Chapter 14. Developing Merchandise Plans. Dr. Pointer’s Notes. Chapter Objectives. To demonstrate the importance of a sound merchandising philosophy To study various buying organization formats and the processes they use
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Developing Merchandise Plans
Dr. Pointer’s Notes
Activities involved in acquiring particular goods and/or services and making them available at the places, times, and prices and in the quantity that enable a retailer to reach its goals.
Two different philosophies
To capitalize on opportunities, retailers adjusts shelf-space allocations to respond to customer and other differences among local markets. What is on the shelves in Houston, Tx maybe different from what is on the shelves in other markets
Another way to capitalize on opportunities is for Retailers to carry complementary goods and services to encourage shoppers to buy more. This is the reason apparel stores stock accessories. Similar to scramble merchandising.
Level of Formality
Degree of Centralization
Resident buying office
Store Management Track
Total Retail Sales
(dealer or store)
Priced 20-30% lower than manufacturers products
80% of consumers buy them
Many retailers sales are heavily done in private label products
Research shows that consumers feel that private label quality is just as good as branded
Premium private brands are now emerging
Battle of the brands are in progressPrivate Label Brands