DECA Buying and Merchandising Team Decision Making (BTDM) DECA BTDM is a two-person team event covering buying, merchandising, and retail operations. 30 min prep + 15 min presentation.
DECA Buying and Merchandising Team Decision Making (BTDM) Practice 2026
BTDM pairs two competitors to analyze a retail buying or merchandising scenario. Tests knowledge of assortment planning, vendor negotiation, inventory management, and retail analytics.
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Event overview
Top 5 performance indicators
1. Buying Strategies
Open-to-buy management, vendor negotiation, assortment planning, and inventory optimization.
2. Merchandising
Visual merchandising, planogram development, category management, and promotional display strategies.
3. Financial Analysis
Gross margin return on investment (GMROI), sell-through rate, markdown optimization, and inventory turn.
4. Market Analysis
Consumer trends, competitive analysis, and market segmentation for retail buying decisions.
5. Supply Chain
Vendor management, lead times, logistics, and supply chain risk mitigation.
Sample roleplay scenario
Company: Metro Home & Living
Metro Home & Living is a 15-store home goods chain. GMROI is 2.1 (target 3.0), markdown rate is 28% (target 18%), and top-vendor concentration is 45% (too reliant on one supplier). Develop a buying and merchandising strategy to improve all three metrics.
Team member 1: buying strategy. Diversify vendor base to reduce concentration risk (target 30% max from any vendor). Implement open-to-buy discipline with monthly reviews. Shift buying timeline earlier to improve markdown planning. Team member 2: merchandising and analytics. Implement category management to identify underperforming departments. Redesign planograms to feature higher-margin products at eye level. Launch a data-driven markdown cadence (15% at 60 days, 30% at 90 days, clearance at 120 days) to reduce total markdown rate while preserving margin.
Judge's lens
BTDM judges value quantitative analysis. Know GMROI calculation (Gross Margin $ / Average Inventory Cost), sell-through formulas, and markdown optimization math.
Common mistakes
- Not calculating GMROI correctly during presentation.
- Ignoring vendor concentration risk in buying recommendations.
- Proposing markdown strategies without financial modeling.
- Not connecting merchandising decisions to financial outcomes.
Above and beyond strategy
Reference 'category captains' as a vendor management strategy. Mention 'assortment localization' (tailoring product mix by store location). Cite the 80/20 rule in retail (20% of SKUs generate 80% of profit).
Frequently asked questions
What is DECA BTDM?
BTDM is a two-person team event analyzing buying and merchandising scenarios in retail. 30 min prep, 15 min presentation.
What is GMROI?
Gross Margin Return on Investment. Calculated as Gross Margin divided by Average Inventory Cost. Target varies by retail category (3.0+ for most general retail).
Does CompeteAI have BTDM practice?
Yes. AI-scored BTDM team scenarios with retail buying and merchandising content.
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