Merchandisers make sure that goods are available in the right stores, at the right time and at the right price. They work closely with buyers to forecast trends, plan stock levels and monitor how well goods are selling. Buyers select the product ranges, while merchandisers aim to maximise profits by deciding which lines will sell, how much to spend on stock, how much to buy and what price to sell at.

Their work usually involves:

• planning the range of products to be sold, with the buying team
• analysing sales figures and trends
• forecasting future sales and profits, using computer programmes
• setting prices and sales targets
• planning budgets and presenting sales forecasts to managers
• negotiating prices with suppliers, placing orders and making sure that goods arrive on time
• controlling stock levels, moving stock and making sure that best-selling products are always available
• promoting or reducing the prices of slower-selling lines
• visiting suppliers and stores to discuss how products are selling.

Most merchandisers specialise in a particular type of product, such as fashion, food or homewares.

Merchandisers for large retail chains may be known as product managers and deal only with one or two product lines. In smaller companies they may be responsible for both buying and merchandising (see Buyer profile for more information).

Hours and Environment

As a merchandiser your standard working hours will usually be 9am to 5.30pm, Monday to Friday, but you may often work longer hours at busy times such as during special sales promotions or the opening of a new store.

You will be office-based but will also spend some of your time visiting stores or suppliers. Some of these trips may involve short stays away from home, if travelling to other parts of the UK or overseas.

Skills and Interests

To be a merchandiser you need:

• good business sense and an understanding of what customers want
• good analytical and mathematical skills
• decision making ability
• good communication and negotiation skills
• creative flair
• the ability to work well in a team
• excellent organisational and planning skills
• the ability to work under pressure
• good computer skills, especially in using spreadsheets.

Entry

To become a merchandiser you will usually need a degree or Higher National Diploma (HND). Many employers prefer you to have a business or maths-based degree/HND such as:

• marketing
• retail management
• business and management
• maths and statistics
• economics.

There are also a few specialist degrees in fashion buying and merchandising. Please check with colleges or universities for exact entry requirements.

Some employers may consider you with A levels/Highers or equivalent if you have the right skills and qualities.

Competition for jobs is strong, so you should ideally have some experience of working in retail, whatever your qualifications.

Your first job in merchandising will usually be as an allocator, distributor or merchandising administrator. You will then work your way up to assistant merchandiser and merchandiser as you gain experience.

You may be able to get into this job through an apprenticeship scheme. Funding for apprenticeships is available for 16-24 year olds and some over-25s. To find out more, visit www.apprenticeships.org.uk. For information about apprenticeships in other parts of the UK, see Scotland, Wales and Northern Ireland.

Training

Your training will vary depending on your employer, but it will usually be a mixture of learning on the job and some formal in-house courses. If you are working for one of the large retail companies you may be trained in merchandising as part of a structured graduate management training scheme.

You may also be able to work towards professional qualifications from:

• Chartered Institute of Purchasing and Supply (CIPS)
• Chartered Institute of Marketing (CIM).

See the CIPS and CIM websites for more information about their qualifications (contact details in Further Information below).

Alternatively, you could choose to work towards NVQ/SVQ Levels 2 to 5 in Supply Chain Management (previously known as Procurement).

The British Shops and Stores Association runs a distance learning buying and merchandising course for people already working in retail.

Opportunities

As a merchandiser you could work for:

• fashion retailers
• department stores
• supermarkets
• chain stores
• wholesalers
• manufacturers
• internet shopping providers and mail order companies.

Most jobs are in head offices, which are often based in London and the south east of England.

Jobs are advertised in the local and national, employers’ own websites, specialist recruitment agencies and retail trade magazines like Drapers and Retail Week.

Larger retail companies usually have a clear promotion structure in place. You may need to relocate to gain promotion. With experience, you could become a senior merchandiser, then merchandising manager or director. Alternatively, you could become a retail business analyst or a freelance retail consultant.

There may be opportunities to work abroad, particularly with multi-national companies.

Annual Income

Figures are intended as a guideline only.

Junior merchandisers usually start on around £15,000 to £18,000 a year.
Experienced merchandisers generally earn around £20,000 to £40,000 a year.
Senior merchandisers in large retail companies often earn around £50,000 a year or more.

Further information

40 Duke Street
London
W1A 1AB
Tel: 0800 093 5001 Moor Hall
Cookham
Maidenhead
Berkshire
SL6 9QH
Tel: 01628 427500 Middleton House
2 Main Road
Middleton Cheney
Banbury
Oxfordshire
OX17 2TN
Tel: 01295 712277 Easton House
Easton on the Hill
Stamford
Lincolnshire
PE9 3NZ
Tel: 01780 756777