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Forecasting

Richard Clodfelter

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

Book chapter + STUDIO

forecast,scope of,Buyers typically develop forecasts to answer questions such as these:

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.

Developing Assortment Plans

Richard Clodfelter

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

Book chapter + STUDIO

Buyers want to have enough products to meet customer demand without having to take markdowns because of having excess inventory. Maintaining such a balanced inventory requires skill and experience and takes considerable planning. As a buyer, you must prepare a detailed assortment plan for each item that you will be purchasing. You must also work within the framework established by your merchandise plan because quantity purchases for all items of merchandise must not exceed your dollar plan. Compr

Branding Strategies for Gentle Monster

Ho Jung Choo , Woo Bin Kim

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

Gentle Monster is a South Korean luxury eyewear brand that launched in 2011. This relatively young brand achieved immediate success owing to its thoughtfully designed stores that are full of artistic inspiration and eyewear products with unique and trendy designs. Gentle Monster uses the physical store as an exhibition space to convey its brand image and not merely for product sales. Each store is designed with its own concept and utilizes various objects and sculptures to turn this selling place

Apparel Retail Assortment and Pricing Strategies During the Second World War

Jennifer M. Mower

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

During the Second World War, the United States government regulated civilian apparel when they froze styles at their spring 1942 levels. It is relatively easy to observe the wartime impact on apparel styles in the slim silhouettes and absence of style details such as cuffs, leg-of-mutton sleeves, and double-breasted jackets. Less transparent may be how the war influenced apparel retailers’ merchandise assortment and pricing strategies. Using archival records from the National Archive, specificall

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

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

Stitch Fix’s Algorithm-Based Business Model

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

Stitch Fix is an e-commerce, customizable clothing service that sends a box of five items, labelled by the company as a “Fix,” to customers. The items selected are based on company recommendations derived from data driven algorithms. Their two million clients want convenience, but also want to discover new clothing that fits both their individual bodies and lifestyles. Upon signing up to Stitch Fix, customers complete a survey to outline their body dimensions and personal preferences. Algorithms

Reading Sales in a Flash

David Loranger

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

Retail managers, including store management and buyers, depend on timely and accurate sales reporting that can be accessed through retailers’ merchandising, customer relationship management (CRM), and point-of-sales (POS) systems as needed—at any time. These reports are usually called “flash sales reports,” since they are a snapshot of the business at a particular moment in time. Although flash sales reports are very detailed, providing information that is drilled down to sales of specific SKUs,

Urban Outfitters

Leslie Davis Burns

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

Urban Outfitters is a lifestyle retailer that offers an eclectic mix of merchandise and experiences in their more than 200 retail stores in the United States, Canada, and Europe. A merchandiser for Urban Outfitters has become aware of a new product category, fair trade artisan baskets, as a possible addition to their offerings. Two cal

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

Epigram

GiHyung Kim , YoungJee Suh

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

Epigram is a men’s casual wear brand that focuses on lifestyle merchandising. Epigram was created based on the approach that fashion items alone do not appeal to customers. With the concept “almost home,” household items are arranged next to clothing to make it possible for customers to shop and feel as if they are in their own home or room. In 2015, Epigram was launched as a lifestyle brand with the themes of “man’s room” and “man’s kitchen” in major department stores in Korea. In its second pop

The Lime-Green Colored Glove

Valerie Wilson Trower

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

A cross-functional collaboration and an exercise in human resource (HR) management, this case explores an example drawn from a UK accessories manufacturer’s business to detail the consequences of the practical difficulties of sampling given a relatively small end-use. The designer for a large specialist supplier was required to determine if she should risk challenging her line manager—one of the owners of the company—and endure the adverse comments of other directors and senior colleagues, by sho

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

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

The Knockoff

Nancy J. Rabolt , Judy K. Miler

Source: Bloomsbury Fashion Business Cases

Level: Introductory

Business case

This case is about the disruption of good buyer/vendor relations. A buyer discovered a branded shirt that became phenomenally successful for the store. Since buyers from other retailers did not show interest in the item, the buyer was able to secure special considerations from the vendor, such as high quality, reorder capability, promotional quantities, and exclusivity in the trading area for a time. Once the higher-priced item ended its run, the buyer approached the vendor to knock off the item

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

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

Home Shopping Dilemma

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

Source: Bloomsbury Fashion Business Cases

Level: Intermediate

Business case

This case challenges students to take the role of a fashion buyer for a television home shopping network which airs in the early evening. The basic demographic profile of the target market is given and after research of what sells best on TV, the buyer has selected three women’s fashion merchandise options that could be purchased for the last 15 minutes of the program. She now has to determine and select which of the three particular merchandise items is the best for her to purchase and sell on t

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

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