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Morin yes 5
- 2. WELCOME TO GENERAL MANAGER UNIVERSITY
- 4. GENERAL MANAGER UNIVERSITY MAXIMIZING SALES & PROFITS TY SALES %INC GROSS MARGIN% Shoes 109 11% 41.0% Handbags 32 11% 38.0% Fine Jewelry 20 15% 42.4% Fashion Jewelry 20 11% 49.8% Watches 12 49% 36.4% Coats 31 9% 46.5% Accessories 22 8% 50.0% Suits 14 6% 43.6% Total Morin 260 12% 42.6% Total LT 793 10% 39.0% 40% of sales growth of TTL Co. 23% increase over 2 years HIGH FINANCE
- 6. GENERAL MANAGER UNIVERSITY THE SHOE DESTINATION TOGETHER WE CAN MAKE SALES HAPPEN
- 8. GENERAL MANAGER UNIVERSITY THE SHOE DESTINATION TY SALES %INC Boots $62M 8% Shoes $45M 17% Slippers $ 3M 16% Ugg (memo) $27M 3% Total Shoes $109M +11% vs. LY, +$11M vs. LY EMERGING MARKETS
- 9. GENERAL MANAGER UNIVERSITY BOOT MERCHANDISING STRATEGY All Stores Boot Zone Singles Pairs Tall Dress Short Dress Tall Casual Short Casual Tall Chunky Heel Short Chunky Heel Tall Wedge Short Wedge Over-The-Knee Short Lace Up Rain Ugg Classic Ugg (Non Classic) 3rd QTR Ugg (Non Classic) 4th QTR Cold Weather EMERGING MARKETS
- 10. GENERAL MANAGER UNIVERSITY BOOT SINGLE STANDARD
- 11. GENERAL MANAGER UNIVERSITY TOP TEN GROWTH VENDORS Vendors TY Plan %Chg LY Growth Oppty $ Vince Camuto $2M 83% $909 Aerosoles $2M 70% $826 Arturo Chiang $1.8M 66% $712 Michael Michael Kors $2.9M --- $628 Adrienne Vittadini $1.4M 79% $596 Hunter $2M 38% $551 Cole Haan $2.5M 28% $541 Lauren $1.5M 43% $453 Libby Edelman $600K 230% $418 Sam Edelman $700K 50% $234 Subtotal $17.2M 52% $5,868 EMERGING MARKETS
- 12. GENERAL MANAGER UNIVERSITY FALL INITIATIVES EMERGING MARKETS RFID Radio Frequency Identification Replace For Immediate Display
- 14. GENERAL MANAGER UNIVERSITY FALL INITIATIVES EMERGING MARKETS RFID Radio Frequency Identification Replace For Immediate Display Test Complete Sept. WK 5 Nov. WK 1 NYC & Stamford Manhasset Bayshore Bridgewater Buffalo All Stores
- 15. GENERAL MANAGER UNIVERSITY FALL’S HOTTEST TRENDS WHAT’S BIG
- 16. GENERAL MANAGER UNIVERSITY FALL’S HOTTEST TRENDS WHAT’S BIG ANIMAL PRINTS
- 17. GENERAL MANAGER UNIVERSITY FALL’S HOTTEST TRENDS WHAT’S BIG LOAFERS
- 18. GENERAL MANAGER UNIVERSITY FALL’S HOTTEST TRENDS WHAT’S BIG WEDGE BOOTS
- 19. GENERAL MANAGER UNIVERSITY FALL’S HOTTEST TRENDS WHAT’S BIG CHUNKY HEEL BOOTS
- 20. GENERAL MANAGER UNIVERSITY FALL’S KEY DATES DATES TO REMEMBER JOB OUT - SHOES & SANDALS SEPTEMBER WEEK 2 SEPTEMBER SHOE SPEC PRESELL: BUY MORE / SAVE MORE WED 9/7 - SUN 9/11 SEPTEMBER SHOE SPEC SIGNATURE SALE BUY MORE / SAVE MORE MON 9/12 - MON 9/26 OCTOBER BOOT SALE PRESELL: BUY MORE / SAVE MORE FRI 9/30 -TUES 10/4 OCTOBER BOOT SALE (COLUMBUS DAY MAILER) BUY MORE / SAVE MORE WED 10/5 - MON 10/10 OCTOBER BOOT SALE BUY MORE / SAVE MORE TUES 10/11 - TUES 10/18 FALL SALE RACK SET UP*** OCTOBER WEEK 4
- 21. THE SHOE DESTINATION GENERAL MANAGER UNIVERSITY TOGETHER WE CAN MAKE SALES HAPPEN
- 24. GENERAL MANAGER UNIVERSITY Touch Screen/Texting Gloves will be the Hottest item in Fashion Accessories. • Fall '11 Sales Proj $800k Echo will have the largest assortment in an array of colors w/9 styles, 33 SKUs. Retails ranges from $32.00- $38.00. • Retails ranges from $32.00-$38.00 New TY: L&T Exclusive leather touch gloves at $59.99 price point. • Novelty and classic styles in key colors. Key Merchandising initiatives to make L&T a destination for touch screen / texting gloves. ACCESSORIES TY SALES %INC Total Acc. $22M 8% Cold Weather $16.2M 11% Tailored $ 5.9M 1%
- 25. GENERAL MANAGER UNIVERSITY EMERGING MARKETS Touch Screen/Texting Gloves will be the Hottest item in Fashion Accessories, $800K Echo will have the largest assortment . Retails ranges from $32.00-$38.00 New TY: L&T Exclusive leather touch gloves at $59.99 price point ACCESSORIES
- 26. GENERAL MANAGER UNIVERSITY EMERGING MARKETS Touch Screen/Texting Gloves will be the Hottest item in Fashion Accessories, $800K Echo will have the largest assortment . Retails ranges from $32.00-$38.00 New TY: L&T Exclusive leather touch gloves at $59.99 price point ACCESSORIES
- 27. GENERAL MANAGER UNIVERSITY EMERGING MARKETS Touch Screen/Texting Gloves will be the Hottest item in Fashion Accessories, $800K Echo will have the largest assortment . Retails ranges from $32.00-$38.00 New TY: L&T Exclusive leather touch gloves at $59.99 price point ACCESSORIES
- 29. New TY Calvin Klein Cold Weather accessories in all doors. GENERAL MANAGER UNIVERSITY ACCESSORIES EMERGING MARKETS
- 31. Gloves are the largest category at 22% of total Fashion Accessories…..Sales Proj $5M,+11% • Touch / Texting gloves represent the largest growth opportunity • Exclusive L&T Cashmere and Silk lined basic glove, 48% of total gloves GENERAL MANAGER UNIVERSITY WHAT’S BIG ACCESSORIES
- 32. Cashmink mufflers represent 49% of total Wraps & Muffler sales, +12% • 74,000 units placed w/additional 9,000 backup units (+$200K sales opp.) • Scrunch silhouette has the largest growth w/21,000 units placed TY vs. 12,000 units LY GENERAL MANAGER UNIVERSITY WHAT’S BIG ACCESSORIES
- 33. Ugg Accessories, Sales Proj $2.5M, +8% • Growth in Knit program, +37% • Shearling remains #1 fabrication 68% of total Ugg GENERAL MANAGER UNIVERSITY WHAT’S BIG ACCESSORIES
- 34. #1 GROWTH OPPORTUNITY IN FASHION ACCESSORIES with sales proj $2M, +62% • Real fur represents 56% of total • Faux fur represents 44% of total GENERAL MANAGER UNIVERSITY WHAT’S BIG FUR ACCESSORIES
- 35. GENERAL MANAGER UNIVERSITY WHAT’S BIG FUR ACCESSORIES • Neckwear continues to be the largest category, +56% • Introduce fur vests back into our assortment
- 36. GENERAL MANAGER UNIVERSITY WHAT’S BIG COATS TY SALES %INC Total Coats $31M 9% Wool $15.4M 9% Casual $11.3M 10% Rain $ 2.8M 12% Leather $ 1M -1%
- 37. Largest category in Coats, 50% of total • Shift receipts from underperforming contemporary vendors to fund growth in modern vendors • Modern vendors represent 42% of total • Additional $4M in backup inventory available to drive sales in season GENERAL MANAGER UNIVERSITY WHAT’S BIG WOOL COATS
- 39. Down filled coats are the largest classification in casual coats, 75% of total casual coats • Shift receipts from shorter lengths to fund key walker length coats • New Vendor Launches: Ivanka Trump and Vince Camuto (10 doors) GENERAL MANAGER UNIVERSITY WHAT’S BIG CASUAL COATS
- 40. Faux Fur and Faux Shearling coats are the largest growth classifications in coats, +27% • More contemporary resources including Via Spiga and Laundry become more important, while classic vendors remain the largest contributors (e.g. Portrait, Jones NY, Ellen Tracy) GENERAL MANAGER UNIVERSITY WHAT’S BIG CASUAL COATS
- 41. GENERAL MANAGER UNIVERSITY PLAN TO SUCCEED!
- 42. Develop a plan to set-up & maintain an organized stockroom • Educate ASMs & associates. Designate a dedicated stock person. GENERAL MANAGER UNIVERSITY PLAN TO SUCCEED!
- 43. Develop a plan to set-up & maintain an organized stockroom • Organized stockrooms and dedicated stock associates will allow you to quickly replenish and drive sales • Q4 sales for Coats & Acc. is 74% of total season sales • Remember, Gross Margin is 47.9% GENERAL MANAGER UNIVERSITY PLAN TO SUCCEED! Benefits
- 46. GENERAL MANAGER UNIVERSITY HANDBAGS TY SALES %INC Total Handbags $32M 11% Handbags $29M 11% SLGs / Gifts $ 3M 15% Top 3 (Memo) $17M 21%
- 48. Maximizing floor space, sales plus 23% over past 2 years • Merchandising standard 2 units per SKU • Additional space opportunities GENERAL MANAGER UNIVERSITY HANDBAGS EMERGING MARKETS
- 49. GENERAL MANAGER UNIVERSITY HOLIDAY GIFTING EMERGING MARKETS Boxed Gifts •Set-up Pre-October Friends & Family •Anniversary programs from Coach, MMK, Kate Spade, Cole Haan, Lauren
- 50. GENERAL MANAGER UNIVERSITY HOLIDAY GIFTING EMERGING MARKETS Mid-Lower doors additional units: TY LY MID-TIER 150 95 LOW-TIER 65 40 Boxed Gifts
- 51. GENERAL MANAGER UNIVERSITY HOLIDAY GIFTING EMERGING MARKETS SLG Fixture-simplified 10/25 set-up Fixture #1 Side 1 - Reaction promo Endcap 1- Reaction promo Side 2 - Hobo Endcap 2 - Hobo Fixture #2 Side 1 - Lodis Endcap 1 – Lodis Side 2 – Tusk Endcap 2 - Brahmin Set-up by vendor - no boxes
- 52. GENERAL MANAGER UNIVERSITY HOLIDAY GIFTING EMERGING MARKETS NEW PROGRAMS •Travel & tech •FEED
- 53. GENERAL MANAGER UNIVERSITY HANDBAGS EMERGING MARKETS Clutches •Set-up Oct. as table presentation •40 SKUs
- 54. GENERAL MANAGER UNIVERSITY EMERGING MARKETS Brahmin Roll-out •All doors, key item crossbody & tote •SLGs all stores HANDBAGS
- 55. GENERAL MANAGER UNIVERSITY WHAT'S BIG TOP 3 HANDBAGS Top 3 = 53% to total
- 56. GENERAL MANAGER UNIVERSITY WHAT'S BIG LAUREN & Calvin Klein • All doors, +154% vs. LY HANDBAGS
- 58. GENERAL MANAGER UNIVERSITY FINE JEWELRY Diamonds TY SALES %INC Fine Jewelry $20M 15%
- 59. GENERAL MANAGER UNIVERSITY FINE JEWELRY Diamonds • Biggest category within in Fine Jewelry, +17% vs. LY 26% of total • Basics program 30% vs LY • Necklaces, 35% total diamond • Giftable items WHAT'S BIG
- 60. GENERAL MANAGER UNIVERSITY FINE JEWELRY December, December, December • Almost 50% of total season's volume • Last 10 days before Xmas = 51% total month. Volume is more than August & September combined • Last 10 days = 23% of total season volume • Staffing and filling-in of cases is critical WHAT'S BIG
- 61. GENERAL MANAGER UNIVERSITY FINE JEWELRY Doorbusters • Pearl Strand for $99.99 • Pearl Station necklace for $79.99 • Pearl pendant for $99.99 • Silver/gold Diamond Heart pendant for $99.99 • Proj sales through Thanksgiving weekend +43% vs LY WHAT'S BIG
- 62. GENERAL MANAGER UNIVERSITY FINE JEWELRY Pre-Sell •6 total presell events for the season = 14% total •Clienteling is the key to successful presell events WHAT'S BIG
- 63. GENERAL MANAGER UNIVERSITY FINE JEWELRY FJ / Watch Service Plan • Training / Goal Setting • Target 10% Attachment Rate • Goal 20% Attachment Rate EMERGING MARKETS
- 65. GENERAL MANAGER UNIVERSITY FASHION JEWELRY TY SALES %INC Fashion Jewelry $20M 11%
- 66. GENERAL MANAGER UNIVERSITY FASHION JEWELRY Open Sell Opportunities •Ordered 65 additional towers EMERGING MARKETS
- 67. GENERAL MANAGER UNIVERSITY FASHION JEWELRY Open Sell Opportunities •Rings 3rd quarter •Chandelier Earrings 4th quarter EMERGING MARKETS
- 68. GENERAL MANAGER UNIVERSITY FASHION JEWELRY Open Sell Opportunities •Juicy Couture 100% Open Sell •Table & Tower EMERGING MARKETS
- 69. GENERAL MANAGER UNIVERSITY FASHION JEWELRY Open Sell Opportunities •Boxed set-up Pre-October Friends & Family EMERGING MARKETS
- 70. GENERAL MANAGER UNIVERSITY FASHION JEWELRY Open Sell Opportunities • Stud and Hoop Tower, stock intensification, $1M sales • Keep towers full, eliminate TOC's where necessary EMERGING MARKETS
- 71. GENERAL MANAGER UNIVERSITY FASHION JEWELRY Kate Spade •Rollout to all doors •+90% vs. LY •Must merchandise in #1 case EMERGING MARKETS
- 72. GENERAL MANAGER UNIVERSITY FASHION JEWELRY New / Roll-out Vendors •BCBGeneration – all doors •T Tahari - 28 doors •Vince Camuto - 11 doors EMERGING MARKETS
- 74. GENERAL MANAGER UNIVERSITY WATCHES Amazing 3 Year Growth YEAR SALES % 2011 20.0 +59% 2010 12.6 +68% 2009 7.5
- 75. GENERAL MANAGER UNIVERSITY What's New • Introduction of exclusive promotional watch brand "Jolie" $400K • 6 Thanksgiving Doorbusters in both Fine and Fashion Watches $250K WATCHES EMERGING MARKETS
- 76. GENERAL MANAGER UNIVERSITY Michael Kors #1 Brand WHAT'S BIG •25% of total watches •+56% vs. LY •Must merchandise in #1 case WATCHES
- 77. GENERAL MANAGER UNIVERSITY Last 10 Days Before Christmas WHAT'S BIG •22% of total season sales •50% of total Dec. sales •$3.0M TY vs. 1.7M LY, +65% WATCHES
- 78. GENERAL MANAGER UNIVERSITY Open Sell WHAT'S BIG • 20% of sales - MK, AK, G Shock, Rose Gold, Jolie • All doors received 2 new open-sell watch tables • Merchandise Rose Gold and Jolie Watches • New sign holders WATCHES
- 80. Final Exam
- 81. GENERAL MANAGER UNIVERSITY FINAL EXAM Nov/Dec = 52% of total season sales. Develop an individualized plan to manage your floors and stockrooms to deliver maximum results.
- 82. GENERAL MANAGER UNIVERSITY FINAL EXAM SHOES Boots = 58% of sales. Fill in daily. Increase singling to all Tall Shaft boots. RFID rolls out to all doors in Nov Week 1.
- 83. GENERAL MANAGER UNIVERSITY FINAL EXAM ACCESSORIES Touch technology drives glove growth. Fur grows to 10% to total. Daily replenishment is critical.
- 84. GENERAL MANAGER UNIVERSITY FINAL EXAM COATS 60% of sales occur in Nov/Dec. Operational plan is essential to handle rapid sales escalation.
- 85. GENERAL MANAGER UNIVERSITY FINAL EXAM HANDBAGS The big get bigger – Coach, MMK and Kate Spade. Intensified and amplified. SLG/Gifting setups.
- 86. GENERAL MANAGER UNIVERSITY FINAL EXAM FINE JEWELRY 50% of all sales happen in Dec. Ensure staffing, supplies and caseline replenishment strategy has been developed.
- 87. GENERAL MANAGER UNIVERSITY FINAL EXAM FASHION JEWELRY Maximize open sell opportunities. Fill in daily.
- 88. GENERAL MANAGER UNIVERSITY FINAL EXAM WATCHES Continue to generate extraordinary growth. Maximize Michael Kors and open sell opportunities.