“As a merchandiser, I care about the revenue and the margin of my products. Which are the right products and how do I sell more products, more quickly?”

I recently met with the VPs of Merchandising from two large retail brands to talk to them about the day-to-day challenges their teams face. Specifically, I asked: “What does a typical day look like for someone in merchandising?” One company has organized “buying” and “promotions” under the merchandising team. The other organization is more fragmented, in that “buying” and “customer relationship” (as they call their promotions team) are handled by separate teams.

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