Ch. 7: Choosing Vendors
•
•
•
•
•
Factors to consider in vendor selection
Ethics & social responsibility in retail
How & why to reevaluate current vendors
Types of vendors to choose from
How management policies impact vendor
selection
Copyright © 2006 by John Wiley & Sons, Inc. All rights rese
Good Vendors, Bad Vendors:
“Selection Factors” for Choosing Suppliers
• Suitability of
merchandise
• Product differentiation
(how trendy?)
• Timing & delivery
policies
• Distribution (wide,
selective, exclusive?)
• Pricing & payment
policies
• Ethical considerations
• Sales assistance (help
with advertising, training
aids)
• Recommendations of
peers, buying offices
• Convenience
• Compatible technology
• Ability to store
merchandise (so you
won’t have to)
Copyright © 2006 by John Wiley & Sons, Inc. All rights rese
Types of Vendors Manufacturers
• ‘Buying direct’ from manufacturers is typical of:
clothing retailers
those who can purchase in bulk
sales of some types of perishable items
privatelabel agreements
• Some agreements are restrictive, with large minimum
orders, price guarantees & promotional requirements
to protect the manufacturer
• A manufacturer may prefer to service numerous
accounts in one geographic area
Copyright © 2006 by John Wiley & Sons, Inc. All rights rese
Types of Vendors Brokers
• Brokers are agents of and/or contract sales
representatives for manufacturers
• Brokers may represent several non
competing product lines
• They offer wholesale prices & earn
commissions based on net sales
• Their success is judged by how well they
represent the manufacturers’ products
Copyright © 2006 by John Wiley & Sons, Inc. All rights rese
Types of Vendors
– Wholesale Distributors
• Local or regional business that can service
immediate needs
• Greater flexibility than manufacturers (small
orders, better credit terms)
• Good yearround selection of unique &
seasonal items due to multiple sources
• Serve as consultants on product selection,
merchandising, layouts, store fixtures
• Tend to invest heavily in technology to speed
up order & delivery processes
Copyright © 2006 by John Wiley & Sons, Inc. All rights rese
Retail & Vendor Support Services
Rack Drop
Jobbers Shippers
• Stocks, prices, tidies
particular areas of store
or product lines
(magazines, greeting
cards, etc.)
• Purchases goods in bulk
from manufacturers or
wholesalers
• Manufacturers who ship
directly to consumers
who buy from retailer
(after seeing floor
samples) OR…
• Companies that perform
singleorder shipping
functions for small (often
online) retailers and/or
manufacturers
Copyright © 2006 by John Wiley & Sons, Inc. All rights rese