Merchandise buying and management / John Donnellan.

Format:

Book

Author/Creator:

Donnellan, John.

Contributor:

Louis A. Duhring Fund.

Language:

English

Subjects (All):

Purchasing.

Merchandising.

Physical Description:

xx, 490 pages : illustrations ; 24 cm

Edition:

Third edition.

Other Title:

Merchandise buying & management

Place of Publication:

New York : Fairchild Publications, [2007]

Summary:

This comprehensive text covers the principles of retail merchandising from the dual perspectives of retail buying and the management of inventories at store level. The author, an educator and merchant with over 20 years' experience in the department and specialty store industry, offers a contemporary approach to buying and merchandise management from both quantitative and qualitative perspectives, with a strong integration of the two.

Instructor's Guide provides objectives, course outlines, tests, assignments, projects, and teaching suggestions.

Contents:

pt. 1. The structure of the retail industry

1. Retail merchandising

The marketing channel

Streamlining distribution

Vertical integration

Retail organizational structures

The separation of buying and selling

Line and staff functions

Retail merchandising

Corporate and field functions

Corporate-level merchandising functions

Store-level merchandising functions

Qualifications for merchandising positions

Summary points

Key terms and concepts

Thinking about it

Teaming up

Searching the Net

2. Retailing formats

Department and specialty stores

The status of department stores

Hard-to-classify stores

Discounting

Types of discounters

Other retailing formats

Franchises and lease departments

Dying breeds

Nonstore retailers

Direct selling

Catalog retailing

Electronic retailing

Online retailing

3. Retail locations

Unplanned shopping districts

Planned shopping centers

Strips and malls

Other types of shopping centers

Survival of the fittest

The mix of stores in a shopping center

4. Retail growth and expansion

Centralization

The advantages of centralization

Retail ownership

Chains and conglomerates

Retail growth and expansion

Acquisitions

Diversification

Opportunities for small stores

Bankruptcy

International retailing

Foreign growth opportunities

Foreign expansion strategies

5. Communicating with consumers

Retailers and their customers

Market segmentation

Micromerchandising

Other types of segmentation

Communicating with customers

Sales promotion

Types of retail advertising

Personal selling

Loyalty programs and database retailing

pt. 2. The development and distribution of consumer products

6. Fashion merchandising

Fashion and trends

Trends

The fashion life cycle

Fads and classics

The trickle theories

The basic-fashion continuum

Transforming basics into fashion

Fashion influence

The fashion industry

7. Brands and private labels

Branded merchandise

Brand positioning

Brand-driven purchases

Brands and retail stores

Brand extension and licensing

Private labels

Positioning private labels

The pros and cons of private labels

Private labels as brands

8. Merchandise resources

Manufacturers

Direct sales forces

Manufacturers' sales representatives

Wholesalers

Imports

The downside of imports

Markets

Trade shows

Trade show sponsors

Resident buying offices

Types of buying offices

pt. 3. The financial aspects of merchandising

9. Measures of productivity

Productivity

Turnover

Computing turnover

High versus low turnover

Why high turnover is more desirable than low turnover

Turnover by category of merchandise

Stock-to-sales ratios

Stock-to-sales ratio variations

Sales per square foot

Space allocation

Space management

Solving problems

10. Merchandising accounting

Cash flow

Balance sheets

Financial ratios

Income statements

Income statement components

Component percentages

Gross margin return on investment (GMROI)

Using Excel

11. Inventory valuation

Inventory values

Overage and shortage

Physical inventory

The fiscal impact of shortage

Shortage control

Point-of-sale systems

LIFO and FIFO

pt. 4. Pricing, planning, and purchasing retail inventories

12. Retail pricing

Markup

Types of markup

Markdowns

Types of markdowns

Clearance merchandise

Slow sellers

Maintained markup

Tactical price changes

Managing markdowns

Establishing an initial markup

Factors that drive initial markup

Calculating an initial markup percentage

Computing an initial retail price

Promotional pricing

Everyday low pricing

Deceptive pricing

Resale price maintenance

Pricing : a science and an art

13. Planning sales and inventory

Types of plans

The 4-5-4 planning calendar

Planning structures

Planning sales

Planning inventory

Open to buy

Assortment planning

Trends in planning

Planning information

Other information sources

Dolan's Department Store

A history of Dolan's Department Store

The Dolan's project

Dolan's appendix A

Dolan's appendix B

Dolan's appendix C

14. Purchase terms

Purchase orders

Discounts

Dating

Computing discounts

The long-term impact of discounts

Transportation

Transportation terms

Transportation arrangements

Distribution centers

Vendor partnerships

Floor-ready merchandise

Markdown allowances

Promotional support

Electronic data interchange

The vendor matrix

Vendor relations

pt. 5. Merchandise control and presentation

15. Merchandising controls and report analysis

Control standards

Deviations

Control objectivity

Control intervals

Control levels

Reports

Exception reports

Report formats and analysis

Turnover report

Annual review of merchandising statistics

Stock-to-sales ratio report

Inventory position and sales

Sales and stock-to-sales ratios

Vendor sales report

Sales by category

Style status report

16. Store layout and merchandise presentation

Store planning and design

Visual merchandising

Layout

Manny's Men's Shop

Fixtures

Vendor fixtures

Merchandise presentation

Signs

Glossary

Endnotes

Company index

Subject index.

Notes:

Includes bibliographical references and indexes.

Local Notes:

Acquired for the Penn Libraries with assistance from the Louis A. Duhring Fund.

ISBN:

9781563675218

1563675218

OCLC:

137753860