Fear of not being on time can have a very strong influence on buyers. A split test by WhichTestWon found that placing a countdown timer on a product page attracted 9% more customers than a product page type without the program.
Create a sense of urgency in your site visitors, and it will get more people to shop right away rather than “go home to think it over.”
There is a high probability that your website visitors will delay and put off buying decisions. According to research conducted by the Center De Recherche DMSP, consumers who tend to make a choice later in 73% of cases do not make a purchase immediately. However, even buyers who like to make quick decisions do the same in 26% of these situations. But if you indicate that the product or time is limited, the chances that customers will delay the purchase until later are reduced.
In a study conducted by DigitalCommons at the University of Nebraska in 2013, 14 shoppers were monitored and interviewed. Participants in the experiment shopped at a variety of stores, most of which used a perceived scarcity strategy, such as a limited supply or a sale time. Research has shown that in retail stores that use this technique, customers are affected by the following psychological effects: competition among customers, urgency to purchase, a limited number of units in the store, and putting off for later, in fact, unnecessary things.
While you don't want to turn website visitors into quick buyers, there is still a desire to get people to take the necessary action quickly. In this case, shortage will come in handy. You can create a tangible shortage in the store by creating a limited number of units of goods or time.
In this article, I will talk about two types of shortages that you can create in your store, and show some working examples of creating urgency.
Limited time discounts and special offers
Creating a time constraint is one of the simplest and most effective methods of organizing urgency and out of stock in your store. The reason is that buyers do not want to miss the chance to take advantage of a great offer. For example, an ending sale or special offer can force customers to make decisions faster than they normally would.
In a study by DigitalCommons, this is associated with the theory of fear of loss, when most people rather simply avoid losses than make a profit. Limited time winds up the psychological mechanism.
Do hot sales
Pet Pro Supply Co. on its site very often makes hot sales, offering extremely limited-time discounts on selected products.
Also Pet Pro Supply Co. has a separate hot sale page prominently on its website. The product page is optimized for such events, you can see the discounted price on it, and more importantly, the exact date and time of the end of the sale. This reminds the person browsing the product page not to hesitate or they will miss out on a great opportunity.
Place countdown timers on the product page
Instead of just showing a sale end date, put a countdown timer on your product page. This is what the MakersKit online store does when they display products for this event.
Such visualization helps to increase the effectiveness of feeling the lack of time for a certain sale.
While limited-time sales work well, they're not the only way you can use to create urgency.
Create delivery offers for a specific period of time
Offering express shipping or even free shipping for nimble shoppers is another great incentive. Fab&GO, an online women's clothing store, offers the option of next day shipping for fast customers.
If a customer wants her shoes shipped by tomorrow, she needs to order within the next 5 hours.
Also fast enough buyers can deliver the goods for free. Kit Out My Office, an online office furniture retailer, uses a countdown timer at the top of their website. This constantly reminds web resource visitors that if they want fast and free shipping, they need to order within the next 2 hours. So customers will not postpone the purchase until later or forget about it completely, as often happens.
Ideally, you want a customer to make a purchase the first time they visit your site. The reason is that even if he is very interested in buying, there is little chance of returning again. According to MarketingSherpa, online retailers said that only 30% of their traffic comes from returning shoppers.
Limited quantity
You can use shortages to your advantage. Instead of seeing limited inventory as a potential selling problem, look at it as a way to show limited inventory and increase perceived value.
Show stock quantity
The easiest way to do this is to simply show the stock of the product directly on its page and thus draw attention to the number of units left. Tradlands, a women's t-shirt shop, successfully uses this method to show the number of products when choosing a clothing size on the website.
Tradlands also creates a sense of urgency through the product description. A phrase like "Hurry up, there's only one left" works much more effectively than "In stock: 1".
In a similar way, the remaining quantity of goods in the warehouse is displayed in Retro City Sunglasses. On the product page, as well as in the section dedicated to glasses, it says: “Almost out of stock!”
Sell limited quantity
Another way to create shortages is to tell customers how much you are going to sell instead of how much is left. In most cases, this strategy works best when selling "limited edition" or "limited edition" products, if the company manufactures and sells a certain number of them.
For example, Mindzai sells limited editions of some of its toys.
In this case, we see that Mindzai is going to create and sell only 100 units of products. Such a quantity will not make them an object of hunting for collectors, but will be sufficient to create a limited number of goods.
Use all the ways to create a sense of lack
In order to create a sense of scarcity, you do not have to limit yourself to only indicating a limited number of goods on its page. The style of speech you use on your site, promotional materials, and emails can also create urgency.
Just take a look at this e-mail I received from Mizzen+Main once. Pay attention to how the company describes their shirts. Instead of a simple "Hey, we've got new shirts in the store, come check it out," Mizzen+Main gets me to visit their online store right away with "They sell out terribly fast!".
They also confirm the limited number of products with the words at the end of the e-mail: “This latest product has become the fastest-selling product in our history. Hurry up!
As I mentioned before, the way you describe products or the phrases you use to attract customers can also create a sense of limited supply. For example, at the top of the JerkySpot website page is a call to action "Order Now" but it also says "Limited Quantity".
Telling your customers that your product can sell out at any moment will help create a sense of fear and urgency. Clients don’t want to regret later that they didn’t do anything when they had such a chance, so the correct presentation of the site helps to remind them of this.
Use the scarcity effect wisely
In the end, it is worth remembering that great influence always goes hand in hand with great responsibility.
With the right product and customer, a shortage can work very well. However, creating a false limited number of products or trying to deceive people is not the best solution.
An apparently fabricated shortage can turn customers away from you and harm your brand's reputation.
The limited amount of product you create has to be based on something. Why are these t-shirts sold for a limited amount of time? Why is the product in a limited edition? You can't just set a countdown timer and hope you sell more. This device must display an ending sale or special offer (for example, next day shipping).
At the same time, the scarcity effect is not always a panacea for bad sales. First of all, in order for it to work, there must be some kind of need for your products. For example, when Apple releases a new phone or tablet, the demand for the company's products exists even before that. The limited number of manufactured products of the company simply increases it and enhances the seductiveness of the products.
And finally, don't overdo it. You don't want it to look like pressure on your customers. The primary function of perceived scarcity is to make procrastinators make their decision faster, not to force people to buy what they don't want. If you use the sequence of creating such a strategy incorrectly, this can lead to buyer's remorse syndrome.
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Representative Dictionary
In every company, over time, the so-called "corporate slang" is formed. Here we will describe in detail what this or that expression means in Avon. Periodically, the article will be replenished and updated.
- Balance
- Balance minus
- Your session has ended
- Delivery group
- Additional delivery
- Stock is limited
- Campaign
- Product code
- Representative's computer number
- Credit limit
- Department for work with Representatives (Repservise)
- Potential points in the AVON Club program
- Trendsetter
- Balance is the status of the Representative's account. It is reflected on the Representative's page in the "My Page" section, "Balance" subsection. The update takes place within 5-7 days. If Avon's balance is positive, it's debt.
- Balance minus (negative) is an overpayment. When paying for the next order, you can take this amount into account and pay less.
- Your session has ended - it means that 30 minutes of inactivity have passed since the moment of authorization in your AVON account and you need to re-enter your page. Perhaps, when entering your page, you repeatedly entered the wrong computer number or password. Try logging in again with a different browser.
- Delivery group - fixed days of delivery - receipt of orders. There are 5 groups in total, they are designated in Latin letters: A, B, C, D, E, D. All AIVON Russia pick-up points (post offices) are tied to certain delivery groups.
- Additional delivery - delivery of products previously reserved under code 5, directed in this order.
- The stock of goods is limited - this phrase refers to a certain product at the moment. It is possible to determine this by the indicator of availability in the warehouse when sending the order in step 4. Opposite the product, whose stock is limited, you will see a small yellow ball.
- Campaign - a period of 3 weeks during which Special Offers are valid. You can make 3 orders per campaign. There are 17 Campaigns in a year.
- Product code - a five-digit number corresponding to each product name (see catalog). There are separate product codes for trial samples.
- Computer number of the Representative - a digital combination assigned to each Representative (for example) when entering his data into the computer system. A computer number is needed for authorization on the site and for paying for an order; it is indicated on all documents: invoice, return form, payment receipt, etc.
- The credit limit is the amount of the order at the catalog price, for which the maximum order can be placed. You can specify the amount of the limit on the Representative's page in the "My Page" section, "Balance" subsection.
- Department for work with Representatives (Repservise) - an information service designed to resolve problems with the delivery of orders and other issues (by phone or via Skype - avon.predstavitel).
- Potential points in the AVON Club program are accumulated points, but they are not available in the current Campaign. After 1-2 Campaigns, they will become available or gold and can be exchanged for gifts in the AVON Club prize catalog.
- Trendsetters (TS) are the regions that participate in the Consumer Demand Assessment for the Products presented in the catalog. Representatives of the Territories-Trendsetters have the opportunity to present goods and promotions to their Clients according to advanced catalogs for as much as 2 Campaigns! The text also uses the expression "Trendsetter Territories", which means the same thing.
- MOF is the order repeat rate. The MOF should normally be greater than 1. This term is used in the reporting of the Coordinator's work. The higher the factor, the better the group works. Each Representative can place several orders for one catalogue. To calculate the required number of orders, divide by the number of active Representatives.
We hope you found what you were looking for and we helped to determine what a phrase that is incomprehensible to you means in Avon!
If the definition you need is not found, please go here and ask a question.
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You are missing here!
my mother is studying, but maybe she won’t come ... it happened that it was on the list (which means you have to pay for the goods), but in fact they didn’t send it. But they usually send it later
oh well, it's rarely like
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I always received orders for everything. The discount will be at the end when you send the order.
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Avon stock is limited
You can order an unlimited number of products while the product is in stock.
Product prices are included in the discount calculation base and are subject to the Representative's discount.
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The special offer is valid only with special online codes on this page and does not apply when ordering products using Avon catalog codes.
Representatives of the NC and TC territories participate in the action.
The special offer is valid for Moscow time.
www.avon.ru - review
Online scammers. Unreliable Avon website and pseudo-availability of products in stock
Good evening, dear friends!
In this review, I will tell you about the Avon website and the pseudo-availability of products in stock.
Free legal advice:
I registered with Avon in the 13th catalog of this year. The site itself is very incomprehensible, unlike the Faberlic site (You can read a review of Faberlic at the link: http://irecommend.ru/content/moe-mnenie-o-saite-fa.).
Cons of the site, products and delivery for those who receive by mail (since we do not have official pick-up points in the city):
1. The amount payable is indicated only after the payment of the order.
2. The amount on the account is indicated in the form, for example: -1500, and the amount payable in the balance sheet is indicated without a minus, which is very inconvenient.
3. Money is not credited to the balance immediately. In the confirmation line during the day, but on the balance later.
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4. The presence or absence of products in stock can be found at the last step of placing an order. But at the time they issue an invoice, the products may end. Those. I pay for the goods (I cannot withdraw money from my personal account), and they include my order with the amount of 0 rubles in the order, which means that this product is not in stock.
5. What I am supposed to receive under the action I cannot know in advance, i.e. everyone can add, everything that attracts them, most likely out of ignorance and misunderstanding. This item is not included in the invoice. Which is very inconvenient.
6. If the order for payment is less than 1600 rubles, then delivery is paid 2 times. 1 regular delivery - 69 rubles and urgent delivery of rubles. Total rubles.
7. The price for sets, the codes of which are added separately, is not indicated in advance. You can only see it on the invoice.
8. In the search, nothing can be found to view.
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9. Products are thrown into the box at random. Those. inside, everything can spill out, crumple, break and break.
10. A lot of unnecessary pieces of paper in 2 copies, for a certain amount, from which it is impossible to refuse.
11. The inability to refuse the coordinator, if he does not care at all, and it is impossible to contact him. I need to re-register, but I don't like it.
12. Inefficiency and poor quality of some products
13. Inconvenient and incomprehensible interface
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14. Errors in directories, sometimes the site freezes, etc.
1. You can get normal gifts for points.
2. Persistence of spirits.
3. Printout of the invoice.
4. The amount of discount and points depends on the amount of the order.
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5. Some products are really cool.
6. Cool promotions and inexpensive sets.
7. Fast delivery, free registration, etc.
Recently there was such an incidental situation. Since I cannot afford to pay for all the products ordered by someone, I take the money in advance. The bag "Salma" was in stock, an hour later it disappeared, the next day it appeared. I placed an order, after 2 days on the invoice I noticed that the bag was not included in the order, as it was out of stock. The stock of goods was not limited.
I described the whole process to the girl who ordered this bag for me, and imagine how upset she was at the end? And the money was not withdrawn and they remained on the balance sheet. Now I will have to return 1000 rubles from my pocket to her. This is a huge minus!
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Conclusion: there are both good and bad products. Delivery is paid, the site is inconvenient.
I do not advise those who do not understand to try to place an order on their own, as the site is very inconvenient.
Thank you for your attention, I hope you liked my review.
for 4+ site screenshots
I met Avon a few years ago as an ordinary customer, but a few months ago I decided to become a representative. To become a representative, you must be 18.
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Avon, I LOVE YOU!
What is interesting in [link] Avon is a world of cosmetics and all kinds of jewelry. It is very interesting to leaf through the new catalog directly on the Internet. For example, your catalog has disappeared somewhere, or you just don’t know where to get the nearest coordinator, and you can simply and quickly go to the site [link] .
Pleasant earnings
I have been using Avon products for over three years. At first, I simply ordered the products I liked from the girls I knew, then I decided to become a representative. I want to say a very profitable and pleasant business. Given the current prices in stores in Avon, shopping is much more profitable and cheaper.
I will tell you my opinion about Avon products and why I became their representative + order photo from catalog No. 16, so if you are interested, come in.
Hi all! For about a year now I have been a representative of Avon. Personally, I don’t count on any earnings here: I mostly order goods purely for myself, and when I order for friends, I make a discount depending on the amount of the order. When buying for the amount, the discount is 15.
Promotions Bonuses Incentives
Be more successful and more beautiful with Avon. The Avon website will always please you with the latest offers of the current catalog. The company generously gives gifts to all customers and big discounts for new representatives! Take part in promotions and get compliments!
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Registering with Avon on my website will give you unique opportunities to earn money in your spare time and buy cosmetics at a discount for yourself and as a gift! And if you are willing to devote a little more time - working at Avon can become your way of life, bringing a decent income, beauty, new friends and self-satisfaction! Contact me and it will be the right thing to do in the direction of your development - both financial and personal! Join now!
Promotions for newcomers representatives. Read more here (click here)
Dear representative! If you registered in the 01/2018 campaign and had your first order of 999 rubles in the 01/2018 catalog, then in the 02/2018 campaign, order* your choice registration prize with your order:
Avon ALPHA perfume water for her, 50 ml by code or Avon ALPHA eau de toilette for him, 75 ml, by code for only 49 rubles with the first order according to the catalog 02/2018.
Free legal advice:
Order your prizes! You can always see in your invoice (order documents) which prize you need to order*. Also, the invoice can be viewed in the representative's office: MY ORDERS-INFORMATION ABOUT ORDERS.
*when placing an order, you must enter the code necessarily, the prize is not automatically invested!
Campaign Representative Retention Program 02/2018
Representatives who placed their last order in Campaign 16/2017 (TC in catalog 01/2018), that is, two inactive Campaigns following the results of Campaign 01/2018 on January 23, 2018 16:00 Moscow time.
PLACE an order worth RUB 999 or more (at catalog prices) in Campaign 02/2018 starting January 23, 2018 from 4:00 pm Moscow time (in TS catalog 04/2018).
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ORDER a prize: three-phase body oil "Luxury nutrition" according to the code together with the same order - for only 49 rubles.
At the start of Campaign 02/2018 LOA 7 Campaigns or more (i.e. Representative started with Avon and placed their first order no later than Campaign 13/2017 inclusive).
1) Place an order for any amount in Campaign 02/2018 until January 30, 2018 inclusive. (1 order will include a leaflet with code 95168)
2) Place a second order in the Campaign 02/2018 for 999 rubles or more (based on the discount calculation), starting from January 29, 2018 inclusive and order the Avon Incandessence code fragrance 30 ml prize presented in the leaflet with code 95168, together with the same order for only 49 rubles.
Free legal advice:
(usually orders are rarely made, the order amount is not more than 2200 r)
At the start of Campaign 01/2018 LOA 7 Campaigns or more (i.e. Representative started with Avon and placed their first order no later than Campaign 12/2017 inclusive).
It is also possible to register representatives of more than 13 inactive directories!
Inventory management is an important element of retail business. Competent and efficient management is aimed at ensuring that the outlet is provided with goods in exactly the volume and quantity in which it is necessary for a certain period. Otherwise, there may be both a shortage and an excess of inventory, which is unacceptable from the point of view of business efficiency.
Types of inventory
Depending on what role and what functions stocks perform, they are divided into three groups:
- Current stocks. They ensure the continuity of the trading process and the uninterrupted operation of the store between deliveries.
For example, in some store, supplies of dairy, meat, bread and confectionery products are carried out once a week on Wednesdays.Accordingly, there should be enough of these product groups in warehouses and on the shelves in the store - bread, milk, meat and "confectionery" - so that there is no shortage within a week from one delivery to another.
At the same time, it is necessary to ensure that there are no unjustified surpluses with each subsequent delivery of goods.
- Insurance or guarantee stocks. These are the stocks that should ensure the continuity of the store in case of unforeseen circumstances.
This may be a sharp increase in demand, including a temporary one, or a supply failure, for example, due to worsening weather conditions, if the store is located in a remote area, or due to other force majeure circumstances.
When calculating and forming insurance stocks, it is necessary to take into account the expiration dates of goods, especially for food products.
- seasonal stocks. They are formed under the influence of the seasonality factor. This applies, for example, to agricultural products or shops selling clothes and shoes. It is obvious that in the summer season it makes no sense to buy and replenish stocks of winter clothes, but it is necessary to prevent a lack or shortage of actual summer clothes and shoes.
Automation of warehouse accounting using the Business.Ru program will help you control the movement of goods in real time, manage their balances and stocks, minimize routine work with papers, and significantly reduce the number of errors made during typical warehouse accounting operations.
Reserve formation factors
The inventory formation process depends on the following factors:
1. Volume of daily sales of goods. Stocks in warehouses or store shelves and the volume of daily sales are directly dependent on each other. Daily sales volume or store traffic is the main factor influencing the inventory management system.
Obviously, if the store is not a checkpoint, then it is possible to purchase, of course, in compliance with the expiration dates, goods for some more or less long period (a week, a month), so that these goods are stored in a warehouse. Thus, you can save money by reducing logistics costs (delivery).
If, on the contrary, the store is located in a passing place, then the issue of the formation of supplies must be taken with the utmost seriousness.
This is especially true for food and other consumer goods: it may well be necessary to organize a daily supply or even several times a day. Therefore, in such stores, the inventory management system should work clearly, without failures.
Commodity stocks: definition and types
2. Delivery speed. This factor is more relevant for retail trade when the store is not located in big cities - in villages, rural areas or in geographically difficult places.
3. Availability of storage facilities and necessary equipment in particular refrigeration. The warehouse space factor is most relevant for retail when it comes to organizing the work of stores in cities, especially large ones.
The point is that, among other things, the efficiency of the retail business is influenced by the level of rent for the space used for the operation of the store.
Professional automation of goods accounting in retail. Tidy up your store
Take control of sales and track the performance of cashiers, outlets and organizations in real time from any convenient place with an Internet connection. Form the needs of outlets and purchase goods in 3 clicks, print labels and price tags with a barcode, making life easier for yourself and your employees. Build a customer base with a ready-made loyalty system, use a flexible discount system to attract customers during off-peak hours. Operate like a big store, but without the cost of specialists and server hardware today, start earning more tomorrow.
At the same time, it is necessary that the area of warehouse space provides the ability to store the volume of stocks for the smooth operation of the store.
4. Product properties. Here we mean their physico-chemical properties. First of all, of course, expiration dates. The inventory management system should be built in such a way that perishable goods do not stay on the warehouse shelves, but their shortage is also unacceptable, especially for everyday food products - bread, milk and others.
When developing their own system for effective inventory management, an entrepreneur must consider all these factors together.
Inventory management
Effective inventory management solves two important retail challenges:
- Firstly, it is the provision of consumer demand, that is, the provision of buyers with those goods and products that they want to buy. Simply put, this means preventing a shortage of a certain product, product group and empty shelves;
- Secondly, it is the effective management of working capital, that is, the store's money. The fact is that goods are purchased for money, respectively, goods need to be purchased just enough to ensure uninterrupted operation in a certain period of time.
If you buy more goods than you need, this means withdrawing money from circulation that could be directed to other, more effective or more necessary purposes.
Simply put, the solution of the second task means preventing excess stocks of goods and product groups in store warehouses and on shelves.
The Business.Ru warehouse automation program will help prevent excess goods in the warehouse. Manage the assortment, track the sales of specific products and, based on the received data, place orders with suppliers.
Inventory management system
The inventory management system includes the following elements or successive stages:
- Rationing of commodity stocks. This is when the store determines how many of which goods, product groups and in what volumes and quantities should be in warehouses and on shelves. The main indicator in rationing is the flow of buyers;
- Operational accounting and control of goods and stocks. It is necessary to constantly monitor the state of stocks in order to quickly respond to their changes;
- Regulation of commodity stocks. This means maintaining inventory at the level established by the regulations. Actually, this is the purchase of goods when it is necessary to replenish the stock to the established standards. Or stimulate sales when there is a threat of overstocking.
Inventory management system or effective inventory management includes the continuous sequential execution of these steps.
There are two inventory management systems:
1. System of the fixed size of the order (delivery). This means that the store always orders delivery in a well-defined volume and quantity.
In this case, the delivery period is not defined. The entrepreneur makes an order for the next supply when the availability of that product has reached a certain regulatory threshold. Reduced stocks to a certain level - made another order.
2. Fixed period system. With this inventory management system, unlike the first, deliveries are made according to a certain fixed schedule.
The entrepreneur solves two problems: firstly, how to make sure that the level of stocks in warehouses is equal to or close to the standard indicator by the date of the next delivery; secondly, he must make such an order that by the next delivery the level of stocks will again be equal to or close to the standard.
The choice of inventory management system depends on many factors: the specialization of the store, the level of demand, the method of accounting for goods, and others.
Inventory management: turnover, stock turnover
To build an effective inventory management system, it is necessary to constantly monitor and analyze the state of the warehouse and shelves in the store. This is done by determining the turnover of goods.
Turnover or turnover is an indicator that characterizes the intensity of the trading process and, in general, the intensity of the business. Simply put, it is the rate at which a product is sold.
More precisely, turnover is the intensity or speed with which the goods go through the stages "Purchase - Storage in a warehouse - Sale".
Comprehensive trade automation at a minimum cost
We take a regular computer, connect any fiscal registrar and install the Business Ru Kassa application. As a result, we get an economical analogue of a POS-terminal as in a large store with all its functions. We enter goods with prices in the Business.Ru cloud service and start working. For everything about everything - a maximum of 1 hour and 15-20 thousand rubles. for the fiscal registrar.
Also, the turnover or turnover of goods is an indicator that characterizes the effectiveness of the money invested in the business, that is, how quickly the money invested in the purchase is returned through the sale.
Obviously, the greater the turnover or turnover of goods, the greater the profit of the entrepreneur: each turnover of money carries a certain profitability, and a high level of turnover indicates that there are more such turnovers of money, which means more profit in rubles.