Textile and Clothing Merchandising Course: TX 355 Course Outline

1
Textile and Clothing Merchandising
Course TX 355 Course Outline
2
Lecture 01Introduction

• Textile and Clothing Merchandising

3
Course Objective

• Want to make participants able to handle
  customers enquiries, costing and pricing,
  sampling process, and formal coordination with
  other departments as well as with customers

4
Course Description

• Synopsis of textile and clothing merchandising.
• Will adequately cover significant topics related
  to textile and clothing merchandising.
• Main focus will be enquiries handling, product
  pricing, and coordination with production
  departments and fluent communication with
  customers.

5
Teaching Methodology

• Class lectures
• Group discussion
• Seminars
• Presentations
• Industry Visit

6
Material

• Books
• Class notes
• Hand-outs
• Survey of the industry
• Interviews of industry leaders
• Net surfing

7
Assignments and Term Project

• Individual and group assignments
• Interaction with industry
• Independent industry visits
• Interview with industry leaders

8
Quizzes

• Announced and unannounced
• Concept base
• 30 minutes
• 6-8 in numbers

9
Attendance Policy

• Five classes missing means Grade F
• Five minutes late means no entrance in class
• Have to justify five minutes late
• Class will start at exact time INSHALLAH
• Missing of one class means losing one mark

10
Grading Policy

• Assignments 12.5
• Quizzes 12.5
• Midterms 20
• Project 15
• Attendance 10
• Final 35

11
Lecture 02

• International Textile and Clothing Trade
• Share of different countries and Growth Rate

12
Lecture Three

• Performance of Pakistan Textile and Clothing
  Industry

13
Description Value/Share ()
Exports 67 of total exports (US 7.5 Billion)
Manufacturing 46 of total manufacturing
Employment 38 of total employment
GDP 11 of total GDP
Investment 31 of total investment
Market Capitalisation 8 of total market capitalisation
Taxes Million US 75.00
Salaries and Wages Million US 750.00
14
PTI Infrastructure

• Fiber Production
• Natural fiber mainly cotton
• Synthetic Mainly polyester

15
PTI Sectors

• Ginning
• Spinning
• Weaving
• Mill sector
• Non-mill sector
• Knitting
• Part of vertical set up
• Independent knitting mills

16

• Wet Processing
• Fiber and yarn
• Knitted fabric
• Woven fabric
• Garment

17
Clothing

• Made ups
• Clothing
• Clothing Accessories
• Buttons
• Zips
• Stitching thread
• Packing material
• Labels etc

18
Textile Exports
1971-2   2003-4   Average Growth Rate in 32 Years () Share in Total Export in 1971- 72 () Share in Total Export in 2002-03 ()
Total Exports 590.7 12313 9.95    
Total Textile exports 429.5 8253 9.67 72.8 67.03
Cotton 200.5 48 -4.5 33.98 0.39
Yarn 127.5 1162 7.1 21.61 9.44
Fabric 81.5 1766 10.08 13.81 14.34
Tent Canvas 1.9 75 12.17 0.32 0.61
Towels 6.1 404 21.1 1.03 3.28
Bed Wear 0.9 1800 26.81 0.15 14.62
Other Made- Ups 1.2 520 20.89 0.2 4.22
Garments 3.2 993 19.63 0.54 8.06
Hosiery (knitted garments) 3.2 1459 21.08 0.54 11.85
Textiles 4.2 80 9.6 0.39 0.65
19
Lecture 03

• Marketing and Merchandising

20
Merchandising

• The promotion of merchandise sales, as by
  coordinating production and marketing and
  developing advertising, display, and sales
  strategies.

21
Marketing

• This is the process of planning and executing the
  conception, pricing, promotion and distribution
  of ideas, goods and services to satisfy customers

22
Sale

• An exchange of goods, services, or other property
  for money

23
Garment Industry

• Production Flow

24
Types of Production

• Order Based
• Market demand base

25
Market Demand Base

• Rare
• More common for basic items
• Mainly China is doing

26
Order Base

• Most common
• Brands have to follow this
• For special items
• For seasonal products
• For small orders
• For promotional items

27
Pakistan Garment Industry

• Mainly doing order base production
• Details are finalized by customer
• Designs are done by customer
• Supplier has to follow

28
Lecture 04 Role of Merchandising
29
Role of Merchandising

• Working as a Bridge between Buyer and Mill

30
Pakistan Textile Industry

• Working Procedure

31
Work Flow

• Fiber --- yarn ---fabric formation---wet
  processingclothing

32
Merchandiser and clothing mills

• Mainly merchandising are demanded by clothing
  mills
• In other sectors mostly marketing people are
  demanded since they are producing according to
  market demand, while, clothing sector is
  producing after getting an order

33
Types of Garment Mills

• Woven
• Knitted

34
Textile and Clothing

• Textile
• All products made of fiber but not ready to be
  used by consumer, like, yarn, fiber, grey fabric
• Clothing
• All products ready to wear, like, shirts, shorts,
  trousers, blouses etc

35
Products

• Woven garments
• Knitted garments
• Made ups

36
Merchandiser for a Clothing Mill

• A key person in the whole chain
• First person being contacted by buyer
• All liaison through merchandiser
• Senior person in the hierarchy
• Most experienced

37
Responsibilities of Merchandiser

• Close liaison with buyers, buying houses
• Keeping firm well informed about the market
  situation
• Prediction about future market demands
• Receiving enquiries from buyers
• Cots calculation
• Offering prices
• Intimation to buyers about delivery time
• Confirmation about WO

38

• Keeping buyer update about production status
• Passing all information to production people,
  account departments and all other relevant people
• Helping in conduction final audit
• Dealing with complaints and finally
• Keep mill filled with suitable orders

39
Lecture 6 Required Communication Skills

• Writing
• Speaking
• Presentation

40
Writing

• E mails
• Letters
• Faxes
• Reports

41
Speaking

• On phone
• In meeting

42
Presentation

• Reports
• Progress
• Profile of the firms

43
For all you need

• Good command on English
• Reasonable typing speed
• Clarity in pronunciation
• Computer operation skills
• Internet application
• Mobile phone uses
• Chatting techniques
• Bidding techniques

44
Communication Flow

• Communication
• The act of communicating transmission
• The exchange of thoughts, messages, or
  information, as by speech, signals, writing,
  or behavior.
• Interpersonal rapport

45
(No Transcript)
46

• Consumer
• Retailer
• Whole seller
• Importers
• Buying agents (optional)
• Suppliers (exporters)
• Manufacturers/vendors

47
Sale Strategy

• Direct to Whole seller or importers
• Sale through buying houses

48
Direct Sale

• Importers
• Manufacturers

49
Indirect Sale

• Importers
• Buying House
• Exporters

50
Detail of Communication flow

• Importers merchandiser
• Head of account (importers)
• Buying House merchandiser
• Head of account (buying house)
• Head manufacturer merchandiser
• Head of account (manufacturer)
• Account merchandiser (manufacturers)

51
With in the mill

• Production planning and control
• Account department
• Quality assurance
• Procurement
• Any other relevant people

52
Ways of communication

• E-mails
• Faxes
• Phones
• Faxes
• Verbal

53
Communication issues

• Message not clear
• Incomplete message
• Late message
• To person not relevant

54
Cares in Communication

• Message should be clear
• Get receipt of the message
• Ensure message received by the person concerned
• Action as per communication
• Feed back on message
• Involve other people in communication (copy to
  many other people)
• Keep record of communication
• Write time and date on message while receiving
• Important one should be responsible for wrong
  communication and you should not be this person

55
Letter Writing

• Clear
• Concise
• Correct
• Courteous
• Conversational
• Convincing
• Complete

56

• Effective letter writing boils down to knowing
  why you are writing a letter, understanding your
  reader's needs and then clearly writing what you
  need to say. Every letter should be clear, human,
  helpful and as friendly as the topic allows. The
  best letters have a conversational tone and read
  as if you were talking to your reader. In brief
  then, discover the Seven-Cs of letter writing.
  You should be

57
Putting your reader first

• For all writers the most important people are
  their readers. If you keep your readers in mind
  when you write, it will help you use the right
  tone, appropriate language and include the right
  amount of detail.

58
Ask questions to get a clear picture of your
readers.

• Who are my readers? What do they already know
  about the subject? What do they need to
  know?Will they understand technical
  terms?What information do they want? What do
  I want them to do?

59
Keeping your business plan to the point

• Make a list of the topics you want to cover but
  don't worry about the order. Under each topic,
  list key words, examples, arguments and
  facts.Review each topic in your outline for
  relevance to your aim and audience. Cut out
  anything that's not relevant to your aim or
  audience. Sort the information into the best
  order for your readers.

60
Getting the right tone to your business letter

• Use Contractions
• Use Personal References
• So instead of writing
• Our address records have been amended ...
• write
• Weve changed your address in our records ...
• Instead of writing
• The company policy is ...
• write
• Our policy is ...

61
Use Direct Questions

• Original We would appreciate your advising us
  whether you want to continue this account or
  transfer it.
• Redraft Do you want to continue your account or
  transfer it?Original Please inform us whether
  payment against these receipts will be in order.
• Redraft Can we pay against these receipts?

62
Writing your business plan in plain English

• Use active verbs rather than passive verbs
• Passive It was agreed by the committee...Active
  The committee agreed...
• Passive At the last meeting a report was made by
  the Secretary...Active At the last meeting the
  Secretary reported...
• Passive This form should be signed and should be
  returned to me.Active You should sign the form
  and return it to me.

63
Keep your sentence average length low

• I refer to my letter of 13th June and am writing
  to advise you that if we do not receive your
  completed application form within the next
  fourteen days, I shall have no alternative but to
  arrange property insurance on the bank's block
  policy.
• (One Sentence45 words)

64
Shorter Sentences

• I have not yet received your reply to my letter
  of 13th June. If we do not receive your completed
  application form within fourteen days, I shall
  have to arrange property insurance on the bank's
  block policy.
• (Two sentences13 words and 24 words)

65
Use simple words rather than complex ones

• As we noted in the preceding section, if you
  purchased additional printer options, such as a
  second printer tray, it is a requirement you
  verify its correct installation.

66
Simple words

• As we noted in the previous section, if you
  bought extra printer equipment, such as a second
  printer tray, you must check you install it
  correctly

67
Edit wordy phrases

• at a later date later
• at the present time now
• for the purpose of for
• have no alternative but must

68
Avoid jargon and technical terms

• Avoid abbreviations

69
Writing powerful headings for your business
letters

• Banking code outlaws obsolescence for savings
  accounts
• Electronic banker offers taste of the future
• Euro-fish out of its depth
• FT-SE falls on foreign woes
• Kingfisher flies in the face of retail gloom
• Masters sells pub chain
• Whitbread stops 5,000-job plan

70
Conti---

• Why Have an Annual Review?
• Why Invest Your Lump Sum?
• Are You Paying Too Much Tax?

71
Writing a strong opening to your business letter

• Thank you for your letter of 8th March 1998,
  which has been passed to me for my attention.
• I refer to previous correspondence in respect of
  the above and note that to date we have not
  received your cheque for the outstanding arrears.
  
• I write with reference to our telephone
  conversation yesterday regarding the above matter

72
conti

• answer a question
• ask a question
• explain an action taken
• express pleasure or regret
• give information

73
standard phrases

• Further to my recent
• I am writing
• I refer to my letter dated
• I refer to previous correspondence
• I write in reference to
• In respect of the above
• Recent correspondence
• Regarding
• With reference to
• With regards to

74
Writing a strong close to your business letter

• I would again apologise for the delay in replying
  and I trust that this has clarified the points
  you have raised, however, if you wish to discuss
  any points I have not clarified, or need any
  further information, you may wish to telephone or
  contact me accordingly.
• I look forward to hearing from you and in the
  meantime, should you have any queries, please do
  not hesitate to contact me.
• I regret that I cannot be of more assistance in
  this matter, and should you have any further
  queries, please do not hesitate to contact me.

75
overused business phrases

• Thanking you for your...
• Hoping for a prompt reply...
• Thanking you in advance for your assistance...
• Trusting this answers your questions...
• Please do not hesitate to contact me
• I trust this clarifies the situation

76
Conti--

• according to our records on receipt of after
  careful consideration  please do not hesitate
  to any further action   please find enclosed
  as you are aware  please forward at your
  earliest convenience  trust this is satisfactory
  detailed information under separate cover
  enclosed for your information   upon receipt of
  for your convenience  urgent attention
  further to   we acknowledge receipt in receipt
  of  we regret to advise

77

• OriginalWe trust this is satisfactory, but
  should you have any further questions please do
  not hesitate to contact us.
• RedraftWe hope you are happy with this
  arrangement but if you have any questions, please
  contact us.
• Original Further to your recent communication.
  Please find enclosed the requested quotation
• Redraft Thank you for contacting us. I enclose
  the quotation you asked for
• Hackneyed business phrases ruin a clear natural
  style so avoid using them and choose your own
  words instead.

78
Business letter writing checklist

• Keep it Short
• Cut needless words and needless information.
• Cut stale phrases and redundant statements.
• Cut the first paragraph if it refers to previous
  correspondence.
• Cut the last paragraph if it asks for future
  correspondence.

79
Keep it Simple

• Use familiar words, short sentences and short
  paragraphs.
• Keep your subject matter as simple as possible.
• Keep related information together.
• Use a conversational style.

80
Keep it Strong

• Answer the reader's question in the first
  paragraph.
• Give your answer and then explain why.
• Use concrete words and examples.
• Keep to the subject.

81
Keep it Sincere

• Answer promptly.
• Be human and as friendly as possible.
• Write as if you were talking to your reader.
•  

82
Website

• http//www.business-letter-writing.com/writing-a-b
  usiness-letter-examples/business-letter-checklist.
  html

83

• What interests or motivates them? What
  prejudices do they have? What worries or
  reassures them?What will persuade them to my
  view? What other arguments do I need to
  present?How are they likely to react to what I
  say?
• If you imagine yourself in your reader's
  position, you're more likely to write a good
  letter.
•