浅谈管理技术

美发***

浅谈管理技术
  

        管理的目的是以效率来换取劳力，美发技术这个行业样样都需要人力来完成，而人的体力与精神是有限的，若能将劳力有效的运用，业绩是没有上限的！

        我们可以用以下的方法提升我们技术的效率：

1、时间：

       每个技术项目所需花费的时间与收费是不成正比的，这其中大部分是多年传统的习惯。但若我们精算每个项目，每分钟的收益，你会发现收入高低的排行项目依序如下：产品、护发、剪发、染发、烫发、吹风。而我们重视的消费项目依序如下：烫发、剪发、染发、洗发、护发、产品。这其中你会发现劳务与效益是不对等的，由此我们发现可以改善的空间很大。例如：洗发用躺洗取代座洗，可以省20分钟，将按摩的程序放在洗完后，又可以减少顾客一半按摩的需求。若在操作烫发时卷数控制在20~30卷，时间可以缩短30分钟以上，用药卷发先烫再修剪，亦可以减少15分钟以上的时间。而剪发后一修再修的习惯改变，亦可以缩短10分钟以上的时间，等等、、、要知道目前顾客来店的时间都是一窝峰，上市时，时间就是金钱，一样忙碌效率不同，收入自然不同。
2、工具：

      工具原本是辅助技术的，但若因特殊工具需要花费相对更多的时间来完成，其收费应相对要提高，若无法因应市场竞争而提高单价，会得不偿失！尤其越高单价，顾客消费周期越拉长，流失的风险相对提高！若用平均周期收入计算，有时收入未必增加，例如：离子烫2500元÷5月＝500元/月，而传统烫1500元÷3月＝500元/月，每月烫发收入是一样的。例如：剪发因细腻度不同，可能需要许多把剪刀来完成，但收费却没有区隔，工具成本与学习成本的投资相对增加是没有效率的。

3、周期：
         顾客的消费周期，会因人因消费项目不同而异。而周期是一种消费习惯，一般很难改变她，但若业绩做到15万以上，顾客的信赖感相对提高，技术的依存度也高，对顾客的需求掌握也较强，若能利用这些利基点，教育顾客对发型习惯的改变，成功概率很高。一但改变她的消费周期，客人数不用增加，客次量会激增。例如：烫发每月40个，平均周期若能由3个月缩短到2个月，烫发客数会激增到60个。若剪发每月100个，平均周期若能由2个月缩短到1个月，剪发客数会激增到200个，周期的缩短，只有高业绩的设计师才有能耐教育顾客，可惜的是，设计师对顾客周期的习惯也习以为常，徒丧失增加业绩的大好机会！

4、资料：
        顾客的消费纪录，就如同医生的病历卡，现代的医生若无病历卡不会看病。而传统中医，到现在还是依据临场把脉判断来看病人，这样的传统中医已经快失传了！我们美发业的资深设计师，依然喜欢用临场判断来作客人，这样很容易流于固有的经验与习惯而无法自拔，若能将顾客每次来店的消费周期与项目做分析，依每个顾客的消费习惯，研究她这些习惯的形成因素，再用我们的专业教育她们合理的消费周期与消费项目，帮她们规划，吹、剪、烫、染、护、产品，的整体发型造型慨念，相信我们的顾客年度消费会倍增！因为一般15万到30万的设计师，吹、剪、烫、染、护、产品、这六项消费都只有四项强，而其他两项弱。而我们用管理的概念，取代行销的压力，对顾客、对设计师、都是很良性的互动。

5、预约：

        预约的目的是要缩短上班时间，将有限的上班时间做最大的利用。预约的先决要件是业绩15万以上的基础，预约才有意义。因15万代表我们客数够，常因上市而耽误客人的时间，造成客人的抱怨与我们品质无法控制。而因现场的忙碌要求顾客预约，顾客的配合度相对提高。任何行业都是要取决于市场供需的平衡，若失衡不是顾客流失，就是忸怩做态！有许多高业绩的设计师，常因不了解预约的精神，不预约还好一预约客人反而抱怨连连而流失，造成对预约裹足不前！预约最重要的精神，是要遵守对顾客预约的承诺。一但接受预约，要确保顾客按时间来时可以准时的服务她，且可以全然的照顾她。要做到这点须注意预约前后时间的控制，与预约项目操做的人力是否充足？要知道商誉是商人的第二生命，没有商誉再好的技术也是枉然！餐厅、戏院、旅馆、医院、诊所、、、、都能将预约做得很好！为何我们不行？应好好深思这个问题！

6、单价：
         单价提高是每个高业绩设计师的梦，但高单价也造成顾客裹足不前的主因。以价制量是商业的手段，先决要件是量要够或太多的情况下才可以实施，美发是需要人气造势的行业，人气越旺顾客认同度越高，若能巧妙的运用不同的消费项目特性来营造人气，可以将业绩持续追高而不坠。例如：用商圈内洗发的顾客创造人气，再用烫、染、护、剪、的消费项目挤掉洗发的客量，平均客单价(平均一个客人消费的金额) 会稳定的提升，无需提高单项消费(如洗发250元或剪发600元等等、、)的价格，造成顾客流失的遗憾！一般我会建议50万以上(都会区)的设计师才考虑渐次提高单项消费，如剪、烫、染、护、之单价。因50万以上的设计师是市场明星，单价将成为她的市场行情的依据，若业绩不够高，贸然提高单项消费项目的单价，会变成有行无市的窘境。 50万以下，用提高平均客单价来取代单项客单价会较保险！
On the management techniques
   

        Management objective is to efficiency in exchange for labor, and hair care technology, the industry will need staff to do everything, but man's physical and mental is limited, would be the efficient use of labor, performance is no upper limit!

        We can use the following methods to enhance the efficiency of our technology:

1, time:

       Each technique required for the project to spend the time and charges are not directly proportional to, which most of them many years of traditional habits. However, if we have an actuarial each item, earnings per minute, you will find the level of income of the Top Projects in sequence as follows: product, hair care, hair-cutting, hair color, perm, hair. We attach importance to the consumer items in sequence as follows: perm, hair-cutting, hair color, shampoo, hair care products. This is where you will find services and benefits is wrong, etc., thus we found plenty of room for improvement. For example: hair washing to replace the seat with lying washing, can save 20 minutes on the massage program, after washing, but also can reduce customer demand for half of the massage. If the number of volumes in operation, when a perm at 20 to 30 volumes, time can be reduced by 30 minutes or more, medication curling iron first, and then pruning can also reduce the more than 15 minutes time. The haircut after a repair and then repair the habit of change can also be shortened by 10 minutes of time, and so on,,,, to know what the current customers to stores of the time a nest of peak, time to market, time is money, and as busy as the efficiency of different , the revenue difference.
2, Tools:

      Tool was originally a secondary technical, But if the special tools need to spend relatively more time to complete, their fees should be relatively higher if there is no response to market competition and increased price would be worth the candle! In particular, the higher the price, customer consumption cycle, the more elongated, the risk of loss relative increase! If the income with the average period, and sometimes may not increase revenue, such as: ion-hot 2,500 yuan ÷ 5 month = 500 yuan / month, whereas the traditional hot 1,500 yuan ÷ 3 month = 500 yuan / month, the monthly income is the same as perm. For example: haircut in varying degrees due to delicate and may require a lot of scissors to complete, but the charges did not differentiate, tools, learning costs of the investment cost and the relative increase is not efficient.

3, cycle:
         Customer's consumption cycle, people were a result of consumer items vary. The cycle is a kind of consumption habits, generally difficult to change her, but if the results do more than 150,000, the customer's trust in the relatively higher reliance on technology, also high on the customer needs to master is also strong, if use of these niche point, education, changes in customer habits hair, a very high success rate. However, a change her consumption cycle, the number of customers without increasing passenger volume will surge in time. For example: perm 40 per month, with an average cycle, if reduced from 3 months to 2 months, the perm off a few would jump to 60. If the haircut 100 per month, and the average cycle, if reduced from 2 months to 1 month, hair-cutting-off the number to rise sharply to 200, cycle shortening, only the designer of high performance capability only education customers, unfortunately designers cycle habits of customers accustomed to, it would only lose a great opportunity to increase performance!

4, data:
        Customer's spending record, just as doctors medical record, Modern doctors without medical cards will not see a doctor. The traditional Chinese medicine, and now is still based on spot diagnoses to determine the patient perspective, this had been almost lost in traditional Chinese medicine! Our senior designer hair industry still like to use the-spot judgments to make the guests, so that is likely to be inherent in the experience and habits can not get away, would be the consumption per customer to shop in the project cycle and to analyze, according to each customer consumption habits to study the factors contributing to her of the habit, and then they are reasonable and our professional education, the consumption cycle and consumer items and helping them plan, blowing, cutting, ironing, dyeing, care, products, hair-styling and generous overall concept, I believe that our customers will double the annual spending! Because the general 150000-300000 designer, blowing, cutting, ironing, dyeing, care, products, consumption of which six have only four strong, while the other two weak. And we use the concept of management to replace the marketing pressure on customers, on the designers, are very positive interaction.

5, Reservation:

        Appointment is intended to shorten the working time will be limited to work time to do the greatest use. Pre-booking requirement is the basis of the performance of more than 150,000 to make an appointment makes sense. Because of the number of 150,000 on behalf of our customers enough, often due to delays in listing the time the guests, resulting in complaints from customers with our quality control. The result of the scene busy asking customers to book in advance with the customer's degree of relative increase. In any industry is to be determined by market supply and demand balance, if the imbalance is not a loss of customers, that is, self-conscious to do state! There are many designers of high performance, and often do not understand the appointment because of the spirit, not an appointment booking Fortunately, the guests complained repeatedly but lost, resulting in pairs of appointment hesitate! Appointment of the most important spirit is to comply with the customer booking commitments. But the acceptance of a reservation, to ensure that customers in time to when her time of service, and can be completely taken care of her. To do this should be noted that around the time of booking control, and an appointment to do the project-speaking manpower is that sufficient? Goodwill is a businessman to know Second Life, there is no goodwill, no matter how good the technology is all in vain! Restaurants, cinemas, hotels, hospitals, clinics,,,, can be an appointment done a good job! Why do we not? Should be a good think about the issue!

6, Price:
         Price increase is the high performance of each designer's dream, but the high price also caused the main reason for reluctant customers. Price to control the number is a business tool, a pre-requirement is the amount to be enough or too many cases, it can be implemented, and hair care industry is needed to boost popularity, the more popular higher the degree of Wong customer recognition, if clever use of different consumption Project features to create a popular, you can continue to chase a high performance without falling. For example: The Circle of customers within the shampoo to create popular, and then hot, dyeing, care and cutting, hair squeezed out of consumer items, the passenger volume, the average customer price (an average of one guest spending amount) will be a stable upgrade, without raising individual consumption (such as shampoo and 250 yuan or 600 yuan haircut, etc.,) the price, resulting in loss of customers or regret! General recommendation 50 million or more, I would (metropolitan area) and gradually improve the design before considering individual consumption, such as cutting, ironing, dyeing, security, the unit price. Of more than 500,000 designers due to the market star, price will become the basis of her market conditions, if the performance is not high enough, hastily raising the price of individual consumer items, will have become the no-city dilemma. 500,000 less, with raising the average customer to replace the single passenger unit price would be more insurance!

美发***

文章由美一天论坛翻译