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Preparing Buying Plans

Richard Clodfelter

Source: Retail Buying. From Basics to Fashion, 6th Edition, 2018, Fairchild Books Library

Book chapter + STUDIO

merchandising management,Integrally related to planning is the necessity to control merchandising decisions. You must check your plans periodically to ensure they are being followed and are achieving the desired results. Your success as a buyer will be measured by how well you plan and control the amount of money spent formerchandise plan,merchandise to yield the desired sales and profit.

Controlling Inventories

Richard Clodfelter

Source: Retail Buying. From Basics to Fashion, 6th Edition, 2018, Fairchild Books Library

Book chapter + STUDIO

shrinkage,perpetual control system,inventory control systems,After deciding on the merchandise assortment that is to be carried, inventory control systems must be established. These controls involve the maintenance of stock levels in relation to changing consumer demand. The type of inventory control system used by a retailer will vary by type and size of the business and the kind and amount of information required. Inventory control for a department, such as hardware with thousands of different

Financialization and Trends—Trends as Fashion Risk

Jenny Lantz

Source: The Trendmakers. Behind the Scenes of the Global Fashion Industry, 2018, Berg Fashion Library

Book chapter

I’m completely ignorant. I’m a stock market analyst. I have been to two fashion shows, Burberry and Hugo Boss, and I have no clue if they are going to work, if it’s good or not. People around me looked like they were enjoying what they were seeing. No, as an analyst you always look at other things.

Retail Technology

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

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

A married couple owns a small business specializing in yoga classes and yoga apparel and accessories. Their college-educated daughter has joined the business. They have a good location in a strip mall but there is the possibility of a national apparel chain coming to the area. Business has grown and to compete the owners need to decide to join the twenty-first century by investing in a computer system for business analysis. Currently they are keeping records manually and doing physical inventorie

Sub-Par Inventory

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

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

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

The Founder’s Day Special

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

An annual Founder’s Day sale for a Florida specialty retailer has always been successful for the store, moving merchandise to make room for holiday purchases and improving customer satisfaction by providing great bargains for customers. A coat buyer added a previously unsuccessful item on the Founder’s Day sale list only to be vetoed by the general merchandise manager (GMM) who insisted they be marked down even further. Very few of this promotional merchandise had sold at 50 percent off at the la

Katie’s Kloset in Cedar Spring Groves

LuAnn R. Gaskill
Revised by: Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

A young entrepreneur, with the help of her parents, has purchased an established small retail business selling moderately priced plus-sized women’s clothing in her home town, a small community in Virginia. Prior to the purchase, it was not immediately apparent that the company was not on a good financial footing despite the review of current records. In addition, to the owner’s surprise the store’s credit was poor resulting in vendors only sending merchandise COD (cash on delivery). Business was

Inventory Shortages

Mary Elliott

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

This case study introduces students to the retail method for calculating book inventories, inventory shortages, and the effects on gross margin. A merchandising operations manager for a large retail chain has suspicions of excessive inventory shortages in one of the chains’ clusters of stores. Using the calculations outlined within this case, the operations manager determines if her suspicions are correct. Using a problem-based scenario, students will use retail math formulas to calculate book in

Creating a Six-Month Merchandise Plan for a Founding Department Store

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

A family-owned department store has had a successful 120-year history. They have moved with the times and faced competition well, however, recently some departments within the store have been met with decreasing sales and profits primarily due to increasing competition from fashion brand companies selling their products online. The women’s designer department hasn’t been met with these challenges, is profitable and continuing to grow but is wary of the threat of increased competition. The store’s

The Informant Trainee

Mary Elliott

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

This case study follows the career of a recent college fashion merchandising graduate who has been accepted onto the management training program of a leading fabric and craft retailer. Several weeks into training, this new management trainee is asked to go undercover in one of the retailer’s poorly performing stores where company executives suspect employee theft has been occurring. Both the store manager and assistant manager are long-time employees of the company with successful management reco

To Reuse or Not

Connie Ulasewicz

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

San Francisco residents send 39 million pounds of textile products, such as linens, clothing, and towels, to landfill every year, making up 4 percent of all solid waste being sent to landfill. One of these post-consumer textile (PCT) items, tablecloths from the hotel industry, has been diverted and utilized in a secondary supply chain where they are remanufactured as bags to be sold in grocery shops or handed out at conferences. Two major challenges for remanufacturing these tablecloths are the l

ALAND Retail Store

Chanjean Jung

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

ALAND is a multi-brand lifestyle store in the moderate price zone, targeting the mass market. ALAND sells lesser known brands in Korea, which include emerging young Korean designer brands, social responsibility brands, and other emerging domestic and overseas brands. Recently, ALAND has encountered a problem—it has not been profitable even though it is popular with young consumers. The CEO of ALAND needs to revise categories and product lines, and develop a private-label brand that can increase n

Ellistons Department Store

Anthony Kent , Justine Davidson , Ruby Fowler

Source: Bloomsbury Fashion Business Cases

Level: Advanced

Business case

Retailing in physical stores and digital channels, online and mobile, has become increasingly important but also more complex. Distribution and communication channels need to be integrated to make shopping easier through a seamless customer experience of the brand. This case demonstrates how organizational management and the operational function of merchandising can cause major problems in achieving these objectives. In particular, it focuses on the location of inventory and how it is managed to

Sell or Buy: What’s Right?

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

Responsibility is given by a department store buyer to an assistant buyer for the management of a department in his absence. Although he has been given instruction to not purchase any merchandise in his boss’ absence, except perhaps some basics on special order, he does so. After conferring with the divisional merchandise manager, who tells the assistant buyer that he must use his own judgment, the assistant buyer goes ahead and buys a “special purchase,” from one of the store’s favorite vendors

Frustration in the Menswear Department

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

A successful store buyer, who was promoted through the ranks, was given management responsibility for a different department that had declining sales. The buyer attempted to resurrect the men’s suits department and raise the sales and profit. He even met with industry and store colleagues to try to determine what could be the cause of the poor sales, to no avail. Yearly losses continued and after five years the department had a very high percentage sales loss. The buyer had a serious problem. Man

The Small Store Dilemma

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

A small apparel specialty store selling men’s and women’s fashions in business for fifteen years in a strip shopping area faces strong competition from a national department store entering the store’s local market. They sell many categories of clothing and have a target market of professional men and women in the middle to slightly above average income range and who are fashion conscious. The store gives good customer service and their customers are loyal. Business has been good, but repositionin

The Out of Fashion Inventory Problem

Maryanne Smith Bohlinger
Revised by: Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

An established women’s specialty store opened a new small boutique catering to their upper income market sector of conservative New England women who want exclusive, high-fashion merchandise. The boutique would allow them to try a new merchandising approach to hopefully gain more of a fashion leadership role and draw a higher fashion-oriented customer than their other store. It was immediately successful and quickly the store gained a high fashion image. However, a new buyer discovered a large am

To Brand or Not To Brand

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

A privately-owned traditional downtown department store that has a loyal local following has been in existence for over 125 years. The store continues to do well and is profitable, but the owners want to look at one of their largest volume departments, men’s accessories, from a merchandising perspective to see if changes may be warranted to increase sales. A new buyer has been hired to manage this high-volume department that continuously grows in sales. His boss, the divisional merchandise manage

The Inexperienced Buyer

Judy K. Miler , Nancy J. Rabolt

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

A new buyer has doubts about buying a one-color trend for the season and is uncomfortable committing too much open-to-buy in her six-month merchandise plan which she is about to submit for her department. Last year’s sales figures were not good due to poor weather and she is unsure whether to increase or decrease last year’s numbers for August through January. She has already bought amounts of merchandise far below her budget and is in a good open-to-buy situation. She is worried about being crit

Treadwell’s: The Buyer’s Decision

Judith Everett
Revised by: Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

A past department manager and assistant buyer of children’s sleepwear, who progressed through the ranks with a historical traditional American Southwestern department store chain, has recently been promoted to the buyer of women’s lounge and sleepwear for the company. The CEO of the store met with the buyer after her promotion and stressed the company’s philosophy to enhance the image of the American Southwest, yet be profitable. With this advice, the buyer proceeded to search for and found uniqu

Anthropologie: Display and Store Image

Janice Ellinwood
Revised by: Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

Anthropologie is a very successful American specialty chain store group and lifestyle retailer that caters to a demographic between thirty and forty-five years of age. The target customer is very educated, well-traveled, and suburban. In addition, their customer base grew out of a younger customer that frequented another of the corporation’s retail groups. The store’s success is attributed to the wide merchandise mix and variety of assortment, as well as the store’s unique buying techniques, visu

Faux, Faux Fur

Myles Ethan Lascity

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

Fashion’s use of fur has been contentious for decades. Starting in the 1990s, groups such as the Human Society International and People for the Ethical Treatment of Animals (PETA), led a revolution against using real fur in products through their famed “I’d rather go naked than wear fur” campaign. In 1994, Calvin Klein became the first major fashion designer to go fur-free, after PETA occupied the company’s New York City headquarters. More recently, National Geographic noted a rise in fashion use

The Hiut Denim Company

Clare McTurk

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

Denim has dominated fashion markets for centuries making it one of the most widely used materials in the world. Established in 2012, Hiut Denim Co. is an exciting lifestyle denim brand that manufactures premium British-made jeans. Unlike most fashion brands Hiut Denim focus all their energy on one product “Denim Jeans.” Hiut jeans use the very best raw materials, with handcrafted detailing and artisan processes, and benefit from a unique communication and sustainability strategy, including a free

Planning and Allocation of a Basic Business

Abigail Johnson
Revised by: Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

Alex is an allocator, promoted from a merchandising assistant, for a large jewelry-store chain. She is following her company’s career path, aspiring to reach her eventual goal of planner and buyer. As an allocator of watches she is responsible for forecasting sales, merchandise replenishment, and using ladder plans to track sales and stock keeping units (SKU) by class and brand. Alex has been able to improve the overall watch business; however, one of the key watch brands is not selling well and

A Competitive Dilemma: Advance or Retreat?

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

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

The owner of an established family clothing store in a rural community does well because it is the only store of its kind in the area, He carries a broad assortment of men’s, women’s, and children’s merchandise. Although the store does well, the owner is always looking at how he can improve the business. He was recently notified that a large brand-name chain store may be opening in the community, so he is concerned that the store could possibly be tough competition. The owner decides he needs to

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