沃尔玛管理手册

Overview概述

This manual will familiarize you with the basic sales floor procedures and Merchandising Standards related to product presentation and merchandising At times however you may need to deviate from these guidelines with a Coach＇s approval in order to get the sales that you need
這手冊將會熟悉根店面運作程序關商品陳列與理指導知識時候為促進銷售經理批准嘗試偏離這指導原則進行工作

Merchandising is for the most part based on opinion Do not be afraid to try new things if you feel that it will help increase sales However there are many proven concepts that should be applied in all buildings Also you must be willing to try someone else＇s ideas if your techniques are not getting results Just remember to have fun with it
商品佈置這工作建立觀想法基礎怯嘗試新方法認為促進銷售做當然果方法效妨試試建議總對感興趣行



















It＇s almost embarrassing to admit this but it＇s true There hasn＇t been a day in my adult life when I haven＇t spent some time thinking about merchandising I suspect I have emphasized item merchandising and the importance of promoting items to a greater degree than most any other retail management person in this country It has been an absolute passion of mine It is what I enjoy doing as much as anything in the business I really love to pick an item maybe the most basic merchandise and then call attention to it We used to say you could sell anything if you hung it from the ceiling So we would buy huge quantities of something and dramatize it We would blow it out of there when everybody else knew we would have only sold a few had we just left it in the normal store position It is one of the things that has set our company apart from the very beginning and really made us difficult to compete with And man in the early days of WalMart it really got crazy sometimes

雖然承認這難為情從成年後沒天想著商品佈置懷疑商品佈置與促銷功夫對重視程度零銷業理者這直貫方針帶給樂趣與們生意中趣事情樣非常喜歡親動手包裝商品常種商品後想辦法吸引顧客注意將銷售出們句話說將掛起來將賣出〞們應訂購批量某種商品將變成富戲劇性色彩推銷活動們將水樣噴灑出破這東西放貨架賣少〞神話這們與們對手間區別現回頭早期WalMart做促銷
活動定會認為們群瘋子
Sam Walton山姆·沃爾頓

Who Needs This Information參閱員

All Sales Floor Partners店面工作員
All Merchandise Team Leaders全體高級員
All Coaches全體經理員

You Will Learn About將學

The Competitive Strategy競爭價格策略
Merchandising Standards for the side steel endcap features and the cart rail邊櫃貨架頭路售區陳列標準
Basic merchandising procedures （ie signing zoning shrink wrap standards etc）根商品理程序（：標簽整理纏繞膜等）
Item auditsTest scanning盤點掃描測試
Tools （Planners Reports）工具（計劃報告）

Personal Contacts個聯系

Team Leaders
Assistant Coaches副經理
Head Coach總經理
Director of Operations運作部總監

Merchandise Base商品根理論

Our company is merchandise driven The foundation of our business is in selling merchandise Our philosophy is to sell cost effectively to the Business Member while merchandising aggressively to the Advantage Member The Merchandise Base consists of the following key elements
們公司家商品促銷公司公司經營基礎銷售商品們經營理念全商業會員提供价廉商品時極力滿足個會員

· A limited assortment 3600 SKU’s全店商品品種限制3600種
· We carry only high volume items in the largest most economical sizes needed by our Members We do not intend to be their only supplier
們銷售批量會員需經濟包裝形式商品們希成為會員唯供貨商


· Our selling price must represent for our Member a significant savings over traditional sources of supply such as distributors factory direct and other retailers Our intent is to save our members money while providing quality merchandise
們價格必須顯示傳統供應渠道（配銷中心工廠零售商）商品更節省們宗旨為會員提供質優价廉商品
· Our merchandise selection includes wholesale items
選擇商品時攷慮針對批發銷售形式商品：

1 Wholesale items should be always in stock
貫保持批發商品庫存
2 Strive to maintain these items in the same location in the Club
竭力將這商品陳列位置
3 Will change these items only if a better value can be secured or if manufacturer changes or drops the item
非找更批發商品生產廠家改變商品生產否則改變這針對批發業務商品

· The remaining merchandise is Advantage Items
商品針對個會員消費商品：

1 Selected for personal use of the Advantage member as well as the Business member These will change frequently
進貨時選擇符合個會員商業會員商品這種商品會經常變化
2 They include many onetime special purchases
這商品包括次性特別採購商品
3 Branded Normal distribution for these items would be department or specialty stores
名牌商品通常將這商品銷售給店鋪專賣店
4 Intelligent loss of business Our philosophy is early in and sold out before the end of the season This will minimize our exposure to liability and create the urgency to buy We should feature items early teaching Members to purchase NOW
聰明生意損失們原則銷售旺季結束前盡快進貨盡快售出這樣做減少風險營造購買緊迫感對們盡快特別作出陳列指引會員現購買
Six Basic Rights of Merchandising商品六個正確〞

SAM’s Club has adopted the Six Basic Rights of Merchandising that is the cornerstone of measurement for every item in the club These rights are
山姆會員店采商品六個正確〞原則店內種商品攷慮這個原則這六個正確〞：
1 The Right Merchandise正確商品
First it has to be an item that our Members would want to buy
首先選商品必須會員需商品

2 The Right Time正確時機
Seasonally correct We have to present the item to our Members at a time they would want to purchase the item
隨季節選貨必須會員購買季節展示出來

3 The Right Quality正確質量
Product selection is of the highest grade construction and durability Merchandise displays accurately reflect the quality of the merchandise and enhance product sales
選商品品質優良商品

4 The Right Quantity正確數量
Amount of product must support the rate of sale we want to generate Presentation should be of a size that demonstrates our commitment to the item
足夠貨量支持們求營業額商品展示規模顯示們對商品承諾

5 The Right Price正確價格
Must represent a value Has to show substantial savings over traditional channels of distribution
價格必須反映價值必須傳統零售商品更節省

6 The Right Place正確位置
In the best location to maximize sales Ensure the correct items are featured on the Cart Rail Endcaps Checkouts Seasonal and Flex Areas
正确陳列位置來擴銷售確保路售區收銀機旁貨架頭等特賣商品陳列
Standards Within Presentation商品陳列標準

There are basic club standards that should be followed every day as an expectation for being ready for business These standards include
天開店營運前遵循會員店標準：

· Merchandise should be pallet driven （where possible） with no hand stacking（NA適中國）卡板來補貨（情況）應手堆疊

· Aisles and ends should be laser beam straight （Merchandisers should use a mallet or pallet jack to execute a consistent appearance）
過道邊櫃貨架頭卡板筆直（液壓卡板拖車來保持貨架外觀）

· Every merchandise item out for sale should have an item sign to communicate the price Within this program signing should be neat and consistent throughout the Club
銷售中個品種商品價格牌店內標簽整潔

· Displays should accompany every merchandise item （where appropriate） and should be clean secured complete and functional
樣品與存貨起陳列（）樣品干淨安擺放配件齊備正常

· The salesfloor should be clean and safe with merchandise neat
樓面干淨安商品陳列整潔

· The merchandise presentation should be FULL mass out the inventory on the sales floor
陳列商品丰滿量展示商品庫存

Overall Floor Appearance總體外觀

There are some basic standards to follow regarding the overall floor appearance of the club These standards include
會員店總體外觀幾個根標準：

· Trash cans on the steel（NA適中國）中國作法：樓面適當方垃圾桶
· All light bulbs in the ceiling and FreezerCooler in working condition
屋頂日光燈冷櫃凍櫃處於良工作狀態
· Area between pallets is clean卡板與卡板間面干淨
· Coffin coolers clean and defrosted冷藏櫃干淨並無霜
· Poles painted防撞術噴油漆
· Floor clean and free of trash and spills面干淨無垃圾無溢出物

Member Expectations Checklist會員期檢查清單

To ensure we are meeting Club standards during all hours of operation and striving to exceed the expectations of our members we have developed a Member Expectations Checklist
為確保會員店開店期間符合會員店標準超出會員希制定出會員期檢查清單

This checklist should be completed two times per day
天少兩次根據清單內容進行檢查：

· one hour prior to club opening in the morning天早開店前時
and
· at 200 pm each afternoon天午2：00

The Merchandise Manager is responsible for the completion of the checklist but Salesfloor Partners will probably be asked to assist in the completion of certain portions as it pertains to their area of responsibility
商品經理負責完成清單檢查工作樓面區域員工協助該區域檢查工作

On the following page is a copy of the Member Expectations Checklist Read each point so you are more aware of the Club standards as it relates to signing zoning displays demos spot boxes etc
份會員期檢查清單逐項閱讀理解會員店關於標簽區域整理展示陳列等
Member Expectations Checklist會員期檢查清單

Club會員店號 _______
Date日期 ______

TASK
內容
INITIALS
檢查

TASK COMP
否符合求？
1 Signing
標簽
OPEN
開店前
2 PM
2：00

YES
NO*
否
· Are pull tickets in place for securitybulky merchandise
件商品陳列否貼安標簽？





· Are signs displayed with every merchandise item on the sales floor
樓面銷售種商品否價格標簽？





· Is shelf maintenance complete with all signs posted
貨架維護報告否完成貼新標簽？





Comments備注 ________________________________________________________________________________ ______________________________________________________________________________________________
2 Zoning區域整理
OPEN
2 PM

YES
NO*
· Do the merchandise aisles have a clean and neat appearance
通道陳列商品否干淨整潔？





· Are the merchandise pallets locked down〞（empty boxes pulled and top layers leveled）
卡板空箱否取走補齊貨？




Comments備注 _________________________________________________________________________________________ _______________________________________________________________________________________________________
3 Displays樣品
OPEN
2 PM

YES
NO*
· Are displays clean operable and secured
樣品否干淨功正常陳列安？





· Do displays look exactly like the product represented for sale
樣品與存貨否樣？





· Are grids used when needed to visually display product features
否網絡板來突現展示樣品（NA適中國）





Comments備注 _________________________________________________________________________________________ _______________________________________________________________________________________________________
4 Demos試喫
OPEN
2 PM

YES
NO*
· Are product demos located near the merchandise
試喫品否該商品陳列點？





· Is there adequate inventory on hand to support every product demo
試喫品庫存否足夠？





Comments備注 ___________________________________________________________________
_______________________________________________________________________________
5 Spot Boxes（NA適中國）
OPEN
2 PM

YES
NO*
· Are spot boxes fully stocked with one item





· Does every spot box contain the appropriate merchandise （ie demos CWOs seasonal etc）





Comments備注：____________________________________________________________________________________________________________________________________________________________________________
* Provide explanation for ALL incomplete tasks果項沒完成則寫理
Member Expectations Checklist （Cont’d）

TASK
INITIALS

TASK COMP
6 Lows and Outs缺貨情況
OPEN
2 PM

YES
NO*
· If merchandise is onhand has it been located and restocked
果商品現貨庫存否陳列出來？





· If merchandise is not onhand have you checked to see if the merchandise is on order If not have you communicated to the Director of Operations
果沒庫存否檢查該商品否無訂貨果無訂貨否與總經理營運總監聯系？





Comments備注__________________________________________________________________________________ _______________________________________________________________________________________________
7 Steel Standards貨架標準
OPEN
2 PM

YES
NO*
· Are pallets safely stacked卡板否安陳列商品？





· Are pallets located in or near the same aisle as the merchandise located on the sales floor （NA適中國）





Comments備注 _________________________________________________________________________________ _______________________________________________________________________________________________
8 Staffing員
OPEN
2 PM

YES
NO*
· Are critical merchandise areas of the club staffed （eg computers tires）
關鍵區域員否足夠（：辦公品櫃台熟食櫃台）？





Comments備注 _________________________________________________________________________________ _______________________________________________________________________________________________
9 Floors樓面
OPEN
2 PM

YES
NO*
· Are the floors clear of pallets trash and liftsjacks
樓面否無空卡板無垃圾無扠車拖車？





Comments備注 _________________________________________________________________________________ _______________________________________________________________________________________________
10 Fresh Departments鮮食部門
OPEN
2 PM

YES
NO*
· Is current product in rotation clean and full
陳列出商品否新鮮干淨豐富？





Comments備注 _________________________________________________________________________________ _______________________________________________________________________________________________
11 Check Receiving檢查收貨部
OPEN
2 PM

YES
NO*
· Are hot〞items out on the sales floor （not in receiving）
新商品暢銷品否控制樓面進行陳列？




Comments備注 _________________________________________________________________________________ _______________________________________________________________________________________________

If all 11 areas have been reviewed sign below完成11個區域檢查面簽名

___________________________________ ____________________________________
General Manager總經理 Date日期 Merchandise Manager商品經理 Date日期
* Provide explanation for ALL incomplete tasks
Steel Standards貨架標準

Reserves儲存貨架
Categorize items together in the upper steel on the front side of the first racks （facing the entrance） This demonstrates to the Member our buying power and wholesale concept Items to categorize would include
將商品分門類存放高貨架第二層貨架（正面對外）這樣存放會員灌輸批發商品概念

1 In GroceriesJuice Soda or Paper products
干貨：果汁蘇飲料飲品
2 In Center SectionCopy paper paper products or chemicals （where applicable）
路售區域—复寫紙紙品化學製品
3 In HardlinesComputers or televisions （if quantities are available）
五金—計算機電視機（果數量足夠）

Merchandise in the reserve steel should be stored on the same rack as the merchandise on the salesfloor whenever possible As long as it’s in the same run merchandise will be easy to locate and easy to identify for audits
高貨架存貨盡量與陳列面商品相致條貨架面陳列與高貨架存貨致方便找貨

Full or partial pallets CAN be stored in either the MIDDLE or TOP reserves
高貨架中間貨架儲放滿卡板半卡板商品

Every pallet in the reserve steel should be clearly marked with a standard slot tag to identify the merchandise Make sure slot tags are put in the same position on every pallet for consistency
高貨架儲存商品必須儲存標簽便辯認該商品儲存標簽個卡板位置致

Center ReservesThe height of the first bar of steel should be approximately five feet from the floor （except in the cereal aisle where the distance is 5 boxes high） Pails or tubs should be stored in the middle steel these items are a safety hazard and should never be stored in the upper steel 中間儲存貨架—中間儲存貨架第根橫鋼與面保持5尺高度桶盒
存高貨架這商品存高貨架容易造成危險
Steel Standards （Cont’d） 貨架標準（續）

Reserves儲存貨架
Partial pallets should be worked at least once per week to ensure proper rotation of the merchandise stock status integrity and that pallets are quickly returned to the Distribution Center
周少查次滿卡板貨商品確保時陳列出來注意庫存狀態卡板迅速返回配銷中心

SafetyIt is important when storing merchandise in the reserve steel that we practice appropriate safety standards to protect our Partners and Members
安—高貨架儲存商品安非常重安儲存保護員工會員

1 Never backstock chemicals over food items or vice versa
禁止食品方儲存化學製品
2 The maximum weight that should be stored per slotting section in the reserve steel is dependent on the type steel that you have
高貨架個卡板承受重量取決鋼架類型

Bar Length x Width Maximum Weight
鋼架長´寬 承受重量
96x 65 9000 lbs4086kg
96x 45 7000 lbs3178kg
144x 45 3500 lbs1589kg

Receiving收貨部（NA適中國）
No merchandise should be stored in the Receiving area except for high volume or bulky merchandise staged for stocking on weekends （ie bathroom tissue paper towels soda） or any merchandise too large to put in the steel （ie riding lawnmowers compressors）

Side Counters邊櫃
The standard height for the first bar of steel in groceries hardlines and center section should be approximately 5 feetfrom thse floor However the height of the steel may vary by category
日雜品五金區域貨架離面第條橫鋼與面距離5英寸然分類高度

Steel Standards （Cont’d） 貨架標準（續）

If a category requires that the steel be higher for one item in the side counter then consistency in the height of the bars down the entire aisle should be maintained if at all possible
果邊櫃某個商品求貨架高度與貨架商品高度高則整條貨架橫鋼高度致

Side Counters （Cont’d） 邊櫃（續）
Secondary shelvesWhen additional steel is required for more than one 8foot section of the aisle the bar heights must be consistent throughout the entire aisle if at all possible
二層貨架—果第二層貨架某個商品求貨架高度層貨架高則
整個第二層貨架高度致

· In Groceries additional steel should be used to raise sugarflour dogfoodrice at least 6above the floor for cleaning purposes （NA適中國）

· In Center Section when possible all items presented in this area should be backstocked in the Center Section this would include office supplies office furniture books and basic apparel In many Clubs steel is not available in the Center Section for these Clubs the merchandise location should be identified and maintained in certain designated areas
（NA適中國）中國作法：路售區域整條貨牆高度致中間留兩個空卡板方便會員走動

· Laser Beam Straight The profile of each pallet in the run （side counter） must be straight
貨架卡板成直線—邊櫃卡板外邊成條直線
Displays 樣品

Displays help sell the merchandise A member is more likely to buy something if they can see what it looks like and how it works
樣品展示促進銷售會員通常親眼商品外觀功後會購買

Ÿ DisplaySignMerchandise should be used whenever possible
店內方商品陳列遵循這樣順序原則：樣品—價格標簽—存貨

The following are guidelines for displays樣品展示指南

Ÿ Keep displays clean Dust daily保持樣品干淨天塵
Ÿ Displays must look exactly like the product represented for sale no missing parts or partially assembled
樣品與商品完全樣樣品配件缺失
Ÿ Keep displays operable and in good condition Repair damaged displays Connect appropriate displays to a nearby power source for attraction （eg computers televisions etc）
樣品處良工作狀態破損樣品維修幾種相類似商品陳列起吸引會員（例：電腦電視機等）
Ÿ Keep displays secure Tie down all displays to prevent accidents
確保樣品安陳列將樣品適當固定防止意外事
Ÿ Displays help sell the merchandise Use grids to display all accessories to show the member all they get with the item
樣品展示利促銷商品鐵格柵欄來陳列配件方便會員挑選
Ÿ Use vendor supplied displays if available
供應商商品作為樣品

NOTE To ensure display guidelines are being followed assign a partner to displays as a daily responsibility
注意：為確保樣品陳列位指定員工對負責
Signing 價格標簽

Signing is a very important component of Member Service If a member cannot find the price of an item they want or if the sign is wrong you will usually lose the sale of that item
價格標簽會員服務個重方面果個會員們想價格商品價格標簽正確們將失銷售機會
Club partners must walk through each section daily to ensure EACH and EVERY item has a correct sign
必須天巡查工作區域保證件商品均正確標簽

RememberOne of our basic merchandise concepts is
記住……們商品陳列概念：
Display樣品

Sign價格標簽
123456
Panasonic 13900
Microwave Oven

Merchandise （pallet driven）存貨（卡板陳列）


Signing （Cont’d） 價格標簽（續）

Signs should be centered over the merchandise and the bottom of the sign holder should be flush with the bottom of the bar
標簽應放商品正方標簽袋底部應與貨架梁底部對齊

All faded bent torn or ragged signs should be replaced Old sign holders should be replaced where necessary
破褪色卷曲標簽必須更換舊標簽袋應時更換

· Always present our basic concept 永遠遵守標識概念準則
1 Display展示商品
2 Sign標簽
3 Merchandise擺放備貨

· All signs should be neat and correct標簽必須保持整潔正確

· All endcapslarge signs （except in the pallet pods in softlines）
（Pallet Pods）服裝部外貨架頭須標簽旗標標注

· Side CountersSoftlinesFlex Areamedium signs
櫃台區標簽

· Checkoutslarge sign attached to bracket or Tbars above product
入口處特价區T形標簽

· Cart railuse medium signs if on the Tbar system otherwise use large
型標識

· Pull tickets for secured merchandise must be fully stocked and available for Members at the merchandise display （NA適中國）

· FreezerCoolermedium signs on the side run and large signs for front feature doors
冷櫃凍櫃—貨架邊中型標簽型標簽展示品前門

· Mailin Rebate Program Our new rebate program combines manufacturer rebates into a month long event There will be one event per quarter Signing includes （NA適中國）
1 8 12 Offer Page sign （which you put in a sheet protector cover
and hang on endcap features and demos）
2 A Photo Shelf Sign （which you place in a plastic sign sleeve and put next to the regularprice item） and
3 Generic Shelf Sign （to be used only if a photo shelf sign is not being used to identify a rebate item）

Signing Directions 標簽指南

· The Limited Quantity〞signing flips should be attached to medium signs only for pecial Buy’items

· New Item〞signs can attach to medium side counter signs （as a flip） or to large endcap signsit （as a backer） New item〞signs should remain on new items for 30 days
新商品〞標簽張貼邊櫃中號標簽旁貨架頭標簽旁新商品〞張貼30天

Credit information signing should be displayed on the sales floor especially near advantage high ticket merchandise to promote SAM’s Club Credit
（NA適中國）

Fact Tags （NA適中國）

In addition to the current signs printed on the In Club Processor （ICP） Fact Tags are available for selected items What makes Fact Tags different from the current signs is they have a more detailed description of the product and warranty information The fact tags do not have price information therefore they are to be hung in addition to the price signs

The Fact Tags will aid in member service by providing additional information not normally available on an item without actually opening the box and reading the brochures which come with the item Fact Tags will help in differentiating our items from a competitor’s item which in most cases has less features Fact Tags will draw more attention to the details

A Fact Tag Report is available which lists all the Fact Tags printable for your club Use the report to customize your specific Club or to replace missing tags The Fact Tag report can be used to research items needing Fact Tags by walking the aisles and checking the steel
Fact Tag （Cont’d）

For instructions on how to print Fact Tags refer to the FIRST STEP Screens Manual General Applications Module



Sign
Holder
（Opening）




Small Sign Small Fact Tag

Place the Fact Tag to the right of the price sign Turn the sign holders to make the opening on the left thus allowing you to insert the Fact Tag first This will alleviate having to remove the Fact Tag each time you change the price sign DO NOT CUT SIGN HOLDERS











Fact Tag File Maintenance

Previously the signs that printed due to file maintenance did not print an accompanying fact tag With this enhancement if the item has a fact tag assigned to it it will print automatically The process of printing small fact tags and small signs then cutting and pasting them together has been eliminated Both pieces will print together on a medium size sign the price will be on the left and the fact tag information on the right This does not change the direction that certain categories are required to have a fact tag （categories 05 06 10 11 14 31） It does however take the labor out of determining what items within these categories have a fact tag Because this change does mean that ALL fact tags will print the Club will have to make the decision not to use the fact tag for the optional categories
Fact Tag Example

Example Fact Tag
592193
EXXIS
QUAD MONITOR 17R WITH 4 CAMERAS

00





EXXIS
Quad Monitor 17With 4 Cameras
a
* 17Monitor allows viewing of 4 cameras
* Includes 4 lowlight ccd cameras
* Time & date stamp precisely pinpoints events taking
place
* Optional alarm devices brings area to full screen display
* Camera tilting allows identification of monitoredlocation


WARRANTY INFORMATION
One Year Parts90 Days LaborService 18006839947

ITEM# 592193 MODEL# EO1742WCSM





1399










Cart Rail Principles


1 You’ll never have a second chance to make the first merchandising impression〞 The Cart Rail is the Club’s tool to grow sales by willcreating a buying frenzy among Members entering the Club A good Cart Rail presentation is one that does not let the Member leave this area with an empty cart

2 The key to effective Cart Rail management is daily tracking of feature sales and fast replacement of items that do not produce

Cart Rail Merchandise Expectations
（中國作法）入口商品特賣區陳列求

· The first impression you make to the member
處陳列商品給會員第印象

· Create a buying frenzy Feature new and unique items of such a value that members begin shopping immediately upon entering the Club
營造股購物熱潮處展示價值獨特新商品讓會員進店購買

· Items must always be shown in full pallets
卡板商品足夠丰滿

· Generally no items should stay on the cart rail for more than ten days
通常說來區域商品展期超過10天

· Items on the cart rail should be impulsive type items capable of producing high dollar volume and must represent a great value
處陳列商品應引起會員衝動購物商品銷量高體現物超值商品

· Merchandise selection on the cart rail should reflect Christmas Halloween Easter and BackToSchool during these respective seasons Follow the monthly Merchandise Planner for specific timing
處商品反映春節中秋聖誕節元旦 回學校〞等節日氣氛
具體月商品展示計劃

· Items should always be measured for high volume results and changed quickly if the items do not produce Low margin commodity items should not be shown on the cartrail ie paper towels motor oil soda
處商品選擇攷慮商品銷售額果銷售理想則迅速變換商品低毛利商品應陳列處紙巾汽水

· At least one half of the items featured must be 5000 or less （NA適中國）

· There will be times that specific items will be mandatory for the cart rail and communication will be sent through the Merchandise Planner Merchandise Notes or Priority Notes
商品必須陳列入口特賣區路售區參閱月商品展示計劃

· Items featured should be for individual〞 type purchases that appeal to the majority of Members shopping your Club
處陳列商品應該攷慮個會員購買供局部會員購買


· Where power is available spot boxes can be put on the cart rail The guidelines are that the spot box contains one item special buy andor seasonally correct merchandise （NA適中國）

· If using the Tbar system utilize medium signs Otherwise use large signs （NA適中國）

NOTE Some Club configurations have short steel or are unable to build wooden shelves for displays The shelving is not required Notice pallet driven impulse items with great price points （NA適中國）盡量張貼號標簽
（中國作法）對某特別商品某個銷售季節選擇入口特賣區路售區貨架陳列商品春節期間水果藍禮盒等




Endcap Feature Space 貨架頭陳列求

Endcap Principles貨架頭陳列原則

1 End caps are the single most important tool for an item merchant to grow item sales by building Club traffic and encouraging impulse buying by Members貨架頭增加商品銷售種重工具貨架頭吸引客流量製造衝動購買

2 The key to effective endcap management is daily tracking of feature sales and fast replacement of items that do not produce
效理貨架頭關鍵天進銷售果銷售理想則換商品陳列貨架頭

Endcap Merchandise Expectations 貨架頭陳列求

· One item per feature卡板種貨

· No item duplication重複貨架頭商品

1 Do not put 3 like items on endcaps where a member is only likely to purchase one of the items （ie Tide Cheer and Family Tree）
將3種相類似商品放置貨架頭這樣會員會購買中種商品
2 Items can be related on an end Items that are associated （or go together〞 will encourage members to make additional purchases （ie Tide Family Tree 200ct Fabric Sheets Cascade）
互相關聯商品刺激會員額外購物（：汰漬洗衣粉床品）

· If an item is featured on the end it should not be in the run （side counter）
果貨架頭陳列則邊櫃重複陳列

· For Grocery ends where space permits clubs should have four pallet ends on your grocery aisles （The only exception to 4pallet grocery ends is where you cannot maintain aisle space of a minimum of 13 feet） Grocery ends should include for the inside pallet positions （closest to the steel） basic high volume producing items that are extensions of the run and the outside pallet positions （facing the main traffic aisles） should be special buys seasonlly correct new and different items andor regional items
干貨區—貨架頭陳列商品應反映特別採購季節性新商品區域性商品

· For Hardlines ends features should be 3 new and different items The items should be near the aisle they represent to give the Members a draw’to come down the aisle Hardlines endcaps can also be used as extensions of the run （nendw vacuums new microwaves etc ）
非食品區域—貨架頭陳列3種新交商品引導會員邊櫃挑選
商品非食品區域貨架頭商品整個貨架延伸（新吸塵器新微波爐）





Endcap Merchandise Expectations （Cont’d） 貨架頭陳列求（續）

· Must meet minimum （） endcap criteria for your Club Set Endcap xpectations based on feature location and sales volume An example of endcap criteria would be If a club’s volume is 80000000 grocery ends should produce on average 80000 and a HardlinesCenter end should produce 50000 （NA適中國）貨架頭商品周銷售達4000元民幣

h New items should be placed on a feature FIRST before being placed in the side steel Place a new item sign on items as they are processed in Receiving so they are featured when taken to the sales floor
新商品應先攷慮陳列貨架頭邊櫃收貨倉台應儲存標簽注明新商品〞便盡快陳列

· Seasonal items should be right for the season This means merchandise for special holidays （ie Christmas Labor Day） andor for the weather （ie fire logs and heaters in Winter）
季節性商品符合季節需求這求商品符合需求中秋節月餅春秋燒烤木炭

· Utilize Feature Item Tracking the Maximizing Sales Report and WMMU to monitor item productivity
貨架頭報告銷售報告WMMU屏幕來蹤

· End caps should appear full and massive貨架頭貨量足夠丰滿

· When bulk items are featured keep them close to their original home Bulk items should also be stored near their home to expedite the restocking process
果將件商品陳列貨架頭則選分類陳列區貨架頭這樣利快速補貨

· As a general rule the height of each endcap should be approximately 5 to 5 12 feet This provides a full presentation without being a safety hazard to members selecting merchandise from the end
通常說來個貨架頭高度應555英寸（15m—165m高）果該
商品沒存貨貨架頭低高度允許253英寸（066m—1m）果貨架
商品低則攷慮將該商品從貨架頭移起換商品盡快防止壘疊卡板方式強硬將貨架增高求高度

Endcap Merchandise Expectations （Cont’d） 貨架頭陳列求（續）

· The height of all items on an end should be the same If an item sells down on an endcap and the Club has no more of that merchandise the lowest it should go is 2 12 3 feet Then the endcap needs to be removed and replaced Try to avoid stacking up pallets to build up an end cap to the appropriate height

· Laser Beam StraightAll ends must be in alignment within that endcap and in alignment with other endcaps
卡板成直線—邊貨架頭卡板外邊緣應成直線

· Mandatory features are provided to Clubs via the Monthly Planner Clubs are required to give these mandatory items feature space Mandatory features can go on the back ends except those designated by the special feature program If after 10 days these ends do not produce the volume setexpected for endcap criteria remove the mandatory feature items and replace with other Club selected merchandise Special features must be featured in the club in the locations designated in the planner during the timeframe indicated Mandatory features can be located on the cartrail at the checkouts on the front andor back endcaps based on regional correctness seasonality and newdifferent look
月商品展示計劃會指出商品必須陳列貨架頭會員店安排陳列空間非特別說明這商品貨架頭10天過後果放貨架頭周銷售達求則換會員店選擇商品必直將放貨架頭月商品展示計劃說明特賣商品嚴格求安排陳列位置計劃中特賣商品根據季節變化區域消費習慣商品新舊陳列入口處收銀機旁貨架頭










Checkout Feature Principles收銀機旁堆頭陳列原則

1 Checkout Features are aimed at growing sales via providing the Member with the last purchase opportunity before heshe leaves your Club andor build hisher awareness as to Member benefits
收銀機旁陳列堆頭商品抓住會員離開店前後購物機會吸引會員購物

2 The keys to effective Checkout Feature management are
理收銀機旁堆頭商品關鍵：

a) daily tracking of feature sales and fast replacement of items that do not produce天進堆頭商品銷售盡快換掉銷售理想堆頭（中國：周作貨架頭銷售報告）
b) neat appearance of the Member benefits material
堆頭干淨整潔吸引會員注意





















Checkout Feature Merchandise Expectations
收銀機旁堆頭陳列求

NOTE The Checkout Feature program for your Club will be determined by the Director of Operations based on Club volume and front end configuration This means the number of checkout features on the front end not particular item selections （NA適中國）
中國作法：收銀機旁堆頭商品根據實際情況靈活掌握

· The checkouts should be merchandised correctly because it is the Members’ last purchase opportunity
收銀機旁堆頭商品選擇正確抓住會員購物後機會

· Merchandise impulse items Impulse items that could be featured on checkouts include
商品衝動性購物選擇商品陳列堆頭






· Diskettes（NA適中國）
· Snacks and Chips喫
· Batteries（NA適中國）
· New video releases（NA適中國）
· Film（NA適中國）
· Candy糖果
· Light Bulbs燈泡
· Socks襪子
· HBA
· Produce果蔬
· Bakery Items面包


· Items selected should demonstrate a value
選擇商品必須體現價值

· Do not use items that are assorted on the pallet ie CDs Books Use one item so no decision or selection has to be made by the Member
個卡板放具選擇方商品CD碟書放種選擇商品

· No CWO merchandise should be featured at the checkout
收銀機旁堆頭陳列CWO商品（售賣賣）

· Spot boxes are allowed where electricity is available Use caution Do not plug into isolated outlets for cash registers （NA適中國）
中國：壘疊卡板來增加堆頭高度堆頭陳列面包類商品時

Feature Space特賣陳列空間

Side Counters邊櫃
· Merchandise should be full pallet presentations邊櫃商品丰滿
· No secondary shelves （unless a category layout dictates） （NA適中國）
· Side counters should be Laser Beam Straight邊櫃卡板成條直線
· Displays should accompany items merchandised in the side counters （where appropriate） Displays should be kept complete and functional Use grids where required to fully represent the item（s）
樣品與存貨起樣品配件齊全正常工作
· Follow the recommended layouts provided by the Merchandising Division at the Home Office根據總部採購部求來陳列
· Merchandise price points highest to lowest within a subcategory where applicable For example televisions vacuums microwaves phones
商品細分類價格高低順序陳列：電視吸塵器微波爐電話機
· Use medium signing except on certain merchandise which requires small signs like spices and gum
張貼中號標簽
· Don’t double up on these items in the side steel
Items in the side steel do not need to be pulled forward or blocked unless the merchandise is not shoppable for the members （NA適中國）
中國作法：果邊櫃貨量夠則將邊框裡面貨移前面邊櫃起來丰滿時方便會員購物

Space Allocation 優化商品陳列空間
Space Allocation is used to describe how much space a particular item should be given for presentation in a section The Space Allocation is determined by how much the item does in dollar sales per week and how many units per week are sold The Maximizing Sales Reports will give you these figures （Refer to FIRST STEP Reports Manual for additional information）
商品陳列空間指給某指定商品陳列位置陳列面根據商品周銷售額銷售單位來確定某商品陳列位置面積化銷售報告這數據（參閱第步報告手冊）

Main Traffic Aisles客流量通道
Main traffic aisles are defined as the most frequent paths or routes taken by the majority of members when shopping at SAM＇S Club For example in smaller clubs without Fresh Departments these aisles are the aisle between Hardlines & Center Section and the aisle between Center Section and Groceries Merchandise your aisles with your top items in the first position nearest to your main traffic aisle
山姆會員店客流量通道利於該區域商品銷售入口處路售區鮮食區流量通道將分類中銷量商品陳列流量貨架第個商品

Merchandise Layouts商品陳列圖
Layouts will now be provided by the Buyers for every side counter in the Club down to the subcategory level These layouts should be consistent throughout the Club in merchandising the price points in families （eg microwave ovens） from high to low
採購部提供關於邊櫃個細分類商品陳列圖整個商場商品陳列致作法價格高低順序

We will no longer lead off the aisles with wholesale subcategories as the general rule but rather lead off the aisles with advantage merchandise This is consistent with our direction to merchandise aggressively to the Advantage Member and sell cost effectively to the Business Member There will be some exceptions to this rule for certain wholesale categories （eg candy） Within this guideline lead off the aisle with your best selling item in the subcategory and group like items together
們將商業會員為對象商品作為貨架頭引導商品針對個會員商品作為引導會員邊櫃購物貨架頭商品這樣竭力個會員推銷商品時滿足商業會員節省需求分類定根據這個規定（糖果）為指南將細分類中暢銷商品類商品集中分組陳列邊櫃

Layouts will also reflect when to use secondary shelves Buyers will authorize items for secondary slots and communicate lists of these items as needed
陳列圖時會反映出第二層貨架採購會根據實際需來規劃商品清單

Seasonal center section layouts will continue in their current format in the Monthly Planner
月商品展示計劃反映出路售區域季節變化商品展示連續性

Apparel layouts will continue their current format in the Monthly Planner It is block set by item by color by four foot section and by SKU with folded products on pallets Any product that comes in folded should be merchandised on pallets
月商品展示計劃會時反映服裝陳列圖服裝區域陳列圖反映個4尺貨架卡板折疊服裝服裝顏色服裝收貨時折疊則卡板陳列

Endcaps should be a combination of mandatory items exciting and new items and special values （coupons etc） Endcaps should be near their department where they make sense and help members locate categories
貨架頭陳列圖反映出必展商品令激動新商品特別超值商品陳列貨架頭商品分類陳列區引導會員找分類商品



Merchandise Layout （Cont’d） 商品陳列圖（續）

All floor partners should be aware of the current layouts for the merchandise categories in their areas of responsibility The Merchandise Manager is responsible to inform all floor partners of merchandise layouts To ensure execution and consistency of company direction the Merchandise Manager Merchandise Team Leaders and General Manager should review layouts in their area（s） of responsibility and sign and date the master layout （kept in the Manager’s office） when the layout on the floor is completed
店面員工清楚解區域新商品陳列商品經理負責通知店面員工關於陳列圖變化為確保執行公司指示商品經理與總經理應對負責區域陳列圖進行預閱完成陳列圖求後陳列總圖（總經辦）簽名寫日期

The following page shows an example of a layout （or schematic drawing） that the club would receive for a particular category份陳列圖樣例





INSERT EXAMPLE（插入陳列圖樣例）





Limited Movement of Merchandise
限制商品陳列位置變更

Our merchandise philosophy is to keep our basic wholesale items in the same location in the club as much as possible The Business members have standard purchases they make on a regular basis and are familiar with the location of this merchandise in the club To maintain a high level of service to our Business Members we try to keep our basic assortment in the same locations
們經營商品理念盡將批發性商品陳列位置商業會員通常會定期來店購物解商品位置為保持商業會員服務們盡維持根分類商品陳列位置變

NOTE For additional information on specific reports refer to the FIRST STEP Reports Manual
注意：詳情請參閱第步 報告手冊

Price Pointing價格定位

The Price Point is the amount charged for an item Price Pointing is used to lay out an aisle according to the price when you have more than one make or brand of the same item When setting an aisle by price point you will go from the highest price to the lowest price For example if you carry 4 sets of luggage at four different prices you would arrange them from most expensive to least expensive
果陳列貨架超過個製造廠家品牌類商品價格從高低順序陳列例果4種價格行李箱貴廉价順序陳列

One important rule to remember when using the price point is that you always want the higher priced items to be nearest the main aisle of traffic because it gives these items the most exposure
價格貴廉价順序時點非常重定將價格高商品流量貨架這樣讓會員光顧價格高商品

Margin毛利

While we must remain competitive we must also protect our margin Each club has a vital role in maintaining the margin Following are some guidelines to follow
們維持價格競爭力時保持們毛利個會員店維持毛利中起非常重作遵守指南

· All clubs must contact the Home Office Buying Office prior to negotiating any large member purchase deals The buyer must be involved in all truckload deals
會員店與會員談單購物時必須與總部採購部聯系採購員參與量交易（卡車交易）
· No merchandise is to be sold in large quantities below cost （ie truckload exports 1 or more pallets majority of clubs inventory etc） All truckload sales should produce a 5 to 6 margin Any sales that will not produce this margin must have the buyer involved The buying office will be able to help get the sale to an appropriate margin This pertains to all members including Speciality Oil
禁止將量商品低钱出售（出口卡車貨量1卡板更店中庫存局部）貨量達卡車交易毛利維護56無毛利交易讓採購參與這適服務會員
· No merchandise is to be sold to a competitor including WalMart Stores when it compromises our merchandise image For example we would not sell WalMart Guess Jeans because that is an item that distinguishes us from them
商品果影響店商品形象售給競爭對手包括沃爾瑪購物廣場例山姆會員店出售沃爾瑪Ash Greek 服裝為沃爾瑪區別山
姆形象品牌
· In Category 56 （produce） any price changes due to competition must be communicated to the buyers The buyers will then adjust the cost and maintain our margin Otherwise it is a profit loss
56（果蔬）分類於競爭價格變化通知採購讓採購來調整钱維持毛利否則們利潤受損
· In Category 76 （meat） buyers must be notified of competition pricing so vendor help can be obtained to protect our margin
76分類（肉類）競爭價格變化通知採購便供應商讓利維持們利潤



Merchandise Categories商品種類

The following chart lists the categories of our merchandise It is important to be familiar with these categories because many times these category numbers are used to refer to groups of merchandise instead the actual items
圖表列們商品種類須熟悉這種類種類編碼表示某類商品非具體商品





















































Merchandise Category Chart商品分類法

CATEGORY NUMBER
CATEGORY DESCRIPTION
CATEGORY NUMBER
CATEGORY
DESCRIPTION
1
CandySnacks
43
FruitsVegetables
2
Health & Beauty
44
Freezer
3
Office Supplies
45
Tobacco
4
Paper GoodsRest Supl
46
OilsCondiments
5
Electronics
47
Canned Meat
6
Electronic Access
48
Bakery & Chips
7
Toys
49
SpicesRiceBeans
8
Pet Supplies
50
Tires
9
Sporting Goods
51
Seasonal Food
10
Automotive
52
Soft Drinks
11
Hardware
53
Restaurant
12
Seasonal Hardware
55
Luggage
13
Janitorial
56
Produce
14
Housewares
58
Cookies & Crackers
15
Small Appliances
60
Large Appliances
16
Horticulture
66
Jewelry
17
Furniture
67
Collectibles
18
SeasonalTrim aTree
68
Jewelry Rd Show
19
LiquorBeer
69
Sports CdsMemCollect
20
Area Rugs
70
Books
21
Domestics
76
Fresh Meat
22
Basic Apparel
77
Fresh Bakery
23
Men＇s Apparel
79
Pizza
24
Fleece
80
Film Processing
25
Shoes
81
Ext Warranties
26
Licensed Apparel
83
Personal Care
29
PC Software
86
Prerecorded Tapes
30
Electronic Games
88
Optical
31
Office Electronics
89
Truckloads
32
Office Furniture
90
Misc
33
Women＇s Apparel
92
Auto Batteries
36
Blank Tapes
93
Battery Wrnty
39
Ice CreamIce
94
Rf Battery Wrnty
40
JuiceBeverage
95
Rd Hzd Wrnty
41
Dry Groceries
96
Rf Rd Hzd Wrnty
42
PerishablesCooler
97
Tire Balance


99
Misc




種類編號
種類說明
種類編號
種類說明
1
糖果點心
44
冷凍食品
2
保健品
45
香煙
3
辦公品
46
食油佐料
4
紙品
47
肉罐頭
5
電子
48
糕點
6
電子插件
49
面食調料
7
玩具
50
輪胎
8
寵物品
51
時令商品
9
體育品
52
軟飲料
10
汽車品
53
飯店品
11
五金
55
皮箱
12
季節性五金
56
農產品
13
清掃品
58
喫糕點
14
家品
60
設備
15
設備
66
珠寶
16
園藝品
67
收藏品
17
家具
68
珠寶展銷
18
時令商品
69
驚奇商品
19
酒類
70
書箱
20
毯子類
76
鮮肉
21
雜品
77
鮮糕點
22
根服飾
79
薩（中國：休閒廊）
23
男士流利商品
80
膠片處理商品
24
羊毛織品
81
保單商品
25
鞋類
83
私品
26
裝飾品
86
預先錄制磁帶
29
PC軟件
88
卡車裝運品
30
電子遊戲
89
雜品
31
辦公設備
90
電池
32
辦公家具
91
（中國）化妝品
33
女士流行商品
74
（中國）熟食
36
空白磁帶
75
（中國）海鮮
40
飲料
95

41
干百貨烤品
96

42
易腐品
97

43
鮮果蔬菜
99
雜品










Sub Categories 細分類

To differentiate ourselves from grocery or retail stores we use our merchandise to give us a wholesale look or appearance We want our members to see wholesale items throughout the club
為與雜貨店零售超市區分開來們商品給們種批發外觀們希讓會員整個會員店感受這點

Where you have multiple models merchandise the side steel from highest price point to lowest from the main aisle Some examples of where this would occur include
貨架陳列出型號種商品時價格貴廉价順序陳列幾種商品會出現這樣現象：
Ÿ Microwaves
Ÿ Generators（NA適中國）
Ÿ Coffee makers（NA適中國）
Ÿ Compressors（NA適中國）
Ÿ VCRs（NA適中國）
Ÿ 微波爐
Ÿ 馬達
Ÿ 電視機（中國）
Ÿ VCD機（中國）
Ÿ 冰箱（中國）

Continue down the steel with the next best subcategory following the same process延春貨架個細分類接個細分類進行陳列


SubCategories （Cont’d） 細分類（續）

Most items fall into logical merchandise groupings which are subcategories Examples of subcategory groupings are listed below
邏輯歸為類商品稱為細分類

FoodCommodities食品日常起居品

Category
分類
SubCategory
細分類
Item Groupings Within The SubCategory
細分類內分
41 Dry Grocery
干貨
Coffee
咖啡類
Ÿ Institutional Coffee
傳統咖啡
Ÿ Canister Coffee
罐裝咖啡
Ÿ Whole Bean Coffee
金豆咖啡
13 – Janitorial
清潔品
Laundry Detergent
洗衣品
Ÿ Powder Detergents
洗衣粉
Ÿ Liquid Detergents
洗衣液

HardlinesSeasonal非食品季節性

Category
分類
SubCategory
細分類
Item Groupings Within The SubCategory
細分類內分
15 Small Appliances
電器
Kitchen Appliances
廚房設備
Ÿ Microwaves
微波爐
Ÿ Toaster Ovens
吐司爐
Ÿ Food Processors
食品榨液
9 Sporting Goods
體育品
Camping
野營設備
Ÿ Tents帳篷
Ÿ Sleeping Bags
睡袋
Ÿ Coolers冰箱
Wholesale Looking Item批發銷售〞商品

The definition of a wholesale looking item is one that is perceived by our business and advantage members to be wholesale based on the item or pack size Whereas a wholesale item is one that is being bought by our business members An example of a wholesale item that is not wholesale looking is CocaCola since a majority of our members perceive this to be a retail item Examples of our wholesale looking items would include 35 lb vegetable oil #10 cans of fruits and vegetables and fax machines
批發銷售〞商品指從商品包裝讓個會員商業會員覺針對批發商品通常商業會員來購買這種批發商品商品儘批發售出般會員認為零售式商品口樂批發商品35磅菜油10瓶水果罐頭傳真機

Merchandising to the Weather反映天氣狀況商品陳列

By shifting merchandise endcap features to reflect changes in the weather you can dramatically drive additional sales Think about the things you buy when the weather is cold or hot
通常變換貨架頭來反映出當前天氣促進銷售想想商品將與天氣聯系

EXAMPLE In the Summer you would feature items such as BarBQue grills charcoal coolers hamburger patties juicessoft drinks and picnic supplies etc
例：秋天將商品作特別陳列：燒烤爐木炭手提式冷藏機牛扒豬扒飲料果汁燒烤具等

AddOn Sales Opportunities相關聯商品陳列

Some items just naturally go together and can produce incremental sales when featured on endcaps next to each other
商品性質相通果將這商品陳列起則產生意想銷售效果



EXAMPLES例
Blank Tapes空白錄帶
VCRs錄機
Computers計算機
Diskettes磁碟
Charcoal Grill燒烤爐
Charcoal Briquettes木炭
Boom Box Radio
Batteries（NA適中國）相機膠卷（中國）
Nacho Chips
Nacho Cheese Sauce（NA適中國）
Tide汰漬洗衣粉
Bounce Fabric Softener衣服柔順劑

Special EventsRoad Shows特別促銷活動路售區

Principles原則

1 Special EventsRoad Shows are aimed at growing sales via added excitement and value to Members with exclusive merchandise not regularly carried in the Clubs
特別促銷活動路售商品展目通過陳列會員店常銷售特選商品給會員提供超值商品營造活躍購物氛圍從終增加銷售

2 Present and feature in an area of the Club that promotes and generates excitement
會員店促進銷售活躍購物氣氛區域作商品展示


Reason原

There are （3） three main reasons we do Road ShowSpecial Events at the Club
山姆會員店路售特別促銷活動3個原：

1 To drive added excitement and value to the membership
活躍店內購物氛圍將超值商品推銷給會員
2 To drive sales提高銷售
3 To be a testing ground for new and different merchandise
測試新商品市場潛力



Communication溝通

Communication of Road Shows is handled by our Special Events Department at the Home Office They can be contacted by profsSAMSPEC The schedule of events and instruction on merchandising and returning the event is located in Profs under the Profs Bulletin Board （PF8） The Merchandise Manager should review the schedule to be aware of upcoming events and any special instructions To communicate upcoming or current eventsroadshows to members utilize the communication board and PA announcements
商品經理會閱覽將進行促銷活動將特別指示通知相關部門員通過廣告欄店內廣播將這促銷活動特賣商品告知會員
（中國作法）總部會將月促銷計劃通過電子郵件傳店鮮食部門周傳店內份鮮食周刊總經理審批後作出行動

Tools of the Trade貿易工具

There are tools available to assist the club in maximizing their merchandise presentations These tools include
店內貿易工具幫助進行效商品陳列這工具：

* Maximizing Sales Report化銷售報告
* WMMU ScreenWMMU屏幕
* Feature Tracking貨架 頭特賣區商品銷售報告
* Category Sales Ranking分類銷售排名
* No Movement Report
* Top 150 Items暢銷前50名


Competition Shopping競爭價格調查

As a Company we comp shop to guarantee our positioning in the marketplace and to maintain the margin integrity of our merchandise It is
important that every SAM’s Club performs regular competition shopping against local competitors so they remain the price leader in their market Competition shopping is a process that includes the following steps
作為們公司競爭價格調查確保市場價格定位時維持商品毛利個會員店經常性對週圍商家進行價格調查確保們商品價格領導位這點非常重競爭價格調查包括幾個步驟：
· Preparation for the Comp Shop準備工作
· Performance of the Actual Shop實調查
· Price Adjustment價格調整
· FollowUp進

Preparation for the Comp Shop 競爭價格調查準備工作

To maximize your effectiveness while comp shopping you must spend some time in preparation prior to visiting the competition Preparation includes the identification of competitors SAM’s Club considers the following groups as competitors Wholesale Clubs Local Food Operators Retail and Specialty Stores and Traditional Wholesalers
為更效進行競爭價格調查競爭對手商場前必須作準備工作準備工作包括確定調查對象山姆會員店競爭對手：批發會員店食品商家零售商專賣店傳統零售商

Under NO circumstances will any division of WalMart Stores Inc comp any other division情況與沃爾瑪購物廣場作價格競爭

Performance of the Actual Comp Shop 實調查

When comp shopping at a competitor’s place of business it is important to be discreet do not dho anything that would draw attention to yourself （such as taking pictures or video） the objective is to complete the shop obtaining key price information from the competition
競爭對手方進行價格調查時保持謹慎重做引起對方對特別注意舉動（拍片錄）們商場目取價格方面信息

Comp checks should be done at a minimum of once per week however frequency should be determined based on your local market
周少進行次價格競爭調查然調查頻繁度根據當市場定

Identification of items to be comped should be the top 10 volume producing items in every category The following is a breakdown of categories to be comped on a weekly and biweekly basis
進行價格調查商品應該分類銷售前10商品周兩周進行價格調查分類
Performance of the Actual Comp Shop （Cont’d）
實調查（續）
Weekly周進行
01Candy糖果 41Dry Goods干貨
03Office Supplies辦公品 42Cooler冷藏品
04Electronics電器 43Fruits & Vegetables水果罐頭
06Electronic Accessories電子配件 44Freezer急凍品
10Automotive汽車品 50Tires（NA適中國）
13Janitorial清潔品 52Soft Drinks飲料
19Liquor酒 56Produce果蔬
40Juice果汁 76Fresh Meat鮮肉

BiWeekly （every two weeks）兩周次
02HBA個護理品 46OilCondiments油調味料
08Pet Supplies寵物品 47Canned Meats罐頭肉
12Seasonal Hardware季節性五金 48BreadPastry面包
16Horticulture（Seasonal） 園藝品 49PopcornPasta爆米花
29Software軟件 70Books書
31Office Equipment辦公設備 86PreRecorded （except new
releases）音製品

1 Comp Exact Items調查與會員店完全相商品

Comp identical items brands or comparable brands with the same size weight texture and quality
調查完全相商品牌子相尺寸重量質質量商品

We do not comp items on a per ounce per load per bar basis
據盎司束這概念清單位來較價格

2 Loss Leaders損失領導者

Our approach is to comp our competitor’s everyday low prices Do not comp promotional or sale〞 activity on items from other competitors as well as items sold only in limited quantity （ie soda pop cigarettes oil）
們原則調查競爭對手天低价商品對方促銷特价限量銷售商品（飲料煙 油等）

Performance of the Actual Comp Shop （Cont’d）
實調查（續）

There are certain items competitors will sell considerably below cost to generate foot traffic in their businesses To maintain our margin SAM Club is unable to compete in certain categories due to our low overall margin structure Competitors can take losses on certain items because the margin on the remaining merchandise more than compensates for any loss
競爭對手通過銷售低钱商品來吸引顧客為維持們毛利為們低价毛利結構山姆會員店無法與這商品進行競爭競爭對手某商品毛利損失通過商品高毛利來補償

3 Document Your Comp Visits記錄競爭價格調查資料

Every comp shop visit should be documented so proper price adjustments can be made at Club level when necessary The record of these visits also ensures that we are price competitive in all markets which in turn demonstrates the value of our membership
記錄通過調查價格資料便會員作出必適宜價格調查這記錄確保們市場中價格競爭位

NOTE See attached form to complete when comp shopping
注意：參頁競爭價格調查表

After the form is completed and any price adjustments are made it should be filed in your Comp Shop binder and retained for 90 days
根據表作價格調整後必須將表歸檔保存90天
COMPETITION SHOP CHECK
競爭價格調查表

Item#
商品
編號
Item Description
商品說明
Sell Price
售价
Competitor
競爭對手
____________
Competitor
競爭對手
____________
Competitor
競爭對手
____________

























































































































Date 日期_____________________ Partner Nam調查員工 _______________________
Price Adjustment 價格調整

Following every comp shop the Merchandise Manager & General Manager will discuss items and determine which ones need price adjustments Items to be put on the comp〞 list should be decided by the General Manager
根據競爭價格信息商品經理副總總經理討論商品作競爭價格調查終總經理決定否將商品放入競爭〞清單
The General Manager is the only one authorized to make price adjustments on merchandise items at Club level
會員店里總經理權作店內商品價格調查

To adjust the selling price of an item the General Manager must make changes on the WNOW screen
總經理通過WNOW屏幕來調整商品銷售价

SAM’s CLUB COMPETITION RETAIL UPDATE WNOW
山姆會員店競爭零售價格更改 店號
DIV WAREHOUSE 18 6503 正常售价 競爭價格
商品編號 商品說明 REGULAR WHPK | COMPETITION
ITEM NO DESCRIPTION RETAIL COST MKUP CALRTL | RETAIL NOTE
640058947 SNICKERS 0001599 0001558 | 1558 PRI
640079109 CHILDS PLAYTIME 0000699 0000652 | 609 KMT
640025318 M&M’s PEANUT 0001399 0001439 | 1389 PRI 643009909 TIDE ULTRA 2 0001699 0001619 | 1659 KMT

This screen is used to enter or updatechange items on your Club competition price list WNOW is identical to the WCMP screen with the following exceptions
屏幕輸入更正會員店競爭價格清單商品WNOW與WCMP屏幕相似區別：

1 Only the Head Coach has access to this screen
總經理進入屏幕
2 It can change the price point of an item to below cost if necessary to beat the competition必將售价調整低钱价
3 Any entries or changes made on this screen will be updated in the system at three different times during the day The times are （NA適中國）


Price Adjustment （Cont’s） 價格調整（續）

1000 AM CST
200 PM CST
400 PM CST
中國作法：通過WNOW屏幕更改後2時系統會更新價格價格標簽價格會更改

NOTE These times are approximate Once the system has updated the item price entered on the WNOW screen will reflect at the Point of Sale （POS） registers and generate NOW price change signs
注意： 旦WNOW屏幕進行更改價格價格會反映前台收銀系統
時更改價格標簽價格

FollowUp 進

Followup is critical after comp shopping and price adjustments have made to ensure做完競爭價格調查調整後進價格動非常重：

· the price changes are in the system更改價格市場中
· the items （with new prices） have been properly signed 商品貼新標簽
· no items on the competition price list are over 30 days （which affects your margin）競爭價格商品處競爭狀態超過30天（為超過30天影響毛利）

1 Daily Shelf MaintenanceSigning月貨架維護標簽

Have plans in place to ensure all price changes are changed due to competition shopping Signs print up at different times of the day The Daily Shelf Maintenance prints up the following morning Whomever is responsible for putting up the price changes should sign and date the Daily Shelf Maintenance printout If that person is not available whomever put those items on the competition shopping list should ensure signs are up and the Daily Shelf Maintenance printout has been signed and dated
對競爭價格作價格調整計劃位日貨架維護報告天早印樓面員工更改價格標簽時報告簽名寫日期將商品放入競爭價格商品清單事確保日貨架維護報告員工簽名日期時確保已貼新標簽

Competition Shopping FollowUp （Cont’d）
競爭價格調查—進（續）

2 Review of the Weekly Competition Price List
查閱周競爭價格清單

EXAMPLE樣

RUN ON 020194 AT 124864 SAM＇S CLUB REPORT# WC3012
FOR PERIOD ENDING 013194 COMPETITION PRICE LIST PAGE # 1

**********************************************************************************************
********** **********
********** ATTENTION XXXXXXXXXX **********
********** **********
********** C O M P E T I T I O N P R I C E L I S T **********
********** **********
*********************************************************************************************

OVER
30 CHANGED TERM UNPK REGULAR | COMPETITION |
DAYS ITEM DESCRIPTION DATE ID COST PRICE PRICE NOTE
CATEGORY 01
**** 730024287 36 CT ALMOND JOY 102292 FY03 1047 1089 998 *** DB
**** 730024295 36 CT MOUNDS 102292 FY03 1050 1094 998 *** DB
730024352 24CT OATS N HONEY 111792 URVE 552 597 589 FCN
**** 730024386 36 CT HERSHEY BAR 102292 FY03 1050 1049 998 *** DB
**** 730024394 36 CT HERSHEY ALMOND 102292 FY03 1050 1032 998 *** DB
**** 730024402 36 CT HR GOODBAR 102292 FY03 1047 1089 998 *** DB
**** 730024444 36 CT REESE＇S 102292 FY03 1049 1042 998 *** DB
**** 730025276 36 CT 3 MUSKETEER 102292 FY03 1053 1022 998 *** DB
**** 730035284 24 CT MARS CANDY BAR 102292 FY03 701 723 681 *** FCN


NOTE Refer to the Reports Manual Merchandise Module for details on this report
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