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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 $3+ billion furniture manufacturer and retailer with multi-banner, multi-channel and multi-format operations worldwide. parker avery solution

Parker Avery worked closely with the client to design, develop and deliver a comprehensive merchandising training program, which successfully incorporated retail industry best practices and insights.

The training program was position-specific focusing on the responsibilities of buyers, planners, replenishment and allocation roles, as well as emphasizing the importance of team collaboration. Content areas included buying, planning, product selection and visual merchandising; key topics included “Big Idea” methodology and “The Art of Vendor Negotiations.”

The program also included extensive content around retail math and its importance in daily merchandising tasks.

Key project activities included the following:

• Defined the training curriculum • Developed detailed training content • Conducted instructor-led training for

the client’s entire merchandising department

• Conducted and assessed a post-training survey to capture participant feedback

results

Upon completion of the training program, the client’s merchandising team was fully prepared for market and able to support the company’s new focus. The participants’ feedback was highly positive, enabling the client to identify enhancements for additional training efforts and positioning the new merchandising training program for ongoing use and sustainability.

Designing and delivering a comprehensive merchandising training program to enhance merchandising team capabilities and support strategic initiatives.

Merchandising Training Program:

The client had recently restructured its merchandising team to support the company’s strategic move from an item-driven business to a collection / lifestyle-driven focus. The restructuring included entirely new roles and responsibilities.

Traditionally, the client had only offered initial employee orientation training and recognized that they lacked a structured and comprehensive training program focused on buying, planning, replenishment and allocation.

challenge

Set Strategic Direction for a Merchandise Category

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Category Strategy Framework

4 Key Variables to Measure a Big Idea

1.  Strategic Fit –  Does it support the company’s core strategy? –  Does the idea support existing initiatives? –  Is it in-line with the company’s long-term strategy?

2.  Sales Potential –  Is the growth additive or cannibalistic? –  How much Sales $ growth do we expect to drive? –  What effect do we expect to have on loyalty or other

intangible measures of future sales?

3.  Margin Potential –  How much Margin $ do we expect to drive? –  What effect do we expect to have on Margin %? –  What is the payback on the investment idea?

4.  Feasibility –  How complex is the effort? –  Is a lot of capital required? –  Will our vendors support it?

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Strategic Fit

Feasibility

Sales Potential

Margin Potential

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Sample Merchandising Training Content