retail management

Retail Management challenges high school members to demonstrate their understanding of core retail operations and strategies through an objective test. Members are assessed on key knowledge areas such as inventory control, , sales techniques, merchandising, and product mix.

Event Overview

Division: High School
Event Type: Individual
Event Category: Objective Test, 100-multiple choice questions (breakdown of question by competencies below)
Objective Test Time: 50 minutes

Career Cluster Framework Connection: Marketing & Sales
NACE Competency Alignment: Career & Self-Development, Communication, Critical Thinking

Items Competitor Must Provide: Sharpened pencil, Photo Identification, Conference-provided nametag, Attire that meets the Florida FBLA Dress Code

 Objective Test Competencies

· Foundational Retail Knowledge

· Selling

· Pricing

· Market Planning

· Inventory Control

· Visual Merchandising

· Display Techniques

· Product Mix
Test questions are based on the knowledge areas and objectives outlined for this event. Detailed objectives can be found in the study guide included in these guidelines.

District

Check with your District leadership for District-specific competition information.

State

Eligibility

·         FBLA membership dues are paid by 11:59 pm Eastern Time on December 1 (or earlier date specified by District Director) of the current program year.
·         Members may compete in an event at the State Leadership Conference (SLC) more than once if they have not previously placed in the top 10 of that event at the National Leadership Conference (NLC). If a member places in the top 10 of an event at the NLC, they are no longer eligible to compete in that event.
·         Members must be registered for the SLC and pay the state conference registration fee in order to participate in competitive events.
·         Members must stay within the official FBLA housing block of the official FBLA hotel to be eligible to compete.
·         Each district may be represented by participant(s) based on the Florida FBLA scaled quota system found on the Florida FBLA website.
·         Each member can only compete in one individual/team event and one chapter event (Community Service Project, Local Chapter Annual Business Report). 
·         Identification: Competitors must present valid photo identification (physical) that matches the name on their conference name badge. Acceptable forms include a driver’s license, passport, state-issued ID, or school ID
·         If competitors are late for an objective test, they may be either disqualified or permitted to begin late with no extension of the time as scheduled. 
·         Participants must adhere to the Florida FBLA dress code established by the Florida Board of Directors or they will not be permitted to participate in the competitive event.

Recognition

·         The number of competitors will determine the number of winners. The maximum number of winners for each competitive event is 5.

Event Administration

·         This event is an objective test administered at the SLC.
·         No reference or study materials may be brought to the testing site.
·         No calculators may be brought into the testing site.

Scoring

·         Ties are broken by comparing the correct number of answers to the last 10 questions on the test. If a tie remains, answers to the last 20 questions on the test will be reviewed to determine the winner. If a tie remains, the competitor who completed the test in a shorter amount of time will place higher.
·         Results announced at the State Leadership Conference are considered official and will not be changed after the conclusion of the State Leadership Conference.

Americans with Disabilities Act (ADA)

·         FBLA complies with the Americans with Disabilities Act (ADA) by providing reasonable accommodations for competitors. Accommodation requests must be submitted through the conference registration system by the official registration deadline. All requests will be reviewed, and additional documentation may be required to determine eligibility and appropriate support.

Penalty Points

·         Competitors may be disqualified if they violate the Competitive Event Guidelines or the Honor Code.

Electronic Devices

·         Unless approved as part of a documented accommodation, all cell phones, smartwatches, electronic devices, and headphones must be turned off and stored away before the competition begins. Visible devices during the event will be considered a violation of the FBLA Honor Code.

National

If you are competing at the National level, be sure to see the National guidelines at https://www.fbla.org/divisions/fbla/fbla-competitive-events/

Study Guide: Competencies and Tasks

This study guide shows the skills and knowledge you’ll be tested on for this event. Objectives followed by a two-letter, three-digit code in parentheses are based on the National Business Administration Standards from MBA Research and Curriculum Center. Some objectives also reference MBA Research's Learning Activity Packages (LAPs)—resources with readings, activities, and assessments to help you learn. For more information, visit MBAResearch.org/FBLA.

Foundational Retail Knowledge (10 test items)

1. Distinguish between retailing and marketing (MK:003) (CS)

2. Explain the nature and scope of distribution (OP:522) (CS)

3. Analyze the impact of technology on retailing (NF:041) (SP)

4. Obtain information from retail databases to aid in product planning and control (NF:104) (SP)

Selling (20 test items)

1. Demonstrate good/service (SE:374, LAP-SE-374) (SP)

2. Convert customer/client objections into selling points (SE:874, LAP-SE-874) (SP)

3. Close the sale (SE:895, LAP-SE-895) (SP)

4. Demonstrate suggestion selling (SE:875, LAP-SE-875) (SP)

5. Process retail sales documentation (SE:117) (SP)

6. Provide information about incoming merchandise to sales staff (SE:396) (SP)

7. Monitor on-floor selling activities (SE:389) (SP)

Pricing (10 test items)

1. Select approach for setting a base price (cost, demand, competition) (PI:018) (MN)

2. Determine cost of product (breakeven, ROI, markup) (PI:019) (MN)

3. Calculate break-even point (PI:006, LAP-PI-006) (MN)

4. Set prices (PI:007) (MN)

Market Planning (10 test items)

1. Profile target customer (MP:027) (MN)

2. Determine market needs (MP:025) (MN)

3. Determine customer demand for merchandise (MP:033) (MN)

Warehousing and Transportation (5 test items)

1. Explain shipping processes (OP:405) (CS)

2. Identify factors considered when selecting best shipping method (OP:406) (SP)

3. Plan storage space (OP:404) (MN)

Inventory Control (15 test items)

1. Allocate merchandise to stores/regions (OP:411) (SP)

2. Track stock by location for department/class/vendor level (OP:412) (SP)

3. Explain types of unit inventory-control systems (OP:414) (SP)

4. Determine inventory shrinkage (OP:415) (SP)

5. Maintain inventory-control systems (OP:416) (SP)

Visual Merchandising (10 test items)

1. Place merchandise for impact (PR:342) (SP)

2. Determine on-floor assortments (PR:284) (SP)

3. Use cross-merchandising techniques (PR:358) (SP)

4. Read/Implement planograms (PR:349) (SP)

Display Techniques (10 test items)

1. Create promotional signs (PR:109) (SP)

2. Select and use display fixtures/forms (PR:031) (SP)

3. Create displays (PR:047) (SP)

Product Mix (10 test items)

1. Determine quality of merchandise to offer (PM:223) (SP)

2. Determine width and depth of assortment strategies (PM:225) (MN)

3. Select mix of brands (PM:256) (MN)

4. Plan merchandise assortment (e.g., styling, sizes, quantities, colors) (PM:254) (SP)