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Buyers (Retail Trade)

THE JOB

BUYERS play an important role in the retail industry.  They select and order 
merchandise to be sold.  The skill with which they do this directly affects 
the sales volume of their store and its share of the total retail market.  
They may buy for a department, an entire store, or a chain of stores.  Those 
who work for larger retail businesses often handle one or a few related 
lines of goods and are referred to by the type of goods that they purchase, 
such as sportswear and dress buyer, men's wear buyer, or toy buyer.

Buyers in small stores often manage the department for which they buy.  In 
addition, they train and supervise sales and clerical staff.  They may also 
plan advertising, displays and sales promotions.  It is important that 
Buyers maintain a balanced inventory and a budget agreed upon between 
themselves and the store or merchandising manager.  Although computers help 
maintain inventory records and analyze customer purchasing preferences and 
trends, Buyers still have to make key decisions concerning style, taste, and 
customer motivations.

Central Buyers work for chain stores and mail order houses.  They may be 
located in divisional headquarters, the parent store of a chain, or in 
offices in wholesale market areas.  Resident Buyers may be employed by one 
firm or they may sell their services to many firms.  Buyers are often 
located in major market cities such as Los Angeles, New York, Chicago, or 
in a foreign country.  They may place orders for stores, help visiting store 
Buyers, and prepare information bulletins for the Buyers they serve.

Associate or Junior Buyers usually buy specific items for a department or 
division of a firm which is too large to be served by one Buyer.  The 
Associate or Junior Buyer assumes responsibility for the specified-item 
purchases but coordinates with the Head Buyer.  Assistant Buyers are 
responsible for routine aspects of the work.  They coordinate stores or 
departments, supervise personnel, and maintain sales and inventory records.

Computers and other business equipment have improved the efficiency of 
Buyers.  Buyers now have instant access to information on thousands of 
commodities, their inventory record, and their history of sales.  Computers 
have also made it possible for Buyers to select and order directly from 
manufacturers.

Many retail stores are connected through electronic purchasing systems to 
wholesale distributors or to their own company's headquarters.  Some are 
connected electronically to their suppliers, whereby they can order directly 
from the manufacturer.  This enables retailers to reorder items more 
efficiently when they are low on stock and decreases the inventory storage 
costs.  Many of the routine tasks of Buyers have been eliminated because of 
computerization, permitting them to focus on more challenging merchandising 
functions.  

Many of today's cash registers are connected to a computer, known as 
point-of-sale terminals, and this allows retailers to keep up-to-date sales 
and inventory records.


WORKING CONDITIONS

Buyers must be free to travel and sometimes relocate. Travel is necessary to 
visit branch stores and domestic and sometimes foreign market areas.  Buying 
trips can be physically and mentally demanding.  Buyers work closely with 
managers, salespersons, salesclerks, and advertising and systems personnel.  
Buyers must watch general economic conditions to anticipate consumer buying 
patterns.  In addition, they must keep abreast of style and manufacturing 
trends, read fashion and trade magazines, follow ads in newspapers and other 
media, and check retail competitors' sales activities.


EMPLOYMENT OUTLOOK

The following information is from the California Projections of Employment 
published by the Labor Market Information Division.

These figures represent the broad occupational group Wholesale and Retail 
Buyers, excluding farm products, which includes Buyers (retail).

Estimated number of workers in 1990              18,100
Estimated number of workers in 2005              22,840
Projected Growth, 1990 to 2005                      26%
Estimated openings due to separations by 2005     6,040

(These figures do not include self-employment nor openings due to turnover.)

Employment for Buyers is expected to grow slightly faster than all other 
occupations taken as a whole.  Competition for buying jobs is expected to be 
keen, as merchandising attracts many college graduates.  Prospects are likely 
to be best for well-qualified applicants who enjoy the competitive, 
fast-paced nature of merchandising.

WAGES, HOURS, AND FRINGE BENEFITS

The following list depicts wages for several areas:

  --  Merced County            $ 4.25 - $14.54/hr.
  --  Orange County              5.80 -  35.10/hr.
  --  San Diego County           4.25 -  30.75/hr.
  --  San Francisco County       6.75 -  18.50/hr.
  --  Santa Cruz County          7.00 -  20.35/hr.
  --  Solano County             10.00 -  19.50/hr.

Salaries vary with type and volume of merchandise bought, sales volume of 
the store, location, and seniority.  In addition to basic salary, Buyers may 
receive bonuses, such as commission on sales and stock and profit-sharing 
options.  Hours and days worked depend on the establishment and geographic 
area.  Buyers frequently work more than eight hours per day and sometimes on 
weekends, owing to special sales, conferences, or travel. 

Most Buyers also receive employee discounts and paid business-connected 
travel expenses.  Other fringe benefits include paid holidays, vacation, and 
health insurance.  Some employers offer membership in credit unions, 
retirement, and profit-sharing benefits.


ENTRANCE REQUIREMENTS AND TRAINING

Firms prefer to hire applicants who are familiar with the merchandise they 
sell, as well as with retailing practices.  Some firms promote qualified 
employees to Assistant Buyer positions; others recruit and train college 
graduates and applicants who have completed post-secondary programs in 
business administration or marketing.

In order to maintain their effectiveness, Buyers must constantly be aware of 
customer needs and desires.  To stay abreast of new developments and 
products, they take courses in merchandising techniques, attend trade shows 
and conferences, and read industry periodicals.

Persons who wish to become Buyers should be good at planning and decision 
making and have an interest in merchandising.  Anticipating consumer 
preferences and ensuring that goods are in stock when they are needed 
require resourcefulness, good judgment, and self-confidence.  Buyers must be 
able to make quick decisions and take risks.  Marketing skills and the 
ability to identify products that will sell are also very important.  
Employers often look for leadership ability and good communication skills, 
since Buyers spend a large portion of their time dealing with manufacturers' 
representatives and store executives.  In addition, Buyers need physical 
stamina and emotional stability to keep up with the fast-paced nature of 
their work.


ADVANCEMENT

Advancement is usually from trainee, to Assistant Buyer, to Buyer.  
Promotion from trainee to Buyer may take as little as two years, or as many 
as ten or more years.  Depending upon ability and available openings, the 
career path, particularly in department stores, could have intermediary 
steps such as salesclerk, head of stock, or department manager.

Promotion for Buyers is usually from a small department to a large 
department, or to buying for several departments, or to purchasing a greater 
volume of merchandise.  In most stores, successful Buyers are likely to be 
in line for the job of merchandising or store manager.  Membership 
activities in professional and trade associations keep Buyers up to date 
with improvements and changes in various products and practices that can 
assist with their advancement to more responsible positions.  Familiarity 
with computers will also become an important factor for future advancements.


FINDING THE JOB

Prospective entrants to the occupation should apply directly to retail 
stores.  Some firms recruit through placement offices of colleges and 
universities for their training programs.  The experienced Buyer may learn 
of job openings through networking with sales staff, or by advertisements in 
trade papers, or by announcements by retail firms.


ADDITIONAL SOURCES OF INFORMATION

The National Retail Merchants Association
100 West 31st Street
New York, NY 10001
(212) 551-9260

American Purchasing Society
11910 Oak Trail Way
Port Richey, FL 34668-1037
(813) 862-7998
http://www.american-purchasing.com/


RELATED OCCUPATIONAL GUIDES

Retail Store Managers       No. 242
Purchasing Agents           No. 266


OCCUPATIONAL CODE REFERENCES

DOT (Dictionary of Occupational Titles, 4th ed., Rev . 1)
Buyer (profess. & kin.)     162.157.018


OES (Occupational Employment Statistics) System
Wholesale and Retail Buyers-except farm        213020


Source:  State of California, Employment Development Department, 
         Labor Market Information Division, Information Services Group, 
         (916) 262-2162.