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第117章 把人心算计到毫巅

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“哪两点?”

“第一就是效率,非常的效率!客人用半个时辰就能转完大半天才能走完的店铺,而做为经营者的我们,不但省去了迎来送往的大把时间,而且所有商品统一结算,又省下了大把的汇帐时间。”

张晋文眼前一亮,“这就是大郎以前提到的时间成本?”

“对!客人省了时间,我们也省了时间,两处相加,我们的客流量比别的店铺高出十几倍,几十倍!”

“那第二点优势在哪儿?”曹佾急切问道。这些东西真是他经商这么多年,听都没听过的东西,看似无关紧要,但成效着实骇人听闻。

“第二点是消费心理!”唐奕得意地笑答。

今天心中的大石总算落了地,又拿潘丰泄了火,心情不错,决定给他们来点干货。

消费心理?这个词大伙儿听都没听过...

“消费心理这东西,我给他归类为两种,一种是理智消费,一种是冲动消费。”

曹佾苦着脸,你能不能说点我听得懂的?

“理智消费,就是有目的的消费。比如说,我今天想去买块肉,那我就去肉店,想扯块布,就去布店。”

“而大宋的商业模式还是比较原始的专卖制,也就是说,肉店只卖肉,布店只卖布。”

还是刚刚那个机灵的伙计,亮着眼睛抢着道:“可咱华联不同,肉店里有布店,布店里还有杂货店!”

唐奕笑道:“对喽,咱们是用最全的货品吸引所有目的性消费的顾客,然后还是用最全的货品诱使他们冲动消费!”

这个伙计不错,颇有几分灵动。唐奕一时兴起,“你叫什么名字?多大了?哪人?”

“小的叫刘韬...十七了,开封人氏。”

“明天开始,你跟着张掌柜上工。”

刘韬一怔,随即狂喜。这算是东家给他升了职了啊!在一众伙计羡慕的眼神中,刘韬连连道谢。

“跟着你张掌柜好好学本事。”

唐奕嘱咐两句,就指点江山一般指着空旷的店铺,“这里面每一样货品都不是随便摆放的,最常用,销量最好的货品都在店铺的最里面。靠近门口的位置,永远是一些无关紧要,可有可无的东西。”

曹佾听着唐奕的话,有三分听懂,又有七分不懂,似懂非懂的感觉让他好不难受,倒是从小就在杂货铺子里长大的张晋文一下子明白过来。

“客人进铺大多要往里走,而一路上看到的都是咱们的货品,无形之中就把华联逛了个遍。”

“对!”唐奕赞道:“过眼的东西越多,客人就越有可能消费。只想买块肉的,也有可能多带一块布回去!”

“还真是。”那伙计猛然叫道:“小的就记得有一个老妇,进店就问哪里卖碗筷餐具,可是出来之时,不但买了碗,还捡了一提篮别的杂货。”

经他这么一说,也有别的伙计插话道:“潘楼掌柜今天上楼买酒,结果下来的时候除了洒,还挑了香水、肥皂。这也算是冲动消费吧?”

唐奕笑着点头称是。其实宋人不比后世人笨,聪明人只要一点就通。这个道理其实很简单,就好像后世有的人进超市只是想买袋米,却多买了一堆可有可无的东西。有的人想买瓶水,却带出来一堆零食一样。

超市利用的,就是消费者的冲动消费心理。

说完这些,唐奕转头看向曹佾二人,“咱们有比别的铺子多十几倍的人流,又充分利用了顾客的心理,却只比别人多出一倍的流水。你们还满意?太没追求了!”

曹佾苦笑着与张晋文对视一眼,心说,要是人人生意都像你这么做,那大宋百姓可就倒霉了!

太会算计了...

都把人心算计到骨子里了!

不过,二人也算是长见识了,这么一间铺子,竟有这么多看不见摸不着的讲究,连货品怎么摆都算计好了,想不挣钱都难了....

而唐奕对于这二人的表现,也唯有报以一声长叹:

“唉....科技就是生产力啊!这都是科学,你们懂吗!?”

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