Merchandise Procurement

Merchandise Purchasing All the activities that are required for establishing a

successful relationship with various vendors Once the merchandise has been purchased, it should

be brought safely into the store and placed on the shelves for sale.

Merchandise handling Getting the merchandise physically into the store and

taking care of it till it is sold As the same vendor may supply the merchandise to

a retailer over a period of time, a relationship is bound to develop between the vendor and the retailer

More number of transactions between retailers and various vendors across the globe, more number of legal and ethical issues

Branding Strategies

An optimum mix of manufacturers' brands and private brands to be offered at the store Manufacturers' brands

These brands are produced and controlled by the manufacturer

Licensed brands Private brands

In-store brands, are products that are produced and marketed by retailers

Private Label Brands Factors - enable major manufacturers' brands

to dominate the market and keep other new entrants at bay The major manufacturers have developed high

entry barriers through their strong distribution channels

Older brand names have better brand recall than the newer ones. It is difficult for new entrants to build such strong brands because of the fragmented media and cost involved

The removal of high import duties made Indian consumers aware of the quality of imported goods. As a result, they expect higher value from Indian retailers

Private Label Brands The popularity of private labels is significantly

low for the following reasons Retailers are not able to advertise as

aggressively as manufacturers. Retailers are not able to achieve economies of

scale in designing and manufacturing (unlike manufacturers)

Retailers lack technical sophistication Consumers regard private label brands as

inferior to manufacturers‘ brands

Reasons for Launching Private Labels

The consumer does not see any tangible value in some of the manufacturers' brands offered by the store

The retailer does not earn good margins through the sale of national brands

Of all the purchase orders placed, the vendors fulfill only 60 to 65 percent of the orders

Global Sourcing Decisions Bags, shoes, caps, cordless telephones and similar goods that are sold

in the US are sourced mostly from China or South East Asian Countries like Philippines, Taiwan, Bangladesh.

A retailer should be careful while taking global sourcing decisions as the customers judge the quality of an imported product on the basis of the country of origin. Japan is known for producing electronic goods, certain countries are

well known for manufacturing certain products Brazil is known for coffee, and France is known for wines

Factors Country-of-origin effect Foreign exchange fluctuations Tariffs Free trading zones Inventory carrying costs Transportation costs

Tariffs/Duty A list of taxes charged by the government on imports General Agreement on Tariffs and Trade (GATT)

and the World Trade Organization (WTO) The General Agreement on Tariffs and Trade (GATT)

was first signed in 1947. GATT was an international forum that encouraged free trade between member countries by regulating and lowering tariffs on traded goods. It also served as a mechanism for resolving trade disputes. In January 1995, GATT evolved into the World Trade Organization. The WTO monitors and arbitrates GATT agreements and supports all negotiations

Managerial Issues in Global Sourcing Decisions Quality control

Strategic alliances

Merchandise Purchasing Process

1. Identify the local sources of supply2. Contact and evaluate the different sources

of supply3. Negotiate and purchase from the best

sources of supply 4. Placing the purchase order5. Establishing vendor relations6. Analysing Vendor Performance

Step 1:Identifying the local sources of supply Raw resource producers Manufacturers Intermediaries Resident purchasing offices

Resident buying offices

This is used when sourcing from international markets.

According to AMA: “ An office that represents many retailers in the same line of business in the central wholesale market providing information about market developments and guidance in purchasing and actual placing of some orders for their clients.”

Functions performed by resident buying offices coordinating and assisting retail store buyers. Research fashion trends and prepare bulletin

to assist retail buyers. Accompany retail buyers to market when

required Make buying selections for member stores, all

branches of a chain store, mail order catalogue, or speciality store consortium when required.

Handle reorders and adjustment.

Classification of resident buying office The Independently owned office: It is also

known as the paid office. Retailers who wish to avail of the facilities of the office affiliate themselves with this office typically on contractual basis.

The Co-operatively owned office: They are co –operatively owned by their member stores.

The Individually owned office: Many large retail organisations may consider it necessary to own an independent office in a major market. The purpose of such an office may be two fold. It helps in sourcing from domestic markets and also enable the persons who are art part of the office to learn about their domestic environment.

The merchandise Brokers or Commission office: The retailer does not pay the resident buying office any fee. The broker collects his commission from the co operating manufacturers.

Step 2a:Contacting the sources of supply Supplier-initiated contacts Retailer initiated contacts

Criteria to be kept in mind for potential vendors The Target market for whom the merchandise

is being procured. The image of the retail organisation and the

fit between the product and the image. The merchandise and prices offered. Terms and services offered by the vendor. The vendors reputation and reliability

Step 2b:Evaluating the sources of supply Evaluation of Source of Supply Evaluation criteria

Merchandise Distribution Price Promotion Service

Warranty and repairs Exchange facilities Finance and credit services Training of sales personnel Accounting services Planning and controlling inventory Designing store facilities Providing display units, fixtures and signs

Criteria used for evaluating the vendorsCriteria Description

Reliability Vendor's ability to satisfy all written promises.

Price Vs Quality Vendor's ability to provide best merchandise at the least possible price.

Time for processing orders Speed in delivering the merchandise.

Exclusive selling rights Vendor's ability to provide exclusive selling rights to the retailer.

Services provided Vendor's ability to provide services like shipping and storing, if required.

Information Vendor's ability to provide any significant data pertaining to goods and services.

Guarantee Vendor's support for its goods.

Credit Vendor's ability to provide credit purchases to the retailer.

Ethics Vendor's ability to stick to all its verbal promises.

Long term relationship Availability of the vendor over an extended period of time.

Reorder filling capacity Vendor's ability to fill reorders on time.

Markups Vendor's ability to provide sufficient markup or price margins.

Innovativeness Innovativeness of the vendor's product line.

Advertising support Advertising support provided by the vendor.

Investment costs The size of the vendor's total investment cost.

Risk Involved The amount of risk involved in dealing with the vendor.

Step 3:Negotiating with sources of supply

These are the various discounts that could be available to the buyer:

a) Trade Discountsb) Chain discountsc) Quantity Discountsd) Seasonal Discountse) Cash Discounts

Step 4:Placing the purchase orderInformation in the purchase order:a)Name of the purchaserb)Name of the manufacturerc)The delivery addressd)The invoice addresse)The price of the productsf)The quantity orderedg)The delivery dateh)Terms of paymenti)Terms of deliveryj)Authorisation of purchase order

Step 5: Establishing Vendor relations In order to maintain strategic partnership with

vendors, the buyer needs to build on: Mutual Trust Open communication Common goals Credible Commitments

Step6: Analysing Vendor Performance Key Criteria considered while analysing

vendor performance:1. Gross Margin contribution2. Adherence to company policy3. Customer Acceptance Level4. Merchandise Quality

Merchandise Handling The physical handling of the merchandise by the

retailer Receiving and stocking merchandise Pricing and marking inventory Setting up displays Determining on-floor quantities and assortments Completing customer transactions Providing delivery and pickup of goods (for customers) Processing goods that are damaged Processing returns and exchanges Monitoring pilferage and merchandise control

Re-ordering Merchandise Merchandise controlling

Process for evaluating revenues, profits, turnover, shortage of inventory, seasonal fluctuations and costs for each product in the merchandise category being offered by the retailer

An effective reordering plan - critical factors Order and delivery time Inventory turnover Financial implications, and Inventory versus ordering costs

Regular re-evaluation

Ethical and Legal Issues in Merchandise Purchasing Retailer's perspective

Slotting allowances and Commercial bribery

Vendor's perspective Exclusive territories Exclusive dealing agreements Tying contracts Refusal to deal, and Dual distribution