A strategic analysis and proposals document for a premier department chain store group in ZA. The proposal is designed in such a way as to illustrate (through the design), a strategic direction for a stumbling department within the chain.
2. Stuttafords Group Cosmetics
Stock Analysis
Index
Executive Summary............................................................................................................................................................................ 3
Graphical Illustration ........................................................................................................................................................................ 4
Sales versus Stock - Group ....................................................................................................................................................5
Sales versus Stock - Somerset ........................................................................................................................................... 6
Sales versus Stock - Somerset ............................................................................................................................................ 7
Sales versus Stock - Eastgate .............................................................................................................................................. 8
Sales versus Stock - Sandton ............................................................................................................................................. 9
Forward Stock Cover ................................................................................................................................................................... 10
Promotional Stock ......................................................................................................................................................................... 11
Bottom-up Stock Planning ..................................................................................................................................................... 12
Ordering System ............................................................................................................................................................................. 13
Overstocked Stores ....................................................................................................................................................................... 14
Store Responsibilities .................................................................................................................................................................. 15
Group Buying Team Responsibilities .............................................................................................................................. 16
Way forward ....................................................................................................................................................................................... 17
3. Executive Summary
Cosmetic stocks end September 2008; R48 million cover approximately 23 weeks
Cosmetic stocks end September 2008, excluding consignment R37 million cover approximately 18 weeks
Cosmetic stockholding objective must be to reach R30 million, including consignment by end March 2009
Current ordering system labour and time consuming; up to one day to process an order
Automated procurement system rollout commencing immediately; completed by 10 November 2008
Automated procurement system will work on minimum and maximum model stockholding
Automated system to run manually until electronic connections are established with suppliers
Model stockholding values established by store and group, including promotional purchases
Stock turn objective set at 4.3 to be met by end June 2009
Stock mix needs to be redefined by store
Procurement procedures documented for clarity in the group
Cosmetic sales 16.8% of sales aim to move up to 25% of group sales
Staff duties re-established once the system is operational
Current ordering system is laborious and time consuming
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4. Graphical Illustration
Sales vs. Stock - Group
Sales vs. Stock - Somerset
Sales vs. Stock - Menlyn
Sales vs. Stock - Eastgate
Sales vs. Stock - Sandton
4
5. Targeted forward stock cover for the group will be 12 weeks forward sales
12 weeks forward cover translates as a 4.3 stock turn
Stock deliveries are taken into stores early in the month, as this effects the stock turn
Forward Stock Cover
(Stock Turn)
5
6. Promotional Stock
Open to buy must be established for promotional products, so as not to effect basic stocks of cosmetics
Promotional stock negotiated on a sale on return basis wherever possible
Promotional stock purchasing must be based on a sell-out basis
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7. Bottom-up Stock Planning
Basic stock cover need to be established by cosmetic house, by store
Basic stock quantities and extended rand values of minimum cover
Basic stock never out of stock (NOOS) products must be identified by brand
Basic stock NOOS products will vary from store to store, as each consultant will have her preferred
products
Basic stock normally works on the 80/20 principle being that 80% of the sales will come from 20% of
the products
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8. Group ordering of all cosmetics
Cosmetic turn around time of orders is critical to ensure minimum out of stock
Supplier delivery schedules to stores
Delivery frequency is important when establishing basic minimum stock cover
Suppliers will normally have minimum Rand value per order due to delivery costs
Christmas basic stock orders completed by Friday 21 November 2008
Christmas basic stock deliveries in store by Friday 5 December 2008
Christmas fills in orders up to when relevant supplier closes
Christmas gift sets credited by end of December
Christmas orders 50% into November/50% into December 2008
Christmas orders future 40% into November/60% into December
Ordering System
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9. Overstocked Stores
Stores that are overstocked need to be addressed carefully, as the balancing exercise can have a
detrimental effect on sales
Phased-in balancing of stock must be agreed upon
Time period to achieve targeted stock levels, normally 3 - 4 months
The first method is to request of suppliers to balance overstocks
Suppliers may agree to the uplifting of stock and the equivalent Rand value replaced with basic stock
targeted stock levels are achieved
The above method may take longer, depending on the percentage of sales reinvested - but which will
have less of an effect on sales
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10. Store Responsibilities
Stores to ensure that the cosmetic stock counts are accurate
Orders sent through to buyers as required
Receiving area is checked daily for stock deliveries
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11. Group Buying Team Responsibilities
Stock turn objectives are met 4:3 stock turn or 16 weeks by end March 2009
Stores have balanced basic and promotional stock
Promotional and slow-moving stock is returned to suppliers or addressed, to ensure sell through
Procurement procedure manual minimum: max model on dolphin
Turn around time on orders - maximum 4 days, Estee Lauder 7 days
Model stock levels checked against sell through and adjusted accordingly
Cosmetic Sale to ensure sell through of slow, soiled and aged stock
Top 20% of sellers identified by brand, never out of stock (NOOS)
Promotional stock balanced distribution
Handling fees are negotiated prior to returning stock to suppliers, as some suppliers charge up to
25% of the value of the return
New cosmetic houses must be able to achieve minimum of R180 000 per annum
fad fragrances
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12. Way Forward
Automated service introduced by 15 November 2008
Cosmetic stock turn objectives established and communicated to stores
Cosmetic stores and brands reassessed with the view to consolidation
Training programme formulated
Automated system extended to direct ordering with suppliers
Development of an action plan
Quarterly review of progress
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