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New Buyer Guide

Your first trip to Dallas Market Center could feel a bit overwhelming, so we’ve compiled all the information you’ll need to navigate your way around the complex, work the market and manage your time effectively. We’ve also included helpful credit information for your business.

Dallas Market Complex

DMC Cross-section Map DMC Market Directory DMC Facts

Working the Market

What To Bring To Market

Buyers should have MANY copies of the following:

  • Reference Sheet
  • Bank Reference (Letter from Bank)
  • Business Cards
  • Resale License/Permit
  • Appointment Schedule.(You can easily create a schedule using My Schedule.)

To make filling-out forms fast & easy, a rubber stamp or computer labels with the following information:

  • Business Name
  • Business Address
  • Business Phone
  • Business Fax
  • Contact Person
  • Tax ID 

Admission Requirements

Preparing For Market

  • Make travel arrangements well in advance. You can book your trip through Market Travel® to get special buyer rates at our preferred hotels. While at market, stop by the travel booth, 1st floor WTC, and make reservations for the year to be guaranteed the lowest rates.
  • Use My Schedule to plan your schedule and make appointments with manufacturers and sales reps.
  • Determine Open-to-Buy. (see Open-to-Buy section).
  • Plan a market schedule using My Schedule, allowing time for seminars, fashion shows and even including your personal events.

We have many features on this site to help you familiarize yourself with the vast resources available at Dallas Market Center. View exhibitors, product categories, maps and floor plans and use My Schedule to help you organize your schedule while at market. You can also request a printed version of the directory by calling (214) 744-7444.

During Market/New Buyer Orientation

  • When you first arrive at market, register, obtain a directory and a Showtimer. These are available free-of-charge at all registration desks.
  • Attend a New Buyer Orientation. They’re held each morning at 9 a.m., (refer to the Schedule of Events brochure for details). During market orientation you will learn the building design and layout, the showroom numbering system, the location of merchandise, how to use the market directory and the various buyer amenities such as restaurant locations.
  • Look over the Showtimer for seminars or fashion shows you may want to attend. All seminars and shows are free and open to all attendees, unless otherwise noted.
  • Check any luggage you may have with you at the Coat/Luggage Check. The cost is $2 per item.
  • Take time to walk the building and familiarize yourself with the product layout.
  • If you cannot find the showroom you are looking for, please stop by an Information Booth, at various locations throughout the campus. You can also find floor plans inside the directory.
  • Take advantage of our Red Rooms, free buyer lounges throughout the campus. 

Quick Tips for Covering Market

  • Arrive prepared with Open-to-Buy figures (see Open-to-Buy section).
  • Bring extra business cards to distribute to sales reps and retailers you've networked with.
  • Make appointments with showrooms.
  • Keep in mind the date and times of temporaries, SCENE/FINDS, when building your market schedule. 
  • Set aside at least one day for “just looking.”
  • Wear comfortable shoes for all-day walking and line viewing.
  • Visit tried-and-true vendors first, allowing time to find new vendors and items.
  • Prepare list of questions for each vendor you visit.
  • Write orders as soon as possible to ensure on-time deliveries.
  • NEVER pack uncompleted orders or line sheets in luggage you check with the airlines.
  • If you are loaded down with line sheets, order forms or copies, samples, brochures, etc., send them home ahead of time via UPS or FedEx.

Market Coverage Techniques

The order of showroom visits to manufacturers is a matter of individual buyer preference, dependent upon the season and the importance of the lines being reviewed.

It is up to you, but whatever the method, the following must be determined:

  • Resources that best represent current trends.
  • Showrooms that carry the lines and price points you need.
  • Specific styles that are representative of the store's needs.
  • Assurance of delivery to accommodate planned needs. Always ask about shipping and delivery.
  • Be sure to shop the temporary floors to discover new trends and up-and-coming designers.

And please remember....

  • Listen to showroom sales staff's comments and suggestions.
  • Have a buying plan. This is a general description of the types and quantities of merchandise a buyer expects to purchase.

Frequently Asked Questions

Credit Information

As a new business, the first thing you need to do is acquire a Duns number from Dun & Bradstreet. To do so, contact your regional Dun & Bradstreet office or call (800) 333-0505, and ask for Information Resources. Dun & Bradstreet can assign you a Duns number over the phone, if you provide them with the following information:

  • Contact name
  • Store name
  • Store address
  • Store phone number
  • Chief executive officer's name
  • Line of business

A factor is a business organization that provides financial support, customer credit protection and other services. The top four leading factors are:

  • Capitol Factors — (212) 887-7905
  • CIT Group — (212) 461-5200
  • Rosenthal & Rosenthal — (212) 356-1400
  • Wells Fargo Trade Capital Services — (212) 703-3500

Factors purchase the accounts receivable of manufacturers, importers and wholesalers. The factor assumes the receivables, as well as the accounting and collection responsibilities that are involved.

It is important to establish a rapport with the factor. This can be essential when problems develop either financially or with the product. Also, it is very important that the factor be informed about late deliveries, quality and returns.

When placing initial orders with vendors, buyers should have the following information readily available:

  • The business "bill to" name, address and phone number
  • Trade styles or DBAs; ("Doing Business As" refers to the name of the store, as opposed to the corporation, i.e. Dayton Hudson, DBA Target)
  • Dun & Bradstreet number
  • The number of years in business
  • Names of store officers or directors, owners or partners
  • Bank references including:
    • Bank name
    • Bank address
    • Bank phone number
    • Bank account number
    • Contact/loan officer name
  • Trade references (other suppliers) including the address, phone number and contact name.
  • A statement of financial condition for the fiscal year-end and the most recent interim financial statement, as well as the name and address of the accountant/accounting firm, if not included on the statements.

    In addition, any business in operation less than five years should provide a resume on the officers or directors, owners or partners. New businesses are to provide details on the structure of the starting capital, and if operating less that one year, a Performa financial statement.

Open-To-Buy

Open-To-Buy refers to the available amount of money that a buyer can spend for merchandise within a specific period of time, as determined by the Dollar Merchandise Plan. By calculating your Open-To-Buy, you can keep your merchandise investments in line with your merchandise dollars.

Open-To-Buy is like your checking account. Your checks (purchases) are deducted from your account balance. The ability to write checks (purchases) stops when no money is left in your account. Added sales (deposits), however, restore money to the account for more Open-To-Buy. Lower sales reduce the Open-To-Buy even more.

For each month in your six-month plan, you have allotted a certain amount of money for retail purchases. Each time you place an order, you decrease the total amount of money that is available for more purchases. Because most merchandise orders are not received the same month they are placed, you have to keep close track of the money spent and the money that is still available to spend. The information you obtain from unit control can help you to calculate Open-To-Buy.

Basically, your Open-To-Buy is the amount of planned purchases that have been budgeted for a given period of time, minus the actual orders (on order) that have already been placed for delivery during that same period but have not yet arrived. Open-To-Buy may be expressed in dollars, units or both.

Use this formula to calculate Open-To-Buy at any point during a month:

Beginning of the month dollar inventory
-   Retail sales
+  Purchases
-   Markdown $
=  End of the month inventory

Writing Orders

When writing orders, the buyer must detail the following:

  • Beginning, delivery and completion dates
  • Style numbers
  • Quantities and colors
  • Means of transportation/shipping
  • Cost per style
  • Special terms

Original order forms are given to the manufacturer. Duplicates are needed for the receiving and accounting departments. The buyer uses a third copy to determine:

  • Outstanding orders
  • Receipt of goods in the department
  • Follow-up
  • Unit control records

When is the order final?

Until an order has actually been placed, buyers are free to change their minds about what they want to order. Once they have placed an order, however, it is considered a contract between the store and the vendor, and buyers have committed their stores to take the merchandise.

Though not required, showrooms recommend that you write the order and leave the paper before you leave town. Should you take the paper with you, it is recommended that you mail it in within the week you return home, while the merchandise is still fresh in your mind.

Merchandising Notes

  • At the time buyers write their orders, they also should write brief notes about the merchandise ordered, the reasons for choosing it, and the overall impression gained from the market trip.
  • From the notes, buyers later prepare training talks for their salespeople about incoming merchandise and fashion trends.
  • These notes also may serve as memos about their selling points of the goods for salespeople, as well as for the advertising and display departments.
  • If buyers do this work while the merchandise is fresh in their minds and while enthusiasm for it is strong, some of the excitement of the market trip will spread to everyone else at the store who will eventually be concerned with the sale of the merchandise.
  • Buyers should note expensive items bought for special customers and items that will be used in special events.
  • Taking pictures of the merchandise ordered is an excellent way to review the items. Although taking pictures in the hallway is not allowed, with the vendor's permission, it is a good way to remember the merchandise once you have returned to your store.

Shipping/Delivery

A ship date refers to the date the merchandise leaves the manufacturer's warehouse. It does not include the time it takes to arrive at your store.

Buyers should always determine from the vendor the exact ship date for each style of merchandise that is being ordered. This is of utmost importance for two reasons — the buyer's Open-To-Buy is reduced by the retail value of all merchandise ordered for delivery each month, and the buyer needs the information in planning advertising and other promotional activities.

An "in store" date refers to the date the merchandise will arrive at your store. If you are targeting a specific grand opening date, you will need your merchandise at least three to five days before that opening date. Request in store dates for shipping and write them clearly on each order.

In addition to determining the form of FOB, you must determine the best method of shipping. Time and cost are two important elements you must consider when figuring the methods of transportation and storage.

The main methods of shipping after UPS are:

  • Railroad freight
  • Railway express
  • Motor freight
  • Parcel post
  • Air Express air freight
  • Truck-rail

Before shipping COD, most showrooms will need a certain percentage of the order as a deposit.

Buyers must be sure to specify the method of transportation when placing orders.

Resources

Here are some points to keep in mind to ensure profitable resource relations:

  • Constantly review your product mix, classification by classification. Allow each resource the opportunity to reach its potential.
  • Do not overdo the concept of key lines. Always be open for new exciting items from new or off-beat sources.
  • Confirm in writing as quickly as possible all agreements with resources. This way, misunderstandings can be avoided.
  • Set and keep schedules for seeing products. Even if you don't buy, there is always something new to see and to learn.
  • Avoid snap judgments in eliminating or changing products. It is the performance of a resource over the long period that counts.
  • Remember, vendors rate you and analyze the profitability of doing business with your store. They rate your store based on how well it does with their merchandise and on the fairness with which you treat them. Excessive cancellations, returns or customer service problems can cause some vendors to rate a customer as unprofitable.