Internship Report

On
“Analysis of Merchandising Strategy in Garments Sectors of BangladeshA Study on East West (BD) Inc.”
Prepared For Mohammad Nazmul Huq Assistant Professor Assistant Superintendent of Examination Department of Business Administration (Marketing) Stamford University Bangladesh

Submitted By: Md. Rashadul Haque ID No: MBA 045 12670 Batch No # 45th Program # MBA Stamford University Bangladesh

Date of Submission: …………….

Stamford University Bangladesh

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LETTER OF TRANSMITTAL

Mohammad Nazmul Huq Assistant Professor & Assistant Sup. Of Exam Department of Business Administration Stamford University Bangladesh

Sub: Application for the submission of Internship Report. Dear Sir: Here I submit the report, you permitted me to prepare on “Analysis of Merchandising Strategy in Garments Sectors of Bangladesh- A Study on East West (BD) Inc.” as a part of my Master of Business Administration (MBA) Program. As you will come across in the report, you will find that it focuses on the Merchandising Strategy use at Garments in Bangladesh this report is an outcome of my knowledge on Merchandising Strategy in Garments Sectors as well as my ability to work and specifically my report writing skill. Lastly, I would be thankful once again; you please give your judicious advice on my effort and grant my paper to fulfill the requirements of MBA program. Sincerely Yours,

_________________ Md. Rashadul Haque ID No: MBA 045 12670 Program # MBA Major in Marketing Stamford University Bangladesh

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STUDENT’S DECLARATION

I am Md. Rashadul Haque student of Master of Business Administration (MBA), 45th batch ID No: MBA 045 12670, from Siddeswary Campus, declare that this Internship report on East West (BD) Inc. Titled “Analysis of Merchandising Strategy in Garments Sectors of Bangladesh- A Study on East West (BD) Inc.” is completely of my own work. References are provided, as it is free of plagiarism.

__________________ Md. Rashadul Haque Master of Business Administration. Stamford University Bangladesh. Batch: 45th ID No: MBA 045 12670 Major in Marketing

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SUPERVISOR’S DECLARATION

This is to certify that the Internship on East West (BD) Inc“Analysis of Merchandising Strategy in Garments Sectors of Bangladesh- A Study on East West (BD) Inc.” has submitted for the award of Master of Business Administration (MBA) with major in “Marketing” from Stamford University Bangladesh carried out by Md. Rashadul Haque, 45th batch bearing ID No. MBA 045 12670 under my supervision. This report is free from plagiarism.

He is permitted to submit the Project & Thesis report.

______________________ Mohammad Nazmul Huq Assistant Professor Assistant Superintendent of Examination Department of Business Administration (Marketing) Stamford University Bangladesh

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Merchandiser. which contributed directly. Mohammed Fasiul Mowla. Assistant Professor. Sr. I am also indebted to thank Mr. His suggestion and comments to make the report a good one was really a great source of spirit for me. East West (BD) Inc. Assistant Superintendent of Examination Department of Business Administration (Marketing) Stamford University Bangladesh for his wholehearted supervision. Merchandiser and Mr. Merchandiser. Jr. First of all I want to convey my sincere gratitude to my advisor Mohammad Nazmul Huq. Shajamal Hossain. Sarker Abul kalam underwriter and all of the employees of East West (BD) Inc.Acknowledgement Completion of any thing requires supports from various sources and it also an immense pleasure for me to thank a large number of individuals for their precious help and encouragement. 5 . Mr. Mr. Najrul Islam. and indirectly to prepare this report.

The report will mainly focus on the appraisal of “Merchandising department” at East West (BD) Inc. advertising. Among this sector. Thus the paper divided into two major parts: the organization and the project. regarded as the pioneer in the private sector of Bangladesh. Dhaka. The Merchandising Policy provides standards and goals for product selection. procedures and techniques followed by the merchandising department in the preparation of order to shipment in East West (BD) Inc. The proposed study will cover the appraisal. including food prepared by the Good Tern Coop. East West (BD) Inc. and education. It’s started the historical operation on March 23. Merchandising is an ongoing process of achieving the standards and goals set forth in this policy. greater backward linkage facility & higher profit than woven garments. It is also the way products are chosen and presented to shoppers through display.A Study on East West (BD) Inc. under the direction of the General Manager. Garments sector is the biggest and fastest growing sector in Bangladesh. East West (BD) Inc. is growing very rapidly due to smaller investment requirement. East West (BD) Inc.” was assigned by organization supervisor. practice. is a Garments Sector whose main aim is to earn profit 6 . The topic of this research project “Analysis of Merchandising Strategy in Garments Sectors of Bangladesh. inner Circular road. to judge products according to these standards and goals approved by the Board of Directors. Arambag. It is the responsibility of all staff who make merchandising decisions. pricing. The East West (BD) Inc. and approved by the University Supervisor. Stamford University. 1998 through opening at 190. Bangladesh. That’s why export of knit garments is increasing steadily for last few years and up to now. Dhaka-1000. is brained child of some successful business people.Executive Summary This research report is a partial requirement of the internship phase of MBA program. East West (BD) Inc. It is also the highest foreign currency earning sector in Bangladesh.

the future of garment industries is brighter in the era of globalization. It is a great task to prepare a report on a big branch. is one of the leading private Garments sector having a spread network 05 branches across Bangladesh. 7 . It is a service oriented as well as profit oriented organization. It has completed my Internship in the 190.through exchange of money & credit instruments by providing satisfactory services to the customers. Secondly it has discussed about the Garments sectors & the profile of East West (BD) Inc. Ultra modern technology are being used in the woven and knit garment industries in the outside world other than Bangladesh. In Bangladesh. To perform those two functions simultaneously. inner circular road of East West (BD) Inc. & it has briefly discussed about the Merchandising Strategy & it has discuss the Marketing strategy practice and required elements to do it. import and total foreign exchange. East West (BD) Inc. At first it has highlighted the general introduction about the East West (BD) Inc. It has done some comparisons among the export. During Internship period it has found here a good job environment and also got a lot of cooperation from every department and every person.

8 Division of East West (BD) Inc.11 Board of Director 2. 2.Table of Contents Latter of Transmittal Student’s Declaration Supervisor’s Declaration Acknowledgement Executive Summary Table of Content Chapter 1: Introduction: 1.3 3.6 3.4 Objectives of the Study 1.7 Limitations Chapter -2: Profile of East West (BD) Inc.6 Company Nature: 2.2 3.4 Business Ideology: 2. 2.5 3.1.6.7 Merchandising Defined Merchandising Policy: Shared Responsibility. 2.1 Historical Background of East West (BD) Inc..2 Origin of the Report 1.12 Sister Concern of East West (BD) Inc.2 Secondary Data Source 1.6.13 Major Byres 2.1 Primary Data Source 1.1.5 Scope of the Study 1. Merchandising Standards Flexible Merchandising Differentiation Strategy: Cooperation With National Brand: PAGE 2 3 4 5 6-7 8-10 11-15 12 12 13 13 14 14 14 14 15 15 16-25 17 17 17 18 18 19 19 20 20 21 22 23 24 25 26-52 27 27 27 28 28 28 29 8 .6. Chapter 3: Merchandising Strategy 3.4 3.10 Management Hierarchy of East West (BD) Inc.9 Management System 2.1 Sources of Information 1. 2.1 Introduction: 1.3 Mission 2.7 Different Department: 2.6 Methodology 1.1 Merchandise Strategy: 3.14 Organization of East West (BD) Inc.5 Export Product Categories: 2.2 Vision 2.3 Background of the Study 1. 2.

Merchandise Strategy Case Study Web.28 3.3 4.4 4.18 3.39 Design for Marketing and Promotion Optimization Developing Your Merchandising Strategy: 39 Merchandising Strategy for Independent Retailers: 40 Product Locators: 43 Problem-Solving Techniques: 44 A Product Line-Up That Reflects The Opinions of Store Staff: East West (BD) Inc. Meeting: Merchandise Exhibition: Back-Up By The Scheme For Large Sales: Why Integrated Retail? Promotion Optimization: Definitions and Responsibilities Merchandising Standards Membership : Product Range Item of Product Production Capacity: 46 46 47 47 48 48 49 50 50 51 51 51 How A Merchandiser Track His Production In 52 The Factory: Chapter 4: A Specific (Merchandising Management) Department That 53-61 Assigned To Me For Study 4.29 3.15 3.30 3.24 3.12 3.23 3.22 3.19 3.35 3.17 3.25 3.36 3.3.27 3.13 3.32 3.40: Buying & Merchandising Strategy Business Strategy: Primacy of The Business Front Line: Scheme For Large Sales: Source of Business Strength-Three Forces: Visual Merchandising Improved Presentation of Merchandise: Set-Up of Brand Corner: Support From The Scheme For Large Sales: Marketing Media Mix Strategy: Trinity Database Marketing: 29 30 30 31 32 33 34 34 34 34 35 36 36 Globalization Strategy: 37 Why Integrated Retail? 38 Merchandising Strategy.21 3.14 3.26 3.9 3.8 3.33 3.31 3.16 3.34 3.20 3.11 3.5 Merchandising Chronological Processes: Sequence of Sampling Second Pattern: 55 55 56 9 .10 3.39 3.2 Merchandiser Is A Data Bus Between Buyer & Seller 54 4.38 3.37 3.1 Introduction: 54 4.

22 Counter Sample: Salesman Sample: Photo Sample: Approval Sample: Size Set: Mock Up: Pre-Production Sample Production Sample Shipping Sample Swatch: Trims: Communication In International Business: The Information Normally Get about an order: How A Merchandiser Meet Buyers Requirements: Method of Purchasing Raw Materials: Procedure of Imported Goods: How does the accepted order Is Passed on the Floor 56 57 57 57 58 58 58 58 58 58 58 59 59 60 60 50 61 62-72 61 71 71 72 73 73 74-82 75 77 78 80 81-82 Chapter 5: SWOT Analysis and Findings 5.20 4.9 4.13 4.1 Strength: 5.2 SWOT Analysis 5.3 Opportunity: 5.2 Weakness: 5.18 4.2.2 Conclusion Bibliography Appendix Questionnaire 10 .1 Recommendations: 6.16 4.19 4.12 4.10 4.2.2.6 4.11 4.2.15 4.4 Threat: Chapter 6: Recommendation & Conclusion 6.8 4.4.17 4.7 4.14 4.1 Major Findings: 5.21 4.

CHAPTER ONE: Origin of the report 11 .

the future of garment industries is brighter in the era of globalization. In Bangladesh. Bangladesh under the supervision of Mohammad Nazmul Huq (Assistant Professor. That’s why export of knit garments is increasing steadily for last few years and up to now. procedures and techniques followed by the merchandising department in the preparation of order to shipment in East West (BD) Inc. In the garment and Textile industry. The proposed study will cover the appraisal.2Origin of the Report This report titled “Merchandising Strategy use at Garments in Bangladesh” is a curriculum requirement for Master of Business Administration Degree of Stamford University. It is also the highest foreign currency earning sector in Bangladesh. is growing very rapidly due to smaller investment requirement. the ready-made garments are the main earning source of foreign currency. Department of Business Administration. practice. In case of Bangladesh. Among this sector. There are large numbers of merchandising personnel who are working in the garments sector.1 Introduction: Garments sector is the biggest and fastest growing sector in Bangladesh. among the Export Sectors. Bangladesh. To survive in the free market of the world. greater backward linkage facility & higher profit than woven garments. The report will mainly focus on the appraisal of “Merchandising department” at East West (BD) Inc. Ultra modern technology are being used in the woven and knit garment industries in the outside world other than Bangladesh.Dhaka-1212. Dhaka. 12 . Stamford University Bangladesh) organized at East West (BD) Inc. So this report is the outcome of my three months practical knowledge at East West (BD) Inc. 202 House-128. merchandisers have been playing a vital role for the execution of export orders. Gulshan 1. Bangladesh is an under developing country. we have to use world standard latest technology in our ready made garment sector. The development and progress of the country largely depends on Export performance. 1. East West (BD) Inc.1.

And make a contribution into the economy. • • • • • • • To To To To To define observe identify interchange the work and the in evaluate the of the effectiveness problems of the of reputed Merchandising Merchandising Merchandising regarding their company.1. Academic knowledge is not perfect.3 Background of the Study: Garments sector is a very curtail part of a country. To know the condition of the exporting organizations (specially garments related) of Bangladesh 13 . dept. In this view the organization have to drive their operation in such way which can make a contribution on the economy. organization To get the additional knowledge in different sectors about the organization. opinions officials To know the economic condition of Bangladesh through East West (BD) Inc. The objectives of the study are to gather knowledge through practical work. This report has been prepared in the light of this view to gather practical knowledge and prepared under the guidance and supervision of the core teacher. This institution is responsible for the financial stability of a country. It will fulfill the experience through theoretically as well as practically. It plays a very much important role in the economy and always tries to make a sign on the economy. all the industries have to face the competition.4 Objectives of the study: The main objectives of this study are scrutinize the Merchandising Department of. organization needs efficient personnel with modern knowledge. Dept. practical knowledge is essential with it. as a Buying House. of Bangladesh To know the condition of the exporting organizations (specially garments Related) of Bangladesh • • To know the operational procedures of East West (BD) Inc. Dept. 1. And the present developing economy of Bangladesh demands immediate development of garments sector which can make a good step to build up a strong economic infrastructure. Due to globalization of the market. East West (BD) Inc.

which were collected from personal visit of the company files. The study covered in Organization areas are:  Marketing Department.1. 14 .6. House-128.  Practical work experience from different department of the Organization.1 Primary Data Source:  Face to face conversation with the respective officers and staffs of the branch. two sources of data have been collected.1 Sources of Information: In order to make the report more meaningful. Gulshan 1.2 Secondary Data Source:  Annual Report of the Organization.1. The relevant information was collected through direct interview of the personnel engaged in various department of East West (BD) Inc.Dhaka-1212.6. 1. 1. The secondary information was collected from different past files.  Various books.1.  Informal conversation with the clients. articles and manuals etc.5 Scope of the study: This report is the outcome of my practical knowledge during the period of three months internship at East West (BD) Inc.6 Methodology of the study: This is a descriptive type of research that has undertaken insights and understanding about overall operation of East West (BD) Inc.  Logistic Department  Accounts Department  Administration 1. In Bangladesh. This report is prepared on the basis of primary and secondary sources. 1.6.  Different web sites.  Relevant files and documents as provided by the concerned officers.

At lest six months required for completion of the final report but given only three months. • • • • The merchandisers of the company are always busy. These constraints narrowed the There is no special training department for study. so they could not provide every Sufficient records. 15 . facts and figures are not available.1. as the period for which was assigned to work as a merchandiser was very short. information timely. scope of the real analysis. So to acquire a vast knowledge it is the most important limitation to me.7 Limitation of the study: The main limitations of the study are as follows: • Due to the shortage of time could not get at depth knowledge of the Merchandising operation and implementation practices in the company.

16 .CHAPTER 02: PROFILE OF East West (BD) Inc.

Road no-32. To keep up with the customer’s ever changing choice of garments qualified technicians in the Research and Development department.A.128 Gulshan 1. the organization is equipped with modern machineries and highly qualified Local and Foreign employers and experts. Denmark. Switzerland.2 Vision of East West (BD) Inc: They strive to provide the best quality garments to their buyers. Mexico.: The organization is committed to satisfying diverse needs of its customers through an array of products at a competitive price by using appropriate technology and providing timely service so 17 .: East West (BD) Inc. Gulshan Model Town. Netherlands.1 Historical Background of East West (BD) Inc. Germany. 2. since then it has been exported quality garments with entire satisfaction of global market like U. Italy. Canada. Bangladesh liaison office is located at.S. Dhaka-1212 West (BD) Office Inc. Sweden. Belgium. dependability and commitment for apparel industry and society. House-15. House no-16. To ensure high level of quality.3 Mission of East West (BD) Inc. who are working meticulously to comply with the choice of customers garment in time. timeliness and cost effective export. is a name in the Buying House sector of the country widely known to the exporters of readymade woven and knight wear garments. thus ensuring the best possible quality price.2. Britain. A team of well groomed technical and non technical personnel’s are working round the clock to ensure the high level of quality. Dhaka-1212 Bangladesh in the VIP area of the capital. France. 2. Austria and many others country of Europe. They practice advanced technology in all aspects of our operation to attain excellence concerning quality. Road. Gulshan-1. The organization has emerged in the export market in early 2000. ADDRESS: Head East 202.

viii. iii. xi.4 Business Ideology: Alongside providing best service to the clients. women’s Blazer including Blouse’s sky suit pullover Silk Unisex Blouse’s pullover Silk Unisex Blouse’s pullover 18 . Shirt Trouser Overall Jacket EXPORT PRODUCT CATEGORIES: B.that a sustainable growth. iv. Knitted T-Shirt Knitted Polo Shirt. women’s Blazer including Blouse’s sky suit pullover Women Jacket. Polo Pique Knitted Legging Knitted Sweat Shirt Nightwear Knitted Boy’s and Girls under Pant Knitted Shock & Shock in Knitted Silk Children Swim wear Knitted Shock & Shock in Knitted Silk Children Swim wear Women Jacket. patronizing and taking part in social development activities as well as making due contribution to growth of the national economy. iv. v. x.5 A. 2. reasonable return and contribution to the development of the country can be ensured with a motivated and professional work-force. ix. ix. vi. KNIT i. x. vii. xi. Woven i. 2. ii. vii. iii. viii. ii.

7: Different department: a) knitting Section:       Different Departments         Knitting Inspection Batch section Dye house Dyeing lab.6 COMPANY NATURE: 100% garments export oriented buying house. 2. It receives the buyer order and place it factory. From receiving the inquiry of the buyer and contracting the factory to shipment the product to the buyer all activities have done it. Quality control Finishing Merchandising Sample Cutting Section Sewing Section Finishing Section Electrical Mechanical b) Dyeing section: c) Garments section: d) Maintenance section: e) Store Section f) Administration Section g) Security Section h) Marketing Section i) Production Planning & Control 19 .2.

A warm. East West (BD) Inc. Decision about requirement. Permanent maintenance personnel ensure that the products are in good condition. Merchandising department 20 .: Name of the divisions of East West (BD) Inc. friendly atmosphere is created for the client who can make purchase decisions at his/her pace without feeling pressurized (e) MERCHANDISING DEPARTMENT: This department is very important for every garment industries and garment related buying house. has a experienced team in this department headed by senior most cost and management accounting professionals of Bangladesh.8 Division of East West (BD) Inc. It formulates the draft policies for the Organization that is usually placed in the board meeting to accept. The division controls all the administrative activities of the Organization.2. strongest point is its efficient Marketing Service Department. d) Marketing and Customer Service : One of East West (BD) Inc. Merchandiser is a Data Bus between Buyer and sellers. effective action. and postings of the organization employees in different divisions or branches as well as other important decisions are taken by the division. Human resources division (HRD): It is one of the important divisions of the Organization. c) Accounts and Finance: East West (BD) Inc. This department gives personal attention to each client and is known for its prompt. has 40 security guards working round the clock to ensure the security of the organization. Logistic: Logistical services include repair maintenance facilities such as plumbing and prompt troubleshooting. b. are as follows: a.

This dept. Q. (g) COMMERCIAL DEPARTMENT: Total transportation activities. pre-production to packing & final audit.export. They verify the quality as the buyer indicates their order.C.perform the activities from collecting order to reaches the product on buyer. i. import. or any other Organization activities performed by Commercial department.9: MANAGEMENT SYSTEM:  Intercom telephone  Fax  E-mail  Written letters  Oral 21 . Commercial Managers cover all the activities. L/C open.C. process is indicated previous. Managers. (f) QUALITY CONTROL DEPARTMENT: This department always cares on quality. 2. This department is responsible for providing all the raw materials needed for all kinds of garments products. They audit all the process. control by the Q.e.

10 CHAIRMAN | BOARD OF DIRECTORS.2. | GENERAL MANAGER | ASSISTANT GENERAL MANAGER | MANAGER | ASSISTANT MANAGER | Sr. Merchandiser | Merchandiser | Jr. Merchandiser | Assistant Merchandiser | OFFICE ASSISTANT OFFICE ATTENDENT I Helper 22 . | EXECUTIVE DIRECTOR. | MANAGING DIRECTOR.

STR-47.13: MAJOR BYRES: # Basewear Fashion GmbH ABC 20354. Rakiba Zaman Mrs. 5. Zaman Knitwears ltd.12: Sister Concern of East West (BD) Inc.2. 3. NURUZZAMAN Mrs. : 1. 4. N. Fakir Dyes & Chemicals 6. Phone: 0049-040-808150 # Greystone Textilhandelsges GmbH Aspelohe 22848.11 MR. Hamburg. DR. Raihana Zoha MR. KnitivoFashion Ltd. Germany. Zaman Label Industrie 2. 2. Fakir Apparels Ltd. Germany. Knitivo Knitwears ltd. Phone: 0049-040-53431042 27C. ZOHA Chairman Director Director Managing Director 2. 23 . Norderstedt. ZamanPackaging Industries 7.

Phone : + 49(0) 4108-4177-11 # Hebestreit Garments International GmbH Karlsbader D-90759 Germany. Rosengarten 24 . Phone: + 49 09101-608111 # Jack Wolfskin Ausrustung Fur Draussen GmbH & Co KGaA Limburger StraBe 38-40 65510 Idstein. # Gebr. Huber & Co. Postfach 3240. 95032 Hof. Germany. Hof. 95004. Austra Be 28. Phone + 49(0) 6126954-374.10. Germany. Albstadt. 72459. Phone: 0049-7431-959761 # Brands Corporate Wear GmbH & Co.# Le-go Bekleidungswerke GmbH Am Wiesengrund 20. Ohepark 21224 Germany. Langenzenn. Fax 49 (0) 6126 954 -179 # POINT ZERO Canada # AMBER ENDURABLE Canada # AMBER ENDURABLE Canada # ENIGMA Spain # ENIGMA Str. 1.

Numbers of Employees. In 2009 the numbers of employees were 3000. Years Number of Employees 3000 2500 2000 1500 1000 500 0 Years Number of Employees 2005 1600 2006 1800 2007 2000 2008 2500 2009 3000 Graph 02: Graph of Numbers of Employees. The numbers of employees increased throughout its life because of growing nature.14 Organization of East West (BD) Inc. Number will be increased when the number of branches will be increased.is the pioneer in private Garments sector. which were 2500 in 2008 and 2000 in 2007. It indicates that the East West (BD) Inc.: Numbers of Employees: East West (BD) Inc. the numbers of the employees also increases to provide better customer service to retain the passion in the Garments sectors.2. 25 . is performing well over the last five years. It seems that as the branches increases.

CHAPTER THREE: Merchandising Strategy 26 .

and owners: 1. and education. 2. Merchandising priorities will be managed through a dynamic process involving communication among staff. • Staff affects decisions by recommending and choosing products. The Board is responsible for an annual review of the Merchandising Policy and for revising and updating it as necessary. to judge products according to these standards and goals. It is the responsibility of all staff who make merchandising decisions. including food prepared by the Good Tern Coop. It is the responsibility of all staff who make merchandising decisions. Manager and Staff affect decisions by recommending and choosing products consistent with the merchandizing policy and in response to input from owners and prevailing sales records. pricing. complaining about products. to judge products according to these standards and goals approved by the Board of Directors. 3. 3. the Board. and owners: • Owners affect decisions by informally requesting new products. staff. The Board affects decisions by setting policy and advising the General Manager. 3. The Board's Policy Committee is responsible for an annual review of the Merchandising Policy and informing and advising the Board of Directors on merchandising policy issues. under the direction of the General Manager under the general direction of the Board of Directors.5 Merchandising Standards: Merchandising is the way products are chosen and presented to shoppers through display. under the direction of the General Manager. advertising and education. the Board. Owners affect decisions by requesting new products or challenging existing products. It is also the way products are chosen and presented to shoppers through display. and/or making formal product recommendations.Merchandising Defined: Merchandising is an ongoing process of achieving the standards and goals set forth in this policy. advertising. The Merchandising Policy provides standards and goals for product selection. pricing. 27 .4 Shared Responsibility: Merchandising priorities are determined through a dynamic process involving communication among the manager.

3.6 Flexible Merchandising: The keys to effective online merchandising are simple: the site and sales process should be interesting. The following standards and goals guide the decisions of EAST WEST (BD) INC. most importantly. as these models have acquired a strong reputation among customers. The company also enhance differentiation from our competitors through collaboration models and advanced sale of topical products. appealing. Here is a collection of flexible merchandising strategies used on e-commerce sites—product locators. Merchandising is an ongoing process of achieving these standards and goals. and. and customer relationship tools. or the same shopper in different buying situations. 3. Relevance means having the flexibility to provide a range of merchandising techniques to suit the needs of different shoppers.08 Buying & Merchandising Strategy: Why Buying & Merchandising Strategy? This would encompass three broad areas of consulting: • • • Sourcing Vendor Management Pricing Retail Buying and Merchandising Strategy Service caters to the needs of: • Entrepreneurs and organizations venturing into the retail domain 28 . including customer special orders. Particularly in the collaboration models.• The Board affects decisions by setting policy and advising the General Manager. 3. problem-solving techniques. dynamic. the number of national brands that participate in the collaboration with Right On has been steadily increasing..7 Differentiation Strategy: Cooperation with National Brand: The company offer an impressive selection of popular merchandise by dealing with the leading brands of jeans and diverse product categories surrounding jeans on an ongoing basis. relevant to each shopper.

into our business decision-making procedure. 29 . and quickly respond to the changes in the market by incorporating the concept that cannot be obtained from using only POS data. Existing retail businesses eyeing new and innovative product lines as a part of their differentiation strategy.company aim to construct in our mid-term management strategy the “Scheme for Large Sales” in order to achieve lasting growth by reinforcing our business foundation. • How? 3. The company meet the needs of customers by reflecting opinions voiced at the stores in our merchandise and services.9 Business Strategy: All of our business strategies and initiatives are based on the primacy of the business front line which begins with sales outlets. reducing lost sales and markdowns.10 Primacy of the Business front Line: The company comprehensively pursue the concept of the primacy of the business front line. Based on this primacy of the business front line.• Retailers who want to optimize financial returns by improving sales and margins. 3.

3.11 Scheme for Large Sales: The Scheme for Large Sales is a system that supports our strategies for store-opening. products and sales based on the concept of the primacy of the business front line. merchandise. and the right price” by organically combining three dynamics. 30 . the right quantity. the right products. namely “the right time. Company are going to strengthen the foundation of our business and would like to grow our business lastingly by promoting the structure of the Scheme for Large Sales. the right place. stores. The system is designed to achieve the five pillars of success. sales promotions and merchandise supply.

13 Visual Merchandising: 31 . 3.3. Store Dynamics―opening stores in good locations and providing a housing to enable large sales Product Dynamics―purchasing merchandise for large sales Sales Dynamics―the power to sell the merchandise The company not only reinforce and exploit each force individually but also combine them organically under The company concept of the primacy of the business front line in order to accomplish the competitive leadership. Store Dynamics. Product Dynamics and Sales Dynamics.12 Source of Business Strength-Three Forces: In the retailing industry. there are three essential forces.

The company create sales sites that make it easy for our customers to look at and select merchandise by designing them to maximize the characteristics of individual products and brands and introducing products based on a vivid image of actual sales sites. we fully showcase the charms of our merchandise by incorporating the intentions and thoughts of the merchandise producers in the store interior. The company promote in a robust way the attraction of each brand by setting up a brand corner in cooperation with multiple national brands.The company conduct own visual merchandising (VMD) to underscore the attractiveness of our merchandise to the maximum extent and produce our selling spaces in a comprehensive manner. 32 . In doing so. Set-up of Brand Corner: For the main brands.

3.” using multiple media efficiently and effectively by capturing the characteristics of each advertising media. with such measures as sending information on merchandise and events using flyers and our website. 3.18 Media Mix Strategy: The company basic stance for marketing is to adopt “media mix strategy. For that purpose. and broadcasting TV commercials simultaneously. The company are able to design and procure merchandise with an image of how they are actually displayed at stores and how customers look at and touch them.16 Support from the Scheme for large Sales: Thanks to the Scheme for Large Sales. while creating consistency in the key visuals and messages transmitted by the campaign in each season. The company aim to maximize sales by creating sales sites that are carefully planned in every detail.17 Marketing: The company believe that it is important to establish extensive information contact points with customers. The company work to generate synergy in our marketing by supplementing the advantages and offsetting the disadvantages of each media. listing our merchandise in magazines. using media suitable for the customer base as the main target.Brand Corner 3. The company also carry out one-to-one marketing sending mail magazines through mobile phones and the Internet and sending catalogs and direct mail. In consideration of the features of each product and the location of each store. The company carry out mass marketing extensively. 33 .

3. and the marketing plan. displays and sales plans at stores. sales sites and sales promotion” by making links among merchandise plans. company strive to construct a trinity of “merchandise. The company aim to maximize sales by combining sales promotion media and tools with our main products and sales sites in each season.19 Trinity: Throughout the year. 34 .

as the purchase history enables us to analyze customer segments. The company can conduct marketing for each segment and provide loyal customers with services and special privileges to build a closer relationship.21 Globalization Strategy: Why Globalization Strategy? To help retailers reach out and expand their retail networks beyond the geographical boundaries of their domestic countries. Some of the steps involved in this service are: • Assisting retailers in evaluating geographic markets best suited to their business objectives 35 . By analyzing purchase activities based on the purchase history.20 Database Marketing: The company accumulate purchase histories of all card members using a membership card with a bar code issued to customers free at the time of purchase. In addition.3. The company can approach customers’ specific needs directly. 3.

• Helping retailers frame a strategy (including overseas acquisitions) as a part of Market Entry Strategy Help retailers evolve formats best suited for targeted markets Facilitate the identification of JV partners in the new markets • • For Whom? Globalization Strategy service caters to the needs of: • • Retail organizations eyeing international markets Retailers acquiring new businesses overseas as a part of their diversification strategy Overseas retailers planning to enter the Indian market How? 3.22 Why Integrated Retail? Integrated Retail carries out Globalization Strategy services based on the following strengths: • • • • Large team with over 200 man-years of retail operations and business experience A client base of over 100 retail companies across Asia in retail automation solutions Successful implementation track record of similar projects Constantly updated repository of best business practices in retail from across the world 36 .

& implementation of your multi-page interactive. CHALLENGE The challenge in this case study is do the following • • Suggestions for Cost Analysis for a perceived virtual business Design. fully functional web site Developing your Merchandising strategy Promotion Optimization • • SOLUTION Suggestions for Cost Analysis for a perceived virtual business The e part of the "business" • • • • • Domain name registration Hosting Costs SSL Certificate registration with a CA Authority Payment system Developing your Brand guidelines. mission statement Business part of the "business" • • • • Registering a Ltd company (If required) Hiring an Accountant to file your records Legal costs may apply (partnership agreement). creation.23 Merchandising strategy. Supply Chain and Logistics 37 . logo.• • Data Organization of benchmark retail performance data Access to macro-economic data impacting overall retail and consumer businesses 3. Merchandise strategy Case Study WebDesign for Marketing and Promotion Optimization: OVERVIEW This Case Study is a brief outlook on what you should be thinking about if you want to start a business on the Internet and join the doc com phenomenon.

but the variables are different. & implementation of your multi-page interactive. fully functional web site. creation. creation. Traditional retail store chains pay millions of pounds every year to have merchandising experts lay out stores and handle product placement. & implementation of your multi-page interactive. Online retail merchandising is no less difficult .24 Developing your Merchandising strategy: Retail merchandising is a science. Some of the questions you need to ask yourself: • • • • • • Which products are ideal "leaders" to bring in traffic? Should you use "loss leaders"? How should you arrange your cross-sell. Design. and secondary items? Where will you find the best advertising opportunities online for your leaders? How should your site's merchandising be laid out for each of your main product types? What types of pricing? Price is a key component but value is the overall package you are providing your consumer and it is important to review the different aspects that effect this proposition: • • What is the return policy? How easy it is for a consumer to return a product that is defective or unsuitable? 38 . fully functional web site • • • • • • • • Deciding the content of your site Create a sitemap illustration your pages and links Develop templates Validated your templates for quality (W3C WIA) Create a Wire Frame User acceptance testing Propagate content to the wire frame using templates Make a final quality check by Re-validating your pages 3.• • • Developing your Merchandising strategy Developing your Web site design Design.

Obviously. the cash profile of the business can be traced directly back to a series of fundamental decisions concerning positioning and merchandising strategy. 39 . installation or white glove services be purchased? • • • • • Is the purchase/delivery process considered a positive experience.25 Merchandising Strategy for Independent Retailers: For just about every independent retailer. They understand that for these items the vast majority of shoppers are highly price sensitive. something your visitors cannot get anywhere else? 3. who focus instead on product quality. and especially for those that are not commodities. The one thing that the big-box retailers excel at is driving down costs and offering their customers the lowest price for commodity or near-commodity goods. But for any item. there is a critical segment of customers who are not price shoppers. or exceeding. Whether the focus is on daily and weekly sales to assure that there's money in the Organization to meet payroll and other expenses. most independent retailers keep a very close eye on cash flow. and respond quickly to. or on building a cash balance during the busy season to get you through the slower times. while providing a superior level of customer service and state-of-the-art product knowledge. cash is king. The critical strategic advantage of any independent retailer is the ability to focus on. service. customer needs. its cash requirements and building cash balances on an ongoing basis. and a relaxed. friendly experience. But for most. there are many factors that determine whether a small retailer is meeting.• • What risk is being put on the consumer? How can the consumer purchase the product and what payment options are available to them? Is it easy for the consumer to purchase the product? Are services offered during the purchase process? Do they fully understand what they are purchasing? What warranty options are available for the consumer to protect their purchase? Are these included or are they an additional charge? How is the product delivered? Can additional services like next day shipping.

deeper pockets who will be able to undercut you.In other words. Strategic positioning. Rather. there is a big box who is seeking to lock up the opening price point. and the product knowledge and customer service that accompany them. avoid carrying the same items as the competing big-box store. How is this done? Here are a few specific ideas to help position your store as a premium destination for the finest products. leads directly to product selection and pricing policy. and avoid corrosive sales. specialty products on the basis of their intrinsic value. and generate the margins you’ll need to assure continuing positive cash flows: • Adopt a better/best pricing structure. with an opening priced "good" quality item. The nature of contemporary retailing is that for most any product category. product knowledge. rather than a good/better/best structure. The instinct of many small retailers is to have enough stock to never miss a sale. and focusing your energies around the quality and features of the "best" item. • Keep your inventories lean to minimize markdowns and their impact on margins. because there will always be a competitor with larger. • By the same token. and enables the retailer to obtain a higher initial markup. therefore. a mid-priced "better" quality item. and customer service enables a small retailer to present to their customers a compelling value proposition and maintain critical price integrity. and have the deep pockets to do it. build your business around unique items and unique product categories in niche markets to a carefully targeted clientele. protect your margins by focusing your efforts on better quality goods. Competing on the basis of product quality. Bring fresh inventory into your store as close to the time of anticipated sales as 40 . rather than key items that you are trying to maximize the sale of. independent retailers should avoid competing on the basis of price. Instead. but all that inventory carries tremendous markdown risk. which can decimate margins and cash flow. This may not always be possible. price promotions. think of those items as accommodations to your customers. Selling higher quality. Let them. but if you must. and other incentives that eat into margins. insulates a small retailer from price competition. and a higher-priced "best" quality item. The classic retail pricing structure for any product category is three-tiered. using a "better" quality item as your opening price point. They are more than happy to trade margin for volume. knowledge and service.

Focus your advertising on building the brand cache of your store. and the finest customer service. state-of-theart product knowledge. and you will insulate yourself from corrosive price competition. The following are some product locator strategies enabled by product classification data: • Categories 41 .26 Product Locators: Product locators help buyers find the products they need. The alternative is to laboriously paste the product data into Web page templates at the desired locations—and repast if the site design changes. state-of-the-art product knowledge. and not price. Define your mission around offering your customers premium specialty products. and outstanding customer service. Whether a customer turns to you for something to knock back the pesky weeds in their vegetable garden or for a truly unique anniversary gift for their favorite aunt. customers are willing to pay for solutions. Products need to be classified so buyers can easily locate them on your site. The efficient way is to incorporate classification data into the product detail and let e-commerce tools generate the Web pages as needed. while protecting your margins and cash flow. Don't be afraid to include that value in your pricing. make sure your advertising has left them with the thought that you are a destination for premium quality and selection.possible. but rather the intrinsic value of the item. 3. The product knowledge and customer service that comes with your product offerings has a value to your customers. • Avoid price-item advertising at all costs. like key stoning. • From a customer's perspective. you'll also always have something new and exciting to offer your customers. That way. not specific sales or promotions. often by using both a classification scheme and a search mechanism. and the accompanying service you provide your customers. Make sure you and your staff are armed with state-of-the-art product knowledge and the offer your customers the very finest service. • Don't get locked into standardized pricing formulas. Your pricing should not be merely a function of what you paid your vendor for the item. When customers think about you. customer service and product knowledge are the means to resolving problems.

and cross-selling Accessorization Customer relationship tolls 42 . product codes. available with custom templates. Successful matching requires linking product uses to needs. creates virtual mini-catalogs on the fly to suit buyer requirements. helps the occasional buyer who doesn’t know industry terminology. such as clothing. Then. The supplier also provides search tools for frequent buyers that use fulltext descriptions. The following are some problem-solving techniques made possible by product usage attributes: • • • • Questions and answers Up. making the sale is another. such as mountain parkas. 3. which can be developed with custom templates. This metaphor organizes products in a familiar way like paper catalogs. This metaphor.27 Problem-Solving Techniques: Locating products is one thing. are reached. and narrowing in steps. Visual Catalog: An electronic components supplier provides a visual catalog that makes it easy to navigate by inspecting a tree of products and selecting items that look like the ones needed. or competitors’ product codes. until individual items. the buyer can compare specifications of individual items against each other and select which to buy. Problem solving (matching the right products to the customer’s need) increases the chance of closing the sale and bolstering volume. such as outerwear.• • Visual catalog Parametric comparison Categories: Many e-commerce sites organize products by category—beginning with a broad classification. This metaphor. Parametric Comparison: A PC accessories reseller lets the buyer pick product models and accessories from pull-down menus and then presents a table of items that match. and buyers click through Web pages to reach real products.

Cross-selling offers a complementary product to be purchased at the same time to expand the range of problems solved. and even online access to clip art—all items that can be classified as “for use with” the portable printer. such as product preferences. Up-selling offers more capable (and more costly) versions of a product. This is difficult if product descriptions are the usual haphazard abbreviations shown on invoices. ink tanks. Accessorization: Some sites focus on providing all items needed for specific uses. can help shape merchandising strategies. helper applications. or applications. if the relationship information is recorded in data attributes. This approach is being adopted by increasing numbers of retailers and direct marketers for their customer loyalty programs. replacement print cartridges. portable scanners. Or. road warriors who want a portable printer may also need specific cable. The following merchandising techniques can be based on linkage of customer relationship attributes to product information: • • • • Customer preferences Past purchases Contracts Customization/personalization 43 . past purchases. The efficient way to employ customer relationship data is to accumulate preferences and purchase history on an ongoing basis in a customer profile—and ensure that this data can be linked with product detail for subsequent promotions.Up. For example. Up. problems. batteries. and demographics.and Cross-Selling: Sites are beginning to add up-selling and cross-selling capabilities to enhance per-sale revenues. Customer Relationship Tools: The customer relationship data. you can analyze past sales data and classify customers after the fact. special types of papers. power supplies.and cross-selling require links between models with varying levels of capacity and features and links to products with complementary uses.

which requires accurate classification of product items. Business-to-consumer examples include storing measurements for make-to-order clothing and custom-fit bicycles in a profile and enabling custom selections of music on CDs. periodicals. and enabling custom configuration of personal computers and servers Finally. lifestyle. maintenance. texture. and customer groups. sports gear. books. and other goods. and customer relationship tools all rely on attributes to associate products with one another. color. Tiered discounts are often based on purchase volumes by commodity class. Contracts: Much business purchasing is done under supply contracts. lab equipment. and specialty chemicals in a profile. Customer preferences need to tie back to category or item-level attributes to work effectively. upgrades. routers. and add-ons. Customization/Personalization: Meeting customer-specific requirements can cement your relationships. maintaining the customer’s preferred payment method reduces form fill-in at payment time. especially equipment. style. Business-to-business examples include storing specifications for make-to-order servers. carrying them through the order process. Past purchases of supply items can drive seasonal or customer-specific promotions.Customer Preferences: Keeping a record of preferences can enhance your relationship with customers in many ways. music. genre. Contracts can be administered systematically online if discounted items are explicitly listed in the contract (in other words. selling strategies. Size. supplies. For example. product locators. house wares. can enhance sales opportunities for extended warranties. Leveraging purchases data is straightforward if the product codes used in recording the original sale are accurate and meaningful. Customization requires data fields at the item level. and language preferences can simplify the purchasing process and enhance sales for clothing. Past Purchases: Records of past customer purchases. it has been difficult to rapidly deploy new 44 . problem-solving techniques. Until recently. merchandising techniques. a contract-specific version of the catalog is prepared).

distributors. and its volume and sales promotions.30 Merchandise Exhibition: The company hold a merchandise exhibition every six months. the members including store staff. 3. based on the past experience on the balance of the merchandise at their stores. For planning and procurement as well as for introduction and distribution of merchandise. meaning “prompt action”) and SY section meetings from time to time to discuss immediate tasks and find solutions. Meeting: At the SY Meeting. in the merchandise exhibition held every half year.28 A Product line-up that reflects the opinions of store staff: To reflect the requests and responses from our customers in product line-ups. The company discuss what kind of merchandise should be introduced in the future by group. we give feedback to the store managers on how the opinions of the 45 . are divided into groups by types of merchandise. In addition. buyers of the company. As an opportunity to directly draw opinions from them. At the exhibition. The company always respect the opinions of the staff on site and obtain their approval. 3. Section Meeting: At the SY Section Meeting. The company actively seek out and adopt opinions of our staff at stores. Then we make adjustments the balance of supply and demand of merchandising at the stores by working together with the head office and the stores. bringing together all store managers. 3. we hold SY (short for “suguyaru” in Japanese. because of the need to add new attribute fields and update existing field values for catalog entries. we present specific explanations of our products to our store managers nationwide and give them feedback on how the opinions of the staff at stores have actually been incorporated.29 East West (BD) Inc. we discuss the merchandise to be injected. East West (BD) Inc.merchandising strategies.

By offering “the right product” at “the right time” in “the right display. and the right price). the right place. the right product.31 Back-up by the Scheme for large Sales: The Scheme for Large Sales enables us to offer ideal product line-ups with the five pillars of success (the right time.33 Promotion Optimization: Online marketing budget • • • • Awards with Google Overture Direct Mail Marketing Viral Marketing 46 . the right quantity. The company are able to work on more challenging products.store staff are being commercialized by giving specific explanations about merchandise being introduced in the coming six-month period. and improve efficiencies in inventory.” we reduce opportunity costs and losses from price cuts. 3. As the inventory risk declines. 3.32 Why Integrated Retail? Integrated Retail carries out Buying & Merchandising Strategy based on the following strengths: • • • • • Large team with over 200 man-years of retail operations and business experience Successful implementation track record of similar projects Constantly updated repository of best business practices in retail from across the world Data Organization of benchmark retail performance data Access to macro-economic data impacting overall retail and consumer businesses 3.

and education. 47 . under the direction of the General Manager. pricing. The Merchandising Policy provides standards and goals for product selection.com Blogs relating to your site Offline marketing budget • • • • Leaflets Newspaper Radio Referral scheme (Merchandising Strategy) The Goal of all of these is to bring visitors to your Landing page On you landing page you want to: • • • • Attract click and drive traffic Retain traffic Make it easy for user to take the desired action If the user takes the desired action it is know as a conversion How to design a landing page to capture your visitors and lead the visitors to take action? Interesting Headline • • • Prominent images or graphics Simple promotional text Call to action such as add to cart 3.org Yell.Get listed with: • • • Dmoz. advertising. to judge products according to these standards and goals approved by the Board of Directors. It is the responsibility of all staff who make merchandising decisions. including food prepared by EAST WEST (BD) INC.34 Definitions and Responsibilities: Merchandising is the way products are chosen and presented to shoppers through display..

Merchandising priorities are managed through a dynamic process involving communication among staff. The Board affects decisions by setting policy and advising the General Manager. Shared Responsibility. The Board's Policy Committee is responsible for an annual review of the Merchandising Policy and for informing and advising the Board of Directors on Merchandising Policy issues. 3. As quickly as possible. and owners: • • • Owners affect decisions by requesting new products or challenging existing products. Staff affect decisions by recommending and choosing products. and make available to customers balanced information about controversial food and product issues. the Board. In addition. management is expected to prepare. including customer special orders. update. 3. management is responsible for staying aware of controversial consumer concerns that are likely to be of interest to East West (BD) Inc.35 Merchandising Standards: Merchandising is an ongoing process of achieving the standards and goals set forth in this policy. The General Manager is responsible for ensuring that staff responds promptly and appropriately to required food and product safety recalls. The following standards and goals guide the product decisions of East West (BD) Inc.Responsibilities. Response to Product Safety and Other Consumer Concerns. owners and customers.36 Membership : BGMEA 48 . East West (BD) Inc.

Cotton/modal. Fleece.37 Product Range:• Men • Women • Kids 3. Lacoste Interlock.38 Item of Product: Knit fabric : Single jersey. 49 . Modal. French Terry. Rib & pleated design rib. Polyester. Collar & cuff made of cotton. Pique. Viscose.BKMEA Oeko-Tex 3. Heavy jersey.

000 Pcs / Day 25000 Pcs /Day 25000 Pcs /Day (upto 8 colors ) 92 Heads (Total) 4. Fashion Dresses and Sports wear etc. 4. under wear. 5. Polo shirt. Functional wear. Jogging suits.Cotton/polyester. Follow-up yarn supply in factory 2. Finishing follow-up 6.39: Production Capacity: Section Knitting Dyeing Finishing Garments Garments washing Printing Embroidery Capacity 37 Tons /Day 45 Tons/Day 40 Tons / Day 80. Ready for export Knitting Linking Accessories follow-up follow-up supply 50 .40 How a Merchandiser Track His Production In The Factory: 1. Runners pant. CVC etc are also made Garments : T-shirt. 3. 3. Tank Tops. Children wear. Sweat-shirt.

FOUR Merchandising in East West (BD) Inc.CHAPTER.” 51 .

4.1 Introduction:
The “Merchandising” is known to the persons specially involved in garments trade. The term merchandising has been derived from the ‘merchandise”. Merchandise means buying and selling huge amounts of goods. The term “MERCHANDISING” may be define as Person who merchandises the goods, specifically for export purposes. Garments merchandising means buying raw materials &

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accessories, producing garments, maintaining required quality level and exporting the garments within scheduled time. It has been found working as a merchandiser in the organization. Here five merchandisers working with different Buyer. At first the Buyer gives them a inquiry sheet with measurement chart sketch of sample. Then they make a development sample & send it to the Buyer. Buyer makes comments on it, it is OK/ NOT. Then the question of price the merchandiser going to negotiate. Sometimes they successful, sometimes they being fail. If they success they order Yarn, Trims, & accessories. In front of their shipment time they are trying to arrange everything as early as possible. When all items are in store then Yarn is given for 2/3 pcs of garments sample send for make size set. When size set made then they measure it. If it is OK the Yarn provide for 100% production. In production process the merchandiser just follow up his order, what is the condition of his order? During that total time merchandiser inform his Buyer what is the condition of his product. In our 90 days working period I have also follow up five whole worth order.

4.2 Merchandiser Is a Data Bus between Buyer & Seller:
Merchandiser is he/she who builds up relationship with the buyer and acts as a Seller. He plays a vital role in an organization in a sense that he bears more responsibility than other in regards to execution of an order. The responsibilities which he bears on the job are as follows: • • • • • • • • He represents as a buyer to the Factory. He represents as a seller to the buyers. He inspects Quality as a buyer (from the Buyer’s point of view). He negotiates a price for the sellers. He looks at the deal from seller’s point of view. He looks into the business to flourish more in the future. He tries to offer the deal more competitive without compromising the Quality. His object is to satisfy the buyers to progress more of the future Business.

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His aim is to impress the buyers by means of:

1. Right products 2. Right Quality 3. Right Quantities 4. Right Time 5. Undamaged condition

4.3 Merchandising Chronological Processes:
A. Salesman Samples, Counter Samples, Approval Samples, Photo Samples, Preproduction Samples, Production Samples, Shipping Samples. B. Swatch and Trims, Trim’s related Affairs, Communication in international Business. Sample: Reference garment corresponds to •• • •• • •• • •• • The ARTWORK (styling) done by designer and/ or developer Particular PURCHASE ORDER Any REVISION to the style work CONFORM with any specific requirement etc

4.4 Sequence of Sampling:
First Pattern Def.: The first physical version of any garment as per the artwork done by designer and/or developer. HUMAN Purpose: See the DESIGN work & test the FITTING Status: Nothing specific Material: Available Price: Not conformed 54 MIND > SKETCH > PAPER PATTERN > SAMPLE

Quantity: 1 (for customer) + 1 (for Merchandiser) Delivery: As per URENGECY

4.5 Second Pattern:
Usually designer/ developer always ask for some CHANGES to the first pattern. Second pattern is made as per comments.

4.6 Counter Sample:
Where first pattern is made on designers artwork, Counter sample is to make not on designer’s artwork, has to follow another sample given by the merchandiser. Purpose: See SKILL Status: Nothing specific Material: Available Price: Not conformed Quantity: 1 (for customer) + 1 (for self keeping) Delivery: As per request the WORKMANSHIP &Test the FACTORY

4.7 Salesman Sample:
Sample is made when PRICE is confirmed and orders are on speculation, usually in L size in all color combinations of expected order. Buyer arranges a meeting with its customer and record their response on order quantity per COLOR, SIZE etc. and finally place order to their vendor.

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It is sent to buyer for his APPROVAL of the conformity that. Market Appraisal. 4.the revision is done correctly. 4. Demand / Order Forecast Status: Final stage of the order confirmation Material: Actual Price: Confirmed Quantity: There combination Delivery: Very important to MEET the delivery date.9 Approval Sample: In any discrete period of time. whenever it required any revision in the sample.Purpose: Sales Meeting by Retailers.8 Photo Sample: Samples are made with actual color and material to be worn by the models on the event of SHOOTING for catalog.11 Mock Up: 56 . 4. a new sample is made (some times mock-up is workable too) as per new specification. is MINIMUM quantity per color 4.10 Size Set: Consists of 1 pc from Each Size for Each Color combination.

Usually for any disputes (e. 4. proper selection of trims and its quality are very important for styling. 4.15 Swatch: Swatch is a presentation of all the materials is (Fabric & Accessories) used for any specific style/order.16 Trims: Trims cover all the items used in the garment except the basic fabric. Sometimes it is necessary to send to the buyer any part of the garments. Concerned merchandiser should confirm/approve the swatch.12 Pre-Production Sample: When material for bulk production arrived. Usually small piece of fabric and each piece of accessories are attached in board paper in a systematic manner. neck etc and some accessories. 4. 4. after the order has been delivered. Claim) shipping sample is important. if required.g.14 Shipping Sample: A sample is kept from every Pre Shipping inspection to be referred. 4. factory makes a sample with the actual material and sends to buyer. such as sleeve.Any part of the garment to make for particular purpose. not complete garment. otherwise the garment may be rejected or returned by the customers. collar. There are hundreds of items used to manufacture the garments. Buyer wants to be assured that correct material is sourced and line workmanship confirm to the quality. Following is a part of list that covers some names of the trims: • • • • Zipper/Fastener Sewing Thread Main Label Flag Label 57 . Swatch is very important for production line to make the correct construction of a garment and QC department ensures it.13 Production Sample: It is a reference to the buyer that the bulk is being produced as per specification.

Fax/ E-Mail Formal Meeting Lunch & Dinner 4. Type of Buyers Dealing 4. Factory Loading 2. Etc.18 The Information Normally Get About An Order: 1. 4.• • • • • • • • • • • • • • • Button El as t i c Eyelet Tag s Tag pin Plastic clip Sticker Hanger Poly bag Scotch tape Gum tape Photo Board Back Board Tissue Carton. Factory Setup Details 5. Factory History 4. Market Reputation 6.19 How a merchandiser meet buyers requirements: 58 .17 Communication in International Business: • • • • Telephone Conversation. Factory Capacity 3.

I. Collect price Quotation 4. 4.21 Procedure of Imported goods: • • • • • • Procure of IRC Price Inquiry (Quotation) P.1.20 Method of purchasing raw materials: Here fabric and some related accessories are the main raw materials. Delivery Chelan received 4. Negotiation 5. Received and Placing Order L/C Opening Received Shipping Advice Facing Customs 59 . Timely Shipment. Lab-Dip 2. P. Production Tracking. Back to Back L/C transfer 7. 5. 2. Merchandiser Understand the Order sheet.I. Merchandiser detail to buyer about factory profile. They are: 1. Received 6. 4. 3. Approval the Lab-Dip 3. Arrange the all component for order execution.

22 How does the accepted order is passed on the floor: 1. • • • • • • Make well finishing according to buyer requirement in case of Labeing Zippering Buttoning Ironing Packaging Cartooning 60 . 2. Make production schedule 3. Merchandiser searches the scope of knitting machine according to required Gauge. Trim & Accessories Card Prepare 4.• Closing Transaction 4.

CHAPTER.1 Findings:  Top Management set up the target of profit for depending of the volume of the organization. or any kind of letter signed by the Manager is responsible for all of the activities.FIVE Findings & SWOT Analysis 5. proposal. 61 .  All the information.

After conducting the survey I have got the findings by which the satisfaction level of customer of East West (BD) Inc. The results are presented according to the various service quality dimensions. The document is not distorted even if its expirees. The results of the survey are presented according to these questions that were asked to the respondents with the help of a structured questionnaire. o Smartness and Professionalism.   The identified reasons responsible for customer dissatisfaction:  Lack of employees Importance to Customer and Satisfaction at East West (BD) Inc. The identified reasons behind customer satisfaction: o Overall Environment of the Organization. The results of this study are as follows: Reliability: Aspects relating to reliability dimension of service quality were asked in 22 different questions. Those questions are collected from the Servaqual Parasurance and Zeithnal whose are express best questionnaire for Satisfaction Customer. will have Modern looking equipment 62 . o Quick services o Well Behaved Employees.. In this section the findings of the East West (BD) Inc. There are some rules and regulation for filing all the documents. From those some important findings are analyzed bellow: Q-01: East West (BD) Inc. o Knowledge about the service. Can be measured. Each dimension consists of its own specific questions. are shown briefly. customers’ importance put to various service attributes and satisfaction at East West (BD) Inc. Here the sample size is 35.

Promise to do something by a certain time they will do so 63 . it has been seen found that. Will be neat in Appearance 0% 14% SD D N A SA 34% 41% 11% Here. Q-05: When East West (BD) Inc. 14% is Neither Agree nor Disagree or Neutral. Personnel. 0% of total Sample Size is strongly Disagree. it has been seen that. Q-03: Personnel at East West (BD) Inc.East West (BD) Inc. 0% of total Sample Size is strongly Disagree. 9% is Disagree. So from it has been seen that most of the Customer satisfied about of equipment.14% is Disagree. will be neat in appearance Personnel at East West (BD) Inc. So it has been seen that most of the Customer satisfied about neat in appearance of East West (BD) Inc. will have Modern looking equipment 0% 9% 11% SD D N A SA 51% 29% The respondents placed a high importance in this characteristic of the service. 34% is Agree and 41% is Strongly Agree. Here. 29% is Agree and 51% is Strongly Agree. 11% is Neither Agree nor Disagree or Neutral.

31% is Agree and 26% is Strongly Agree. Q-06: When a Client has a problem. 64 .When East West (BD) Inc. 0% of total Sample Size is strongly Disagree.14% is Disagree. When a Client has a problem. Promise to do something by a Certain time they will do so 0% 26% 14% SD D N A SA 29% 31% From the Survey it has been seen that. 43% is Agree and 57% is Strongly Agree. 0% is Neither Agree nor Disagree or Neutral. 0% of total Sample Size is strongly Disagree. East West (BD) Inc. will show a sincere interest in solving it. So from the survey we are understood that every Customer of the East West (BD) Inc. Here. So from the survey we are understood that Customers are satisfied about commitment of the employee of East West (BD) Inc. will insist on error-free records.0% is Disagree. 29% is Neither Agree nor Disagree or Neutral..is satisfied about their interest to solving the problem. Prime Bank will show a sincere interest in solving it 0% 0% 0% SD 43% 57% D N A SA This is very important question for Customer satisfaction. Q-09: East West (BD) Inc. We found that.

29% is Agree and 14% is Strongly Agree. 0% of total Sample Size is strongly Disagree. 31% is Neither Agree nor Disagree or Neutral. Will give prompt service To Clients. 43% is Neither Agree nor Disagree or Neutral. Personnel in East West (BD) Inc. are happy about their service. will insist on error-free records. employees. it has been seen that. Q-11: Personnel in East West (BD) Inc. 9% is Disagree. 0% 26% 9% SD D N A SA 31% 34% Here. So from the survey it is understood that most of the Customers are not express their opinion about error-free record of East West (BD) Inc. 34% is Agree and 26% is Strongly Agree. 0% of total Sample Size is strongly Disagree. 14% 0% 14% SD D N A SA 29% 43% This is important question for Customer satisfaction. So from the survey it has been seen that Customers are East West (BD) Inc.East West (BD) Inc.14% is Disagree. will give prompt service to Clients. it has been seen that. Here. 65 .

So we are understood that most of the proportions of the Customers are satisfied about the willingness of the employee of East West (BD) Inc.will never be too busy to respond to Clients' requests. Here. 20% is Neither Agree nor Disagree or Neutral. 17% is Neither Agree nor Disagree or Neutral. 66 . it has been seen that. will always be willing to help Clients. Personnel in East West (BD) Inc. Here.11% is Disagree. 34% is Agree and 31% is Strongly Agree. So employees of the East West (BD) Inc. 9% of total Sample Size is strongly Disagree. Personnel in East West (BD) Inc. will never be too busy to respond to Clients' requests. 6% of total Sample Size is strongly Disagree. will always be willing to help Clients.. 9% 31% 6% 20% SD D N A SA 34% Very important question for Customer satisfaction.6% is Disagree.Q-12: Personnel in East West (BD) Inc. 23% is Agree and 43% is Strongly Agree. Q-13: Personnel in East West (BD) Inc. for Solution Clients problem. 6% 11% SD D N A SA 43% 17% 23% This is very important question for Customer satisfaction level of East West (BD) Inc. Intensions are to always help the Clients . it has been seen that.

29% is Agree and 31% is Strongly Agree. Q-20: East West (BD) Inc. 26% is Neither Agree nor Disagree or Neutral.s will have the Clients' best interests at heart. will have operating hours convenient to all their clients. From the survey it has been seen that every staff of the East West (BD) Inc.Q-19: East West (BD) Inc. 0% of total Sample Size is strongly Disagree.has personal attention to their client. it has been seen that. will have a staff who gives Clients personal attention. 26% is Disagree.20% is Disagree. Here. it has been seen that. 28% is Agree and 20% is Strongly Agree. 0% 26% SD D N 31% 29% A SA 14% Here. Prime Banks will have operating hours convenient to all their clients. 67 . 0% of total Sample Size is strongly Disagree. This is important question for Customer satisfaction. Q-21: East West (BD) Inc. So it has been seen that customers are happy for their operating hours of the Organization . 29% is Neither Agree nor Disagree or Neutral.

will have the Clients' best interests at heart. 20% is Agree and 52% is Strongly Agree.11% is Disagree. The personnel of East West (BD) Inc. will have the Clients' best interests at heart. 37% is Agree and 29% is Strongly Agree. 68 . 0% of total Sample Size is strongly Disagree. it is found that. 20% is Neither Agree nor Disagree or Neutral. 14% is Disagree. Here. Q-22: The personnel of East West (BD) Inc. we are found that employees of the East West (BD) Inc.. 3% of total Sample Size is strongly Disagree. This is very important answer for Customer satisfaction level of East West (BD) Inc. it has been seen that. So it has been seen that customers are happy for their operating hours of the Organization . 14% is Neither Agree nor Disagree or Neutral. So employees East West (BD) Inc.East West (BD) Inc. 0% 29% 20% 14% SD D N A SA 37% Here. 3% 11% 14% SD D N A SA 52% 20% This is very important question for Customer satisfaction level of East West (BD) Inc. will understand the Specific needs of their Clients. will understand the specific needs of their Clients.try to indicate the specific need of the clients and fulfill their needs.

Thus my hypothesis “The service that customers place most importance in are well satisfied by East West (BD) Inc. The result showed that a high degree of correlation exists between problem resolution and satisfaction. satisfaction is measured along thirty different attributes of EAST WEST (BD) INC. 32% of the respondents were found to be satisfied with the services of the Organization. Bangladesh” is not a valid statement but has been rejected by the findings of the report. But in terms of EAST WEST (BD) INC. Based on the above results. The rest of the respondents were found on the neutral and highly dissatisfied with the Organization.Summary of the Findings The general approach used to design this survey defines satisfaction as the difference between importance customers’ puts on service attributes and what he/she actually receives from EAST WEST (BD) INC.. should reconsider its service strategies in Bangladesh and design products and services that better satisfy customer 69 . This number represents the customers that perceived the Organization as inferior. which is a world-class service provider worldwide. Customer Satisfaction Analysis N 22% D 13% SD 2% Other 63% A 32% SA 31% SD D N A SA The overall satisfaction results of the survey were average if the total scenario is considered for an average Organization. Only 31% of the respondents were highly satisfied and were loyal to the Organization.services that were grouped into seven major dimensions. it can be said that EAST WEST (BD) INC. In this survey.. In total. the results were highly dissatisfactory.

Full-fledged back –up data center support.opportunities and threats.  Strong Financial Position  Motivated young people with strong commitment.2. This tool is very important to identify the current position of the organization relative to others.needs and requirements.strength and weakness and external:.2 Weakness:      Marginal capital adequacy High concentration on fixed deposits and large-scale loans Lack of full scale automation Smaller number of branches in Bangladesh in comparison with the major competitors likes the organization.  Clear vision. That is why this section of the report discusses about SWOT analysis of East West (BD) Inc. Organization should be more tactful in dealing with the customers and launch new products that fully meet customer expectations. Based on the survey a finding a set recommendation is presented in the next section of the research and a general list of suggestions to the Organization is discussed. SWOT analysis gives an organization an insight of what they can do in future and how they can compete with their existing competitors.1 Strength:  Sound profitability and growth with good internal capital generation. 5.  Always consumer focus.2.  Customer loyalty. 5. Highly motivated and pro-active team of employees. 5. Lack of proper motivation. BIBM.. BBA  Quality products and services  Better infrastructural facilities and friendly corporate culture  Already established Company reputation and goodwill as a leading Organization  Long historical business experience in the region.2 SWOT ANALYSIS: The SWOT analysis comprises of the Organization’s internal:.  Experienced and efficient management term and human resource  Recruitment of brilliant MBA.  Welfare for the society  Strong image and good reputation. who are playing in the same field and also used in the strategic analysis of the organization. training and job rotation 70 .

5.2. Greater participation in management could be achieved. Intense competition Market segmentation Government rules and regulation 71 . So sometime simply problem kill the valuable time both the client and employees. There is no IT manager.3 Opportunity:       Scope of market penetration through diversified products Government’s policy of encouraging heavy inflow of foreign investment Regulatory environment favoring private sector development Value addition in products and services Increasing purchasing power of people Increasing trend in international business 5.        Customer service booths are not available. They only know how can use the Mysis (Software). Indicate working force Lack of computer in the organization. Employees not have enough basic knowledge about computer. Very compliant to rules and regulations. Not flexible.4 Threat:       Market pressure for lowering of lending rate National and global political unrest Political instability.2. Some lack of experience and motivation at mid-level management.

Chapter Six: Recommendation 72 .

 A specific department for training and research. So. in the context of rising trend in raw materials price.  East West (BD) Inc. so buying house importance is very high. taxonomies and recommendations across multiple channels      Automatically understands and categorizes content from product catalogs Connects shoppers with relevant products at the right moment Discovers product trends and purchasing patterns Dynamically delivers intelligent recommendations Increases business profits through automated merchandising Though the garments sector plays a very important role to earn foreign exchange to our country. They should follow appropriate merchandising management technique. Delivers intelligent recommendations  Recommends products to customers at each stage of the purchasing process through targeting or automatic hyper linking Easily scales to growing volumes of products and customers Offers massively scalable technology to handle billions of product items. Some points are given to overcome the problems of inventory management of this sector: The authority should improve their knowledge about merchandising management. A large amount of foreign money comes from the exporting of garments product. should follow a specific inventory costing method. is very established garments exporting buying house.1 Recommendation: Provides retailers with a comprehensive offering for automatically managing dynamic product catalogs. East West (BD) Inc. which will provide adequate training and research facilities for personnel for development. millions of consumers and unlimited interactions 73 .6. government should take special nursing in garments sector. Most of the officer has to motive to teach every employee and researcher of their own inspiration  Every department will communicate their problem with other department of the company. Though a large number of workers maintain their live on this sector.

understands and categorizes all the products by concepts based on intuitive and nonintuitive relationships Manages dynamic product categories Automatically updates categories and recommendations when new products are added or deleted from the catalog Discovers trends in consumer behavior Displays clusters of product and customer information to identify new trends in product relationships and consumer behavior Manages products and recommendations in any language Understands content. regardless of the language 74 .Automatically discovers related product groupings Reads. products and interactions with global customers.

Preparation of future business managers should provide for the development of managerial skills relating to merchandiser function. which will be the ultimate goal of business. the MERCHANDISING Department of East West (BD) Inc. A merchandiser has to perform the activities from preliminary to end of the order. It may an honorable professional for educated persons. For developing garment sector merchandising management system will have to focuses on modern system. Colleges and universities offering business administration curriculum would do well to evaluate their courses as they relate to the findings of this study. The study “Merchandising Management of East West (BD) Inc. we have to use world standard latest technology in our ready made garment sector. give me a pleasure to learn the Merchandising activities properly. The experienced merchandiser always demandable in every country. I have learned practical knowledge about merchandiser. revealed that Merchandiser is most valuable human resources for the progress of the organization. There are consequent developments of newer knowledge can definitely contribute to increase the efficiency of business management and this.6. efficient merchandiser will have to develop. Ultra modern technology are being used in the woven and knit garment industries in the outside world other than Bangladesh. This direct study indicates the potential utility that could be derived from undertaking more comprehensive investigations covering only merchandising management of East West (BD) Inc. For the development of these valuable resources there are many factors involved. The result of the study showing that there is lot of step for East West (BD) Inc.. In conclusion we can say that. The future of garment industries is brighter in the era of globalization. To survive in the free market of the world.2 CONCLUSION: Today’s organization demands that the Merchandising management function deliver a valuable side of earning foreign currency and take part a vital role to communicate international business. To increase the productivity of an organization effectively. Management of merchandising is a big job and is a complex one. From this department. in turn. to improve their merchandising management have certain implications for the business community as well as national merchandising planners. 75 . will increase the satisfaction of all interested buyer parties.

BIBLIOGRAPHY 76 .

How to be a Smarter Garment Merchandiser Conway Liu 2. Zahidul Islam (Aoyn) 3. Research Report of Bgme Institute of “Fashions and Technology (Bift) 77 .BIBLIOGRAPHY 1. Way of Good Merchandiser Md.

It would be highly 78 . I am a student of Stamford University Bangladesh and currently conducting an Internship report on Merchandising Strategy use at Garments in Bangladesh.Appendix Questionnaire Dear Sir. as a customer or client of the Organization. I need some information from you. To serve this purpose.

Personnel at East West (BD) Inc. will be visually appealing 3. will Insist on error-free records.appreciable if you provide me information in this regard and I assure you that all the data will be used for academic purposes only and will be kept confidential. Personnel in East West (BD) Inc. will Provide their services at the time They promise to do so. When a Client has a problem. East West (BD) Inc. Promise to do something by a Certain time they will do so. 2. When East West (BD) Inc. Personnel in East West (BD) Inc. Will tell Clients exactly when Services will be performed. Will be neat in appearance 4. 10. 8. 13. East West (BD) Inc. Strongly Disagree 1. 12. 7. will have Modern looking equipment. will show a sincere interest in solving it. will get Things right the first time. 79 1 2 2 3 3 4 4 5 5 1 1 1 2 2 2 3 3 3 4 4 4 Strongly Agree 5 5 5 1 2 3 4 5 1 2 3 4 5 1 1 2 2 3 3 4 4 5 5 1 2 3 4 5 1 2 3 4 5 1 2 3 4 5 . East West (BD) Inc. 11. Personnel in East West (BD) Inc. The physical facilities at East West (BD) Inc. 6. Will always be willing to help Clients. East West (BD) Inc. Will give prompt service to Clients. 5. East West (BD) Inc. Materials associated with the service (Such as pamphlets or statements) Will be visually appealing in East West (BD) Inc. Personnel in East West (BD) Inc. 1 9.

20. The behavior of personnel in East West (BD) Inc. will have staff Who give Clients personal attention? 1 1 2 2 3 3 4 4 5 5 1 2 3 4 5 1 2 3 4 5 1 1 2 2 3 3 4 4 5 5 1 2 3 4 5 1 22. East West (BD) Inc. will have Operating hours convenient to all Their clients. Will have the knowledge to answer Clients' questions. East West (BD) Inc. Personnel in East West (BD) Inc. East West (BD) Inc. 14. Will understand the specific Needs of their Clients. Clients of East West (BD) Inc. Personnel in East West (BD) Inc. will give Client’s individual attention. 18. 15. 17. 1 2 2 3 3 4 4 5 5 80 . 19.Will never be too busy to respond To Clients' requests.will instill confidence In Clients. Will feel safe in their dealings with the Organization 16. The personnel of East West (BD) Inc. Will be consistently courteous with Clients.