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Manufacturing (production)
People responsible for purchasing may be called purchasing managers, industrial buyers, or procurement managers
Master production schedule – includes an analysis of when to make the purchases in factory so supplies are available to meet production schedule
Buying Process (cont.) What is a bill of materials? The total of all
materials needed to make a product
As a buyer you would be in charge of this for a factory
Wholesalers Purchase goods from a manufacturer/producer
and then resell them typically to retailers Levis Manufacturing – Wholesaler – JcPenneys
(retailer) Wholesaler stores jeans then when retailer
needs them they send them what they need (saves manufacturer storage and time by not having to deal with 100’s of retailers who sell their products)
Retailers Buy the products from manufacturer or
wholesaler and resell them in stores to the customer– Abercrombie– Wal-Mart– Kroger
Purchasing Items for a business
1. Do research and gather data on who has best merchandise for the price.
2. Open to buy – the amount of money left over for buying goods after all purchases are received and on-orders have been considered.
P – (goods received + goods ordered) = OTB
3. How do you select buyers?
Based on production capabilities – do they have the ability to fill your order, are not sweatshops, and have a good reputation
Past experiences – Products have been on-time, returns are low, have good quality
Selecting buyers (continued)
Special buying arrangements – – Consignment buying: Goods are paid for
after they are purchased by final customer
– Memorandum buying – supplier will take back any unsold goods by a certain date
Special Services – UPC Codes on products, boxes have bar codes, good return policy
Centralized Buying Buying for all branches in a chain
store operation– All buyers buy for a department or part of a
department Examples: JcPenneys has buyers for different
departments for all of their stores– Shoe department buyers– Women’s clothing buyers– Men’s clothing buyers– Houseware buyers
Decentralized Buying When local store managers or their
designated buyers are authorized to make special purchases for their individual store– Example: Wal-Mart selling SHS, PC, and
SWHS merchandise (only targeted in this area)
– Selling fish heads in Japan in Wal-Mart
Resident Buyers Are retailer’s representatives in a
central market– Examples would be:
Buyers Market in Atlanta, Georgia (largest in USA)
New York City’s Garment District – apparel Paris – fashion and jewelry market
Buyers for Government Markets
Government units – buyers for government markets
Government markets make up one of the largest single markets for retail goods and services– Examples of gov. units are: Federal Aviation
Administration– Department of Sanitation– Public Library
Institution buyers Buy for non-profit organizations such
as:– Schools – Colleges– Hospitals– Churches
Stock Handling (process)
Merchandise ordered by a store is:
Received (Dock area – where orders are received)
Checked Marked with selling price before its
transferred to sales area.
Receiving merchandise
Merchandise received is recorded in a receiving record or log
Receiving record – describes the goods received by a business
Checking merchandise Process
Blind Check method – write description, QTY, and record on a blank form – compare with invoice (used when merchandise needs to go out on the sales floor and the invoice has not been received)
Direct check method – merchandise is checked directly against the invoice
Checking merchandise Spot check method – random check of
items in a shipment (canned goods, paper products, pharmaceuticals)
Quality check method – inspect workmanship and characteristics of merchandise (high quality items, jewelry, cars)
Marking Merchandise Source marking – the seller or
manufacturer marks the price before delivering the merchandise to the retailer
Pre-retailing, pricing info. is marked in advance on purchase order
Transferring merchandise
Once merchandise is received, checked and marked – it is transferred to different departments within the business
Types of Inventory Keeping track of merchandise on a
continual basis is perpetual inventory– Through computers (inventory taken out of
stock when scanned) Doing a physical count of merchandise
is called physical inventory– People physically count all inventory in
store (what missing is inventory shrinkage)
Storage of products Cold Storage – where you have to
keep products cold such as fruits, vegetables, and frozen products
Commodity Storage – Used primarily for agricultural products such as tobacco and grains
Bulk Storage – keep products in bulk form such as oil and chemicals
Types of Warehouses Private warehouse – built to meet the
needs of the owner (building a warehouse for your store’s inventory)
Public warehouse – offers storage to individuals or companies (rent a space in a warehouse to store your business items)
Types of warehouses (cont.)
Distribution centers – designed to speed deliveries to a retail store (Wal-Mart Distribution Center in London)
Bonded Warehouse – either public or private store products that require payment of a federal tax.– Save money because only pay taxes
when products are taken out of warehouse
Distribution The path that a product takes from
producer or manufacturer to final user. Rack jobbers – manage inventory and
merchandising for retailers ex. Pepsi Direct distribution – no intermediaries Indirect distribution – involves 1 or
more intermediaries (wholesaler, agent, etc.)
Manufacturer/Producer Makes the product – TTAI, Sharpe
Houseboats
Wholesaler
Buys the product(s) from the manufacturer and stores it then resells to retailer
Retailer Sells products to the customer: Wal-
Mart, Kroger, Walgreens
Agent Do not own the goods they sell – just
bring a buyer and seller together– Real estate– Stock broker– Travel agent
Types of distribution Exclusive distribution – protected territories for
distribution for a product Honda dealership, McDonalds, etc.
Selective distribution – a limited number of outlets can sell the product (maintain an image) – Ralph Lauren, Liz Claiborne, etc.
Intensive distribution – using all suitable outlets to sell a product (supermarkets, drugstores, retailers, etc.)– Detergent, cat food, food products