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(05-12427) Job:05-12424 Title:RP-Field Guide-How to be a Fashion Designer
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To make perfectly clear the limits
of the relationship established with
the point of sale, some stores, as a
mode of protection, include penal-
ization clauses in contracts in case
some aspect of the negotiated servic-
es is not fulfilled. Retailers tend to be
very demanding with delivery dates,
to the extent that some may even
end up penalizing the designer with
charges or cancelling the order alto-
gether. The first kind of penalization is
serious since the more charges means
the less the profit margins. But the
second is even more grave as it entails
the return of the entire order, with the
consequent difficulty of replacement
and the likely loss of a client.
There also are stores that stipulate
profit guarantees in the contract,
which means if they do not sell a
certain percentage of the collection—
quite high, between 60 percent and
70 percent—a penalty charge will be
exacted on the designer, who, in
this case, finds herself in a dilemma:
rejecting the charge means losing
a client while accepting it entails
assuming the risk. It is advisable to
accept the charge, under the con-
dition that the merchant promises
to make purchases during a certain
number of seasons. In this way, one
assumes the risk of being penalized
and earning less if expectations are
not met, but point-of-sale continuity is
guaranteed for the mid-term.
Once the sales are secured, two paral-
lel processes begin: production of the
collection and conception and design
of the collection for the upcoming
season. Before this last process, it is
advisable to reflect on how sales went
and to what degree the collection was
a success. In addition, it is a good
idea to evaluate and assess criticism
and other impressions received, all
with the aim of determining if one is
moving in the right direction, whether
modifications are necessary, how to
improve, and what needs to be made
stronger. For this, sales figures are
not enough, and the comments of
clients are essential. This information
will ultimately come in the form of
returns, stocks, and complaints.
DISTRIBUTION
The objective of designers and brands,
the same as anybody who introduces
a product into the market, is to reach
the consumer. Having a superb col-
lection with the best fabrics, impec-
cable tailoring, and an unbeatable
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FIELD GUIDE: HOW TO BE A FASHION DESIGNER
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(05-12427) Job:05-12424 Title:RP-Field Guide-How to be a Fashion Designer
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