Page 18 - Trade management

A KPI is a quantitative measure of progress toward a specific business goal. Choose metrics for your store’s current task, define the data sources and measurement period. Set a target based on historical results, then review the outcome of decisions after each check-in.

Compare products using three metrics: sales velocity in units per day, gross profit in monetary terms, and gross margin as a percentage. They show units sold per day, the amount left after subtracting cost of goods sold, and that amount as a share of net sales.

Start with the purpose of participating and the products to display. Use this as the basis for preparing a booth plan, a brief and a budget estimate. Before ordering fabrication, check the design against the specific organizer’s rules and clarify what services are included in suppliers’ proposals.

A value proposition explains why a customer should choose your product or service and what value they will get. Start with a specific customer need. Then identify the benefit, check the conditions for receiving it, and formulate the proposition in a few short sentences.

Prepare a separate order line for each combination of style, color, and size. Account for available stock, agree on product specifications and payment with the supplier, and record the actual quantity during receiving. Below is a practical plan with tables and an illustrative calculation.

Before signing a supply agreement, check the supplier’s registration details, the signatory’s identity and their authority to sign that specific agreement. For an individual entrepreneur, this means signing personally or through a representative under a power of attorney. For an LLC with a director or a collegial executive body consisting of natural persons, check the charter, appointment, signing rules and any required approvals.

Start by deciding who you will give the business card to and what the recipient should do: contact the person responsible, visit your website, or find your store. Choose the contact details and design to suit that purpose. Before ordering a print run, check the exported file, the accuracy of the information, and the QR code on a proof.

Product margins are the key to successful sales. How to sell with maximum profitability, how to determine the margin on the product so as not to disappoint customers?

Advertising generates views, but the number of receipts does not increase. We go through the customer journey — enquiry, hesitation, purchase, return — and show how to address each point of loss.

Set a revenue target, calculate the required number of receipts, and check expenses and stock availability. Then assign the team specific tasks with deadlines and compare plan with actual results every day.

Every decision goes through the owner, taking a holiday is impossible, and the phone never stops ringing. We examine the operational causes of fatigue and how to reduce the workload through delegation while retaining control.

Why an online store owner ends up handling every delivery note, price and order status personally, and how roles, procedures, an incident log and margin control let the system run without them.