ARYN DOLL SARAH KLEPPINGER CORTNI MAYS

INTRODUCTION
1) How Ross Started
2) Type of Retailer
3) Distribution Channel
4) Store Locations
5) Design and Objectives


6) Competitor Locations
7) Distribution Information
8) Pricing Strategy
9) Communication Mix
10) Opportunity Proposal

The store first opened as a junior department store in
1957.
Stuart Moldaw and Donald Rowlett were the two
entrepreneurs that purchased the store and got it going in
August 1982.
Headquarters: Pleasanton, California.
It is the largest off-price retailer with fiscal 2011 revenues
of $8.6 billion.
Ross is so successful today because they opened stores
in strip malls and free-standing locations that were
abandoned by other retailers.
Today it has expanded to an off-price format, stocking
branded apparel for men, women, and children, as well as
domestics merchandise, shoes, and accessories at sharply
reduced prices.
By the mid 1980s they had spread to about six states;
today they are located in 27 states and Guam.
Ross has made it a goal to make sure their customers
save 20% to 60 % off their merchandise compared to
department and specialty store prices.
HOW ROSS STARTED
GLOBAL COMPANY
As of January 2011
1,055 locations in operation
Ross
988 locations in 27 states and Guam
dds DISCOUNTS
67 stores in 6 states
Established in California
Employees
49,500 full and part-time as of 2011

SOCIAL CORPORATE
RESPONSIBILITY
Boys & Girls Clubs of
Americas Power Hour
Ross is committed to supporting the
families in the neighborhoods we serve,
- Jane Marvin, senior vice president,
Human Resources of Ross Stores.

American Red Cross
"Ross Stores is committed to helping
those in need.
- Michael Balmuth, Vice Chairman and
Chief Executive Officer

$100,000:
- Haiti Relief and Development Fund
- Spring Storm Relief
- Japan Earthquake and Pacific
Tsunami Relief Efforts

Economic Responsibility
Dress For Less

Equal Opportunity Employer
At Ross, we value and respect diversity. What
matters is how a person performs on the job. Thats
why we promote the hiring, acceptance, and
appreciation of every individual. Our workplace is
one in which personal dignity and respect for the
individual is expected in all interactions with our
associates and our customers.

TYPE OF COMPANY
Off-Price Retailer
Merchandise Retailer
-First-quality, in-season, name
brand and designer apparel,
accessories, footwear and home
fashions for the entire family
-Minimal service provided
-Discount Prices
Corporate Retail Chain
-Several retail stores with the same
owner
-Central corporation headquarters
(Pleasanton, California)

Ross Headquarters
Pleasanton, CA
NAICS CODE

452 General Merchandise
Stores

4521 Department Stores
Stores

452112 Discount Department
Stores
This U.S. industry comprises establishments known
as department stores that have central customer
checkout areas, generally in the front of the store,
and that may have additional cash registers located
in one or more individual departments. Department
stores in this industry sell a wide range of general
merchandise (except fresh, perishable foods).
TYPE OF
MERCHANDISE
Men's
Womens
Juniors
Kids
Maternity
Outer Wear
Lingerie
Accessories


Home
Luggage
Fragrances
Men, Women,
Kids Shoes
Salon, hair care,
bath and body
Cosmetics
Toys

VARIETY AND
ASSORTMENT
Retailer Ross DSW
Brands of Heels Carlos Santana
Fergie
Guess
Bamboo
Ninewest
BCBG
Madden Girl
Life Stride
Bandolino
Jessica Simpson
Roxy
Madeline Stewart
Rampage
Dollhouse
Chinese Laundry
Bandolino
Mooties Tooties
BCBG
Audrey Brooke
JS by Jessica Edore
Steve Madden
Madden Girl
Qupid Onyx
Chinese Laundry
Kelly and Katie
Jimmy Choo
Ralph Lauren
Prada
Giuseppe
Sergio Rossi
Price Range $10 - $35 $20 - $600
VARIETY AND
ASSORTMENT
CUSTOMER SERVICE
Dress for Less
Gift Cards
Accepts
- Debit
- Visa
- MasterCard
- Discover
- American Express
- JCB and Diners
Senior Discounts
on Tuesdays
- 10% off
- 55+


Refund and
Exchanges
- Full refund with receipt
within 30 days unworn
- After 30 days, exchange or
store credit unworn

CUSTOMER DATABASE
- One distribution channel
- Customer Database stays in the system
- Send out advertisements in email
PRICE
Off-price retailer
Merchandise sold
for twenty to sixty
percent off
department store
prices
DISTRIBUTION
CHANNEL
Store Channel
Benefits
- It gives the treasure hunt experience
- Hunt for the best sale
- Limited things in the store
- Items are more unique
LOCATIONS
Power Centers
- Near other large stores
- Consumer convenience
- Close to malls
Free Standing Sites
- Close to malls
- High visibility
- Easy parking
- Few restrictions
- Big space for large inventory assortment
STORE DESIGN
ADA regulations: Handicap accessible
Store Design - Simplistic
- Racetrack & grid layout
- One entrance
- Windows with posters (no display)
- No freestanding displays
- Clearance racks
- Box walls
- Dressing rooms toward back
- Several POS in one area


TYPE OF MERCHANDISE
& FIXTURES
Impulse Merchandise
Ends of isles & near POS
- Toys, socks, hand towels, small totes,
gift bags, sponges, gift chocolates,
miscellaneous small items


Straight Racks Most apparel
Four Ways Beach towels, T-shirts
Shelves Shoes, Luggage, Dress shirts, Home goods
Buckets Socks, Small sale items, Clutches, Small bags

ATMOSPHERE

Simple atmosphere
Bright lighting
Blue and white color scheme
Upbeat music (hit songs)
COMPETITORS,
CONSUMERS, & COMMUTE
Ross
Thirty-three locations in
Pennsylvania
Spread evenly
throughout Philadelphia
Competitors
Marshalls, TJ Maxx, &
Pay Half
Marshalls & TJ Maxx
Usually found within a
three miles of Ross
Target Market
Men and women of all
ages
Middle class
$25,000 - $70,000


Commute
Walking distance
Public Transportation
High traffic
Accessible: big parking
lots and located in the
center of the
communities. Signs are
distinct and easy to see

DISTRIBUTION
Four Centers
- Perris, CA
- Moreno Valley, CA
- Fort Mills, SC
- Carlisle, PA
We ship all of our merchandise to our stores through these distribution centers,
which are large, highly automated, and built to suit our specific off-price business
model.

Fort Mills, SC
STORAGE
Own one and lease three
other warehouse facilities
for packaway storage
Use third-party facilities
as well
Utilize third-party cross
docks to distribute
merchandise on a
regional basis

INFORMATION AND PHYSICAL
FLOW OF MERCHANDISE
Information from store is sent
to buyer
If a certain product is selling,
more will be distributed to
stores if available
Buyer reviews merchandise
assortment offered by
manufacturer
Buy product from manufacturer
(manufacturer overruns or
canceled orders)
Merchandise sent to one of the
four distribution centers or third
party cross-dock
Merchandise delivered to
stores
Merchandise bought by
consumers
Information flow = Blue
Physical flow = Orange
Both = Blue and Orange
RFID (RADIO FREQUENCY
IDENTIFICATION DEVICE)
Advantages
Replace cashiers
Time can be spent
organizing inventory
A large amount of
merchandise
Easier to track
variety of inventory
Disadvantages
Expensive
Everyday low pricing
Advantages:
Discount designer brands
Low prices creates customer
loyalty
New inventory
Known for low prices
Disadvantages:
Lower prices = not as much
emphasis on customer service
Few window displays
Basic shelving and interior
decoration

PRICING STRATEGY
PRICING STRATEGY
Our pricing strategy at Ross differs from that of a department
or specialty store. We purchase our merchandise at lower
prices and mark it up less than a department or specialty store.
This strategy enables us to offer customers consistently low
prices.
Ross is based on a treasure hunt shopping strategy allowing
the customers to feel like they are getting the best deals on
fashion while still being unique

COMMUNICATION MIX
Email
advertisements
Customers can
opt to fill out
information online
Customers can
give information at
checkout

Suggestion:
Send a flyer in the
mail advertising for
the Ross in the
consumers area
OPPORTUNITY PROPOSAL
In-store Stylist
Assist customer in
dressing for their
specific style,
body type,
occasion, and
budget
Sessions will last
for 30-45 minutes
Walk-in or
appointment
Benefits
Increase in revenue
More personalized
experience for
customers
Stylist is
knowledgeable of
inventory in the
store
Provide paid
internships and
part-time positions
for field experienced
college students

OPPORTUNITY PROPOSAL
Introduction
Top twenty-five
grossing stores
Transition into
all other Ross
Stores
Training
On-the-job
training with an
experienced
Ross stylist

WORKS CITED
"Corporate Profile." Ross Dress for Less. Ross Stores Inc. Web. 10 Feb. 2012.
<http://phx.corporateir.net/phoenix.zhtml?c=64847&p=irol-IRHome>.
Ross Assurance Group, Ltd. "Ross Stores, Inc. -- Company History." Find Funding with Banks, Investors, and Other
Funding Sources | FundingUniverse. Web. 19 Feb. 2012. <http://www.fundinguniverse.com/company-
histories/Ross-Stores-Inc-Company-History.html>.
"Ross Dress for Less - Info | Facebook." Welcome to Facebook - Log In, Sign Up or Learn More. Web. 19 Feb. 2012.
<http://www.facebook.com/RossDressforLess?sk=info>.
Ross Stores Inc. Working paper no. 10-K. 10-K. UNITED STATES SECURITIES AND EXCHANGE COMMISSION.
Web. 26 Mar. 2012.<http://phx.corporateir.net/External.File?item=UGFyZW50S
UQ9MTMyMzEyfENoaWxkSU Q9LTF8VHlwZT0z&t=1>.
ROSS. Web. 15 Feb. 2012. <http://www.rossstores.com/>.
"US Census Bureau." NAICS Search. Web. 05 Apr. 2012.
http://www.census.gov/cgi-bin/sssd/naics/naicsrch.