Perrys final book2 by Jessica Helin

Women’s Accessories Fall/Winter 2013

Perry’s Department Store Buying Simulation FM320A - Inventory & Stock Controls Summer 2013 Purpose: Research, Analyze and Development a Six Month Merchandise Plan for the Perry’s Department Store Chain - Fredricksburg, Virginia Instructor: Sandra Henderson Williams Team Members: Buyer: Nicole Lentes Merchnadise Planner/Sales Promotions Manager: Elizabeth Murillo Product Development/Trend Manager: Jessica Helin

TABLE OF CONTENTS Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

Consumer Profile . . . . . . . . . . . . . . . . . . . . . . . . 4

Competitors . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Vision of Buying Team . . . . . . . . . . . . . . . . . . 10

Competitive Shopping Form . . . . . . . . . . . . . . . 8

Trend . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Colors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

Fabrications . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

Class Trends . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Private Label . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

Label and Hangtag . . . . . . . . . . . . . . . . . . . . . . 26

Inspiration . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

Sales Promotions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28

Promotional Calendars . . . . . . . . . . . . . . . . . . . 30

Advertisements . . . . . . . . . . . . . . . . . . . . . . . . . 33

Promotional Budget . . . . . . . . . . . . . . . . . . . . . 39

Website . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43 Visuals . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

Floorplans . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46

Fixtures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48

Signage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52

Financials . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54 Sources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 94 PowerPoint Presentation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 96

Overview

Perry’s Overview:

Perry’s is a small suburban department store consisting of five branches. The flagship store is

located in downtown Fredricksburg, Virginia, while the other four branches are located in local shopping malls within a 40 mile radius of Fredricksburg. Three branches are located in the following counties of Virginia: Stafford, Spotsylvania, and Caroline. The last branch is located in Dale City, Virginia.

The city of Fredricksburg is approximately 45 miles south of Washington D.C., and also 45 miles

north of Richmond, Virginia. Fredricksburg is quickly becoming a suburb of the Washington D.C. are due to a commuter train that directly connects Union Station in Washington with downtwon Fredricksburg. Fredricksburg has long been a histoical tourist attraction, providing tourists a taste of Southern comfort and history.

The flagship store in Fredricksburg, along with the store in Spotsylvania, are classified as “A” stores.

“A” stores have the highest volume sales and recieve additional shipments of upscale fashion merchandise. These stores generate a sales volume close to or above $14 million. The stores cater to upper-to-middle income families who most likely commute to the metropolitan Washington area. The customers of the Fredricksburg and Spotsylvania stores are white-collar professionals who work in professional office environments; therefore they prefer a classic to progressive taste of fashion merchandise.

Perry’s “B” stores are Dale City and Stafford. Stafford, along with Spotsylvania, are two of the

fastest-growing counties in Virginia. They rank in the top 100 fastest-growing countries in the United States. Dale City and Stafford, being “B” stores, generate a sales volume between $12 million and $13 million, The customer base consists of conservative, middle-income families. The family memebers most likely work within a 15 to 20 mile radius of the Perry’s store. The customer of “B’ stores places equal importane on style and value.

Perry’s one “C” store is located in Caroline County. Caroline County is relatively rural community.

The store has lower sales volume than all other stores, under $5 million. The rural customer places value before style. The customer is probably a local resident that has resided in Caroline County for most of their life.

Perry’s Consumer Profile Worksheet (A, B, C Stores) Stores

DT(A)

S(A)

Dale (B)

Stafford (B)

Caroline (C)

Median Age

30.2

33.6

36.2

Under 5-19

29.5%

29.1%

30.9%

25.3%

20-34

31%

22.2%

21.5%

16.5%

35-54

21.6%

31.5%

32.7%

29.1%

55-74

13.4%

13.5%

12.7%

19.7%

75- over

5.1%

3.7%

2.3%

5.9%

Annual Sales $(000,000)

15.6

14.0

12.9

12.8

4.8

-County

795.0

1,170.5

614.5

256.9

Family Income

*$47.1

$75.5

$93.6

*$43.5

Style & Value are equally important

Style & Value

Value before Style

15-20 mile radius

Conservative Middle Class

“Local” or rural area

-Perry’s

Fashion Attitude (Taste Level) Work (Mode of Transportation) Lifestyle

Classic to Pro- Classic to Progressive gressive Office Job

Office Job

Train/Auto

Upper to Middle

And any other information that will help the buying team build the merchandise assortment plan... DT(A) = Downtown Fredricksburg Flagship “A” Store S(A) = Spotsylvania “A” Store Dale(B) = Dale “B” Store Stafford(B) = Stafford “B” Store Caroline (C) = Caroline “C” Store *2006 stats were N/A

Perry’s Competitors: Macy’s, Inc. 7 W. 7th St. Cincinnati, OH 45202 Overview Macy’s, the number one department store chain, operates approximately 850 stores in 45 states. The store offers men’s, women’s, juniors and children’s apparel and accessories, along with shoes, cosmetics, home furnishings and jewelry. Macy’s flagship store is located in Manhattan’s Herald Square and is the world’s largest. History: Macy’s was born in 1858 when Rowland Husey Macy arrived in New York City to open up his own “fancy dry goods” store at 6th Avenue and14th Street. By 1862, Macy’s expanded and set a holiday standard for generations to come by introducing the first in-store Santa. In 1902, Macy’s moved to 34th Street and Herald Square. The new store features 9 stories, 33 elevators and 4 escalators. Upon the completion of an addition to the Herald Squae store in 1924, Macy’s Herald Square store is declared the World’s Largest Store. Also, in 1924, the Macy’s Thanksgiving Day Parade was born. The parade is still a large marketing opportunity for Macy’s and remains a Thanksgiving tradition in many families. In 1976, Macy;s sponsored the first annual “Macy’s Fireworks Spectacular,” which is now the largest fireworks display in America and a 4th of July tradition. By 1994, Macy’s joined Federated Department Stores to create America’s largest department store retailer. The year of 1997 brought Macys.com to life, and in 2007, Federated Stores Inc. become Macy’s, Inc. Target Market: Macy’s main target market is working men and women ages 25 to 54. Macy’s focuses on “affordable fashion,” which brings in s customer that is looking for name brands at affordable prices. Macy’s hopes to be seen as a lifestyle store where customers can purchase all of their needs ranging from cosmetics to home furnishings. Financials: Company Type: Fiscal Year-End: 2012 Sales (mil.):

Competitors: J.C. Penny Corporation, Inc. Saks Incorporated Dillard’s, Inc.

Public January $27,686

Macy’s and Perry’s are competitors due to their similarity in brand assortment, prices and customer base. Perry’s Department Store also focuses their marketing efforts on being an affordable retailer that offers customers a wide range of products to suit their needs.

J.C. Penney Corporation, Inc. 6501 Legacy Dr. Plano, TX 75024 Overview As an old name in retailing, J.C. Penney has recently been reinventing iteself as a store targeting middle-class America. The chain has more than 1,100 department stores in the United States and Puerto Rico. The retailer has found itself between upscale competitors, such as Macy’s and Dillard’s, and major discounters, such as Target and Wal-Mart. The retailer has recently focused firmly on fashion in an effort to focus on a more fashion conscious consumer. J.C. Penney runs one of the top catalog operations in the United States. History: J.C. Penney was founded by James Cash Penney and William Henry McManus. Penney and McManus purchased a dry goods store called The Golden Rule Store and changed its name on 1912. The original store is located in Kemmerer, Wyoming and still operates. By 1917, the company operated 175 stores in 22 states in the U.S. In 1922, the company’s oldest active private brand, Big Mac Work Clothes, was launched. Continued growth brought the opening of the 1,000th store in 1928 where gross business had reached $190,000,000. In 1940, Sam Walton began working at a J.C. Penney in Des Moines, Iowa; Walton later founed Wa-Mart in 1962. In 1959, J.C. Penney issued store credit cards for the first time. In 1963, J.C. Penney issued its first catalog. The company also opened two of its first full-line department stores in 1963, which carried a broad line of merchandise and services including appliances, sporting goods, garden merchandise, restaurants, beauty salons, portrait studios, auto parts and auto centers. On February 12, 1971, James Cash Penney died at the age of 95. In 1971, the stores became J.C. Penney and adopted their famous logo which has been used ever since. In the 1980s, J.C. Penney phased out its electronics and auto departments and also sold its auto repair shops. When Sears closed its catalog business in 1993, J.C. Penney became the largest catalog retailer in the United States. In 2005, J.C. Penney’s e-commerce storefront exceeded the one-billion dollar revenue mark for the first time. Target Market: J.C. Penny targets a customer aged 35 to 54. Similar to that of Macy’s, J.C. Penney’s typical customers are women. The women are middle-class, fashion conscious and looking for fashion merchandise at mid-range prices. J.C. Penney has recently been trying to target a younger customer by creating new private label brands in the junior’s department, as well as, offering a new line of dorm furnishings. Financials: Competitors: Company Type: Public Kohl’s Corporation Fiscal Year-End: January Macy’s, Inc. 2012 Sales (mil.): $12,985 Sears, Roebuck and Co. J.C. Penney directly competes with Perry’s because they both target a middle aged consumer that is looking for fashion merchandise at mid-range prices. The main difference between Perry’s and J.C. Penney’s is that Perry’s offers a wide assortment of high-profile branded items, while J.C. Penney’s offers a low assortment of brands with high recognition and a high assortment of private label merchandise.

Nordstrom, Inc. 1617 Sixth Avenue Seattle, WA 98101 Overview Nordstrom, an American upscale fashion retailer, is headquartered in Seattle, Washington. The company began as a shoe retailer and has since expanded their inventory to include clothing, accessories, handbags, jewelry, cosmetics and fragrances. There are 244 stores operating in 33 states, which includes 177 Full-line stores and 127 Nordstrom Racks. The company has announced plans to open 5 stores in Canada beginning in 2014, as well as its first namesake in New York City in 2018. History: Nordstrom Inc. was founded in 1901 by John W. Nordstrom and Carl F. Wallin. It started out under the name Wallin & Nordstrom as a small downtown shoe store headquartered in Seattle, Washington. In 1923, Wallin & Nordstrom opened their second store and one of Nordstrom’s sons, a recent graduate from the University of Washington, was put in charge of its opening. In 1928, both Nordstrom and Wallins retired and sold their shares to two of Nordstrom’s sons. The 1930 grand opening of the remodeled Second Avenue store marked the chage of name to Nordstrom. By 1958, Nordstrom had expanded to eight stores in two states but still only sold shoes. Their expansion was based on customer service, deep offerings and full size ranges. Apparel came with its purchase of Best Apparel of Seattle in 1963. The company’s name was changed to Nordstrom Best in 1969. In 1973, “Best” was dropped from the company’s name and the store assumed its current name of Nordstrom. By 1975, the first Nordstrom Rack clearance store opened in Seattle. From 1978 to 1995, Nordstrom opened a total of 46 full-line department stores. At 383,000 square feet, the downtown Seattle location is the chain’s largest store. In 2012, Nordstrom was listed at No. 61 in Fortune magazine’s 100 Best Companies to Work For and ranked No. 242 on the Fortune 500. Target Market: Nordstrom’s main target market is working men and women ages 22 to 55. Nordstrom has brand names at moderate prices. Nordstrom hopes to become better known in the states that have not been reached and expand through the east coast. Financials: Company Type: Fiscal Year-End: 2012 Sales (mil.):

Competitors: Bloomingdales Macy’s, Inc. Lord & Taylor

Public January $11,762

Nordstrom’ and Perry’s are competitors becuase they both offer customers an assortment of branded and private label clothing, cosmetics, and accessories. The traget market of Nordstrom’s is consistent with that of Perry’s.

Competitive Shopping Form Date of Visit: July 13. 2013 Time of Day: 11:00 am Name of Retailer and Location: Macy’s on State Street in Chicago, IL Type of Retailer: Department Store

Part I - Customer Profile

How many customers were in the store or area when you were shopping? If there was an unusually larnge number of customers, why? There were a small amount of customers in the accessories department of Macy’s. This was most likely due to The Taste of Chicago, which is a festival that takes place every summer in Chicago’s Grant Park. The festival draws in a huge crowd from people all over the Midwest. What was the average age of the customer’s? How many were men? How many were women? The average age of the consumer was 50 years old. The consumer was middle-aged. There were 4 women and no men present in the accessories department. Were any customers making purchases? Were there enough sales associates on the selling floor? There was a women buying a belt and another buying a scarf. There were enough sales associates on the selling floor. Two were ringing up purchases, while another was putting back some hats that were left at a register. Did the store environment parallel the type of customer present (I.E. Did the presentation reflect the customer shopping?) Explain how or how not? The store environment was appropriate for the type of customer present. The presentations were stylish and trendy, but still targeted the younger middle-aged consumer.

Part II - Merchandise

What type of merchandise was carried? List five categories. 1. Sunglasses 2. Hats 3. Scarves 4. Belts 5. Umbrellas Did the retailer carry ‘national and/or designer brands’, private labels or both? What did they dominate in, private label or national/designer brands. Name two brands of each group. Macy’s carries both designer brands and private labels. Macy’s Accessories department dominated in designer brands such as Ralph Lauren, Micheal Kors, Anne Klein, Nine West and Fossil. The private labels carried were Charter Club and Style & Co. Was the selection of product ‘broad and shallow’ or ‘narrow and deep’? The selection of summer merchandise was broad and shallow. There were a lot of different types/ styles of merchandise that was offered in one sixe fits all or a small size selection.

Part III - Visual Presentation

8. 9.

10.

How was the department merchandised visually? By color, category, size, or combination? The Accessories department was merchaandised according to categories. Within the category. merchandise was visually merchandised by color and brand. Was it easy to shop? If it was easy, why? If it was difficult, why? It was very easy to shop in this department due to the fact that there were not very many customers present. Although the walkways were very narrow, it was still easy to see all the merchandise on either side of the walkway. What kind of signage was used? Describe. Product signage was used to display brands of accessories. Price/Sale signage was also used above the displays of the brands that were currently having sales.

Vision of the Buying Team: Our main objective is to meet the needs of the customers with the best product that is available. The products that we purchase reflect our company’s values through sustainability as well as overall appearance and usage. At Perry’s, we strive to produce a buying experience that creates a long-term returning customer. The products we carry in the women’s accessories department directly reflect the needs of the customer as well as the current trends that are driving fashion. We purchase goods that appeal to our target market and that respect the views and ideals of our customer. The accessories department features merchandise such as: hats, hair accessories, belts, scarves, gloves and cold weather. Accessories are meant to compliment and/or enhance an outfit, so we will have a mix of basic and trend items in all categories. However, the assortments and price points will vary slightly based upon the store classification, A, B or C. The A stores will carry more of the highr-end, trend merchandise that reflects the classic to progressive tastes of the customers and who can also afford the higher price points. B stores will also carry more of a selection of trend merchandise, but at lower prices to coincide with the customer’s middle-class income. With style and value being of equal importance for the B customer, supplying accessories on the trendier side will allow those who want to update their look to do so without having to break the bank. Perry’s C store will be focused more on basics with just a few trend items as its customer lives in a more rural area and is looking for function more than fashion, as that is what their lifestyle calls for. Just like any other department store, Perry’s will sell a variety of national/international brands along with our own private label, L’Ultima Moda. With the perfect assortments and having the majority of accessories be one size fits all, the accessories department is able to appeal to customer’s of all different ages, sizes and ethnicities. In order to meet our planned sales goals for the Fall/Winter season, we will be having various monthly promotions, as well. Our goal for the sales promotions is to put more emphaisis on promotions during our more profitable months, hoping to reduce our amount of clearance and ultimately achieve our sales goals.

Trend

F/W 2013 TRENDS

This season, designers express the many moods of Fall with skillfully arranged collections that will enhance and enliven customers’ outlooks as the colder months set in. “Just as the leaves change in Autumn, the consumer will enjoy the ability to change their ‘look’ and try a new approach to their wardrobe for brisk days ahead,” said Leatrice Eiseman, executive director of Pantone Color Institute. Who says you can’t wear pink in the Winter? Fall 2013 broke the rules when it came to color trends. Head-to-toe black knocked riotous prints off the runway, while orange and red warmed things up. Cream and camel provided palette cleansers, while moody moss green and inky sapphire brought sophistication. This season, their seems to be a shift from the skinny belt to wider-style belts. Having said this, the skinny belt hasn’t gone out completely, but belts have definitely gone to extreme widths this season, from super skinny to ultra-wide styles that accentuate feminie curves. From wide to extreme wide dimensions, ‘waist cinchers’ create an hourglass shape, while low-rise versions compliment dropped waists. A key trend belt for the season is the peplum belt, which gives body to an outfit and renews focus on the waist. Supple and stiff leathers, as well as rigid fabris, develop its shape. Black is the dominant color, however vibrant colors are fun and pop. Wide equestrian-style belts feature double buckles for a military look; sturdy leathers in patent or textured coatings add to the impact. Gold is favored this season, supplanting all other metals. Extravagent gold chains and jewels accent the waist and hips to create a retro glamorous appeal. Clean front belts or ‘buckle-free’ belts remain a staple this season with smooth leathers to convey a minimalist aesthetic, while plush and furry surfaces add a touch of luxury. Button and snap fasteners emerge for the F/W season, creating a clean and sleek appearance, much like the buckle-free belts. Wide elastic materials meet giant clip fastenings for maximum impact. Belts act as a graphic accessory this season with handcrafted artisan belts as another trend item, featuring emboridery, applique and beading. Leathers, suedes and wovens materials are highlighted by natural stones, coins and shells for a novelty embellishment. While it is quite natural that gloves are showcased in plenty before the cold season starts, such abundance of gloves in unusual. Nearly every designer and fashion house represent gloves in their Fall/ Winter 2013 collctions. The gloves varied in materials, colors and design. Gloves were leather or cotton, knit and fur, bold in color, sometimes detailed with embellishments, very elaborate and varied in length between short and to the elbow or longer. Sheer gloves made a strong unexpected appearance on Fall runways, sometimes featuring embellishment such as pearls, embroidery and jewels. Knitted gloves add variety to winter offerings in a range of fingerless styles, fingerless mittens and arm warmers. Exaggerated cables add surface texture and dimension, while knits combined with leather create luxe texture. Handwarmers return to runways with fur muffs being key. Neck and handwarmers merge into fur scarves with pockets. Lastly, extended lengths remain important. Elbow to opera to full-length, semi-formal or formal, become everyday attire. Bracelets styled over gloves is a key look of the season and adds drama. Hats were a big hit on all the Fall Ready-to-Wear runways for 2013. Rustic ranch hats are the freshest of this season’s wide-brimmed offerings, as well as fedoras with medium legth brims. Some brims even subtly curve up on either side to create a cowboy style. Covered head and helmet silhouettes uptrend from sweet knit bonnets to full weather hoods, sometimes featuring fur for extra warm variations. Knitted hats express

individualism with playful adornments; pom poms, long ties and fur trims have an eccentric feel in outlandish volumes. Ultra chunky yarns give knit styles oversized proportions from turban-style wrapping to giant ribbed cuffs. Spring’s beanies return more streamlined for fall. They are seen as more versatile and less of a novelty this season. Extra-long and slouchy proportions with room at the top were seen on almost all beanie variations. A choice material this season, fur, appears on every style hat silhouette, from beanies and helmets to trappers and headscarves. Color dyes, such as blues and pinks, are also key. Bowler and derby hats re-emerge with directional details; ribbons, buckled leather straps and scarves are incorporated for a hybrid look. Appearing on numerous runways, berets are a choice hat this season. Both knits and wovens are popular interpretations, as well as both structured and soft variations. The ever popular peaked cap continues to evolve, gaining molded structure for Fall and appearing less sporty and more mod this season. Boyish caps are an alternative to baseball caps this season, creating a look that is refined and sophisticated. Close-fitting styles feature downward, facing curved peaks and felted wools and leathers are used for textural variations. Big is the keyword for neckwear during Fall and Winter. Winter scarves in daringly chunky proportions and wide silhouettes create cozy neck funnels. Fur neck mufflers and scarves conjure Old Hollywood and are also key for Fall and Winter. From sleek neck sheaths to extreme warms, the fur mufflers are seen in both natural and dyed furs. Last season’s menswear inspired neck ties return in new shrunken proportions this season. Ties become jewelrry-style accessories, creating a new genderless look. Leather and metal components juxtapose in subtle combinations of matte and shine. Silk and soft fabrics merge to create flat collars, featuring gems, to create a more feminine take on jewelry-style accessories. Stand-alone collars reveal a masculine edge this season. Sophistication is enhanced by minimal lines and strict shapes. Two-tone attachments can be worn over dresses or suits for a formal finish. Silk scarves are always a classic, while long silk scarves featuring heavy embroidery act as the ultimate accessory for glamorous evenings. Stripes are tasteful and grown-up on this season’s neckwear; interpretations are clean and minimal. Both fur and fabric interprretations of stole and wrap silhouettes continue to uptrend and evolve with long lapel-like designs secured in place by waist belts. Lastly, unstructured silk, skinny scarves appear in numerous collections. They can be tied to achieve the same look as the ‘bow blouse.’ Hair accessories for Fall and Winter are shifting from Spring and Summer’s affinity with nature, featuring floral embellishments, to more sleeker styles. Wide headbands are a sporty must-have for modern Fall ensembles, featuring class elastic bands in knit fabrics and leather, and are worn low on the forehead with loose hairstyles. Retro bows and more simple bands are a girly but sophisticated accent this season. Sleek satin and silk in solid neutrals as clip accents, pony-tail fastenings and simple bands are also a pared-down alternatives to Spring’s more theatrical bow pieces.

F/W 2013 colors

GRAY

IVORY

BROWN

NUDE

SAMBA

KOI

LODEN

PINE

PEACOCK

GRAPE

VIVACIOUS

INK

F/W 2013 fabrics

SATIN

VELVET

CASHMERE

WOOL

LEATHER

ACRYLIC

COTTON

FUR

POLYESTER

belts

armwear

Private Label

Perry’s Accessory Department Private Label Purpose of Private Label Brand: The L’Ultima Moda private label was created for Perry’s to offer customer’s not only a greater brand assortment in the accessories department, but better prices too. L’Ultima Moda meets the needs of the customers who are looking for high quality goods at everyday low prices. The L’Ultima Moda brand was also created to build more brand awareness for Perry’s. The accessory team knows that L’Ultima Moda will bring life back into shopping for accessories at Perry’s. The private label will bring more revenue into the department, and therefore allow the department to host more special events, promotions and customer appreciation days that have not previously been in the budget for the department. Name: The name L’Ultima Moda was chosen as a brand name due to its direct correlation to fashion. When consumers think of accessories, many think of a product that will add excitement, style or color to an outfit. The English translation for the Spanish word, ‘L’Ultima Moda,’ means “of it completes fashion.” In relation to Perry’s, we as a team felt that this perfectly matched what we wanted to accomplish in the accessories department. We want to enhance the appearance of our customer’s ‘looks’ or ‘outfits’ with the products we provide. Private Label Product Assortment: Perry’s private label L’Ultima Moda will carry a wide assortment of products that will be reminiscent of the assortment carried in the accessories department. The proucts offered will include belts (casual, dressy and trend), hats (casual, dressy, church and trend), scarves (scarves, wraps, trend and boxed gift sets), gloves (casual, dressy, trend and boxed gift sets), hair accessories (headbands, clips, headwraps, pony-tail holders, barrettes and trend) and cold weather (hats, gloves, scarves, wraps, trend and boxed gift sets). The product assortment will mainly focus on basic pieces with some trend items. Manufacturer: The manufacturer chosen to produce L’Ultima Moda was Nine West. Nine West is a fashion wholesale and retail company best known for quickly translating runway trends into styles attainable by mass consumers. Since we want our private label brand assortment to focus on basic pieces and trend items, we as a team saw this as a perfect fit.

Label: The logo and label were designed to create a simple, but still elegant feel to the brand. The charcoal grey background is meant to symbolize simplicty and sleekness, but the multi-functionality of the brand, as well. When people think simple, they think black and white. We think fashion is more than just black or white. We want our customer’s to appreciate the simple, yet eye-eyecatchingly different pieces our L’Ultima Moda label provides.

Hangtag: The L’Ultima Moda hangtag matches the label above. The hangtags are very simplistic, which allows Perry’s to cut down on printing costs.

Promotions

Marketing Program: The accessories department at Perry’s offers merchandise that will adorn your everyday outfits. The vision of the marketing program is to keep loyal customers loyal by offering great merchandise at great prices, but also developing relationships with new and potenital customers through online social media such as Facebook, Pinterest and Twitter. We will promote advertisements through Facebook by creating a Perry’s Facebook page, which helps market our merchandise to customers and fans that are already using Facebook. These customers will know what special promotions are going on in-store, as well as online, what the new and upcoming trends are and will be able to see what merchandise Perry’s sells on their Facebook page. There will also be a link on Perry’s Facebook page that will take customers directly to Perry’s webpage so they can shop online. Advertisements on Twitter will be much like the advertisements on Facebook. We will send out tweets with the newest and upcoming trends and will also tweet when there are special promotions going on in-store and online. We will also offer occassional coupons for customers who follow us on Twitter. Pinterest advertisements will conprise of seasonal inspiration boards with Perry’s merchandise that is offered in-store and online. This will allow customers and Pinterest users to see what we offer. There will also be a link to our webpage from Pinterest that will allow customers to purchase merchandise online. Additionally, we will host promotonal sales events every month, which will help reach our planned sales goal. August marks the launch of our private label L’Ultima Moda. We plan on having a promotional party on the 22nd during the evening hours (7pm-11pm) where customers will recieve 10% off all pre-order items. Back to school will be our main focus from the 12th to the 26th of the month. During this two-week period, we will be running a buy one, get one 50% off promotion. The only promotion running for the month of September will be our Labor Day sale during the weekend of Aug. 30 to Sept. 2. The sale will be 15% off all accessories hopefully moving some of the merchandise left over from back to school off the selling floor to make room for our seasonal and cold weather merchandise. October is a very special month for Perry’s Department Store, becasue it is our month to give back to a charity we firmly believe in. For the month of October, the women’s accessories department will be giving 5% of our proceeds to Avon for it’s breast cancer awareness foundation. For the weekend of the 17th-20th, we will be having a sale where customers will recieve $15 off their next purchase when the spend $75. This sale will hopefully bring in new customers and persuade them to come back into the store and purchase new merchandise entering the store for the holiday season. Lastly, on the 20th of the month, Perry’s will host a breast cancer party from 7pm-9pm with all things pink, a survivor speaker and it will give our customer’s a chance to make donations towards the Avon organization. November will start off with a three day weekend sale between the 8th-10th. The sale will be 30% off our private label L’Ultima Moda merchandise and will give customers a preview of the merchandise that will be available for the holiday season and our Black Friday sales. On the 29th of the month, for the entire day, everything in the accessories department will be 40% off or more. December will begin with a Cyber Monday sale on the 2nd. All regular priced items will be 25-40% off and all sale items will be 50-75% off. During this month, we will also have a buy one, get one 50% off sale from the 7th-23rd. The day after Christmas, everything in the store will be 30% off. We are hoping that these sales will drive customer’s in the store to redeem their gift cards that were purchased for them from the holidays, as well as make room for the new merchandise that will soon be coming in for the Spring season. January will be the month where we would like to push clearance and left over merchandise off the sales floor to mkae room for incoming spring merchandise. From Dec. 26th to Jan. 12, we will be running a promo where all of our clearance merchandise will be 75% off. Finally, for the last week of January (24th31st) we will run a promo where customers recieve a $10 coupon for spending $50, that they can use on our new Spring merchandise.

MONTHLY PLANNING CALENDAR

PL Sales SUNDAY

$1,749.00 MONDAY

LY Sales TUESDAY

$1,500.00 WEDNESDAY

Dept.

156

Month

August

Budget

$13.3

THURSDAY

FRIDAY

SATURDAY

Back to School 18 Back to School

Back to School

20 Back to School

Back to School

21 Back to School

L'Ultima Moda Launch Party

Back to School 22

23 Back to School

Back to School

24 Back to School

31 Breast Cancer Awareness Promo

Back to School

MONTHLY PLANNING CALENDAR

PL Sales SUNDAY

$1,749.00 MONDAY

LY Sales TUESDAY

$1,500.00 WEDNESDAY

Dept.

156

Month

September

Budget

$4.9

THURSDAY

FRIDAY

SATURDAY

Labor Day Weekend Sale

Breast Cancer Awareness Promo

MONTHLY PLANNING CALENDAR

PL Sales SUNDAY

$1,749.00 MONDAY

LY Sales TUESDAY

WEDNESDAY

Breast Cancer Awareness Promo

7 Breast Cancer Awareness Promo

13 Breast Cancer Awareness Promo

Breast Cancer Awareness Promo

20 Breast Cancer Awareness Event

Spend $75, get $15

Breast Cancer Awareness Promo

Breast Cancer Awareness Promo 28 Breast Cancer Awareness Promo

16 Breast Cancer Awareness Promo

SATURDAY

4 Breast Cancer Awareness Promo

5 Breast Cancer Awareness Promo

Breast Cancer Awareness Promo

17 Breast Cancer Awareness Promo

18 19 Breast Cancer Breast Cancer Awareness Promo Awareness Promo

Breast Cancer Awareness Promo

Spend $75, get $15 Spend $75, get $15 Spend $75, get $15

23 Breast Cancer Awareness Promo

29 Breast Cancer Awareness Promo

FRIDAY

3 Breast Cancer Awareness Promo

Breast Cancer Awareness Promo

22 Breast Cancer Awareness Promo

$16.1

27 Breast Cancer Awareness Promo

October

Budget

2 Breast Cancer Awareness Promo

Breast Cancer Awareness Promo

156

Month

THURSDAY

1 Breast Cancer Awareness Promo

$1,500.00

Dept.

24 Breast Cancer Awareness Promo

30 Breast Cancer Awareness Promo

25 Breast Cancer Awareness Promo

26 Breast Cancer Awareness Promo

Breast Cancer Awareness Promo

MONTHLY PLANNING CALENDAR

PL Sales SUNDAY

$1,749.00 MONDAY

27 Breast Cancer Awareness Promo

TUESDAY

28 Breast Cancer Awareness Promo

LY Sales

WEDNESDAY

29 Breast Cancer Awareness Promo

$1,500.00

156

Month

November

Budget

$14.0

THURSDAY

30 Breast Cancer Awareness Promo

Dept.

FRIDAY

SATURDAY

Breast Cancer Awareness Promo 6

7 20%-30% off select accessories

20%-30% off select accessories

Black Friday Promo

MONTHLY PLANNING CALENDAR

PL Sales SUNDAY

$1,749.00 MONDAY

LY Sales TUESDAY

$1,500.00 WEDNESDAY

Dept.

156

Month

December

Budget

$14.7

THURSDAY

FRIDAY

SATURDAY

Cyber Monday Promo 8 Buy One, Get One 50% Off Select Accessories

9 Buy One, Get One 50% Off Select Accessories

15 Buy One, Get One 50% Off Select Accessories

10 Buy One, Get One 50% Off Select Accessories

16 Buy One, Get One 50% Off Select Accessories

7 Buy One, Get One 50% Off Select Accessories

17 Buy One, Get One 50% Off Select Accessories

12 Buy One, Get One 50% Off Select Accessories

Buy One, Get One 50% Off Select Accessories 18

19 Buy One, Get One 50% Off Select Accessories

Buy One, Get One 50% Off Select Accessories 25

14 Buy One, Get One 50% Off Select Accessories

20 Buy One, Get One 50% Off Select Accessories

26 30% Off All Accessories

Buy One, Get One 50% Off Select Accessories

13 Buy One, Get One 50% Off Select Accessories

21 Buy One, Get One 50% Off Select Accessories

28 75% Off Clearance

75% Off Clearance

29 75% Off Clearance

31 75% Off Clearance

75% Off Clearance

1 75% Off Clearance

2 75% Off Clearance

3 75% Off Clearance

4 75% Off Clearance

MONTHLY PLANNING CALENDAR

PL Sales SUNDAY

$1,749.00 MONDAY

29 75% Off Clearance

TUESDAY

30 75% Off Clearance

5 75% Off Clearance 12

LY Sales

WEDNESDAY

January

Budget

$7.1 FRIDAY

8 75% Off Clearance

SATURDAY

2 75% Off Clearance

75% Off Clearance

156

Month

THURSDAY

31 75% Off Clearance

75% Off Clearance

$1,500.00

Dept.

3 75% Off Clearance

9 75% Off Clearance

10 75% Off Clearance

4 75% Off Clearance 11 75% Off Clearance

75% Off Clearance 19

Spend $50, Get $10

26 Spend $50, Get $10

27 Spend $50, Get $10

28 Spend $50, Get $10

29 Spend $50, Get $10

30 Spend $50, Get $10

31 Spend $50, Get $10

Spend $50, Get $10

FALL/HOLIDAY SALES PROMOTION BUDGET

Last Year Actual % of Sales

3.2%

This Year Plan % of Sales

4.0%

Last Year Actual $

$48.0

This Year Plan $

$70.0 Sales Promotion % and $ by Month

PERCENT

August

DOLLARS

19%

$13.3

$4.9

October

23%

$16.1

November

20%

$14.0

December

21%

$14.7

January

10%

$7.0

TOTAL

100%

$70.0

September

ADVERTISING INFORMATION FORM

Dept. # Name

Ad Date 29-Nov X

Buyer Nicole Lentes Phone (708) 878-0700

156 Women's Accessories

Ad Size Full Page

Newspaper Feature New Artwork

Event Black Friday

Radio Box Pickup Art

Television Listing Photography

Other:

Date:

Store Locations (check those that apply): X Downtown X Dale City X Caroline

Merchandise Facts: Vendor Name Co-op Yes Co-op % Co-op Authorizer Specifications

Item Colors Sizes Material Price Original

Stafford Spotsylvania

X X

Nine West No X 0.00%

Brand L'Ultima Moda $ Amount

$0.00

Style # 4237856 Units/$ 50/$3,000

Infinity Scarf All Colors All Sizes Knit Acryclic $35 $60 Mail Orders

Regular Special Value X Phone Orders

Women Age 25-50 Target Customer Soft and comfortable, cozy and stylish. Can be worn several Most Important Feature different ways; around the neck, in a double loop, over the head, or as a shrug. Merchandise Description and Benefits knit acrylic piece that will transfer well into the winter season.

Buyer Signature Nicole Lentes Date Submitted 11/8/2013

L'Ultima Moda private label scarves are a

SIGN REQUISITION

Dept # Name

Buyer Nicole Lentes Ext.

156 Women's Accessories Date Submitted

Date Needed

11/8/2013

Ad Date 11/29/2013

Event Black Friday

Quantity of signs needed by location: 10 Downtown 7 Dale City 5 Caroline

7 7

Stafford Spotsylvania

Half Sheet Full Sheet Vertical

Size of Sign: 5-1/2 x 7 7 x 11 Horizontal

Soft and comfortable, cozy and stylish. Most Important Feature: Can be worn several different ways; around the neck, in a double loop, over the head, or as a shrug. L'Ultima Moda private label scarves are a knit Other Facts/Benefits: acrylic piece that will transfer well into the winter season.

Price $35 Special Value

Regular $60

Original

Date Received:

11/8/2013

Date Completed: Signature

11/19/2013 Nicole Lentes

11/19/2013

Website

SHOP NOW

Visuals

Perry’s accessory department stores ‘A,B,C’ integrate a similar floor plan so that it is more convenient for the customer’s who shop in multiple stores in the surrounding area. By doing this, it establishes a familiarity therefore, preventing less confusion. Each store will sell all the same brands, with the private label, L’Ultima Moda, being the majority throughout the department. The department is arranged in categories such as scarves, cold weather, hats, belts, etc. Within those categories are the different designer brands. Store A Store ‘A’ will sell more of a variety than ‘B’ and ‘C’ stores, which will consist of a wider range of colors and sizes, as well as exclusive accessories provided by the designer/ brand. Store B Store ‘B’ will offer just as much as store ‘A,’ just fewer quanities, but the layout is the same as the ‘A’ store. Store C Store ‘C’ has a smaller square footage and will therefore carry less merchandise than ‘A’ and ‘B’ stores. It will carry the same designers/brands, but it will not carry certain merchandise that the other stores have. * All stores will participate in the same promotions and will require the same signage throughout the department.

STORE ‘A’ AND ‘B’ FLOOR PLAN ENTRANCE

HATS

PROMO DISPLAY

COLD WEATHER

HAIR ACCESSORIES

BELTS

SCARVES

HAIR ACCESSORIES

GLOVES CLEARANCE

RESTROOMS

LOUNGE AREA

STORE ‘C’ FLOOR PLAN ENTRANCE

PROMO DISPLAY

COLD WEATHER

HATS HAIR ACCESSORIES

SCARVES

HAIR ACCESSORIES

GLOVES

CLEARANCE

RESTROOMS

BELTS

LOUNGE AREA

Financials

4th Quarter Strategy: In 2012, Perry’s was unable to meet their sales goals, therefore the fashion accessories department has come up with a fourth quarter strategy in order to ensure the goals are met for 2013. The fourth quarter consists of the months November, December and January. The combined plan sales of all three months equates to $921.0, which accounts for over half of the Fall/Winter six-month toal sales. To help achieve these goals, we will be implementing a number of key sales promotions, starting with our Black Friday sale that will kick off the holiday shopping season. According to nrf.com, shoppers typically start off their holiday shopping strong and Black Friday sales are expected to be up 7% from last year, so we are hoping to see an impact. With 45.5% of consumers planning to do a portion of their holiday shopping online, our Cyber Monday sale will also be a major focus in driving sales. This year’s holiday season will see more people flocking to their favorite department stores (44.0% vs. 38.4% LY), therefore December’s in-store promotions will be key as well. We will be having sales throughout the entire month aimed at being incentives for customers to spend more and additional weekend sales to attract extra traffic. At the end of the month, we will also be having an after Christmas sale to help get rid of any unsold holiday merchandise so we can have as little clearance as possible. With social media and mobile services taking center stage this year, it is another tool that Perry’s will be utilizing for our fourth quarter strategy. By having a presence on Facebook, Twitter and Pinterest, we will be able to directly communicate to our customers and offer specials and promotions that they in turn can share with their network of friends and family. According to technewsworld.com, social media is a huge sales driver that has so far kind of slid under the radar, so we plan to take full advantage of the opportunites it holds. When offering accessories during the holiday season, we are going to do our best to emphasize what great gift items our department has. Since the majority of accessories are one-size-fits-all, it makes it extremely easy to shop for someone else. In accordance with this, a large variety of boxed gift sets in most categories will hopefully be key selling items for us. The accessories buying team believes that by combining all of these strategies, the outcome will compose a strong fourth quarter effort that will enable us to achieve our plan sales goals and prepare Perry’s for an excellent start to 2014.

SIX-MONTH DOLLAR PLAN

DEPT. NAME Accessories BUYER

DEPT. #

Nicole Lentes

FALL

AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER JANUARY

SALES $

Last Year Plan % Inc/Dec Revised Actual

STOCK/SALES RATIO

Last Year Plan

BOM STOCK $ (Retail)

Last Year Plan Revised Actual

MARKDOWNS $

PURCHASES $ (Retail)

SEASON TOT. Sales

SEASON TOTAL

225.0 254.3 13.0%

300.0 348.0 16.0%

210.0 225.8 7.5%

255.0 308.6 21.0%

390.0 483.6 24.0%

120.0 128.8 7.3%

3.9 3.5

3.0 2.6

4.1 3.7

3.6 2.9

2.5 1.9

6.3 4.9

5.7

29.1

877.5 888.4

900.0 901.9

861.0 836.8

918.0 906.5

975.0 930.3

756.0 633.5

850.0 733.6

876.8 avg. 833.0

Last Year Plan % to Sales % by Month Revised Actual

89.5 80.4 31.6% 18.9%

45.0 42.6 12.2% 10.0%

66.0 59.2 26.2% 13.9%

51.5 50.2 16.3% 11.8%

134.0 130.5 27.0% 30.7%

64.0 61.5 47.7% 14.5%

450.0 424.4 24.3% 100.0%

Last Year Plan Revised Actual

337.0 348.2

306.0 325.5

333.0 354.7

363.5 382.6

305.0 317.3

278.0 290.3

1,922.5 2,018.6

LAST YEAR

PLAN

$1,500.0

1749.0

Markup %

55.0%

57.0%

Markdown %

30.0%

24.3%

Gross Margin %

41.5%

Average Stock

876.8

833.0

1.71

2.10

Turnover

FEBRUARY

1,500.0 1,749.0 16.6%

ACTUAL

SALES INCREASE / DECREASE

Your Plan: $1,749.0 Percentage increase or decrea

16.60%

Dollar increase or decrease

$249.0 million

Justification Over the course of the season, we will have a planned sales increase of $249 million in the Accessories department. It is the nature of the retail business that the fall and winter months do a naturally higher percentage of sales than spring and summer months. This is due in part to back-to-school sales, spring and summer merchandise on clearance and the holiday shopping season. The busy shopping season erupts with Black Friday, which is one of the biggest shopping days of the entire year, and extends through the entire weekend following Thanksgiving and leads up to the late December holiday rush. Additionally, our department has planned several exciting events to entice customers to come into the store and see the great selection we have for the season. The use of promotional marketing will also draw customers into the department during months where sales are typically slow, such as August and September. The main increase in sales will be due to the launch of our private label, L'Ultima Moda, in August. Our private label will focus directly on our target customer and their needs, which will affect our sales increase greatly. The accessories department will also be hosting a great Breast Cancer Awareness campaign throughout the month of October, in which 5% of all proceeds will be donated directly to Avon's breast cancer research. During the holiday months, we are increasing promotions involving other exclusive events to encourage our customers to shop with Perry's thoughout the entire winter season.

MONTHLY SALES PLAN

Planned monthly sales by percentage of season sales volume

MONTH

PERCENT

Ă&#x2014;

SEASON SALES $

MONTHLY SALES $

August

14.5%

1,749.0

September

19.9%

1,749.0

October

12.6%

1,749.0

225.8

November

17.6%

1,749.0

308.6

December

27.7%

1,749.0

483.6

7.4%

1,749.0

128.7

January

254.3

348.0

MONTHLY SALES INCREASE/DECREASE

AUGUST

SEPTEMBER

OCTOBER

NOVEMBER

DECEMBER

JANUARY

PL Sales

254.3

348.0

225.8

308.6

483.6

128.7

LY Sales

225.0

300.0

210.0

255.0

390.0

120.0

$ Inc/Dec

29.3

15.8

53.6

93.6

8.7

% Inc/Dec

13%

16%

21%

24%

Justification by Month: August

August, more commonly known as 'Back to School Month,' means that customers will be coming into the store to purchase new additions for their fall wardrobe. We plan to increase sales by $29.3 million during this month due to the increase in 'Back to School' promotional marketing. We will also be releasing our new private label, which will help increase sales greatly and also help build brand awareness.

September

September is still fairly warm in Virginina and consumers usually aren't very interested in purchasing winter accessories. This September, to increase sales by $48 million, we will be running a Labor Day weekend sale, in which customer's can enjoy 15% off all accessories. Ultimately, we are planning to generate the most sales this month from the launch of our private label in August.

October

With our new promotional sales running throughout the month of October, as a department, we plan on raising our sales by 8.0% compared to LY. These promotions should increase store traffic, therefore increasing store sales, as well.

November

November marks the start of our holiday selling season. Black Friday sales as well as a 3-day weekend promotionfrom the 8th10th (30% off L'Ultima Moda items) will help increase our sales compared to LY. We also plan to have more holiday and seasonal product on the selling floor that will be important for consumers to have during the climate change.

December

This year, December will bring an increase of $93.6 million in sales. We plan to strongly increase our last-minute promotional marketing in the acessories department. The department will feature a large array of gift packages including scarf and glove boxes, leather gloves, and knitted hats featuring the hottest winter trends. Wraps and shawls will also be strongly promoted as an accessory "must-have" for New Years Eve parties. The month will start out with our Cyber Monday sale on the 2nd and will transition into our 'Buy one, get one 50% off all accessories' from the 7th-23rd. The day after Christmas, all accessories will be 30% off and we will wrap up this month with a clearance promo (up to 75% off clearance).

January

January's will increase by $8.7 million due to the increase in advertising for the end-of-season clearance, and the increase in advertising for new Spring merchandise. The sale of new Spring merchandise will be a major factor in increasing sales this month. Perry's accessories department will feature more Spring accessories, such as sunglasses and spring trend hats. The accessories department will have a 'Spend $50, get $10' promotion on new Spring items. Since most new merchandise is bought with gift cards during the month of January, we hope to get customer's to spend more of their own money after they spend the balance on their gift card.

STOCK/SALES RATIO AND BOM STOCK

AUGUST

PL Sales S/S Ratio BOM Stock

SEPTEMBER

OCTOBER

NOVEMBER

DECEMBER

JANUARY

254.3

348.0

225.8

308.6

483.6

128.7

3.5

2.6

3.7

2.9

1.9

4.9

888.4

901.9

836.8

906.5

930.3

633.5

FEBRUARY

733.6

Plan Sales Ă&#x2014; Stock/Sales Ratio = BOM Stock Justification by Month: August

Due to the importance of the 'Back to School' promotion during the month of August, the BOM stock will be very high to meet the needs of the consumers. The 'Buy One, Get One Half Off' promotion will also bring a lot of customers in the accessories department. The stock to sales ratio will be 3.5 for the month of August. The ration is down .4 from last year. This means our promotions will help turnover our inventory faster. Although stock is turning, it is not turning as fast as months during the holiday season, due to the fact that customers do not tend to think of the accessories department when shopping for back to school merchandise. We plan to get more customers in the department this year during the month of August to increase turnover.

September

September's BOM stock is one of the highest for the season, besides the months of November and December. This is due to the launch of our private label L'Ultima Moda. The accessories department wants to make sure we have enough new stock to meet the demand of the customers. The stock to sales ratio is 2.6, down by .4 from last year. This means the sales from our new label are increasing turnover.

October

Stock will stay low throughout the month of October in order to create room for incoming stock for the holiday selling season. Turnover will drop slightly compared to LY with the increase of our promotions to drive more product off the sales floor to create room for the incoming seasonal merchandise.

November

November's stock will start high and continue to grow over the course of the month. Being a month based on promotions for the holiday season, November's turnover will decrease to 2.9 showing a greater flow of merchandise off the selling floor.

December

December's stock to sales ratio will be down .6, making the figure 1.9. The ratio indicates that sales will be very high and inventory will be turning very quickly. Inventory will be turning very rapdily due to the increase in accessories promotions for the holiday season, such as lastminute gift promotions. Inventory will also turn quickly because the accessories department will position itself as a great place to purchase stocking stuffers. The high BOM stock figure indicates that this year the accessories department is anticpating a very large amount of sales. We plan to sell more stock this year, which will result in .6 million less markdowns. The stock will include an array of gift boxes, L'Ultima Moda private label merchandise and winter weather accessories.

January

The stock to sales ratio for January is 4.9. This figure is down by 1.4 from last year. This means that in January the accessories department will be selling more inventory than LY. The ratio is still high due to the fact that the majority of the inventory we sell in January is clearance merchandise from the holiday season. The ratio will be lower this year due to the emphasis on selling new Spring merchandise and also the promotion of the new L'Ultima Moda Spring line. The BOM stock is at 633.5 compared to last year's 756.0.

February (January EOM)

The BOM stock for February is 733.6. This means that the clearance markdowns and new Spring accessories promotion had a good response with the customers. The stock for the month of February will include a larage array of Spring accessories, as well as some Valentine's Day gift packages.

PLAN MARKDOWNS

SEPTEMBER

OCTOBER

NOVEMBER

DECEMBER

JANUARY

PL Sales

AUGUST

254.3

348.0

225.8

308.6

483.6

128.7

MD % to Sales

31.6%

12.2%

26.2%

16.3%

27.0%

47.7%

24.3%

80.4

42.6

59.2

50.2

130.5

61.5

424.4

18.9%

10.0%

13.9%

11.8%

30.7%

14.5%

MD $ MD % by Month

TOTAL

1,749.0

100%

Plan Sales Ă&#x2014; MD % to Sales = MD $

Justification of Plan Markdowns by Month: August The month of August has the highest markdown percentage compared to all other months, excluding January. This is because the accessories department needs to entice customers to come into the deaprtment. To entice them we are offereing a 'Buy One, Get One 50% Off' promotion. Consumers are going to take advantage of this offer and that is why the markdown percentage is 31.6%. September The month of September has the lowest markdown percentage compared to all other months, because we are only running a Labor Day weekend sale. Therefore, a 12.2% markdown for the month is an efficent number. October Many promotional sales will be going on throughout the month of October. Comapred to LY, we plan on having a weekend promotional sale that will help move merchandise in order to create room for the incoming product orders that will be used in November and getting rid of our back to school and Halloween merchandise. Promotions will consist of spending $75 dollars and receiving $15 dollars off your next purchase as well as 15% off fashion belts and 20% off our private label L'Ultima Moda. November Black Friday sales will make a vast majority of our funds allocated towards markdowns. We also plan on having a large weekend sale on Nov. 8 to promote the start of the holiday season and prepare shoppers for the upcoming sales on Nov. 29. The Nov. 8 sale will revolve around getting everyone ready for winter. Winter items such as gloves, scarves and hats will be 20%-30% off during the 3-day weekend sale. December 130.5 million dollars in markdowns will be taken during December. This number is down .6 million from last year. Some clearance markdowns will be taken on accessory items that feature fall trend colors. The majority of the markdowns will be holiday promotional markdowns. Promotional markdowns will include a markdown on our private label L'Ultima Moda. The 'Buy One, Get One 50% Off' promotion will make up a majority of the planned markdown figure. January The majority of the 61.5 million dollar markdowns in the month of January are clearance markdowns. These markdowns will help sell the left-over holiday merchandise that did not sell during the season. Other promotions will be markdowns to sell more full-priced Spring accessories. The main promotion will be 'Spend $50 on new Spring accessories, get $10 off.'

PLAN PURCHASES

AUGUST

SEPTEMBER

OCTOBER

NOVEMBER

DECEMBER

JANUARY

Plan Sales 254.3

348.0

225.8

308.6

483.6

128.7

901.9

836.8

906.5

930.3

633.5

733.6

80.4

42.6

59.2

50.2

130.5

61.5

888.4

901.9

836.8

906.5

930.3

633.5

348.2

325.5

354.7

382.6

317.3

290.3

43.0%

149.7

140.0

152.5

164.5

136.4

124.8

(plus) Plan EOM Stock (plus) Plan MD (minus) Plan BOM (equals) Plan Purchases at Retail (times) 100% – MU% (equals) Plan Purchases at Cost

SALES BY CLASSIFICATION, PERCENTAGE, AND DOLLARS

Classification

Percent

Season Sales

Class Sales

BELTS

17%

1,749.0

HATS

19%

1,749.0

332.3

SCARVES

18%

1,749.0

314.8

GLOVES

16%

1,749.0

279.8

HAIR ACCESSORIES

1,749.0

157.4

COLD WEATHER

21%

1,749.0

367.3

100%

1,749.0

Total

297.3

CLASSIFICATION SALES BY MONTH

AUGUST

Percent

SEPTEMBER

OCTOBER

NOVEMBER

DECEMBER

JANUARY

TOTAL

100%

SALES $

14.5%

19.9%

12.6%

17.6%

27.7%

7.4%

BELTS

43.2

59.2

38.4

52.5

82.2

21.9

17%

297.3

HATS

48.3

66.1

42.9

58.6

91.9

24.5

19%

332.3

SCARVES

45.8

62.6

40.6

55.5

87.0

23.2

18%

314.8

GLOVES

40.7

55.7

36.1

49.4

77.4

20.6

16%

279.8

HAIR ACCESSORIES

22.9

31.3

20.3

27.8

43.5

11.6

157.4

COLD WEATHER

53.4

73.1

47.4

64.8

101.6

27.0

21%

367.3

Total Sales

254.3

348.0

225.8

308.6

483.6

128.7

100%

1,749.0

Class

SUBCLASSIFICATIONS FOR

CASUAL

DRESSY

TREND

SUBCLASSIFICATIONS FOR

CASUAL

DRESSY

CHURCH

TREND

BELTS

HATS

CLASSIFICATION

SUBCLASSIFICATIONS FOR

SCARVES

WRAPS

TREND

BOXED GIFT SETS

SUBCLASSIFICATIONS FOR

CASUAL

DRESSY

TREND

BOXED GIFT SETS

SCARVES

GLOVES

CLASSIFICATION

SUBCLASSIFICATIONS FOR

HEADBANDS

CLIPS

HEAD WRAPS

PONY-TAIL HOLDERS

BARETTES

TREND

SUBCLASSIFICATIONS FOR

HATS

GLOVES

SCARVES

WRAPS

TREND

BOXED GIFT SETS

HAIR ACCESSORIES

COLD WEATHER

CLASSIFICATION

ASSORTMENT PLAN BY FABRICATION FOR

BELTS

CLASSIFICATION

Fabrication Distribution

Percent to Total

LEATHER

39.0%

SUEDE

6.0%

ELASTIC

10.0%

METALS

11.0%

PATENT LEATHER

9.0%

POLYURETHANE BLEND

19.0%

OTHER

6.0%

100%

Justification: Leather is always a best seller for belts and will remain a constant fixture in our assortment, representing nearly 40% of our selected fabrication. Additionally, roughly 20% will be alotted for suede and patent leathers combined, which are popular belting options. Polyurethane is also a fabrication chosen to meet the needs of customers who are looking for a cheaper alternative to real leather allowing 19% purchase availability. Aside from leathers and faux leathers, elastic belts are a big trend for the holiday season and can be worn at the waist to create a peplum effect over jackets and sweaters. Finally, we will be providing consumers with other big upcoming winter 2013 belt trends: metal, chain, velvet, and fur.

ASSORTMENT PLAN BY FABRICATION FOR

HATS

CLASSIFICATION

Fabrication Distribution

Percent to Total

WOOL BLEND

10.0%

COTTON

15.0%

ACRYLIC

20.0%

SILK

9.0%

WOOL

25.0%

POLYURETHANE BLEND

6.0%

TOYO STRAW BLEND

7.0%

OTHER

8.0%

100%

Justification: The hats included in our assortment will be offered in a variety of different fabrications in order to create an extensive amount fabrications to cover all the needs of the customers for the fall and holiday season. Wool and wool blends will make up a combined 35% of our plan followed by acrylic at 20%. Acrylic and wool will make up most of our knit hat wear, as well as some trend headwear including caps, fedoras and wide brim hats. Cotton will also be responsible for a larger percentage of our hat wear at 15%. Additionally, silk will be provided to meet the needs of women looking for church hats as well as fashionable party hats. The fall/winter 2013 trends are responsible for the rest of our percentages, such as polyurethane, toyo straw blend and other. These fabrications will be trend focused as welll as the straw leading into spring and resort season.

ASSORTMENT PLAN BY FABRICATION FOR

SCARVES

CLASSIFICATION

Fabrication Distribution

Percent to Total

POLYESTER

5.0%

COTTON

10.0%

ACRYLIC

12.0%

SILK

4.0%

WOOL BLEND

14.0%

CASHMERE

16.0%

RAYON

15.0%

VISCOSE

8.0%

FAUX FUR

LINEN

6.0%

FUR

3.0%

OTHER

4.0%

100% Justification: Cashmere will be a major fabrication that will be key during our holiday selling season, as well as a staple scarf and/or wrap in everyone's wardrobe. Wool blend (14%), Rayon (15%), Cotton (10%) and Acrylic (12%) will also make up a large portion of our scarves and will be responsible for most of our knit scarves as well as wraps. Viscose (8%), Polyester (5%), Silk (4%) and Linen (6%) will account for a small amount of our scarves due to the fact that they are lighter weight and are more common in early fall and spring months. Lastly, Fur (3%), Faux Fur (3%) and Other (4%) will be focused on our trend items.

ASSORTMENT PLAN BY FABRICATION FOR

GLOVES

CLASSIFICATION

Fabrication Distribution

Percent to Total

LEATHER

10.0%

WOOL BLEND

23.0%

ACRYLIC

18.0%

COTTON

11.0%

SATIN

7.0%

FAUX LEATHER

15.0%

CASHMERE

7.0%

VELVET

4.0%

OTHER

100%

Justification Our gloves are going to be offered in a great variety of fabrications in order to provide customers with precisely the type of glove they are seeking, no matter what the weather or occasion is. Many gloves for the winter season are made of Acrylic (18%) or a Wool Blend (23%) so they hold the majority percentages. Leather (10%) and Cashmere (7%) will be fabrications provided for consumers looking for a higher-end glove to add to their holiday wardrobe, while Faux Leather (15%) will be provided as a cheaper alternative to real leather. Cotton will make up 11% of our assortment as it is a common glove material for lighter styles. Satin (7%), Velvet (4%) and Other (5%) will hold the majority percentages for consumers that are looking for gloves for a social occassion and they will also cover trend items.

ASSORTMENT PLAN BY FABRICATION FOR

HAIR ACCESSORIES

CLASSIFICATION

Fabrication Distribution

Percent to Total

POLYESTER

17.0%

PLASTIC

27.0%

SATIN

14.0%

ELASTIC

15.0%

METAL

11.0%

LEATHER

3.0%

FAUX LEATHER

7.0%

OTHER

6.0%

100%

Justification: The hair accessories provided will be made of a variety of different fabrications to cover all the needs and wants of our consumers. These fabrications will cover the casual and dressy categories, as well as everyday activities or for any sort of special occasion. Plastic will be the main fabrication used in our assortment (27%) because Plastic is most commonly found in headbands. Polyester (17%) and Satin (14%) will be the fabrications provided for most headwraps and/or scarves. Elastic (15%) will make up our purchases of pony-tail holders and stretchy athletic headbands, while Metal (11%) will make up our purchases of dressier headbands and barettes with accents such as jewels. Faux Leather (7%), Leather (3%) and Other (6%) will cover the rest of trend pieces and will be responsible for many accessory add-ons.

ASSORTMENT PLAN BY FABRICATION FOR

COLD WEATHER

CLASSIFICATION

Fabrication Distribution

Percent to Total

FUR

5.0%

FAUX FUR

7.0%

LEATHER

9.0%

WOOL

20.0%

CASHMERE

15.0%

FLEECE

7.0%

ACRYLIC

15.0%

MOHAIR

5.0%

OTHER

100%

Justification: Wool has the largest percentage (20%) due to its warm and cozy characteristics so it is the go-to cold weather fabrication for hats, gloves, scarves and wraps. Acrylic (15%) will also be a key fabrication that will focus on the cold weather knit pieces that will be a main item on our selling floor for the winter season along with Cashmere (15%). Leather (9%) will be purchased to meet the needs of consumers looking for higher end leather gloves. Fleece (7%) will make up a smaller portion of merchandise that will include cold weather items such as gloves and ear muffs. Fur (5%), Faux Fur (7%), Moahir (5%) and Other will be trend focused cold weather items.

ASSORTMENT PLAN BY COLOR FOR

BELTS

CLASSIFICATION

Color Distribution

Percent to Total

BLACKS

26.0%

BROWNS

23.0%

GRAYS

10.0%

SPECTATOR (NAVY, RED, WHITE)

11.0%

METALLICS

8.0%

TREND

12.0%

PATTERNS (PRINTS, PLAIDS)

10.0%

100%

Justification: We have selected to purchase the majority of our merchandise in classic, basic colors which are always in fashion and in demand by customers. Black (26%), brown (23%), gray (10%) and spectator (11%) colors will make up the largest percentage of our selection. We will accent these classics with the addition of trend color (12%) belts as well as metallics (8%) and patterned belt options (10%) in order to offer a well-rounded assortment for our consumers.

ASSORTMENT PLAN BY COLOR FOR

HATS

CLASSIFICATION

Color Distribution

Percent to Total

BLACKS

26.0%

BROWNS

18.0%

GRAYS

14.0%

WHITES

10.0%

RED

8.0%

TREND

14.0%

PATTERNS (PRINTS, PLAIDS)

10.0%

100%

Justification: As with all of our accessory classifications, we want to provide a specifically selected variety that customers will be excited about and encouraged to purchase. We expect this array of colors to satisfy the needs of our shoppers. During Fall and Winter months, black is the most common color, which is why 26% of the budget is devoted to it alone. Brown and gray follow black, as they are also both neutral colors and are essential to keep in your closet. Trend has the third highest percentage since Perry's is located in a part of the country where church hats are often worn. Red is a popular color during the colder weather months so 8% is given to this color. White (10%) and patterns (10%) will cover the rest of the trend colors as both are expected to be huge trends for the Fall/Winter 2013 season.

ASSORTMENT PLAN BY COLOR FOR

SCARVES

CLASSIFICATION

Color Distribution

Percent to Total

BLACKS

23.0%

BROWNS

12.0%

GRAYS

18.0%

SPECTATOR (NAVY, RED, WHITE)

20.0%

TREND

11.0%

PATTERNS (PRINTS, PLAIDS)

16.0%

100%

Justification: Scarves have been growing in popularity with every season. Women like to collect multiple different colors and prints. The majority of our assortment will be offered in the best selling colors - blacks (23%), browns (12%), grays (18%) and spectator colors (20%). We will also feature a deep selection of trend colors (11%) and patterns (16%). Patterns are going to be very popular this Fall and Winter and will be a perfect holiday gift.

ASSORTMENT PLAN BY COLOR FOR

GLOVES

CLASSIFICATION

Color Distribution

Percent to Total

BLACKS

25.0%

GRAYS

18.0%

BROWNS

20.0%

SPECTATOR (NAVY, RED, WHITE)

15.0%

TREND

12.0%

PATTERNS (PRINTS, PLAIDS)

10.0%

100%

Justification: As with the majority of our classifications, we are offering our accessories in a variety of great colors in an effort to satisfy each customers wants and needs. We have selected similar color offerings in most classifications so that shoppers can mix and match as they wish. Most of our budget will go to neutral colors, such as blacks (25%), browns (20%), grays (18%) and spectator colors (15%), while the rest will go to trend colors (12%) and patterns (10%) to match with some of our scarves.

ASSORTMENT PLAN BY COLOR FOR

HAIR ACCESSORIES

CLASSIFICATION

Color Distribution

Percent to Total

BLACKS

16.0%

GRAYS

12.0%

BROWNS

8.0%

WHITE

12.0%

TREND

28.0%

PATTERNS (PRINTS, PLAIDS)

24.0%

100%

Justification: Hair accessories can be worn all different types of ways and can easily be changed to make an outfit fun or trendy. Because of this reason, 28% of our hair accessories is devoted to trends and 24% to patterns. Black is always a necessity for women and is common to have, which is why 16% is going towards this color. Gray is another common color that women are drawn to because it is safe and neutral and has been predicted to be a big color trend for the Fall/Winter 2013 season along with white, which is given 12% of the budget. Although we are in the Fall/Winter 2013 season, we will be starting to introduce some Spring colors by the end of this season.

ASSORTMENT PLAN BY COLOR FOR

COLD WEATHER

CLASSIFICATION

Color Distribution

Percent to Total

BLACKS

22.0%

GRAYS

20.0%

BROWNS

16.0%

WHITES

8.0%

TREND

16.0%

PATTERNS (PRINTS, PLAIDS)

18.0%

100%

Justification: A majority of the budget is given to neutral colors, because they are safe and can easily be mixed and matched with one another. This is why 22% is given to black, 20% to gray, 16% to brown and 8% to white. We also gave slightly higher percentages to trend (16%) and patterns (18%). These numbers are given to pattern and trend because most women have a basic black coat and enjoy fun prints and/or colors to accessorize their winter look.

ASSORTMENT PLAN BY SIZE FOR

BELTS

CLASSIFICATION

Size Distribution

Percent to Total

ONE SIZE FITS MOST

10.0%

8.0%

12.0%

20.0%

27.0%

23.0% 100%

Justification: The sizing distribution in belts indicates that the majority of the belts carries in Perry's accessories department will range from the size medium to extra large. This is due to the fact that the average American woman wears a size large or extra large. Perry's belt sizes are as follows: XS (0,2), S (4,6), M (8,10), L (12,14) and XL (16). We also devoted 10% of the budget to one size fits most options for elastic belts and chain belts, as they can be stretched or adjusted to fit most sizes.

ASSORTMENT PLAN BY SIZE FOR

HATS

CLASSIFICATION

Size Distribution

Percent to Total

ONE SIZE FITS MOST

100.0% 100%

Justification: The sizing distribution for hats is one size fits most. The standard size for women is 21' to 23 1/2" inside the crown.

ASSORTMENT PLAN BY SIZE FOR

SCARVES

CLASSIFICATION

Size Distribution

Percent to Total

ONE SIZE FITS ALL

100.0% 100%

Justification: Scarveswraps are most often made without specific size ranges and thus, our assortment will include scarve and wrapss that are not sized but rather are one size fits all.

ASSORTMENT PLAN BY SIZE FOR

GLOVES

CLASSIFICATION

Size Distribution

Percent to Total

ONE SIZE FITS MOST

30.0%

8.0%

6 1/2

12.0%

15.0%

7 1/2

15.0%

12.0%

8 1/2

8.0% 100%

Justification: The high-end gloves, including leather gloves will be offered in a size range of 6-8 1/2. The largest amount of sizes will be offered in sizes 7 and 7 1/2 due to the fact that the average American woman has a size 7 hand. The rest of our assortment will be offered in a one size fits most, which will make up the sizing for our knitted gloves and other gloves that are made of stretchy materials.

ASSORTMENT PLAN BY SIZE FOR

HAIR ACCESSORIES

CLASSIFICATION

Size Distribution

Percent to Total

ONE SIZE FITS ALL

100.0% 100%

Justification: Hair accessories are not offered in specific sizes. It is assumed that one size will fit most women. Headbands are standard to fit a 22 1/2" head. All other hair accessories are not sized and are determined by the manufacturer.

ASSORTMENT PLAN BY SIZE FOR

COLD WEATHER

CLASSIFICATION

Size Distribution

Percent to Total

ONE SIZE FITS MOST

100.0% 100%

Justification: The sizing distribution for our cold weather items will be offered in a one size fits most. Since most items will be knitted, they will have a lot of stretch and will be able to fit most sizes.

ASSORTMENT PLAN BY VENDOR FOR

BELTS

CLASSIFICATION

Vendor Distribution

Percent to Total

MICHAEL KORS

8.0%

FOSSIL

12.0%

KATE SPADE

10.0%

MARC BY MARC JACOBS

8.0%

RALPH LAUREN

12.0%

CALVIN KLEIN

12.0%

NINE WEST

12.0%

LEATHERLOCK

10.0%

NINE WEST (PRIVATE LABEL)

10.0%

OTHER

6.0%

100% Justification: Our main vendors will be Nine West, Calvin Klein, and Ralph Lauren for their brand regonition and quality. Fossil will provide belts at the mid and lower price range. Kate Spade will be our higher end belts, and be more of the trend pieces. Our private label will also make some trends belts. Leatherlock will also be providing us with some of our nice quality leather belts.

ASSORTMENT PLAN BY VENDOR FOR

HATS

CLASSIFICATION

Vendor Distribution

Percent to Total

GOORIN BROS.

7.0%

JESSICA SIMPSON

12.0%

RALPH LAUREN

8.0%

EUGENIA KIM

15.0%

NINE WEST

18.0%

AUGUST HAT

15.0%

NINE WEST (PRIVATE LABEL)

20.0%

OTHER

5.0% 100%

Justification: Our private label will be our biggest supplier of hats of all styles, closely followed by Nine West who offer a wide selection of hats in casual and dressy styls that complement the latest trends. In addition, Eugenia Kim and Jessica Simpson will also provide more of the trend selection, while Goorin Bros. will offer more casual headwear. Lastly, August Hat will supply us with dressier styls and church hats and Ralph Lauren will offer some sophisticated ladies' hats as well.

ASSORTMENT PLAN BY VENDOR FOR

SCARVES

CLASSIFICATION

Vendor Distribution

Percent to Total

ROFFE

8.0%

COACH

7.0%

KATE SPADE

9.0%

BETSEY JOHNSON

7.0%

STEVE MADDEN

7.0%

CALVIN KLEIN

9.0%

NINE WEST

13.0%

HALOGEN

8.0%

NINE WEST (PRIVATE LABEL)

25.0%

OTHER

7.0% 100%

Justification: Our private label will be supplying the majority of our scarves some basic with a touch of trends. Nine West and Calvin Klein will provide moderate prices with good quality. Betsey Johnson and Roffe will provide the more on trend scarves for the season. For our more higher end scarves we will buy Kate Spade and Coach.

ASSORTMENT PLAN BY VENDOR FOR

GLOVES

CLASSIFICATION

Vendor Distribution

Percent to Total

NINE WEST

15.0%

KATE SPADE

10.0%

ECHO

10.0%

RALPH LAUREN

14.0%

ISOTONER

9.0%

NINE WEST (PRIVATE LABEL)

20.0%

CALVIN KLEIN

14.0%

OTHER

8.0% 100%

Justification: L'Ultima Mode, our private label, will provide the majority of the gloves. Followed by the private label we will have Nine West, Calvin Klein, and Ralph Lauren for the brand and quality at moderate prices. For the higher end side we will carry Kate Spade. Then to reach the lower price range we will have Isotoner and Echo.

ASSORTMENT PLAN BY VENDOR FOR

HAIR ACCESSORIES

CLASSIFICATION

Vendor Distribution

Percent to Total

NINA

12.0%

FOSSIL

8.0%

MARC BY MARC JACOBS

7.0%

EUGENIA KIM

8.0%

JUICY COUTURE

5.0%

L. ERICKSON

30.0%

NINE WEST (PRIVATE LABEL)

25.0%

OTHER

5.0% 100%

Justification: L. Erickson will be our biggest hair accessories vendor seeing that they are modrately priced and have not only trend pieces, but also basics that will cater to many. Our private label will also provide a large segment of the hair accessories. Nina specializes in bridal and formal which will be good to have in Perry's as well. Marc by Marc Jacobs, Fossil, and Juicy Couture will also provide a good variety to hair accessorries.

ASSORTMENT PLAN BY VENDOR FOR

COLD WEATHER

CLASSIFICATION

Vendor Distribution

Percent to Total

UGG

5.0%

SPERRY

12.0%

ECHO

7.0%

RALPH LAUREN

10.0%

ISOTONER

14.0%

CALVIN KLEIN

8.0%

NINE WEST

13.0%

NORTHFACE

6.0%

NINE WEST (PRIVATE LABEL)

20.0%

OTHER

6.0% 100%

Justification: Our main vendor for cold weather will be our private label. Isotoner and Sperry will provide the majority of our cold weather accessories, seeing that they have a large varity that fits with Perry's. We will also include Nine West Calvin Klein and Ralph Lauren for our brand names. Lastly, we will also have Ugg and Northface for the heavier and warmer coldweather accessories.

PURCHASES BY CLASSIFICATION, PERCENTAGE, AND DOLLARS

Classification

Percent

Season Purchases

Class =

Purchases

BELTS

17%

2,018.6

HATS

19%

2,018.6

383.5

SCARVES

18%

2,018.6

363.3

GLOVES

16%

2,018.6

323.0

2,018.6

181.7

21%

2,018.6

423.9

HAIR ACCESSORIES

COLD WEATHER

Total

100%

343.2

2,018.6

ASSORTMENT PLAN BY PRICE LINE, UNITS, AND DOLLARS

Classification

BELTS

HATS

SCARVES

GLOVES

HAIR ACCESSORIES

COLD WEATHER

Price Line

$ by Price Line

# of Units

30.0

30.0%

3.4

103.0

60.0

55.0%

3.1

188.7

125.0

15.0%

0.4

51.5

35.0

30.0%

3.3

115.1

75.0

55.0%

2.8

210.9

175.0

15.0%

0.3

57.5

25.0

25.0%

3.6

90.8

70.0

55.0%

2.9

199.8

130.0

20.0%

0.6

72.7

25.0

35.0%

4.5

113.1

55.0

50.0%

2.9

161.5

130.0

15.0%

0.4

48.4

25.0

45.0%

3.3

81.8

55.0

35.0%

1.2

63.6

90.0

20.0%

0.4

36.3

26.0

25.0%

4.1

106.0

72.0

55.0%

3.2

233.1

168.0

20.0%

0.5

84.8

Class Total

343.2

383.5

363.3

323.0

181.7

423.9

TRAVEL ITINERARY

BUYER

Nicole Lentes

HOTEL

Intercontinental Barclay Hotel

DEPT.

ACCESSORIES

PHONE

212-755-5900

MONDAY

TUESDAY Eugenia Kim

WEDNESDAY