tailieunhanh - Lecture Management of retail buying – Chapter 11: The buyer’s order and vendor relations
Lecture Management of retail buying – Chapter 11: The buyer’s order and vendor relations. In this chapter, you will learn about: Order placement & accuracy, types of orders, follow-up & receipt of goods, typical vendor services, protecting yourself from unethical practices, retail education & regulation. | Ch. 11: The Buyer’s Order & Vendor Relations Order placement & accuracy Types of orders Follow-up & receipt of goods Typical vendor services Protecting yourself from unethical practices Retail education & regulation Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved This is the topic overview found at the beginning of Chapter 11. Types of Orders Advance – A regular order, placed for future (not speedy) delivery. Back – An order to be filled as soon as merchandise becomes available. Blanket – An overall order to cover all or part of a season. Open – A buying office order on behalf of a retailer. Regular or stock – Normal order that includes full specifications, amounts, time of shipment, etc. Reorder – For additional quantities of goods. Special – Placed at store level for an individual customer. Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved Different types of orders serve different functions in retail. Make sure that your written (or computerized) order form(s) give you the flexibility to make any of these types of orders. Policies for a Retailer’s Code of Conduct Fair and equitable treatment in pricing and price negotiations or concessions Rules about how allowances are handled & how much control allowances “buy” for vendors who offer them Set hours for contact with retail buyers Rules for sale of new season merchandise & markdowns of previous season’s items Prohibition of style piracy Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved Any of these issues can impact any retailer/supplier relationship. It is wise to have written policies to guide store personnel in what may be touchy situations. Reasonable Expectations of Suppliers Has your store’s best interest in mind Offers sales programs, ideas for promotions Packages goods to meet all applicable laws Will tag the goods before shipment to your specifications Offers training for your employees Hires & pays product demonstrators (for some product lines) Offers product warranties and/or service plans Has a fair and uncomplicated returns policy Is ethical, honest, prompt and reasonable Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved What does a good supplier (vendor) bring to the negotiating table? The list is partly value-added services and the willingness to provide them, and partly the overall attitude of the vendor’s representatives in their dealings with you and other store employees. Common Problems with Suppliers Product substitutions (with or without prior notification) Failure to follow instructions (shipping, deadline issues) Price and/or service discrimination Indirect price increases (lower discount rates, higher shipping charges, reduced advertising allowances) Refusal to sell to deep-discounting retailers Manufacturing only “to order” (making reorders difficult or time-consuming) Agreements between vendors on price points (potential collusion) Selling directly to consumers (your customers) Selling to your competitors Bribery (actual, attempted, and/or implied) Copyright © 2006 by John Wiley & Sons, Inc. All rights reserved Even when vendors (suppliers) are chosen carefully, their services must be evaluated over time. Are they meeting their commitments? Are they too chummy with your toughest competitors? Have they suggested or attempted anything that might be considered unethical? Are they in any financial trouble? All possibilities must be considered.
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