9
13 Retail Positioning 253
Targeting a Specifi c Market 254
Understanding Buying Motives 255
Differentiating from Competitors 256
Presenting an Image 258
Product Strategy 260
Merchandise Selection 260
Service Selection 261
Price Strategy 261
The Price/Quality Relationship 262
Specifi c Pricing Approaches 262
Place Strategy 263
Site Location 264
Types of Store Clusters 265
Market Coverage in Site Selection 267
Facilities Design 267
Promotion Strategy 269
Recent Trends in Retail
Positioning 270
Dealing with Showrooming 270
Effi ciency for Shoppers 271
Entertainment Plus Shopping 271
14 Retail Merchandise 274
Women’s Apparel 275
Women’s Apparel Sizes 275
Women’s Apparel Classifi cations 277
Men’s Apparel 277
Production of Menswear Lines 279
Men’s Apparel Sizes and
Classifi cations 281
Infants’ and Children’s Apparel 283
Attitudes Related to Childrenswear 284
Infantswear Sizes and
Desirable Features 284
Toddlers’ Sizes and Features 285
Childrenswear Sizes 286
Additional Features of Childrenswear 286
Apparel for Older Children 287
Accessories 287
Footwear 289
Hosiery 289
Handbags and Small Leather Goods 289
Belts 290
Jewelry 290
Headwear 290
Scarves 291
Neckties 291
Handwear 291
Cosmetics Industry Products 291
15 Planning to Buy 295
The Merchandise Planning
Function 296
Gathering Planning Information 297
Availability of Internal Information 297
Availability of External Information 298
Preparing Buying Plans 299
Financial Planning and Control 300
Assortment Planning 301
Additional Planning
Considerations 304
Ongoing Inventory Management 306
Selecting Merchandise
Resources 307
Types of Merchandise Resources 307
Evaluating Vendor Attributes 308
Selecting Specifi c Resources 309
Brand Names Versus Private
Label Merchandise 309
Offshore Sourcing 312
16 Merchandise Buying 317
Market Weeks 318
Advantages of Market Weeks for
Retail Buyers 319
Advantages of Market Weeks
for Vendors 322
Trade Shows 322
Apparel Marts 322