Professional Documents
Culture Documents
MERCHANDISE MANAGEMENT Definition The planning and implementation of the acquisition, handling and monitoring of merchandise categories for an identified retail organization
Category
A category is an assortment of items that the customer would broadly perceive as being substitutes for each other while reflecting the extent of possible variants for eg. A pair of trousers for jeans
Inventory Turnover
Can also be described as merchandise stock-turn To workout how long inventory is on hand prior to it being sold
Inventory Turnover
Net sales Average inventory at retail store Cost of merchandise sold Average inventory at cost Units sold Average inventory at retail store
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Basic stock method of planning inventory When it is agreed that there should be a particular level of inventory avle at all times
(a) Av. Stock for season = Total planned sales for season Estimated inventory turnover
(b) Av. Monthly sales = Total planned sales for season No. of months
And
Av. Weekly sales=Estimated total sales for the period Stock turnover rate for the period
And
No. of weeks to be stocked = No. of weeks in the period Stock turnover rate for the period
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Stock-to-sales method
If a retailer wants to maintain a specified ratio of goods on hand to sales Shrinkage is the difference between the amt of merchandise that is reported on inventory stock system and what is avle for sale or on the shelves
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Markdowns are a lowering of the prices of the merchandise so that the reduction (markdown) acts as promotion
Employee discounts are part of planned reductions and offer value to the employee in working at the store
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CATEGORY MANAGEMENT Definition Category management is related to decisions over group of products that are selected and placed to satisfy useoccasions or patterns. This is based upon strategic retailing principles that attempt to maximize sales and profits and may also include trade partnerships - Gilbert
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Strategy: Performance Measurement & Organizational Capabilities; Business Process: Trading Partner Relationships & IT
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Category definition Category role (Destination,Routine,Seasonal,Convenience) Cat. assessment (customer,market,competition,suppliers) Category Performance Measures (sales, profits, mkt
share, inv. t/o, assortment) (traffic, defend, profit, image, excitement)
Category Strategies & Tactics Category Plan Implementation Category review Q - Who is a category captain ? See S.Pradhan.
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Challenges in retail traditional supply chain Product development and sourcing Supplier mgmt Buying Merchandising Distribution Retail operations
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RANGE PLANNING
A retailers stock range can be described in terms of its width and depth, with the extent of each determined by company policy. This is sometimes termed the assortment.
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generic
product
class
The depth relates to sizes, styles, colours and prices within a particular generic class of a product. There are specialist shops, such as the niche boutiques, which offer a lot of depth but with a narrow product range.
eg. Various sizes, styles (striped, checks etc.), colours and prices in mens wear
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Store grading Can be related to the gross sales forecast Rather than produce a unique plan for each store, it is a common practice to grade the stores The grading is normally done on the basis of floor sales area
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SPACE ALLOCATION
There is a need to know: Are products easy to locate individually and as part of a basket of goods? How long does it take to obtain and purchase a category? Is the range broad enough to provide a satisfactory selection? Are other retailers offering a superior layout of categories?
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Fixture layout
Space allocation and layout decision making Pangrams proprietary software Shelf layouts Impact of category role on range and space strategies Temporary shifts in space allocation Use of off-shelf displays
In-store layout
Grid layout Free flow layout Can be instrumental in creating the ambience
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Analysis of merchandise category performance If Demand>projected figures->prospect of missed out Opportunities and disappointed customers > anticipated sales volume of the underperforming category->prospect of markdowns The gross margin is only realized when the stock is turned over or sold
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All retailers have to execute markdowns Customer perceptions of reduced merchandise are a key consideration and the public profile of the bargain-bin cannot be allowed to compromise image
So the merchandiser has to strike the balance between stimulating stock-turn with pricereductions, and not undermining the perception of added value that the retailer has to preserve in order to command its full price on the reminder of the stock range
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NEGOTIATING THE PURCHASE Centralized buying Decentralized buying Specialist buyers Generalist buyers Negotiated Contract Uniform Contract
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CONCLUSION
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