1. Merchandise Buying and Handling
Chapter 9
Merchandise Buying and Handling
Retailing, 6th Edition. Copyright ©2005 by South-Western, a division of Thomson Learning. All rights reserved.

2. Learning Objectives
Explain the differences between the four methods of dollar merchandise planning used to determine the proper inventory stock levels needed to begin a merchandise selling period.
Explain how retailers use dollar merchandise control and describe how open-to-buy is used in the retail buying process.
Determine how a retailer determines the makeup of its inventory.

3. Learning Objectives
Describe how a retailer selects proper merchandise sources.
Describe what is involved in the vendor-buyer negotiation process and what terms of the contract can be negotiated.
Discuss the various methods of handling the merchandise once it is received in the store, so as to control shrinkage, including vendor collusion, and theft.

4. Retailing Truism
If a retailer doesn’t have the merchandise, there is nothing to promote and sell.

5. Dollar Merchandise Planning
Merchandise management:
Is the analysis, planning, acquisition, handling, and control of the merchandise investments of a retail operation.
LO 1

6. Dollar Merchandise Planning
Gross margin return on inventory:
Is gross margin divided by average inventory at cost; alternatively it is the gross margin percent multiplied by (net sales divided by average inventory investment).
LO 1

7. Dollar Merchandise Planning
Basic stock method (BSM):
Is a technique for planning dollar inventory investments and allows for a base stock level plus a variable amount of inventory that will increase or decrease at the beginning of each sales period in the same dollar amount as the period’s expected sales.
LO 1

8. Dollar Merchandise Planning
The BSM can be calculated as follows:
Average monthly sales for the season = Total planned sales for the season/Number of months in the season
Average stock for the season = Total planned sales for the season/Estimated inventory turnover rate for the season
Basic stock = Average stock for the season – Average monthly sales for the season
Beginning-of-Month (BOM) = Basic stock + Planned monthly sales
LO 1

9. Dollar Merchandise Planning
Percentage variation method (PVM):
Is a technique for planning dollar inventory investments that assumes that the percentage fluctuations in monthly stock from average stock should be half as great as the percentage fluctuations in monthly sales from average sales.
LO 1

10. Dollar Merchandise Planning
The (PVM) can be calculated as follows:
BOM stock = Average stock for season X ½[1 + (Planned sales for the month/Average monthly sales)]
LO 1

11. Dollar Merchandise Planning
Weeks’ supply method (WSM):
Is a technique for planning dollar inventory investments that states that the inventory level should be set equal to a predetermined number of weeks’ supply, which is directly related to the desired rate of stock turnover.
LO 1

12. Dollar Merchandise Planning
The WSM can be calculated as follows:
Number of weeks to be stocked = Number of weeks in the period/Stock turnover rate for the period
Average weekly sales = Estimated total sales for the period/Number of weeks in the period
BOM stock = Average weekly sales X Number of weeks to be stocked
LO 1

13. Dollar Merchandise Planning
Stock-to-sales method (SSM):
Is a technique for planning dollar inventory investments where the amount of inventory planned for the beginning of the month is a ratio (obtained from trade associations or the retailer’s historical records) of stock-to-sales.
LO 1

14. Dollar Merchandise Planning
The SSM can be computed as follows:
Average BOM stock-to-sales ratio for the season = Number of months in the season/Desired inventory turnover rate
LO 1

15. Dollar Merchandise Control
Open-to-buy (OTB):
Refers to the dollar amount that a buyer can currently spend on merchandise without exceeding the planned dollar stocks.
LO 2

16. Dollar Merchandise Control: Common Buying Errors
Buying merchandise that is either priced too high or too low for the store’s target market.
Buying the wrong type of merchandise (i.e., too many tops and no skirts) or buying merchandise that is too trendy.
Having too much or too little basic stock on hand.
LO 2

17. Dollar Merchandise Control: Common Buying Errors
Buying from too many vendors.
Failing to identify the season’s hot items early enough in the season.
Failing to let the vendor assist the buyer by adding new items and/or new colors to the mix. (All too often, the original order is merely repeated, resulting in a limited selection.)
LO 2

18. Inventory Planning Merchandise line:
Is a group of products that are closely related because they are intended for the same end use (all televisions); are sold to the same customer group (junior miss clothing); or fall within a given price range (budget women’s wear).
LO 3

19. Dimensions of and Constrains on Optimal Merchandising Mix
Exhibit 9.1
LO 3

20. Inventory Planning Category management:
Refers to the management of merchandise categories, or lines, rather than individual products, as a strategic business unit.
LO 3

21. Inventory Planning Variety:
Refers to the number of different merchandise lines that the retailer stocks in the store.
LO 3

22. Inventory Planning Breadth (or assortment):
The number of merchandise brands that are found in a merchandise line.
LO 3

23. Inventory Planning Battle of the brands:
Occurs when retailers have their own products competing with the manufacturer’s products for shelf space and control over display location.
LO 3

24. Battle of the Brands
Private branding in retailing is creating a situation in which many “third-tier” brands are beginning to be squeezed out of the market, thus leaving only the leading national brand and the retailer’s private label brand. Here Albertson’s has strategically located its private brand to the right of the national brand.
LO 3

25. Inventory Planning Depth:
Is the average number of stock-keeping units within each brand of the merchandise line.
LO 3

26. Inventory Planning Consignment:
Is when the vendor retails the ownership of the goods and usually establishes the selling price; it is paid only when the goods are sold by the retailer.
LO 3

27. Inventory Planning Extra dating:
Is when the vendor allows the retailer extra time before payment is due for goods.
LO 3

28. Inventory Mgmt for a Retailer Selling a Basic Stock Item
Exhibit 9.2
LO 3

29. Inventory Mgmt for a Retailer Selling a Seasonal Item
Exhibit 9.3
LO 3

30. Managing the Inventory
Successful retailers, such as Lane Bryant, realize that a third of all women now wear a size larger than 14. As a result they disregarded past sales records and now offer large selections of plus sizes featuring the latest looks, including the same designer-made fitted dresses and coats worn by fashion models.
LO 3

31. Managing the Inventory
Predicting future sales for toys is always difficult. During the 1996 Christmas season many retailers were caught by surprise when Rosie O’Donnell featured Tickle Me Elmo on her television show just before Thanksgiving.
LO 3

32. Blockbuster Conflict Solution
To minimize out-of-stock situations, Blockbuster developed a revenue sharing agreement with suppliers to reduce the average cost of each video from $80 to $8.
LO 3

33. Two-Seasons Vendor Profitability Analysis
Exhibit 9.4
LO 4

34. Selection of Merchandising Sources
Vendor profitability analysis statement:
Is a tool used to evaluate vendors and shows all purchases made the prior year, the discount granted, the transportation charges paid, the original markup, markdowns, and finally the-season-ending gross margin on that vendor’s merchandise.
LO 4

35. Selection of Merchandising Sources
Confidential vendor analysis:
Is identical to the vendor profitability analysis but also provides a three-year financial summary as well as the names, titles, and negotiating points of all the vendor’s sales staff.
LO 4

36. Confidential Vendor Analysis
Exhibit Sample
LO 4

37. Selection of Merchandising Sources
Class A vendors
Are those from whom the retailer purchases large and profitable amounts of merchandise.
Class B vendors
Are those that generate satisfactory sales and profits for the retailer.
Class C vendors
Are those that carry outstanding merchandise lines but do not currently sell to the retailer.
Class D vendors
Are those from whom the retailer purchases small quantities of goods on an irregular basis.
Class E vendors
Are those with whom the retailer has had an unfavorable experience.
LO 4

38. Vendor Negotiations Negotiation:
Is the process of finding mutually satisfying solutions when the retail buyer and vendor have conflicting objectives.
LO 5

39. Vendor Negotiations Trade discount:
Is also referred to as a functional discount and is a form of compensation that the buyer may receive for performing certain wholesaling or retailing services for the manufacturer.
LO 5

40. Vendor Negotiations Quantity discount:
Is a price reduction offered as an inducement to purchase large quantities of merchandise.
LO 5

41. Trade Discount
Often expressed in a chain, or series, such as “list less ” The computations would look like this:
List price $1,000
Less 40%
600
Less 20%
480
Less 10%
Purchase price $432
LO 5

42. Vendor Negotiations Noncumulative quantity discount:
Is a discount based on a single purchase.
LO 5

43. Vendor Negotiations Cumulative quantity discount:
Is a discount based on the total amount purchased over a period of time.
LO 5

44. Vendor Negotiations Free merchandise:
Is a discount whereby merchandise is offered in lieu of price concessions.
LO 5

45. Quantity Discount
For an example of how a quantity discount works, consider the following schedule:
Order Quantity Discount from List Price
1 to %
1,000 to 9,999 5%
10,000 to 24,999 8%
25,000 to 49, %
LO 5

46. Vendor Negotiations Promotional discount:
Is a discount provided for the retailer performing an advertising or promotional service for the manufacturer.
LO 5

47. Vendor Negotiations Seasonal discount:
Is a discount provided to retailers if they purchase and take delivery of merchandise in the off season.
LO 5

48. Vendor Negotiations Cash discount:
Is a discount offered to the retailer for the prompt payment of bills.
LO 5

49. Vendor Negotiations End-of-month (EOM) dating:
Allows the retailer to take a cash discount and the full payment period to begin on the first day of the following month instead of on the invoice date.
LO 5

50. Vendor Negotiations Middle-of-month (MOM) dating:
Allows the retailer to take a cash discount and the full payment period to begin on the middle of the month.
LO 5

51. Vendor Negotiations Receipt of goods (ROG) dating:
Allows the retailer to take a cash discount and the full payment period to begin when the goods are received by the retailer.
LO 5

52. Vendor Negotiations Extra dating (Ex):
Allows the retailer extra or interest-free days before the period of payment begins.
LO 5

53. Vendor Negotiations Anticipation:
Allows the retailer to pay the invoice in advance of the end of the cash discount period and earn an extra discount.
LO 5

54. Vendor Negotiations Free on board (FOB) factory:
Is a method of charging for transportation where the buyer assumes title to the goods at the factory and pays all transportation costs for the vendor’s factory.
LO 5

55. Vendor Negotiations Free on board (FOB) shipping point:
Is a method of charging for transportation in which the vendor pays for transportation to a local shipping point where the buyer assumes title and then pays all further transportation costs.
LO 5

56. Vendor Negotiations Free on board (FOB) destination:
Is a method of charging for transportation in which the vendor pays for all transportation costs and the buyer takes title on delivery.
LO 5

57. In-store Merchandise Handling
Shrinkage:
Is the loss of merchandise due to theft, loss, damage, or bookkeeping errors.
LO 6

58. In-store Merchandise Handling
Vendor collusion:
Occurs when an employee of one of the retailer’s vendors steals merchandise as it is delivered to the retailer.
LO 6

59. In-store Merchandise Handling
Employee theft:
Occurs when employees of the retailer steal merchandise where they work.
LO 6

60. In-store Merchandise Handling
Customer theft:
Is also known as shoplifting and occurs when customers or individuals disguised as customers steal merchandise from the retailer’s store.
LO 6

61. 5 of the 50 Tricks for Bartenders
Exhibit Sample
LO 6

62. Additional Slides

63. Dollar Merchandise Planning
Basic
Stock
Method
Percentage
Variation
Method
Weeks’
Supply
Method
Stock-to-
Sale
Method
LO 1

64. Inventory Planning Optimal Merchandise Mix Constraining Factors
Managing the Inventory
Conflicts in
Unit Stock
Planning
LO 3

65. Inventory Planning Identify Attributes Identify Levels Allocate
Dollars or
Units
LO 3