Main RMI Number
408-554-4960
SCU - St. Joseph's Hall
Room # 108
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Retail Management Institute Newsletter Winter '03
Speakers on Campus
By Erica Cooke'03
Jesus Arriola, '83 (right), currently President of JPR , and Chantelle Waterbury '97 (left), Jewelry Buyer for Macy's, discuss vendor and buyer negotiations in Professor Kirby'sRetail Seminar class.
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On February 10, 2003, seniors in Professor Gail Kirby’s Retail Seminar class were treated to an educational guest lecture on vendor and buyer negotiations. Two graduates of Santa Clara’s Retail Management Program, Jesus Arriola,(‘83), currently President of JPR , and Chantelle Waterbury (’97), Jewelry Buyer for Macy’s, enlightened the audience on the ins and outs of successful relationships between vendors and buyers.
Utilizing their knowledge of the seminar’s brand focus, the alums opened with the idea that “The single most important role of a retail executive is managing the brand.” An active discussion of the power of a brand took place, while students observed Jesus’ model of how a label can turn a $5 item into a $1000 one. He keenly used a nylon Prada bag as an example, entertaining the class. The role of marketing, specifically those of product, price, placement, and promotion were considered in how a brand and its image are created.
While buyers need to give direction to vendors on everything from design and color to packaging on national brands, private labels are becoming increasingly important throughout the industry. Moving toward the private label end, Chantelle discussed working directly with factories, landing the products yourself, and “figuring out the program from beginning to end.”
Before concluding their discussion, Chantelle and Jesus offered how the Retail Studies Program built a strong foundation for their careers and relationships within the industry. They discussed the pros and cons of working as a buyer and vendor on both the private and national brand sides, and didn’t leave out interview tips before parting. Their words of encouragement for the future retailers: “excitement and enthusiasm.” . |
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Back to Newsletter Winter '03
Retail Management Institute - Santa Clara University
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