Что нужно знать о распродажах

31 Июля 2017 | 14 Комментарии

Чем так привлекательны, и какие тонкости кроются за манящим словом «распродажа»? Рассмотрим эти вопросы более подробно.

На сегодняшний день каждая модница имеет под рукой план-график распродаж на год вперед. Это касается и тех, кому действительно проблематично купить вещи по их обычной цене, и тех, кто просто фанатично участвует в шопинге в период распродаж. 

Такова психология человека: главное – не экономия средств, а получение удовольствия от процесса покупки и от того, что товар достался по такой смешной цене.

Время распродаж

Временное снижение цены имеет свои правила: распродажа только тогда действительно интересна покупателю, когда скидка составляет более 50% от цены. Если скидка меньше, она становится обыденностью и привычным делом в работе любого магазина. Хотя формально под распродажей понимается даже незначительное снижение цены (5-10% скидки – это уже распродажа). Однако потребители требуют большего и производители не могут не пойти у них на поводу, чтобы защитить свое место на рынке перед конкурентами.

Дважды в год магазины стараются максимально снизить цены, чтобы привлечь покупателей. Распродажный бум приходится на январь и середину-конец летних месяцев. За рубежом скидка в 50% обычно держится магазинами в первые недели две сезона распродаж, затем ее увеличивают до 70%. В России магазины и бутики действуют по своим правилам, исходя из запросов покупателей и собственных возможностей.

Психология покупателя – именно то, чем руководствуются владельцы торговых точек для увеличения продаж, и порой они делают это настолько качественно и профессионально, что покупатели даже не замечают, как их обманывают. Существует несколько моделей обмана покупателей.

  • Во-первых, это цены, которые до момента распродажи были завышены, а к ее началу опустились до «уникальной выгодной цены», которая по факту представляет собой обычную (первоначальную) цену на данный товар. Но это касается только тех товаров, которые характеризуются импульсной покупкой – то есть незапланированной. В случае, когда покупатель долго изучает магазины-конкуренты на предмет покупки определенного вида товара, сравнивает цены и определяется с наилучшим вариантом, такая супервыгодная цена вряд ли будет привлекательной. Следует отметить, что в некоторых странах такие действия со стороны производителя регламентируются законодательством. К примеру, во Франции введен штраф за подобную «акцию» в магазине.
  • Во-вторых, качество товара. Порой распродажи используются владельцами торговых сетей с целью сбыть некачественный товар, который никак не продается. Нередки случаи, когда в ажиотажной гонке в магазине покупательницы покупают товар, брак которого находят уже спустя какое-то время, находясь далеко от торговой точки. В данном случае многие потребители ведут себя неправильно, считая, что вещи, купленные на распродаже, не являются объектом для сдачи обратно в магазин. Абсолютно неважно, на каких условиях был куплен товар (по скидке или по обычной цене), он подлежит возврату и обмену в течение двух недель в соответствии с законом «О защите прав потребителей».
  • В-третьих, производитель устанавливает скидки только на ограниченное количество товаров, и объявляет распродажу до 70%. «До» 70% означает, что скидка может быть предоставлена и в размере 5% от первоначальной цены. Действия владельцев торговых сетей в данном случае вполне правомерны, в отличие от ситуации, когда потребитель видит баннер, на котором указано «Скида 70% на все» - в данном случае владелец магазина нарушает закон о рекламе. Ограничение товаров, на которые распространяется скидка, вызвано психологией потребителя, который посетив магазин и выбрав понравившуюся вещь, только потом узнает о ее стоимости, но уже не может отказать себе в покупке.

Для участия в распродаже у российских покупателей по сравнению с зарубежными есть несколько ограничений. К примеру, в США есть возможность «забронировать» товар в первый день распродажи, а приобрести его в последний, когда цена снизится до критического минимума. 

Поскольку в России такая практика отсутствует, есть две основных стратегии поведения покупателей в период распродаж:

  • небольшая скидка, но большой ассортимент;
  • максимальная скидка и малый ассортимент.

Первая стратегия хороша тем, что можно спокойно выбрать понравившийся продукт из огромного (пока еще) ассортимента. Такая стратегия подходит тем, у кого стандартный размер обуви, одежды, поскольку это самые популярные товары и их разберут в первые дни акций. Также стратегия подходит тем, кто заранее определился с тем, что ему нужно.

Вторая стратегия заключается в ожидании максимальной скидки. Для этого необходимо заранее убедиться в том, что скидка (именно в таком большом размере) реально будет предоставлена к концу распродаж. Такую стратегию обычно используют креативные, нестандартные покупатели, которые уверены в том, что необычные товары останутся за пределами внимания основных покупателей.

Как все купить на распродаже

В завершении несколько советов для тех, кто собирается участвовать в ажиотаже под названием «распродажа»:

  • перед походом в магазин нужно убедиться в том, что в кошельке присутствует сумма достаточная, но не превышающая половины бюджета. Это спасет семейный бюджет от необдуманных и ненужных трат.
  • нужно помнить о том, что распродажи – «хлебное место» для мошенников и карманных воров;
  • при посещении большого количества магазинов важно чувствовать себя как можно более комфортно, потому одежда для похода по распродажам не должна мешать приятному времяпровождению;
  • распродажу лучше пережить в компании с человеком, который сможет помочь – занять очередь в кассу, подержать вещи, посоветовать и так далее.

Пожалуй, самое большое правило для шопоголиков в периоды распродаж – не зевать, что значит взять вещь с вешалки сразу, если она понравилась, а уже после изучать ее на соответствие запросам и размерам. В любом случае ее можно будет вернуть на место, не стоит упускать такой шанс.



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