The price list is necessary for the buyer to study the range and make a purchase. Therefore, the design of the price list must be approached responsibly. There are norms and rules for compiling price lists, we will tell you more in our article.
Making a price list
When compiling a price list, an entrepreneur must make sure that the buyer is satisfied with the level and completeness of the information presented in it.
It should disclose the range of the store, should contain a brief description of the goods and products sufficient to make a purchase decision, and, of course, the price.
How to make a price list if the store provides discounts? They also need to be specified in the price list. Products that participate in promotions, marketing events, or some kind of bonuses are provided for them, can be highlighted for ease of perception in color, in a different font, etc.
Making out the price list, we must not forget that it is for the buyer. Therefore, it should be convenient and pleasant to read. No need to write in too small a font.
The information should be detailed, but not redundant. If there are many positions in the list, and for each there will be detailed description, the document will be large, you simply won’t want to read it.
The originality of the names is a good thing in order to catch the attention of the buyer, but in this case you need to be careful with creativity: it is not always justified to name traditionally famous and popular products creatively.
The price list must include contact information. No matter how detailed the goods and products are described, the buyer will definitely have additional questions. In this case, they usually leave the phone number or email address of one of the managers.
To see an accurate picture of a person's needs and produce successful sales of services will help the CRM system from Business.Ru. Accumulate and systematize information about the client and increase his loyalty with personal offers.
Sorting goods
Goods and products can and should be divided into categories, if necessary, especially for department stores:
1. By type. Food, non-food products, stationery, etc. Each type of product can also be divided into segments. For example, food products can be divided into: dairy products, meat and sausages, bakery, confectionery, etc.
Non-food products can be sorted into segments: clothing (can also be divided into men's, women's and children's), Appliances, household chemicals, personal care products, etc.
2. By types of prices. Usually prices are retail or wholesale (small wholesale, large wholesale): the first prices are higher, the second lower. That is, if a person buys not 1 unit, but a batch of small or large wholesale, the goods will cost him less.
This can be reflected in the price list, for example, it is indicated that when buying from 10 pieces, the price will be reduced by 10%.
Or, for example, you can make such a note in the price list that when buying a total amount (without division into types and categories of goods, just for the amount) so many rubles, a 10% discount will be applied to the purchase amount.
Psychological prices
The psychology of price is based on perception. This one is best shown with an example: 1000 rubles and 999 rubles.
In fact, this is the same price: the difference of 1 ruble is not significant and practically does not affect, ceteris paribus, on financial results entrepreneur's business.
However, this difference is significant for the buyer: the price tag with 999 rubles attracts him more than the price tag with 1000 rubles.
The difference of 1 ruble, which, in fact, is not a difference, for the buyer is a kind of boundary between completely different scales of the amounts of money that he has to pay from his own wallet:
- 999 rubles - this amount is measured in hundreds.
- 1000 rubles - this amount is already measured in thousands.
Psychologically, the price measurement scale in the second case is 10 times larger than the measurement scale in the first case: thousands are 10 times larger than hundreds.
Therefore, prices indicated in this form - 999 rubles, 1999 rubles, etc. - are more attractive for the buyer.
Marketing and retail experts say that in this case, the buyer is more willing to make a purchase, because it is easier for him to give 10 times less money.
In fact, of course, there is no difference, but it seems to a person that there is. Therefore, many experts and specialists recommend that prices be indicated in this form.
Of course, this should be done in such a way that both the prices separately and the entire price list look and feel harmonious. Therefore, the decision on the use of such non-round prices must be made based on the specific conditions of doing a particular business.
Types of price lists:
1. For the buyer. It indicates what a person needs to make a decision: to buy a product or not, if to buy, then how much. In the price list for the buyer, in addition to the price and name, there may be Additional Information that characterizes the goods, the product.
It depends on the need and on specific situations;
2. Internal price list. It is intended for official use. It may contain more advanced information, including information that is not intended for the buyer, but may be necessary for store employees, for example, sales managers, accountants, marketers and others.
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An extended price list can have the following set of information (example):
- Name of goods;
- The selling price per unit for which the product is sold to the buyer;
- Purchase price. There may be times when managers need this information for all products, so it can be included in the extended version;
- Product cost. She except purchase price may include other costs that are in the business;
- Opportunities for discounts. In the extended price list, intended for managers, you can specify to what extent they can reduce the price. Naturally, this is the case if the conditions of the store provide for dynamic prices.
Selling price list. Video
Price list in the online service "Business.Ru"
Usually in stores there is a fairly large assortment of what is sold. Therefore, there is a need to automate the process of registration of price lists.
You can do this with the help of the well-known Excel program (free of charge). In this case, it will be a program for compiling price lists.
It provides many convenient tools for this: sorting, columns, rows and sheets, the ability to apply formulas and the relationship of document elements and various documents.
However, the use of Excel is, if not a manual, but not a fully automated process.
Each product or service has its own cost, but it is often not so easy to convey these figures correctly to the buyer. In order for your customers to be able to visually evaluate your product, its characteristics and cost, there is a price list. In this article, we will consider in detail what a price list is and an example of compiling its ideal version, which will not only increase your sales, but also distinguish you from your competitors.
Why do you need a price list?
A price list in trade is a very important document - it is a kind of one in which you offer your product for consideration. In fact, this is the face of your company, a factor no less important than a corporate website or the appearance of a hostess. The quality of paper, printing, design style, filing in an electronic document - all this works either for you or against you.
Price lists can be provided to a potential buyer, as in paper form, as well as electronically. They can contain brief information on numerous items, or they can be devoted to only one commodity unit, they can sell both material things and services. Any product should have its own price list - it's convenient, correct and effective!
It is proved that when the buyer sees the price, sees the image and characteristics of the product, its various options, then the information is perceived much more effectively than just hearing the same thing from the seller. The price list can be actively used both in retail and wholesale trade.
Price list structure
The meaning that any price list should contain is a report of the main, most important information about your product to the buyer in a form convenient for him in a short time. The correct structure of the price list will help in this, and of course we will learn how to compose it correctly. Information should be concise, semantic, interesting, easily perceived. Before compiling a price list, decide on the task that it should solve:
- Inform the client about the assortment and prices. Informational.
- Talk about the unique characteristics of a particular position of your product and cost. Presentation.
- Submit a special offer or promotion for a specific product. Promotional.
- Mixed type, which combines information about the assortment and special prices for these items.
By choosing one of the four formats, the structure of the compilation of the price list itself will become clear. Let's look at four examples in which you will see how and how price lists can differ from each other and why this is important.
How to make an information price list?
Information price lists are often used in areas where the number of goods is very large (more than 100 units). Areas where this type is most often used:
- construction and food supermarkets;
- auto parts stores;
- sale of electronics and components;
- wholesale warehouses of various goods, including pharmacies.
Since the lists of goods in these areas exceed several thousand unique items, the price list structure should contain only the most necessary information for the customer: name, brief description, price. It should look like this:
There may be several dozen pages for each category, but spreadsheets and special warehouse programs will help you generate pivot tables in such price lists. The client can be reported as the entire global warehouse in in electronic format or print several sheets with products of a specific category.
It is important that the names and numbers are readable, otherwise there will be little sense in such a CP. hat too important element The price list is not only an image, but also the first contact with a potential buyer. There, indicate your contacts, phone number, website, email, skype, etc. There should be pagination at the bottom of the price list, because out of 287 pages of a general price list, it is sometimes difficult to remember or explain what is needed and where this position was.
How to make a presentation price list?
The presentation price list should tell about one product or products belonging to one group. For example:
- description of the collection (clothes, shoes, jewelry);
- complete set of goods (car, computer, equipment);
- presentation of the novelty.
The emphasis in such a price list should be on a specific product or on the main part of the product of a particular group. The structure should contain a description of the unique advantages or characteristics of the product, a photo of the product, and cost.
You can place several products in a similar format on one sheet, limiting the number of photos or descriptions. Such a price list will help in a comfortable environment for the buyer (not in a store), slowly get acquainted with your product and make an informed decision. In some cases, a table structure may be used. She is needed when we are talking about several configurations of one product:
How to create a promotional price list?
An offer with a special price for your product should be presented to customers in a special way. If you want to surprise with the price or draw attention with the price of a particular product, you need to learn how to correctly reflect this in the price list. Use the benefit rule, the client should easily understand what the action is or special offer. The design of the special price should be simple and readable. For example:
Pay attention to the special attributes of the promotional price list. This:
- dedicated font;
- contrast arrow with a call;
- two prices to understand the benefits.
Instead of prices, you can specify percentages, days, or any unit of measure for the value of your product. Do not overdo it with asterisks, labels, exclamation marks, in general, with attention-grabbing attributes, as their overabundance not only does not attract attention, but also alerts customers. To show the benefit and correctly attract the attention of customers is the task of the promotional price list.
Mixed Price List Structure
Sometimes it is necessary to select several positions out of 100, which are covered by a special offer. This can be done by selecting a cell or an asterisk next to the price. There is simply nowhere to place promotional badges in such price lists, so these positions can be highlighted in the general list. For example like this:
The example shows 3 different ways to highlight a promotional product, decide which one suits you. If you have a whole group of promotional products, it makes sense to put them on a separate price list.
a term that refers to a directory or collection of prices and tariffs for goods, products and services, is the easiest and cheapest way to disseminate information about prices, tariffs or services, helps potential buyers to find out information about the services and goods offered by the company, about the product range
Price list determination information, price list origin, price list legal force, organization profile, intrinsic value, assortment, list, directory, purchasing power, shortage, commodity exchange, price list product quality, price list types, company structure in the price list, turnover, product exchange, payment details in the price list , price list application, list prices, list discounts
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Price list is, definition
The price list is a directory or a list indicating wholesale, retail, purchase, zone prices and (or) tariffs, systematized in a certain way, defining the parameters of the services provided, by groups and types, covering any list of products, various purposes, materials, various services and , sometimes, them brief characteristics. On stock and are replaced by bulletins, and in books, for example - catalogs.
The price list is price guide for dishes and intended for sale to customers, as well as for the services provided to them.
The price list is a systematized collection of prices by groups and types of goods and services.
The price list is reference table of prices for goods and various services.
The price list is a list of prices for products of a certain range (for example, bakery products, machine tools, televisions, etc.) in accordance with established standards and conditions for the production of these products and their delivery.
The price list is normative production-practical and (or) reference edition, containing a systematic list of equipment, production operations, services, indicating prices and, possibly, brief characteristics.
Etymology of the word price list
There are several options for the origin of the price list:
From the German "Preiskurant" - catalog with, price list;
From the German "Preis" - price + "kurant" - chassis;
From German "Preis" - price and French "prix courant" - tracing paper
Formal signs of the price list
As you can see, unlike, for example, an invoice, a price list is not a document subject to strict requirements for structure and content. Formal signs of the price list:
Title of the document (nomenclature list, price list, price list, prices, price list or without a title);
Indication of the degree of completeness of the price list;
The price list in the vast majority of cases (95%) is not approved by anyone;
The price list in the vast majority of cases (94.4%) is not signed;
The date in the price list is in almost all cases;
What is a price list? There is no understanding of this either in the West or in our country. It is believed that the price list is a list of prices for products of a certain range (for example, bread, machine tools, televisions, etc.) in accordance with established standards and conditions for the production of these products and their delivery to the consumer. However, this definition reflects only the outer side of the phenomenon.
And where does the price come from? Complete satisfaction of society's needs leads to the disappearance of prices (air is free, walking on the sidewalk is free, etc.). But as soon as you appear, prices for previously free (for example, paid parking lots) immediately appear. Let's figure it out.
Legal force of the price list
The legal force of a document is a property of an official document, communicated to it by the current one, the competence of the body that issued it and the established procedure for registration. For a document to be valid, it must have the following details:
Document date;
The name of the place of development, publication, adoption or signing of the document;
Signature;
The name of the type of document (except for letters);
Document Number.
As an analogue of a handwritten signature to give electronic document legal force, an electronic digital signature (EDS) is used.
Areas where price lists apply
Price lists are applied in almost all areas:
hairdressers;
Tire fitting;
Printing house;
Beauty Salons;
Medicine.
Price list types
A type is a form, a kind of something that has certain characteristics, as well as a pattern that corresponds to a certain group of objects, phenomena.
General price list
The general price list includes 3 private price lists:
Price list of the market for personal paid consumption;
Price list of the market of the sphere of production;
Salary price list (it is the salary price list that generates the two previous private price lists).
Price list of the market for personal paid consumption
Let's deal with the first private price list - the price list of the market for personal paid consumption. What is happening in this market? If the fund for personal paid consumption is defined and known (and this is the case in conditions of a more or less stable statehood), then:
Better range of products produced by the national economy;
Better production volumes meet the needs of people;
Below list price;
Higher rates of price reduction.
Then it is obvious that the quality of the national economy and its self-regulation is quite high. If, in addition to all of the above, a gradual decrease in prices is carried out, then it increases continuously. Everything seems to be fine. However, if all "this good" occurs in an immoral society, then cheap products become junk for the production of something more expensive. Remember how during the years of Brezhnev's "stagnation" pigs were fattened with cheap bread?
Manufacturing Market Price List
The second private price list is the production market price list. (see product exchange diagram). It is a mirror image of the first private price list in the field of production. Indeed, after all, only what is produced can enter the consumer market.
The "mirror" in this case is the price list of the cost of the qualification level and the integrity of the personnel, that is, all those involved in the production of goods and services. That is, the price list of salaries - this is the "mirror" that has just been mentioned.
And again, it is necessary to pay attention to the fact that conscientiousness is a derivative of morality and spirituality. Remember, dear older readers (young ones - ask the older ones), how many "non-bearers" appeared in the USSR after Stalin, who carried out what was being produced from work. Especially it began to flourish in the last years of "stagnation". "Everything around is collective farm - everything around is mine!" "What I protect, I have!"
The "Institute of Non-Suns" acquired the scale of a state catastrophe, as it destroyed the system of conformity and the mass of commodities among themselves. As a result, this state of affairs gave rise among the masses to the formula of relations between the people and the party-Soviet nomenklatura: "They pretend that they pay us a salary, and we pretend that we are working." The reason for this was the same immorality, both at all levels, starting with the leadership of the country, and the bulk of the people.
However, it should be said that the price list of wages, under the dominance of an immoral concept, always turns out to be somewhat distorted, deformed, in relation to the first two. Such a deformation is formed under the influence of:
Contractual remuneration upon presentation of products ("chord" payment). This situation arose when managers of a certain level (especially at the lower levels) were forced to pay for the work performed, but at deliberately high rates, because either "the deadlines were running out" or some other work force was not etc. . To this end, people formed artels, took vacations from work and left for the wilderness "for hack work", where they offered their services in collective farms, state farms, logging, that is, where there was no necessary labor force.
Mistakes in production management.
In addition to the conditionality of these errors by the wrong choice of focus on meeting human needs, there is a component of relations between people in production, which in turn is determined by the types of mental structure that dominate in society.
All these mistakes from all spheres of society, included in the above three components, are reflected in the general price list for all goods and services.
Errors in the price list - the secret of scarcity
All errors (which are reflected in the price list) both in a planned economy and in a market economy appear as consumers. That is, mistakes lead to consumer competition. This kind of competition is called scarcity. Deficit (lat. deficit - not enough):
lack of something;
Goods that are not in sufficient quantity;
But this competition of consumers is hidden by a pyramid of monetary status (wealth) of both ordinary members of society and producers of products. This pyramid gives consumer competition legitimized forms of consumption. These forms of consumption are legitimized by the "law of value". Think about it, dear readers, we were told before perestroika and are still being told that "the West has everything!" But after all, the “everything” is one thing, while the “everything” is completely different for a worker in the West! And the difference between one and the other is not in desires, but in financial capabilities.
This idea can and should be continued. 5% of the population of the planet Earth lives in, and these 5% consume as much as 40% of the oil produced all over the world and almost 50% of all goods produced in the world. If the remaining 95% of the planet's humanity begins to live according to the American way of life, then the planet will not survive, it will be "gnawed" in a matter of years.
Therefore, the globalizers will never allow this. It is for this reason that the globalizers have decided to restructure the entire world economy. For the same reason, the globalizers are carrying out a plan to discredit the United States in the eyes of all mankind. They need to "put out the beacon", which many countries and peoples have oriented themselves to.
Remember how in the USSR there were "our lighthouses" - "Stakhanovites", "Zagladovites". The administration of enterprises created them best conditions for work: a new machine, the best tool, timely repairs, workpieces. Due to this, the "lighthouses" exceeded their plans, and for this they were given apartments without a queue and vouchers to sanatoriums.
And the rest of the suckers were told: "Work like Stakhanovites, then we will give you all this." The suckers worked with all their might, but either the machine will break, or the workpieces will not be delivered on time, or the cutter will become dull ... The same system under the control of globalizers operates at the world level.
Errors in the price list - the secret of competition
Now we will finish consideration of a question on the price list. We settled on the fact that all errors in the management of society as a whole are reflected in the price list for all goods and services. In this case, both in a planned economy and in a market economy, the price list appears as consumer competition (there is a shortage).
This competition is hidden by a pyramid (scale, rating) of people's financial capabilities: the difference is not in people's desires, but in their financial capabilities. Outwardly, the competition of various industries for money is visible and propagated at the top of its voice. That's what the "market people" are buzzing about, saying that this competition of production for profits is the "engine of progress."
Laziness is the engine of progress
In fact, the main thing that owes its existence to the current credit financial system(FSC), and the price list is the competition of consumers! But about this, as soon as what has been said, everyone, both Western and domestic "economic darks," is silent.
Economic "darkness"
Thus, we expand the conclusion made earlier. The price list for all goods and services is a vector of errors in the management of society as a whole, and it is inseparable from the CFS. This immediately follows:
The credit and financial system is a management tool that can ensure the stability of all product exchange processes in social production all goods and services and their consumption by people, even in the case of erroneous self-government of society;
The credit and financial system is a means of distributing products in society, with its deliberate shortage in relation to the needs of society.
At the same time, it is necessary to remember that the FSC does not work by itself. FSC is a tool that is in the hands of certain people. And what kind of people they are, what their ideals are, what type of structure of their psyche, the work of the FSC depends on it. In other words, the CPS depends on the chosen concept of managing all social processes, which in turn is determined by conceptual power.
Credit - financial system. Legalized robbery.
The price list is drawn up in the form of a document and approved, it can also be drawn up as an annex to the order - in budget organizations.
Almost every trading company has its own price list. After all, it is the easiest and most inexpensive way to disseminate information about goods and services. The price list can be distributed at exhibitions, can be sent by mail, etc. A correctly drawn up price list is an important component for.
Write at the very top of the sheet: "Price list". Next, add for what type of product, goods or services the document is being drawn up, its serial number. Indicate from what date these tariffs are valid. For example, write: "Introduced from December 01, 2012". Please enter the name of the company next to it.
Create a price list table. In the header of the table in the first column, write: the number of the product (service). In the second column, write: the name of the product (work or service). Name the third column: tariffs including VAT, and you can add the fourth column if necessary: prices without VAT.
Draw rows near the table - there should be as many rows as there are goods that you want to add to this price list. Enter the data in the resulting table. You can list items alphabetically or by price. For example, start filling out the table with the product that has the most low price, and then continue to enter products as the value increases.
Break the price list into several tables if the goods (works) are divided by purpose or their prices depend on the time of day. You can add as many columns as you like. If you are compiling a price list for services, you can additionally indicate in the table: the expected duration of the service, the cost with a visit to the client and the cost without a visit, the provision of services on an individual basis, urgent services.
Provide notes below the table. They may include information that will reflect when and by whom these tariffs were drawn up, from what date this document will come into force. You can specify the amount of compensation in case of failure to perform work, in case of inadequate quality of a service or product.
Coordinate the finished price list with the manager and accountant. Sign and affix the seal of the company.
The price list must contain the date of its compilation or the date from which these prices come into effect. Please note that it is desirable to have a price list not only in paper form, but also in electronic form. Try to make the price list convenient for customers. But don't print redundant information that can harm the company in one way or another. Don't overload the price list with different fonts, lots of colors, or a very long list of procedures. It's tiring. There must be a measure in everything.
There should not be many corporate services. Otherwise, the idea itself will lose its meaning. If 90% of the procedures in the price list become branded, you risk causing well-founded grins from customers. In addition, it is very important not to deceive the expectations of your visitors. If the products on which branded services are performed are not of a very high level, you risk losing customers. What then can be said about classic services, if branded ones are of very dubious quality.
A modern, colorful and tastefully designed price list can become a true masterpiece. Attractive "menu" design is the first step not only to the original image of the beauty salon, but also to increase its profit. After all, judging by psychologists, up to 60% of people are pronounced visuals. And this means that most of us perceive information, first of all, visually. With a small investment in procedure illustrations, you have another opportunity to increase sales. People want to know what they are paying for. And when they see colorful pictures, they get the service that really interested them.
Video tutorial on drawing up a price list
Invariant in the price list
What does an invariant mean in a price list? The price list is the current prices for all products. The invariant is:
Self-value (a product that has its own price);
A means of measuring the value of other goods and services.
Bananas 39 rubles = 0.6 dollars;
Oranges cost 65 - 196 rubles = 1 - 3 dollars;
Cherry 222 rubles = 3.4 dollars;
Grapefruit 65 rubles = 1 dollar;
Seedless grapes 163 rubles = 2.5 dollars;
Lemon 105 rubles = 1.6 dollars;
Peaches 105 rubles = 1.6 dollars;
Pears 92 rubles = 1.4 dollars;
Strawberries 105 rubles = 1.6 dollars;
Potatoes 46 rubles = 0.7 dollars;
Tomatoes 92 rubles = 1.4 dollars;
Broccoli 105 rubles = 1.6 dollars;
Cabbage 46 rubles = 0.7 dollars;
Celery 59 rubles = 0.9 dollars;
Sweet pepper 157 rubles = 2.4 dollars;
Soup in a cafe 210 rubles = 3 euros;
Beer in a restaurant 245 rubles = 3.5 euros;
Beer in a supermarket costs 70 rubles = 1 euro;
Fruit salad in the store 300 gr. 140 - 210 rubles = 2 - 3 euros;
The average price of a hamburger is 210 rubles = 3 euros;
Coffee in a cafe from 64 rubles = 1.30;
Dinner in a restaurant per person 883 rubles = 18 Canadian dollars;
Steak in a steakhouse 1,128 rubles = 23 Canadian dollars.
Price list in China
Some examples of price lists in .
Prices for food in a cafe for locals and tourists:
Sausages fried on the street 26 rubles = 2.5;
Pelmeni (with beef or pork) for 12 pcs. 51 rubles = 5 yuan;
Rice with roast duck in a tourist cafe 123 rubles = 12 yuan.
Price list as a source of information
A cursory study of several price lists allowed us to put forward the main hypothesis. The price list as a source of information on the market allows you to obtain the following information:
Information about the client;
Information about its suppliers;
Information about the properties of the goods;
Information about the company itself in the price list
It should be noted that not all enterprises use in their practice the distribution of price lists in one form or another (placement at points of sale, mailing list, distribution at exhibitions, mailing by fax, mailing by e-mail, posting on the Internet, publication in the press, etc.).
Membership in associations mentioned in the price list
It is known from practice that even in cases where this is not mentioned in the price list, an organization may be a member of some kind, be a member of a trade industrial chamber or, for example, the union of employers. Therefore, to study this issue, it is advisable to use other sources.
Presence of parent and subsidiaries listed in the price list
Subsidiaries are mentioned mainly when listing branches and representative offices of an enterprise in other regions. In reality, the situation may differ. An analysis made using data from the SKRIN system showed that many enterprises have affiliated organizations. An analysis of company websites showed that some organizations are members, while this is not mentioned in the price lists. Therefore, it is better to study this issue with the help of other sources.
Payment details in the price list
By studying the payment details, you can make both a more complete picture of the company (registration area in which the organization's current account is located, etc.), and quickly find it in various databases by TIN, PSRN or current account.
Coordinates indicated in the price list
In the vast majority of cases, the price lists indicate:
E-mail address;
The site of the company;
Addresses of representative offices;
Phones of managers;
Coordinates of the person responsible for a certain region or group of goods.
Manual listed in the price list
Most often in the price lists there is no mention of specific names. Where they exist, they are most often mentioned CEO, commercial director, deputy commercial director for sales. At the same time, one, maximum two managers are mentioned in the price lists. Most often, the surname and initials of these persons appear in the price lists. Therefore, the role of the price list as a source of information about the company's management is also low. For this purpose, it is better, firstly, to study the competitor's website (sections "How to contact us", often the site contains telephone numbers of the reception, heads of departments, press secretaries; "News", etc.), and secondly, you can just call the reception and find out the full name and coordinates of the right people.
Structure of the enterprise based on the price list
In most cases, it is impossible to extract information about the structure of the enterprise from the price list. Even in cases where the telephone numbers of two or more structural units of the enterprise are indicated in the price list, this information does not exhaust the entire structure of the enterprise. Most often in the studied price lists are mentioned:
Purchase department;
Marketing and sales;
sales department or sales department.
In some cases, price lists contain references to the specialization of managers on a territorial basis or by product.
Thus, it is also better to study the structure of an enterprise not with the help of a price list, but with the help of site analysis. In some cases, an internal telephone directory is laid out on the site, sometimes the structure of the company is laid out on the site in the form of a diagram. In cases where this information is not presented, it is necessary to pay attention to the "News" and "Vacancies" sections - they often contain information about individual elements of the enterprise structure. In addition, to study the structure of the company, it can be useful to visit it - sometimes it is enough to study the signs on the doors to get an idea of the structure of the company.
Company profile based on the price list
When analyzing the price list, you can find out whether the enterprise under study is a manufacturer or product, but not in all cases. The fact that an enterprise is a manufacturer of products can be indicated by its name (the name contains the word "factory") or the words "manufacturer", "we produce", etc. This point is important, especially when price lists are collected at specialized exhibitions, as well as when the price list is not studied by the person who originally received it. In order to determine whether an organization is a supplier or manufacturer of a particular product, it is usually sufficient to telephone conversation or site analysis.
Information about suppliers in the price list
Trading organizations in their lists most often do not indicate the products of which enterprise they sell. In cases where this is indicated, it is most often noted that the company is an official distributor, or official representative specific plant or plants. In some cases, the wording "We offer you the products of the plant ..." is used.
It should be noted that this is the root of numerous errors made in the analysis of price lists. Often compared products with the same label, but different manufacturers. One and the same product is made either in compliance with all the requirements provided for by the relevant regulatory documents, or ignoring some of them. Due to the use of low-quality components, unscrupulous manufacturers save on raw materials, as a result of which they are able to sell their goods cheaper than competitors. It should be noted that in some cases the name of the manufacturer is encrypted in the product brand, and
Study the site (sections "News", "Useful links", "Our partners"; "Regulatory materials", "Certificates", etc.);
Ask about it directly, emphasizing that it is the product of a certain supplier that is needed, as a result of which, in the process of persuasion, information about the supplier of the product may slip;
Request certificates for products (certificates must indicate the manufacturer of the goods or its coordinates) or certificates that the goods are not subject to mandatory certification (the manufacturer is also mentioned in them);
Find an excuse to visit a competitor's warehouse, where to pay attention to appearance products, tags, stickers, etc. - in many cases this is enough to identify suppliers;
Find organizations that purchase from the firm under study and try to get necessary information they have.
The situation will be greatly simplified if this client takes products from both the company under study and the company that conducts this study - in this case, if there are informal relationships, this information is usually easy to obtain.
Information about the product in the price list
By studying the price list, you can find out this or that information about the goods.
Completeness of the list of assortment in the price list
By studying the price list, you can get an idea of the product range that the company sells. In the vast majority of cases, this list is incomplete, since most enterprises supply non-standard products, which are problematic to take into account in the price list. When analyzing a specific price list, this situation can be diagnosed by a number of signs.New
The quality of the price list goods
In most cases, it is impossible to judge the quality of a product offered by a particular company when studying the price list. Only in some cases, indirect information about this can be obtained from references to regulatory documents and certification systems. In some cases, the price lists mention that the goods are of high quality or comply with European standards without specific references to the relevant documents a number of others are placed at the bottom of the price list. Thus, it is also better to look for information on the quality of goods in other sources: request certificates for certain products, search the Internet for reviews of this particular product, and purchase a small batch of products for its subsequent study.
Scope of the product from the price list
In 47.7% of cases, the goods are divided into groups according to the field of application, in other cases, the brands of the goods are listed in alphabetical order. Therefore, this information also needs to be sought in other sources, primarily in catalogs.
Logistic information marked in the price list
Logistic information is a purposefully collected set of facts, phenomena, events of interest and subject to registration and processing to ensure the management process of the enterprise's LS.
Warehouse or custom item in the price list
Signs that the goods are delivered under the order are:
Mention that the goods are delivered under the order with an indication of the price;
Mention that the goods are delivered to order without specifying a price.
Indirect signs of a custom-made product are an extremely narrow and specific area of its application, the absence of a warehouse stock of this product at the manufacturing plant, the high cost of the product, measured in tens or hundreds of thousands of rubles.
Minimum order quantity from the price list
The minimum order rate is the minimum quantity of products accepted by the supplier for manufacturing for one item of the order. In this case, the total order for all positions should, as a rule, not be less than the transit norm. It is mentioned in only 5.1%, but this phenomenon is much more widespread.
The location of the company's warehouses, given in the price list
The fact that the warehouse and the office are in the same place is evidenced by two signs:
Direct mention of it;
The warehouse address is the same as the office address. In all other cases, it is not possible to unambiguously determine the location of a competitor's warehouse (warehouses) using price list analysis, and for this it is better to use other sources.
Delivery of goods from the price list
In most cases (86.9%), there is no mention of the delivery of goods in the price lists. In some cases (1.4%) it is directly written that the goods are delivered on EXW terms. Thus, the price list as a source of information about the competitor's logistics is not complete and reliable. To study this issue, it is better to use other sources:
Study the company's website, paying attention to the sections "News", "How to find us", etc.;
Find clients of this company, try to get the necessary information from them;
Find suppliers of this company, try to get information from them;
Visit a competitor.
It should be noted that it is extremely undesirable to use the details of non-existent companies in the work, business cards non-existent persons - this work can give a result, but it has a one-time effect, since such a "James Bond" becomes familiar very quickly. In many cases, you can use the help of your customers, who also purchase products from a competitor. In this case, it is enough to agree with this client on a joint visit to the competitor's warehouse (for example, to receive the products ordered by him).
James Bond
Information about the pricing policy in the price list
The pricing policy of the company is formed within the framework of overall strategy firms and includes pricing strategy and tactics. 
List prices
In the vast majority of price lists studied, one type of price is given. In some cases, prices have names: wholesale, retail, etc. without indicating the conditions for choosing a particular price, in some cases several types of prices are indicated with an indication of these conditions. It should be noted that this system is not rigid, and managers have the ability to manage the price within certain limits.
List discounts
In some cases, the price lists indicate the terms of provision: they are provided depending on the amount of the order, the long-term cooperation, the volume of the order, the method of payment, the long-term cooperation and the volume of the order.
Prizes indicated in the price list
With regard to or kickbacks, due to the illegality of such sales promotion methods, nothing is said in the price lists, with the exception of some cases where the price list mentions "prizes to suppliers".
Sources and links
Sources of texts, pictures and videos
diclist.ru - collection of encyclopedias and dictionaries
vseslova.com.ua - a dictionary of absolutely all words
tochka.com - dictionary of all economic terms
dic.academic.ru - dictionaries and encyclopedias on academician
en.wiktionary.org - wiki dictionary of the free encyclopedia
en.wikipedia.org - Wikipedia, the free encyclopedia in Russian
pishu-pravilno.livejournal.com - online resource live journal
tainy-upravleniya-chelovechestvom.ru - site "the course of truth and unity"
olehouse.ru - a piggy bank of tips on a nail design website
slovorus.ru - Dahl and Ozhegov's explanatory dictionary
proz.com - translation agency, translations into
infobos.ru - collection of dynamic explanatory dictionaries
yurist-online.com - online site legal services
bse.sci-lib.com - Great Soviet Encyclopedia
images.yandex.ru - search for images through the Yandex service
myshared.ru - service of pictures, video presentations
Article Creator
vk.com/dyryodhana - Vkontakte profile
ok.ru/profile/567849764451 - Odnoklassniki profile
Com/alisse.wonderland - Facebook profile
A well-designed and beautifully designed price list is no less powerful marketing tool than. The benefits of using price lists are underestimated by many entrepreneurs, resulting in loss of customers.
What is a price list?
Dictionaries of business terms define a price list as a list of prices for goods or services offered by an organization. This term is borrowed from in English and comes from the words "price" (price) and "list" (list). The price list has replaced the previously common word “price list” from everyday life, although the meaning of both words is identical.
Price lists are used by both large suppliers and small entrepreneurs focused, for example, on. Price simplifies the management of the company's assortment, increases the transparency of the company's relationship with customers and increases its profitability.
Price list - how to write?
The correct spelling of the word "price list" is through a hyphen. This option is used, for example, in the academic spelling dictionary compiled by the Vinogradov Institute of the Russian Language, as well as in the Bolshoi explanatory dictionary Russian language (edition 2014). As a synonym with a simpler spelling, you can find the word "price list". In addition, often the "price list" is reduced to "price", and the interlocutors understand that we are talking about a list of prices.
Price list structure
To make a price list, you need to understand in what order the information should be presented in it. The price is, in fact, the offer of the company, its purpose is to push the client to purchase. Therefore, the following price list structure is recommended:
- goods or services that are subject to discounts and promotions - promotional products, as they attract with the opportunity to benefit from the purchase;
- the main offer - we are talking about products that are mainly of interest to customers, about what there is the greatest demand for;
- additional assortment - this category includes elements that support the sales of the main assortment;
- related products or services - complement the main offer, forming a single complete set with it;
- spare parts, components, etc.
Such a procedure for presenting the assortment is considered the most convenient and helps to increase sales after the client has familiarized himself with the price list. Speaking about what can be included in the price list, in addition to the list of goods and prices, it should be noted:
- Company name;
- logo;
- reference data about the company;
- additional information about goods and services.
How to make a price list?
Creating a price list can be divided into several stages:
- Document formatting in Microsoft Excel. Excel makes it easy to make adjustments to the document, and the tabular format is optimal for the price list.
- Creation of names of goods and services. Each company assigns its own product names. The clearer the names are and the better they allow you to group the goods, the more convenient it will be for the client to navigate the price list.
- Maximum disclosure of product information. It is recommended to provide the client with as much as possible useful information about goods and services, sorting it into separate columns. For example, if we are talking about goods, it is desirable to indicate not only the price, but also the color, length, width, weight, etc. - everything that matters when choosing.
- Adding pictures. Small images can be inserted into the cells of the column following or before the product names - this will make it easier to find the right products when reading the price list.
- Separation of the price list into working and client. The working document specifies, among other things, the contact details of suppliers and the cost of purchased products. This price list will facilitate the work of employees so that they can find the phone number of the supplier for a particular product. From the price list for customers, information about suppliers and the cost of production is removed. At the same time, it is not necessary to maintain two documents separately - you can only fill out a working price list, and before sending the file to customers, simply delete the necessary columns and cells and save the document under a different name.
- Markup definition. If the company is engaged in commodity business and cooperates with both retailers and wholesale customers, several prices should be indicated in the price list at once - for retail, for wholesale and large wholesale. When determining the margin, you need to rely on the prices of competitors in the niche and your desired earnings.
- Rejection of "round" prices. This is not a mandatory requirement, but advice that you should heed. According to psychologists' research, people trust round price values (14000, 800, 1300) less, believing that these figures were taken at random. Customers react best to the numbers 5, 7 and 9, so it is recommended to specify a price, for example, not 5000, but 4970.
- Removal of identical products. You need to make sure that there are no identical items in the price list - this can mislead the client.
- Sorting. If you have a large assortment, you can divide it into several sheets. At the same time, it is desirable to highlight the sheets themselves in Excel with some catchy colors so that the client notices them when working with the price list. You can do this by right-clicking on the sheet tab and selecting the Tab Color command.
- Point of contact with the client. It is important to remember that the price list is a marketing tool and helps. In order for the price list to fully fulfill this function, it needs to be beautifully laid out, checked for errors, and the company's contact details must be indicated. Also on the first sheet you can make a description of the company and a list of advantages over competitors.
An important role is played by the design of the price list. It should follow the following rules:
- elements related to each other should be located side by side;
- all parts of the text should be visually related to each other, this can be achieved using alignment;
- if some elements are repeated, their design must match;
- the information in the price list should be organized in such a way that it can be quickly read and found the right position, for this, different colors, outlines, lines, fonts, etc. are used.
How to create a price list online?
On the Internet, you can find many suggestions for creating price lists. Specialists in the field of design and sales offer their services in this area. If your budget allows you to use these services, then it makes sense to turn to professionals.
If you don't want to spend money, you can create a price list online for free and with pictures using Google Sheets. It is a spreadsheet editor similar in function to Excel. At the same time, Google Sheets makes it possible to make changes online and provide access to view or edit documents to an unlimited number of people. Access rights are determined by the creator of the document.
Beautiful price list - sample
It is best to understand how a price list can and should look like with a visual example:
This is an example of a working price list - it shows the purchase price of goods, the products are sorted in alphabetical order, and additional design elements that would help navigate the assortment are not used. But since this is a working price, in this form it is good for company employees.
Separate these two concepts and never "pour water into the price list" with justification for the need to buy exactly your product, or with a long story about your company, its mission and history. There is such a thing as a sales funnel. At each of the turns (funnel levels) you must form the right communication with your vie-for-vie. The correct one is concise, specific. Based on this about your company, the person to whom you send the price list should already be familiar with it. If both the presentation of the company and the story about prices occur at the same time, then at first all information materials should be presented as a separate material (file), and only then - the price list.
To the village to grandfather
Most likely this warning will be redundant for most site visitors, but I still occasionally come across price lists without a full listing: contact information and a contact person in the price lists of companies. Specify the coordinates of your company - address, telephones, fax, e-mail for orders - good tone and proper communication. You need to specify bank details if necessary (avoid an overabundance of information). The reason is clear price analysis and ordering goods are usually broken in time. Payment details can be issued in another sheet. You can also specify a list of your distributors. Believe me, no matter how beautiful the logo in your company is, it alone will not be enough.
Weight
My next warning applies to price list marketers. Inserting a company logo into Excel is good and mandatory, inserting photos of product samples is your business and is determined by the business customs of your market segment. However... A price list that "leads" under 3 megabytes is not a tool, but a work of art. Try to send such a "brick" by e-mail, or try to open it quickly when a client "hangs" on your phone and asks for advice on prices. When the price list opens for 30-40 seconds, does not go through e-mail, or it is hard to download from the site when bad internet, such a situation is an example of poor communication.
How does the price gain weight? The main eater of resources and the reason for inflating the weight of the document is its design: stripes, frames, highlighting, embedding photos - everything that makes a document beautifully designed. If all this cannot be neglected and it is precisely this "beauty" that is required from you and the price list, be sure to pay attention to the placed graphics: photos, drawings, logos.
A typical mistake is to insert pictures as they are without cropping, and simply reduce them in the document by dragging the corner. The image in the price list has decreased, but its "weight" has remained the same. All graphics must be reduced in size, adjusted to the required dimensions in width and height BEFORE importing into the price list. Be sure to lower your resolution to 72dpi. The graphics at the same printing will look quite tolerable, and "weigh" will be small.
Product ID
Product ID, otherwise - product code - a unique short designation of the nomenclature unit, an identifier that will be further used when forming and processing an order. More precisely, not even that, which will be used in all your accounting policies (purchase, movement of goods, reporting). If you are purchasing goods, then use the articles, stock numbers of the manufacturer, vendor.
If you yourself are a brand owner and co-designer of an inventory system, you can use product model numbers and even line numbers in excel. Here, decide for yourself, do not forget to first talk about this with sales managers, logistics managers and IT specialists (if there is a need to automatically pull the order into the accounting system). In any case, do not use the description of goods / services, resorting to their reduction. Otherwise, something like .
Price list currency
The fact that the use of several currencies is unacceptable, probably, is unnecessary to remind. One currency - will make life easier for everyone - you, customers, logistics, accounting, etc. This currency must necessarily be identical to the one accepted within the business etiquette of your segment. Do not follow the lead of the accounting department and do not necessarily use the currency of your accounting policy. The price is made for clients, not for an accountant! Ideally, when the accounting policy currency matches the business etiquette currency of the market segment. What's happened Business Etiquette? If the market leaders quote in Euros, your prices must also be in that currency, no matter what currency you then bill in.
And please, colleagues, do not drag this currency into every cell of the price list. It is enough to indicate somewhere on top something like: "all prices quoted are in rubles."
Product characteristics
Colleagues, do not fit in the cells of the price list table ALL the characteristics of the product. Price is not a technical catalogue. Specify additional product characteristics only those that help to distinguish one product in the group from another.
If you deliver goods in large quantities (trucks, wagons), or if your goods have large dimensions and (or) weight, be sure to indicate in the price list information about the number of pieces of goods in the transport package (number of pieces in a box), weight of goods, minimum lot to order, etc. If there are many brands in the price list, indicate the trademark in the spelling that is accepted on the market. If brands are well identified by logos - place logos - this will make it easier to find the right brand and product. Sometimes it will be useful to indicate the country of manufacture, the name of the manufacturer, etc.
Minimum creativity
If you are not a market leader, or are a distributor (or dealer) - use the information from the manufacturer's price lists. No need to invent your own system of classification and notation. If you are a manufacturer, vendor, make sure that information about your company, about your products (services) is correctly indicated in the price lists of your distributors / dealers, other open sources (for example, databases, catalogs on the Internet).
Order form
A price list - like a set of prices and goods, and a form for placing an order - are different documents. Have both that document and the other. Pay attention to the fact that this form is convenient and easy to fill out for the client, and also, not least, convenient and practical for uploading an order to your company's accounting system from 1C, say. So you simplify the work of your colleagues, those who serve orders - logisticians, sales managers.
Terms of delivery and payment
Be sure to indicate with a footnote that the prices indicated are valid only if certain conditions delivery and payment. For example: "The price is set subject to self-pickup from the supplier's warehouse, subject to 100% prepayment for the goods." If the currency of prices differs from the national currency, indicate the terms of payment in the price list. For example: "Payment is made in national currency at the exchange rate on the day of payment." Be sure to indicate from which date and until which date prices are valid.
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