1. Module 1 Discussion 2a. 2b. 15 (including private label) 2c.
D14: Tot. Solids Purchase of Class 10
D17: Tot. Fancies Purchase of Class 10
2b. 15 (including private label)
2c.
Class 10: moderate price, full-cut
Class 20: higher price, full-cut
Class 30: designer, full-cut
Class 40: designer or better price, fitted

2. Module 1 Discussion 2c. Best seller: class 10 (94,680 units)
Second: class 40 (43,460 units)
Third: class 30 (38,590 units)
Fourth: class 20, Recommendation?
F (units sold), H (% sold), O (gross sales)

3. Module 1 Discussion 2d. Class 10: middle class & conservative
Class 40: higher income & young professional
Class 30: prefers designer brands & conspicuous consumers
Class 20: prefers expensive

4. Module 1 discussion 3a. Row 50 3b. Solid or fancy? (%? Price? Cell?)
Solid 65%, fancy 35%
Spread or buttondown? (%? Price? Cell?)
Spread 70%, buttondown 30%
Outsell %?

5. Module 1 Discussion 3c. Solids + fancy Buttondown + spread SB+FB+SS+FS
Tot. units purchase (D50) - Tot. units in stock (E50)

6. Module 1 Discussion Highest: class 20 FS (58.49%)
Lowest: class 10 FS (47.23%)
Why % rather than $?
% can be compared with different price points and it has finite range (0-100%)
($2-$1)/$2 = 50% ($20-$10)/$20 = 50%
4b. 50% is ind. avg. & Look at KC data

7. Module 1 Discussion 4c. Compare with KC Our TO is higher.
Our avg. price is lower.
Our MU is lower except SB.
Net Sales
- COGS
Gross Margin
- Tot. exp.
Profit

8. Projections (Assignment)
Read Page 26.
Sales forecast for the upcoming season
Men’s dress shirt business for Fall/Winter 2003
Research information
Men’s fashion trends
Consumer behavior
Economic trends…

9. Projections (Assignment)
Increase/decrease department business %
Increase/decrease class by class %
Increase/decrease styles (%) within classes
Max. 1 page, single spaced, 12 font size
Bibliography