1. Beyond the Register: What is Retail Buying?

2. 2004 Retail Sales Landscape

3. DELIVER PROFITABLE SALES
GOAL OF EVERY
RETAILER:
DELIVER PROFITABLE SALES

4. Merchandising Career Path

5. From Point-of-Production to Point-of-Sale...
What is Merchandising?
From Point-of-Production to Point-of-Sale...
PRICE
PRODUCT
PROMOTION
PLACE
PRESENTATION

6. PRODUCT Last Year History Emerging Trends Vendor Performance Key Items
Determining Assortment
Last Year History
Emerging Trends
Vendor Performance
Key Items

7. PRICE 2 FOR 49.99 33% OFF CLEARANCE Perceived Value Competition
Compelling and Profitable
2 FOR 49.99
Compelling Price Points
Perceived Value
Competition
Average Retail
20% OFF
COUPON
33% OFF
CLEARANCE

8. PLACEMENT Geographics Demographics Door Trends Advertising
Inventory Management
Geographics
Demographics
Door Trends
Advertising

9. PROMOTION Promotional Calendar Layout and Design TY vs. LY
Advertising
Promotional Calendar
TY vs. LY
Layout and Design
Compelling Pricing

10. PRESENTATION Plan-O-Gram Grouping Signing Fixtures Extras
Visual Display
Plan-O-Gram
Grouping
Signing
Fixtures
Extras

11. Why a Retail Buying Career?
Utilizes Multiple Disciplines
Manage $7-40 M Buying Segment
Entrepreneurial
High Level Decision-Making
Challenging, Fast-Paced, Dynamic

12. Performs Great Analysis Excellent Communicator
WHO MAKES A GREAT BUYER?
Performs Great Analysis
FUN!
Team Player
Excellent Communicator
Has a Sense of Urgency
Gets Results
Multi-Tasks