The Power of Preparation: Why Planning to Buy Is Just as Important as Buying Itself

Written by Justine Cook

Buying is one of the most exciting parts of retail, but the truth is, planning to buy is of equal importance. Preparation is where a professional buyer separates themselves from a reactive one. Planning to buy means taking a strategic, numbers-driven approach that connects your open-to-buy, inventory turns, vendor mix, and delivery schedule into one cohesive retail strategy.

Define the Purpose Behind Every Dollar

Before placing a single order, clarify your retail goals. Ask yourself:

Is my shop a profit center or a member service?
What are my sales and margin objectives for the season?
Which product categories need focus or expansion?

Knowing your purpose shapes every buying decision and prevents over-ordering. Your open-to-buy plan becomes more than a spreadsheet, it’s a roadmap for profitability.

Use Data to Make Smart Decisions

A strong buyer relies on evidence, not assumptions. Key areas to analyze include:

Past sales reports by category and vendor
Inventory turns and sell-through rates
Cost of sales and markdown percentages
Trends in seasonal demand or member requests

Historical numbers give you clarity on where to allocate dollars and which categories deserve careful attention.

Research and Know Your Customer

Your buying decisions should reflect your members’ needs, not your personal preferences. Consider:

Demographics: age, income, lifestyle, and profession
Buying behaviors: brand loyalty, price sensitivity, repeat visits
Local competition: what other retail outlets offer
Industry trends: new fabrics, styles, and colors

Tools to gather insights include surveys, direct feedback, sales reports, in-store observations, and competitor analysis. The better you know your members, the more accurately you can tailor your assortment.

Plan Delivery Timing and Inventory Flow

Thoughtful planning also ensures merchandise arrives at the right time:

Deliver products one month prior to peak selling season
Stagger deliveries for fresh floor displays and flexibility
Avoid frontloading to prevent overcrowding and tied-up cash
Align stock levels with projected turnover and sales goals

Professionalism and Preparation Go Hand-in-Hand

Entering vendor meetings prepared maximizes results:

Bring budget numbers, previous sales, and open-to-buy plans
Know which categories or vendors to expand or test
Take notes, photos, and organize feedback for post-meeting review

Thoughtful preparation and purchasing with intention ensure every piece you bring into the shop serves a purpose, supports your goals, and enhances the member experience. In short: preparation is buying smarter.

To join a merchandiser community and gain weekly educational opportunities and resources, sign up to become a member of the AGM.