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The Parker Avery Group is a boutique strategy and management consulting firm that is a trusted advisor to leading retail companies. We specialize in solving merchandising, supply chain, store operations and multi-channel commerce challenges. We combine deep experience and thought leadership with proven consulting methodology to deliver world-class results for our clients.

client A $2.8+ billion specialty retailer and direct marketer of hunting, fishing, camping and related outdoor merchandise.     parker avery solution

Parker Avery worked closely with the client to guide the organization through this major transformation. Parker Avery’s comprehensive approach resulted in the following project deliverables:

• Communication plan • Detailed training curriculum • Instructional design documents • Detailed training content and

facilitator guides for each course • Business User Guides

summarizing roles and responsibilities

• Definition of training phases and timing to align with key business activities

• Comprehensive training schedule and logistics for 30 different training sessions

The team also conducted instructor-led training and facilitated post-training roundtable sessions. As a final project task, the team managed and assessed a post-training survey to capture participant feedback.

results The client’s entire merchandising, planning and inventory organization was successfully trained on the new organizational design, including their specific roles and responsibilities. This represented approximately 250 individuals. The client was so pleased with Parker Avery’s work that we were subsequently asked to perform a similar project for their product development team. The client has also experienced significant revenue growth and greater productivity supported by the new organizational structure.

Development of comprehensive, detailed training plans, curriculum and materials to support a major redesign of the client’s merchandising, planning and inventory organization.

Sample Business User Guide Content

challenge Parker Avery had recently led the client through a major re-design of its merchandising, planning and inventory organization, transforming it from a company that was highly siloed and disparate by channel and had virtually no planning capabilities to a more consistent, industry standard and efficient organization. The client needed training assistance to implement these major changes.

 

Merchandising Training Design and Delivery:  

THE PARKER AVERY GROUP © 2012

7 Business User Guide Version 1.0

Category Director Key Tasks •  Develop and execute financial, category and vendor strategies

for all banners and channels

•  Understand market conditions, industry trends and competitive positioning

•  Ensure alignment of category strategies to financial objectives

•  Perform assortment definition and product selection, including product keep/drop/add analysis, assortment target development, negotiation of costs and delivery timing, and finalization of purchase quantities

•  Conceptualize products to provide the organization with unique merchandise that satisfy financial and strategy objectives

•  Conduct business performance review, including identification of opportunities and risks, and development of action plans for issue resolution

•  Manage sales, inventory, margin and open-to-buy to achieve company financial goals and competitive standards

•  Provide leadership for the cross-functional merchandising team and mentor Category Merchants

Overview: The Category Director is accountable for overall category performance, strategy, planning, vendor management, and meeting customer expectations. The Category Director owns the category P&L, delivering on performance targets (sales, margin, turn) for all banners and channels.

Merchant’s Assistant

Merchandise Financial Planner

Associate Merchant

Category Merchant (Deals)

Category Merchant (DT Inc.)

Replenishment Analyst

Category Director

Assortment & Item

Planner

Allocator

Category Director Role