1, purchase channel:
If you open a large bookstore, you'd better purchase the main books directly from the publishing house. This way, the discount is low and the profit margin is larger. You can get the contact information of all state-owned publishing houses and some private publishing companies by purchasing the latest edition of the Directory of National Book Publishing Houses (China Youth Publishing House). Go to a few more book fairs and order fairs, and the channel will be established.
If it's a small or medium-sized bookstore, it's not enough to go to a publishing house or bookseller to get the goods, and they can't take care of a small customer like you. At this time, it is more convenient and appropriate to purchase goods in the wholesale market. At present, there are basically book wholesale markets in all provinces and cities in China, such as Sweet Water Garden in Beijing, Confucian Temple in Shanghai, Jianji Road in the south of Hai Yin Bridge in Guangzhou, and Cultural Mall in Dengyun Road in Hangzhou, and Xinhua Bookstore also has a wholesale center. It is not difficult for you to find the address, and you can solve the problem of installation.
The bookstore has been open for a long time, and if the reputation is good, the supplier will take the initiative to ask you to sell the book. Therefore, both publishing houses and wholesale markets can explore, but in the end, we should consider the cost and efficiency according to our own needs and screen out the most important, cheapest and fastest channels.
2. Purchase rules:
The rules are very complicated. Different people, different scales, different times, different places, and even negotiators may get different results. Please pay attention to these keywords: cash (payment before delivery), credit sale (payment after delivery), credit limit (maximum credit limit), account period (payment after receipt), discount and return;
Starting from the first stocking, this first stocking is the largest (the budget mentions that a 50-square-meter bookstore costs 250,000 yards), so be extremely cautious. I hope you can talk about some cash and some credit. It is impossible to sell all on credit (unless the supplier is your relative, ha, that goes without saying). Talking about selling 50% on credit is very respectable and creditable. For small-scale stores, 20% is also good. This is the credit limit, which should be rolled into daily purchases in the future to reduce the pressure on your capital turnover. Generally speaking, there should not be too many channels for initial stocking, because if it is too scattered, each supplier will get a small amount of purchases and it will be difficult to negotiate. )
The account period doesn't need to be too long, three or four months is enough (the book can't be sold, and there is no point in delaying it).
Of course, we must strive for the lowest discount, but the general wholesaler only adds about 5% on the basis of the discount published by the publishing house. It can be queried in many ways. If everyone is doing business for a long time, don't worry too much.
The most important thing is to agree with suppliers that books that cannot be sold can be replaced with new books within a time limit. Otherwise, what will you do with the unsalable books in the future?
After the above rules are discussed, it is best to sign a supply and marketing contract with the supplier. In the future, the purchase, settlement and return will be repeated according to the contract.
3. Variety selection:
Frankly speaking, what kind of theme to choose to open a bookstore is not clear in an article. This first involves the main direction of the bookstore, and different positioning choices are also different. At the same time, it also involves different regions, and different regions have different choices. There is still time. Most of the best-sellers a year ago are unsalable books today, and only a few will become regular sales books. Especially the experience and vision of book choosers, this accumulation cannot be replicated in a short time. It's best if you can find an experienced person to help you choose books. )
I can only suggest a few paths:
First, you'd better observe for a period of time before you start work. Learn about the recent real book sales (leaderboards and popular books) from peers (such as local bookstores and national online bookstores), upstream (such as local book wholesale markets) and professional media organizations (such as China Book Business Daily and Open Book Research Institute). The more dynamics you master, the better, and sharpening the knife does not mistake the woodcutter;
Second, try to choose the products of various authoritative publishing houses: (give a few examples for reference)
Literature-people's literature, writers, Shanghai translations, Yilin, Huacheng, Changjiang literature and art, Hunan literature and art, etc.
Social Sciences-Sanlian, Business, China, Guangxi Normal University, Xinxing, China Social Sciences, Shanghai Century, Shanghai Ancient Books, Liaoning Education, Yuelu Bookstore, etc.
Economic management-CITIC, China Renmin University, Tsinghua University, China, finance, machinery industry, etc.
Arts-Shandong Pictorial, Shaanxi Normal University, People's Fine Arts, Hebei Education, etc.
Children-China children, children's interests (People's Posts and Telecommunications), Shanghai Fine Arts, Xin Lei, 2 1 century, etc.
Life-China Light Industry, China Textile, Beijing, Nanhai, etc.
Foreign languages-FLTRP, FLTRP, Shanghai Translation, East China Normal University, etc.
Teaching AIDS-higher education, Longmen Bookstore, Northeast Normal University, Huanggang, Dolphin, etc.
The third is the "80/20 rule". 20% of the best-selling varieties may generate 80% of the sales. You should buy those new books that are sure to sell well quickly and frequently in order to catch up with the sales trend. At the same time, 80% of the varieties should choose those popular books. Although they may only generate 20% sales, they still need to be carefully selected, because they are the basis of the sales pyramid!
Add and return books
In most cases, it is difficult for us to judge whether a new book will sell well in the future. You need to be careful at this time. You might as well take a small amount first and try to sell it (don't buy in large quantities blindly because your mind is hot, and it will be very troublesome to return it unsalable in the future). If the test is good, you should add the goods immediately.
At the same time, the bookstore should also list the book sales data by day, week and month in the computer for statistical analysis. For books that sell a lot, we must pay attention to the remaining quantity. If you find that they are about to sell out (generally speaking, the inventory is at least greater than last week's sales), you should register a purchase order immediately and add goods to the supplier. The same is true of books that are often sold in low inventory. It is necessary to prevent out of stock and waste sales opportunities.
Naturally, large bookstores operate the purchase (replenishment) every day. If small and medium-sized bookstores have the conditions, it is best to purchase them once every two or three days. The transportation is not so convenient. You should buy it once a week or so.
I have seen many bookstores with poor management, but they are just lazy, fail to keep up with the pace of bestsellers in time, fail to count the number of bestsellers, and let bookstores be out of stock, resulting in more and more nobody interested.
In addition, according to my experience, under normal circumstances, the stock of books in bookstores is at least three times the monthly sales of bookstores. If you find that the book inventory in the store is lower than this month's sales, you should replenish it quickly, otherwise the subsequent sales trend is likely to decline.
Every time you purchase (add goods), you should also use the computer to register the variety, quantity, discount, supplier, return period, etc. , to ensure accurate records of future reconciliation, inventory, settlement and return. For example, if the source of the supplier is not clearly recorded, it is inevitable that the wrong book will be returned in the future, and the supplier will not accept the return of the book that was not issued by himself. In the end, it can only be your own loss, so you should pay attention to the difference from the beginning.
Let's talk about returning goods first: it is mentioned in the procurement rules that we should strive for suppliers to allow bookstores to return unsalable books (offset accounts or exchange new books) during the accounting period. Returning books is an important means for bookstores to revitalize their inventory and funds. Only by returning unsalable books regularly can we free up funds and space to increase new books, thus maintaining and increasing sales.
What is a unsalable book? Let's put it this way: if no one cares about a book after it has been on the shelves for two months, it can be said that it is a slow-moving book. Or a book has not been replenished at the end of the accounting period, some books have not been sold at the time of liquidation, and the rest are unsalable books.
I suggest that bookstores regularly (at least once a month) refer to the sales data of the current month to clean up and return the unsalable books. At the same time, new books change shelves, so that the varieties in the bookstore will always be "brand new and keep pace with the times."