vcc.ca
FASH 1138: Fashion Wholesaling
Effective date
January 2020
Department
Fashion Courses
School
Continuing Studies
Description
Designed for students interested in working in the fashion wholesale industry, Fashion Wholesaling provides an overview of the business. Learn about sales cycles, pricing and sales strategies, how to develop a sales program, agency costs and commissions, and how to attract brands and develop retailer relationships. The course will explore the opportunities and challenges that are part of the selling process at the wholesale level.
Credits
0.0
Year of study
General Interest
Prerequisites
None
Corequisites
None
Course Learning Outcomes
Upon successful completion of this course, students will be able to:
- Describe the difference between wholesale and retail and different types of wholesaling
- Develop a pricing strategy
- Explain sales programs
- Outline wholesale payment structures
- Compare sales strategies
- Discuss relationship building techniques
- Identify the sales cycle
- Apply sales analytics
Prior Learning Assessment & Recognition (PLAR)
None
Hours
Lecture, Online, Seminar, Tutorial: 18
Total Hours: 18
Total Hours: 18
Instructional Strategies
Grading System
Satisfactory/Unsatisfactory
Passing grade
S
Evaluation Plan
None
Course topics
- What is a Wholesales Business? - What is the difference between wholesale and retail - Different types of wholesale - Distributor vs. manufacturer/vendor - At once business vs. pre-book Wholesale & Retail Pricing Strategy - General overview on how wholesale pricing is developed, Including distributor model vs manufacturer/vendor model - Wholesale Pricing (WSP) and Suggested Retail Pricing (SRP) - UMAP/MAP – why they are in place Sales Programs - At once vs. pre-book - Developing sales programs - Booking terms - Order minimums/levels In-house Sale Rep VS Independent Sales Agent - Outline differences - Payment structure difference - Commission structures/negotiating - Agency costs - The realities of selling Selling Strategies - Understand sales cycles - Sell-in and sell-through - Selling to national accounts and to independent accounts - Manage KPI’s – turns, margins, profitability to dealer - Sales/marketing mix/relationship - Hunting vs farming in the sales cycle - Relationship building, managing B2B and B2C - Understanding the 80/20 rule - Managing the 51/49 paradigm - Attracting brands - develop a 30/60/90 day plan for attracting new brands - Understanding the realities of pioneering new brands
Notes:
- Course contents and descriptions, offerings and schedules are subject to change without notice.
- Students are required to follow all College policies including ones that govern their educational experience at VCC. Policies are available on the VCC website at:
https://www.vcc.ca/about/governance--policies/policies/. - To find out if there are existing transfer agreements for this course, visit the BC Transfer Guide at https://www.bctransferguide.ca.