RETAIL MANAGERS

Nature of the Work

Retail stores sell a wide range of merchandise and provide services directly to the customer.  Retail establishments are found everywhere and include shops that sell a wide variety of goods, such as large supermarkets and department and general merchandise stores. Retail stores also provide services directly to the customer, and include restaurants and bars, automotive and boat dealers, and vehicle service stations.  Managers who work in these establishments, generally called retail managers, are responsible for the success of retail stores.  They insure that retail businesses function smoothly and efficiently, and provide quality goods and services to the customer. 

Retail managers have many responsibilities, depending on the size and type of establishment.  Managers coordinate and direct all aspects of retail trade, including ordering, inspection, pricing, and inventorying of goods; monitoring sales activity; developing merchandising plans; maintaining good customer relations; monitoring profits and losses; and coordinating displays, advertisements, and sales announcements.

Training, Other Qualifications, and Advancement

Knowledge of management principles and practices is the essential requirement for a management position in retail trade, and such knowledge usually is acquired through work experience.  Most managers begin their careers on the sales floor as a sales clerk, cashier, customer service worker, or a food and beverage service worker, for example.  In these positions they learn merchandising, customer service, and the basic policies and procedures of the store.

The educational background of managers in retail trade varies widely.  A high school diploma often is required, and a postsecondary degree is preferred for individuals who wish to advance in the profession.  Though generally not required, postsecondary education is a sign of motivation and maturity, increasingly important qualities as the individual is promoted to more responsible positions.  Regardless of the education received, business courses including accounting, administration, marketing, management, and sales, as well as courses in psychology, sociology, and communication, are helpful.  Managers also must be computer literate as cash registers and inventory control systems become more computerized.

Job Outlook

Employment of salaried retail managers is expected to grow about as fast as the average for all occupations through the year 2005. Retail establishments are growing in number and size.  However, similar to other industries, corporate downsizing and restructuring may temper demand for retail managers.  In the face of intense competition, many firms are improving operating efficiency by using computerized registers and inventory control systems, also slowing growth of new retail management jobs.

Earnings

Salaries of retail managers vary substantially, depending upon the level of responsibility, length of service, and type, size, and location of the firm. The median salary for assistant store managers ranged between $13,100 and $14,300 a year in 1992, depending on the size of the organization.  Store managers earned between $18,400 and $23,700; district managers, $29,800 and $62,700; and regional managers, $47,000 and $128,500.

Additional information can be obtained by contacting the following organizations:

American Management Association, 135 W.  50th St., New York, NY 10020.

National Retail Federation, 701 Pennsylvania Ave.  NW., Suite 710, Washington, DC 20004.

Food Marketing Institute, 800 Connecticut Ave.  NW., Washington, DC 20006-2701.

National Automotive Dealers Association, 8400 Westpark Dr., McLean, VA 22102.

National Association of Convenience Stores, 1605 King St., Alexandria, VA 22314.

Information on employment opportunities for retail managers may be
obtained from the employment offices of various retail
establishments, or State employment service offices.

