促销活动一般都

    节日开始后才促销。但笔者从红蜻蜓企划部了解到,他们往年的促销活动在节日前三四天

    就开始了,而且效果非常好,因为一部分人提前购买鞋子出游,一部分回家探亲的为避开交

    通高峰也提前购鞋回家。所以,促销活动首先突出一个“先”字。

    第二,鞋企促销活动要遵循“新、奇、特”的原则。当今时代,信息变化万千,机遇稍纵即

    逝,谁及时吸引并捕捉到受众的目光,谁就在竞争中占得了先机。“新、奇、特”的促销活动

    自然就能达到这一效果。这首先要求促销广告设计要出巧、显眼,像2005年春节期间,奥康

    推出的“红红火火奥康年”系列促销活动,从机场路的大广告牌到小路牌,再到物流车,通

    体是红遍天的统一新奇的宣传形象,首先吸引住了受众的目光。其次是要多准备一些新颖终

    端宣传品,终端卖点的气氛布置要出巧、要热情,像今年红草帽鞋业全国统一推出的“付迪

    生、任静”夫妇拜年系列促销活动,除店堂布置得喜庆吉祥外,单单一个手提袋就做足了文

    章,大红配以两个形象代言人的拜年图片,很多消费者看到这个袋子后本来打算只买一双,

    结果买了好几双,因为送给亲朋好友时感到喜庆吉祥。

    第三,促销活动要执行到位,有一句话叫“一流的策划:+二流的执行能力=三流的效果”,可

    见执行能力的重要性。在鞋企的促销活动中,30%靠策划,活动效果的70%靠执行。如何才能

    达到好的促销效果呢?首先,广告宣传要到位,像奥康2002年8月8日在马鞍山做了一次名

    为周年店庆的促销活动,内容为买100送100,提前在温州当地报纸、电视、当地网点和街

    区做足了宣传。活动开始后,销售情况轰动全城,场面气氛难得一见,只听到“前方告急”

    声不断,6天的销量达到五千多双。其次,活动内容要实惠,受众参与方便。如2001年,康

    奈集团在部分销售网点推出的“淘金大行动”,在一个玻璃缸制作的透明箱子里面放上一元、

    五角和成分的硬币,让买鞋的顾客伸进一只手抓,能抓到多少送多少。再如澳伦鞋业在河南

    推出的节日有礼,“码”上送惊喜活动,顾客买40码的鞋送40元人民币,买42码的送42

    元,活动内容实惠,顾客参与方便。

    促销活动的分类与操作

    促销活动并非像一些鞋企认为的那样随时随地都可以做,而是必须要根据市场的情况和零售

    网点的实际需要制定。如一个品牌鞋企的专卖店长时间没有顾客进门或很少有顾客进门,说

    明这个品牌需要做广告宣传提升知名度了,而一个专卖店如果每天都有很多顾客进来,但达

    成交易的寥寥无几,说明这个店的款式不对路,需要补充新款了。根据区域市场和时节的不

    同,促销可分为节假日促销和淡季促销两大类。

    (一)节假日促销

    节假日促销是一些鞋企最为常用的一种促销方式,如元旦、五一、中秋、国庆、春节五大节

    日,每年的这个时候总是商家最为忙碌和促销活动最频繁的时候。根据节假日的性质,节假

    日促销又可以分为广告型节日促销、市场型节日促销和选择型节日促销三种方式。

    随着市场的变化,促销除有清除库存的性质外,渐渐演变成了一种广告宣传手段,因此广告

    型的节日促销最为常见。这种类型的促销最为经典的案例当属奥康集团于2000年4月29日

    至5月1日在浙江省所有专卖店举行的促销活动。内容是为庆祝“五一”劳动节,凡编号尾

    数为“51”的人民币,均可按面值翻倍在奥康专卖店使用。这个促销创意简直是一奇迹,从

    4月29日到5月1日,短短3天时间,奥康皮鞋在浙江省范围内的销售额高达1,800万元。

    人们排起长队购物,这次促销,奥康专卖店卖得只剩下货架和营业员了。鞋企同行纷纷感叹:

    节日的生意都让奥康做了。再如康奈在去年“五一”期间推出的“倒计时打折”活动效果都

    非常棒,从4月29日开始持续到5月7日,由最初的8折打到8.8(附带一些小礼品),每天

    都是顾客盈门,这样既卖掉了产品,又起到了一定的广告宣传效果。如果促销方式新奇,有

    时甚至会成为市民街头巷议的话题。品牌的关注度、知名度均能得到很大程度地提升。

    除广告型节假日促销外,市场型节日促销方式中的地位也日益提升,因为它不仅能帮助零售

    网点卖掉产品,同时又能开拓一个全新的市场,有时还能争取到很大的团购订单。如康奈集

    团在2003年“非典”期间5月12日的护士节,在杭州推出针对当时最受社会瞩目的群体—

    —护士的促销活动,凡是持护士证件的消费者到康奈专卖店里买鞋一律打到7.5折,仅仅两

    三天的时间,销售额就近50万元,在获取经济效益的同时又获得了良好的社会效益。又如,

    教师节、记者节,为特定的社会群体发送金卡、贵宾卡都能达到很好的效果。

    (二)淡季促销策略

    对于皮鞋行业而言,每年的6月~8月是生意最为清淡的三个月,再加上近几年气候反常,

    凉鞋季节时长时短,所以70%~80%的零售网点很难赚钱,还有女鞋款式变化奇快,尤其是女

    凉鞋,季节一过几乎成为废品,不像有的男款式可以连续几年不衰。由于6月~8月很少有

    新款上市,这几个月也几乎成为整个鞋业零售点处理库存、重新开业装修和促销活动最为活

    跃的时期。库存处理无疑是这个季节最为重要的促销任务。

    随着二三级市场的活跃,近年来,鞋业库存处理方式呈现多元化的趋势。有的在某一区域较

    好的网点开设处理店,提早把市场较为难卖的产品推向处理店,尤其是女凉鞋,在4月中旬

    正式上市,至5月初如果货走不动,就应早早推向处理店,以免造成库存;有的利用展会和农

    村集市处理库存;有的把积压较大的皮鞋一次性以较低的价格转向外销,或许有点亏损,但省

    时省力又省心;有的品牌型鞋企还可自行策划展销会,如去年红蜻蜒在武汉搞的“红蜻蜒鞋文

    化巡展”广场促销活动,每天可卖掉一千多双库存,既展示了企业形象,又清除了库存,一

    举两得。不过,在组织以上类别的促销活动时,首先要注意选择平时销售较好的网点去做,

    其次要注意好促销区域的特殊性,根据自己品牌的主要营销区域去进行促销,如卡美多可能

    在四川有非常高的知名度,在温州的影响力就不够,如果在温州搞卡美多皮鞋的促销活动成

    功的几率非常低,而在它自己的主销区去做十有八九会取得很好的效果。

    相关热词搜索:鞋店 促销活动 方案 最新 鞋子促销活动方案 商场鞋区的促销活动 实体鞋店活动策划方案

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