How to become A Merchandiser

Merchandisers maximise sales and margin performance through a judicious mix of shrewd planning, careful purchasing, effective visual merchandising, and sensible promotions.

• Merchant
• Sales Manager
• Advertising Manager
• Wholesale/Manufacturing Sales Representative

What do Merchandisers do?

A Merchandiser would typically need to:

• Assume responsibility for everything to do with a product from the time of its delivery to the brick-and-mortar or online store to the moment of its purchase
• Engineer appropriate merchandising strategies that synchronise customers’ expectations with organisational objectives
• Collaborate with buyers to outline product ranges and come up with suitable sales and stock plans
• Determine which products best suit a specific type and size of store; sit with display staff and managers to brainstorm the best ways to display a product
• Assess the most appealing price points, colours or styles of various products, with an eye on the competition and optimising customer interest
• Make effective use of proper labelling/signage and favourable shelf presence in the display of products
• Collate and analyse customers’ reactions, sales figures and market trends; organise, accumulate and update data, using appropriate software programs
• Forecast profits and sales forecasts; present sales forecasts and financial reports to senior managers
• Use the sales forecasts to plan budgets, control stock levels and manage inventory
• Track sales volume, inspect inventory levels and replenish in-store promotional material
• Monitor slow-moving stock; reduce prices, put together inventory-clearance sales or promotions to fix slow sales
• Assist buyers with visits to manufacturers and suppliers; negotiate prices, order stock, schedule delivery dates and take care of related paperwork
• Recognise significant production and supply challenges to prevent or deal with them; resolve issues identified by audits to ensure legal compliance
• Train, mentor and manage subordinates to boost customer satisfaction and sales
• Maintain strong and regular communication with buyers, store managers and suppliers
• Build positive customer relationships; join forces with channel partners to nurture existing accounts and bring in new business

A Merchandiser works primarily from the head office or a branch office in larger cities and towns. The need to visit stores or suppliers and attend trade fairs or fashion shows may require a fair amount of travel. The constant handling of the merchandise might involve lifting and moving products and proper safety practices and equipment.

The nature of the job demands a work schedule that includes evenings, weekends and a few holidays to visit stores or study the competition. Opening a new store, a special sales promotion, the launch of a new product or range and manufacturing emergencies may require the Merchandiser to put in longer hours.

Vacation and other scheduled time-off are usually available during slower, off-season months. Part-time work is not common in a profession where you need to be available daily to deal with supplier issues, although some companies offer flexi-time schedules.

Finding a new job might seem challenging. Merchandisers can boost their job search by asking their network for referrals, contacting companies directly, using job search platforms, going to job fairs, leveraging social media, and inquiring at staffing agencies. You will find good job opportunities in the fashion, homeware, DIY (do-it-yourself) or retail food industries. Send speculative applications to the merchandising department of major employers.

Merchandisers are generally employed by:

• Multiple Chain Stores
• Supermarkets
• Department Stores
• Large Retail Outlets
• Manufacturers
• Wholesalers
• Mail Order Companies
• Internet Retailers

Professional associations and organisations, such as The International Textile and Apparel Association, are crucial for Merchandisers interested in pursuing professional development or connecting with like-minded professionals in their industry or occupation. Membership in one or more adds value to your resume while bolstering your credentials and qualifications.

• A fast-paced and competitive work environment
• Accountability for considerably large budgets and subsequent profits with very little room for errors
• Lack of work-life balance when it is necessary to work long hours
• The need to be physically fit to sustain the regular lifting and moving of various products
• Frequent travel

An internship or vacation placement in a retail or office setting will help prospective Merchandisers gain optimal benefit from tasks outside of the classroom when they line up perfectly with lessons inside it. 

You may get to hear countless stories from more experienced professionals and obtain valuable hands-on experience when they manage to turn seemingly routine incidents into unique learning moments.

There is a decided preference for candidates who worked as part-time sales assistants, cashiers, stock clerks, merchandise displayers, window trimmers, order fillers or completed general graduate-store-management-training programmes. In addition, any experience acquired in customer relationships and book-keeping is helpful.

Read about the profession and interview or job shadow experts working in merchandising to prove your commitment to course providers and prospective employers.

Most aspirants complete a certificate, a diploma, an associate or a bachelor’s degree in business, management, marketing, accountancy or retail management. At the same time, a smaller number try their hand at becoming a Merchandiser with a high school diploma.

Focus on maths, statistics, computer science, psychology and English in high school.

A combination of education, experience, and testing is generally required to gain certification, though requirements differ from region to region.

Performance, experience, and the acquisition of professional qualifications drive the career progression of Merchandisers who aspire to senior or executive merchandising positions. Opportunities to work abroad with MNCs (multinational companies) abound.

Candidates with accredited certification and a postsecondary degree in business or management and experience in sales or customer service have the best job prospects.

Continuing professional development (CPD) will help an active Merchandiser build personal skills and proficiency through work-based learning, a professional activity, 

formal education, or self-directed learning. CPD is also essential for the regular renewal of desirable certifications.

Training is typically on the job, whether in a store or head office. It may be accompanied by in-service courses in management skills, technology and communication, as well as placements in various departments such as buying and distribution.

Readiness to relocate and stay updated on industry best practices may be key to career advancement.

A Range of Career Options

As a Merchandiser, you can choose between sales, advertising management and wholesale or manufacturing sales. Larger companies have a buyer to select the range of products while the Merchandiser makes the decisions on the budget and exact number. Smaller companies usually employ one person for buying and merchandising.

Sales executives strive to take care of consumer issues and complaints; they are also responsible for well-defined budgets, training of sales personnel and the analysis of sales trends.

Advertising managers collaborate with artists and other marketing experts to create original ads and promos. They train employees in stocking shelves and visual merchandising techniques.

Wholesale and manufacturing representatives liaise with buyers; they help store managers and company representatives negotiate prices, write contracts and meet their sales goals.

Characteristics Of A Successful Merchandiser

A competent Merchandiser has excellent project management and organisational skills, numerical, analytical and IT skills, negotiation and influencing skills, resilience, confidence and commercial acumen. 

In addition to being good at forecasting and paying attention to the latest trends, they have remarkable communication skills and customer-centric focus, the ability to delegate as well as collaborative, motivational and leadership skills. 

Potential Pros & Cons of Freelancing vs Full-Time Employment

Freelancing Merchandisers have more flexible work schedules and locations. They have full ownership of the business and select their projects and clients. However, they experience inconsistent work and cash flow, which means more responsibility, effort and risk.

On the other hand, a full-time Merchandiser has company-sponsored health benefits, insurance, and retirement plans. They have job security with a fixed, reliable source of income and guidance from their bosses. Yet, they may experience boredom due to a lack of flexibility, ownership, and variety.

When deciding between freelancing or being a full-time employee, consider the pros and cons to see what works best for you.

Men prefer freebies such as logoed T-shirts and baseball caps while women like pens, bags and calculators.

Merchandisers ensure that the correct mix products are displayed attractively in the right store or website at the right time to step up sales and boost profits.

Comprehensive inventory visibility will help you track slow-moving products and recognise any trends within the slow-moving inventory.