BUYERS play an important role in the retail industry. They select and order
merchandise to be sold. The skill with which they do this directly affects
the sales volume of their store and its share of the total retail market.
They may buy for a department, an entire store, or a chain of stores. Those
who work for larger retail businesses often handle one or a few related
lines of goods and are referred to by the type of goods that they purchase,
such as sportswear and dress buyer, men's wear buyer, or toy buyer.
Buyers in small stores often manage the department for which they buy. In
addition, they train and supervise sales and clerical staff. They may also
plan advertising, displays and sales promotions. It is important that
Buyers maintain a balanced inventory and a budget agreed upon between
themselves and the store or merchandising manager. Although computers help
maintain inventory records and analyze customer purchasing preferences and
trends, Buyers still have to make key decisions concerning style, taste, and
customer motivations.
Central Buyers work for chain stores and mail order houses. They may be
located in divisional headquarters, the parent store of a chain, or in
offices in wholesale market areas. Resident Buyers may be employed by one
firm or they may sell their services to many firms. Buyers are often
located in major market cities such as Los Angeles, New York, Chicago, or
in a foreign country. They may place orders for stores, help visiting store
Buyers, and prepare information bulletins for the Buyers they serve.
Associate or Junior Buyers usually buy specific items for a department or
division of a firm which is too large to be served by one Buyer. The
Associate or Junior Buyer assumes responsibility for the specified-item
purchases but coordinates with the Head Buyer. Assistant Buyers are
responsible for routine aspects of the work. They coordinate stores or
departments, supervise personnel, and maintain sales and inventory records.
Computers and other business equipment have improved the efficiency of
Buyers. Buyers now have instant access to information on thousands of
commodities, their inventory record, and their history of sales. Computers
have also made it possible for Buyers to select and order directly from
manufacturers.
Many retail stores are connected through electronic purchasing systems to
wholesale distributors or to their own company's headquarters. Some are
connected electronically to their suppliers, whereby they can order directly
from the manufacturer. This enables retailers to reorder items more
efficiently when they are low on stock and decreases the inventory storage
costs. Many of the routine tasks of Buyers have been eliminated because of
computerization, permitting them to focus on more challenging merchandising
functions.
Many of today's cash registers are connected to a computer, known as
point-of-sale terminals, and this allows retailers to keep up-to-date sales
and inventory records.
WORKING CONDITIONS
Buyers must be free to travel and sometimes relocate. Travel is necessary to
visit branch stores and domestic and sometimes foreign market areas. Buying
trips can be physically and mentally demanding. Buyers work closely with
managers, salespersons, salesclerks, and advertising and systems personnel.
Buyers must watch general economic conditions to anticipate consumer buying
patterns. In addition, they must keep abreast of style and manufacturing
trends, read fashion and trade magazines, follow ads in newspapers and other
media, and check retail competitors' sales activities.
EMPLOYMENT OUTLOOK
The following information is from the California Projections of Employment
published by the Labor Market Information Division.
These figures represent the broad occupational group Wholesale and Retail
Buyers, excluding farm products, which includes Buyers (retail).
Estimated number of workers in 1990 18,100
Estimated number of workers in 2005 22,840
Projected Growth, 1990 to 2005 26%
Estimated openings due to separations by 2005 6,040
(These figures do not include self-employment nor openings due to turnover.)
Employment for Buyers is expected to grow slightly faster than all other
occupations taken as a whole. Competition for buying jobs is expected to be
keen, as merchandising attracts many college graduates. Prospects are likely
to be best for well-qualified applicants who enjoy the competitive,
fast-paced nature of merchandising.
WAGES, HOURS, AND FRINGE BENEFITS
The following list depicts wages for several areas:
-- Merced County $ 4.25 - $14.54/hr.
-- Orange County 5.80 - 35.10/hr.
-- San Diego County 4.25 - 30.75/hr.
-- San Francisco County 6.75 - 18.50/hr.
-- Santa Cruz County 7.00 - 20.35/hr.
-- Solano County 10.00 - 19.50/hr.
Salaries vary with type and volume of merchandise bought, sales volume of
the store, location, and seniority. In addition to basic salary, Buyers may
receive bonuses, such as commission on sales and stock and profit-sharing
options. Hours and days worked depend on the establishment and geographic
area. Buyers frequently work more than eight hours per day and sometimes on
weekends, owing to special sales, conferences, or travel.
Most Buyers also receive employee discounts and paid business-connected
travel expenses. Other fringe benefits include paid holidays, vacation, and
health insurance. Some employers offer membership in credit unions,
retirement, and profit-sharing benefits.
ENTRANCE REQUIREMENTS AND TRAINING
Firms prefer to hire applicants who are familiar with the merchandise they
sell, as well as with retailing practices. Some firms promote qualified
employees to Assistant Buyer positions; others recruit and train college
graduates and applicants who have completed post-secondary programs in
business administration or marketing.
In order to maintain their effectiveness, Buyers must constantly be aware of
customer needs and desires. To stay abreast of new developments and
products, they take courses in merchandising techniques, attend trade shows
and conferences, and read industry periodicals.
Persons who wish to become Buyers should be good at planning and decision
making and have an interest in merchandising. Anticipating consumer
preferences and ensuring that goods are in stock when they are needed
require resourcefulness, good judgment, and self-confidence. Buyers must be
able to make quick decisions and take risks. Marketing skills and the
ability to identify products that will sell are also very important.
Employers often look for leadership ability and good communication skills,
since Buyers spend a large portion of their time dealing with manufacturers'
representatives and store executives. In addition, Buyers need physical
stamina and emotional stability to keep up with the fast-paced nature of
their work.
ADVANCEMENT
Advancement is usually from trainee, to Assistant Buyer, to Buyer.
Promotion from trainee to Buyer may take as little as two years, or as many
as ten or more years. Depending upon ability and available openings, the
career path, particularly in department stores, could have intermediary
steps such as salesclerk, head of stock, or department manager.
Promotion for Buyers is usually from a small department to a large
department, or to buying for several departments, or to purchasing a greater
volume of merchandise. In most stores, successful Buyers are likely to be
in line for the job of merchandising or store manager. Membership
activities in professional and trade associations keep Buyers up to date
with improvements and changes in various products and practices that can
assist with their advancement to more responsible positions. Familiarity
with computers will also become an important factor for future advancements.
FINDING THE JOB
Prospective entrants to the occupation should apply directly to retail
stores. Some firms recruit through placement offices of colleges and
universities for their training programs. The experienced Buyer may learn
of job openings through networking with sales staff, or by advertisements in
trade papers, or by announcements by retail firms.
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