PURCHASERS AND BUYERS

Nature of the Work

Purchasers and buyers seek to obtain the highest quality merchandise at the lowest possible price for their employers.  The work generally involves determining which commodities or services are best, determining the suppliers of the product or service, negotiating the lowest price, and awarding contracts that ensure that the correct amount of the product or service is received at the appropriate time.  In order to accomplish these tasks successfully, purchasers and buyers study sales records and inventory levels of current stock, identify foreign and domestic suppliers, and keep abreast of changes affecting both the supply of and demand for products and materials for which they are responsible. 

Training, Other Qualifications, and Advancement.

Qualified persons usually begin as trainees, purchasing clerks, expediters, junior buyers, or assistant buyers.  Retail and wholesale firms prefer to hire applicants who are familiar with the merchandise they sell as well as with wholesaling and retailing practices.  Some retail firms promote qualified employees to assistant buyer positions; others recruit and train college graduates as assistant buyers.  Most employers use a combination of methods.

Educational requirements tend to vary with the size of the organization.  Large stores and distributors accept applicants who have completed associate or bachelor's degree programs from any field of study, but prefer individuals with a business background.
Manufacturing firms tend to put a greater emphasis on formal training and many desire applicants with a bachelor's or master's degree in business, economics, or technical training such as engineering or one of the applied sciences. 

Job Outlook

Employment of purchasers and buyers is expected to increase more slowly than the average for all occupations through the year 2005. Demand for these workers will not keep pace with the rising level of economic activity; mergers and the resulting consolidations of buying departments along with other changes such as limited source, long-term contracting will reduce the need for purchasers and buyers.  The increased use of point-of-sale inventory control, artificial intelligence systems, electronic data interchange, and other automated systems will restrict demand further.  Consequently, most job openings will result from the need to replace workers who transfer to other occupations or leave the labor force.

Persons who have a bachelor's degree in business should have the best chance of landing a buyer job.  A master's degree or bachelor's degree in a technical field will be an advantage for those interested in working for a manufacturing or industrial company. However, graduates of 2-year programs in purchasing/buying should continue to find good opportunities, especially in small firms.

Earnings

Median annual earnings of purchasers and buyers were $33,067 in 1992.  The middle 50 percent earned between $23,092 and $44,684. The lowest 10 percent averaged less than $13,959 while the top 10 percent earned more than $56,581.  Merchandise managers and purchasing managers generally earned higher salaries than buyers or agents.  As a general rule, those with the most education in their field have the highest incomes. Purchasing agents in the Federal Government averaged $24,400 in 1993 and contract specialists averaged $43,800.

Additional information can be obtained by contacting the following organizations:

National Retail Federation, 100 West 31st St., New York, NY 10001.

American Purchasing Society, Inc., 11910 Oak Trail Way, Port Richey, FL 34668.

National Association of Purchasing Management, Inc., P.O.  Box 22160, Tempe, AZ 85285.

National Institute of Governmental Purchasing, Inc., 115 Hillwood Ave., Falls Church, VA 22046.

National Contract Management Association, 1912 Woodford Rd., Vienna, VA 22182.

Federal Acquisition Institute (VF), General Services Administration, 18th and F Sts.  NW., Washington, DC 20405.

