顧客管理與門店定位銷售額=客單價×客單量商品商品組合與結(jié)構(gòu)商品布局與陳列商品價格策略商品營銷策略......客單價由啥決定的？3客單量=消費者人數(shù)=客流量×交易比例客流量=顧客=來客數(shù)=目標(biāo)顧客×光顧率目標(biāo)顧客=目標(biāo)市場容量×顧客忠誠度商店吸引力指數(shù)商號吸引力指數(shù)商品吸引力指數(shù)什么是客單量？4銷售額=客單價×目標(biāo)市場容量

×顧客忠誠度×光顧率×交易比例=客單價×目標(biāo)市場容量

×商號吸引力×商店吸引力×商品吸引力5顧客管理步驟人口結(jié)構(gòu)18歲以下18-2828-4040-5050-6060以上小計合計男女男女男女男女男女男女男女人數(shù)50050010001000200018003000320025002700150018001050011000215001、商圈人口結(jié)構(gòu)調(diào)查62、顧客忠誠度抽樣調(diào)查及目標(biāo)顧客測算人口結(jié)構(gòu)人數(shù)忠誠度目標(biāo)顧客18歲以下男50020.00%100女50025.00%12518-28男100030.00%300女100036.00%36028-40男200024.00%480女180021.00%37840-50男300050.00%1500女320045.00%144050-60男250030.00%750女270036.00%97260以上男150025.00%375女180015.00%270小計男1050033.38%3505女1100032.23%3545合計

2150032.79%705073、客流量測算及光顧率計算人口結(jié)構(gòu)人數(shù)忠誠度目標(biāo)顧客客流量光顧率18歲以下男50020.00%1002020.00%女50025.00%1252520.00%18-28男100030.00%30010033.33%女100036.00%36011030.56%28-40男200024.00%48018037.50%女180021.00%37824063.49%40-50男300050.00%150025016.67%女320045.00%144036025.00%50-60男250030.00%75020026.67%女270036.00%97225025.72%60以上男150025.00%37512032.00%女180015.00%27020074.07%小計男1050033.38%350587024.82%女1100032.23%3545118533.43%合計

2150032.79%7050205529.15%84、顧客管理報告人口結(jié)構(gòu)人數(shù)忠誠度目標(biāo)顧客客流量光顧率客單量交易比例客單價銷售額18歲以下男50020.00%1002020.00%1050.00%10.00100.00女50025.00%1252520.00%1560.00%11.00165.0018-28男100030.00%30010033.33%6060.00%12.00720.00女100036.00%36011030.56%4540.91%13.00585.0028-40男200024.00%48018037.50%7038.89%14.00980.00女180021.00%37824063.49%15062.50%15.002250.0040-50男300050.00%150025016.67%12048.00%16.001920.00女320045.00%144036025.00%25069.44%17.004250.0050-60男250030.00%75020026.67%9045.00%18.001620.00女270036.00%97225025.72%15060.00%19.002850.0060以上男150025.00%37512032.00%3025.00%20.00600.00女180015.00%27020074.07%12060.00%21.002520.00小計男1050033.38%350587024.82%38043.68%15.635940.00女1100032.23%3545118533.43%73061.60%17.2912620.00合計

2150032.79%7050205529.15%111054.01%16.7218560.009顧客管理的分析與應(yīng)用之門店定位服務(wù)定位商品定位價格定位營銷定位10顧客管理的分析與應(yīng)用例表一顧客管理分析表-年齡結(jié)構(gòu)人口結(jié)構(gòu)人數(shù)忠誠度目標(biāo)顧客客流量光顧率客單量交易比例客單價銷售額18歲以下100022.50%2254520.00%2555.56%10.6026500%66021031.82%10550.00%12.43130558%85842048.95%22052.38%14.68323042%294061020.75%37060.66%16.68617012%172245026.13%24053.33%18.634470.0060以上330019.55%64532049.61%15046.88%20.803120.00小計2150032.79%7050205529.15%111054.01%16.7218560.00顧客管理分析表-年齡結(jié)構(gòu)占比人口結(jié)構(gòu)人數(shù)占比目標(biāo)顧客占比客流量占比客單量占比銷售額占比18歲以下10004.65%2253.19%452.19%252.25%265.001.43%18-2820009.30%6609.36%21010.22%1059.46%1305.007.03%28-40380017.67%85812.17%42020.44%22019.82%3230.0017.40%40-50620028.84%294041.70%61029.68%37033.33%6170.0033.24%50-60520024.19%172224.43%45021.90%24021.62%4470.0024.08%60以上330015.35%6459.15%32015.57%15013.51%3120.0016.81%小計21500100.00%7050100.00%2055100.00%1110100.00%18560.00100.00%11顧客管理分析表-性別比例人口結(jié)構(gòu)人數(shù)忠誠度目標(biāo)顧客客流量光顧率客單量交易比例客單價銷售額男1050033.38%350587024.82%38043.68%15.635940.00女1100032.23%3545118533.43%73061.60%17.2912620.00合計2150032.79%7050205529.15%111054.01%16.7218560.00顧客管理分析表-年齡結(jié)構(gòu)占比人口結(jié)構(gòu)人數(shù)占比目標(biāo)顧客占比客流量占比客單量占比銷售額占比男1050048.84%35054