Pre-requisites:
Commercial Foundations Pillar Module
Critical Path and Merchant Cycle Pillar Module
Key Learning Outcomes:
Benchmarking
Aspects of the Item Performance
Big Data Management and KPIs
Health of the Portfolio
Measurability:
Quiz
- Teacher: Merchant Academy
Earnings before income, tax, depreciation and amortisation:
E – Earnings
B – Before
I – Interest
T – Tax
A – Amortisation
Pre-requisites:
Commercial Foundations Pillar Module
Allocations and Distribution Pillar Module
Forecasting Pillar Module
Key Learning Outcomes:
The Importance of EBITDA
Measurability:
Quiz
- Teacher: Merchant Academy
In this case study we will run through a SWOT analysis using a blue chip retailer as an example.
SWOT analysis is often used by merchants for multiple workflows. It easily identifies missed opportunities for growth through marketplace analysis and quickly identifies challenges within and outside of the business.
Pre-Requisites:
Commercial Foundations Pillar Module
Key Learning Outcomes:
Strengths of a business and how to capitalise on them
Weaknesses and solutions to challenges
Missed opportunities through marketplace analysis
Identifying threats and contingency plan
Nike Case Study
Measurability:
Quiz
- Teacher: Merchant Academy
An initiative is a special circumstance where the merchandise strategy differs to the history or a previous merchandise strategy. Merchants use an initial stock-to-space model to make a big call where potential sales are warranted.
Pre-Requisites:
Commercial Foundations Pillar Module
Forecasting Pillar Module
Critical Path and Merchant Cycle Pillar Module
Key Learning Outcomes:
Identifying opportunity
Market analysis
Affordability calculation
Importance of the supplier base
Space planning
Campaign planning and marketing
Initiative tracking
Advantages and Disadvantages of an Initiative
Measurability:
Quiz
- Teacher: Merchant Academy
An IBT or inter-branch-transfer is the process whereby merchants take poorer performing stock from one store and move it to another store that they believe will sell the stock better. Merchants use this often as a result of misallocations – sometimes an item or style is originally allocated to a store with the belief that it will do well there.
Pre-Requisites:
Commercial Foundations Pillar Module
Allocations and Distribution Pillar Module
Key Learning Outcomes:
Primary Indicators
IBT KPIs
IBT Merchant Workflow and Responsibilities
Managing Store Requests
Consolidating an Item
Modes of Transport
Measurability:
Quiz
- Teacher: Merchant Academy
In this case study, we look at a company with 60 items in the business that is currently not marked down. We’ll assume that sales are slower than expected and that the retailer needs to decrease price to increase sales and cash flow.
Pre-Requisites:
Commercial Foundations Pillar Module
Markdown and Promotions Pillar Module
Key Learning Outcomes:
Types of markdown
Markdown exclusions
Discounting
Cost of a markdown
Margin mechanics
Message clarity
Measurability:
Quiz
- Teacher: Merchant Academy
A core item (often called replenishment item) is a product that a retailer wants to be in stock in full throughout the year. Merchants forecast and manage core items differently as these products have longer product lifecycles.
Pre-Requisites:
Commercial Foundations Pillar Module
Forecasting Pillar Module
Key Learning Outcomes:
Assigning an item to core status
Rate of sale
Cover assignment
Minimum stock holdings
Projection tracking
Advantages of core items
Measurability:
Quiz
- Teacher: Merchant Academy