Types of Merchandisers in a Buying House: Roles and Responsibilities Explained for Beginners

Introduction

In the garment export business, a buying house plays a very important role. It works as the middle point between buyers (who place the orders) and factories (who make the garments).

Inside a buying house, there is a strong team called the merchandising team. This team works step by step to handle every order from start to shipment. But not all merchandisers do the same job. Each one has a different task and responsibility.

If you are a beginner in merchandising, it’s important to know who does what. In most buying houses, there are four main types of merchandisers:

1. Corresponding Merchandiser
2. Costing Merchandiser
3. Sourcing Merchandiser
4. Follow-up Merchandiser

Each of them plays a special part in completing an order. Let’s understand their work one by one.

1. Corresponding Merchandiser

Who They Are

The Corresponding Merchandiser is the main communicator in the buying house. They are the link between the buyer and the internal merchandising team — including costing, sourcing, and follow-up merchandisers.

They don’t communicate directly with the factory. Instead, they collect all information from the buyer and pass it to the right team inside the buying house.

Main Responsibilities

• Communicate with the buyer through email or meetings.
• Collect and understand product details — design, fabric, color, size, and delivery date.
• Share buyer comments with the costing, sourcing, and follow-up merchandisers.
• Track order progress and keep both buyer and internal team updated.
• Maintain all order-related documents and communication.

Example

Suppose a European buyer sends a new order for 10,000 t-shirts . The Corresponding Merchandiser receives the order and confirms every detail. Then they share the information with the Costing Merchandiser (for price calculation), the Sourcing Merchandiser (for factory selection), and the Follow-up Merchandiser (for production tracking).

They act as the center of communication, keeping the whole process connected.

2. Costing Merchandiser

Who They Are

The Costing Merchandiser works only on cost calculation. Their main goal is to prepare the product price accurately before confirming the order with the buyer.

Main Responsibilities

• Study the buyer’s tech pack or sample carefully.
• Calculate fabric consumption and other materials.
• Collect prices of fabric, trims, printing, embroidery, and packaging.
• Add up all costs — including CM (cost of making), testing, freight, and profit margin.
• Share the final costing sheet with the Corresponding Merchandiser.

Example

If the buyer requests a T-shirt, the Costing Merchandiser calculates how much fabric will be used, what accessories are needed, and what the total production cost will be.

Their job is to make sure the price is competitive for the buyer and profitable for the company.

3. Sourcing Merchandiser

Who They Are

The Sourcing Merchandiser connects the buying house with the garment factories and suppliers.
Their main duty is to find the right factory to produce the buyer’s order — one that can ensure good quality, a fair price, and on-time delivery.

Sometimes, when the order is FOC (Free of Cost) or only for sample development, the Sourcing Merchandiser also handles fabric, trims, and accessories sourcing directly instead of using a factory.

Main Responsibilities

• Source and select suitable garment factories based on product type and price.
• Collect samples and factory profiles for buyer approval.
• For FOC/sample orders, arrange fabric, trims, and accessories from suppliers.
• Support the Corresponding Merchandiser with sourcing updates and lead times.
• Ensure all suppliers and factories follow buyer’s quality and compliance standards.
• Maintain communication between the buying house and the chosen factory.

Example

Imagine a buyer wants 20,000 hoodies. The Sourcing Merchandiser searches for a factory that can handle this quantity, quality, and price level. They collect the factory profile and sample, then share it with the Corresponding Merchandiser for buyer approval.

But if the order is just for FOC samples, the Sourcing Merchandiser arranges fabric, trims, and accessories directly from different suppliers.

This role needs strong factory knowledge and sourcing skills, because choosing the right factory or supplier makes all the difference.

4. Follow-up Merchandiser

Who They Are

Once everything is confirmed and the production starts, the Follow-up Merchandiser takes charge. They communicate directly with the factory to make sure production runs on time and according to buyer standards.

Main Responsibilities

• Communicate daily with the factory about production updates.
• Check cutting, sewing, finishing, and packing progress.
• Follow the TNA (Time and Action) plan closely.
• Inform the Corresponding Merchandiser about any delay or issue.
• Help solve production or quality problems.
• Arrange final inspection and shipment.

Example

Suppose the fabric delivery is late or the sewing line faces a problem. The Follow-up Merchandiser immediately informs the Corresponding Merchandiser and helps the factory fix the issue.

They are the execution controller — always ensuring that everything goes according to plan.

How These Four Merchandisers Work Together

Every merchandiser has a different job, but all are part of one system.
Here’s how they work together step by step:

1. The Corresponding Merchandiser communicates with the buyer and shares all order details with the team.
2. The Costing Merchandiser calculates the price.
3. The Sourcing Merchandiser finds a suitable factory (or arranges materials for FOC orders).
4. The Follow-up Merchandiser follows the production and shipment.

When all four work in harmony, the order runs smoothly, and the buyer stays satisfied.

Why Beginners Should Learn These Roles

If you are new in the merchandising field, understanding these four roles is your first big step.
Each role teaches you something valuable — communication, costing, sourcing, and production control.

Start by watching how your senior merchandisers handle their daily work. Learn how communication flows from buyer to factory. With time and effort, you’ll become confident in every stage of the merchandising process.

Remember, every successful merchandiser once started as a beginner. The more you understand teamwork, the faster you’ll grow.

Final Thoughts

A buying house is like a team of engines — and merchandisers are the parts that keep it running.

• The Corresponding Merchandiser connects all teams and the buyer.
• The Costing Merchandiser ensures proper pricing.
• The Sourcing Merchandiser selects the right factory or materials.
• The Follow-up Merchandiser keeps production on time and maintains quality.

Together, they make sure every order reaches the buyer perfectly.
For beginners, understanding these roles will help you build a strong foundation and become a skilled merchandiser in the future.