【正文】 y, size of business and market positioning 職能分布可能會因為不同情況，商業(yè)大小或市場定位而不同n Directors roles 主管的角色? Single multi category 單一多元化類別 ? Set strategic vision 戰(zhàn)略計劃的制定n Head of Buying or Merchandising 購買部和商品企劃部的總管? Oversee all buying teams in category 監(jiān)視下屬的每個購買小組? Regularly review decisions and have veto power 定期的檢驗之前的決定和具有否定權(quán)n Buying teams 購買小組? Buyers and Merchandisers equal on team 買手和商品企劃師的地位等同? Defined roles: Buyers product, Merchandisers financial 買手負責商品 ,商品企劃師負責財務計劃15Copyright: James Clark and Prentice DayBuyers 買手The role 角色和職能16Copyright: James Clark and Prentice Day17Copyright: James Clark and Prentice DayWhat do retailers look for in a buyer?零售商尋找什么樣的買手呢？n Interest in product 首先要對產(chǎn)品感興趣n Awareness of trends and relevance to customer profiles 要了解流行時尚并把此結(jié)合到顧客的分類中n Commercial mindset 商業(yè)頭腦n Character strength to include decision making 有決定問題的能力n Relevant university education 相關(guān)的教育背景? Textiles, design, retail courses, brand management 紡織品，設(shè)計，零售 品牌管理n Relevant work experience 相關(guān)的工作經(jīng)驗? Buying, office based work, team based experience 購買，辦公室工作經(jīng)歷 團隊工作經(jīng)驗18Copyright: James Clark and Prentice DayBuying role 買手的工作內(nèi)容n Develop product proposition 給產(chǎn)品定位n Develop planning strategies 經(jīng)營策略的制定n Deliver balanced product ranges 品類設(shè)置的實施n Source and maintain supplier base 尋找和保持供應源n Support and deliver marketing proposition 支持和實施市場發(fā)展計劃n Support and deliver store planning initiatives 支持店鋪的工作19Copyright: James Clark and Prentice DayDevelop product proposition 給產(chǎn)品定位20Copyright: James Clark and Prentice DayProfile of a Buyer 買手的工作內(nèi)容n Develop product proposition 給產(chǎn)品定位? Review top level pany strategy, petitors and market data 分析回顧公司戰(zhàn)略，競爭對手情況和市場數(shù)據(jù)? Identify key gaps in product proposition 發(fā)掘產(chǎn)品種類的空白? Identify changes to structure, direction and design of product area 決定產(chǎn)品的結(jié)構(gòu)，方向和設(shè)計的變化21Copyright: James Clark and Prentice DayDevelop planning strategies經(jīng)營策略的制定22Copyright: James Clark and Prentice DayProfile of a Buyer買手的工作內(nèi)容n Develop planning strategies 經(jīng)營策略的制定? Review petitor positioning 競爭對手的產(chǎn)品定位? Create minimum credible offer (MCO) 創(chuàng)建自己的最小擺放量? Agree sales plan growths/declines for product area 決定銷售計劃? Develop price architecture 建立價格結(jié)構(gòu)? Visit trade shows/suppliers: be aware of trend prediction 參觀貿(mào)易 展，供應洽談會，對流行趨勢預測充分了解23Copyright: James Clark and Prentice DayDeliver balanced product ranges實施均衡的產(chǎn)品品類設(shè)置24Copyright: James Clark and Prentice DayProfile of a Buyer 買手的工作內(nèi)容n D