Career Opportunities in ImportingCareer Opportunities in Importing

Chapter 10Chapter 10

Career Opportunities in ImportingCareer Opportunities in Importing

In this chapter, you will learn:In this chapter, you will learn:• The diverse careers available in the area of The diverse careers available in the area of

importingimporting• The various businesses involved in importingThe various businesses involved in importing• The roles, skills, and responsibilities that The roles, skills, and responsibilities that

occupations in importing involveoccupations in importing involve

Retail Buyer, Associate Buyer, Senior Assistant Retail Buyer, Associate Buyer, Senior Assistant BuyerBuyer

Buyers may purchase imported merchandise from:Buyers may purchase imported merchandise from:• Buying offices with which their companies are associatedBuying offices with which their companies are associated

• Manufacturers bases in the U.S.Manufacturers bases in the U.S.

• Sales agentsSales agents

• Directly from factories located overseasDirectly from factories located overseas

• The services of Customs brokersThe services of Customs brokers If purchasing through buying offices, the buyer may If purchasing through buying offices, the buyer may

travel to the office to attend import meetings once for travel to the office to attend import meetings once for spring and summer purchases and another time for spring and summer purchases and another time for fall and winter purchasesfall and winter purchases

Retail Buyer, Associate Buyer, Senior Retail Buyer, Associate Buyer, Senior Assistant BuyerAssistant Buyer

Import purchases may be planned six months to a Import purchases may be planned six months to a year in advance of desired shipping periodyear in advance of desired shipping period

Buying through a buying office features benefit of Buying through a buying office features benefit of combining quantity with others for advantageous combining quantity with others for advantageous volume pricingvolume pricing

Buying office representative is responsible for Buying office representative is responsible for following up on production of merchandise selected following up on production of merchandise selected by buyer for importby buyer for import

Retail Buyer, Associate Buyer, Senior Retail Buyer, Associate Buyer, Senior Assistant BuyerAssistant Buyer

Buyers may work with U.S. vendors who offer direct Buyers may work with U.S. vendors who offer direct importing of merchandise to stores with the ability to importing of merchandise to stores with the ability to purchase entire container loadspurchase entire container loads

Buyers may select from in-line product or may Buyers may select from in-line product or may develop exclusive customized goodsdevelop exclusive customized goods

Manufacturers are responsible for overseeing Manufacturers are responsible for overseeing production and ensuring quality of merchandiseproduction and ensuring quality of merchandise

Retail Buyer, Associate Buyer, Senior Retail Buyer, Associate Buyer, Senior Assistant BuyerAssistant Buyer

A buyer who does not belong to a buying office may A buyer who does not belong to a buying office may choose to go through an agent to purchase choose to go through an agent to purchase merchandisemerchandise

The agent assists the buyer in sourcing factories to The agent assists the buyer in sourcing factories to produce merchandise and acts as a liaison for all produce merchandise and acts as a liaison for all transactions of the processtransactions of the process

Agent communicates with factory to make certain the Agent communicates with factory to make certain the goods are produced to specificationgoods are produced to specification

Retail Buyer, Associate Buyer, Senior Retail Buyer, Associate Buyer, Senior Assistant BuyerAssistant Buyer

To be promoted to level of buyer, experience as assistant To be promoted to level of buyer, experience as assistant buyer buyer and sales management are probably requiredand sales management are probably required

Associate buyers and senior assistant buyers may be given Associate buyers and senior assistant buyers may be given categories to buy under the direction of senior buyerscategories to buy under the direction of senior buyers

Buyer’s main role is to plan, manage, and attain the financial Buyer’s main role is to plan, manage, and attain the financial goal for the departmentgoal for the department

Buyer is responsible for achieving planned sales, markdowns, Buyer is responsible for achieving planned sales, markdowns, gross margin, and turnovergross margin, and turnover

Buyer negotiates with vendors to select and monitor an Buyer negotiates with vendors to select and monitor an assortment of appropriate domestic or imported assortment of appropriate domestic or imported merchandise for his or her area of responsibilitymerchandise for his or her area of responsibility

QualificationsQualifications

2 or more years of experience in the buying office as an 2 or more years of experience in the buying office as an assistant or associate buyer is required to become retail assistant or associate buyer is required to become retail buyerbuyer

Buyers must be proficient in strategic planning and Buyers must be proficient in strategic planning and forecasting, forecasting, possess strong analytical ability, and exhibit possess strong analytical ability, and exhibit excellent oral and excellent oral and written communication skillswritten communication skills

Positions of associate buyer and senior assistant buyer require Positions of associate buyer and senior assistant buyer require at least 18 months experience as assistant buyersat least 18 months experience as assistant buyers

Associate buyers should be familiar with retail math formulas Associate buyers should be familiar with retail math formulas and demonstrate strong computer skillsand demonstrate strong computer skills

Divisional Merchandise Manager (DMM)Divisional Merchandise Manager (DMM)

DMM is typically in charge of several similar DMM is typically in charge of several similar departments of merchandisedepartments of merchandise

Responsible for leading the strategic planning and Responsible for leading the strategic planning and meeting financial goals of divisionmeeting financial goals of division

DMM guides buyers on import planning and DMM guides buyers on import planning and purchases and may accompany them overseaspurchases and may accompany them overseas

Must have at least 4 years of experience in buying Must have at least 4 years of experience in buying and store management and exhibit leadershipand store management and exhibit leadership

General Merchandise Manager (GMM)General Merchandise Manager (GMM)

GMM is above DMMGMM is above DMM There is a GMM for soft goods, including apparel, There is a GMM for soft goods, including apparel,

cosmetics, and accessoriescosmetics, and accessories There is a GMM for hard lines, including house There is a GMM for hard lines, including house

wares, tabletop, electronics, etcwares, tabletop, electronics, etc GMM is similar to DMM but is responsible for more GMM is similar to DMM but is responsible for more

than one divisionthan one division At least 2 years experience as DMM is required to At least 2 years experience as DMM is required to

become GMMbecome GMM

Director of ImportsDirector of Imports

Responsible for overseeing all departmentsResponsible for overseeing all departments Travels with buyers to attend trade shows and Travels with buyers to attend trade shows and

appointments with vendorsappointments with vendors Liaison for agent overseas who procures merchandiseLiaison for agent overseas who procures merchandise Qualifications are the same as a DMM’s Qualifications are the same as a DMM’s Keen sense for cutting edge fashionKeen sense for cutting edge fashion

Merchandising Groups and Buying Office Merchandising Groups and Buying Office PositionsPositions

Similar position of retail store buyerSimilar position of retail store buyer Responsibilities include shopping the market to Responsibilities include shopping the market to

recommend merchandise assortments suitable for recommend merchandise assortments suitable for their member stores or clients and to develop their member stores or clients and to develop private label merchandise for exclusivity and private label merchandise for exclusivity and valuevalue

Report best-selling merchandise to source overseas at Report best-selling merchandise to source overseas at reduced prices and maximize salesreduced prices and maximize sales

Scout overseas markets for merchandise unique to the Scout overseas markets for merchandise unique to the particular country of sourcingparticular country of sourcing

AgentAgent

Determines the needs of the buyer and direct the Determines the needs of the buyer and direct the buyer to appropriate sourcesbuyer to appropriate sources

Assists buyers who are unfamiliar with factories and Assists buyers who are unfamiliar with factories and language overseaslanguage overseas

Negotiates the terms of purchase for the buyer and Negotiates the terms of purchase for the buyer and guides the buyer in proper importing proceduresguides the buyer in proper importing procedures

Paid commission based on % of $ of total purchasePaid commission based on % of $ of total purchase Should be fluent in English as well as language, Should be fluent in English as well as language,

market, and negotiation skills of country of market, and negotiation skills of country of representationrepresentation

Leading Merchandising GroupsLeading Merchandising Groups

Macy’s Merchandising Group

(Federated Department Stores)(Federated Department Stores)

Associated Merchandising CorpAssociated Merchandising Corp

((Target))

Saks Department Store Group

The EndThe End