Download - Retail planning and merchandizing analytics
Financial Budget Goals
Pre-Market
Merchandizing Plan
In-Market Business Reviews
Post-Market
Cut&Sold
Managing In Season
Sales
In Season Ad-Hoc Analysis
Annual Closing
IT & Other Projects
Retail Planning and Merchandize Analytics Department
Cycle Process & Responsibilities
Review LY Financial Results & This Year
Financial Goals
Agree on TY Top
financial #s
(Sales $, Profit Margins)
Sales Channel
(Retail, Dep.Stores, Incentive Markets, E-
Commerce)
Any new Opportunities?
Cost and time frame
Customer in each Sales Channel
Risks to:
Existing Customers? Door Exits? Margin Drains?
Product Classification
Silhouette, Style & SKU
(includes LDP, Gross Price, MSRP, Units)
Injected New Opportunities
Market Research on: Competition, Innovations,
Risks & Opportunities
Phase 1: Set Up TY Financial Budget GoalsCollaboration with: Finance, Design, Merchandizing, Sales, Marketing
Present In Depth Financial Budget Goals to: Top Management, Finance, Sales, Merchandize Planning, DesignProject Next 3-5 Years: Sales Growth and Profits
% out by:
Bottom UP: Silhouette, Class, Style, SKU Levels
Market Seasonal Fashion Trends and Basic
Programs
Fashion Injections, Exit Programs
% & $ by:
Season, Qtrs., Fashion & Basic Programs
Factory capacity and delivery risks?
Pricing Review
Anticipates Customer Negotiations?
Marketing Initiatives and costs
Current and Future inventory Levels
Projections
Phase 2: Pre-Market Merchandizing PlanCollaboration with: Design, Merchandizing, Marketing, Sales
Present Merchandizing Plans to: Design and Merchandizing teams. Open table conversations & revisions
Based on:
Business Reviews & Market Negotiations
Business Review with Customers:
Where we’ve been and where we are going
TY vs Plan and LY: Financials, Opportunities
& Risks
Proposals by:
Each Region, Door, Classification, Delivery
New Territories to Explore? New Programs
to roll out
OTB Roll-up
Set up TY Annual & 2 year forward projected OTB by
each customer
On Going Roll-Ups of Customer Commitments: Projecting Market Success
Market last Minute Ad-Hoc Analysis
Phase 3: In-MarketCollaboration with: Sales
Prepare market Exit Results: financial and product commitments, injections, drops
Tasks:
Cut & Sold Roll-Up (style/sku level
purchasing)
Roll Up all Style & Sku commitments
Get ready to pass them to production team
Review Commitments vs Financial Plans
Sales $, Class %, Margin $
Current and Future inventory impacts
What is the new inventory WOS? New Cost
log
Propose Style & Fabric Commitments
Production conversations and outstanding issues
Phase 4: Post-Market Cut&Sold (global)Collaboration with: Sales and Production
PASS Collection to Production Team
Based on:
Weekly + Monthly + QTR Reports
Style/SKU Weekly Selling reports
Sell-thru, units, WOS, rolling profit margins
Monthly Review of Best and Worst in Season
Sellers
Meetings with Design to set up future design
guide
Monthly Regional & by Door Sales – what works
where
Is there regionality effect – need to transfer inventory between
stores?
Weekly Inventory Track & Review
Recommend Inventory transfers, markdowns,
clearances
Weekly Managing OTB financials
Current Sales, Margins, Markdowns Projections
& Financial Impacts
Phase 5: Managing In Season SalesCollaboration with: Sales, Finance, Design
Live Financial Forecasting: monthly business review and 12 months forward sales/profit forecast update
Other Reports
Monthly Production Issues
Delivery issues, unit fall-outs
Raw goods inventory issues
Tracking costs & forward factory negotiation
based on need
Market Research
Opportunities and innovations. Working with outside market
reports. Upper management Presentations
Long-term strategies
Quarterly board meetings & financial
markets guidance
Customer Map
In depth knowledge of our customer.
Aspirational vs Actual
Phase 6: In Season Ad-Hoc AnalysisCollaboration with: Sales, Production, Finance
Managing in-season business & supporting analytical needed of other department for smarter decisions making
Review Annual Results
(Sales $, Profit Margins)
Sales Channel Review
& Company SWOT
Qtr. & Annual
Customer Review
Top 20% of Customers bring in 80% Profits: who are the top 10?
Merchandizing Opportunities
Emerging Silhouettes and New Programs
Pricing Strategies –what worked what
didn’t
Customer & Competition Maps
Combine internal NPD data and research with the
accounts market research to get a better understanding of the market place and the
consumer
Phase 7: Annual ClosingCollaboration with: Finance, Design, Merchandizing, Sales, Marketing
End of Quarter and EOY Presentations
IT Initiatives
Preview, Test, Launch IT systems
Work with vendors on company’s analytical and
buying IT needs
(i.e. Microstrategy)
Create New Retail Reports
For Sales and Finance use
Department Knowledge Sessions
Introduce other departments to:
what we do and how we can help you
Employee Educational Programs
Shadow the Supervisor & Reviews of professional
opportunities
IT & Other ProjectsCollaboration with: IT and Finance
Collaborating with other departments: doing a better job with better systems & education