Commercial Team 商业团队 How do we buy ? 我们如何购买？

Commercial Team How do we buy ? Sale Class Structure 销售分类结构 Code 编码: Division单元 XX Department部门 XX Class 分类 XX00 Sub Class 细分类 XXXX

Commercial Team How do we buy ? Sale Class Structure Code编码 : Division单元 XX Department部门 XX Class分类 XX00 Sub Class 细分类XXXX Sample 示例:Identify by 2 digits用2位数标识 XX XX XXXX Fresh生鲜 : FF-A, B, C Dry Grocery干货 : DG-A, B, C, D Hardline 硬货: HL-A, B, C, D Apparel服装 : AP-A, B, C, D Soy Sauce酱油 : 03 XX XXXX

Commercial Team How do we buy ? Sale Class Structure Code编码 : Division单元 XX Department部门 XX Class分类 XX00 Sub Class 细分类XXXX Sample示例 : Identify by 2 digits用2位数标识 XX XX XXXX Pasta & Instant Noodle 面食和方便面 (01) Canned food 罐装食品 (02) Agricultural 农产品 (03) Cooking Needs 烹饪用品 (04) Soy Sauce酱油 : 03 04 XXXX

Commercial Team How do we buy ? Sale Class Structure Code编码 : Division单元 XX Department部门 XX Class分类 XX00 Sub Class 细分类XXXX Sample示例 : Identify by 4 digits用四位数标识 XX XX XXXX Cooking Oil烹饪油 (0100) Sauce酱汁 (0200) Ketchup番茄酱 (0300) Seasoning 调味品(0400) Soy Sauce酱油 : 03 04 02XX

Commercial Team How do we buy ? Sale Class Structure Code编码 : Division单元 XX Department部门 XX Class分类 XX00 Sub Class 细分类XXXX Sample示例 : Identify by 4 digits用4位数标识 XX XX XXXX Fish Sauce鱼酱 (0201) Soy Sauce酱油 (0202) Soy Bean 大豆(0203) Seasoning Sauce 调味酱(0204) Soy Sauce酱油 : 03 04 0202

Commercial Team How do we buy ? Product Selection 产品选择 “To provide our customers with the merchandise they want and need”. 为我们的顾客提供他们需要和想要的商品 Item type商品种类 : We have identified our assortment to be 4 types. 我们已把我们所有的商品分成4个种类

Commercial Team How do we buy ? Product Selection Basic Item 基本商品: “is the basic assortment which our customers always shop for their basic needs” “是顾客为了满足他们的基本需要经常购买的基本商品种类” Store carries everyday 店里每天有售 Represent “EDLP - Every day low price. 代表“EDLP- 天天低价” Using Auto-replenishment to order. 使用自动补货系统订货 Have a permanent location - Schematic有固定位置- 商品陈列 Item type商品类型 : 1. Basic Item基本商品 (B) 2. Special purchase 特别采购 (N) 3. Fresh 生鲜(F) 4. Import item进口商品 (I)

Commercial Team How do we buy ? Product Selection Non Basic Item 非基本商品: “consists of items that deal specially at a specific time” “包括在特别时段出售的特卖商品” Seasonal, Promotional, Fashion季节性，促销性，流行性 Manual order手工订货 No permanent location (No schematic)没有固定位置（无商品陈列） Item type商品类型 : 1. Basic Item基本商品 (B) 2. Special purchase 特别采购 (N) 3. Fresh 生鲜(F) 4. Import item进口商品 (I)

Commercial Team How do we buy ? Product Selection Fresh Item生鲜商品 : “Apply for fresh food items - usually ordered and delivered on a daily basis”指的是每天订货和送货的生鲜食品 Auto-replenishment.自动补货 Need to identify shelf life需要标识保质期 Item type商品类型 : 1. Basic Item 基本商品 (B) 2. Special purchase 特别采购 (N) 3. Fresh 生鲜(F) 4. Import item 进口商品 (I)

Commercial Team How do we buy ? Product Selection Imported Item进口商品 : “ Imported goods from outside country with landed cost by ourselves. ” 自行以到岸成本从国外进口的商品 Direct import 直接进口 Manual order 手工订货 There are the specific data required for calculating the landed cost such as - - Duty, Fright, Commission, Broker Insurance fee, etc. 有计算到岸成本所需的明细数据，例如-关税，运费，佣金，中介保险费等 EX. Apply Toy 例，玩具 Item type商品类型 : 1. Basic Item 基本商品 (B) 2. Special purchase 特别采购 (N) 3. Fresh 生鲜(F) 4. Import item 进口商品 (I)

Commercial Team商业团队 Work Flow工作流程 New Item 新商品 Vendor供应商 Schematic商品陈列 Operation营运 * Vendor proposes new items 供应商建议新商品 Check the document审查文件 Receive Schematic package收到商品陈列资料 Merchandise采购 Draw the schematic画商品陈列 Receive new goods收到新货 Selection Process 筛选过程 Check Model stock for IM为IM检查模型库存 Set Up in Store店内建立陈列 * Prepare information & Document – Key in Lotus Note准备信息和文件--输入Lotus Note Supply chain供应链 Maintain Master file,维护主文档 create new item code创建新商品编码 Finance & Accounting 财务 * Send new item package : form, barcode, schematic to Schematic向商品陈列部送交新商品信息：表格，条形码，商品陈列 Test scan Barcode 检查条形码 Open Initial order 开始最初订货

Commercial Team How do we buy ? Pricing定价 To offer our customer the best possible value, Lotus tries to sustain a long standing belief, “We will not be undersold on the identical merchandise on the daily basis”. 为了向我们的顾客提供最大价值，易初莲花努力维持一个永久的信念， “我们每天都以市场上的最低价出售每件商品” Price set up 价格制定: (Base on P&P price set up根据价格制定政策和程序) * Get the Net Cost to set up the EDLP price - Best price in the market. 以净成本建立EDLP 价格-市场上最低价 * Determine Retail by consider the dept. average MU. 通过考虑部门平均毛利来决定零售价 * Check the competitor’s price on the same or similar product. 查出竞争对手在同一商品或同类商品上的价格

Commercial Team How do we buy ? Pricing定价 To maintain the EDLP price, the buyer must consistently check the market and the competitor for the key seasonal and basic item. 为了保持EDLP价格，采购必须坚持调查重要季节性商品和基本商品的市场和竞争对手 Price Change价格变化 : * Cost Change - Increase/Reduction 成本改变-升/降 * Competitive price check 竞争价格调查 * Market price change, etc. 市场价格变化

Commercial Team How do we buy ? Pricing Price Change 价格变化: 1. Permanent永久性的 Home Office 总公司 : *Base price change 基本价格变化 - cost change 成本改变 *Price adjustment 价格调整 - market change 市场变化 *Clearance 清仓 - clear stock 清空库存 Store 门店 : * Further Markdown 进一步降价 * Clearance 清仓 Permanent Price Change 永久性价格变化: “A change in the price which will not go back to the regular retail” 不会回到原来固定零售价的价格变化 Can be “Markups and Markdowns” 可能是升价或降价 Markups/markdowns are recorded on the entire inventory (on hand) of each item. 升价和降价记录在每件商品的所有库存里

Commercial Team How do we buy ? Pricing Price Change价格变化 : 2. Temporary临时性 Home Office 总公司: * Promotion 促销 - price off 减价 Store 门店 : * Matching competitor 与竞争对手保持一致 * Price override - change price at POS 在收银台上改变价格 Temporary Price Change 临时性价格变化: “A change in the price which is not permanent and will go back to the regular retail” 价格改变不是永久性的，会回复到原来的零售价 Can be only “Markdowns” 只可降价 Markdowns are recorded on any items sold during price change period. 在价格改变期间降价会记录在任一出售的商品上

Commercial Team Work Flow Price Change 改变价格 Merchandise采购 Supply Chain供应链 Operation营运 Vendor供应商 Create the price change event 创建价格改变活动 Print out the outstanding price change report打印出剩余价格变化报告 Cost change成本改变 Survey 调查 Change retail 改变零售价 Temporary临时 Permanent 永久 Fill in Lotus Note填入Lotus Note Check Inventory检查库存 Auto. - activate 自动启动 Approval process 批准过程 Activate the event 启动活动 Tracking MU/MD report跟踪毛利/降价报告 Change Shelf label / barcode改变货价标签/标牌

Commercial Team How do we buy ? Summarization on Master file set up 1.Sale Class销售分类 2.Item Information商品信息 Pricing定价 3.Vendor Information供应商信息 4. Replenishment补货 5. Special Allowance特别折扣

Commercial Team How do we buy ? End

Commercial Team How do we buy ? Additional Topic

Commercial Team How do we buy ? Vendor供应商 Vendor Code供应商编码 : There are 2 types.有2种类型 1.1 Trade Vendor交易供应商 Code编码 Food食品 00000 - 49999 Non - Food非食品 50000 - 69999 Payment on delivery送货付款 70000 - 79999 Consignment联营 80000 - 89999

Commercial Team How do we buy ? Vendor Vendor Information供应商信息 : 1. General Information总信息 Name & Address名称和地址 Tax ID.税收ID Contact Person联系人 Telephone & Fax number 电话和传真号

Commercial Team How do we buy ? Vendor Vendor Information供应商信息 : 2. Payment Information 付款信息 Credit Term 帐龄: 60, 90 Days 60，90天 Payment Method 付款方式 : * Cheque 支票 * Electronic Fund Transfer (EFT) 电子划付 Payment Due 到期日: * Count from Receipt Date 从收到日起计算 * Pay on every Fridays 每个星期五付款

Commercial Team How do we buy ? Vendor Vendor Information 供应商信息: 3. Order Information 订货信息 Order Day 订货日 Order Cycle 订货周期 Lead time 从收到订单到送到货的时间

Commercial Team Work Flow Vendor Info. 供应商信息 Merchandise采购 Legal法务 Supply Chan供应链 Vendor供应商 Get information from vendor. 从供应商处得到信息 Approve and review the document officially正式批准和复查文件 Send info. To IM to maintain vendor master 把信息送往商品资料部以维护主文档 Sign the contacts. 签定合同 Accounting财务 Send document to Merchandise Financial to re-check 把文件送往采购财务部复核 Open P.O. 开立订单 Create new vendor code创建新的供应商编码 Approved by SVP由SVP批准

Commercial Team How do we buy ? Summarization on Master file set up建立主文档的总结 1.Sale Class销售分类 1. Department/Class Master file 部门/分类文档: Maintain : Department, class and sub-class structure 保存：部门，分类和细分类结构 2. Buyer Structure采购结构 Maintain : Structure of Merchandise team - Authorization Chart 保存：采购队伍的结构-权限图

Commercial Team How do we buy ? Summarization on Master file set up 1.Sale Class 1. Style Master File商品总信息 : Maintain : Item information ex. Description, pack size, price,etc. 保存:商品信息等，例说明、包装、尺寸、价格等 2. Style - Size尺寸 Maintain : Size range ( for Apparel) 保存： 尺寸范围（服装用） 3. Style - Color颜色 Maintain : Color code (for Apparel) 保存：颜色编码（服装用） 4. UPC Matching条形码匹配 Maintain : UPC/ERN 保存：条形码 5. Style store discount / Cost master file 店内折扣/成本总信息 Maintain : Cost, Discount 保存：成本，折扣 2.Item Information 商品信息

Commercial Team How do we buy ? Summarization on Master file set up 1.Sale Class 2.Item Information 商品信息 Pricing定价 3.Vendor Information供应商信息 1. Vendor Master供应商文档 Maintain : Vendor information for Accounting - Name, credit term, etc. 保存：为财务部保存供应商信息-名称，帐期等 2. Vendor Contact Person供应商联系人 Maintain : Vendor information for Merchandise - Lead time, order day, etc. 保存：为商品部保存供应商信息-从收到订单至送到货的时间，订货日 3. POM - Purchase order management采购定货管理 Maintain : Replenishment factor 保存：补货因素

Commercial Team How do we buy ? Summarization on Master file set up 1.Sale Class销售分类 2.Item Information商品信息 Pricing定价 3.Vendor Information供应商信息 4. Replenishment补货 5. Special Allowance特别折扣