Inventory Management

An inherent fact in retailing is nonproductive inventory — i.e., inventory that's sitting idle in stores or distribution centers with no immediate sales plan for moving it. Nonproductive inventory can be overstocks (inventory you own that exceeds projected future sales, primarily for discontinued and soon-to-be-discontinued items) and too-much-too-soon inventory, for which you have a future sales plan but your weeks-of-inventory ownership is far greater than needed. Both can have a substantial negative impact on your company's bottom line.

Lord & Taylor is deploying handheld RFID readers in its stores to maintain accurate inventory levels and prevent out-of-stock situations. RFID technology allows retailers to rapidly determine how much tagged inventory is in a particular location at a given time.

Excess inventory due to changing consumer behaviors, aggressive competitor actions or simply missed forecasts is a fact of life. When the inevitable happens, marketing can help in various ways. From in-season promotions and end-of-season clearance sales on your website to outlet stores and third-party distribution, retailers can deploy several strategies to aid in the liquidation of extra inventory.

We’re in the midst of the holiday peak — four more weeks of industrywide frenetic selling activity. But while the sales peak ends at Christmas for most direct retailers, the inventory returns peak is just starting. 

Retailers struggle each holiday season with an inevitable inventory imbalance. Some order too much of one product and not enough of another. The vagaries of the economy, the increasing influence of e-commerce, online marketing and a greater recognition of evolving shopping habits made this past holiday season one of the trickier ones to project. As a result, it's created chaos regarding inventory management.

Many smaller retailers simply don’t believe that improvements in inventory planning will provide enough incremental profit gain for a company its size to justify investing in staff, systems or processes. However, they may be overlooking a crucial piece of the puzzle: how inventory planners help marketing and merchandising grow sales and increase gross margin. 

Listen in as Nick Molina, CEO of My Talking Toddler, discusses how the children's educational products retailer managed its inventory and e-commerce site during the hectic Christmas rush following a TV appearance on NBC's "Today Show."

Many U.S. adults have plans to return gifts they received this holiday — more than 21 percent said it's very likely that they would return holiday gifts they didn't like. Meanwhile, 32 percent said it would be at least somewhat likely. It may be tough to know whether or not a gift that's been given is going to end up in the returns pile, as more than 78 percent of U.S. adults said they have pretended to like a gift they've received even if they didn't like it.

Retailers are in the midst of the holiday peak. While the sales peak ends at Christmas for most, the inventory returns peak is yet to come. This annual phenomenon invariably creates waves, especially if you sell products with typically high return rates (e.g., footwear and apparel).

One of my favorite moments from NEMOA's Fall 2011 directXchange Conference was when Country Curtain's President Phil McAvoy said the following during his keynote speech: “Don’t be a hero at budget times.” His point is that you should already have contingency plans in place so you can respond to the inevitable challenges that arise during the year. Be a hero when it counts — at the end of the year when you meet or exceed your budget.