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Managing Seasonal Deliveries


AS THE saying goes, “Timing is everything.” Although select- ing the right vendors and styles at the right price points is very important, establishing ideal de- livery start and completion dates for inventory orders can be just as important. Before buying for any new season, you need to know which vendors have been the most profi table, as well as what styles and sizes sold best in prior seasons. First, start by running a ven-


dor profi tability report. You will want


this report to rank the


vendors in each classifi cation (category in which inventory data is organized and analyzed), according to sales volume, main- tained margin and turnover or sell through. If your POS system does not have a report similar to this, request it, as it is perhaps the most important report you can run. This exercise will be very eye opening and may pro- vide the ammunition necessary for future vendor negotiations. You should also be able to run a similar report for sizes, colors and price points. Divide your open-to-buy (OTB, a fi nancial budget for retail merchandising) dollars by allocating them to top vendors you think you will be us- ing in each classifi cation, making sure to leave uncommitted OTB dollars for reorders, fi ll-ins, new


continued on page 112


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INDEPENDENTRETAILER.COM for Industry News & Updates March 2012 111


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