When to land fall merchandise

AsktheExpertsQ: I sell both menswear and women’s wear and I traditionally start landing my fall women’s merchandise in June and my fall men’s merchandise in July, but it seems like the retail cycles have moved up. Should I be landing these fall goods earlier?

A: You’re right — the fall cycle has changed. Customers want to see newness on a regular basis. I suggest that you land some new fall merchandise when you’re taking your summer markdowns.

For women’s wear this will be at the end of May, and for menswear this will be in June. Land at least some of your fall product during these markdown cycles. Having new merchandise on hand during the sale cycle will increase the average margin on hand. Remember, your ability to generate margin is based on your margin on hand.

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avatar About Steve Pruitt

Steve Pruitt is founder and Senior Consultant of Blacks Retail Analysis and Blacks Consulting. With over 30 years of experience, Steve is one of the most respected merchandise analysts in the industry. His specialty is apparel merchandising and he has worked with clients in every sector of this category. Steve’s approach is highly customized; he tailors his analyses to the particular needs and market of each client. His work ties together the merchandising piece of the business with the client’s overall financial goals to increase sales and streamline operations. Steve is also a trusted general business consultant, known for his ability to help retailers plan growth and manage change.
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