Off Broadway Shoe Warehouse...
Transcript of Off Broadway Shoe Warehouse...
EOY Average Store Inventory (Footwear)
34,744
31,33730,636
28,034
20,000
22,000
24,000
26,000
28,000
30,000
32,000
34,000
36,000
DEC
2013 2014 2015 2016
$194,000,000
$196,000,000
$198,000,000
$200,000,000
$202,000,000
$204,000,000
$206,000,000
$208,000,000
$210,000,000
$212,000,000
Retail
2013 2014 2015 2016
Total Company Comp Store Retail Sales
$80,000,000
$85,000,000
$90,000,000
$95,000,000
$100,000,000
$105,000,000
Margin $
2013 2014 2015 2016
$40.50
$41.00
$41.50
$42.00
$42.50
$43.00
$43.50
$44.00
$44.50
$45.00
AUR
2013 2014 2015 2016
Footwear Margin $ Footwear AUR
SPRING 2016Merchandise and Product Creation Calendar
FEBRUARY 2016
FEBRUARY 2015
NOVEMBER2015
OCTOBER2015
JULY2015
MAY2015
APRIL2015
PLANNING - TIMELINE SPRING 2016FASHION GROUP ATHLETICS MARKETING
MILESTONE TASK DETAIL ASSIGNED TO START DUE START DUE STARTSize Optimization Profiles Review and setup Size Optimization Profiles Assistant Buyers 1-May-15 30-Jun-15 1-May-15 5-May-15
Post Mortem Q1 2015 Review Sales Results - Pre Q1 2015 Planning Planners & Buyers 12-May-15 12-May-15
Top Level (Dept) Sales Plan Sales Plan: SS 2016 (Expansion, IMU, AUR and Turn Goals) Andy, Mike & Planners 15-May-15 15-May-15
June FFANY Buyers & Assistants 2-Jun-15 4-Jun-15 2-Jun-15
Post FFANY Market Review & P Type Level Sales Planning
Initial "Big Ideas" Outline; Review Sales Plan Planners & Buyers 9-Jun-15 26-May-15
SS 2016 OTB Plan Enter Sales and Receipts Plan I Planners 9-Jun-15 19-Jun-15 12-May-15 26-May-15
Assortment Planning Setup Season Assortment Sheet Parameters Planners 1-Jun-15 5-Jun-15 1-Jun-15 5-Jun-15
DAP Creation Update store groups, create DAP ID Codes Planners & Assistant Buyers 16-Jun-15 20-Jun-15 1-Jun-15 5-Jun-15
Order Entry Buying Teams 23-Jun-15 30-Sep-15 1-May-15 25-Jul-15
Pre-Market Assortment Review Review SS 2016 Sls/Rec/EOS Plan; Refine "Big Ideas" Outline
Andy, Mike, Planners & Buyers 30-Jul-15
Lock in FW 2015 OTB Plan Final Sls/Rec changes to OTB Plan I Planners 31-Jul-15 31-Jul-15
August FFANY Buyers & Assistants 4-Aug-15 6-Aug-15 4-Aug-15
Post Mortem Q2 2015 Review Sales Results - Pre Q2 2016 Planning Planners & Buyers 11-Aug-15 4-Aug-15
Style Out Buyers - schedule individual time with Andy Andy & Buying Team 11-Aug-15 13-Aug-15 23-Jun-15
Post FFANY Market Review Finalize "Big Ideas" Outline; Last Review Sales & Receipt Plan Planners & Buyers 13-Aug-15
Platform/Magic Buyers & Assistants 17-Aug-15 19-Aug-15 17-Aug-15
Assortment Plan Deadline for Preliminary Line Review
All Sku detail entered into Assort Plan - no changes until after Pre Line Review Buying Teams 31-Aug-15 19-Jun-15
Preliminary Line Review w/Andy Andy, Mike, Planners & Buyers 3-Sep-15 23-Jun-15
Assortment Plan Deadline for Official Line Review All Sku detail entered into Assort Plan - no changes until after Line Review Buying Teams 7-Sep-15 7-Jul-15
Our Definition of Size Optimization
Athletics analyzes brands by category. Key programs are analyzed at the sku level. We are able to build prepacks
Determining a size curve by store by using historical sales data
Results enable us to identify left, center and right stores, ultimately creating a higher sell through by size
Level of detail used in analysis varies by department
Store Department Product Type Category 6.5 7 7.5 8 8.5 9 9 10
A Athletic Women’s Running Premium 3% 10% 22% 23% 21% 17% 3% 1%
Mid Price 2% 15% 18% 25% 18% 15% 5% 2%
Base Price 5% 18% 18% 22% 20% 14% 2% 1%
B Athletic Women’s Running Premium 2% 5% 18% 22% 21% 17% 10% 5%
Mid Price 1% 8% 17% 21% 18% 18% 11% 6%
Base Price 3% 9% 16% 17% 18% 20% 12% 5%
Size Optimization
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6.00%
8.00%
10.00%
12.00%
14.00%
16.00%
18.00%
5 5.5 6 6.5 7 7.5 8 8.5 9 9.5 10 11
Sale
s by
Size
% to
Tot
al
Size Scale
Nike Running - Seasonal Comparison
Q2 2016 Holiday 2016
Sample Size Op Results
What We Have LearnedSales by size can vary by brand, product type and
category in a store
Example – store 5066 is a center store for Asics, but a
right store for Skechers
A store’s sell through by size can vary seasonally
Just because a store sells to the left or right of the size
curve doesn’t always mean that they need size 5’s or 11’s in every sku. We are working to identify those stores that
need fringe sizes
By reducing sku count, we will be able to buy deeper in
the key sizes that drive profitable sales
Manager’s QuestionsWhy have we shifted deliveries and inventory build up to the point of hurting what was or traditional busy months of season change to holiday and BTS only? All of our loss over the past 5 years can be linked to March and October. When are we going to eliminate heavy carry over of sandals and boots each season and taking dot rolls off season instead of discounting in season? ________________________
Why can't we get the brands our customers want?
Sizes and widths have been brought up on may meetings and calls and still nothing has seemed to change. What is the chances that it will or can be? ________________________
Look books on flow to help with visual guide for staff? More often than the twice a year?
How can we get inventory more consistent year around and not have major dips which impact sales? _________________________
Can we get hush huppies? Can we get black slip-ons for Vans? _________________________
Is it possible to have the DC do all the shipping to the store thus having more control and avoid vendor drops?
My store sells more work and non slip shoes then any of the other OBSW stores. Could we expand our selection with a bigger verity of styles and colors? I have had requests for tall non slip shoes and even rain boots that are non slip. We have had request for additional colors including brown and white. _______________________
How do you outline/process to purchase shoes?
I would like to hear about any new incoming brands. (Keen, Chaco, etc.) Upcoming trends. What is the next 'go to' shoe for this season? ________________________
Will we ever has a system to evenly spread out the shipment for the weeks. Instead of 100 cases one day and 25 the next?_________________________
Do we have women's work boots available to us?
Why don't we get more children’s all white or all black tennis shoes for BTS?
Men's comfort product is starting to hit the store again. Are we going to see more casual lace ups? ________________________
We are very slip on heavy in casuals. Athletics; will we diversify any from the Nike/Skechers? Is Adidas dead; and Saucony almost dead? Hats, so many hats. Are the baseball cap styles selling across the board? Women's Wedge sandals? Will we see a reduction in this stuff since we have so much carry over? Chunk heel and flats seem to be what's going to be big this year.
Is it possible to get the DC to put like items in the same boxes to alleviate some of the mixed cases? ________________________
Can we get rid of the single pairs more often so they are not just sitting in our back rooms?________________________
Will we ever get men’s western in
Canton, GA?
Manager’s Questions
Any new high end brands coming soon? How can we request more of our top sizes that are selling? A lot of customers asked for Men's Bearpaw this winter; any chance we can look into getting them next year? Customers always complain about not finding enough wide/narrow widths; how can we request more?________________________
Why can't we get more 5's and 11's in women's sizes and 7's in men's ? I think if we had more of these sizes available we would make more sales.
Why do we get wool items in south Florida?
_________________________
When should be expect an accurate measure of capacity to be applied to product flow?
_________________________
Why are we not being assisted with meaningful dot markdowns corresponding to significant product receipts in relatable departments?
Can we get more access to product knowledge prior to receiving the product it relates to? Also; could we have a notation made on athletic shelf labels informing customers of the type of shoe (runner; cross trainer; walker) and sub categories of neutral runner; over/under pronator? This would also be beneficial to list on boots if they are leather or wide calf etc. (on the shelf label)
________________________
Will we be getting any version of slim calf boots or styles that we can promote as adjustable?
Why don't we ever get handbags that tell a story? It seems like all we get are bits and pieces of random merchandise._______________________
Why don’t the buyers come to the store and talk with managers and staff to see what the customers are asking for?_________________________
Is it possible to submit a request to get more of something that is selling well or get rid of something that is selling poorly?
Manager’s Questions
The $29.99 and up boot sale did very well for me not only for Black Friday weekend but for the entire winter because I had a section set up for it the front of my store where I could isolate the sale products and draw customer's attention to it as they entered the store. It was like I was running a promotional event all season long. Can we have more sales with a theme whether it be price point; category; etc.?
There is an overflow of men’s and not enough clearance for men’s and kids._________________________
Why do we continue to purchase the same style in multiple brands?_________________________
Can you keep us posted on who is covering what departments and which vendors currently?
Will we ever carry Coach Handbags?______________
Will we ever carry Men's Coach Shoes?
_____________
If we carry toddler shoe's why not carry toddler socks?
Why do we have so many clearance shoes?
________________________
Is there any way that SMs can provide feedback on what is needed or can help sales for our locations?
Manager’s Questions
VP & GMMAndy Meyer
Women’s Better/Contemporary Nichole Duck – BuyerAmani Dooley-Wilkes – Assistant Buyer
Women’s ClassicBrittany Moeller – BuyerJill Grace – Assistant Buyer
Women’s Junior & ChildrenAlbena Ivanova – BuyerLori Maroldo – Assistant Buyer
Merchant Buying TeamsAthletic
Matt Wong – BuyerJulie Brigham – Assistant Buyer (Women’s)Brandon Russell – Assistant Buyer (Men’s)
Men’sJoel Pollack – BuyerKatherine Lastufka – Assistant Buyer
Accessories Lourdes Muller – BuyerLaDonna Bacon – Assistant Buyer
Director of Planning and ProcessMike Young
Director of Merchandise Special ProjectsRandall Austin