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UNIT 3
MERCHANDISE PLANNING
MERCHANDISE PLANNING
RETAIL MARKETING
Concept
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Merchandising can be termed as planning, buying & selling of merchandise . Challenging function- Goods well bought are half sold.
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Merchandise Mgt can be termed as Analyse customer Planning of merchandise to be sold Acquisition of merchandise
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Size of organisation
merchandising function
Merchandise to be carried
Types of stores
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Role & Responsibilities 1) Planningfor merchandise needs , not involved in buying Estimating consumer demand & impact of changes in retail envt, Sales forecast - budgets
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3) Coordinating
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The buyer : Role & Responsibilities Select & order merchandise to be sold May be responsible for buying for a dept, an entire store,or a chain of stores Buyer should maintain a balanced inventory
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UNIT 3 MERCHANDISEPLANNING
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Buying for a single / independent storeOne person owner & manager Thorough understanding of buying process Typically role of buyer is created
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Writing orders
Handling special orders Making decisions on merchandise returns Remerchandising the store
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Buying for a chain store or a chain of department store Operation is larger than independent store Merchandising in chain store is characterized into-
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Overbuying or underbuying
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Buying for non store retailerBuying merchandise will vary from that of store retailer Clear understanding of product consumers buy on net Uniqueness of product & competitive price
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UNIT 3
MERCHANDISE PLANNING
RETAIL MARKETING
Introduction -
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Merchandise planning is defined as planning & control of merchandise inventory of the retail firm in a manner which balances between the expectations of the target customer & the strategy of the firm
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S T R A T E G Y
Merchandise Strategy
Sourcing: Make or buy Allocation Performance Vendor identify of merchandise monitoring & Negotiations to stores evaluation Placing the order
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PROCESS OF MERCHANDISE PLANNING Stage 1 - Developing the sales forecast Stage 2 Determining the merchandise requirement Stage 3 Merchandise control- to open to buy Stage 4 Assortment Planning
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Stage 1 - Developing the sales forecast Predicting future sales Helps in determining inventory needs How much of each product needs to be purchased ? Should new product be added to merchandise assortment ? What price should be charged for the product ?
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Process of developing sales forecast Review past sales Analyzing the changes in economic conditions Sales potential demographic changes
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Stage 2 Determining the merchandise requirement Planning in merchandise is at two levels creation of merchandise budget assortment plan Two methods of developing merchandise plan
Bottom up planning
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Top down planning top mgt works on sales plan & this plan is passed on to merchandising team
Bottom up planning individual dept managers work on estimated sales projections & then added up to arrive at total sales fig.
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Merchandise budget usually comprise of five parts 1 sales plan , how much of each product needs to be sold dept wise Div wise stock wise 2- stock support plan , how much stock is needed to achieve sales
3 planned reductions which may need in case product does not sell
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Additives/ pickles
Personal hygiene products Cooking aids like ready pastes Necessities like Dal, sugar, salt,oil Soft drinks
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Merchandise Hierarchy
company
Dept
Merchandise classification
SKU
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various categories in of product in every Dept. Eg ready to eat Dept biscuits, chips ,wafers, branded snacks like Haldirams Sub Category level Within chips & wafers salted wafers, branded wafers, flavored wafers Style /pack/pricePack- 100 gm Price fixed by retailer
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Good inventory control is critical to ensuring an adequate level of stock is on hand for the amount of sales being generated Having too much inventory ,wrong inventory can slow cash flow & reduce profits with too many
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IF retailer under buys & miss sales opportunities then retailer is not making the potential profit
A retailer can be sure to stock the right amount of right product at the right time by using OPEN TO BUY It can be calculated in units or in dollars OTB is essentially a difference between how much inventory is needed & how much is actually available This includes Inventory on hand In transit & Any outstanding orders
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Stage 4 Assortment Planning Assortment Planning is both extremely important and challenging for retailers.
Assortment means combination of all products made available in a store. And a set of products offered within a product category Products share similar product categories
Assortment planning involves determining quantities of each product that should be purchased
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