B-to-B Cataloging An Introduction to Merchandise Analysis
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Once due to a miscommunication — two people on my staff measured the same catalog in preparation for merchandise analysis. One did it with the precision; the other, in my opinion, was a bit sloppy. He rounded up or down to the nearest half inch for both the horizontal and vertical measurements.
Finally, I could prove that precision in measurement was the correct way! But I was in for a surprise. In this 64-page catalog with more than 500 products, the results of the two techniques did not change our decision on a single product. Yes, the final contribution numbers by product differed a bit, but the variances were not enough to change a single strategic or tactical decision.
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- People:
- George Hague Editor
- J. Schmid
- Places:
- Mission, Kan. Reach
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