Buying & Merchandising

 Buying & Merchandising

We offer expertise in process, organization and tools to improve your buying and merchandising operations. We help you develop your strategy, improve vendor terms and collaboration, manage prices, align with product development, manage costs and develop your merchandising organization. Our expertise includes:

> Merchandising Strategy > Open-to-Buy Management
> Category & Assortment Strategy > Merchandising Calendar
> Vendor Terms and Negotiations > SKU Rationalization
> Price Management > Purchasing

We have worked with some of the world's leading retailers to improve their merchandising processes, implement change and deploy merchandising solutions. Contact us to learn more about our Buying & Merchandising services.


Buying and merchandising are a combined discipline of art and science. We believe great buying and merchandising stems from fully informed merchants working within an integrated and aligned organizational structure. These tools and structure enable the merchant to effectively evaluate, select, price, manage and optimize his or her portfolio of products and deliver on the company's brand promise.

Our Buying and Merchandising Services include:

Merchandising Strategy.

We facilitate the definition of your merchandising strategy by helping you assess market conditions, competitive trends, brand positioning and pricing strategy. We provide a proven template and process for developing the overall merchandising strategy reconciled to the bottom up category strategies with executive read-outs and coordinated with business and line reviews.

Vendor Terms Rationalization.

Over time, most retailers develop a variety of vendor terms that make it difficult to efficiently manage cash and train new buyers. We provide expertise in establishing a standard set of vendor terms, deploying these terms over time and training buyers on how to negotiate for the best terms with vendors.

Open-to-Buy Management Process and Business Intelligence.

We help you define a common process and set of tools for merchants to manage the business on a weekly and monthly basis. This includes defining a standard meeting cadence, meeting templates (e.g., weekly performance review) and roles & responsibilities to drive an effective open-to-buy process.

Price Management.

One of the most critical challenges for a Buyer is to optimally set the initial price for a product and manage the price of a product over its life. We provide services to educate Buyers on price lifecycle concepts, how to approach initial prices and how to optimally manage prices over time. We bring templates, process and expertise to enable all of your buyers to operate at an expert level. Visit our Price Management services page to learn more.

SKU Rationalization.

We help you analyze product performance and strategic fit against business objectives to determine the right mix of merchandise for the business. We balance performance with brand, regional, pricing and other strategic targets to establish the optimal population of SKUs.

Merchandising software evaluation and selection.

We help you prioritize the important functional needs of your business and evaluate competitive solutions in the marketplace to meet your needs. The scope of merchandising software typically includes purchasing, financials, foundational data, price management and inventory management. Based on years of experience selecting and implementing core merchandising solutions, we expedite the process and help you be better informed when you make a critical business decision. Visit our Packaged Software Selection services page to learn more.

Merchandising software implementation.

We provide project management, business process consulting, application consulting and change management services to implement merchandising software solutions. We have experience and skills in most of the major merchandising software providers in the marketplace. Visit our Packaged Software Implementation services page to learn more.


Clay Parnell
President and Managing Partner
+1 770 882 2205
Contact Clay   About Clay
Josh Pollack
Merchandising Practice
+1 770 882 2205
Contact Josh   About Josh

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