Sub-Par Inventory

An Issue of Sizing

Antigone Kotsiopulos , Molly Eckman
Revised by: Nancy J. Rabolt , Judy K. Miler

Business Case
Source: Bloomsbury Fashion Business Cases
DOI: 10.5040/9781474208796.0030
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A golf pro, who has never worked retail, becomes a golf club manager responsible for the driving range, the greens, a restaurant, and a retail shop, along with the merchandising and buying. The pro knew a lot about golf equipment and men’s clothing, but did not know much about retail operations, and women’s clothing. After working a while in the pro shop, he learned enough to grow his sales and raise capital to expand his merchandise mix beyond the golf basics. However, he was frustrated because he was unable to figure out how to improve his apparel business, so he decided to hire a merchandise consultant. The consultant asked him to gather his sales and inventory information; however, the golf club manager had never kept any records other than his daily sales figures. When the consultant visited the retail operation, she examined and analyzed the sales, current merchandise assortment, reviewed the purchase orders, and asked questions about the opening inventory. The results of her inventory examination showed the percentage of merchandise by class and women’s sizing. The student is to take the role of the consultant to determine and recommend what changes the manager needs to make in the inventory planning and control to improve business and profits.

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