Mia Salvaggio

FCFA 488 Buying

Sales Results
Target Market
Our target market includes women ages 35 to 45. According to the VALS characteristics,
our customer would be classified as an innovator (60%) or a thinker (30%). Being an innovator
means this particular customer is complex, involved, proactive and sophisticated. They have a
high self-esteem and are willing to take calculated risks. They have good interpersonal skills,
global perspectives, abstract thinkers and understand nuance and complexity. Innovators are also
among the most likely to be business and government leaders. These individuals are successful
with an upscale taste which is justified by their high income. These women are also very brand
conscious and are willing to pay more for a brand name.
Perry’s Department store locations are limited to the Mid-Atlantic region of the United
States. The highest percent of innovators in the counties of Virginia are Arlington County,
however the city of Mclean has a higher percent of innovators. Montgomery County has the
highest percent of innovators in Maryland, however the city of Chevy Chase has the highest
overall percent of innovators.
Thinkers tend to be mature, comfortable, and tend to be well educated. They favor
durability and value in products and actively seek out information in the buying decision-making
process while shopping in the Women’s section. With thinkers, they are more concerned with
buying high quality products than a cheap price. durability is more one of the most important
aspects to them when it comes to shopping for Women’s clothing. Since these people tend to be
well educated, they are interested in knowing where the products are coming from and what they
are made out of. They are very motivated by their ideals and have a broad worldview which
makes them more open to new trends and styles. Thinker’s households have the highest net
worth because they are responsible, organized planners, anticipate needs, and save for the future.
Innovators are most likely to be in a career field that involved them being leaders and are
also social people with a strong work ethic. They are very cultured attending many art and sports
events, however they also entertain at home. They stay up to date with news and gather this
information from a variety of new and old news sources. 96% have a bachelor’s or postgraduate
degree, 75% are employed, 47% are women, 60% are married, and 32% have kids.
Thinkers are confident, conservative, informed, and responsible. They are intellectually
curious but slow to change. They balance work, family, and personal time to achieve a
considered quality of life. 78% have a bachelor's or postgraduate degree, 28% are retired, 50%
are women, 71% are married, and 87% have kids.

Assortment Mix and Trend Analysis

sleepwear, skirts, and accessories. For each of these sections we have a subclassification. For the
fall and winter season we wanted to include pieces that can be layered as well as a few pieces
that can be worn during very low temperatures. Knit tops, jackets, shirts, and sweaters are all
easy to layer together for cold winter temperatures or worn separately for a nice fall day. Our
outerwear section, which includes parkas and trench coats, is perfect for the low temperatures
often found during the winter in the mid Atlantic area.
Our active wear section was important to include because our target market, although
constantly on the go, takes pride in their appearance and well-being. On an average day out
consumer will work a full day in the office and hit the gym on their way to pick up the kids from
daycare. The sports tank, leotard, and drawstring shorts are made out of wrinkle resistant
polyester and spandex which is perfect for storing in a bag all day. As mentioned prior, 75% of
our target market is employed. Due to this, we found it important to include a variety of dresses,
pants, skirts, and shirts that would work for both in and out of the office. These items can easily
be transitioned from day to night by pairing it with a pair of heels and our drop earrings and
handbag. The chart below illustrates each classification along with its subclassification.

Classification Sub classification

Shirts Button up, Wrap Shirt

Sweaters Cardigan, Turtleneck

Pants Flared Jeans, Tapered Jeans

Jackets Hoodie, Suit Jacket

Knit Tops Cap Sleeve Tee, Raglan Long Sleeve

Dresses Spaghetti Strap, Empire Waist, Jumper with Ruffled

Blouse

Active wear Sports Tank, Leotard, Drawstring Shorts

Outerwear Parkas, Trench Coats

Sleepwear Nightshirt, Two Piece Set

Skirts Jean Skirt, Tiered

Accessories Small Handbag, Drop Earrings

Since our target market is quite a wide range of people we needed to include a variety of
sizes, colors, styles, and fabrications. The breakdown of our department shows that pants take up
the highest percentage and shirts have the lowest percentage. Since much of our target market is
employed, a higher percentage of the items such as pants and dresses can be worn in the
workplace. Our sections such as sleepwear and accessories are the lowest percentages because
they have the least amount of subclassifications and therefore bought the least by our target
market when compared to items such as dresses and jackets. We carry sizes Small, medium, and
large. Based off of our research about our target market we know that these sizes will be the
three most popular.

All of our styles come in small (35%), medium (35%), and large (30%). Since our highest
sold sizes are small and medium, we tend to carry a little more of those sizes than we do size
large. Since our target market prefers to compare prices and quality of pieces we decided to
include a wide range of prices in our department. Some of our most expensive pieces include
dresses, coats, jackets, and pant which are high quality items that sell well to our target market.
They are items that can be easily transitioned from office to night and for this reason, our
consumer is willing to pay more for them. Some of our most inexpensive items include cap
sleeve tees, spaghetti strap dresses, activewear, and pajamas. These items are marked lower
because they cannot be transitioned from day to night and are only worn at certain times of the
day. For example, activewear is usually only worn at home or while working out for an hour a
day and pajamas are only worn at night. We marked the spaghetti strap dress a little lower to
give a cheaper dress option to our consumer.
 Our garments are offered in a wide variety of fabrications depending on style and price
point. Our sweaters and one suit jacket are made from cashmere and wool, which is why they are
some of the most expensive items we carry. The majority of our stock is either cotton or
polyester. Our buttons up shirts are carried in cotton, polyester, and a blend of the two. Other
cotton garments include our jeans, with both styles being offered in 100% cotton and
cotton/spandex blend, hoodie, cap sleeve shirt, raglan long sleeved shirt, a couple of our dresses,
leotard, both of our outerwear options, all sleepwear, and finally both of our skirts. Jeans with a
spandex blend are popular among our consumers because they stretch which make them more
comfortable and easy to swear for an entire day. Our polyester items include our button up and
wrap shirts, cardigan, hoodie, suit jacket, jumper, and several activewear pieces. We decided to
offer several polyester options because polyester has a different feel and looks different from
cotton. We were also able to offer the same garment at different price points. We wanted to
appeal to both types of consumers. Besides cotton and polyester, we also offered viscose, nylon,
and spandex dresses, nylon outerwear, acrylic wrap shirt, and an acrylic cardigan.
As you can see, having a variety of fabrics was very important to us. We wanted to be
able to offer our consumers several options because we know that they like to compare options
and choose quality of price in most cases. Another reason why this was so important is because
our consumers live in a variety of climates even though they all are in the Mid-Atlantic region. It
is a large region and several states experience drastically different temperatures throughout the
year.
Our color assortment is broken up into five different categories including neutral,
primary, and pastel, fall neutral, and seasonal. These categories cover a wide spectrum of color.
Our neutral category, white, black, brown, gray, khaki, and navy is estimated to be the most
popular among our target market. Since the majority of them are career women, we know that
they will need items that can be worn in the workplace and that can be mixed and matched with
more trendy pieces. Our neutral pieces are some of the highest quality so that they will last for
years to come.

Neutral White, Black, Brown, Gray, Khaki, Navy

Primary Red, Yellow, Green, Blue

Pastel Baby Blue, Purple, Baby Pink

Fall Neutral Salmon, Yellow Olive, Burnt Sienna

Seasonal Red, Green, White

 White Blue Baby
Blue

Black Baby Burnt

Pink Sienna

Brown Green Gray

Khaki Navy Orange

Purple Red Salmon

Yellow Yellow
Olive

November Training Simulation

After considering our variety of merchandise, we decided to offer our entire merchandise
selection in the month of November. Reason being, all of our items can be layered or transitioned
in a way that can be worn in warmer or colder weather. Some of these items include spaghetti
strap dress, shirts, knit tops, and skirts. These items can be layered with jackets, sweaters, and
outerwear. Our staple pieces that can be worn in the workplace such as, shirts, pants, sweaters,
dresses, and skirts are offered all year round. Since 78% of our target market is employed and the
large majority has college degrees, we know that these items will sell well all year long.
Another reason we decided to offer our full inventory is because our consumers were
buying electronically. This means that we did not have a set amount of floor space restricting us
from only carrying certain items in our women’s department. We also know that our target
market likes to have options. They prefer to compare a couple similar items before they make
their purchases so they can compare quality, cost, and style. This was easy for them to do online
from the convenience of their home or workplace.
As discussed, our consumers are located in the mid Atlantic area, which can experience a
variety of different temperatures during November. For this reason, it was important for us to
offer items for cold temperatures and moderate temperatures. Our consumers in Florida will face
much different temperature during the month of November than our consumers in Virginia. It is
a balancing act of offering the right amount of merchandise for our consumers across the region
and not offering too much to avoid overwhelming them.

Report your sales results

Styles then colors
Analysis of Sales Results

Report of sales results

Perry’s department store stayed veered towards more sophisticated style to appeal to our target market.

We based our purchases a round the lifestyle and VALS of Innovators, keeping in mind the location of

our store. We offered a total of 33 items with 9 classifications and 24 sub classifications. Our sales results

where very interesting, in total we sold 217 items from our catalogue (excluding color), with 79% of our

total offerings being sold. Our results also showed us that our top 3 best selling classifications where

dresswear with a 101 of our total sales, Knit tops second with 72 of total sales and sweaters selling 44 of

our total sales. For our best selling sub classifications our results indicated handbag, suit jacket, cap

sleeves and cardigan

Overall sales results Sub classification best

sellers
Handbag
Items not sold
Suit Jacket
Items sold
Cap sleeve
Cardigan
 Classification best sellers

Dresswear
Knit tops
Sweaters

Accessories

For accessories Perry’s offered two different types, earrings and handbags. The total accessories

sold was 32, resulting in a 41% of our total accessories being sold. Our results showed that

Handbags sold 8 more than the earrings; showing is the highest selling sub classification of

accessories.

Acessories

Earing
Handbag

Active wear

The Classification of active wear offered in our Perry’s stores consisted off

three sub classifications Leotard, shorts, and tank tops. We sold a total of 23 items in active

wear, with shorts selling a total of 12 resulting in the highest selling sub classification of active
wear. Tanks the second highest selling sub classification of active wear with a total of 10 and the

leotard only selling 1. This resulted in a 22% of our total offerings of active wear being sold.

Activewear

Leotard
Shorts
Tank

Dresswear

The classification of dresswear proved to be our second highest overall selling classification

being 15% of our total sales. We offered 4 sub classifications of jumper, spaghetti strapped dress,

Princess empire waist dress and suit jacket. We sold a total of 47 items in this classification, with

jumper selling 5, spaghetti strapped dress selling 6, Princess empire waist dress selling 8 and suit

jacket selling 28. Our results indicated that shorts where our highest selling sub classification on

dresswear, and a 21% of our total offerings of dress wear sold.

 Dress wear

Jumper
Princess empire waist dress
spaghetti strapped dress
Suit Jacket

Knit tops

Knit wear proved to our highest overall selling classification being 24% of our total sales. We

offered 3 sub classifications Ragland long sleeve, wrap shirt, and cap sleeve. We sold a total of

73 items in knit tops with Cap sleeve selling a total of 42, proving to be the highest overall

selling item throughout all our sub classifications. Wrap shirt sold a total of 17 and Raglans long

sleeve a total of 14. This classification sold 38% of its total offerings.

Knit tops

Rag sleeve
Wrap shirt
Cap sleeve
 Outerwear

For the classification of outerwear counted for 6% of our total sales, one of our lowest

percentage of overall selling classification. We offered a total of 3 sub classifications, belted

trench coat, hooded parka, and Hoodie. The highest selling of all three was the belted trench

coat, second highest selling hoodie and third the parka.

We sold a total of 20 items in this classification, with belted trench coat selling 9 indicating that

it was the most popular of outerwear sub classifications. The parka sold 5 and hoodie sold 6.

Our sales results indicated a total of 16% offerings sold.

Outerwear

Belted tranch coat

Hooded parka
Hoodie

Pants/skirts

The classification of pants/skirts proved to be one of our lowest selling % of our total selling’s

with 9%, however it did sell better than knit tops. We offered 4 sub classifications of flared

jeans, tapered leg jeans, jean skirt, and tiered maxi skirt. The highest selling of all 4 was tapered

leg jeans selling 12, the second being flared jeans with a total of 8, third jean skirt selling 6 and

lastly tired maxi skirt selling only 1. Our sales results indicated a total of 31% offerings sold.
 Pants/ skirts

Flared jeans
Tapered jeans
Jean skirt
Tried maxi skirt

Shirts

Shirts are the only classification that we offered just on sub classification, we offered a button up

shirt that sold a total 16. This proved to be our lowest selling % of total sales resulting in only

5%. Our sales results showed that a total of 28 % of the shirts offerings were sold.

Sales of Shirts

Shirts sold
Shirts unsold
 Sleepwear

For our sleepwear classification the sales results showed that it was tired for our lowest selling

classification, with only a total of 16 items being sold and 5% of our total selling’s. We offered

two sub classifications of sleepwear, a 2-piece pajama set and a nightshirt. The 2 piece sold 5

while the nightshirt was the highest selling sub classification of sleepwear with a total sales of 7.

Unlike are other classifications all of our sleepwear offered was sold.

Sleepwear

2 piece pajama set

Nightshirt

Sweaters

The classification of sweaters proved to be our third highest overall selling classification, it

consisted of two sub classifications, turtleneck and cardigan. For sweaters it was a total of 14%

of out total sales, selling a total of 44 items. The highest selling of the sweaters sub classification

was the cardigan selling a total of 27 items, while the turtleneck sold a total of 17 items. Our

sales results indicated that a total of 28% of our total sales

 Sweaters

Turtleneck
Cardigan

Color

When choosing our colors for our assortment plan, we aimed to keep a simplistic yet

sophisticated style to appeal to innovators. We offered a total of 17 different color options, our

highest selling color overall being black with a 28% of our total sales, gray with 14% and the

third highest being red with 9%.

Overll best selling colors

Salmon

Black
Overll best selling colors

Red

0 5 10 15 20 25 30

The chart below also shows the total number of each color sold overall
 Total number of sales for each color
Salmon
Yellow olive
Yellow
Red
Purple
Orange
Navy
Khaki
Total number of sales for each
Gray
color
Green
Blue
Baby blue
Baby pink
Burnt sienna
Black
White
0 10 20 30 40 50 60

Accessories

For accessories we offered earrings and handbags, our earrings were only offered in one color

while our handbags were offered in all of our 17 colors, our best sellers for this sub classification

were black and gray both totaling at 6 and brown with 4. While baby pink, red, khaki, and blue

sold one. The remaining colors of white, baby blue, burnt sienna, green, navy orange didn’t not

sell at all. Our result highlighted that 41% of our offerings including color where sold.

Accessories color
Baby pink
Red
Khaki
Gray
Series 1
Brown
Black
Blue

0 1 2 3 4 5 6 7
 Activewear

For active wear classification the total highest selling color was gray selling a total of 9 and

making up for 20% of colors overall sale of active wear. The second highest selling color was

purple selling a total of 7, with a 14% of overall color sales fore this classification. Red was third

selling a total of 6, with 13% of overall color sales of active wear. In the sub classification of

shorts purple was the most popular selling a total of 4, next was gray with 5 and lastly 4 with

purple. In the sub classification of tank tops gray sold the most with a total of 4 and tied for the

second highest is red and purple at 3. The last sub classification of leotard sold the most in black,

as it was the only one brought.

Purple

Shorts
Gray
Leotard
Tank
Red

Black

0 1 2 3 4 5 6 7 8 9 10
 Dresswear

For the classification of dress wear the total highest selling color was black with a total of 12 and

making up for 22% of our total color sales in dress wear. Tied for the second highest selling

color was salmon and red both selling 4, making up for 7% of the color sales in the active wear

classification each. In the sub classifications the jumper’s most popular color was khaki and

brown and yellow olive coming in last. Spaghetti strap dress had the most popular color of black

with 5 sold and baby pink next with 1. The empire waist dress most popular color was gray

selling a total of 5, white came in second with 2 and lastly burnt sienna with 1. The sub

classification of suit jacket sold the highest in black with a total of 7, in second was red, salmon

and gray with 4 each being sold, thirdly was white and navy with 3 each, fourth blue and brown

both selling 2 and lastly Khaki selling 1.

Red
Navy
Salmon
Gray
Burnt sienna Jumper

white Spaghetti strap dress

Baby pink Empire waist

Black Suit jacket

Yellow olive
Brown
khaki

0 2 4 6 8 10 12 14
 Knit Tops

For this classification of knit tops the total highest selling color was black selling a total 14 and

making up for 25% of the total colors sold in knit tops. In the sub classifications of cap sleeve 14

colors were offered with 21% of colors overall being sold. The highest color sold was black with

5, second was baby pink and Navy selling 4 each, third was purple and gray selling 3 each, forth

was baby blue selling 2 and tied for last was blue, khaki, orange and red selling 1 each.

Yellow
navy
red
purple
orange
khaki Cap sleeve

gray wrap sleeve

baby pink Ragan sleeve

black
baby blue
blue
White

0 2 4 6 8 10 12 14 16

Outerwear

For the classification of outerwear the total highest selling color was gray with a total of 8 and

making up for 15% of our total color sales in outerwear. Tied for the second highest selling color

was black, making up for 6% of the color sales in the active wear classification each. In the sub

classifications the Parka most popular color was gray selling 4, second was black selling 1 and

white was last selling 0. For the sub classification of belted trench coat gray was the most

popular selling 5, second was black with 4 and lastly was green with only selling 1.
 White

Green

Parka
Belted trench coat
Black

Gray

0 1 2 3 4 5 6 7 8 9

Pants/ Skirts

For the classification of Pants/ skirts the total highest selling color was black and navy with a

total of 5 and making up for 22% of our total color sales in dress wear. Tied for the second

highest selling color was salmon and red both selling 4, making up for 7% of the color sales in

the active wear classification each. In the sub classifications the flared leg jean the most popular

color was khaki and gray and navy, with brown and black coming in last. Tapered leg jeans had

the most popular color of black with 5 sold and white next with 1. The denim mini skirt most

popular color was navy selling a total of 3, baby blue came in second with 1 and lastly white

with 0. The sub classification of tiered maxi skirt sold the highest in gray with a total of 1, the

other colors of blue and salmon did not sell at all.

 Gray

Khaki
Mini skirt
Black
Flared jeans
Brown Tappered leg jeans

Navy Tired maxi skirt

Baby blue

white

0 2 4 6 8 10

Shirts

For the classification of shirts we offered a total of 14 colors but only one sub classification, the

total highest selling color was black with a total of 3 and making up for 10% of our total color

sales in dress wear. Tied for the second highest selling color was salmon, red, burnt sienna and

white all selling 2. Third were khaki, navy, yellow and blue all selling 1, the remaining colors of

yellow, green, orange and red did not sell at all.

Sleepwear

For the classification of sleepwear the total highest selling color was baby pink with a total of 4

and making up for 33% of our total color sales in sleepwear. Tied for the second highest selling

color was salmon selling 3, making 25% of our total sales in sleepwear. White was the third most

sold color selling 2 and baby blue, yellow and yellow olive coming in last selling only 1. In the

sub classifications the 2 piece pajama was offered in three colors. The most popular color was

salmon selling 3, second was yellow and yellow olive only selling 1 each. The sub classification
of nightshirt was also offered in three colors, the highest color sold was in baby pink with 4,

white with 2 and baby blue with 1.

Yellow Olive

Yellow
Nightshirt
Salmon 2 piece pajama set

White

Baby blue

Baby pink

0 1 2 3 4 5

Sweaters

For the classification of sweaters the total highest selling color was black with a total of 8 being

sold and making up for 29% of our total color sales in dress wear. Tied for the second highest

selling color was salmon and red both selling 4, making up for 11% of the color sales in the

sweater classification each. In the sub classifications the cardigans most popular color was black

selling 3 each. The second most popular color was gray and salmon each selling 4, Navy came

third selling 3, while red, brown, yellow, orange, did not sell at all. The sub classification of

turtleneck sold the highest in gray with a total of 5, in second was black selling 3, third was blue

and khaki. The remaining colors of green and brown did not sell at all.
 red
Salmon
Orange
Navy
Kahki
Gray
Green Turtleneck
Brown
Cardigan
Burnt sienna
Yellow
Black
Yellow olive
Blue
White
0 1 2 3 4 5 6 7 8 9

Analysis of sales results

We found our sales results to be very interesting even though all of our classifications
have somewhat of a sale, some of the sub classifications did not sell as well as we intended. For
example we chose to offer a leotard for our target market, we did this due to the VALS of
innovator (60%) or a thinker (30%) being very health conscious as they lead an outgoing social
life. However our result suggested that the leotard wasn’t a great seller, this could however been
due to the location of which our stores our located even though innovators and thinkers are up to
date with the latest beauty/health kicks, people in the mid Atlantic areas do not engage in
extensive everyday exercise like those on the west coast, this could be the reason for the little
sales. Another item that did not sell well was the jumper; with this item I predict it did not sell
due to its out dated appeal. We chose this to give our innovators a vintage style that could be a
classic in their wardrobe, however this was not the case and many did not sell. I predict this is
due to the outdated look of the garment, innovators want to be the first to wear a fashion and
setting trends as a result they stayed clear of this garment because of its outdated colors and look.
The price could have also played a huge part in the low sales of the skirt; many thinkers like to
buy for durability and would rather go for the higher end price tag. However, we did not take this
into consideration and ended up pricing the jumper relatively low. Tired skirt was also an item
that did not sell well, we predicted a long skirt for this season due to the shortness of last
season’s skirts. However this was a surprised as we though the skirt would be a hit with thinkers
as they have an open mind to new trends, but the skirt was not a hit. I think this was due to the
short skirt style still being relevant and in style. I also felt as though are prices for our garments
could have been another reason why something did not sell well, our target market was made up
of 60% innovators and 30% thinkers, both have high pay checks. However, thinkers are cautions
with their money and invest it wisely, our items where priced at a middle price point giving them
the impression that the items are of lesser quality.
However, many of our products did sell well for example our most popular item was the cap
sleeve knit top. I predict this sold well as it is a staple in many women’s wardrobes, no matter the
VAL’S a plain T-shirt is a necessity. Another well selling item was the suit jacket, we chosen
this item with the intent to reach both innovators and thinkers. Both VALS categories have
college degrees, which suggests that they have a high paying job that requires suitable office
attire. Our predictions that this would sell well were accurate as it was the second best selling
item in our catalogue.

After looking at our sales results more closely we noticed that reoccurring colors where selling
better than others. Black was the most popular color of all, I predict this is due to the fact that
black is a staple color that can be both dressed up or down and included in any occasion.
Innovators and thinkers also work office jobs and social events that require fancier clothing,
what better way to look sophisticated than in a bold color such as black. Salmon was the second
most popular color; I predict this sold well due to the weather in the mid Atlantic area. During
fall many these colors of nature change and people often change their wardrobe accordingly.
Innovators and thinkers want to set the trends of fall and with choosing salmon they can reflect
the change in weather but also be fashion conscious.

Recommendations for Adjustments and Changes

In the future, we recommend using more than one vendor to select merchandise from.
This is very important because if we were able to use more than one vendor then we would have
been able to have more choices. More choices means that we would be able to better serve our
consumers with exactly the merchandise they are looking for. The problem with this vendor is
that they only had a couple different styles in each category. A couple times we were forced to
select items that we knew were not necessarily perfect for our consumers but were the best
choice we had from our one vendor. We would have liked to have been able to compare what
styles we liked the most between vendors, get the best prices, and get first choice over our
competitors. We need to start building relationships with multiple vendors to be able to beat out
the competition.
According to our feedback, our merchandise was priced fairly but we need to offer a
wider variety of styles within each classification. This again comes back to our choice of vendor.
On the other hand, our feedback indicated that we had a nice scale of merchandise ranging from
trendy to professional clothing. In the future, I would recommend slightly raising the prices of
our merchandise to better match the competition. Some of our items such as jeans and shirts
come in well below what our competition is selling them for. Pricing below our competition is a
good strategy but we do not want to be priced too low. If we are priced too low we will not be
seen as competition, our consumers will think that our merchandise is lower quality, and we will
soon be seen as a lower end store. This may sound drastic but in the long run this is something
serious to consider. All in all, our feedback indicates that our online store was very easy to
navigate. One suggestion stated that we should consider categorizing our colors and organizing
them better for a more professional look. We could not agree more and we think this should be
done in the future.
Total
197,137.6
100%
375,500.0
100%
- 178,362.4
-47.5%
 MONTHLY SALES BY PERCENTAGE AND INCREASE/DECREASE

AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER JANUARY

PL Sales 27,599.3 27,599.3 29,570.6 37,456.1 55,198.5 19,713.8

% by Month 14.0% 14.0% 15.0% 19.0% 28.0% 10.0%

LY Sales 56,325.0 52,570.0 56,325.0 67,590.0 105,140.0 37,550.0

% by Month 15.0% 14.0% 15.0% 18.0% 28.0% 10.0%

$ Inc/Dec - 28,725.7 - 24,970.7 - 26,754.4 - 30,133.9 - 49,941.5 - 17,836.2

% Inc/Dec -51.0% -47.5% -47.5% -44.6% -47.5% -47.5%

Justification by Month:
August
For the month of August me anticipate that there will be a steady planned sales, we beleieve this due to the school year
starting. Our target market are family orriented women, during this month they are shopping with their familys getting
ready for their children to start school. This month brings incentive for women to buy more due to the conveience of
them already being in the store. August is also the last chance for families to take vacations before school starts. The
many tourist attractions in the midatalntic such as, the Pocono Mountains, The Liberty Bell, The National Aquarium, and
the National Mall are perfect places for families to travel to. This brings the last of the summertime tourists into Perry's
and helps with the sales for this month.

September
September has proven to be a lower total sales month for Perry's since it is after the back to school rush. The women
that shop at Perry's have just gotten done making back to school purchases for their children and for our college age
customers, they have just got done buying textbooks and supplies and taking out more student loans. This causes a
decrease in sales because they are trying to save a little money after just spending it on school. This is also an awkward
month due to weather. Many times stores are prepping for fall fashion but it is still hot out. Our customer is not always
ready to buy for the fall or winter season this early on.

October
October is the third highest total sales month for Perry's, we believe this is the case due to it being the beggining of Fall
collections. The woman that shop at perry's wanna be the first to set trends and be up to date with fashion. Many of the
women Perry's targets will not dress up for Halloween howver they may still attend events/ parties and need the
appropriate attire. Many cities in the mid atlantic area have the festival Octoberfest, this is a social event that draws
many families to a city who are ready to shop.

November
November has proven to be the second highest sales month for Perry's due to purchases made leading up to the
Holiday season. This month is the prime time for purchasing gifts, especially due to black friday. Black friday brings
thousands more customers into the store that would not normally come in on a regular basis. This is a time for women
to get high end brands at better prices than they would normally be. These women also come into the store ready to
make purchases for family members and their children.

December
We anticipate that december will be the highest planed sales, we beleive this due it being holiday season. During
December women are in stores more buying gifts for themselves and others.T here are many events and festivasl that
may elevate Perry's sales, for example chrstmas events such as the rockerfeller center christmas tree light event that
attracts many famlys to the city, alog with other events such as christmas in New-york. Many people are willing to pay
higher prices for a quailty gift that will last through the years.
January
January tends to be the lowest sales month by far. This is due to the Holiday season officially being over. Many of the
sales that are made are exchanges from the holiday season or gift card purchases. After Christmas, our customer
prefers to save money for a little while to repair from the damage that was done in December.
 COMBINED ASSORTMENT PLAN for____Activewear_________________ subclassification: Sports tank
$7,097.0 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Polyester 100.00% $ 7,097.00 1 Small 35.00% 2483.95 1 Red 35.0% $ 869.38
2 Gray 35.0% $ 869.38
3 Purple 30.0% $ 745.19
2 Medium 35.00% 2483.95 1 Red 35.0% $ 869.38
2 Gray 35.0% $ 869.38
3 Purple 30.0% $ 745.19
3 Large 30.00% 2129.1 1 Red 35.0% $ 745.19
2 Gray 35.0% $ 745.19
3 Purple 30.0% $ 638.73

COMBINED ASSORTMENT PLAN for____Activewear_________________ subclassification: Leotard

$3,548.5 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Polyester 94.0% $ 3,335.59 1 Small 35.00% 1167.4565 1 Black 35.0% $ 408.61
2 Khaki 35.0% $ 408.61
3 Burnt Siena 30.0% $ 350.24
2 Medium 35.00% 1167.4565 1 Black 35.0% $ 408.61
2 Khaki 35.0% $ 408.61
3 Burnt Siena 30.0% $ 350.24
3 Large 30.00% 1000.677 1 Black 35.0% $ 350.24
2 Khaki 35.0% $ 350.24
3 Burnt Siena 30.0% $ 300.20

FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $

1 Cotton 6.0% $ 212.91 1 Small 35.00% 74.5185 1 Black 35.0% $ 26.08
2 Khaki 35.0% $ 26.08
3 Burnt Siena 30.0% $ 22.36
2 Medium 35.00% 74.5185 1 Black 35.0% $ 26.08
2 Khaki 35.0% $ 26.08
3 Burnt Siena 30.0% $ 22.36
3 Large 30.00% 63.873 1 Black 35.0% $ 22.36
2 Khaki 35.0% $ 22.36
3 Burnt Siena 30.0% $ 19.16

COMBINED ASSORTMENT PLAN for____Activewear_________________ subclassification: Drawstring shorts

$7,097.0 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Polyester 94.0% $ 6,671.18 1 Small 35.00% 2334.913 1 Red 35.0% $ 817.22
2 Gray 35.0% $ 817.22
3 Purple 30.0% $ 700.47
2 Medium 35.00% 2334.913 1 Red 35.0% $ 817.22
2 Gray 35.0% $ 817.22
3 Purple 30.0% $ 700.47
3 Large 30.00% 2001.354 1 Red 35.0% $ 700.47
2 Gray 35.0% $ 700.47
3 Purple 30.0% $ 600.41
COMBINED ASSORTMENT PLAN for___Outerwear_________________ subclassification:
COMBINED
Parkas ASSORTMENT PLAN for____Outerwear_________________ subclassification:Parka
$ 15,771.00 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Cotton 70.00% $ 11,039.70 1 Small 35.00% 3863.895 1 Black 35.00% $ 1,352.36
2 White 30.00% $ 1,159.17
3 Gray 35.00% $ 1,352.36
2 Medium 35.00% 3863.895 1 Black 35.00% $ 1,352.36
2 White 30.00% $ 1,159.17
3 Gray 35.00% $ 1,352.36
3 Large 30.00% 3311.91 1 Black 35.00% $ 1,159.17
2 White 30.00% $ 993.57
3 Gray 35.00% $ 1,159.17

2 Nylon 30.00% $ 4,731.30 1 Small 35.00% 1655.955 1 Black 35.00% $ 579.58

2 White 30.00% $ 496.79
3 Gray 35.00% $ 579.58
2 Medium 35.00% 1655.955 1 Black 35.00% $ 579.58
White 30.00% $ 496.79
3 Gray 35.00% $ 579.58
Large 30.00% 1419.39 1 Black 35.00% $ 496.79
2 White 30.00% $ 425.82
3 Gray 35.00% $ 496.79
COMBINED ASSORTMENT PLAN for____Outerwear_________________ subclassification:Trench coats
$ 15,771.00 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Cotton 56.00% $ 8,831.76 1 Small 35.00% 3091.116 1 Black 35.00% $ 1,081.89
2 Green 35.00% $ 1,081.89
3 Gray 30.00% $ 927.33
2 Medium 35.00% 3091.116 1 Black 35.00% $ 1,081.89
2 Green 35.00% $ 1,081.89
3 Gray 30.00% $ 927.33
3 Large 30.00% 2649.528 1 Black 35.00% $ 927.33
2 Green 35.00% $ 927.33
3 Gray 30.00% $ 794.86

2 Nylon 44.00% $ 6,939.24 1 Small 35.00% 2428.734 1 Black 35.00% $ 850.06

2 Green 35.00% $ 850.06
3 Gray 30.00% $ 728.62
2 Medium 35.00% 2428.734 1 Black 35.00% $ 850.06
2 Green 35.00% $ 850.06
3 Gray 30.00% $ 728.62
3 Large 30.00% 2081.772 1 Black 35.00% $ 728.62
2 Green 35.00% $ 728.62
3 Gray 30.00% $ 624.53
 COMBINED ASSORTMENT PLAN for____Sleepwear_________________ subclassification: Nightshirt
$ 9,856.90 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Cotton 100.00% $ 9,856.90 1 Small 35.00% 3449.915 1 Baby blue 35.00% $ 1,207.47
2 Baby pink 30.00% $ 1,034.97
3 White 35.00% $ 1,207.47
2 Medium 35.00% 3449.915 1 Baby Blue 35.00% $ 1,207.47
2 Baby pink 30.00% $ 1,034.97
3 Whit 35.00% $ 1,207.47
3 Large 30.00% 2957.07 1 Baby blue 35.00% $ 1,034.97
2 Baby Pink 30.00% $ 887.12
3 White 35.00% $ 1,034.97
COMBINED ASSORTMENT PLAN for____Sleepwear_________________ subclassification:2 peice pajama set
$ 9,856.90 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Cotton 100.00% $ 9,856.90 1 Small 35.00% 3449.915 1 Red 35.00% $ 1,207.47
2 Salmon 35.00% $ 1,207.47
3 Yellow Olive 30.00% $ 1,034.97
2 Medium 35.00% 3449.915 1 Red 35.00% $ 1,207.47
2 Salmon 35.00% $ 1,207.47
3 Yellow Olive 30.00% $ 1,034.97
3 Large 30.00% 2957.07 1 Red 35.00% $ 1,034.97
2 Salmon 35.00% $ 1,034.97
3 Yellow Olive 30.00% $ 887.12
 COMBINED ASSORTMENT PLAN for____Skirts_________________ subclassification: Jean skirt
$ 15,771.00 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Cotton 100.00% $ 15,771.00 1 Small 35.00% 5519.85 1 Baby blue 35.00% $ 1,931.95
2 Baby pink 35.00% $ 1,931.95
3 Blue 30.00% $ 1,655.96
2 Medium 35.00% 5519.85 1 Baby blue 35.00% $ 1,931.95
2 Baby pink 35.00% $ 1,931.95
3 Blue 30.00% $ 1,655.96
3 Large 30.00% 4731.3 1 Baby blue 35.00% $ 1,655.96
2 Baby pink 35.00% $ 1,655.96
3 Blue 30.00% $ 1,419.39

COMBINED ASSORTMENT PLAN for____Skirts_________________ subclassification: Tiered

$ 15,771.00 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Cotton $ - 1 Small 35.00% 0 1 Blue 35.00% $ -
2 Gray 35.00% $ -
3 Salmon 30.00% $ -
2 Medium 35.00% 0 1 Blue 35.00% $ -
2 Gray 35.00% $ -
3 Salmon 30.00% $ -
3 Large 30.00% 0 1 Blue 35.00% $ -
2 Gray 35.00% $ -
3 Slamon 30.00% $ -
 COMBINED ASSORTMENT PLAN for____Acessories_________________ subclassification: small handbag
$ 11,828.30 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 leather 100.00% $ 11,828.30 1 Small 35.00% 4139.905 1 Black 35.00% $ 1,448.97
2 Red 35.00% $ 1,448.97
3 Gray 30.00% $ 1,241.97
2 Medium 35.00% 4139.905 1 Black 35.00% $ 1,448.97
2 Red 35.00% $ 1,448.97
3 Gray 30.00% $ 1,241.97
3 Large 30.00% 3548.49 1 Black 35.00% $ 1,241.97
2 Red 35.00% $ 1,241.97
3 Gray 30% $ 1,064.55
COMBINED ASSORTMENT PLAN for____Acessories_________________ subclassification: Drop earings
$ 11,828.30 total $ for this subclassification
FABRICATION % OF THIS FABRIC $ SIZE % THIS SIZE $ COLOR % THIS COLOR $
1 Sterling silver 100 $ 1,182,830.00 1 Small 35.00% 413990.5 1 Assorted 35.00% $ 144,896.68
2 Assorted 35.00% $ 144,896.68
3 Assorted 30.00% $ 124,197.15
2 Medium 35.00% 413990.5 1 Assorted $ -
2 Assorted $ -
3 Assorted $ -
3 Large 30.00% 354849 1 Assorted $ -
2 Assorted $ -
3 Assorted $ -
 STOCK/SALES RATIO AND BOM STOCK

AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER JANUARY FEBRUARY

PL Sales 27,599.3 27,599.3 29,570.6 37,456.1 55,198.5 19,713.8

S/S Ratio 4.0 4.3 4.4 3.6 2.1 5.2

BOM Stock 13,801.7 118,677.0 130,406.3 134,842.0 115,916.9 102,511.8 102,692.6

Plan Sales × Stock/Sales Ratio = BOM Stock

Justification by Month:
August
Used company stock to sale ratio figures

September
Used company stock to sale ratio figures

October
Used company stock to sale ratio figures

November
Used company stock to sale ratio figures

December
Used company stock to sale ratio figures

January
Used company stock to sale ratio figures

February (January EOM)

Average
 SIX-MON

DEPT. NAME Women's DEPT. #

BUYER Mia Salvaggio & Kate Fraine

FALL AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER

SALES $ Last Year $ 28,162.5 26285.0 28162.5 33795.0 52570.0

Plan 27,599.3 27,599.3 29,570.6 37,456.1 55198.1
% Inc/Dec -2.0% 5.0% 5.0% 10.8% 5.0%
Revised
Actual

STOCK/SALES Last Year 4 4.3 4.4 3.6 2.1

RATIO Plan 4.0 4.3 4.4 3.6 2.1

BOM STOCK $ Last Year $ 112,650.0 113,025.5 123,915.0 121,662.0 110,397.0

(Retail) Plan 13,801.7 118,677.0 130,406.3 134,842.0 115,916.9
Revised
Actual

MARKDOWNS $ Last Year $ 10,138.5 5632.5 8448.8 6757.2 16897.5

Plan 12,490.6 10,408.9 11,796.7 10,408.9 9,021.0
% to Sales 45.3% 37.7% 39.9% 27.8% 16.3%
% by Month 18.0% 15.0% 17.0% 15.0% 13.0%
Revised
Actual

PURCHASES $ Last Year $ 28,538.0 37174.5 25909.5 22530.0 39803.0

(Retail) Plan $ 144,965.2 $ 49,737.5 $ 45,803.0 $ 28,939.9 $ 50,814.0
Revised
Actual

SEASON TOT. LAST YEAR PLAN

Sales $375,500.00 197137.2

Markup % 54% 54%

Markdown % 35% 35%

Gross Margin %

Average Stock 88022.2

 PLAN PURCHASES

SPRING FEBRUARY MARCH APRIL MAY JUNE JULY

FALL AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER JANUARY

Plan Sales
27,599.3 27,599.3 29,570.6 37,456.1 55,198.5 19,713.8

(plus)
Plan EOM Stock 118,677.0 130,406.3 134,842.0 115,916.9 102,511.8 102,692.6

(plus)
Plan MD 12490.6 10,408.9 11,796.7 10,408.9 9,021.1 15,266.3

(minus)
Plan BOM 13,801.7 118,677.0 130,406.3 134,842.0 115,916.9 102,511.8

(equals)
Plan Purchases at
144,965.2 49,737.5 45,803.0 28,939.9 50,814.5 35,160.9
Retail

(times)
100% – MU% 54.0% 54.0% 54.0% 54.0% 54.0% 54.0%

(equals)
Plan Purchases at
78,281.2 26,858.3 24,733.6 15,627.5 27,439.8 18,986.9
Cost