生(sheng)鮮(xian)商品是(shi)消費者日常生(sheng)活的(de)(de)(de)(de)必需品，在超市整個(ge)日常銷(xiao)(xiao)售(shou)中占據重要地位。尤其(qi)在我們這種(zhong)社區(qu)超市中，生(sheng)鮮(xian)商品銷(xiao)(xiao)售(shou)得好壞，更是(shi)直接影響到銷(xiao)(xiao)售(shou)指標的(de)(de)(de)(de)達(da)成。去(qu)年(nian)經營板塊(kuai)本著提高店鋪銷(xiao)(xiao)售(shou)和(he)毛利的(de)(de)(de)(de)預期(qi)，提出生(sheng)鮮(xian)自(zi)采(cai)(cai)(cai)(cai)的(de)(de)(de)(de)戰略方針(zhen)并成立(li)生(sheng)鮮(xian)自(zi)采(cai)(cai)(cai)(cai)小組來落實和(he)解(jie)決自(zi)采(cai)(cai)(cai)(cai)當中遇到的(de)(de)(de)(de)各種(zhong)問題(ti)。前期(qi)生(sheng)鮮(xian)自(zi)采(cai)(cai)(cai)(cai)采(cai)(cai)(cai)(cai)取了“走出去(qu)”的(de)(de)(de)(de)地頭(tou)采(cai)(cai)(cai)(cai)購(gou)、源頭(tou)采(cai)(cai)(cai)(cai)購(gou)的(de)(de)(de)(de)方式，直接從田間采(cai)(cai)(cai)(cai)購(gou)蔬(shu)菜從果園采(cai)(cai)(cai)(cai)購(gou)水果，從源頭(tou)上降低了采(cai)(cai)(cai)(cai)購(gou)成本，減少了中間差(cha)價(jia)，使門店的(de)(de)(de)(de)生(sheng)鮮(xian)經營在同(tong)(tong)(tong)周(zhou)邊的(de)(de)(de)(de)生(sheng)鮮(xian)超市和(he)農貿市場(chang)的(de)(de)(de)(de)競爭中，可以保(bao)持一定(ding)的(de)(de)(de)(de)價(jia)格優勢，各店的(de)(de)(de)(de)生(sheng)鮮(xian)銷(xiao)(xiao)售(shou)同(tong)(tong)(tong)比都(dou)有不同(tong)(tong)(tong)程度的(de)(de)(de)(de)提升。
今年疫(yi)情期間，各店生(sheng)鮮(xian)(xian)銷(xiao)售呈現井噴式(shi)的(de)增長，究(jiu)其(qi)原(yuan)因，大家(jia)心(xin)知肚明(ming)。隨之而(er)來的(de)就是疫(yi)情結束后，生(sheng)鮮(xian)(xian)銷(xiao)售跳崖式(shi)的(de)持(chi)續虧損。緣何我(wo)們的(de)生(sheng)鮮(xian)(xian)自采(cai)工作在(zai)輝煌了(le)一(yi)陣后就偃旗息鼓(gu)一(yi)蹶不振了(le)呢(ni)？究(jiu)其(qi)原(yuan)因還是在(zai)采(cai)購方(fang)法上出(chu)現了(le)問題。目前我(wo)們生(sheng)鮮(xian)(xian)的(de)采(cai)購方(fang)式(shi)大體有(you)以下幾種：
1、源頭采(cai)購(gou)。顧名思義就是直接去田間地(di)頭從農(nong)(nong)(nong)戶那里(li)采(cai)購(gou)商(shang)(shang)品。這(zhe)種(zhong)采(cai)購(gou)方式可以切斷中間商(shang)(shang)環節(jie)(jie)，節(jie)(jie)省采(cai)購(gou)成本，最(zui)大限度地(di)使成本價(jia)降到最(zui)低。這(zhe)就要求我們的(de)(de)生鮮采(cai)購(gou)人員要多找農(nong)(nong)(nong)戶或者農(nong)(nong)(nong)業合作社進行聯絡洽談，發展成超市的(de)(de)長久穩定(ding)的(de)(de)源頭供貨商(shang)(shang)，真正地(di)實現(xian)農(nong)(nong)(nong)超對接。
2、供(gong)應商(shang)代(dai)采(cai)(cai)。生鮮(xian)(xian)(xian)采(cai)(cai)購(gou)人(ren)員不(bu)去市(shi)場(chang)，直接將訂單發(fa)送給固定(ding)的(de)生鮮(xian)(xian)(xian)供(gong)貨商(shang)，由他們根據訂單從市(shi)場(chang)采(cai)(cai)購(gou)商(shang)品(pin)配送到各(ge)門店(dian)。優點(dian)是供(gong)應商(shang)代(dai)替(ti)生鮮(xian)(xian)(xian)采(cai)(cai)購(gou)人(ren)員進行采(cai)(cai)購(gou)，省時省力(li)(li)。缺(que)點(dian)是脫離(li)市(shi)場(chang)，對(dui)生鮮(xian)(xian)(xian)市(shi)場(chang)價(jia)格(ge)的(de)瞬息變(bian)化(hua)失(shi)去了解，中間(jian)商(shang)賺配送差價(jia)，無形地提高了商(shang)品(pin)成本價(jia)，導致商(shang)品(pin)售價(jia)過高，失(shi)去了與周邊市(shi)場(chang)的(de)競爭力(li)(li)，長此以(yi)往就會流失(shi)大批客源。值得注(zhu)意的(de)是，目前各(ge)門店(dian)生鮮(xian)(xian)(xian)采(cai)(cai)購(gou)主要是以(yi)這種方式進行。
3、門(men)店(dian)(dian)(dian)(dian)(dian)自(zi)(zi)采(cai)(cai)(cai)(cai)。就(jiu)目前各門(men)店(dian)(dian)(dian)(dian)(dian)自(zi)(zi)采(cai)(cai)(cai)(cai)方式主(zhu)要分為隨機采(cai)(cai)(cai)(cai)購(gou)和批發市(shi)(shi)場采(cai)(cai)(cai)(cai)購(gou)兩種(zhong)(zhong)。隨機采(cai)(cai)(cai)(cai)購(gou)是(shi)門(men)店(dian)(dian)(dian)(dian)(dian)生鮮(xian)人員(yuan)在(zai)周(zhou)邊市(shi)(shi)場進(jin)行(xing)(xing)市(shi)(shi)調(diao)的(de)(de)(de)時候，發現質(zhi)優價(jia)廉的(de)(de)(de)商(shang)品(pin)(pin)隨機性(xing)地進(jin)行(xing)(xing)采(cai)(cai)(cai)(cai)購(gou)，這種(zhong)(zhong)方式比較靈(ling)活(huo)，價(jia)格合(he)適，在(zai)商(shang)品(pin)(pin)的(de)(de)(de)質(zhi)量和數量上也比較好把控。主(zhu)要以短期一(yi)次(ci)性(xing)銷售為主(zhu)，當然，如果商(shang)品(pin)(pin)質(zhi)量過關，價(jia)格也比配送低，也可(ke)(ke)形(xing)成長期性(xing)合(he)作(zuo)。再一(yi)種(zhong)(zhong)就(jiu)是(shi)門(men)店(dian)(dian)(dian)(dian)(dian)定期自(zi)(zi)主(zhu)去(qu)蔬(shu)果批發市(shi)(shi)場進(jin)行(xing)(xing)比價(jia)議價(jia)，采(cai)(cai)(cai)(cai)購(gou)合(he)適的(de)(de)(de)商(shang)品(pin)(pin)。因為門(men)店(dian)(dian)(dian)(dian)(dian)生鮮(xian)人員(yuan)對(dui)本門(men)店(dian)(dian)(dian)(dian)(dian)的(de)(de)(de)顧(gu)客(ke)需求(qiu)和生鮮(xian)暢銷品(pin)(pin)種(zhong)(zhong)比較了解，可(ke)(ke)以更好地根據顧(gu)客(ke)的(de)(de)(de)消費習慣有針對(dui)性(xing)地進(jin)行(xing)(xing)生鮮(xian)采(cai)(cai)(cai)(cai)購(gou)。門(men)店(dian)(dian)(dian)(dian)(dian)自(zi)(zi)采(cai)(cai)(cai)(cai)可(ke)(ke)以更好地把握顧(gu)客(ke)需求(qiu)，減(jian)少中(zhong)間(jian)商(shang)的(de)(de)(de)配送差價(jia)，降低生鮮(xian)損(sun)耗。
盡管我(wo)們的(de)(de)生(sheng)(sheng)(sheng)鮮(xian)自采處于發展初(chu)期，受(shou)采購(gou)(gou)規模和人員專業性(xing)的(de)(de)限制，在價(jia)格控制和質(zhi)量要(yao)求上(shang)容易喪失話語權，變得束手無策(ce)。但是(shi)我(wo)們的(de)(de)生(sheng)(sheng)(sheng)鮮(xian)采購(gou)(gou)人員更要(yao)迎難而上(shang)，多(duo)與門店交流溝(gou)通，了(le)解各門店的(de)(de)生(sheng)(sheng)(sheng)鮮(xian)區(qu)現狀(zhuang)，想辦(ban)法(fa)解決(jue)生(sheng)(sheng)(sheng)鮮(xian)采購(gou)(gou)和銷售中的(de)(de)實(shi)際問題(ti)(ti)，多(duo)去了(le)解市場，發現市場，打破(po)生(sheng)(sheng)(sheng)鮮(xian)采購(gou)(gou)被動的(de)(de)局(ju)面(mian)。還(huan)是(shi)那(nei)句話，生(sheng)(sheng)(sheng)鮮(xian)自采不(bu)是(shi)只喊口號(hao)，不(bu)要(yao)把問題(ti)(ti)停留在“道(dao)”的(de)(de)層(ceng)(ceng)面(mian)，要(yao)努力使問題(ti)(ti)在‘術’的(de)(de)層(ceng)(ceng)面(mian)上(shang)有所突破(po)，并(bing)最終(zhong)找到成功方(fang)法(fa)才是(shi)正道(dao)。
（高新店 趙建寶）
