Retail merchandiser

Retail merchandisers decide which products should be stocked by retailers or supermarkets. They make sure that the correct mix and number of products are stocked and displayed, in order to predict demand, meet customer needs and maximise profits.

Work activities

Retail merchandisers make sure that the correct mix of products is sent to the stores at the right time, to achieve the best sales for their company. Duties vary between different companies, but all merchandisers liaise closely with buyers, product managers and suppliers. Working closely with buyers, merchandisers plan product ranges and decide which products should be stocked for each type and size of store. By listening to comments from store management and input from product managers, they gather information about customers’ reactions to products. This can be used in negotiations with suppliers about things like packaging designs.

The availability of digital tools has had a dramatic impact on the work of merchandisers and is increasingly doing so. More sophisticated methods are available to monitor stock and purchasing patterns. Most companies now use EPOS (electronic point of sale) systems. Using these, retail merchandisers are able to access and analyse sales information from any of their company’s stores. This information helps merchandisers, product managers and buyers to forecast sales and profits, and plan budgets. Merchandisers might have to present their findings and recommendations to senior managers. The retail merchandiser can use this information together with a space management software program, to produce layout plans for stores. They can also use this technology to allocate stock to branches in the correct quantities and mixture of sizes, colours or types.

They have to make sure that they plan the correct amount of space in each store to match the demand for the products. This could vary in different parts of the country. By placing certain products next to each other in the store, they try to encourage people to buy more. While most work is office-based, some local travel to retail outlets might be required. Occasionally, retail merchandisers could be expected to work long hours away from home – at the opening of a new store, for example.

Merchandisers also monitor sales figures regularly. For example, they might look at the best- and worst-selling items in stores each week. For the bestselling, they might try to secure extra supplies; for the worst, they might try to cancel some, work with buyers and suppliers to change the order, or move stock from one branch to another. Merchandisers might also review and analyse the activity of competitors.

Personal qualities and skills

As a retail merchandiser, you will need to:

Be an effective communicator, verbally and in writing.
Enjoy working with figures and computer spreadsheets.
Be decisive, organised and self-motivated.
Think ahead and take a wide variety of factors into consideration.
Be creative and good at solving problems.
Think strategically.
Work under pressure.
Plan and prioritise.
Pay attention to detail.

You should have:

An analytical and logical mind.
Firm negotiating skills.
An awareness of how businesses operate.
Strong IT skills.
Teamwork skills.

Pay and opportunities

The pay rates given are approximate. Retail merchandisers start on around £16,000 per year, rising to £36,000 with experience. Salaries might be supplemented with performance bonuses.

Merchandisers usually work a basic 36-38-hour week, Monday to Friday, though longer hours are sometimes required in busy periods. They may need to work occasional evenings and weekends to coincide with events such as store openings, conferences and trade fares.

Employers are the well-known high street chains and large independent retailers. Online merchandising operations provide increasing opportunities for those with relevant skills and abilities. Opportunities for retail merchandisers occur in central departments of large retailers.

Where are vacancies advertised?

Vacancies are advertised in local/national newspapers, on job boards and large employers’ websites, and on the Government’s Find a Job service.

Entry routes and training

Companies tend to favour graduates for this sort of work, although people with A-levels might be able to enter if they have retail experience. Most entrants start in a support role and progress, through an assistant merchandiser post, after training. Applicants with a degree in retailing, business or a numerical subject might be at an advantage. Competition is fierce, and experience of working in retailing is a definite advantage. A range of colleges and universities offer courses in Fashion Buying at undergraduate and postgraduate level. Foundation degrees are available in retail management and business.

Some retail merchandisers begin their careers by completing a general retail management scheme. Specialisation in merchandising usually starts about a year after training commences. Store- and head office-based training is often complemented by in-service courses in management skills, technology and communication, and by placements in other departments, for example, buying and distribution. The British Independent Retailers Association (Bira) offers support for small to medium sized independent retailers to improve skills and techniques, performance improvement and business growth.

Retail merchandisers can progress to senior merchandiser and management posts.

Qualifications

Most entrants are graduates, although it might be possible to enter with A-levels. For entry to a relevant degree course, the usual minimum requirement is:

Two to three A-levels
GCSEs at grades 9-4 in two to three other subjects
English and maths at GCSE (grades 9-4).

Alternatives to A-levels include:

Edexcel (BTEC) Level 3 National qualifications
International Baccalaureate (IB) diploma.

However, course requirements vary so check prospectuses carefully.

Adult opportunities

Age limits: It is illegal for any organisation to set age limits for entry to employment, education or training, unless they can show there is a real need to have these limits.

Some entrants have developed relevant skills by working in retailing as a merchandising or purchasing assistant.

If you don’t have the qualifications needed to enter your chosen degree or HND course, a college or university Access course (for example, Access to Business) could be the way in. These courses are designed for people who have not followed the usual routes into higher education. No formal qualifications are usually needed, but you should check this with individual colleges.

A range of colleges and universities offer courses in Business and Retail Management at undergraduate and postgraduate level including with part time/flexible and distance learning study options.

Related careers

Buyer
Distribution manager
Market research analyst
Operational researcher
Sales assistant
Sales executive
Store manager