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Indiana UniversityIndiana University
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is...is...• Family Oriented, Family Oriented,
Specialty Specialty Department StoreDepartment Store
• Targeted towards Targeted towards Middle Income Middle Income CustomersCustomers
• Value OrientedValue Oriented• Name Brand Name Brand
MerchandiseMerchandise• ConvenienceConvenience
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Positioned To Serve Customers Who Positioned To Serve Customers Who Shop Shop Department Stores As Well As Discount Department Stores As Well As Discount
StoresStoresCustomers who
want more value
Customers Trading Upto Buy Name Brand
Department Department StoresStores
DiscountersDiscounters
Kohl’sKohl’sThe Middle Market Customer
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is is ConvenientConvenient
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isisFamily OrientedFamily Oriented
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isisNational Brands with National Brands with
ValueValue
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is America’s #1 is America’s #1 Retailer...Retailer...
Sales GrowthSales Growth
$1,097$1,306
$1,554$1,926
$2,388
$3,060
$3,682
$4,557
0
500
1,000
1,500
2,000
2,500
3,000
3,500
4,000
4,500
5,000
1992 1993 1994 1995 1996 1997 1998 1999
($ Millions)
Comp % Inc. 10.5% 8.3% 6.1% 5.9% 11.3% 10.0% 7.9% 7.9%
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11.2
2.8 2.8
5.9
4.45.3
1.0 0.90.90.7
14.8
-1.1 -1.6-2.4
0.3
-0.5
(5)
(3)
(1)
1
3
5
7
9
11
13
15
Kohl's May Sears JC Penny DaytonHudson
Target Wal-Mart Mervyn's
is America’s #1 Retailer...is America’s #1 Retailer...
Holiday 2000Holiday 2000
AVERAGE COMP STORE SALES GROWTH
(%)
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8.6%
3.3% 3.1%
3.0%
2.0%
0.1%
(0.2%)(1.5%)
(4)
(2)
0
2
4
6
8
10
Kohl's May Sears Federated Dillard DaytonHudson
JCPenney
Mervyn's
is America’s #1 Retailer...is America’s #1 Retailer...
vs. other Direct Competitorsvs. other Direct Competitors
AVERAGE COMP STORE SALES GROWTH
1995 - 19991995 - 1999(%)
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is America’s #1 Retailer...is America’s #1 Retailer...
Stock GrowthStock Growth
SPLIT
SPLIT
SPLIT
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(2)
6 1118
(2)
2222
32
(1)
32
46
60
60
(50)
0
50
100
150
200
250
300
350
400
450
500
1992 1993 1994 1995 1996 1997 1998 1999 2000E 2001E
Existing Stores (Opened more than 12 months)
Store Closings
New Store Openings (Opened less than 12 months)
is America’s #1 Retailer...is America’s #1 Retailer...
Physical Physical Store GrowthStore Growth# of Stores
7990
108128 150
182213
259
319
374-379
Sq. Ft. Growth 16% 24% 23% 20% 25% 21% 24% 26% 18-19%
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is America’s #1 is America’s #1 Retailer…Retailer…
Store Store GrowthGrowth
2001 New States
1992 - 2000 States
ND
SD
NE
KS MO
IA
KYVA
PANJ
MD
DE
NC
WV
MN
WI
IL
IN OH
MI
GA
CT
TX
CO
TN
NY
OKAK
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CorporateCorporate
• Sales and Inventory Levels for Stores• Budget and Plan for New Store Openings• Participate in System Upgrade Training Sessions• Allocation of Fashion and Basic Merchandise• Pre-Season, In-Season, Post-Season Analysis• Analysis of Top Trending Markets/Stores• Key Item and Core Business Planning• Vendor Relationships• Average Analyst Manages:
• $100.0 million in inventory• 3,500 Items• 320+ Stores • 55-60 New Store Openings per year
MERCHANDISE ANALYSTMERCHANDISE ANALYSTMERCHANDISE ANALYSTMERCHANDISE ANALYST
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Corporate Training OverviewCorporate Training Overview
• Orientation• Corporate Mentors• 2 Weeks Classroom
Learning• 2 Weeks Store
Assignment• 8 Weeks Classroom
and Buying Office Training• System Training• Buying Office
Functions
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