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Merchandise Management
Session: 11
Prof: Yasmin
Retail Merchandising is the process of developing, securing, pricing,
supporting and communicating the retailer’s merchandise offering.
It means offering the right product at the right
time at the right price with the right appeal!!
2Yasmin
Stages in Merchandising
Yasmin 3
Category Management
• Category management is a concept in which the range of products purchased by a business organization or sold by a retailer is broken down into discrete groups of similar or related products; these groups are known as product categories (examples of grocery categories might be: tinned fish, washing detergent, toothpastes).
Category Management
• It is a systematic, disciplined approach to managing a product category as a strategic business unit
• Each category is run as a "mini business" (business unit) in its own right, with its own set of turnover and/or profitability targets and strategies
Category Management
• A ‘category’ is a distinct, manageable group of products or services that consumers perceive to be inter-related and\or substitutable
• The aim of category management are to:– Satisfy the consumer– Grow the category
Category Management
• Category is an assortment of items which the consumer may perceive as substitute for each other
• The merchandise is priced and promoted to appeal to a similar target market and the price promotion are timed for the same period
Category Management
Yasmin 8
Category Management
• Category management looks at answering a series of questions.
• Issues that need to be addressed include – What items should be carried, in what quantities, at what prices, in which stores, where in the store, how much shelf space should be allocated, what level of advertising is required and so on
Category Management Process• Category definition
• Role of category
• Category assessment
• Category scorecard (GMROI)
• Category strategies– Demand-chain strategy– Supply-chain strategy
• Category tactics
• Implementation
Role of Category
• Routine categories: products used by the customers on a regular basis
• Convenience categories: more conveniently purchased by customers from their neighborhood retail outlets
• Seasonal Categories: products that are bought occasionally
• Destinations Categories: are used by the retailers to position themselves as the preferred stores of customers through their superior service and better value offering
11Yasmin
Setting Objective for the Merchandise Plan
1. Defining the target market
2. Establishing performance goal &
3. Deciding on the basis of general trends in the marketplace, which merchandise classification deserves more or less emphasis
Buyers & Merchandise Planner’s Approach
• Study their categories past performance
• Look at trends in the market
• Based on market trends, try to project the assortments for merchandise categories for the coming seasons
The considerations for Merchandise Plans
Marketing Consideration
Store format, environment, retail proposition, trends in fashion, potential buyer base.
Merchandise strategy options
Availability of stock based on assortment profile, quality, specific choice, seasonal requirements, estimated cost, promotional agreement
Type of customer base Items, range of purchase, time period (season) average transaction value for various products, frequency of visits and purchases
Financial plans Projections of profitability and sales, stock taking (investment and return), terms of contract and payment, corporate objectives and pricing strategies
Merchandise assortment search
Merchandise must meet the following criteria: desired range, cost, price-offer, brand policy, be available, delivery, stockholding needs and financial returns
Setting Objective for the Merchandise Plan
• GMROI
• Return on assets= net profit/ net sale * net sales/ total assets= net profit/ total assets
• Gross margin return on inventory investment = gross margin/ average inventory
• Where average inventory is taken at cost
Merchandise in Motion
• Eg. Jeans are delivered to the store through the loading dock in the back, spend sometime in the store on the racks, and then are sold and go out from the front door.
• The faster this process takes place the higher the inventory turnover will be
Advantages of high inventory turnover
• Less risk of obsolescence & markdowns
• Improved sales person morale
• More money for market opportunity
• Decreased operating expenses
• Increased asset turnover
Disadvantages of too high inventory turnover
• Lowered sales volume
• Increased cost of goods sold
• Increased operating expenses
Developing Merchandise Plans
The Traditional Product Life Cycle
Total
Retail
Sales
Time
Introduction
Growth
Maturity
Decline
19Yasmin
Developing Merchandise Plans
Strategy
Variable Introduction
Growth Maturity Decline
Life Cycle Stage
Target High - income Middle-income Mass market Low-income
Market Innovators adaptors and laggardsGood or One basic Some variety Greater
Less
Service offering variety variety
Distribution Limited or More More Fewer
Intensity extensive retailers retailers retailers Price Penetration Wide range Lower prices Lower prices
or skimming
Promotion Informative Persuasive Competitive Limited
Supplier Monopoly Oligopoly Competition Oligopoly
Structure oligopoly competition
Variations on the Category Life Cycle
• Fad: is a merchandise category that generates a lot of sales for a relatively short time often less than a season
• Fashion: fashion is a category that typically lasts several seasons and sales can vary dramatically from one season to the next
Yasmin 21
Fad - Merchandising
Yasmin 22
Variations on the Category Life Cycle
• Staple Merchandise: items in this category are in demand over an extended period
• Seasonal Merchandise
Yasmin 23
Develop sales forecast
• Sources of information for category-level forecasts– Previous sales volume– Published sources customer information
• Want book• Depth interview• Focus group• Shop competition
– Vendors & resident buying officers
Steps In The Retail Merchandising Process
1. Develop the merchandise mix and establish the merchandise budget.
2. Build the logistic system for procuring the merchandise mix.
3. Price the merchandise offering.4. Organize the customer support service and
manage the personal selling effort.5. Create the retailer’s advertising, sales
incentive and publicity programs.
25Yasmin
Assortment Planning Process
• The decision of merchandise assortment depends on the availability of store space & the financial budget of the retailer.
• Establishing a trade-off between variety, assortment & product availability is the most challenging task of a retailer.
26Yasmin
Assortment Planning Process
• Variety
• Assortment
• Product availability
• Assortment planning for service retailers
• Trade offs between variety, assortment and product availability
Assortment Planning
Yasmin 28
Assortment Planning Process- Line Planning
Yasmin 29
Influencing Factors
Yasmin 30
THE COMPONENTS OF THE MERCHANDISE MIX
Merchandise Variety (no. of product lines)
Merchandise Assortment (no. of product items)
Merchandise Support
(no. of product units)
31Yasmin
Planning Merchandise Variety Involves Planning And
Controlling Product Lines
Retailers use MANY factors to evaluate product lines!!
32Yasmin
PLANNING MERCHANDISE ASSORTMENT AND SUPPORTMust organize the merchandise mix as to
the number of different product lines carriedMust decide on:
BrandsSizesColorsMaterialStylesPrice points
33Yasmin
PLANNING MERCHANDISE ASSORTMENT AND SUPPORT
Goal is to ensure that product choice meets targeted consumer needs
Must carefully plan the number of units to have on hand to meet the expected sales for the brand, size, color combinations
Must develop merchandise lists1. Basic Stock List (staple items)2. Model Stock List (fashion items)3. Never Out List (key items and best sellers)
34Yasmin
CONTROLLING MERCHANDISE ASSORTMENT AND SUPPORT
• Involves monitoring and adjusting the types of product lines that are added and dropped from the merchandise mix
• Two widely used methods to control assortment and support:
1. Inventory turnover: rate at which the retailer depletes and replenishes stock
2. Open-to-buy:amount of new merchandise a retailer can buy during a specific time period without exceeding planned purchases for the period
35Yasmin
Merchandise Mix StrategiesDifferent optimal variety and assortment
strategies possible!!• Narrow Variety/Shallow Assortment
Vending machinesNewsstandsDoor-to-door
• Wide Variety/Shallow AssortmentVariety StoresGeneral StoresDiscount Stores
• Narrow Variety/Deep AssortmentSpecialty Stores
• Wide Variety/Deep AssortmentFull-line Department Stores
36Yasmin
Product Mix trends
• Retailers need to develop an innovative product mix strategy, that suits the needs of the unsatisfied customers.
• Two emerging trends are-
1. Shotgun Merchandising
2. Rifle Merchandising
37Yasmin
Shotgun Merchandising
• It involves expansion of the merchandise being offered in the store in order to satisfy the increasing needs of the consumers
• Retailer attempts to increase his market share by catering to different sub markets and trying to fulfill the specific needs of various individual target customers
Yasmin 38
Rifle Merchandising
• Aimed at targeting merchandise at a select group of customers
• The store carries a very limited number of product lines, but a large assortment is made available in each product line
• Uses penetration strategy
Yasmin 39
Buying
Yasmin 40
Buying Process
Yasmin 41
Arrangement and Displays
Yasmin 42
Effective use of displays
Yasmin 43
Space Management
Yasmin 44
Factors for space allocation
Yasmin 45
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