• Relationship Management 

MONITORING SALES and INVENTORY

• Daily Sales
• Weekly Unit Sales
• Weeks of Stock
• Inventory Re-distribution

 

INVENTORY PRODUCTIVITY

• Sales per square foot 
• A deeper look into sales per square foot 
• Redistributing inventory between stores
• Average inventory (AVG INV)
• Inventory turnover (TURN)
• Sell-thru and productivity

FORECASTING

• Forecasting benefits
• Forecasting basics
• External factors affecting a forecast | Economic considerations | Environmental factors | Competitive forces
• Internal forecasting considerations
• Avoid these forecasting pitfalls | Inc: 7 Tips for Improving Your Sales Forecasting
• Monthly sales forecasting  
• The importance of comparing actual sales to plan
• Forecasting sales high | Forecasting sales low 
• Overcoming a forecasted sales shortfall 

 

OPEN TO BUY

• Open to buy introduction
• Calculating Open-to-Buy
• Purchase order tracking

MERCHANT MARKETING

• Merchant Marketing Intro 
• People don't buy what you do... 
• Brand Messaging 

• Consumer consolidation and the pull of a great brand 

• Product Messaging 
• Partner Marketing 
• CASE: Holt Renfrew China edition Holiday Book 
• ADDITIONAL: PARTNER MARKETING FOR SMALL BUSINESSES AND REPS 

TEST YOUR SKILLS | Change in Gross Margin Rate

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EXPECTED TIME TO COMPLETE | 130 minutes