Full Figure Bras

AMANDA BECKMEYER
ASSISTANT BUYER INTERN, LINGERIE
SUMMER 2015

Current Full Figure Bra Business

Sales*
STD: $12,528
Plan STD: $12,110
LY: $12,714
Markdowns*
$294, 2.3% of sales
Plan $296
LY $332
Turn
June 3.9
Plan 4.2
LY 4.2

* STD as of 6/30/15

Current Wirefree Business

SALES $

% TO TTL REG SALES

SALES
QTY
MD %

RCPT IMU
%
GM % RCPT QTY

AUR

SINGLE WIREFREE BRAS

$2,016,685

83.68%

274,583

2.22% 59.03% 279,031

59.92%

$7.47

2 PACK WIREFREE BRAS

$393,445

16.32%

36,726

0.53% 53.62%

32,960

53.87%

$10.71

$2,410,130

100.00%

311,309

1.94% 58.15% 311,991

58.94%

$7.81

1,405,835 2.42% 56.44% 1,508,295 57.16%

$9.19

TOTAL WIREFREE

TOTAL FULL FIGURE BRAS $13,857,828

17.39%

Single wirefree bra business is 84%

National bras brands that customers trust
2 Pack wirefree bra business is 16%
All secondary vendors, mostly Delta Burke and
Kathy Ireland

Expand the Single Wirefree Bra Assortment

SALES $

% TO TTL
SALES

UNLINED
WIREFREE

$1,135,422

11.6%

156,972

2.10%

59.12%

166,776

59.96%

$7.13

PADDED WIRE
FREE

$881,263

9.0%

110,319

2.37%

58.92%

112,255

59.87%

$7.98

21%

267,291

2.22%

59.03%

279,031

59.92%

$7.47

100.0%

1,153,207

2.63%

56.47% 1,245,487

57.59%

$8.34

TOTAL WIREFREE $2,016,685

TOTAL FULL
FIGURE WITHOUT
2PACKS
$9,758,206

REG SALES
QTY

MD %

GM % RCPT QTY RCPT IMU %

AUR

Low markdown %
High gross margin%
Resulting in a high gross profit

Evolution of Wirefree

Better fabrication
More comfort
More support
High value

Competitor Analysis

WIREFREE
BRAS

COMPETITORS*

% WIREFREE
TOTAL BRAS TO TOTAL Ross 20.65% vs.

Lane Bryant

28

114

24.56%

Macy's

124

394

31.47%

Kohls

126

324

38.89%

JCPenny

112

262

42.75%

Target

48

152

31.58%

CompeWtor Average

438

1246

35.15%

Ross's Sales

$2,016,685.00 $9,758,206.00 20.67%

* Based on counting competitors store fixtures

Competitor Average
35.65%

Expand volume to match

competitors

Volume Growth
21%

Sales $9,758,206

GM $5,510,650

GM 56.47%

30%

Sales $10,668,983

GM $6,048,240

GM 56.69%

35%

Sales $11,156,893

GM $6,336,248

GM 56.79%

40%

Sales $11,644,803

GM $6,624,255

GM 56.89%

Total full figure business

with increase in single
wirefree bra business
Increase volume to 35%
+Sales$: 1,398,687
+GM$: 825,628
+.32 basis points

Plan to Achieve

Step 1

Focus on styles that match the

competitors single wirefree bra
assortment

Step 2

Increase upfront business with Bali

Step 3

Expand single wirefree bra business

with other national brands

Match the Competitors Assortment

Rosss Assortment
Beauty by Bali B488

Competitors Assortment
Olga To A Tee GM0451A

Playtex Play it Up m410

Playtex Secrets 4707

Vanity Fair 5304383

Vanity Fair 71380

Increase Upfront Business with Bali

VENDOR
BALI
BALI UPFRONT
TOTAL WIREFEE SALES

SALES $

% TO TOTAL

$1,217,595

60.37%

$21,859

1.08%

$2,016,745

100.00%

Current close-out business with Bali: 60.37%

Bali upfront only 1.08%
Build upfront business
Develop desired styles and colors

Expand Business with National Brands

ACTUAL WIREFREE SALES
SALES $

% TO
TOTAL

$1,217,595

60.37%

HANES BRANDS/JMS

$454,161

22.52%

PLAYTEX APPAREL, INC.

$236,138

11.71%

BALI UPFRONT

$21,859

1.08%

WARNACO INTIMATE APPAREL DIV.

$19,432

0.96%

VANITY FAIR

$17,351

0.86%

VANITY FAIR/PRIVATE LABEL

$15,618

0.77%

TOTAL BRANDS

$2,004,703

99.40%

TOTAL WIREFEE SALES

$2,016,745

100.00%

VENDOR
BALI

12 possible vendors to start or

expand business with
Focus on vendors with valuable
product
Playtex
Olga
Vanity Fair
Develop relationships
Aggressively pursue closeout lists